Guru Scott Harmeyer with 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, Indiana, at the corner of Maine in Guilford. I'm Rick Ripma, your hard working mortgage guy, and I've been in the mortgage and real estate business for over 34 years, I've helped over 5200 folks finance their homes, my team and I believe in that there is you can do it, I can do it. We believe in custom tailored loans, not the one size fits all approach. I've only said that 1000 times you think I can say it, we believe there is a best mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:35

And I'm Ian Arnold part of Rick's hard working mortgage team. I've been in the financial financial industry for over 15 years helping customers find the best possible financing. I am an expert at rebuilding people's credit and increasing your credit score so you can get the best rates. My passion is helping you build your overall wealth and help your family give security for a lifetime.

Rick Ripma: 0:56

And I also want to remind everybody that if you need up to date information on mortgages or the India's real estate market, go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com or 317-672-1938. That's 31767 to 1938. And we are very excited and honored to have Scott hardmeyer. You're with FC Tucker, he's a real estate agent. Scott does a phenomenal job and and you're gonna really enjoy his stories. You might even want to take notes. So get prepared. Scott, thanks so much for joining us. Thanks for having me. What is the best way for somebody to contact you if they have any questions on real estate?

Scott Harmeyer: 1:39

I'm old fashioned text me call me number 765-618-4957. I always answer my phone. I'm not one of those people that let it rain just call me.

Rick Ripma: 1:49

When you said old fashioned. I was a little worried. You're gonna say fax me.

Scott Harmeyer: 1:54

Believe me, I've had a few fax machines come into the office. And I was like, What is this? Right?

Rick Ripma: 1:59

I remember when the fax machines were like texts are today. It was like, Man when you got a fax machine you had you were special. Yeah, that was that was a big deal. So what did you do before real estate? So what was your life? Like? Where'd you grow up?

Scott Harmeyer: 2:15

Yeah, sure. No, I was. So I was actually born and raised in Oceanside, California. Oh, wow. But down here in San Diego County. My dad was in the Marine Corps down there for a little bit and then we kind of moved over to a place called Muncie Indiana. So a little bit up north from here with the high school Delta high school went to Ball State graduated in 2011. Trying to figure out what I wanted to do. You know, I have accounting degree did the accounting thing for a little bit wasn't for me. And then I had a buddy call me You know, I mean is says hey, have you ever thought about getting into the car business? And I was like, I'm like no, but he said he should come talk to me. So you know showed me got me into it and and funny story I started in the car business in 2012 at a dealership in Muncie, Indiana not knowing anything about it nothing but sales. And then two months later, they went in there and close the doors up. Oh, no. Yeah, just insane. I'm like, on my phone, I'm not doing this screw this. I mean, two months in or he lost my job. Two months in. And then I get a phone call from a guy and that runs Ed Martin Automotive Group is no longer with him as Todd rifleman, okay. And he called me says How would you like to come work for a real Auto Group? And I'm like, Yeah, I'm out on out of business man. So but he kept persuaded me and so gave me a hint. He actually gave me two weeks. Got me in an apartment said move down there. I was working on there the Nissan store on shadeland Avenue for a few years you know, just took right after it. I mean, I was selling cars selling 2030 cars a month just right out the gate gay and I mean, I just I loved it. It was an adrenaline you know, I mean, it just selling and then eventually they acquired another nother dealership. And 2014 on there another Nissan dealer on 37 asked me to help run it and then I took over the financial director gig over there and spend many my life there do it finance forum, train and finance managers and then love every bit of I mean, all the connections I've made the friends that I made in automotive world, I mean, that's, I wouldn't be where I'm at today without, you know, the automotive business. So and then ever since then, there was a buddy of mine. That was in the same audit group of me. He worked at our Toyota store. He kept saying he come to come do real estate. Come do real estate. I'm like, I don't. I'm comfortable with what I'm doing. I like what I do. He sent me a picture of his paycheck stub. It was like, can't do it. You're gonna kill it. You're going to crush it. Right? So finally September of 21 I quit cold turkey. You know, they did everything they could to get me was it? No. heartfield legs. And he said, I studied I passed my exam January and then went full force April 1 of last year, and then been run and I sold 40 transactions in my first year. I mean, just over 7 million. In my first year. I think I just finished my rookie year I'm on pace. I think I'm winning the Rookie of the Year for 2023.

Ian Arnold: 5:23

Only 40 homers, why not 41.

Scott Harmeyer: 5:25

I know, right? I mean, I was like, Man, why did I not do 50? I can do one a week you I mean, I was like, I should be pretty good. Right? So but yeah, that's so I have that sales background in reality. And then that's you. I think that's what doodle one of my success is, I know how to sell I know how to close I know, I know what it takes to, you know, get, you know, follow through the process. There's a road to sale to sell something, you just got to follow it.

Ian Arnold: 5:53

We hear a lot of times when people come on here the first nine months is really a struggle. So what made you so successful out the gate?

Scott Harmeyer: 6:04

So, so I was in I'm heavy into Zillow, I do a lot of the the guy that mentors me that was an automotive industry. He says, do these three things, you know, get set up on Zillow. You know, take your contacts that you've gotten over the years in the car business, reach out to them. And then you know, and then obviously I've said Tucker gives you a few leads here at NAMM and just work those. So over time I think of my first year I closed three of my sphere of influence is Believe me, everybody, your sphere of influence are not going to buy from you. Probably in next few years. You want to get a couple of deals out of Zillow, I ended up closing about 25 deals on Zillow. That was a huge part of my success. I closed a lot of upset at beginning. And then I have a few referrals from they're just doing a good job for my clients. And now it's I'm starting to see the after effect, get more referrals and repeat business from that. So

Rick Ripma: 6:57

because Zillow is, from what I understand that's it can be very, very beneficial. But it also you have to be really good.

Scott Harmeyer: 7:04

You have to be very good. You, you have to be good at converting leads, because I mean, they're just like any leads, I mean, some of them are not going to be any good. Some of them are going to be great. And some of them are going to be like you just need to follow through. I mean I call I just got an offer accepted yesterday on a Zillow lead and I've been working six months, right? I mean, you just got to stay in front of them just have set him up on searches follow up. If you're not following up, you're not doing it right. You're not going to get your money's worth out of Zillow.

Rick Ripma: 7:30

So yeah. Isn't that on everything?

Scott Harmeyer: 7:33

That's on every Follow up? Follow up, right, pick up the phone and call? I mean, that's, I mean, that's what this is a phone business. Yeah. You know, if you're not answering your phone, your you know, you may be missing an opportunity.

Rick Ripma: 7:44

Yeah, well, I think I think car the car business is a great place to learn. Both Ian and I came out of the car business also. So what do you feel like? What you what you what did you bring forward from the car business that really helps you in real estate and benefits your the people you work with?

Scott Harmeyer: 8:06

Sure. I mean, in like I said in the car business, they train you, right? There's no There's no sales, you know, they don't teach you sales in real estate. Like when you go into car business or even cell phone business for whatever reason, there's a road to the sale. I mean, they teach you from all the way from the meet and greet, to a test drive to a trial close feature benefits, either or questions. They teach you what the right questions to ask, and you know how to overcome those objections. And over time, you know, but dissipating into a 15 years, you kind of learned to perfect that over time. Right? You know, what questions asked, you know, you know, what, questions to stay away from, ask us questions, what's most important to them? You know, is either or does you know, do you like this do you like that is, and over time, you kind of learn that. And that's why my success in the real estate is I know those questions to ask. And I'm not afraid to ask somebody to buy a home. I mean, he that's your hardest part of the year for you're not afraid to ask somebody to buy and spend money. You'll never make it in this business. You got to ask them for the sale.

Rick Ripma: 9:06

And that's actually helping them that everything you talked about that's I just want to clarify. So everybody understands, when you're asked if you understand the questions that you're asking those questions so that you can better help the customer get what they want. Absolutely. And sometimes people just need that little Hey, do you want to go ahead and make an offer on this house? Yeah, that's all they need sometimes. And it's like, they were thinking it but they aren't sure. They just need that that you know, so that's I think that's extremely important for people.

Scott Harmeyer: 9:32

Absolutely. We do this every day. They do it once maybe every five to 10 years, right? They don't know what they don't know. And you know, if you show them three, four houses, hey, which one of these three four houses Did you like to Moses is the one that we're going to make an offer. I'll put together a great offer plan and, and work on getting accepted. I mean, that's okay. That sounds great. Yeah, that

Rick Ripma: 9:51

that's amazing. It's what's really amazing to me is how you were able to come in and in an industry where 87% of the Real Estate Agents fail in the first three years. You did 40 transactions. Yep. And you did that. It sounds like a lot of a Zillow lead off. But you had to like, like you said, it sounds like was it was it you're obviously good on the phone? You're good at talking to people you're not afraid to call them. Right. And then you follow up.

Scott Harmeyer: 10:19

You follow up? Yeah. I mean, I love being on the phone. I mean, that's where I, I mean, I like talking to people, I get to know people. I like to I negotiate a lot of my deals verbally, before I even you know, submit a purchase agreement, I'll just say, hey, if I send you an over an offer this, this and this, I mean, what are the chances that you think you can get this done? Can you give me a response back within the end of the day, if I write set write this up and send it to you? I mean, I, I mean, I go for the clothes. I mean, every every time I call, I'll call agents and say, Hey, I don't want to waste my clients time. I don't want to waste your clients time. I bring you an offer this can you get it done?

Rick Ripma: 10:54

Yeah. And that also say it saves time. The Asharq it also is setting an expectation. Yeah. So it's a great way, it seems like a great way to set the expectations and let people know, hey, you're here's what I'm gonna send. Are we okay with this?

Scott Harmeyer: 11:06

Yeah, absolutely. Like, you know, just say, hey, no, you know, I think you need to be coming a little bit, a little bit stronger. And that way, I know, I don't want to I don't want to write something that I know that's not going to work or offend you tell me what I need to do to make it work. I mean, I worked other agent, hey, my client wants his home. What is it going to take to get this home? You know, let's work together. You know, if I bring you over something like this, no, maybe you tailor if I bring you over that what you're looking for? Can you get it done? Right? And it's just you got to close. I mean, that's, that's what they're looking for in person selling their home was top dollar from the home person buying the home once at home, right. And you're trying to find equal medium to make it work.

Rick Ripma: 11:45

Yeah. Yeah. The seller wants the most they can the buyer wants to buy it. But the little as they kind of somewhere in between is where you tend to be exactly right. So except for last couple of years, sometimes.

Scott Harmeyer: 11:54

Yeah. Yeah, last less than two years. It's crazy. 30 offers and it's like, where do you start?

Ian Arnold: 12:01

So before we come over from the break, Scott, what's the easiest way somebody get ahold of you?

Scott Harmeyer: 12:05

Yeah, cell phone, just text me call me. I'll answer my phone. Regardless, no matter what time of the night, call me at 765-618-4957.

Ian Arnold: 12:14

And if you're calling him while he's on this podcast, I'll call you right as soon as he's done. Absolutely. All right. And Rick, how would they get ahold of Rick URI,

Rick Ripma: 12:22

they go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. And you can contact the Ian or I from there or you can call 317-672-1938. That's 31767 to 1938.

Ian Arnold: 12:35

And after the break, we'll find out what is Scott superpower.

Rick Ripma: 12:41

Thanks for listening to Indy's Real Estate Gurus. The girl gurus we interview share valuable insights they reveal their strengths, personalities, and how they'll work for you. While we hardworking mortgage guys, secure your best mortgage. Real estate gurus work hard to. They avoid problems that amateurs don't see. They listen, 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.

Ian Arnold: 13:18

All right. Hey, welcome back from the break. Scott is still with us. So I'm glad that Rick didn't have to tackle him like he did the last person. All right, but so before we get into what is his superpower, let's get into the question of the week. The question of the week is sponsored by Hey, Rick and I the hard work and mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates on your loan process. Contact us today at hardworking mortgage. guys.com So Scott, what was your first car?

Scott Harmeyer: 13:46

My first car was a 96 red Mustang. That's nice. Yeah. All right. So it was my first one and fortunately I totaled it. So it was so nice anymore. No, not nice and happy. My parents went I ended up with a Corsica after this.

Rick Ripma: 14:06

So you had a Mustang? Yeah. What motor did have

Scott Harmeyer: 14:09

is just a V six. I mean motor. It's not three. Yeah,

Rick Ripma: 14:12

I mean, size wise. Weight wise. It's not very heavy. Yes. That's

Scott Harmeyer: 14:15

very heavy. I mean, yeah, I mean, it's V six. I mean, I mean, it was still you know, fast car for being in high school. So

Rick Ripma: 14:21

yeah, my kids didn't end up with they ended up with a little four cylinder in their cars because I knew how I was in height. Yeah. They weren't getting anything with a motor in

Scott Harmeyer: 14:29

it. Yeah, that's probably why I ended up with a Corsica.

Ian Arnold: 14:35

Girls went from Hey, Mustang. Yeah. Oh, now. The guy on the football team. What happened, man?

Rick Ripma: 14:43

Well, you have kids now so you kind of understand why your parents might have wanted. Yes.

Ian Arnold: 14:48

So they'll get a Mustang? Yeah, yeah.

Rick Ripma: 14:52

Yeah. Well, you know, you don't know. But what's your How old is your oldest?

Scott Harmeyer: 14:56

I have one. She's nice. She's nine. She'll be nine months tomorrow. Nine months tomorrow. Yeah.

Rick Ripma: 15:00

So he's got a little ways there may be automatic automatic driving cars by the time that yeah, no so open I mean, what a time saver? Yeah, for sure.

Ian Arnold: 15:12

I mean, think, think about all the offers you can write while the cars driving you to the next time.

Scott Harmeyer: 15:18

Yeah, absolutely. I mean, I can sit there open up my laptop. Like say I look up I'm sitting in front of a driveway ready to go to my next knowing

Rick Ripma: 15:26

when that happens. It'll be a beautiful thing. Yeah, it'll be another game changer. Oh, yeah, buddy. I think

Scott Harmeyer: 15:31

so I be some Elon Musk puts together

Rick Ripma: 15:34

well, I hear there's I hear that there. There's a really good

Scott Harmeyer: 15:38

yeah, no. Yeah, they they he does a pretty good job. And so

Rick Ripma: 15:42

yeah, I mean, as far as their self driving PM, autopilot they

Scott Harmeyer: 15:46

have said, I mean, I drove a couple of those cars. I mean, it's it's crazy what a can can and can't do. So. Yeah, it feels so weird. Yeah. So yeah, like you.

Ian Arnold: 15:55

I came. As Rick mentioned earlier, I came from the auto industry and we used to have the high end cars. And I got an A Tesla p 85. D and I hit the gas and you don't realize it's all tore? Yes, it just keeps going. Yeah, there is no E or knee going back there's no stutter it just go

Rick Ripma: 16:14

Yeah, if well, there's

Scott Harmeyer: 16:17

it's i We in the car business where this is most powerful golf car you're gonna

Rick Ripma: 16:26

but the I think one of the big differences is is the the power is already there. Yeah. So gasoline motor has to make horsepower. Yep. The Electric is just waiting for it to wait let you step on it. Yeah, all it's doing. And I know they're incredibly fast. I watched a video where I don't remember what model it is. But it's the it's the four door station wagon. Van looking thing. Yeah. And it outran a Lamborghini for like an eighth of a mile.

Scott Harmeyer: 16:56

Yeah, so I have I have a 06 Corvette you know, I mean one of the newer ones and it's crazy I mean that I'll see a Tesla just blow right by me right at the you know the lie and I'm like, geez, like what am I doing here?

Ian Arnold: 17:11

Yeah, but you are not racing people. Yeah,

Scott Harmeyer: 17:13

exactly. You I mean I follow the law I mean, so drive the speed

Rick Ripma: 17:17

limit so especially here in Carmel you have under the mid engine cars.

Scott Harmeyer: 17:21

I don't I have the C seven with the one of the last front that's

Rick Ripma: 17:24

my that's actually my favorite. I like a front engine look. Yeah, so my I love Corvettes and that's that's I like that. I'm probably gonna buy 2019 I don't know about as iOS six because now that I've gotten older I mean they have 700 and something horsepower Yeah,

Scott Harmeyer: 17:42

it's a month 650 You know horse and 650 When I first bought that car you don't realize what you've driven you don't realize what true power is and and you know till you do and 50 miles an hour step on the gas and they can fish tail at 50 miles an hour right that's that's that supercar fast and and that mean it took me back a few times and a minute to get used to it so

Rick Ripma: 18:05

yeah, yeah you don't you probably don't do that anymore. Yeah,

Scott Harmeyer: 18:07

I don't do that anymore. So I mean, you know, I've driven cars where you know you peel out right when you go but when you're doing 5060 I mean you get on the gas Oh fishtail that so it's kind of scary. Yeah.

Rick Ripma: 18:17

And that has wide tires as is phenomenal. But back to real estate. What would you say your superpower or superpowers are

Scott Harmeyer: 18:26

my superpowers are is I mean obviously come from sales I love the negotiating piece and closing the start there's an art to the deal you I mean, I like to figure out the art of the deal. And then obviously when it comes to listing homes I have a excellent marketing strategy that I do. I think my average list time will homes I sell home within seven days as soon as I put it on the market is what my average is but between those I mean that's what I you know, love to do is between the negotiating and getting home ready to sell for the clients.

Ian Arnold: 19:00

So what do you think you do differently to get it marketed?

Scott Harmeyer: 19:05

Just how I go about it. I mean, photos drones, I do videos I do. Even I paid for social media advertising ads for retargeting, I know there's a lot of people that don't do that where you're sitting at home and you're looking at homes you know throughout the day you're laying in bed at eight nine o'clock at night. The home you're looking for keeps popping up on your social media whatever you use, you know Facebook Google, it just keeps popping up and and I get a lot of use I can measure the clicks and how many people are looking at it and I get I get a lot of traction and a lot of showings I've actually closed a few Well me and me deals I mean that way just the way I advertise it and you know you need as many eyes as you can on a home I mean just putting a sign in the yard and throwing it on the MLS. You know today's market you got to do a little bit more than that. I mean to get somebody top dollar for their home, show them that you're you know, valued into their home evaluated Have them and what you want to do to get them top dollar. And that's, that's how I go into it. And that's what separates me from the rest.

Rick Ripma: 20:06

And you know, it's it's vitally important that people understand that the job of the of the agent who lists the home is to market that home. Absolutely right. Not necessarily personally sell the home, that's great if they do, but their job really is to market it. And that's, that's why that is so very important. Because you're one person, but how many real estate agents are out there, if you're marketing that correctly, that could then bring it bring somebody to to you to the house and sell the house. So that's, that, to me, is the critical piece. And I know, coming from New Home Sales after car sales, I was in New home sales. And that's what I noticed is that, you know, certain agents were really good at that. And, and it's, it's kind of like, well, I'm not much of a sports fan. But I watch a basketball game, and I don't, you know, it's like you, you don't normally see the difference between these top players. But then once in a while, you know, that one guy with all the pros out there, they're playing against, they stand out? Yeah. Right. And you can see the difference. And that's the same way with real estate. So it matters, that you're able to market that house that's vitally important. You'd be

Scott Harmeyer: 21:13

surprised how, you know, I mean, it blows my mind. You know, I get on the MLS and see how many expired listings that there are. I mean, it just blows my mind, like, you know, and I'll reach out to those peoples like, and let them know your home should have sold. I'll call them your home should have sold my marketing plan, I will get your home sold for you, and I'll get you the most money for here's, here's the reasons why to use me. And I mean, I will go after them. And I mean, if they're expired. Yeah, I mean, that's, that's a way to get into, you know, some business go out there does expired listings. But you know, they're upset they're home then. And so why did my home go expired? Why did it you know, what did my home, what did somebody not like about my home that they liked about others, like, you need a market, it needs to see as many eyes as you can not just people in the area you need to people that's located and out of state, you know, they may be moving Indiana that they're not seeing his home? What how do you market touching those people? Those are things that I do is I have a big reach.

Rick Ripma: 22:11

Yeah, that's vitally important. Absolutely. Yeah, that that's very important. So when you're, if somebody was looking to hire a real estate agent to list their house, let's say, what characteristics and traits should they look for?

Scott Harmeyer: 22:26

An agent and an agent? Oh, just um, one professionalism. Communication is the big one is let let them let them know that you're going to follow up with them and let them know what's going on with the seller their home and, and that information is key. I mean, you I mean, any information that you can give them any kind of showings that you have, give them the feedback and let them know what people are saying about them home. And that way, it's not coming from you. It's coming from people that's actually showing them home. I mean, I'll see some agents that don't even bother calling the call and the list people and let them know, hey, well, I know we had three showings the other day, what what was people's feedback on it? Like, let that let them know. I mean, it's their home, they deserve to know. And it's just communications, the big thing. I mean, that's what people want. They want to know what's going on with their home and, and all in all, I mean, they they want top dollar for their home, they want to make sure they get the right person.

Rick Ripma: 23:16

Yeah, I was talking to a friend of mine. And he's a real estate agent. And he was saying that, if you don't communicate, he was in training. They said, If you don't communicate something to somebody, even if everything's perfect, they everything in their minds, they run down, everything's falling apart, you know, yeah. So you have to communicate heavily. Even if it's, everything's fine, right? Yep,

Scott Harmeyer: 23:37

everything's fine. Like I said, I mean, pick up the phone and call, you know, your clients. I mean, pick up the phone, call other agents pick up the phone and call, you know, potential business. It's a phone business, use your phone, you know, you never know when there's next opportunity to there.

Rick Ripma: 23:53

Now, a lot of people are switching to text or using using text. But I think I think you're more like me you like the call. Yeah.

Scott Harmeyer: 24:05

I like to call you can actually, you know, GAUGE ENGAGE with somebody versus, you know, calling versus if you text somebody, you may get that one word, a text and like, where do you go from there? Right. You know, maybe I said something that you know, that they didn't want to hear. That way you can you can kind of gauge somebody's motions over the phone and right, and a phone call is more meaningful to me, you know, to them to this guy picked out, you know, took 10 minutes out of his day to call me to let me know what's going on versus saying, Hey, he's sitting in a meeting and he sent me a quick text messages. Hey, we had a couple of showings, we got a few people that's interested. You I mean, pick up the phone. And I mean, that's just me. I may be a little old school doing it. I'm 36 years old, but that's the way that I was trained is he just you pick up the phone and you dial

Ian Arnold: 24:49

in? Yeah, like you said, the texting is okay. There's certain times or it works, but let's be honest, we've all been in a relationship. You get a certain text message. You read it the wrong way. How often does that happen? And then it happens the same way in business. So sometimes Yeah, the phone is the easier way to communicate. Absolutely. But yeah, if you're sitting in a meeting or something, sometimes, hey, I'll text you or call you here in a second or something like that. It's, it's a little easier. Yeah.

Scott Harmeyer: 25:13

But give me five minutes, I'll be done. I'll call you. Right. But, you know, that's, that's what I think the power of text messages are solid, you call like, I just had a client called me, you know, a little bit ago saying, hey, I'll call you in about an hour, I'm getting a wrap up, you know, a meeting with some guys. Okay, you know, it's so good to set that expectation and let them know. And I mean, that's, that's the key to this business is setting expectations and communicating it. So

Rick Ripma: 25:39

well. And I don't know how you can read it related to the car business. It's kind of like, taxiing is, to me is kind of like not going on the demo ride. Yep. Okay, you go on a demo ride. And there's a rattle in the back of the car, right. And the person thinks I'm not buying this car, there's a rattle in it. If you're with them, you can go open the trunk and show them. That's just some screws that are in the back of the trunk to put the license plate on. Right. Yeah, you know, but if you're not there, they just get out, they tend not to tell you that there's something wrong. They just say I don't like this car, you know, there's a rattle in it, whatever. So it's a great to the text is great to like you said that that way, but it's really difficult to walk somebody through the process on a text. Yeah. And make sure they have all the communication. Absolutely.

Scott Harmeyer: 26:28

Yeah. So I mean, that's texting is good in certain instances of, you know, business or, or even life, but I mean, it's, you know, my mom calls me this date, or like, I'll text her Why don't you call me? Because you're right, I need to call you a little more. Sorry, mom.

Ian Arnold: 26:46

So Scott, if somebody does want to call you how would they call you call me

Scott Harmeyer: 26:49

on my cell phone? I mean, 765-618-4957 Call me I'm available 24/7 I'll pick up my phone in the middle of night or walk out have dinner, take a phone call? I mean, that's just the type of person I am.

Ian Arnold: 27:01

All right. And Rick, how would they get ahold of you

Rick Ripma: 27:03

and I, I would go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com, you can contact the Ian or I from there, or you can call 317-672-1938. That's 317-672-1938.

Ian Arnold: 27:16

And this is the end of the radio show. So if you are wanting to listen to podcasts, go to these real estate gurus. And we'll listen to you there. Thank you for tuning in. Hey, this is the podcast side. So if you're already on the podcast, yeah, you're still here. So congratulations. If you're tuning in from radio, you chose the right chapter. So Scott, I do like to ask one good question for you. What do you think is your most memorable deal?

Scott Harmeyer: 27:44

My most memorable deal is I stumped. Yeah, you did. I have I have. I had there's two of my most recent one is, is a lady that reached out to me. She's She found me on Zillow. And just you know, recently went through a divorce and has two twin boys. And she they go to a certain school because their kids need to attend that school for certain reasons. And there was a certain area that she wanted to be in and, and she says, I gotta have this home. And I can only be in this area and this school district, and it says, there's over there and Avon. And there was a house that came up for sale. And she she basically told me, she says, I want this house, please do whatever you can to get me this home and get me out of the situation that I'm in. And so there was a home that was for sale, it was listed with a with a carpenter agent. I called her and I just said, Hey, I know you got a lot of action on this home. I got a lady that really wants it. She's, you know, she can do anything. And she needed to do well I called her and it was another young lady that was selling the home and you know, and they say, you know not to do stories, but I mean, I kinda you know, did a story and again, you know, just saying Hey, she you know, I didn't get too deep, but hey, it's a single mom of two kids and look into to get back on her own. And within a day, we ended up putting a deal together, you know, we worked through it together. And to me that was a most memorable memorable deal is just helping somebody like that and giving back to I think I even gave up a percent of my commission just to just to you know, help or to put the deal together. So, but it was something like that it was special to me to help somebody like that. So and then my second one is, is I had another guy out and can be was in a wheelchair. He was in in the military and just living off of military income and then you know, he was on a he had a three bedroom two bath ranch on two acres, and he just couldn't take care of itself anymore. And I had my contractor, guys, I mean, he just had stuff everywhere. I had my contractors guys go out there, get the house ready to go for him. I mean, I paid for my expense, and got his house ready. And I sold it for, you know, 15 grand over list and found him the perfect, you know, 55 year old community to live in and live out his days in Arizona.

Rick Ripma: 30:24

Those are always the most memorable, which really affect all all home sales affect somebody's life. Absolutely. Right. Yeah, but those are even more special.

Scott Harmeyer: 30:33

Yeah, absolutely. No, those, you know, go a long way. And you know, when somebody you know, wants to do the right thing, and you can tell they're naturally a genuine person, you want to help those people, you know, a little bit more and, and I have the tools to do so, you know, and I use them to get it done for them.

Rick Ripma: 30:50

How would you describe your brand?

Scott Harmeyer: 30:53

My? Well, my my brand is I mean, I tried to come off as, you know, a resilient, aggressive type agent, I mean, you know, if I, if I plan to write an offer, I plan to write it to win. I don't write an offer to lose by my mentality is, if we're gonna do this, we're gonna do it the win. I don't, I don't fail. That that's how I go about it. And, and if we're gonna do it, we're gonna do it this way. And you know, I mean, and you'll be surprised what the outcome is.

Rick Ripma: 31:22

Yeah, that's awesome. Because it's, it's a, that's, that's obviously if somebody wants to write an offer, that's what they want. They want to win.

Scott Harmeyer: 31:30

They want to win. Yeah, I mean, you you want to win, I mean, I'm not wasting your time and not wasting their time with we're gonna write this off, right, it's a win, and put us in the best chance to win. And I'm gonna see what it takes to win. And then we'll find out all those details. And I'll call and see if there's multiple offers, and what does it take to win that? What is it going to take to win?

Rick Ripma: 31:49

Yeah, see, that call makes a difference that I think that's a big deal. What I notice is, and this is not unusual, you calling a real, another agent, the listing agent, but the listing agent side many times doesn't call the lender, I got a call the other day calling, calling me as the lender wanting to know. Yeah, and that, to me, makes perfect sense. I like to call the listing agent before the offer goes in and just say, Hey, listen, I just prequalify this person, they're looking at your house, and they're perfectly qualified, they're phenomenal. Just know, it's a good offer. I don't have many people who let me do that. But I think that's a especially like for you, if you do that. And then you call I mean, I just that kind of communication to me just works. Yep. So that's, that's what I see.

Scott Harmeyer: 32:36

I mean, you'd be surprised I've listed homes and, and I'll get offers, and I don't even get I don't even get a phone call, or I just have an offer in my inbox and, and just you pick up the phone and call me say, hey, my people love the home, you know, we're gonna send you an offer, you know, hope this works for your seller. If it doesn't, please let me know what it takes to, to win. And so the ones that call me are the ones you're going to remember, if you send in an email to an agent, it's just gonna go, right, they're gonna overlook it. I mean, that's another key pick up the phone and say, Hey, I got an offer for you, my clients are excited to put an offer in, let me know if it works for you.

Rick Ripma: 33:11

Beyond that, I think it makes a difference. Because you kind of get you get to know that agent, right? And whether you can work with that agent. And that is that's a piece, whether it's a actual part of the written contract, it is a piece of the contract. If you talk to somebody or you've worked with somebody, and you go to your buyer, your sellers are and you say, Listen, this person last time, they asked for the moon once the you know, this is a difficult one these two offers are basically identical. If it were, I mean, I can, I would do that. Because I think you need to communicate those things. And if you talk to somebody, even if you haven't worked with them, you can get a feel for what they're like and who they are. And you know, enough people you can probably find out

Scott Harmeyer: 33:49

Yeah, absolutely. Relationships is key in this business and, and, you know, talk and work on a deal and, and you never know, you know, next time I hit you know, you have a home Hey, I did a deal with that person. It was a super smooth transaction. You know, I mean, you can take that to your seller, like, Hey, here's his pre approvals are good. He gets it to the closing table. He's good to work with. I mean, those go a long way. Realtors Look at that.

Rick Ripma: 34:11

Should Yeah, they should.

Ian Arnold: 34:13

So with you doing you did 40 homes and everything. So have you had to develop a team to work with to because that seems like a lot of work for one person.

Scott Harmeyer: 34:22

It was a lot of work. And no, I don't know team. I have a great, you know, staff at my Tucker office on the west side. Great admin, you know, the girls will you know, help me out when when I need it. But no team, I keep going back and forth with the team. Because I mean, I like to be involved. I actually actually want to listing the other day is they told me we're interviewing other agents and I let them know and just saying, hey, that, you know, that's a great agent. They have a team but I said the difference between winning with an individual person with a team, you get me to one A four hour, seven days a week. My phone's always on steady. If you're calling them you may get somebody on their team and they may not know what something that's going on, you get me on, I'm going to be through it all the way. And I ended up winning a listing now why? Because I mean, they call me and they know they get me but, but I think Rick and I talked about this, but if I was to start a team, and it's not the question, I'd get a group of successful car guys that sell 2030 cars a month, and I would build my team around them, they have a sales process, they know what it takes. And, and that's where I would start my my team, I would I would recruit some car, guys.

Rick Ripma: 35:36

Yeah, and you know how to teach him. Because the hard part for a car person. Like when I came, I came out of car sales and the new home sales and into into mortgages. The hard part of moving into mortgages is the the people don't just walk onto your lot, they don't just walk into your new home for sale. Yeah. So you have to learn how to market so you get a car salesperson knows how to sell, and then you bring them clients, and you show them how to market. I mean, that's, that's like the perfect setup. Absolutely.

Scott Harmeyer: 36:05

They're used to working, they work those long hours. They they have a CRM, where they're in front of a daily task. They're used to making the phone calls and text messages and the emails, they know, the questions they asked, they know, they I mean, they know the road to the sale, and then you can tweak those skills over time. And that molds into a great, you know, I mean, salesperson or real estate agent or, or anything, you know, as sales related. I mean, so and that's just one of the downfalls I just see in real estate, and it just, you know, I mean, it kills me because there's agents that get their license that just has no sales experience. And, and which is fine, but we need to, we need something to train them to, here's the steps, you know, meet and greet. You know, we've done everything from body posture, how to hold your hand out, look them in the eyes and say, Hey, my name is Scott, her Maya and your name is what I mean, all the way through the steps. I mean, they just they don't they don't teach that. And, and, you know, unfortunately, I think that's why a lot of real estate agents get burned out. And because they don't know I mean, they don't they're not properly trained.

Rick Ripma: 37:08

Right. Yeah, cuz the license doesn't train that know.

Scott Harmeyer: 37:11

Exactly. It gives you a piece of paper that you can hang on a wall and sell real know, the legal. Yeah, the legal. But as far as sales, I mean, there's just you need you need sales training. I mean, been grant, Cardone. I mean, no, that was a person that I studied his stuff. And, you know, and I kind of he's that aggressive, resilient, you know, salesperson, and, and close big deals. And I kind of tried to mold my, you know, Persona around around that. Because I mean, it works. I mean, people want to know what it takes, right? Do you have what it takes? And don't tell me what I want to hear I want to see results. And that's how I, I built my business.

Rick Ripma: 37:46

Right? You do all that. But you also care? And can you communicate? Yes. And that's, I think that's one thing I just I'd like, I'd like to at least get out there. Because coming out of the car business, sometimes we don't have the best, you know, people don't believe in car salespeople. But it's the reality is, it's just like in real estate. And just like in mortgages, the vast majority of people in the business care about others. And they really, they do a lot to help others. And, yes, they want the sale, but they don't want the sale at somebody's, you know, expense, they want to, they want them to get the right house and be happy. Because we all know the only way, the only way that success and to continue to be successful is to take care of the customer. Absolutely. And do what they need to

Scott Harmeyer: 38:31

take care of you take care of your customers, you follow up with them, you, you know, reach out to them on their anniversaries, their birthdays, you know, and they'll they'll know that you've done such a great job for them. And that's how you get referrals and repeats. And then, you know, after three, four years, I mean, it becomes a, you know, continuous cycle. And, and that's what they ultimately want to want is they want to a great agent that communicates and follows up with them. And, and, you know, give them what they don't need. We do this every day. They don't even want that great agent contact Scott. That's right. 765-618-4957

Rick Ripma: 39:10

Well, knowing your personality, I think this is a perfect question for you. I know that you have roadblocks that have gotten in your way. Yes. What is your process to go around? Or through or? Or, you know, a level that that roadblock?

Scott Harmeyer: 39:28

Yeah, that's a great question. So yeah, I've been thrown and doing 40 transactions. I've been thrown at some stuff that probably a new agent probably shouldn't have to endure as with you know, getting attorneys involved and legal. I think, you know, doing that and being in the car business, I've had to deal with that side of it and I just I know how to, you know, overcome it and you know, sympathize on what to do where I don't need to, you know, necessary Go to the managing broker and say, hey, this person signed a contract with open door. And now they're trying to do I mean, like, there, which I rarely happen. And I had to get them out of it. It was a big ordeal, but it's just helping them figure navigate how to get out of those situations and not break down as an agent. What do I do? You take it by the horns, and you help you help your client get through it.

Rick Ripma: 40:27

Yeah, so you just you just figured that was how you did it? Because yeah, it's very similar to my, my way of doing things is you just, you just do it?

Scott Harmeyer: 40:36

Yeah, you just you just do it. And we'll figure it out. And we'll figure it out. And you know, at the end of the day, we'll get to the same end result, you know, but I mean, there's some be some bumps in the road, but I'll get you there. I mean, we'll get there together. And Rob will make phone calls together, and we'll get it done. Right,

Rick Ripma: 40:49

which is ultimately what everybody wants. Yep. What do you think is the most common reason people fail? As real estate agents?

Ian Arnold: 40:58

They weren't in the car business first. Yeah,

Scott Harmeyer: 41:00

no. Right. So I think it's just true. I think it's training. There's not enough, you know, like some mentioned sales training, and a lot in a lot of the TV that you see, you know, I mean, on HGTV people are watching that, see the glitz and the glam of selling a home, I'm gonna show these five $10 million homes and it looks cool. And it's something we're gonna do. But I've been putting in the long hours and be hopping in your car and driving from Avon bargersville, you know, to car mode, you know, the show homes and, and get the client? What are you going to do to get clients? I mean, how many? How many people are you getting in front of? That's the stuff that you don't see, and they don't train or even how show you how to do it? That I think, you know, it's, it's a lot harder than what I really thought maybe this isn't for me is, but I think if somebody you know, train them and show them the expectations on what to do, I think, you know, a lot more agents could succeed. And, and a new agent, you know, should join a, you know, a team with experience, you know, don't use me, for example, I was I come from a situation where you know, I have the background, so I didn't necessarily have a team. I mean, I have a whole team, I have FC Tucker behind me right, you know, right. That's my team. Yeah. But I mean, big a new agent, and you want to say, hey, I want to sell home, get with a good team with a team leader that knows what they're doing, and let them help train you and just follow their steps. And, you know, and they can make you a great agent. I mean, I know some great team leaders out there that just do a phenomenal job. And I'll even pick up the phone call if you have been stumped on something.

Ian Arnold: 42:45

Yeah, I mean, that's a great thing about working. I mean, especially with you with Tucker is, like you said, even when you're you started out, yeah, you were doing very much. But you probably had question after question. And when you have a team like Tucker, you can call any one of them. Oh, this is what you do. This is how you overcome that?

Scott Harmeyer: 43:00

That is phenomenal. Absolutely. I mean, there's several agents that I'll pick up the phone call saying, hey, what would you do in this scenario? Hey, what what what is this document mean? Or hey, what is, uh, you know, escalation clause? Or how much should I put? You know, I mean, there's things that, you know, I'm trying to do that I'm making phone calls that I don't know, and, and you need those people to help you to get through it. So

Rick Ripma: 43:23

yeah, you need, you need mentors, you do. It's critical,

Scott Harmeyer: 43:27

it's critical in this business, you need a mentor. Luckily, I have a guy that came from the car business that, you know, he's, he's the number one individual Tucker agent, you know, but I call him and, and, you know, he'll let me know, just say this, what you need to do, and, or even I'll call my managing broker, I mean, every once awhile, I'm just saying, hey, what would you do in a situation and they kind of guide me and I kind of piece it together and make it my own. So

Rick Ripma: 43:51

yeah, and I find that it's, it's not only the, the managing brokers and those a lot of times a lot of people it seems it's the, it's the other real estate agents you work with, they might come to you because you're really good at marketing, or you're really good at negotiating. And they may have a situation with a comment, say, Hey, listen, so you're mentoring them at that point, but then they may turn into your mentor for something that they do

Scott Harmeyer: 44:13

that yeah, absolutely. I mean, there was, I mean, I had one and when I first started I said, I said, What do you do to get get so many listings? I mean, he's, I mean, I said, whatever you get listing, I get a lot of buyers, which is normal and a being a new agent 90% of yours gonna be buyers and 10% are gonna be listing. But I said, Well, what are you do differently to get? I mean, he told me what he does, I mean, the homes that he sells in a neighborhood, he sends out just sold postcards and, and just keeps, you know, stand in front of them stay relevant and tell me things that he does. And you know, and I've kind of implemented you know, doing that as well after I sell home I sell postcards in the neighborhood and and there's things that you don't know less you don't ask those questions. Like I wouldn't have known that. To do that. I mean, so I mean, there's just little thing Is there and, you know, you kind of pick on winning there and you kind of pay somebody to make them your own. So what

Ian Arnold: 45:05

are you looking forward towards the future, like, for the next couple years for yourself, or even the indie market?

Scott Harmeyer: 45:14

My, so my goal, myself is I mean, I had my first couple years, my first year was to be rookie of the year, my second year was to be the number one agent in my office. And my third year was to be the number one individual agent and Tucker. So once I feel like I've completed those three years, I've, I'm considering maybe starting a team and getting some agents underneath me and try to try to tackle that as my next challenge. So answer there is,

Rick Ripma: 45:43

yeah, it's an important situation, you know, it's because that's a big change. When you go from you. Do you hit those three, which gives you the background that you need? Yep. But then when you start to manage salespeople, independent contractors? Yeah, that's, that's a whole nother

Scott Harmeyer: 46:02

whole, you know, I mean, and coming from the car business, I mean, I spent many years managing salespeople, you know, so I, and I kind of wanted to get away from it a little bit and kind of be my own independent and do my thing. But I've noticed, I mean, to to be a true big hitter in this business is you need a successful team. I mean, I mean, the befores Matt McLaughlin, was the carry Holly's I mean, each $200 million of business they, they do it with a strong team running and that's, and over time, they've developed that and got some killer agents on their team and do very well.

Rick Ripma: 46:37

Yeah. Well, I think it is critical to get there because you only have so much time no matter you, and you can't work 24 hours a day, seven days a week forever.

Scott Harmeyer: 46:46

No, absolutely.

Ian Arnold: 46:48

Do it. I mean, I I Scott can email nine month old he can do it.

Scott Harmeyer: 46:54

I mean, the last September I had 12 I had 12 closings. I mean, and that was tough. I mean, I was go to bed at midnight every night. My wife's like, I mean, that's 12 closing is 12 different personalities as 12 Different inspections and 12 different responses. 12 Different lenders that I mean in your navigate and I mean that that's that's That was tough. I mean, I was probably it was my most rewarding month, but it wasn't very challenging because you're trying to remember what's going on with every single one of those and stay out in front of it. I mean, it was That was crazy. Was that was a crazy month.

Rick Ripma: 47:26

Well, we are running out of time. So if somebody wants to get a hold of you they have any real estate needs. What is the best number Scott? Yeah,

Scott Harmeyer: 47:33

please call me at 765-618-4957 I'm always available for your real estate needs.

Rick Ripma: 47:39

And to get a hold of Ian or I, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or 317-672-1938. It's 317-672-1938. And please follow us so you don't miss a show.

Ian Arnold: 47:53

And just a reminder, if you know any friends, family or coworkers looking to buy, sell or refinance, contact Rick or I will be more than happy to help them.

Announcer: 47:59

Thanks so much for joining us and have a great day. Thanks. Brent NMLS number 33041 Recruitment NMLS number 6458 90 and Arnold NMLS number is 1895469 equal housing opportunity demonstrations apply