Guru Sean Daniels with Daniels Real Estate

Ian Arnold: 0:00

Hey, Rick, we had Shawn Daniels back on phenomenal agent. So what did you get about having back on what was your key points?

Rick Ripma: 0:09

Well, he's, he's done so well in the last year. You know, he's a he's a, he has a big team has grown his team, he has 22 people on his team. You can tell he's a great mentor. He knows real estate. And he's a he believes heavily in teaching. Yes, not only is his agents, but his customers, you know, people he's working with. And that's what I got. I think he really is a great teacher and and make sure that people are completely prepared to buy a house. Yep.

Ian Arnold: 0:36

And I love that we went through, if you're looking at selling your home, what does he do for you? And then what does he do if you're just buying a home? So there are different processes and he goes through it? And I think that's phenomenal. Yeah,

Rick Ripma: 0:48

he's good for both buyers and sellers is really good. So

Ian Arnold: 0:52

tune in and listen to Sean Daniels and his story.

Rick Ripma: 0:57

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

Ian Arnold: 1:09

And I'm Ian Arnold, a loan officer on brakes hard working mortgage. We're both with advisors Mortgage Group together will empower you with expert advice market trends is a festival stories from Guru realtors and local experts. Whether you're a homeowner, investor or pro, join us as we navigate the thriving indie real estate market. Now get ready to unlock the doors of success. One episode at a time.

Rick Ripma: 1:36

All right, we got Shawn Daniels back Sean is a nonsense he's been on the show. You've been on TV? A little bit. Yeah, a little bit. You've been on all I mean, we made you famous. Yes.

Ian Arnold: 1:47

We're taking the credit.

Sean Daniels: 1:51

Billy the Kid over here. Yeah.

Rick Ripma: 1:53

Well, we I people probably don't remember your your basic story. So what did you do before real estate? And how did you get into real estate? And then we want to get into more of how you run your business.

Sean Daniels: 2:03

Okay, so What first got into real estate well, before real estate, to start with the original question there was, I graduated high school is going to Kelley School of Business, as we're going to discount tire System Manager Discount Tire was doing that end up leaving that field going into the automotive industry service advisor, the guy that gives you all the bad news, your car breaks, yeah. From that I sell about 300 Some people a month, for 20 years, I also got into management role while I was doing that, that career meant a ton of people, which was very beneficial. Didn't realize how beneficial it was until I got into real estate, you know, changing gears. But I kept that career while I was transitioning into real estate because our my wife and I have the goal of becoming debt free. Because you know, real estate just like lending is like this. Yep. So and what I did learn from Ray is if you can live a life like that, where you don't spend all your money it's you're gonna outlast the other people. You're going to outlast the other individuals in your in your industry. I hate to say that, because you know, most people start making more money. What do they do that live shinier things? Yes. We didn't do that. We just kept paying everything off paying early and finally paid everything off. I left the career and start my brokerage didn't recruit, still don't recruit. Had some wonderful agents come on at the beginning of last year. They had a couple come on here before that. But last year was like the explosive year. Now I got 22 agents going on my third year. We're finished year last year around 200 ranking for a boutique brokerage brokerage up against all the big well known name brand brokers. So we're pretty proud of that. And as an individual, I finished 49th Because I don't take credit for my team. You know, when I say that in this world, a lot of people understand many brokerages or brokers will make the their team put their number on a repurchase agreement, every listing. So that splits the numbers so that that person is doing all that hard work. But the client doesn't get the credit for all those numbers. Right. And that's one thing a couple of the agents that came on said that they really loved because they thought that's just how it is. But by doing so now they can toot their horns, Hey, these are my numbers. This is my rankings. And that's our report card. It's not it is bragging but it's not you know, because we don't have resumes. gent like the we're going to get a job right our resume is our experience and what we can show them on paper. Yep. And then what we're gonna show him in person.

Ian Arnold: 4:47

So one thing when you're talking about when people make more money, they spend more money Oh, I'm not gonna say what company it was, but I work for a company. And at the end of the year, right for the new year, the boss comes in. He's like, alright, I'll Want you to write down what you plan on buying this year? And oh, my, so everybody's writing stuff down. I'm a very frugal person. Oh, yeah, I wrote on there. Hey, I'm trying to get closer to paying off my house. So he pulled me in his office. He goes, you're not planning on buying anything. I go besides food and stuff. I go, I'm not looking at that. I'm looking at getting debt free like you. Yeah, I mean, basically, the only thing I have is my house. And I'm like, Well, if I can get that taken care of, then I'm golden. He's like, no, no, you don't understand. You'll sell more. If you if you're bored. I'm like, no, because I'm outselling all your people. And I'm not buying more. Yeah. So it's an interesting thought process when when you were talking about that just made rethink about that.

Sean Daniels: 5:40

I had no balls. Joel, he told me a long time ago. He goes, I love employees that are in debt. Because they're not gonna go anywhere, right? They're gonna show up every day they're gonna work. It's a sad thing to say. But it's true.

Rick Ripma: 5:54

Yeah, there's not much freedom in that

Sean Daniels: 5:57

not much freedom. But I preached by agents like, you know, you need to become debt free. You don't know freedom until you're debt free. Right. And you know, I'm still in the same house. I was when I was 23. And I built my house at 23 years old, had three roommates move in. And before I met my wife, and I just recently heard a story from Derrick Christie, which he's your competitor, I apologize. But I got to bring it up. And, you know, as he was making it in the industry, with his business, he had a Durango. And this Durango, I think he drove like, 17 years. Don't quote me on it. But I think it was a it was a long time when he could have bought 10 of my trucks. Right, right. Like my house is kind of like the Christie Durango to me. We do we do want to buy a new house or build a new house. But we want to do it right. Right. You know what I mean? We want to pay cash for it. We're almost there. Yeah, we bought our first rental last year. And I was fun and exciting. My wife said we can't do anything else until we get the new house.

Rick Ripma: 6:56

Well, I want to know how you have such a huge team, when you don't recruit what what is it that you do that has been attracts these people to your team

Sean Daniels: 7:06

culture. It's all about culture. So sadly, so many have come on my team and expressed the experience they had before they came on my team. And in what they love about Daniel's real estate. And I feel like, once a year, they see it's real, you know, because I had one recently just come on. And for she came on, like she had some PTSD, I didn't realize from her old broker. And she called me back again, talk to me more about like, you know, how she felt about changing the union. And I said, Hey, I promise you like, you know, talk to the girls that came here, I promise you like, it's different here. And that also comes from my past career. You know, there's so many so many people, that kind of crap on you in this industry. And, you know, they're, they're dictators, right? They want you to do something. They're getting mad at you for doing it wrong, but they're not going to show you how to do it. Right. You know, go watch this module. Go do this. My agents, they can ride with me. They can get my I just had one comment away here. Say I got six minutes, you know, and call me afterwards. What do you got? You know, I'm readily available in from what I find from other brokerages. That's not normal. And I want to keep that going. You know, if it gets to the point where we grow to enough, I want somebody else of the same magnitude to help step in, right. So we have Hey, okay, this is your gonna be your group, almost pulled off in this group. And then then I could probably focus more on like monthly training in person monthly training. And in person to me is huge, like Skype. All that stuff looks great. But it's not personable. I know it's hard to scale on a larger level, by the way, I'm thinking, but just for instance, and one of my agents meet me before my Borbon on the east side, Hancock. And I met her at Tia's and I was there early doing my work in this officer, officer Allen is there and he walks over to me, he's like, Hey, you probably don't remember me. But I graduated a couple years behind you. I'm Philip Allen. I love seeing everything on your your Facebook and how you're doing your business. And you know, I'm in a rentals, I like buying rentals and selling them and you know, doing that for a side hustle. And I was like, I think I'm gonna get a client right And better yet, you know, he goes and I've got a friend of mine, that's a real estate agent for another brokerage and I won't say which brokerage but it's a big box brokerage. And he's just not getting the training there that I think he probably needs going through these deals, just seeing how he's what how he's working, because he's a hard worker. So fast forward, he gets him with me. And now he's on my brokerage, but that never would have happened. If I didn't meet my agent at the coffee shop, right? We can't be secret agents. Remember from last podcast. You have to get out you have to interact no differently. interacting with my agents. Very rarely, if it doesn't go by at least one day that I don't send a group message with a video to my agents about something. I mean, very rarely, in the in the verb, we have just big group texts that we're all on. And it could be annoying to some people, but the feedback I get is, you know, they're learning from all of our troubles that we're having, or successes by what we're sharing with each other. You know, and also, hey, here's something that I just experienced, you know, and for the sake of names, like I would like bark out and other agents name or sudden say, Hey, this is a transaction I'm on. Here's kind of how it's going, here's how I worded things. Or here's, you know, situation with a client, maybe, you know, we ran into this hurdle, this is how I handled it, to give them real life scenarios. You don't get that I'm telling you right now, you don't get that like, my first agency. I started with, God bless her. She was awesome. But there was, you know, how do you get your clients? I don't know, they just come to me, you know, that. That's just how it is in this business. And like, when somebody asked me how I get my clients, it's like, let's, let's have a meeting. Let's sit down and we'll show you all the free game and everything. Now, if you're going to apply yourself Great. Most times people don't. But I'm just gonna keep pushing until until I can break through somebody somebody's going to break through and that breakthrough person is going to be the person that like the other people were like, wow, they did everything Sean said and now they're their whole lives change financially, they're their careers taken off. That's my goal. My goal is the mentor. My goal is to continue my business personally and my clients personally but grow grow many Sean's if I can.

Rick Ripma: 11:43

Amazing, though, how people want your advice, and they want to be as successful as you Oh, yeah. But they aren't willing to work.

Sean Daniels: 11:50

No, that's that's the effort for Gary Vee. If you ever watch Gary Vee, he's he talks about that, you know, he was staying up from his big audience says, Hey, I'm gonna show you everything I do, how I made my money, how I grew, how I scaled, but you won't do it. I was having a had a meeting with another big box store for person that I respect highly. And they had a conference and everything. And he kind of met with me to kind of pick my brain like, what am I doing? Like, how am I growing so fast? What am I doing? And I told her everything I go, but just like your conference, like how many times you guys come to that conference every year? How many times have people actually do all the great things that they shared that conference? She goes not? Not really. So if people don't, they don't, they don't I will say this, you know, we had our January meeting. And, you know, I put together a really nice slideshow and we went to top not top golf, but back nine and user suite. And you know, I was nervous, right? You know, because I haven't really had a team like, and then a group like this. And I want to make sure that I'm giving them everything that they need, that I feel like they need to be successful. And I went over all the free, shareable stuff that's out there, like, Hey, if you don't wanna go out there and create your own content, here's all the free stuff, right? So you have no excuses. Every morning, you can copy paste this stuff, or put it in chat GTP and make it your own, or put it in Canva. And, like, make the picture look like you know, like, there's no excuses not to share stuff on social media and social media is where it's at. Right? Just like this podcast, right? It's, it's all about consistency. So after that meeting, we had a great meeting. I don't know what happened, but like they are by start making videos, everybody started, like kind of not everybody, I'd say at least 70% of them. And I'm just seeing like, and now they're getting deals. Right now. Like one's got two deals already. And other ones got three, vice is there to scaling. And they're seeing the consistency on a slow time of year. Yep. And the rewards are getting from it. And it makes me feel really good. And I call him personally and say, Hey, you're killing it. Keep doing what you're doing. Yeah, keep keep keep that content going keep keep the videos. And people just don't want to hear about houses either. We'll hear about you. Who are you? You know, what are you about your family guy? Do you like sports? You work out you know, what, what's, what kind of what kind of things am I struggling with? Right, right. And a real person? Yep. We all have struggles. You know, it's yeah, we do. And here's what it is.

Rick Ripma: 14:13

We had a person on and they they would go to coffee shops, and they would review coffee shop. Yeah. And I do it all time. They had over. They had over a million people watch one of them. He really a million crazy. Yes,

Sean Daniels: 14:27

there's a gal right now. Gosh, I wish I remember her name. She she does really well in real estate. And she's kind of taken off and she's on my Tiktok and I share, I share a couple times my team. And she just calls other agents kind of like this. She doesn't hold our level and I do it like I'll go and do videos on houses and stuff. But like she has a ton of content. And she did a video on a clothing store like Burlington or something in Indiana and she got like 20,000 views all these followers. And she kind of she learned and she kind of took off and they're like I need to keep doing these videos. And in one thing I've told my team that came From another meeting we had, you know, DUNS better and perfect. You know, I got that for somebody else DUNS better perfect. So make the video put the content out there, you'll get better at it. You know, I just posted a tax man video and if you guys watched it or not that my wife and I video a year ago, and I had yet to post it because I was like, man, it's gotta be perfect. It's gotta be this and we just went and posted it and it's been a huge success already. But it's just doing it in the phones these phones can do so much it can't can't oh my god ematic mode. So I asked him one day I was like I was like walking out back my coffee and looking at the sun and maybe saying something to your smile for the day. It's some I said what are you using the film that it's like my phone? I literally bought a brand new 15 by 12 Because it's cinematic kinematics awesome. You gotta know how to use Zoom and all that stuff when you're not using cinematic but you know here not long ago Am I had a meeting inviting a bunch of Realtors there right to come in and I grabbed two of my one on one with my newer agent the other one was agents been with me for a little while, but just her videos not the greatest. So like let's go do video here. You know let's get there 30 minutes early. I already talked to him so we get there 30 minutes early and Bailey nobody's area. Like it. We're gonna walk through I'm gonna show exactly how to do my video. I'm gonna show you how I cut it. Afterwards we leave. And I did we got done with a coffee shop runway 19 sat down, I opened up my app. So here it is. This is how I'm going to do it. This I cut it is I cut that if I put give it a sound add sound music, no music. VoiceOver so I challenge myself to voiceover because I've been telling my agents do the voiceovers do the video do the voiceover later. And I did I find that my first voiceover I think it was making some eggs or something. And then I did one for my house. And then I learned I can I can make my voice sound better. So you'll hit the breathing in between. Because I didn't use a mic. I choose the phone.

Rick Ripma: 16:58

And then amazing. Well, you

Ian Arnold: 16:59

don't want to breathe in. There's one guy who breathes into his all the time. Yeah. And he and he's probably more famous than anybody used to start with Vader. Oh, yeah.

Sean Daniels: 17:11

He's also dark Darth Vader. He's bad. Yeah, bad guy.

Rick Ripma: 17:16

Bad Guy. Bad. I don't want to be a bad I think not a bad guy. Oh,

Sean Daniels: 17:19

no, I'm just just good at doing houses.

Ian Arnold: 17:22

Well, if you're so good at doing houses, how would somebody get in touch and get a hold of you

Sean Daniels: 17:27

know, you can reach me at 317-371-0060 also get me on Daniels real estate.com You can find me on Facebook, Instagram. I don't do Twitter. I am on LinkedIn and I'm not too old for Tik Tok.

Ian Arnold: 17:42

So he still does the dances. Now is your turn, Rick.

Rick Ripma: 17:45

I know it's my turn. You know. I wanted to make sure I remember the numbers. I just wrote it down. All of a sudden it left my head. What isn't? What is it? But to get a hold of Ian or I first go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can give us a call at 317-672-1938 31767 to 1938.

Ian Arnold: 18:09

All right, so before we get in more of the real estate, we're gonna take a little sidestep. So Indiana, was anybody's been lived here knows that. We got quite a bit different restaurants. What's your favorite one?

Sean Daniels: 18:21

My favorite one right now. It'd be Gerald Dean's downtown. Okay. Love Geraldine.

Ian Arnold: 18:26

And what was your favorite?

Sean Daniels: 18:27

I like it because it's it's it's not a chain. You know, it's a mom and pops. Like a piano guy in there. It's very kind of 50s theme to me. They have a valet every now and then that's that's parking cars. Which funny story last time I was there. I didn't use the valet. And I didn't see him I pulled by but he comes in and gets the menu and he's like, you know, he's young young guy. You know, he's like, looking at me. He's like, can I get this chicken on here and and you know, we had a really great year last year and this year starting off. Phenomenal. And I look at him I go you really want to chicken? The chicken here is a steak restaurant. I go you like flay he goes he's looking at me kind of like Like, he goes yeah, I go get him get him an eight ounce filet o me. And I learned a lot about him just from sitting there and it's just stuff you don't hear from chain like chain restaurants. Like this guy's like he lived in Lafayette dad came here from Lebanon. His dad was Lebanese. We couldn't tell like this kid just look like URI right but had a really cool name. I wish I could remember it right now but you probably had hair though. Yeah, he had hair. Yeah. Long story short, you know I like the restaurant. It's very mom pops field. It's got great food. I mean the shrimp sir. When you get over like this when you go downtown some of the restaurants for us. Although we're in like good service to. It's not far from Fountain Square. I'm trying to channel no the road. It's on it. Married

Rick Ripma: 19:56

Jack called Geraldine. Geraldine zero. Geraldine do you need to

Sean Daniels: 19:59

go there? Yeah, they're, they're going to upstairs, downstairs. It's not a huge place. But like a lot of times we can get in there and sit at the bar. My wife and I don't have the kids we like to eat no matter where we're at. We like to go sit at the bar. We do like to talk to people. I never had an interaction with that young man. He later when gave me a five star review on my Google

Rick Ripma: 20:19

I mean really awesome. Yeah, I

Sean Daniels: 20:21

said I met this guy. He's in real estate and you know, it was great talk and I'm we were talking about his what he's wanting to do with his life. You know, and I gave my cards if decided real estate your path but right oh, you know, his dad came over here. One of the says grandpa paid for his dad's college. I would learn I never learned any of that, right? Any of this license. Life's about people. You know, my secret. It's all about people. Yep. Here recently, I was just at tax man, visiting a title guy. We walk outside this guy pulls up this badass Mustang. Like back in it in. Like he was 67. And I made a video on it. And it's rumble. And the guy's got like a blackjack and he's prime age or younger, his girlfriend in the car wife. And he gets out. I was like, Man, that's nice. That's a nice nice vehicle. You care if I do a video of it real quick. I just want to make a video posted on my page. That learned he owned his own little car place where he buys another Mustangs. Get this one out through like through the country. Really? Yeah, yeah. Yeah. So he's like, he's into it. And I did a video I tagged him in it. And then he end up liking it sharing it got over like 2000 views. The guy Michael from the title company. He's like, man, that's what it is. That's your That's your secret. Like that guy just backed in you he let you do a video you talked to him forever. In and then now he's another yard but I'm sincere. Like I sincerely like the car sincere like the guy's business. Right? I want to go and video some cars and his business later. You know, it's not all about real estate. Right? Coffee shops?

Rick Ripma: 21:56

Yeah, coffee shop. I know. This is amazing. But it doesn't. People kind of get over the real estate or for us mortgages. Nobody really cares about mortgages. Right? Not until they're ready to do you. Yeah,

Sean Daniels: 22:06

yeah. You're like the general your should be the first person they call. Usually you're the second person. Yeah, it's a good agent. Yeah,

Ian Arnold: 22:13

but let's be honest. People write checks to us. Yeah, that's a payment here. They're they're dreaming. Ooh, I really liked that kitchen. What's now in the style? double oven do you have so that's a little different have a wish list than Hey, I like having

Rick Ripma: 22:30

more reasons not to call Oxford What's wrong with you? I

Ian Arnold: 22:33

just understand the psychic John just

Rick Ripma: 22:36

sad that they and he I couldn't agree with him more. Yeah, first people you should call if you're gonna buy and you aren't paying cash as a mortgage person, because you need to know what you you need to know what you can afford. What's not reading what you can qualify for?

Sean Daniels: 22:51

Yeah, right. Yeah. Yeah. And then and then from there. Do the budget. Yeah. You know how many times I get clients that may be with another brokerage and is usually not like a brokerage. Like, like, like yours is local. And, oh, yeah, I'm approved for 400,000 Great, you know, well, what do you want your monthly payment to be? Because I want to start looking at 4000 Our house is like that. Right? And okay, okay, you want you must pay me this. So we should be 300 Did they talk to you about what their fees are? What do you mean? And especially if they're a veteran, they just you know, they never bought a house possibly. And they don't understand they still have fees on the lending side. And like I didn't know that. So I learned early on to make sure I ask these right questions, educate my clients in educating the clients is another secret to everybody's success. I went from Waffle House to getting some on a brand new house within 24 hours they saw my sign Wow, they called me That house was going pending like an hour later. I go Let's meet tomorrow morning and Saturday. I gotta get my break bread somewhere you know where you want to go so well. Fine. Awesome. Greenfield like cool is young couple two really nice couple. We sit down I bring a purchase agreement I go over the purchase agreement with them I go over so just closer with them like this is what you're gonna be signing. This is what this is about. Most people sign these have no idea what they're signing because nobody goes over with them telling you right now right? It's very slim that a an agent takes the time to do a proper consult and go over with them. So from there they felt comfortable so within hours we're looking at three houses hours after that and writing an offer up on one you know I made sure I talked to their lender and you know make make because they already got the lender and online which was nice. And everything worked out great. And we're going to reach out through inspection we close in here in about four days. Awesome. So from Waffle House to Yeah, own and a house.

Ian Arnold: 24:47

So let me ask you this. So what is let's start here. If somebody's has their house, and they're looking at selling Yep. And I want to educate these guys or I want you to educate them because I want you to talk about me. So So what what processes do you go through? If Little Timmy just walked up and say, Hey, I got a house right here in Broad Ripple that I'm looking to sell? What do you do?

Sean Daniels: 25:09

How soon can we go see it? So how soon can we go see it. That way we can walk through the house, there's anything that needs to be taken care of, before we list it, we can kind of give you my advice on it. Generally, like, that doesn't happen like like that. So usually you get to 24 hours or whatever. So I'll go and do some pre comps. I'll print out my listing agreement, like they're going to sign it already. Like I have everything ready to roll. And I do my my comps, like three different ways I do it the hard way, which most people don't know how to do in our industry, where like you actually pull the houses up around the house, and you can't find those go look further out. And then I do couple algorithms with our RPR. It's super easy, just it's not always right. That's why I like doing it the hard way. And I do it also with the tax comparables. And it's not always right, but it's usually close. So like I show up with this stuff all printed out. And I walk through the house, I make my notes, I sit down, I go over really with them, I sit down with my highlight sheet, this is my, my credentials. This is what I'm going to offer you. This is what you can hold me accountable for. Here's how I'm going to advertise your house. unlike no other agent, you know, and here's my videos, I got to prove it. Here's all my videos. Right, right. That's what I do. And 99% of the time they sign that day or maybe a week later or whatever. But usually sign right there.

Ian Arnold: 26:31

Well, you put all the work in. I mean, it's you have to look at it like you do as a business. Hey, look, if I put all these proposals together, but all these listings aren't, here's the other ones that sold in this neighborhood with these, this and this, this is what you have. You don't have this, but they have this and show him when all of that. That speaks bold, because I mean, let's be honest, you're probably walking into a stack of paper like this, and other people are walking in. Here's my business card. Yeah, seriously.

Sean Daniels: 26:59

And that's what they say. If I'm if I'm not the first one, they'll be like, Yeah, the other two people didn't bring anything like this. Like, I'm going over with them. Like why I feel like the price should be this. And I always like to ask like, what do you think the price should be? Because people look at Zillow, right? They look on Bing, or they have some mom or dad or neighbor, whatever gave an idea. So that's usually how I start off when I get there. And I walk through the house and I said, What do you think the price should be? And that way I can work myself down or up and give them a better reason why I feel like it should be this price or that price. And that's it's tough sometimes. Because sometimes people think their house is worth more, they get a lot of emotional attachment to it. And the sad thing is, if you list a house for more than it's worth, you're most likely going to take your sphere of pneus fear of people but your buying power like the people out there, you're going to take it like that, right? When really could have been like this, you might have got a bidding war, you know, you would have had more exposure less time on the market. But now we're like, Alright, now we're waiting. And what I tell them at that point, if I don't just list it, I say hey, let's make an agreement here. I'll do yours. Your your price. After three weeks, maybe four, we don't have 15 showings and three offers are going to drop the price. If they're not okay with that there's no pointless in the house, especially if it's astronomically too high. Because all I'm going to do is waste their time. They're gonna waste my time. Usually people get upset at some point, right? Because they were wrong. I've been there. Yeah. But we don't admit we're wrong. No, no, no, but it is what it is. But usually that works. And there's one of three things that will affect the sale of your house, Condition, Location, and price. So price is usually only thing you can work with at that point, because your locations what it is, conditions about as good as they'll make it at that for pictures and everything. So price is where you want to have that, that conversation up front. And in most time people remember that conversation. Sometimes they don't. But that way when it comes three to four weeks in like, Hey, okay, we got this many views. Here's our analytics. Here's what we got from social media. Here's how many showings we've had. Here's the feedback we've got on him. You know, it's time to go ahead and drop the price. Yeah,

Rick Ripma: 29:19

obviously, price is a big, big piece of everything. But especially, I mean, if you're not getting showings, you know, there's two things to me, and I'm not a real estate agent. But to me, it's like if nobody wants to come see your house, there's a reason for it. Right? There's probably price. And if people come to your house and nobody makes an offer, it's probably price. Unless unless it's obvious that you know, you got a hole in the floor. I mean, you know, there could be other things, but pretty much it's going to be

Sean Daniels: 29:45

price price is the number one number one denominator and all three of those and

Rick Ripma: 29:49

it's very difficult. We know from appraisals. You can call me and say Hey, Rick, what's his house going to? I don't know what's going to praise for me.

Sean Daniels: 29:57

I have no idea. None. No idea. Like I gotta go right now. I'm selling his house and we win her contract. And he got an appraisal four months ago for 540. And four months later now I got one for 505. From another buyer. Yeah. And I'm like, how the hell does that happen? Right as a big difference, right? Yeah. So yeah. And that's why I also right, tell those people to is okay, somebody does come in and a realtor doesn't do any comps doesn't do the deal diligence to let them know that we're paying for the house. If the appraisal comes in low, are you gonna accept that? You know, as long as it's round the price? I was saying that? If they don't say yes, there's no point, right? Because it's not going to sell because, especially depending on the price of the house, most people can't come for an extra 10 grand, right? Because it's a first time homebuyers. It's all they got their tough conversations, but they're they're needed to have, if you're not having those conversations with your clients, not educating them, because we are professionals, we're professionals, that we're not doing our jobs. And a lot of times, I feel like, again, back on the training, the one on ones and stuff like that is agents don't purposely do that. They just haven't been trained, like, Hey, here's the conversations you need to have. And maybe they weren't trained. They just haven't done enough deals, or like it just rolls off their tongue. Right? Because how many watts was a 4.3 houses a year and average agent? So give or take? That's hard to retain all that knowledge that makes sure it's flowing off your tongue? Yeah, unless you're doing a lot of deals. Yep. So that's where you're like having those refreshers, and having a active managing broker in your life. Yeah. Makes a big difference.

Ian Arnold: 31:36

I explained it to one salesperson, I was telling him I'm like, Look, you've broken up a girl, right? It's hard, right? It just is. Well, guess what? You give him bad news. It's the same thing is you just gotta go do it. Yeah, no,

Sean Daniels: 31:49

absolutely. That was the hardest thing for people. When I was in the automotive industry, you know, you come in, you need your car fixed. Right? Okay, we got to order a party or leave your car, you left your car. Parked supposed to be in the next day, from what we're told, will come one o'clock report didn't show up. Instead of that advisor doing their job and checking on that and then calling you, you end up showing up at four or five o'clock your car's not ready or pissed off. You know, like, there's so many steps to be taken. And then I was very successful in that industry. But you know, I always put my clients first I always made notes. People don't make enough notes. Can't remember everything. You wrote your number down. Right? Right. You can't remember everything like the MRP thing. I had a brain fart like no matter. What's MRP military relocation specialists? Alright, we'll get into that here in a little bit. Yeah, yeah. But it's you can't remember everything. I got tons of notes in the notes section on my phone. I got copy paste in there. Me too. You have to have it. You have to have it in? I don't know. It's it's helped me out. Tons.

Rick Ripma: 32:51

It saves you. Yeah, you said something, which you're talking about long in the start about the videos and making that and how people have to just get started. And it's the same I think with what you're saying about when they're making presentations to a buyer or a seller is you have to you have to do it. You got to do it. And you're not going to be good at it. No, you know, suck. You're right. You just know you're you gotta have confidence with confidence. Why you suck. And who should you who should you do it in front of first a real seller? Me?

Sean Daniels: 33:24

Yes, exactly. What's on the phone? Like role playing is huge. Yeah. And that's that's another thing when I was 20 years old at the dealership like they we would roleplay certain scenarios, phone calls this that. I remember, like, I was selling the most fuel system cleanings there, you know, and I wasn't overselling, I saw him in the intervals that cars were supposed to have them. And my main my broke mom and broker was 100 times like, how are you selling some of those and I had, I kept the box on my desk. And the box says what it does. So I would just take the box and read. This is what it does. It's gonna clean your combustion systems, but they're do this this this. You know, that's, it's simple. It's a script. Anybody can read a script, right? But they choose not to write. I mean, but practice makes perfect. That's another reason why I like it when my agents get to ride with me and get to go to these these listing consults with me, because they get to hear how I'm talking. Right? They get to hear want to like firsthand, especially riding with me, you know, it's kind of The Lincoln Lawyer like you're gonna learn so much you're riding with somebody has done it for years and are good at what they do. Yes. lendings that's the hardest part about your industry. My industry is like, not everybody can listen to those phone calls all the time, Riley handling. Like it's not like your desk is right next to each other and you're listening to everything and picking up on Oh, man, he said that and that worked. Or I learned this. I didn't know that. It was important to be in the office. It is it is more important just to get together. Yes. Every so often, even phone recordings wouldn't be good people to listen to we did a discount tire. We got some phone recordings like what to say what not to say, you know, and you didn't want to be on some of those recordings. You know, we have our major, big major meeting with like all the stores like Oh, Tammy

Ian Arnold: 35:17

it is I've gotten the recordings and everything. Yeah, you can think you had the best call ever. And, look, we've all been on the phone enough times we understand when we've had one. But you can go back and listen to it. You'd be like, did I really just say that? Yeah. What was I thinking? You could totally

Sean Daniels: 35:34

improve yourself by listening to yourself talk? Yeah. And just like you said, so you don't have anybody to roleplay with video it? Yep. Video yourself, get comfortable being uncomfortable. Video yourself, see your mannerisms? See what you're doing? I used to walk up to my advisors was manager and and they'd be talking on the phone and a client with their freaking hand or pocket. Like it was your hand cold. Get your hands on your pocket. You know, like, talk, I talk with my hands all time I like talk, you know, walk around if you can and can't really walk around there. But like, I'm at home. And I'm talking I'm walking around talking like I just don't I can't say this. I hardly ever use my desk. But it's it's just what we do. And we don't understand we're doing until we hear ourselves or see ourselves doing it. But man don't really sound like that. You're talking

Ian Arnold: 36:19

about sound does it have pronounced out of those things is you're actually told to smile. Yeah, when you're on the phone, which is

Sean Daniels: 36:26

easy for you and I we smile all the time you smile. But it's

Ian Arnold: 36:29

weird, because you're like, there's no way that can make a difference.

Sean Daniels: 36:33

It does it does. It does it and those are skills that I still feel like are not taught anymore. And that's one thing like Discount Tire had some amazing tire store. Right? Right. Amazing. training that I was a sponge to. And then I left that company which had amazing training to to Huber Chevy at the time when Howard owned it. And Joe Harding, God rest his soul walks me up to my desk says here you go and walks away is the old DOS system. We use Reynolds and Reynolds and Rick Lucien behind me I like learn, like the keystrokes like to get from this point to this point, because like bunch of keystrokes are crazy. But I still did find. I still I managed to adapt and overcame.

Rick Ripma: 37:17

The car stores don't

Sean Daniels: 37:18

get a lot of training. When I don't I think a lot of businesses don't I really don't. I

Ian Arnold: 37:22

think Carmax when they first came out there match does Yeah, you do it. And they do more of a group thing. So every Friday, they'll have all the sales staff come in 30 minutes earlier, and they'll do it and what I liked about the group one was you and I can have roleplay the same time, though after a month. It's gonna get old. I know what you're about to say. Yeah, but, and you may not have the same language I talk with. Yeah, let's be honest. But little Timmy over there in the corner says, Hey, this is the way I do it. You're like, Wait, that's more meat. Yeah. And you can you can take did bits and pieces of what somebody else says and make it your own? Absolutely. Absolutely. That's the

Sean Daniels: 38:05

script isn't meant to read word for word. The script is meant to make your own. You know, it just gives you the foundation to make it your own. And then when you make it your own now you're comfortable. Only

Ian Arnold: 38:18

if you don't work at a helpdesk. Yeah, help desk this all script. Yeah, it's all AI.

Sean Daniels: 38:22

Are you talking about? Like, I want to talk to a real person. Yep. Data pauses. I will talk to my United States, then it pauses Yeah. Then they put you like, it's funny. You can say that. They'll do that. Yeah.

Ian Arnold: 38:32

All right. So we're gonna get into this, but work our guys here. Yeah. So if you could own any car,

Sean Daniels: 38:40

what car would that be? I would love to have a 1970 Chevelle resto mod with like a six two fuel injected GM motor, like, new AC like pretty much an old car and a new chassis. Relative Ross resto mods, yeah. Like, to me, that's a unicorn. Like, you know, you I can go buy a Corvette or Ferrari or Porsche. But when I pull up in the resto mod, like that's, yeah, that's gone in 60 seconds. Yeah.

Ian Arnold: 39:16

I mean, I like somewhat older cars, but I agree with you. They have to be upgraded for the newer stuff. So yeah, yeah, I got an old truck that yeah, that's a suspension and an old truck. Yeah. Is not any fun. No. Yeah, at our age, but

Sean Daniels: 39:30

people come up though. ask you about that for the ask you about your $80,000 truck. Absolutely. Well, I got this 82 Silverado is a little bit of lift on it and it's got some really cool patina and I did drop a crate motor in it stuff and I drive that thing out Parker summers, my Mike, come on whose truck is that? Yeah, I dropped my other truck. Like no, I get it.

Rick Ripma: 39:50

I always find it funny because you could have a Ferrari pull up. Yeah. And you have a 69 Camaro and everybody's gonna go to the command. Absolutely.

Sean Daniels: 39:58

Absolutely. Uh, I don't know, I just, I just don't. I'm like y'all like the corroboration like the sound. Obviously a wrestler would have fuel injection, but it's just an established sickness of that car. Yeah.

Rick Ripma: 40:09

But the rest of them I, I believe that's the only way to go personally. Yeah, all my friends have read on their cars and I kept telling them, you know, to make it a restaurant mod. And you know what? They don't drive them very much. You know why? Because they're hard to drink. They're hard to drive.

Sean Daniels: 40:24

Yeah, absolutely. Yeah. And then you don't want to work on it. And yeah, I could sit there for a year now it's leaking. Yeah, yeah.

Rick Ripma: 40:32

driven it. Yeah, I restaurant mod to me is that's the way to go. Is the only way to go? No, unless you're not going to drive it or it's so unique that you don't Rathdrum on it. No, yeah, you read the value

Sean Daniels: 40:42

of it. But then then I wouldn't want it like I don't I don't think I ever want a car that. I don't want to drive. Yeah, you know what I mean? Like, I know what you're talking about, like, say you had some real rare Shelby or numbers match. And then you don't want to touch that. Like, that's more of an investment. Yeah, I'd say like, if my boss I had to be like, alright, this is investment. Yep. I'm not going to drive a mothball. It's gonna sit in a container somewhere, whatever. But for me, I want to grab the car drive. Yeah, that's like a day like today, if I had that Chevelle over here, sitting in a container

Rick Ripma: 41:10

is not good for a car. Now I need to be dreaded than a metal. No,

Sean Daniels: 41:12

they didn't. I mean, it's not like we're not. We're not good to sit and not move. That's right. We're like, Oh, that's right. Alright.

Ian Arnold: 41:19

So we went into the conversation about what you do if somebody wants to sell their house. So let's do this. If somebody is already there wanting to buy a house, and they're already pre approved the Rick and I, because we're the best out there. So what what's your process? If somebody Little Timmy walks up to you, Hey, I got my pre approval through Ian or Rick. I like to look at houses.

Sean Daniels: 41:44

Okay. Well, I was like to sit back down with them go over the purchase agreement, seller disclosure, the documents they're going to see, you know, through their computer that they're not going to read. So I like to do my due diligence. i This one earnest money is, that's this is what it's about. This is the inspection period, this is what it's about. Appraisal period, this is what it's about. And then we close, you know, so and then the budget, and then the criteria of what they want. So for like, yeah, I want a three bedroom. No more than half an acre. And one level. You know, I don't want to get too tight on the criteria. But I'll do that. Like, what do you think about small big rooms doesn't matter. If it's they don't want like small rooms, I might limit the size of the house, or the age of the house, like maybe 85 or newer or something like that. Because usually, with the house I grew up in for a mood, like 1970s row, small rooms, small closets, too. But I get that criteria down. I set my search engine up. And then usually from there, my record is usually about one to three houses, and they're they're locked in. Wow. They're locked in, but I do my due diligence ahead of time. And when they send me things like alright, you didn't like this, you didn't like that. Like are you sure? Okay, this is by a railroad track. Or this is down this just on a busy road. You got kids, you know, like, I picked that apart and pointed out to him because we're professionals, they don't look houses every day. Right? And I'd love to learn that from driving an hour somewhere. I'm like we get there like oh, I didn't know railroad tracks right next to like,

Ian Arnold: 43:17

yeah,

Sean Daniels: 43:18

yeah, that's my phone. Did Ariel say you know, railroad tracks right next to this house? Or, hey, it's it's a one car not a two car. You really wanted a two car? Yeah, those are the things that we're supposed to do to make sure but yeah, once I got all that out of the way, and now we're on the hunt, we start looking and if I'm in a house and I start seeing issues already, I point them out. I've been in houses before like, where I just put my head in. I just get in and I turn around so you're not buying this house and we'll show you why. Because like a DIY nightmare house. Okay, and we walk through and alright, and we're leaving. I had a log cabin home first time homebuyers. We go look at it and you already see rot and all this stuff and log cabins are maintenance, maintenance, maintenance, maintenance. And I said Not that you should buy this house ago I want you to talk to my inspector before we even put an offer in we're gonna walk that out. They talked to my inspector on the phone he says all the things he finds with log cabins and they didn't buy it. I ended up not selling them house they ended up buying a house for grandma's friend that was gonna be going home and going through our lawyer. I wasn't mad at all. They actually gave me a gift card. Like then they told me about and I was like hey, that's cool. I totally get it. That sounds like a good deal do it right. They said we feel bad like you drove all over like it is what it is give me a referral or something they gave me like a gift card like I think it was a bellows or something they do 100 But but yeah you know then once we finally get to the point we're gonna buy the house. You know I go over the numbers again like okay, this is what we're okay with on price. This is we're okay with honors money. Here's our inspection period. Here's our closing date to make sure we're gonna be in town that's important and agents pay set a closing date. And now am I gonna be a town that day? I don't know that which can be moved. But you know, it's easier to do to front. And then we pinned it close. Awesome. And we celebrate.

Rick Ripma: 45:12

And one of the problems we have is sometimes when people will buy a house and then go on vacation between buying the house closing on the house, yeah. Which can create some major issues with paperwork, mortgage, but if I figure that out

Sean Daniels: 45:25

ahead of time, with the date, right, because oh, I'll say this date, okay. Now when you get a POA, or we need to do a remote signing, yeah, you go on vacation long as you're in states. Yeah, you're not in the states many of the remote signing. Yeah,

Rick Ripma: 45:38

it's even between, you know, it's you buy a house like, oh, yeah, when it closed 30 days later, and you have a two week vacation in the middle. And you can't get any documents in a period like this, where we're, you know, it's not slammed? We, you know, we can get it done in 30 days, we have a two week vacation, right? Yeah. And he can't get his pipe paperwork. But there are times and that, that has become real a challenge. Oh, yeah,

Sean Daniels: 46:02

I'd say. I'd say underwriters are probably they're the nemesis of our business but but they're necessary nemesis.

Rick Ripma: 46:09

The thing is, is it's not really we always blame it on the underwriter. But the reality is, they're just the policemen. They gotta have the paperwork run. And I've

Sean Daniels: 46:19

had I've had people before where like, some my parent gives kid a gift. parent doesn't want to show bank account. It's like you have to it's the federal government rules right here super pissed off. Like, we don't make the rules. You don't make the rules. Very seldom has that happened. But like, people were pretty close hard with their fake stuff. I get it, I get it. But like, you're not gonna share with anybody else. Like, this is federal government stuff. So make sure the money is coming from where it's coming from. Yeah,

Ian Arnold: 46:45

it's one of those things that Rick and I did one podcast on. It was like, interesting how much parents don't want to talk about how much they make? Or how much how much you need to make as grown up? Yeah, luckily, my dad actually he goes, I don't know if I should tell you this. And I'm like, just in college. And he's like, Well, what do you want to make? What do you want? What do you want to? Because here's what's going to happen is you're gonna have this, you're gonna have taxes. Yeah. And then you're gonna have this, and it was a nice sit down conversation, but come to find out is I guess most people don't have those conversations. You

Sean Daniels: 47:16

know, I've had conversation, our oldest like, we, we didn't grow up, like they didn't grow up with how successful I am now. It's about six years, OR 653 or four years ago. But that's like, Hey, you like doing these things we're doing and you'd like to the heaven these nice things, you're gonna need to get a good job. And my my dad already put money aside for college for him before we got to where we're at. And I go, go go to college, get a business degree. She wants to be a lawyer. We'll see how that works. Right? I hope she does. It's a big commitment to at least get a business degree as a minor. Kelley School of Business was going I learned a lot, right? A lot. Education is huge reading books are huge. Experience is huge. So like, I've had those conversations with her. And in, she says, I work too much. Sometimes I go, but that's what it takes. I go if you want to grow, and you will grow exponentially, you need to outwork everybody else. And then eventually, you can set yourself up to where you might have some a portfolio that supports what you've been making. So you can scale in a different direction. She's 18. You know, the more I say it, the more she might realize it as she gets older. And our youngest is 12. So not much grooming to do yet. And it'd be a good, good person. Yep. That age be a good person. Alright,

Ian Arnold: 48:41

so we got two, two last ones. One I just, I'm just kind of curious, because we all watch this stuff on TV. And so you were on the what? The American Dream TV, right? Yeah. So one, how was that? And how realistic is it?

Sean Daniels: 48:58

So American Dream TV that came to town, they picked 40 people out of referrals from like, maybe you or other people like who's your top agents out here. And this was their first time coming to India because India is a smaller town. And they took 40 of us. And we get there's like four different meetings with 10 of 10 each, and basically the main speaker, the owners talking about what he's offering. And I was like, you know, we offered all kinds of stuff. This is real, not real. And I'm sitting in this room before like, six deaths over six years before like, wow, like literally people on the South Side don't know her name. I know her name because she's kind of a badass. But I was like, This is real, you know, and it is something you had to pay into. It wasn't free, you know, is like 1500 bucks a month. And the SEC, they would err, they give you a videographer. You'd have to go ahead and pick your segment like everything you do on your yourself on the on your end then, and then the videographer meet you and you go and shoot different places, you've come for all your own, you know what you're gonna say, Okay? Like you're, you're, you're doing it all. And then the air is the second month, which was like three grand by the end, right? So you get three grand in for one small video. And I was, you know, it does help, it did help because a lot of people saw it and they still see it as like man like Shawn got on TV like, great. But in my mind is like I could do this better. And I have done it better on my own and on a different level. And it did help me to figure that out. Like we went and bought a Nikon Xenon camera, we bought and bought nice microphones, I got a drone. My wife's an amazing videographer and editor. But even though she's amazing, she's still a nurse and still work. So I hire videographers now. And go Kumari, setting it all up, right? So like for 900 bucks. I'm doing a segment that would have cost me three grand, right? That's supposed to be on all these sites. Right? It took you forever to find it right now, like we can produce three times what we would have been approved for them. I won't discredit them. I think they have a great thing. I think it's a good program. I think Indiana is a very small, small state. And what I realized right away is like to other people to do the same stuff I did on the first segment. Like, like, there's cars, and then my first segment was supposed to be with the lighting of the tree coming up. Like it was like camera, what was how many years it was in? And so the marrying it the second month or to third month? So you're off? That doesn't work? Yeah, I was like, That doesn't work. And I had some words with the owner of the company. So this isn't for me anymore. It's like now it's been, you know, was $4,500 for for one segment. See, I I left that show and took what I learned from it. And I learned a lot. And now I'm doing all my own stuff.

Ian Arnold: 52:01

Yeah. All right. So I know, Rick and I are huge with the military. We appreciate him so much. But you do something and we briefly mentioned it earlier. So let's go into this.

Sean Daniels: 52:15

So MRP specialist is basically a military real estate relocation specialist. We go through training to learn what aspects when they're moving from one state to another state that we need to know about, you know, how the the veterans get their all their items paid for the move, like the bill moving company, which some don't even use a moving company. What it's like for them to move to a state that I don't know anything about, which again, those videos have helped me share different aspects of Franklin bargersville, downtown Annapolis, you know, I haven't got everything built yet. But like, I can share a video with him say, Hey, this is what downtown's like, this is what this is like. So it's really helped put us in connection with them and in a whole different level than what when you do 90 hours real estate and take your four hours test, like doesn't teach you what the military go through any move over three years. Right? So a lot of them are pretty used to moving. So what's really important to them is how close they're gonna be their base schools. And then you know, making their spouse comfortable, right? I had one she was used to live in on base. And they will kind of want something more of a compound setup. Which is tough, right? So we found something to see more. We then we found something to see more and had a kind of a courtyard in it when he drove in. It was Gonca. Yeah, cool. And we found what they need it. I picked him up. Not at the airport, they had a rental car ready, but I picked them up drove around the whole time children's town. I like to show him as much as I can. It's tough sometimes when they fly in, so I have like a, like a half a day or something. Yeah, so it's difficult. So the more we can share with them upfront about the benefits of the different towns and amenities of different towns, the easier it is for them to make that decision and I've had a huge success with it. I mean, huge, like lollies, people my friends now. I did a march with one of them not too long ago from the POW camp, not POW camp from one of the isn't atterberry is one of the shelter houses to the pow Memorial and then back with his group and these are they're like a modal motorcycle group. I can't remember right now Forgive me Roger. Shoot, it's a veteran motorcycle group there it's wound wound it I think of it later give you guys can just pop it up there right. But it's basically once a been an action. And I love my veterans, not anybody. I love them. They've been through a lot. They've served us it's time for us to serve them. Yep. And just just give a pay our respect. Okay,

Ian Arnold: 54:59

so Well, let's let you help them. What's the best way they get ahold of, you know,

Sean Daniels: 55:05

call me at 317-371-0060 also get me at Daniels real estate.com You can get me on Facebook. I don't do Twitter, even on Instagram and get me on LinkedIn because I'm not too old. And one more. I can't remember I MySpace, my I don't do MySpace, even on MySpace.

Rick Ripma: 55:25

And to get a hold of her I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you give us a call at 317-672-1938 31767 to 1938 and please follow us for more indies real estate gurus and reminder

Ian Arnold: 55:40

if you have any friends family and co workers looking to buy sell refinance, let us know we are more than happy to help you. Alright Sean, thank you for joining us. It was a pleasure appreciate it. Deja Vu was dude they

Unknown: 55:53

went crazy with with one. MLS NUMBER 66459 Arnold NMLS number is 1995469 equal housing opportunity some restrictions apply