Guru Sunny Shuai with FC Tucker

Rick Ripma: 0:00

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: 0:13

And I'm Ian Arnold, a loan officer on Rick's hard working mortgage.

Rick Ripma: 0:17

We're both with advisors Mortgage Group together will empower you with expert advice market trends is Bestival stories from Guru realtors and local experts. Whether you're a homeowner and investor or pro, join us as we navigate the thriving in the real estate market.

Ian Arnold: 0:33

Now get ready to unlock the doors of success. One episode at a time.

Rick Ripma: 0:40

We have Sonny and I'm not gonna even try to pronounce your last name. How do you pronounce your last name Sonic? Try? Try. Yeah, that's the key. Yeah, no, I found. Also if you say something where they can't understand this another way to mispronounce something where nobody knows what it is. Yes, that's gonna tell i right. Yeah, yeah, it's very smart. And you're with FC Tucker. Yes. We're excited to have you here you have a very interesting story. You've got your, your past and how you've come along. And the phenomenal job you do. It's just really interesting. So we're really looking forward to it.

Sunny Shual: 1:12

Thank you. Thank you for having me

Rick Ripma: 1:13

here. You're welcome. So let's start with what you did before real estate, like Where'd you grow up? You know, all the businesses that you own, do you know where to go to school, those kinds of things.

Sunny Shual: 1:23

So I grew up in Shanghai, went to Shanghai University graduate there. And then I worked for a develop there. After I graduate from the college, four years, I was the office manager. And then after finish, somehow I decided, you know, you're when you're single child, your parents are over you, you want some freedom, and then some space, I decided to come to United States. I came here with my then ex husband. So I started to, you know, take classes IUPUI, a graduate from IUPUI in a major in accounting, but I don't think I like to deal with numbers all day long. So I thought, oh, since I work in a restaurant for a little bit, and I may it's good idea to open a restaurant. So I decided to do open a delivery carry our restaurants after that owner for five years. I never thought it's I have to learn a lease how to cook a little bit. When you own a restaurant, oh, I speak English. I know how to do my numbers. You know, I can do this. But it would just be overwhelming. Because I worked 1312 hours a day, and then seven days a week for five years. And then until I had armed robbery in 2014. I was at to gunpoint to say no, it's time to quit.

Rick Ripma: 2:36

So they actually had you at gunpoint.

Sunny Shual: 2:38

Yes, to gunpoint. And yeah, so I fortunately, my lease was expired in 2015. And then, while I had the restaurant, I was right next to Mr. Holmes, they offered me to be their contractor. So I then I owned a construction cleaning business for three years, it was brand new to me. And I approached the to a lady who worked for a company for a long time, I can clean for free for them for them. And she agreed. So I basically shadow her for a month and I started my own business. It was from restaurant to construction field of business. It's easy, in some way. Not easy in some way. Because I don't have to pay bills all day long, which is great. But then I still have to struggling with finding a reliable worker. So it's you know, when you have a small business, so after three years, I decided, you know, I my parents is getting older, and I never had a chance to go home to visit them as often as I want to. And I have no brothers and sisters. So I decided it's time to switch another career. So I jump into real estate get license, pass one shot, and then I started my real estate career with FC Tucker.

Rick Ripma: 3:52

Well, congratulations. Pass it in one shot. Thanks. That's not it. I mean, there's so many people that it takes. It takes multiple times. And many times.

Sunny Shual: 4:00

Yeah, thank you. It wasn't easy at all. Yeah.

Rick Ripma: 4:03

So So moving from Shanghai to the US. Did that work? I get in your parents not hovering over. Yeah.

Sunny Shual: 4:09

You know what, when my mother's young, she's very open. And she actually really want me to do the things I want to do. She didn't want to be someone to tell me what to do. Although she missed me dearly, I knew that, you know, I should call her more often, but sometimes was too busy. It's just really hard. But I think my parents is getting older now they start to get a little bit needy. The needy means they need your time, you know, your attention. So I think, you know, the real estate is a good spot for me right now. I spent two and a half month in China with my mother. So

Rick Ripma: 4:42

it's great. Yep. So you you got going in real estate and you've done phenomenally well in real estate is not easy to get going in. So how did you get going? What what did you do? What kind of processes did you have? How did you do it?

Sunny Shual: 4:56

You know, I you know, it's when I first started, you know I got a training. So everybody say, hey, you need to start with your relatives. I have no relatives in this country. I'm all by myself. And also people say, hey, go work out your friends. Unfortunately, when you work 1213 hours a day, you basically don't have Yeah, I don't social. So I work all the time. So I saw the first year, I sold two houses, and I told myself, I have to be patient. And I am patient at that time. So then I, the second the year, what I did I started use my time, if I don't get any business, I work on my CRM work on a software, because I have plenty time at that time, right. Also, I did a lot of volunteer works for people because I think to keep myself positive, I want to be motive motivated. So I did a lot of volunteer time job, volunteer job at that time, I joined a lot of different organizations. You know, when Phil negative, I just, you know, do volunteer work for them. So that helped me. Then the second year, I think I did 2 million I did a lot of four times because I know we have no, that's a good way to for me to generate leads at the time. And also, based on our work all the time. I always try my everyday is to make first day that's how I made it.

Ian Arnold: 6:18

Yeah. So I think what you should have done is also put on your menu at your restaurant, and the last one, buy a house or sell a house. If people be asking What's What's What's that number 12

Sunny Shual: 6:30

You don't want out jumping into to the you know, the construction cleaning business. I didn't know I will become a realtor. Otherwise I would do that. It's probably a really good idea. I knew a lot of people surprisingly, everywhere I go, people will say hey, sonny, but then we don't have those deep level the you know, the conversation or touch because it's just basically they come here to get food. Yes,

Rick Ripma: 6:50

yeah. But but they know who you are. Yes. Yeah. But you, you did a phenomenal job with really not having any sphere of influence, because one of the things a lot of people talked about as needing that sphere of influence to get going. And you were able to do it. But I think one of the things you you said it resonates with me because you know my my my tagline is the hard work and mortgage guy. Right. You work? Yeah. And I think that's one of the things that a lot of people who are not everybody who's been successful all the Guru's we have they work? Yeah, they put the time and even when you were brand new and learning, you realize the value of working? Yes. And putting your your CRM, which is your follow up system together and how you keep in touch with the client. That's a huge, a huge benefit to have that work ethic.

Sunny Shual: 7:43

Yeah, cuz I think your restaurant helped me a lot. Because you know, I become much tougher after that. And then I am a workaholic. And I work hard. I know. So I'm also patient, I told myself, I have to be patient, it's really hard when you first started because you have no income. And you don't know anybody and it's hard to discipline yourself is no one to tell you what to do. And you have to make your own schedule. It is not easy.

Rick Ripma: 8:07

No, I know, I know. It's not so you. When did you where did you start? In the real estate business? What was it with FC Tucker?

Sunny Shual: 8:14

Yes, I love the company for sure. Cuz, you know, I just like I told you, I'm there. They provide us with trainings almost every week, and I loved and I love the office staff there. It makes me feel like it's home. You know, I'm in the office every day from a nine till six 7pm. If I didn't show up one day, they will email me.

Rick Ripma: 8:38

Want to know where you are?

Ian Arnold: 8:39

So with everybody, I know a lot of people like to work from home and like, what does go into the office every single day? What does that do you think help? How does that help you?

Sunny Shual: 8:49

I learned a lot also, I want to treat this as a real job. I am the person if I'm stay home, I actually try to stay work at home. It's not that I'm not productive, I can be really productive. But I missed the opportunity talk to the experienced agent with their transaction learn from them. So I really liked that way I can learn from other agent through their transaction. I think that's the best way to start a business as a new agent, learn from other people's experience.

Ian Arnold: 9:17

I would fully agree there. I mean, I think that's the one thing a lot of people have lacked since go but now you do see a bunch of that coming back where people are coming back to the offices. So I do like to ask this question and I'm just curious is so housing in the United States is usually different than anywhere else? So I know you do more work where your builder in Shanghai What do you do see any differences?

Sunny Shual: 9:40

Actually, I talked to my cousin's, you know, while I was in Shanghai about a real estate because you know, we people started buying houses like even my family a long time ago. It's impossible, but not everybody changed our houses frequently. So ask them about a difference and I also watch watch some video recorders about how people buy houses from different bro Workers think America has a better very well developed the system. It's very, it's transparent the BLC system, you share it with all bores, and then then, you know, people will bring you a buyer. I think that's a nice way to represent for your seller. Also, I think that's more like a contract the system, you know, when the other agent in, you know, you know, they get their Commission's and everything. So I think it's a great way. Also I think the system is much more thorough and then complete, you have a title company here, instead of you relied on the real estate agent to do a title search for you to go some governments, you know, places, I think we do different things by different people. Also in big city, there's no inspection things, because you know, it's more like apartment high rise, people don't do inspections there. So I think it's we have a different system here. But to me, I liked the system, even one of my client, actually, I have a client. I helped him for rentals in Indiana. So he's a real from Eli Lilly, he came here we had all the itinerary ready for him, they set up for him, then he relocated to Mexico City. So the agent was showed up two hours late and with no houses to show no itineraries. He had to figure out his lunchtime, he had to figure out the house. For the realtor. It's complete. So we have the best system here for sure.

Rick Ripma: 11:28

Yeah, it's it's interesting, though, to hear this, how different it is, we had one where it was in South America. And they said that, you know, their houses sometimes were on stilts and said you didn't sell them because sometimes you'd walk back in it because it was over the river and you'd walk back in the house is gone. River washed away,

Sunny Shual: 11:47

actually went Shanghai if you show how seller has to be presented, which is super awkward, that we increase the chance of they kick you out between you know, they do deals behind your back and kick the real estate agent out I think for seller and a buyer not see each other's with a reason here. So it just so different. It's also uncomfortable

Rick Ripma: 12:06

to walk through the house when the seller is there and you can't really open up and and talk openly. I sold new homes and even as a new home salesperson, you would leave and sometimes you overhear what they were saying? And they would say things they would never say to you. I know you know which which is somewhat bad because if you you can overcome an objection. You know, and when I say overcome an objection I don't when you don't you don't you know sometimes people have a misperception of something when I sold cars. You you take them on a demo ride and they'd hear something in the trunk and if you weren't there you couldn't fix it. But if you were there you'd open the trunk and say here's the license plate bracket this this lane here and the trunk right otherwise they go this this car has the noise I'm not buying this car.

Sunny Shual: 12:54

I know and also for Asian country you know the space is so small people Hi caches stuff is everywhere. So my mother won't even trust any cleaning lady to clean her house because her cash is everywhere. I think for them Yeah. She she's always worried about if What if there is a war I could get my money and I can just leave that's always their thing. So they always have extra food in the fridge freezer. So I think that's another worry about you know, having someone come to your house, they have different

Rick Ripma: 13:22

things to worry about than we have.

Ian Arnold: 13:25

So I want some people to be able to get in contact with you. What do you what is the best way somebody can get in touch with you?

Sunny Shual: 13:31

Okay, I I always try to keep my communication really good with everybody anyone so they can contact me by phone call 317-435-5199 they can text me or they can email me at sunny dot shot at talk to tucker.com Okay,

Rick Ripma: 13:49

so the in the numbers 317-435-5199 Yes. And it's sunny dot

Sunny Shual: 13:56

shy. Hu AI at TALK TO TALK TO Tucker. Yes.

Rick Ripma: 14:02

Dr. Tucker is a good one because that's an easy thing to remember. Do they even go by FC Tucker anymore? Is it just talked to Tucker?

Sunny Shual: 14:08

I think they still go by FC Tucker.

Rick Ripma: 14:11

I always wonder that I've never asked I'm glad I asked because I never know what to put down sometimes it is it talks to Tucker Tucker or FC Tucker. So which which is so what would you say? Your your superpower or superpowers are?

Sunny Shual: 14:27

me so I don't have worker person I you know, um, I think I work hard. Yes, hard work. Yep. Yeah. It's there's nowhere too far away from me. I go everywhere. So you know, people always ask me which area you serve. There's no area I don't serve. So I can go all the way to white learn. I can go all the way to Wanamaker and have clients in Avon, they're just all over the place. And I even have clients in Kokomo too. So

Rick Ripma: 14:57

okay, so anywhere in Indiana, you can Yes, you You can do, and how do you do that? How do you? How do you learn the market? Wherever you're I'm obviously that's what you do you're How do you do that?

Sunny Shual: 15:09

So, of course, you know, the website was a good way to learn and also the tools we have. So I always tried to there's a lot of market status you can learn from my board, which is a provides me with a lot of things, too. So I think, you know, every once a while, every week, I will pull the numbers out to see how the market trends goes. Also, I like to some, you know, landers was provided with some sort of marker trend to I like to read them too. So it's a good way to

Rick Ripma: 15:35

talk about the FCC. Tucker, is it? Are they all over start to the state? Are they just in Indiana? Indianapolis? They're all over the state. Okay, so you have that extra to where you have plenty of people you can pull from to learn any information that you need? Yes, that's correct. That's big. And to contact Ian or I got a HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. Or you give us a call at 317-672-1938. That's 317-672-1938.

Ian Arnold: 16:03

All right. So we're going to take a sidestep from real estate for a little bit. Let's get to know you a little bit more. And I know you're a hard worker, so I'm going to take away their phone now. You cannot work for 24 hours.

Sunny Shual: 16:13

Oh, that would drive me crazy. Even I was in Shanghai for two and a half month. So what I did is because a different timezone I had to figure out the technical difficulties, because Chinese government did blocked Google's and my work. Email was Google. And I overcome the work difficulty with the website and everything. And then I work at night. Or people cause me no matter what time what hour, I'm still answering the phone, emails and everything. And then daytime, I take my mother to the hospital. So that's I you know, there's no time I'm not working on while I was in Shanghai to help my mother with her chemo

Rick Ripma: 16:52

treatment. It sounds like you forgot sleep.

Sunny Shual: 16:56

You know, if there's no doctor appointments that day, I will try to sleep as much as I can. So to make up my sleep time, yes. Because you

Rick Ripma: 17:03

got to have sleep. Yes, I

Sunny Shual: 17:04

do need to sleep.

Rick Ripma: 17:06

All of us. Do. We need sleep. Yeah. It's a vital, vital piece for us all.

Ian Arnold: 17:10

But what do you do for fun?

Sunny Shual: 17:11

I like to cook I love to cook. So actually, that's the way I've built my business too. So I always hosting parties for clients. But that's my passion. So I'm not a person, I like to go to a party, I don't drink. I don't do any, you know, a boring person, but my passion. If I don't feel well, I would just fight I will go to the grocery store and buy a bunch of the ingredients. And the make a nice dinner and the after that feel great. You know, part of my stress really, and it because of that. And I also had a restaurant before. So some of my clients every year, maybe at least once or twice a year, I will cook food for them.

Ian Arnold: 17:49

So what food are you known for cooking, of course, Chinese food.

Rick Ripma: 17:56

So I have to ask, we talked about off air. But I think if people who are watching the video, they're gonna want to know what happened to your hand.

Sunny Shual: 18:04

So I don't have kids, but I really truly adore kids. So I took my nephew who were studying every single day and third grader to a laser gun tech plays and a one parent hit my pinky with these laser gun tech. Oh, it's fractures. And then it was two days before I came back to United States already have the closing setup. So you know, the doctors say you either have a surgery, you will recover 100% Or you, you know, you might just have a cast. So I'm gonna see, you know how, you know when you open a cast, he bent the pink, you know, my pinky back for me, but he said you may, you probably won't feel the same like you used to. So I said, Okay, I take the risk, because my plans are already set up. And I already have the closing setup for that week two's closings. I came back with my cast.

Rick Ripma: 18:55

Okay, so yeah, that happened in Shanghai. Yes. Wow.

Ian Arnold: 18:58

So oh, here's what the little details in there. She's more worried about her closing event. She is her own hand. Yeah, that is impressive.

Rick Ripma: 19:07

Yeah. The long term effects of the hand are not as important as taking care of her clients. That's That is impressive,

Sunny Shual: 19:15

because I have a closing Kokomo no one's going to drive to Kokomo for that closing. And that gentleman needs interpreter so I have to hire someone. So it was a job no one would like to take and I have to be there for this gentleman. So you can be represented properly. Yeah.

Ian Arnold: 19:33

So do you have to translate for no audio customers

Sunny Shual: 19:36

or hard interpreter? Yes, I think he deserved it's just a 10th out that's I told a joke around I said that's the biggest sell I ever had $10,000 deal. But I think you deserve a fair representation. So I hired a new interpreter with me drove her to the closing in Kokomo. what

Rick Ripma: 19:55

language they speak Spanish. Okay. Yes. Yeah. So that That's, that's why you weren't the interpreter. Yeah,

Ian Arnold: 20:02

whoa, whoa, whoa, whoa, whoa, whoa, you know, no, she can't speak

Rick Ripma: 20:06

Spanish but I'm guessing based on the fact that she wasn't the interpreter you know, I'm guessing that you know, just just just a guess.

Ian Arnold: 20:15

So how many languages do you speak and what languages

Sunny Shual: 20:17

should I speak Mandarin So, Chinese dialogues are completely different. So I'm from Shanghai Of course I speak Shanghai dialect. And then we everyone we go to school now. No, but we I talked to my cousin's in Mandarin. Because you know, there is a language disappearance right now. So in Mandarin, I speak Mandarin all day. Then I met friend here. They speak Cantonese. I learn Cantonese. So that's the three of my both my grandparents from Jiangsu Province. So I have to learn how to speak Johnsville province language, and then I learned Japanese while I was in college, but I completely forget about that because no one taught to me.

Ian Arnold: 20:54

I took that in high school for like two years. I lost it. I know some little phrases here and there but I'm done the English

Sunny Shual: 21:01

too far. You know, I went to college if there's a lot of new vocab a lot of vocabularies if I don't use them for a long time. And then that's my second language. I forget. Well, yeah.

Rick Ripma: 21:11

If you if you don't use it, yes, you lose it. Yes. It may be I don't know. Is it easier to get back if you try to get it back? Yeah, I think it's easy it comes it comes back to you. I barely speak English. So that's about that's about the only one I got. So when you're when you're when you look at it based on on on see what do I want to ask? I'm gonna change the question. How would you describe your brand

Sunny Shual: 21:42

okay. So I really don't have you know, I haven't thought that probably you know the branding yet because you know yeah, I'm not good at marketing is not my straw. Okay, part of it. But I think I tried to brand myself as a what's a call? I like to help first time homebuyers. I like to help immigrants who want to achieve and buy houses here use my personal experience to help them so I think that's part of my brand, a hard working realtor and to help first time homebuyers and help all the immigrants I can help them to have their house yep to buy a house.

Rick Ripma: 22:24

I figured hard working would be in there somewhere for the

Sunny Shual: 22:27

Oh yeah, it takes hard work to help a first time home Thursday and I'll bet I'll bet you're

Rick Ripma: 22:32

you know when you say you're not good at marketing I bet you're good at when you list the home marketing that home

Sunny Shual: 22:38

I'm good at it that to get good at it so I helped some clients they don't have basically I can't be a one man person. So what I do is somebody show me a house and then the person's in nursing home then they tell me their budget and then I can I can work according their budget make the house look presentable. And the marketable and I will have my photographer they don't even have to worry about the thing. So I do the lot. That's one of my passion. I like to get the house with a little touch make sure in the with my standard or the market center make sure they can get the best money back the most money but you're

Rick Ripma: 23:13

so you're like a stager decorator.

Sunny Shual: 23:17

It's not more like you know I will I can't say that way. I don't think I'm a good stager, but I am good at it. When I walk in the house. I know hey, you need a fresh paint. Let's do this. Do a little bit that to make sure the house is marketable. And then we can put a market and get the best money out of it. So I'm good at this. Even flip house too. So Oh, do

Rick Ripma: 23:37

you? Yeah. So do you have a team of people who you can connect with?

Sunny Shual: 23:41

Because I do I have all the teams people I can help and connect with? They will help me with that, too.

Rick Ripma: 23:46

Yeah. Because that in certain markets is really just tough to get contractors to help you out. Yes. So it really matters to have an agent who has a good set of contractors that that are going to be there and do a good job because they have that relationship.

Sunny Shual: 24:01

Yeah, lucky to have a very reliable contractor who will help me and who will help my clients. And they who understand that my clients budget to help us do things, which is great. Yes, yeah.

Rick Ripma: 24:14

And so what would do is you look at it you think, Okay, what two resources or a couple resources that you've had that you think, man if I hadn't had these resources, I would not be successful, or anything like that.

Sunny Shual: 24:29

First of all, I have to say, I have great friends. They're the best resources to me. You have to earn their trust, but I did. They support me tremendously. I never thought I would get those kinds of support but I did I have my friend refer me to all their families, friends and everybody and I was you know, that will make my business successful this year to also the resource. I have a great contractor who behind me who helped me who can Make the house and get the house ready in timing no matter so I can list the house, you know as soon as possible for the clients. And then also I have a great, you know, the mortgage people who support me help my my clients to get rid their stress and then you know, mortgage stress and to get ready to the closing table. That's very important. And a title rep do I do agree the title rep did a great job to help me to know.

Ian Arnold: 25:27

So I want to go back to this you were talking about you love working with first time homebuyers. And especially people coming from out of country you're like you did, and purchasing a home. So what does homeownership mean for them? Whether it's financially or just mentally,

Sunny Shual: 25:41

I think mentally they settle down, they feel like they belong to this country like me, I do feel that way too. And a financially, they think they have some equity, they spend a lot of money renting, especially rent going up 30%, Indiana, they feel like, you know, they their money, every money they put in they towards their equity, they build something for themselves, they can never build their own country. So I think it's good way a sense of belonging, and then they have something they built for their future. So that's very important for them. I think

Ian Arnold: 26:12

I think that is huge is the same thing. Like, I have young kids and everything, and I try to get them. Look, when we buy you something You mean, you can just destroy it. Because when they buy something, they try to care of it. Now you try to give a same thing about buying a home. I mean, when they buy the home, they feel more connected to the community. They feel like, Oh, let me take pride in this. So I think that's a huge point.

Sunny Shual: 26:34

I do agree, because I've talked to a lot of them. They're really proud of themselves, too. They can't actually settle down in this brand new country, you know, and they work hard. So yeah.

Ian Arnold: 26:45

So where do you see yourself going in the future? I mean, do you? I mean, Nothing's set in stone. So do you plan on forming a team? Do you plan on what what do you see in yourself, let's say 510 years,

Sunny Shual: 26:59

you know, I do, I would like to form a team, if there's a good opportunity and a good, you know, fit for me, I would love to, because I think that's a good way, you know, just like it's really a good way. Because then when I have something my team will have my back and I can have their back to because you know, one person's team. Somebody's always better than you in some field, like, you know, I have someone you know, they're good with marketing. And I'm good with this. When we all merge together, we have a team that we make each other better person, Agent better agent, that's for sure.

Rick Ripma: 27:39

I think that's a huge value of a team. Yes, I think that's probably a huge value of being with FC Tucker, is because you have that, even though you don't have a direct team. You have a team?

Sunny Shual: 27:50

Yeah, we have a team. Oh, that's amazing. Because our staff was great. They're on your team all the time. So they will check your files for you. They will do marketing for you. That's why I love the office environment. They're working for you. You have you feel like you're not alone. You have a team. That's true. Yeah.

Rick Ripma: 28:08

And that's, I think that's really important. So what what would you or what do you wish somebody told you? Or you had been told when you first started in real estate?

Sunny Shual: 28:21

When I first told it, you know, I may not survive business. I have friends brother owned a realtor school in Hawaii a long time ago. So I tell you, it's not gonna be easy. You know, that's all my friend told me. I was like, Okay, well, I know.

Rick Ripma: 28:41

So. And it wasn't? It wasn't. It was?

Ian Arnold: 28:43

No, I mean, think about it in the first three years 90% of real estate agents fail. Yeah, so you're talking about hard, that's, that's harder than open up your own company. Because then they say first five years 70% of people fail in your first company. So no, real estate is harder than open up your own business in your technical your open up your own business.

Sunny Shual: 29:03

So yes, I agree with you. I do feel that ways because but I think my previous business experience prepared me for that. So when I had a restaurant, I bought existing business, I have clients, they come in the way you have food, they come not to you but to your fruit that you know, you don't have to worry about, you probably worry about our business limit how to increase yourself, but you don't have to worry about it, people come to you for food. But then when I had a construction business, my I have a mental big dip down because then I started to build my business. I have to be patient. There's times I feel like okay, you know, when I think I can get to the point I want to be, you have frustration. You also have that point too. But once you work hard to get to the point understand takes time to build your business. So for cuz I prepared myself for that. So I'm sort of when I join a real estate. You know, I know I'm not going to be the first person say hey, I have 10 cells, you know, the first year I knew that So I prepared.

Ian Arnold: 30:01

So I want you to help you prepare for the future. So if somebody's out there and you're listening to this, and they want to get in contact with you, whether you're a buy, sell or just talk real estate, how do they get ahold of you?

Sunny Shual: 30:13

They can call me Text me, email me, my phone number is 317-435-5199. My email is three US. Su and then y dot s h u AI at talk to tucker.com. And they can call me email me anytime I still answer my phone sometimes at 1030. And no more than that.

Rick Ripma: 30:38

Wow. And to get a hold of her I got a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com, where you can give us a call at 317-672-1938. It's 317-672-1938. And before I let Ian tell, say anything, I have a I wanted to follow up on starting, I think that one of the big things that I you know, that impresses me is that you look at it as a business. And that's what I see a lot of people new people getting into real estate or mortgages. They don't look at it as a business. So when you started the business, you had to buy things, right, you had to do things you had to. And they come in and they think that they just sit there and people just show up. Yeah. And they don't put the work forward. But you understood it's a business. And there's things as a business you got to do. Yes, I agree. And you have one of those things is you had to show up to the office, right?

Sunny Shual: 31:34

You do? Yes. Yeah. You know, I always tell everybody treat your everyday like your first day, you're hungry. And then you're eager, you're optimistic, and that's everyday you should have be, you know, you want to do things. And also when you're not busy, always it can. So now I'm busy. I'm actually lack of a lot of technology trainings, because I don't have time to do it. I wish I have time, but I will have to make up for it. But we are not busy. It's a perfect time. You know, to to go meet with a lender to build your team, you need a team to work for, you're not a one man person, you cannot do everything. So you can't meet with, you know, the lender meet with a title company to build your own team we have to time, right. So when you're ready. So you have the team support you, you have all the pieces together. That's very important.

Ian Arnold: 32:22

So with you being in the office as much as you are, what do you find yourself doing in the office?

Sunny Shual: 32:28

Okay, I do spend some time chit chat with staff office. Because you know, they're just so nice. But actually, I will try to check my email and I do I check mark is every day. You know, there's a lot of if I set up a search for someone, I don't just rely on the search every day I go on the market and check if there's anything might maybe my client would be interested, you know, it's good for for my clients. Also, actually, I will go My schedule is to see if I have a listing that I will go over with all the things I need to do I tried to make a listing list, what should I do marks and everything checkmarks for everything so that I don't miss everything. So if I have multiple transactions, so I make myself go over with each challenge trend, I give 30 minutes to each lens transaction. If they need more, they can get more time. So make sure I don't miss anything.

Ian Arnold: 33:21

That it's phenomenal. Because you I mean your time management is the biggest thing for you. Yes. Which as we stress, especially new people is you if you don't control your time, it will control you.

Sunny Shual: 33:33

Yes, sometimes you know you have multiple transactions, you really have to do a good time management. Make sure that you know you're not imbalanced a life in the work.

Ian Arnold: 33:46

Alright, so we'll get into the question in a week and I'm kind of curious on this one. What was your first car

Sunny Shual: 33:53

okay, my first car is a green color Mazda used the car and I bought when I first cam and then that's my car.

Ian Arnold: 34:03

Oh, wow. So you didn't have one over in Shanghai? Or was it more walking like

Sunny Shual: 34:08

okay, it's impossible to having car in Shanghai even I have a driver license. I test drive the Tesla in Shanghai super cheap $35,000 model, but I tell myself No, I can't with the people walk on the street. Squirrels everywhere. Okay, it's mazing people worked so hard over there. The best thing for Shanghai is the delivery system. But you know, in a big city like just like New York City, it's impossible to deliver, use your car to deliver you can never get there. So scudo was the main transportation for all the deliver person. They deliver groceries, water from food and drinks. It was great. But then it's a big travel if you drive your car you have to not only watched other cars and signs and then those people walking. It's impossible so I give up.

Rick Ripma: 34:56

It sounds like a not a good place to draw. Yes, but it's a big city.

Sunny Shual: 35:00

It's a big so many people. I think it's 24 million. Yeah. 26 24 million.

Rick Ripma: 35:06

Yeah, that's not just a big city. That's a humongous city. Yes. So I decided to give up New York's only like 12 or 13 million, right? Yes,

Sunny Shual: 35:15

it was chaos. It couldn't be really chaos. Long time ago when I first came. It's not common for everybody own the car, every family but not every family owns the car. But I you know, I gave up on that. I don't think it's gonna be a good idea. And also, I'm very by bad Parker. I cannot park my car really well. So if I'm living in a big city, I will have problems. No, I can't deal with that.

Rick Ripma: 35:36

Anyone has automatic parking cars. You just hit the button and it just parks? Yeah. I think I think there's so much new technology with cars. It's kind of interesting to see where those are going. So what what kind of car do you drive today?

Sunny Shual: 35:50

Tell you to No, no, I don't have a Honda. What's it costs? Cr na care? HRV HRV. Okay. Okay, I bought in 2016. And I loved it. I never had a car payment. Even a lot of people suggest you should have a realtor car. But I like my low car. And I like to have no car payments. Yeah.

Ian Arnold: 36:11

So since you drive all the time, roughly how many miles do you think are on your car right now? A lot.

Sunny Shual: 36:18

Especially me because I drove to coke Mall. A while I have clients at a time wants to see houses every single day. Basically 45 minutes commute every day from my office to Avon every afternoon because the traffic's bad Danville our so yeah, a lot. I just need a reliable.

Ian Arnold: 36:36

Yep, you got a Honda. I mean, the only more reliable is Toyota, but I'm a little biased on that. So that's why

Sunny Shual: 36:45

I told you that before forever for that's my second car.

Rick Ripma: 36:48

Yeah, I,

Sunny Shual: 36:51

I just love car. So I just have a nice car, then.

Rick Ripma: 36:54

I just got rid of my BMW not too long ago. And now I have an Infiniti. So nice. I just like, Yeah, I like good cars. I really, you know, at some point, I'd like to get one of the new Corvette, but I don't know if I really want one. They set off a wall when I'm old.

Sunny Shual: 37:12

I'm cheap.

Rick Ripma: 37:15

But you work all the time. And you do really well. So what do you spend your money on?

Sunny Shual: 37:22

I don't spend you know. So my mom taught me while I was in Shanghai never spent a penny. Because you know, my my parents pays everything. So my mother's oh my god, I'm gonna be in travel, start to save money as soon as come to United States. I don't spend money. Because I know I don't want to turn back to ask my parents for money. And I have to save money. Because for emergency. Yeah, I I'm very, I'm a good saver. And I'm very frugal. And that's very

Rick Ripma: 37:48

good. Yes, that's a good, that's a good thing. Which also probably means that when you're working with clients, it's not about the money at all, because it's just taking care of the clients. Because you're you're not you're not under financial pressure. Yeah,

Sunny Shual: 38:03

also my problems I, I work hard to make money, but I can care less about. So I don't really see counts or everything every day. That's just not me. And then, you know, I don't a lot of clients. And actually, I do help my client here and there too. So I don't mind that that's the thing. But I work hard for money because I know I don't want you know, one day I needed need money. I don't have money. That's the things.

Ian Arnold: 38:28

So what she's saying is when we do our little education for kids again, we have her come in and talk about how to save money. Yes, yeah. So

Rick Ripma: 38:38

yeah, but she sounds a lot like you and your wife. Hey,

Ian Arnold: 38:40

there's nothing wrong with die. No, we're very frugal people. Nothing wrong.

Sunny Shual: 38:45

Nice way, I saw a frugal bed. I always say cheap.

Rick Ripma: 38:50

But you're willing to do what it takes to get your business to take care of your business. Oh, yes, I do. I do. Yes. And you take care of your clients and you do all that stuff. So it's, it is amazing. You don't have kids that we I have three, three boys. And it's amazing how you won't spend any money on yourself. But man with your kids, and you may have that with your nieces and nephews.

Sunny Shual: 39:12

That's my parents. Yeah, they don't spend money on themselves. They're very frugal, but they spent a lot of money they have no problems spent a lot of money on me. Yeah, very Yes. That's my parents.

Rick Ripma: 39:21

That's how people are most people not everybody, but it is interesting that way. So do you use social media for your for your business?

Sunny Shual: 39:30

Do I'm not very strong about that. But I do. I do have Instagram, I have Facebook, and I also have LinkedIn but I'm not very active on LinkedIn. Okay.

Rick Ripma: 39:42

Do you see that as as a wave? You know, it's um, it's obviously wave now. Do you think it's going to continue? Is it something that you want to get better at?

Sunny Shual: 39:51

I do want to get better at I do. Yes. Yeah. So that

Rick Ripma: 39:54

goes along with my next question. So what what would you maybe this but what would you looking at your business What is one or one or two of your goals that you have to improve your business over the next year or two?

Sunny Shual: 40:05

I do want to actually get better with all the technologies I do. So there's a lot of technologies I haven't really gets have time to spend time to dig in. But I would love to, and a social media marketing marketing is super important. I want to do better with marketing. Yes.

Ian Arnold: 40:21

Yeah, I think that's one of the one toughest things is trying to learn technology. And the reason is, because as soon as you learn one technology, there's something else came out.

Sunny Shual: 40:30

Right? We had on as a realtor, everybody knows we have all the technology at once. So we have a new BRC, then we have this, you know, the, what's it called the broker Bay, then a Tucker siddalee, change the CRM. So we have two CRM at the same time. So it's just all the things could be overwhelming. And there's

Rick Ripma: 40:48

always a little things that, like, I tend to add additional products to my CRM or to it so that I just, I happen to like technology. But it's like, okay, so you do it. And it's like, the first month or two, I know, oh, man, your your brain is is fried because of all the things you're you're learning and it's it doesn't work, and then it is. Yeah. But ultimately, if you made a good choice that it actually helps out, helps you It helps your clients. It's a it's a value or benefit.

Ian Arnold: 41:23

I agree. Yes. All right. So I like to hear your story. So I guarantee you have some really good ones. So what would you consider one of your most memorable transactions?

Sunny Shual: 41:33

Ah, I shouldn't have lost a few. Matter of fact, my client did call me so I am so grateful that I have a great client work with. So I got a text message from one of my client, they say, I haven't heard from you for a long time. Are you okay? You forget about us. They want to cook for me. So I went to their house, I was invited to a, you know, the Ethiopia sort of the, you know, the festival by clients to their home. And then I saw last weekend, Sunday, I drove to my client's house, and they cooked for me, they won't even eat, they watch me eat what they make Ethiopia food. And so they have this. What's it called? She made some beef sauteed. And she made a calf fish. She made her eat rice. And then, you know, Brad had just a lot of salad. So yeah, she went all out. Yes, I also was invited by another client from Puerto Rico just a couple of days ago, to have some coffee with her to see her new house. I am so grateful that my client want to do things with me and want me to be involved in their life. Yes, it's great. I know. And the reason what I just closed the deal with a three. Lady from Afghanistan. It's so nice to see their family three ladies in the family gets settled to find a new home. They're so happy. It just great. Yes.

Ian Arnold: 42:59

You know, you're doing good when they invite you afterwards for food.

Sunny Shual: 43:02

I know. It's really some clients after the transactions that it's really weird. You know, you've been together so much time you know, you do all the things together like friends and family. But after transaction, they just don't want anything to do with you. And I understand they have their space. But there's some clients just you know, they would like to invite you they want to show you their new homes. It just make you feel that's the best moment. It's not making money. It's see your clients. You know, Christmas no Thanksgiving, I do pie deliver to my clients. So actually I realized last year when I did the pie deliver the best moment for me as you deliver to the pie to someone and they tell they love their home. They're so happy living their home. That's the best moment you're being a realtor.

Ian Arnold: 43:47

What type of pie.

Sunny Shual: 43:49

Oh, I let them I do pots and pans this year. Oh, yes be my clients you get a pots and pans and pots and pans. That's a really good pilot and he brought ripple

Rick Ripma: 43:58

I really liked Okay, and now you get whatever flavor they want. Or

Sunny Shual: 44:02

they give them five choices. Like I think it's the pumpkin and then sweet potato, Apple and then Maple pecan. That's the choice. Oh, and then crumbling Sugar, Sugar cream pie.

Rick Ripma: 44:14

They sound very sweet.

Ian Arnold: 44:18

There's nothing wrong with that.

Rick Ripma: 44:20

So when I got to think that you had to overcome a lot to get where you are Yes. How do you how do you overcome you know, what is your process for overcoming problems or situations so that you you know, that's helped you get where you are today.

Sunny Shual: 44:39

You know what first one entry probably this seems, you know, I probably assumed everybody told me I'm an extrovert but I'm introvert so I hate to call people. So the calling people might have to get myself prep for that. You know, call someone and I may get rejections. I may get this but I have to prep myself for that. So I do that. Yeah, that's the issue. cuz their struggle I had it in the past, like getting better. And then also Yeah, and also, I think, because the restaurant business, there's, you know, I deal with a lot of people. So that helped me. So there's nothing I feel like I don't complain, every time I got a problem I instead of a complaining sit there sobbing, I just tried to find a problem to solve the problem trying to find a way to solve the problem. So that's just my way, I never sit there and a complaining or crying or, you know, that's just not my style. So when a problem occurred, the things I do, just get onto it, and then try to find a way to solve it.

Ian Arnold: 45:39

Alright, so I don't want you to have to feel anxious or whatnot, or people cold calling people or trying to get I want people to contact you. Okay, thank you. What is the best way somebody get a hold of you?

Sunny Shual: 45:53

They can call me text me at 317-435-5199 or they can contact me email me at SUNY dot s h u AI at talk to tucker.com

Rick Ripma: 46:09

Perfect. And just real quick, do you have like one more tip or a story that you would like to share with the audience?

Sunny Shual: 46:18

I don't know. All right, I'm good.

Rick Ripma: 46:21

You're good. You're all tucked down. Yeah, that introverts coming out. And to get a hold of her I got a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. Or you can give us a call at 317-672-1938. That's 317-672-1938 That is just a call. You cannot text that number. And please follow us for more indies real estate gurus

Ian Arnold: 46:44

and reminder. If you have any friends, family or coworkers looking to buy, sell or refinance. Let us know we'll be more happy. Sunny. Thank you for joining us. Thank

Sunny Shual: 46:51

you for having me.

Ian Arnold: 46:52

Thank you. Yeah. And I'm sorry, Rick had to twist your arm to get you up here. But we do appreciate it.

Unknown: 46:58

Thank you. Went to MLS NUMBER 33041 NMLS number 66459 NMLS number 959 equal housing opportunity some restrictions apply.