Guru Tracy Wright with FC Tucker

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma. Your hard work and mortgage guy and I've been in real estate and mortgages for over 34 years I've helped over5300 folks finance their homes,my team and I believe in custom tailored loans, not a one size fits all approach. We believe there is a right mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:18

And I'm Ian Arnold part Rick's hard working mortgage team. I've been in the financial industry for 15 years helping customers rebuild their credit get the best possible interest rate. And I'm a passionate and securing your overall real estate dreams. I also have, if I can help you pay off your home faster, even makes it easier.

Rick Ripma: 0:34

And I want to remind you, if you have any questions on on mortgages or any anything on Indy's real estate market,please go to HardWorkingMortgageGuys.com.That's HardWorkingMortgageGuys.com. Or you can call us at 317-672-1938.That's 317-672-1938. And today,we are really fortunate to have Tracy Wright with FC Tucker.

Tracy Wright: 0:56

Hello. Yes. Thanks for having me.

Rick Ripma: 0:58

And you've been in the business for quite some time. Yes, yeah. And you've done phenomenally well. So we're really excited to hear your story and and kind of how you've done it. But before we get to your story in real estate, what were you doing before real estate? Where'd you grow up? You know, what was that like before real estate?

Tracy Wright: 1:17

Yes. Well, I grew up around real estate actually.And so my mom and I, my parents were divorced. And my mom and I moved to Indy, back in the 80s when I was in kindergarten, and she was the receptionist at the Tucker office in Casselton. And so I would hide under the desk and listen to her answer the phones and meet all the agents that worked there. So. So I knew a lot of the things that had to go along with real estate. And not long after that she got into the title business. So she started several title companies in Indiana. And her parents had also worked with Tucker, my grandfather worked. He was in the commercial division. Oh,wow. Uh huh. And he was an auctioneer. So lots of lots of real estate talent that I was around, but I actually graduated from IU. And I graduated with a degree in early childhood. So I was a teacher. Okay.

Rick Ripma: 2:14

That seems to be the number one career from the that makes the move from from that to real estate. She's like, it seems like we have tremendous amount of real estate agents came from teaching.

Tracy Wright: 2:26

Yes. And I actually have another teacher that was a teacher for 32 years on my team, Diane Munch. So I think it's maybe because you know, at least I worked with young kids like first and second grade. But the idea of really understanding something before you can explain it to someone else and teach it to him, just kind of as an eight. So I try to really explain and answer questions and make sure that I'm a good communicator with my clients. But yeah, it is. And I think the organization and you know, just the whole approach, I think teachers do make good realtors.

Rick Ripma: 2:55

Yeah, that's what we've seen. Yeah, this is a real estate agent. She was a teacher.Okay. He was she was in I think,first and second grade, also way out in North Carolina. Okay.And, and that's what I, she helped me get this podcast off the ground. I've been one of my guinea pigs. And that's what she said, is that it? It's amazing the transfer of skills, and how easy it was to make the transfer for her. Now, you haven't been a teacher, a teacher in a classroom for a long time? No, I

Tracy Wright: 3:25

have not. In fact,I retired from teaching when my daughter was born in 2002. So yeah, it's been a minute. And she's 21. Now she just turned 21last month. So I got out of teaching decided to stay home with her. And then one thing led to another people that always told me to get my real estate license. And so after I had my son, maybe a year or two into it, I said, Okay, let's try it.So I did and the rest is history.

Rick Ripma: 3:54

And you've done extremely well. But you've kind of been in real estate most of your life. Even as a little child, yeah, that's what you you were around. And I think we pick up a lot from what our parents did if we are around

Tracy Wright: 4:08

whether deliberately Absolutely, and my mom always made working like fun. Even when she was in title,you know her job then things have changed quite a bit. But you know, she would go to the different offices and greet the agents and you know, there's a friendship relationship there that goes along with just taking the orders and doing the whole title work. So gosh, all the oldies, you know the names of agents that have been around forever. I mean, they probably remember me from when I was little, and I remember them and hearing my mom talk about them or to them. So.

Ian Arnold: 4:37

So what do you do to first start getting going

Tracy Wright: 4:41

in real estate?Well, my husband was working at Tucker at the time and my mom was doing the title and my husband Tom was doing home link which is like a ancillary division of Tucker. That's home services like an Angie's List,kind of. So he had said someone told him it takes three years is to kind of get the clients and get repetitive business and things like that. So I really didn't have a specific goal when I went into it, but I kind of just have that personality where you dive in and you know, just go all the way. So I remember when I first got started, there,I live in Zionsville. So there were several new developments in Zionsville. This was in oh seven. So not the greatest time to get into real estate. But,you know, I think it was my destiny, everything happens for a reason. And so getting into it, I actually held open a homearama house for a builder that year, right after I got started. And I just knew a lot of the people that were coming in and going out people from church, people from school, just growing up in Zionsville. So he was impressed with the amount of people that I knew and said,Hey, maybe we want you to list this house. So that was a huge Kickstart to my business,because he had a lot of spec homes in that neighborhood at the time. And so I listed all of those, and it was just a busy time because it was a growing neighborhood. But then there were a lot of other neighborhoods that had, you know, developers had gotten started, and then they were sitting because the market was in, you know, a downturn. So gosh, I can remember like standing behind the dumpster in the parking lot at Tucker and calling developers and saying,Hey, I saw that you have these slots? Would you be interested in letting me list any of them?You know, I didn't really know them or a lot about it. But I thought if I'm gonna get business going, I gotta, I'm gonna be here. I gotta make it worthwhile. So it was really just kind of organic. And I would call and talk about it.And real estate, such an easy thing to talk about. People are always asking questions and want to know how the market is, and how did you know what that house sold for? Or what's going on here? So it was really just kind of a natural thing. But yeah, I just kind of dove in and one thing led to another.

Rick Ripma: 6:55

I don't think I've ever had anybody say cold calling was a natural thing. I think he might be the first person. He said,

Tracy Wright: 7:01

Well, I did a few.I did a few and you know, you try a little bit of everything.I remember that. My manager Lanta, Matthews, at the time had said, you'll find whatever your niche is. Maybe it's open houses. Maybe it's phone calls,you know, maybe it's whatever open houses was that was the ticket for me. Because I love people. I love to talk and just an easy way to make friends and make an impact. So and knowing what you're talking about. I

Rick Ripma: 7:27

certainly know a lot of people which Yeah, yeah, so I grew up out

Tracy Wright: 7:31

in like the Lawrence area. And then we moved in at nine design school. And I went to rebuff so I had an eclectic group there too,because there's a lot of kids that come from different areas.So, so

Rick Ripma: 7:43

when, because it's so hard for many people to get going. And because I've also heard many newer agents who are afraid? Well, they don't say they're afraid, but they don't they think it's beneath them or something to talk to people that they know about, you know, how do you get how did you get over that? How should they get over that? And why is it perfectly okay to call your sphere of influence? Talk to them? How do they go about doing that?

Tracy Wright: 8:12

Well, I think that, you know, the first thing is, you know, I think being genuine and authentic. It's just something that you talk about what you do, you know, just like you talk about, you know, the places you go and the people you know, and so I felt like it was really kind of flattering when people in the beginning would ask me about real estate, so I was eager to give them information. You know, I think staying positive, even if the market isn't, you know, the best. It's not necessarily the focus of the conversation. But really finding out what people's questions are. And then just trying to, you know, have that conversation and and be comfortable with it.

Rick Ripma: 8:51

It's just, it's so hard for some people. It is. But it's hard to make cold calls to for most people. Right? Yeah.And

Tracy Wright: 8:59

I wouldn't say that something that I've done since the beginning. I wouldn't do that now. But, you know,you've got to kind of you kind of got to try on a lot of different hats before you find the one that fits, right. But I think just being promising yourself, you know, hey, I'm going to be here in three years.So everything I do today,mistakes, or things that work,just keep going. Keep going.

Rick Ripma: 9:21

If you make it three years, you're in you're, you're there percent that made it Yeah,right. Yeah, yeah. 90% 95% Drop out in the first three years.

Tracy Wright: 9:28

Absolutely. And you know, people didn't text in the beginning when I was in the business. That didn't start probably until a little bit later. So talking to people going to their houses, picking up the phone and calling them. I mean, that was the way we did business. And I still think that is the way that we should do business. But you're right, even younger generations that are now getting into the business. It's a text and and not so much a verbal conversation. So sometimes you've got to encourage them, Hey, pick up the phone if you don't understand because making sure that there's clear already is a big thing.You don't want mess ups.

Rick Ripma: 10:02

Yes. You don't want mess ups and and you have to talk to people. Yeah, texting is texting is easy. Email is easy.Phone calls tend to be harder for people. But phone calls tend to be more valuable.

Tracy Wright: 10:16

Absolutely.Because you can't, I don't think you can express all of the things that go into the conversation or hear their feedback and questions. When it's this mechanical. I mean,it's much easier just to be friend, someone Hey, how's it going? What questions do you have? What can I answer? I don't know the answer. I'll go find out for you. But there's there's no replacement for the relationships that go along with real estate for sure.

Ian Arnold: 10:40

I mean, not only that is how often even husband and wife you miss read a text message somebody said, and you're thinking they're mad. And they're like, oh, just making a statement?

Tracy Wright: 10:51

Yeah. Okay. Well,and you want to know for sure that they got it. You know, I mean, that's the other thing is people will send over an offer,and they don't bother to call you and tell you, hey, check your inbox. And it's time sensitive. So yeah, I mean, pick up the phone and talk to people,you can't be afraid of it. I think

Rick Ripma: 11:05

that's extremely important. Is you, you send an email, you call afterwards, yes.Follow up. I have had so many times where I forget to do that.And when I do, they never got my email.

Tracy Wright: 11:17

It happens. So they go somewhere. Yes, text to I mean, sometimes voicemail messages, all of a sudden my phone like download, download,like 16 voicemail message and like, where did these? Where have these been hiding for three months? You know, what happened?I don't know. But that's why yes, it is important to follow up.

Rick Ripma: 11:33

And I guess, in addition to that, maybe on the other side, I always tried to let the person know that I received what they said yes, I think that's another absolute,you know, we're off the subject a little bit, but that's a courtesy. But I think all of that shows people what's your like?

Tracy Wright: 11:49

Yes, absolutely.You can't be afraid of what you do. I mean, you have to have confidence if you want people to trust in you and pick up the phone and call so certainly. You know, that's the key. And I think in the beginning, also education you know, there's so much to learn every deal is different. Going to the office for for new agents is important because they can share their experiences and learn from others. So you've got to be visible. You can't be a secret agent. Yeah. Right.

Ian Arnold: 12:17

And we don't want you to be secret agents. So what is the best way somebody get in contact with you?

Tracy Wright: 12:21

Thank you for asking. 317-281-0347 is my cell phone and I do text I don't answer the phone if I'm in appointments, but I call right back. Or my email is always a good way Tracy tra c y that right? W R IG HT at talk to tucker.com

Rick Ripma: 12:39

and that phone number again call or text 317 to180347281281 You know, that's exactly what it says.

Tracy Wright: 12:48

Well, we were just talking about how you don't wear glasses. You were bragging?

Rick Ripma: 12:52

I didn't read it perfectly. We may have to get your eyes checked after this.Say

Tracy Wright: 12:57

281037 You

Rick Ripma: 12:59

got right there280347 Yes, you think I could do that? But I did. And to get a hold of Ian or I got a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or call 317-672-1938 That's317-672-1938 and thanks for listening to indies real estate gurus the gurus we interview share valuable insights they reveal their strengths,personalities and how that work for you. Well, we hardworking mortgage guys secure your best mortgage. Real estate gurus work hard to they avoid problems the amateurs don't see they listen,they find unrealized opportunities. If you're buying or selling the home a real estate guru is a valuable asset.If you're even thinking of buying or selling a home, keep listening and definitely call one of India's real estate gurus.

Ian Arnold: 13:45

All right, so we've been talking about real estate.Let's take a little side tour.Let's get to know you a little bit more. Okay, so if I take away your phone and after you get done hyperventilating because you don't have your phone, what do we catch you doing for fun?

Tracy Wright: 13:59

For fun, I like to do a lot of different things.Hanging out with friends is always a good one. I have a close group of girlfriends and client past clients to become friends and so doing things with my friends last weekend one of my girlfriends and I make candles together and then I like to paint furniture I like to take care of my plants like music like being outdoors nature hiking to be now on the Turkey Run rivers it was a good one so yeah, I just like being being out with my friends and family.Sounds like you're busy. I you know it's funny like sometimes I feel like I'm just there's never enough time in the day but but then I think what is it I'm really doing I think I'm just always on the go because it's it comes natural to me. I just like to be busy and stay stay involved in things. We only have one life. Well, that's right. So we got to hurry up and live it That's right, because we never know I

Rick Ripma: 14:53

was talking to is actually a brand new agent. And I was he's my personal trainer.he just became a real estate as we're talking, I said, Well, 10years is gonna go by no matter what guys buy a property and live in it buy a rental property by double and live in it. He should do you know? And I said,Because 10 years is gonna go by.So if you don't you either buy it or you don't buy it. Yeah,the 10 years is still gonna go Where do you want to be in 10?years? Yes. Where do you want to be? Yeah, right. Yeah, just like you want to go and have the experiences because really,money's nice in life. But experiences are really important.

Tracy Wright: 15:29

And you get some pretty interesting ones, because real estate,

Rick Ripma: 15:33

and the is gonna ask about that. So what would you say your superpower superpowers are?

Tracy Wright: 15:40

Well, I think one is problem solving. I'm not afraid of a challenge. And I think that's important because this business isn't necessarily about me. It's about each transaction and the people involved. And so when problems come up, it's not, oh, I just want to, you know, push this away or not deal with it,because I don't want them to think I don't know what I'm doing. I mean, you have to be always learning and open to ask questions. So I would say being,not being afraid and problem solving, but also being very resourceful. So we do, you know,we do a lot in luxury, real estate and new construction, and coming in and helping people,whether it's from a design aspect, get their home, to look its best, and its biggest and brightest, when people come to look or, you know, for overcoming the to do list that hasn't been done for 10 years,and we get some people in there to help you do it in an affordable, you know, cost effective way. So, really, I think just the resources that I have, and I'm lucky enough to have from being in the business for so long, and just the different aspects of, of how I run my business. And I think networking, it's a big part of real estate is, you know,calling up the people that you know, are doing a lot of the business, hey, what do you have coming up on the market? Or, you know, what about this house? And I think she's just got to live it, you got to be in it and talking to people all the time.Yeah,

Rick Ripma: 17:09

it's every successful agent I've talked to,that's what they they're talking to people all the time. I spent11 years with the Estridge companies in New home sales. And there was one in particular agent, I remember that he impressed me every time we gave him a spec, it sold, it sold quickly. So one time I said,Well, what are you doing? Why are you doing this different than everybody else? It seems like you get it. And he goes,Well, I get it out there to everybody. So don't just put it on the MLS. He goes, I know a lot of people and I and I call everybody and I get them by the information I make sure everybody knows. But just like you, we've been in the business a long time. So you have these connections. The VLC is great.But it's not like your connections.

Tracy Wright: 17:55

No, no, I think it's talking. And I think, you know, when you go into a transaction, I mean, granted,mine tend to be more luxury type properties. So they don't sell overnight. But it's a relationship that you don't always know what the outcome is going to be. So I'm not starting off thinking I've got to hurry up and get them to sign on something or, you know, to me,it's a project based transaction to where we just take it from wherever they are, and concierge all the way to the end. So, you know, typically, if somebody's moving, they're either losing a job getting a divorce or changing jobs, there could be all different kinds of reasons.And, and so that's really what's on their mind at the time. So my job is to come in and help facilitate the move in every aspect, so that I can take the pressure off of some of those things. So whether it's, Hey, I know place to get discount boxes, if you haven't thought about that yet, or you need a mover to come over and give you an estimate. You know, just all those kinds of things we try and be very hands on and concierge from the beginning. And I think people really appreciate that.And they can count on that. And that's sort of what I hear is the lasting, you know, memory of working with us like, wow, they really were able to help and get in there and handle so many different things we didn't even know they would address.

Ian Arnold: 19:09

Right. So is there a big difference between selling the luxury homes and stuff?Versus let's say, the$100,000 150,000 our homes? Is there a big difference?

Tracy Wright: 19:21

You know, I don't think so. Um, I think that at least the way I approach it is,you know whether, regardless of the price, we're going to take professional photography every time we're gonna come in and listen and find out what you need and how we can help you and we're gonna go about it the same. I think that's what we pride ourselves on is, you know,our service. I actually, one time I sold a $70,000 barn in Fayette, Indiana. And ironically, and it was a beautiful barn I did take pictures. But then ironically, I made friends with the gal who bought it and she owns a furniture store in Zionsville530 resale. And we became friends from that. And now I use her to get all of my she repaints furniture. So I get like dressers or different furniture pieces from her. And that's kind of our signature thing that we put in our spec homes when we build custom as we always kind of try and incorporate a cool piece of furniture for her and make it the sink or the vanity. And so yeah, so I think that, you know,no matter what you're doing, you have to have a blueprint. And you can't, I don't, I don't,there are certain aspects of it that you'll change up. Because you know, if you have a home,that's not maybe up at the high end, you're going to see more showing. So there's going to be more activity, things like that.But the process and the what we offer is the same. So we want to work with anybody that needs to buy or sell.

Rick Ripma: 20:43

So how, obviously,right now, there's a lack of inventory. But you're a builder also. So how does that play into it? And that seems like that would be a big advantage,anytime but especially in this market.

Tracy Wright: 21:00

It is I do find that I mean, living in Zionsville. And we sell all over. But you know, the average price point or the medium price and science was a little bit higher. So that helps. But working with a builder has been such a, I mean, just a very big advantage and eye opener,because I have learned so much about construction. And I've learned, you know, enough that when inspections come in, I have a go to person and he can explain to me. And so things that might seem monumental,maybe don't seem like they're,they're impossible. So I think I've learned a lot in terms of building and design. And then I would say, you know, having the clients that come through, not all of them end up building,because especially right now,when you think you know, buying a lot at 7%. And then building a million dollar home at 7% Plus prices to build are high, we get a lot of people that you know,might have to table it. So whether they move on and buy something else or sell their lot, usually I'm involved in the whole design process from the beginning. So then I can help them if they need to, you know,go a different direction. So it has been an advantage for sure.

Rick Ripma: 22:08

There has to be an advantage to that you're you're helped design houses, which means when somebody is walking through a house, having walked many, many, many people through homes. They can't most people can't see what it can be. We I'm one I can see exactly what it is.

Tracy Wright: 22:28

But it can be you're not alone. It's very hard.

Rick Ripma: 22:30

So it has to be great to have somebody like you who has that ability. And does it basically professionally along with your real estate.

Tracy Wright: 22:39

Yeah. So a few years ago, we just sort of made it official. So it's called the right look, right with a W. Ci married Mr. Right, because I could use his name. Even my business and a lot of different ways. though. I'm happily married to Tom for 24 years now.We just had our anniversary on Monday. And gratulations Yeah,thanks. So I forgot what was what was the question?

Rick Ripma: 23:02

I'm being designed?And oh, yeah, yeah.

Tracy Wright: 23:05

So I would say it's awesome. Because when we go in on a design project, whether it's like, you know, I kind of look at everything, like the possibilities, so if somebody's selling their home, you know, I come in and I can talk about furniture placement, changing out lights, paint, you know, all those kinds of things. But then additionally, when we're working on actually creating the design,because the builder I work with the way crafted homes, Jovi ways the owner, he allowed me to sit in with the clients on the design side, and then go with them and assist in helping pick out their selections. And so as time went on, it sort of became an aid. And one thing led to another and he finally said,hey, you know, you're the designer, why don't you just do all the spec homes. And in 2019,we did homearama. And he said,Your Euro, just go for it. And it was so much fun. I absolutely loved it. We got lots of good feedback. And I think it's because when I'm looking at a home and we're talking projects,like from a design aspect, it's not just let's go to the furniture market and buy furniture, like I had a client once who was just like, you know, my she had a condo that was smaller. And she said, I just don't have any like space for entertaining. So we actually took her coat closet and took the door off and turned it into a bar and put a beverage fridge in there, and some cool tile and a pendant light and it just looked like a million bucks. And she's like, you know, I love that you came in and the ideas that you've presented have also added value to my home, not just things that are you know, I'm going to take with me, but that's an improvement. So I think it's really fun. And when I go through hoops, I'm always thinking, you know, what can we do next? So, I've learned a lot and I've had a lot of fun doing it.

Rick Ripma: 24:55

Well, a great decorator can make all the difference in the world. Yes,yeah. Yeah, we I know when I was at Asterix. At the time, we couldn't find a decorator in Indianapolis, really. So Paul flew out, and he happened to be he wasn't actually meeting with this person, but she was in Arizona, he's going somewhere else. And he was at some, some thing. And he met this this decorator, and she was our decorator for I was, you know,there forever. And she told me one time, she said, what I do is I look at a house, and I have a family in mind, you know, or the home buyer. And that's how she that's how she decorated?Absolutely. It's amazing how somebody who knows what they're doing, like you or her, they know what they're doing, they can do that. I could, I mean,it's everything would look just like I want it to look, it would never look like so

Tracy Wright: 25:45

well, I think functionality and how the family lives is a big part of it. So whether I'm in design or spec home or just resale, you know,your home I think is supposed to be the place that complements you. And so thinking in terms of you know, okay, like, for example, my hair is naturally curly. So sometimes I straighten it, and then I have an electric toothbrush. And then I have a little deal I plug in to wash my face with so for me, I'm always like, maybe we need quad plugs by the bathroom sinks. That's something that people don't think of, but then you're not dealing with a million, you know, or, I mean, there's just a ton of little things that I've learned along the way that allow people especially when they're building to kind of feel like, I mean, that's the idea. It's custom, it's supposed to custom fit you and your lifestyle. So we try and incorporate things that bring out their memories,their personality, the way they live, they also provide support and how they live. And I think that's a huge piece of design.

Rick Ripma: 26:42

Yeah. I don't know if you can have too many electrical outlets?

Tracy Wright: 26:46

I don't think so.And you know, the ones that are the USB, because I can never find the QB that I need. So the ones that are like direct USB, I love those too. So we have those all over the house. Yeah,

Ian Arnold: 26:56

I've been installing those in my house to have you every room right now. At least Yes.

Tracy Wright: 27:02

That's one of those things. Once you know about it, you can't live without it.

Ian Arnold: 27:06

But if somebody is looking to buy, sell, or even just talk real estate, how do they get in touch with you?

Tracy Wright: 27:11

They can call me on my cell phone at317-281-0347. Or they can email me at Tracy tra Cy that write W ri ght at talk the tucker.com.

Rick Ripma: 27:24

And to get a hold of enter I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938.

Ian Arnold: 27:36

All right. And now we'll get into the question of the week. And the question. The week is sponsored by Hey, Rick and I the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates on the loan process. We don't like live in a black hole so we do not allow it with you.All right. So here's the question for you. Okay, what was your first car?

Tracy Wright: 27:55

My first car was awesome. It was a Mazda six to six five speed with red velvet interior champagne color on the outside. And my brother hooked me up with at the time this was in, you know, like probably 90to 90, you know, maybe 9190 The Flip radios, you know that you could put on the dashboard. And then he rigged up some bass in the back. So I mean, it was pretty bad. I liked cool.

Rick Ripma: 28:20

I loved it. So that's a great first car

Tracy Wright: 28:25

it is I had to learn to stick my parents said I have to learn that so

Rick Ripma: 28:28

which is great because today they say people will like these carjackers will try to Jack somebody's

Tracy Wright: 28:33

can't get away. I can get away. I won't steal your car. But if if somebody does, I can I can get away. I'd be

Rick Ripma: 28:41

a little rusty. I haven't driven a stick in a long time. Yeah, but it kind of comes back.

Tracy Wright: 28:45

Oh, it does. It's like the bike. Yeah, yeah, for sure.

Rick Ripma: 28:48

So what what does your team look like?

Tracy Wright: 28:51

So we, my team,it's interesting. My I really do live the business. My team is my mom, Becky Newman. My husband Tom right. Family friend Diane munch and Rebecca Langan, who is a past client. Okay,

Rick Ripma: 29:05

perfect. So yeah.Are they all real estate agents?Or?

Tracy Wright: 29:08

Yes, yes, we are all agents and we all handle our own business. But we also support one another. So it's nice to Becky and Diane have places in Florida. So when they go to Florida in the winter, if we need to help them out, we can and vice versa. So but our team is really just made up of folks that are full of experience, and drive and ambition. And I think you know, I learned it from my mom and my husband's like that Diane's like that. Rebecca is like that. So I think we're just all very conscientious and supportive of one another and our clients and our business.How important

Rick Ripma: 29:45

do you think that is that the mentorship that because you could have met they can be mentors for you. I'm sure that your mentors for them but you're you're at Tucker, where you have some phenomenal agents to work with. How important is it to be on a good solid team to have mentors, when not only when you first get them the business, but through your entire career.

Tracy Wright: 30:05

Yeah, I mean, when I first got into the business teams weren't really a thing.Like it wasn't so much embraced by the agencies, because obviously if, you know, if you're not working direct for them, it's not quite as much of a financial benefit. But but then I did take a step away from Tucker for 14 years. And that's when the team started to kind of form. And it's very important, I think, because you can't do the business successfully in isolation. So having people to bounce ideas off of or go to for help is always key. And yeah, I think I mean, I think having a team just keeps us motivated.

Ian Arnold: 30:46

So your family get togethers. Is everybody on their phone, then? Well,

Tracy Wright: 30:50

that does happen.Yes. We had my parents over for dinner last week, and my mom was in the middle of an offer. So the whole time we're like,hanging out, she had her computer on her lap, but we just it doesn't faze us anymore. You do what you got to do when you got to do it.

Rick Ripma: 31:03

Well, you certainly understand why they're doing it.

Tracy Wright: 31:05

Yes. No, yeah, no questions. Yeah.

Ian Arnold: 31:08

It's nice that a husband and wife you actually both do the same thing. Because my wife and I count and I'll we'll be a family get togethers and I'll get a phone call. And my wife's like, are you serious?Like you understand I've been doing this my whole life. It's just like, it's nice that you guys understand where you're coming from?

Tracy Wright: 31:24

Well, and Tom and I are like 99%, opposite. So it actually is really great. We do have separate office fees across the hall for me, because I think we would drive each other crazy.But he is very, he is very capable of sitting at the desk,working through contracts,dotting the i's crossing the t's. And I am really kind of hard to sit still. I'm out there talking to people. I like the diversity in my day. And so we balanced each other really well.Yeah, that's important. It is yeah. In life and in business.

Rick Ripma: 31:57

Yeah, yeah,definitely. In a marriage, too.Yes. You know, I think it's good to have that little offsetting for most of us, but everybody's different. It just depends.

Tracy Wright: 32:06

Well, and you know, when I was there were times I mean, this is a different market, this, you know, things change every year.But there were times when we were so busy. And we may have had, you know, 20 listings over here and buyers over here. And so Tom understood that. So he actually is the cook, and he does the laundry, and I love it.But it didn't start that way.But you know, you do you get busy and the hours are definitely not consistent. So,yeah, he's learned to step up and do some things like that when I'm out. And he's out. I do the same. So whether he

Rick Ripma: 32:42

the you and Tom,work with the same clients,

Tracy Wright: 32:46

you know, it's funny, we do and we don't, we all have our own clients. But then Tom is sort of an extension of me, because if I'm really busy, he can kind of pick up some of the paperwork while I'm out doing stuff. So yeah, he's the only one I would say like he kind of doubles as an admin person for us right now.

Rick Ripma: 33:04

Yeah. What do you Yeah, he's has a strength. And he does. Yes.

Tracy Wright: 33:08

And he's a very good salesman. He's just really nice guy. So yeah.

Ian Arnold: 33:12

Oh, yeah. Right.This is a real reason because she can go to him. I'm not asking you're not splitting this commission with me.

Tracy Wright: 33:18

Or I've got to get split automatic. We have the same bank account. Yeah.

Ian Arnold: 33:27

You have a married mare long, heavy. Yeah. Me?Yeah.

Rick Ripma: 33:32

30 years. It's a little bit of time. That's a

Tracy Wright: 33:35

little bit of time. I still have to hide things once in a while. I mean,you know, shopping, I just kind of wait till he's either in the shower or somewhere else. And I sneak my bags in and I answer questions later.

Ian Arnold: 33:51

very observant Nora.Yeah. All right. So since you've been in the business for a long time, I like to usually ask this question. So how have you seen real estate people, somebody's buying real estate or something?benefit them either mentally? Or financially over the years?

Tracy Wright: 34:09

Oh, gosh, well, I mean, appreciation, you know,especially, I mean, recently,we've had some crazy homes that have just doubled and in their value, and that's not the norm.But certainly I think that real estate's a fun thing, it's a it's a great financial investment. And there's lots of different ways that it can be financially beneficial to people whether it's you know, rentals or just selling homes quickly after you've purchased them. We have somebody that actually I've got listed right now that purchased for in the six hundreds and we're at 1,000,002.And it's land, it's land, but it's it's a great piece of land and in the comps, you know,supported it's been it's just increased in value over the last few years.

Rick Ripma: 34:55

The increase in value recently has been incredible.

Tracy Wright: 34:59

Incredible. So I hope that, you know, we don't have a fallout from that eventually. But But yeah, yeah,

Rick Ripma: 35:06

I don't believe we will. Okay. reason I don't is because if you look at the statistics, and first of all, we had a huge baby boom, 35 years ago and the average first time homebuyers 35 years old now, we have 10,000 10 million families formed. And like from 2008 to2018, and we built 2,000,002fewer homes. So we have a lack of inventory, we have more people wanting to buy, the media wants to sit there and push that there's all these problems. But the reality is, we don't have enough homes for the amount of people who want to buy homes.Absolutely. And it's, there's no reason to think it's going to change because when you look at those numbers, you realize we've got we've got way under way under served, and builders can't build them fast enough. Because of all the issues that the builders have had to deal with.

Tracy Wright: 36:02

I mean, they can't get guys to show up, the prices have gone up. Now they're putting clauses into their contracts, escalation clauses.So you know, when lumber was crazy, it was if you have a if you have a fixed cost contract,you've got to put something in there, the builder may eat$100,000, you know, so definitely people had to get creative over the last few years. And yeah, so to your point, but I think that, you know, people are always moving.So it's it's never a bad time,sometimes might be a little bit better than others. But But it's, you know, it's part of life.

Rick Ripma: 36:36

I think today is a great time. Yeah. And I think it is because of all those situations in the fact that it is starting, we're already starting to see I had a call today from an agent who's who I worked with a lot. And she said,listen, she needs to make her offer today. So to get get them what they needed right away,because they have all these offers. And there. There were like eight offers on this house.And they were at least 10,000over list.

Tracy Wright: 37:05

Yeah. Tom sold one on Monday. And he said, you know, we offered over list. It's a cash deal. He said, but I know there's other offers. And we were sitting there talking and I said, well, and they had the inspection online because it had previously the deal had fallen through. And he's I said, Did you waive the inspection? He's like, Well, she would do it, I will maybe call and we can send over an addendum if you're worried that we won't get it.And he did call. And we did send the addendum and that's the only way we did get it. So it still takes being creative and thoughtful to win these deals,because like you said, the inventory is low. And there's lots of people out there that want to move,

Rick Ripma: 37:41

and it's good houses, good houses, and houses are still sitting a little Yes,

Tracy Wright: 37:45

I think if you price them right, and you prepare and your agent helps you prepare your home to sell. There shouldn't be an issue,

Rick Ripma: 37:52

what's the negative of overpricing your home?

Tracy Wright: 37:55

Well, it sits for a while. And I know that, you know, everybody has a story of why someone's moving. And if they don't they add, they always ask, Why are these people moving? Well, I don't know.Because I'm just here to show you their house. But I'm sure there's a story. I don't know it and couldn't tell it if I didn't know. But um, you know, I think that that's the thing is that if you go into the home, and you address the things right out of the gates that need to be done,there's no reason that it shouldn't sell, you know, and,and if it's too high, your appraisal might come in low,because the appraiser can say,well, it's been sitting so it probably wasn't priced right.Doing price drops makes people uncomfortable. I don't think it's a problem. I think it just shows that you're willing to move with the market if you've been sitting and you need to do that adjustment. But yeah,overpricing can really leave you dead in the water. So you've got to be smart about it.

Ian Arnold: 38:45

So one thing that I think that you mentioned earlier, we didn't really hit on it, but I will now is you like to take the pictures. You'd like take good pictures. And the reason why that really sticks with me right now I have a somewhat catty corner neighbor,that they're in up selling their home and they were just going to list it on their own and, and they're talking about why they didn't talk to me. I mean, we don't really talk to these people. But they were just like,Yeah, we're gonna listen to our own but then we saw realtor sign like six months later, finally,they put a realtor side but took like, eight pictures, no bathrooms, no bedrooms, just did the and I'm like, Are you kidding me? And then within a week they drop it 10 grand I'm like, Yeah, this is the reason why you hire a good agent that knows what they're doing.

Tracy Wright: 39:28

Well, I mean,there's a reason for us and and it's your biggest investment most likely and so why try and wing it, I mean hire professional that's going to come in and you know, realtors spend a lot of money up front, I mean, we we get paid at the closing table, but when we come in and take professional pictures and make flyers and all the different things that we do,you know, that's our upfront investment in the the transaction. So, you know, just trying to figure it out yourself I think is a disservice

Ian Arnold: 39:58

and you cost yourself money. Absolutely. If they would have probably took him and I thought it was talking about why but they were taking great better pictures Stasia house better I go, they probably wouldn't even discount it, they would have had showings and everything. But well,

Tracy Wright: 40:10

there's something to be said about. I mean, you know, if there's, if there's a parking lot that has a lot of cars for sale, that's where someone's gonna go to buy a car,they're not going to know to pull off the side road to somebody's backyard and buy the car. So, you know, there is a system, we pay to be a part of it. So that's where you want your house if you're listing.

Ian Arnold: 40:27

Alright, So Rick,somewhat mentioned this earlier,but my favorite question is,what do you think your most memorable deal was? Okay, so are deals, you know,

Tracy Wright: 40:38

I mean, yeah, we could be here all day. And there's quite a few some good memories. So not so good. No, I one time, an interesting deal.And I guess it goes to show that you never know. And it is good to be out networking and talking real estate. But I had a home that was an older home. That I mean, it was a lot older, and it hadn't sold. And so we decided to auction it. And so I partnered with an auction company, and we put it up for auction, and we didn't sell it at the auction. However, earlier in the week, I had been to a storage unit. Because we had moved and I had some things I wanted to put into the storage unit. And I got talking to the owner of the storage unit.Really nice guy, Sam, and I told him he was just asking about business, he had an array of hobbies and real estate. And he was and I said, you know, you want to come we're having this auction. I've never done one before. But it's a really cool home and blah, blah, blah. So I gave him the flyer, he showed up at the auction, he waited till the auction was over. And he called me and said I'd like to buy the house. So he did. And his he and his two brothers completely fixed up the home and then flipped it. And, you know,it just goes to show. I mean, he was the guy working at the front desk of the storage unit. And he was he was my winner. So you just never know. And networking.You know, again, that's what it's all about talking to people.

Ian Arnold: 42:05

So not being a secret agent.

Tracy Wright: 42:06

Exactly. Exactly.

Rick Ripma: 42:09

So what would you say? The some of the misconceptions are about what a real estate agent does. And usually we ask this question to kind of help newer agents, but I think it also works for your clients. I'm sure people have a misconception about what the agents actually what you actually do, because you do so much behind the scenes they never see.

Tracy Wright: 42:30

That's true. So,so in answer, you're saying like, what is it that agents do that people might not know about?

Rick Ripma: 42:39

Yeah, the misconceptions. Yeah. So many people. I had an agent tell me he was you came in to do the show. And he said, you know, you just he was getting coffee. And he heard two people in front of him talking about all agents are glorified door openers. And to me, and you know, and he had a good answer to that. He goes,Yeah, that means they don't they see us like they see a Olympic ice skater. You look at an Olympic ice skaters say, Wow,that looks easy. I couldn't do that, then you can't even stand up on skates. Well, the same way with real estate, I think,

Tracy Wright: 43:11

yes, you have to have the tools. I think some of the misconceptions, I would say,you know, the TV shows that have been so popular don't always help us, especially the one that drives us nuts is like, they come in and they do the makeover and they tell the price. And you're like there is no way that they got all those things in that house for that price. So it sets an unrealistic expectation in people's minds as far as how much does it cost to remodel?How much does it cost to build that kind of thing? But really wouldn't when buyers go to see a home? I mean, they've already seen it online. So yeah, I might open the door for them. But you know, they know what a bedroom is versus a kitchen. The real work is what are you going to do? Number one, if you're working for the buyer, what are you going to do to secure the offer, because you are competing with other people, you want to make sure that they're not going to come back to you, you know,next week or next year and say,Hey, I had you know, mold in my attic or, you know, basement or whatever. So I think, you know,being unafraid to ask tough questions to ensure that buyers beware and you know, get what they are paying for. Because hopefully I'm gonna come back and sell the house at some point. And I think another misconception a lot of times people want to focus on commission, which, you know,everybody's going to be paid for their time and what they do no matter what profession it is,but the check so to speak, that comes at the end of a deal is not going in my pocket 100%There's other people along the way that I have to share that with. So you know, I think that providing and teaching your clients what your value is and sticking to it is important because you don't have to negotiate to be successful or to get clients you can you know,you can stand by industry standards on your commission and you can you can do More than open doors for sure. There's a lot that goes on behind the scenes. And if

Rick Ripma: 45:03

somebody discounts the commission, I think people have to understand if they discount the commission, they're discounting what they're going to do for you also can't do the same thing. So

Tracy Wright: 45:15

funny story, that house that I had auction, I was driving there one time, and it was oh, kind of past 38th In Michigan, and I needed to get a key made. And so there was a key place to make keys on the side of the road there and I pulled in and they had a sign on the door that said, What would you like me to discount? The quality? Or the service? Yes.And I always remember that,because I'm thinking, for sure,I'm gonna work hard and do the best I can do, because it's my name on the business. But, you know, if you start to whittle down before you get started, you just take away the impact of of what a good agent can do for you, right? Where you

Rick Ripma: 45:54

spend money. You do,

Tracy Wright: 45:55

right? It's not Yeah,

Rick Ripma: 45:57

they discount your service. You may not spend all I mean, yeah, you probably decide I'm not going to work with that.But there's other agents that may take it, and they go, Okay,then I'm not going to do this.I'm not gonna do that. And ultimately, that hurts. The buyer sells

Tracy Wright: 46:13

Yeah, cuz they're probably not going to tell you what they're not going to do.But it's the stuff they should be doing because it's what you need. So you know, if you go into it, like look, this isn't about me, or what I make this is about you and how to get you what you want.

Rick Ripma: 46:23

A great agent, I don't believe actually cost any money because I think you get more money for your house because of their efforts. And they save you money in the long run. So it all works out. I just think that it's

Tracy Wright: 46:37

well and realtors have overhead too. You know that's the funny thing is we spend a lot of money on marketing and promotion promotions to support your advertising your home for sale.Our services. So I mean, yeah,there's a lot there's a lot that goes into it.

Ian Arnold: 46:53

All right. And if you would like to work with this great agent retracing? How would they get home to contact with you,

Tracy Wright: 46:59

they can call me on my phone 317-281-0347 or they can email me at Tracy dot right at talk to tucker.com

Rick Ripma: 47:08

and to get a hold of ena I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And follow us for more in these real estate gurus

Ian Arnold: 47:23

and reminder, if you're looking if you know your friends, family, coworkers looking to buy, sell or find a refinance, let us know we're more than happy to help you,man. Say so often. I don't know how I messed that up.

Rick Ripma: 47:34

I do I do it all the time.

Ian Arnold: 47:36

Tracy, thank you for joining us today. It was a pleasure having you on our show.

Tracy Wright: 47:39

Absolutely. You guys do a great job and have a great service. So thank you,

Announcer: 47:44

Brent. NMLS number33041 NMLS number 6645898. You know Arnold's NMLS number is1995469 equal housing opportunity. Some restrictions apply?