Guru Val Sullivan with Val Sullivan Realty Group

Announcer: 0:01

Advisors Mortgage Group is proud to present in these real estate gurus hosted by Rick Ripma and Ian Arnold, the hard working mortgage guys, please contact Rick and Ian for all of your mortgage needs at HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Now here's the hard working mortgage guys, Rick Ripma and Ian Arnold.

Rick Ripma: 0:25

Welcome to Indy's Real Estate Gurus we're recording today from advisors Mortgage Group studios right here in Carmel, Indiana. And I'm recruited by your hard worker mortgage guy, but in mortgages and, and new home sales for over 34 years, helping over 5200 folks finance their homes. My team and I believe in custom tailored loans, not the one size fits all approach. We believe there is the best mortgage for you. And we are the team to deliver it.

Ian Arnold: 0:55

And I'm in honor of part of Rick's hard working mortgage team. I've been in the financial industry for 15 years helping customers find their best possible financing options and also working on them to build their credit and their overall wealth. I have a passion in helping them build financial security and wealth for the future.

Rick Ripma: 1:14

And for the most up to date information on the in the housing market or mortgages, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or 317-672-1938. That's 31767 to 1938. And today, we're really excited to have Val Sullivan, a guru real estate agent whose I've actually known you and your husband for quite some time. Yes, sir. Yours.

Val Sullivan: 1:41

It's we've like 2000 Is that when it was thanks so 9099 Wow. Yeah, that's,

Rick Ripma: 1:47

it's amazing how fast

Val Sullivan: 1:48

time You look exactly the same to

Rick Ripma: 1:50

I look at my pictures nice. I've never changed. I looked old back then.

Val Sullivan: 1:56

You're like a fine wine.

Rick Ripma: 1:59

get worse with time and find one that's been opened.

Ian Arnold: 2:02

So you've been in contact with Rick for over 20 years, and yet you're still talking to him?

Val Sullivan: 2:07

I know. I was at work, right? He's a great guy. That was calling. Yeah. And then the Zoom call came in. I'm like, oh, no, that's

Rick Ripma: 2:17

it. She was hoping to get a

Val Sullivan: 2:20

prank caller. Thank you for having me today.

Rick Ripma: 2:23

This is a treat. Yeah. And you know, you've been in real estate now for quite some time.

Val Sullivan: 2:28

I have Yes. Since 2017. So you've done phenomenally? Thank you. Yes, it's it's been great. I started my own brokerage last year. So we're going on two years in April Valsalva Realty Group. And it's a boutique real estate agency. And I'm getting ready to bring a colleague of mine on board. I'm super excited. I cannot reveal her name just yet. Because it's still in the works. She has over 28 years of experience. That's also yes, she has a huge wealth of knowledge. So she and I together just going to take the city by storm.

Rick Ripma: 3:05

You know, that's awesome, because it matters that you have experience. But it's also matters that you have other people around. Because even with all the experience, there's things that may have happened to them that haven't happened to you, or you've happened to you but hasn't happened to them. And so you can really work together to make it much better for everybody that

Val Sullivan: 3:24

collaboration is so important. So we were actually just sharing stories the other day about the craziest some of the craziest transactions we've had. And I know that was one of the questions that you had and all the way to share those but we had some doozies.

Rick Ripma: 3:40

Real estate can be very interesting.

Val Sullivan: 3:42

It is there's no it's never the same situation twice. So that's what I love about it, the variety of it, and meeting people but it is it is awesome. The flexibility since I have a family. And it just allows me the freedom to do what I want to do and work when I can work.

Rick Ripma: 3:58

Awesome. And if they want to get a hold of you. Anybody wants to get a hold of you what is the best number or what's the best way to get ahold of you? Val can

Val Sullivan: 4:05

text me anytime or call 317-697-1219 or you can email me Val at Val Sullivan realty.com.

Rick Ripma: 4:18

And even I can spell that so probably anybody easy. It's pretty easy su li vi n.

Val Sullivan: 4:24

That's correct. V Al. Yes. And it's not reality. It's not reality is Realty. Yeah, so don't add that I'm not a reality show. Just yeah. Might be. Not Yeah,

Rick Ripma: 4:34

you're working on. That's true. Yeah. Could be fun. Yeah, that would be awesome.

Ian Arnold: 4:39

So what actually got you into the real estate business is

Val Sullivan: 4:42

hilarious. Okay, so I was always online looking at homes, showing up at model homes, going to open houses dragging my husband and our kids along. And my husband Mike Sullivan would come home and he would see me on the laptop, you know, just hanging out with the dogs and the kids and he's like, What are you doing what you're doing where I'm looking at houses. And then he said one day, he was like, Is there any chance that you could possibly turn this into a career and actually make some money? Instead of just sitting around looking at houses and driving to open houses? I was like, You know what, I can figure out how to do this. And I just talked to a lot of friends who have been in the business for a while and pick their brains on how do you get started, because I thought it was a pipe dream. I never knew how to connect the dots. Really, it's it's a lot easier, you know, than a lot of people think. So. I'm also a tool. If anybody wants a tool, I'm also a resource. I'm not a tool, I promise. I'm a nice person. I digress. But up up, I am a resource for newer agents to I've had a lot of people who say, How do I take the class? What do I do next? Can you tell me about the state exam? How hard is it? And you know, I love being that resource for newer agents. How do I get started? And then what? So because I've been through it all myself, so it's like, I love to pay it forward. Right and help new agents get started.

Rick Ripma: 6:08

That's awesome. And if there is somebody out there looking for that kind of information, would you be on the call you email you? Or your website? What's best?

Val Sullivan: 6:16

Absolutely any of those? And then the website is Val Sullivan. realty.com.

Rick Ripma: 6:21

Well, Val, oh, it's Val Sullivan. realty.com. And it's Val at Val Selvan. Realty. I've seen a theme,

Val Sullivan: 6:28

cool pattern. It is.

Rick Ripma: 6:30

How do you do that?

Val Sullivan: 6:31

I have just I don't know anybody else's thought It's kept me up for months. Using my own name Valsalva Realty Group. Yeah,

Rick Ripma: 6:40

I'm surprised it was available.

Val Sullivan: 6:42

You know, I am too. It's, it's a pretty common name. If you Google Val Sullivan, I think I come up first. But there are a couple of other Valerie's out there. Yeah, it's not an uncommon name. But Sullivan is a pretty common name. So yes, please get a hold of me. If anyone's out there thinking about a future in real estate. I absolutely love helping people get started and point that pointing them in the right direction. So

Rick Ripma: 7:05

how did you get going,

Val Sullivan: 7:07

I took a class for three nights a week for three months, it was three hours, Tuesday, Wednesday, Thursday, six to 9pm January through March, I took the class in person, this was back in 2017. Finish that class, then I had to take the state exam. And that was actually super hard. And I'm a pretty great test taker. I went to the bathroom and I prayed, please, please just let me pass this on the first try, because a lot of my friends and colleagues did not pass on the first time the first try. So I did pass and that was April of 2017. And it's you go to you can go to our E CP i think.org. And that is a great resource to get started to order your books, and just get the process going.

Rick Ripma: 7:52

That's how you you started. You got the you took the test. You got you pass now what now? What did you do,

Val Sullivan: 7:58

I put my license with a really great brokerage in town. And that lasted for almost a year. And I wasn't really getting the support that I was looking for, because a lot of agents joined at the same time. So we were all you know, trying to get mom's attention, right? We're all trying to get that resource. Well, mom, aka the broker at the time was also a very high volume agent. So she didn't really have time, right? You know, where the resources to help all of us. So it just, I decided to take a break. And then I joined forces with a really great team at a different brokerage, very well known in town, I'm not gonna name any names, but it was it was just a great situation. And then I was with them for three years. And they just taught me the nuts and bolts and how to have fun and everything about a transaction, what can go right, but more importantly, what can go wrong and how to be proactive when it does. So I decided two years ago, maybe two and a half years ago, my husband and I are very business minded. And we decided we're going to start our own brokerage and he's not a realtor. He's a restaurant here, right? But long term, he might join my team. I told him he could as long as he doesn't tell me what to do. So that's not gonna work. It's really not it will work if he learns to stay in his lane. That's our new thing. Stay in your lane honey, stay in your lane, you know, restaurants, I know real estate. But we do have a lot of crossover situations where something will come up that's very unique, like an inspection report. So I'll go to Mike and say, you know, what do you think about this and what should I do in this situation, but the group is growing, and we're very fortunate because we can call all of our own shots. When I want something done. I can just go in there's no red tape, I can get it done. If I need to make a change on the BLC my bore to update a price or to change a photo or you know to append it. There's no red tape for me and I love that and that's what I want to offer other realtors and brokers to down the road. Is there normally? A lot? A lot? Yeah, so usually takes about a 24 hour turnaround time, especially if the brokerage is larger. There are a lot of different cooks in the kitchen, if you will, there's a transaction coordinator, there's an admin, a lot of times I had to put in a request for a simple change, like, oh, I printed this transaction, here's all the paperwork and documentation on it. But then it would take about a 24 hour turnaround time for it to go. Yeah. So right now I've, you know, kicked that off to the curb. And we are a very unique brokerage in so much as the cap system is different. We don't have any desk fees were completely virtual. You would ask me, Well, where do I primarily work from? It's my car. It's a coffee shop. It's my house. It's somebody else's house?

Ian Arnold: 10:46

No, no, she she works from her husband's restaurant. That's true, too. And then it's time for there. And then she's selling homes. That's right. I see a whole connection here.

Val Sullivan: 10:58

I get free food. So that's basically why he runs both Charleston's restaurants in town. I gotta give a little shout out to Charleston's restaurant. I know that's one of Rick's favorites, too. Yeah, I love it got great food there.

Rick Ripma: 11:11

I never can get in. They won't let me in anymore.

Val Sullivan: 11:14

He's on a Do Not Disturb list or something. What does that do not enter list.

Ian Arnold: 11:19

I was wondering why I saw your name your picture there with a red X? Yeah,

Val Sullivan: 11:24

I don't know. We can get you in anytime. Just let us know.

Rick Ripma: 11:29

Well, sometimes it is hard to get into Charleston, it

Val Sullivan: 11:31

is. Absolutely. There's a wait. There was a wait on a Tuesday at two o'clock last week. I was like what's going on. But that's a good problem to have is a

Rick Ripma: 11:39

good problem to have. It's actually nice to see that the restaurants and things are picking up again. Yes. So I'm happy about that. So with all the real estate you got in you got going. And now you're now you have your own brokerage has that has that changed what you do as far as this the basics that you do on a day to day basis to bring business in the door? Or are you still doing the same basics? And if so, what are those basics

Val Sullivan: 12:03

right now it's been I've been so blessed. It's all referrals, its sphere of influence, and it's referrals. You know, I had to cold call in the beginning a little bit and I'm not a great cold caller, there are a lot of people out there who love it, who do well at cold calling. I'm not one of those people, I have to have a warm relationship that's you know, warm or hot lead. I have to people have to know like and trust you in order to work with you. I'm sure you know this in your business, right? know, like and trust. And I feel like I have established myself as that go to person. Even if people don't want to use me as a realtor right now they can still ask me questions. I had a friend from our school email me the other day about her backyard, you know, she was sent me pictures and said, What do you think about this? Should I do a deck? Should I do a paver patio? What do you suggest and so I sent her pictures of ours and I told her I gave her some vendor names. But I'm all about being that resource for everyone. Because I have everybody from lenders, to painters and landscapers plumbers, electricians, painters, you name it, I know, everybody in this business, and I trust a lot of people. And I can also tell you who not to use, but we won't go down that road today. I'm gonna stick with the positive stuff, right.

Rick Ripma: 13:19

And then and so so you you work your your spear sphere of influence now. And that's and work with them. And that's obviously the that's the benefit of having been in the business a while but you said you were doing cold calls originally. And I want to hit on that because a lot of new people get into the business. And I think I can relate it to in mortgages. They they're scared to cold call. And they and if you don't cold call and you don't work your sphere of influence, you don't make it right now to do something.

Val Sullivan: 13:56

That's right. And it usually takes about three years in real estate to make money. And that part was a little shocking to me. When I first got started, I thought, Well, how am I going to survive, right? And it's helpful to have a partner who has an income. Now if you're a single person out there thinking about real estate, it's still great, and you can still make it happen. But you have to pick up the pace. And a lot of times you can farm a neighborhood which I've done before. And that means sending out the postcards, introducing yourself asking friends and family. You know what I'm brand new in this industry? Is there any chance that you could pass out my name for me? I would really appreciate that. So anytime that anyone you can say Would you mind helping me because we'd love to help most people love to help others right? Do you mind sharing my name? Do you mind sharing my information? I would really I'm just trying to get started. This would be a huge boost for my business. And then they can start paying it forward and they can prove themselves

Ian Arnold: 14:53

and work and coming up on the break. So why don't you share your information for people so they can share yours? Of course

Val Sullivan: 14:59

Val Sullivan realty.com or Val at Val Sullivan realty.com. And my phone number is 317-697-1219.

Ian Arnold: 15:11

And Rick, how are they get ahold of us?

Rick Ripma: 15:13

Go to hardworking mortgage guys.com. That's hardworking mortgage guys.com or call 31767 to 1938 31767 to 1938.

Ian Arnold: 15:24

I want to make David look proud of for that phone number memorized. But after

Rick Ripma: 15:29

the break, then I may I may forget by the next time.

Val Sullivan: 15:32

It doesn't call himself that often. It's true. I've never

Rick Ripma: 15:35

called that number,

Ian Arnold: 15:36

but after the break, we'll find out what is bow superpower.

Unknown: 15:44

Advisors, mortgage brokers licensed by Indiana Department of Financial Institution equal housing opportunity. NMLS 33041 Rick Ripma NMLS 6649

Rick Ripma: 15:52

Hi, I'm Rick Ripma. With the hard work and mortgage guys and advisors Mortgage Group, where we believe delivering the best mortgage for you is why we exist and it's how we all succeed. We

Unknown: 16:01

believe honesty, kindness and hard work are how we honor each client at hardworking

Ian Arnold: 16:06

mortgage guys, we believe in custom tailored loans, not the one size fits all approach.

Unknown: 16:11

We believe in always presenting you with all your options. So you get the loan you want the way you want it. We believe in continually monitoring the rules, rates and market trends. So you don't have to we believe in working hard to meet your closing date so that your entire plan isn't upended. We believe in offering the same quick online process that the bookstore mortgage companies brag about whether you're refinancing or buying your first home, we believe

Rick Ripma: 16:35

there is the best mortgage for you. And we believe we are the team to deliver it find us online at hardworking mortgage guys.com.

Announcer: 16:47

Brought to you by advisors Mortgage Group, where we believe the more you know about financing a home the less stressful buying and refinancing will be.

Ian Arnold: 17:01

All right, welcome back from the break. And we do have Val here. She did not run for the door. Man. We're getting good at this. People aren't running for the doors

Val Sullivan: 17:09

to people usually leave at this point. The only person

Rick Ripma: 17:11

I've ever had leave us is Ian. Yes.

Ian Arnold: 17:15

It happens.

Val Sullivan: 17:17

Welcome back. Yeah, no. See you.

Ian Arnold: 17:21

Somebody's nice to see me. Okay, So Rick, and I love to do what we call Question of the week. Now it's time for questions with the gurus. The question of the week is sponsored by Hey, it's Rick and I, the hardworking mortgage guy, where we tried to make sure to put a plan together for your mortgage, or even if you're looking to refinance or just purchase, we'll put a plan together for you to make it nice and easy.

Rick Ripma: 17:57

If you know this, but those are both mortgages, yes. But they're different types. Okay, by the way, you said I thought maybe I needed to clarify that, hey,

Ian Arnold: 18:04

there are different types of mortgages, sir, you should know this. But contact us at hardworking mortgage guys.com and we will put a free plan together for you. So the question that we have to ask is, what was your first car?

Val Sullivan: 18:18

My first car? Yeah, I think this is a security type question that I will not answer because that's one every password. No, it was you're gonna laugh. It was a 1973 Mercedes. And it was $3,000. And we my parents and I bought it from some friends. And it had the big old steering wheel and had like that pleather interior, and I got it stuck in the mud after I had it for like a week and it never drove again. Okay, no, I never drove it again. I think I drove it to school for a week, my senior year. And then I never drove it again. Because of mud mud. I mean it I kept a while because I kept accelerating and I was with my mom. Had I been with my dad. No offense, mom. But had I been with my dad, he would have said stop accelerating. Right, right. So it just got so stuck and it just ruined everything but it was such a cute car. I've had many cars since then. I drove like a cute Ford. Mustang hatchback. It was orange after that, but my favorite car was a Pontiac sunbird convertible, white with a black tarp and yellow cloth seats. I thought I was all that in a bag of chips.

Rick Ripma: 19:27

Was that when you were 1990? Yeah, yeah. That's a great car for that. Ah, yep. Yep. I like Pontiacs anyway, they were the first car I sold cars that was the first place I worked was a Pontiac dealership so I have a soft spot for and that's the reason Pontiacs

Ian Arnold: 19:43

no longer

Rick Ripma: 19:49

sold used cars No I did sell used cars do they let you sell everything? But I like this is my favorite question. It's what is your superpower or what are your superpowers?

Val Sullivan: 20:03

Love that question. Okay, I feel like it's my ability to not take no for an answer. Because I do not. I feel like I'm able to peel back the layers now. I'm confident in what I do. And I work so hard for my clients. I know so many other agents do so many realtors out there day and night day night. I don't take no for an answer, because I know there's always a way to get something done. There's always a way to negotiate something. And whether or not I get the not taking no for an answer from my children. They've taught me a lot, especially my youngest use 10, she does not take no for an answer. And she gets that naturally. But just working hard for them day and night. And I feel like this could probably be a bad thing. But I rarely turn my phone off. I rarely shut it down. And my husband's like, you need to turn it down, you need to turn it off, you know, 1010 30 at night, I'll be texting back and forth with my clients because they had a question or a concern. And I don't let things go unanswered ever. If it hits my phone, my email, I immediately respond. So I feel like that's a superpower. Because I've worked on the other side of transactions with other agents who aren't great at communicating. And I feel like that is the number one thing that's so important for clients, you have to be transparent. And you have to be, you have to respond in a timely manner. And if you can respond within the hour, I think that's ideal, because we have busy lives, right? We have kids we have you know, other things going on activities, if you can respond within the hour, but I pride myself on responding within like 10 minutes if I get a message. So I feel like that is a superpower, just not taking no, just keep pushing forward in a very professional kind manner. But that's that's how we get things done. That's how we win houses. That's how I find listings for clients that aren't even listed yet those pocket listings. And so that really just helps. And if a lender says valet, just don't think we can get it done. I've had lenders, not you guys, I've had lenders tell me before that they can't get it done. No, try again. Try this. Try that and we collaborate and it seems to get the job done. And I don't know, I guess that's a superpower. That's a good thing. Right? Yeah, it's

Rick Ripma: 22:22

a great thing. And communication is obviously a big one. And it's in our industry, the real estate in general, but not just real estate agents, title companies, insurance companies, lenders, everybody, we all have to communicate because we all have to work together. And if you don't communicate, it is a real problem. It can be I don't know how I feel bad for a listing agent, who never gets called and never gets told what's going on with the house that they they sold or they had listed right and is sold, but the lender never talks to

Val Sullivan: 22:56

it. It's awful. I don't can't imagine. I don't

Rick Ripma: 22:59

understand. It's just, it's just such a they need that they need the communication.

Val Sullivan: 23:03

Everyone needs to be in the loop. Yes, let's keep the client, the agents and the lender or title company in the loop. The collaboration that I've had over the last several years with different title companies has been amazing with different lenders. I mean, everyone wants to get to the finish line. Everyone's working for the client, right? So let's reach out. Let's keep everybody in the loop and collaborate together.

Ian Arnold: 23:25

And the nice thing is when you do that is you never know, this person might have already went through that situation, let's say a month ago, and they're like, Hey, this is how we solved it. Let's try this. And you're like, oh, that works.

Val Sullivan: 23:34

Exactly. Right. Any advice from anybody else? I mean, I'm all open. I'm all yours to say, Well, if we can't make this work, then what can we do to make this loan go through to make this house close? Let's get creative.

Rick Ripma: 23:47

Right? Because and that's what everybody wants, you should always be trying to figure out how you make something right up and work.

Val Sullivan: 23:54

Everybody wants the same results, right? Everyone's trying to get the house to sell clients to be happy. And just to get to the finish line. I mean, it's a win win.

Rick Ripma: 24:03

Yeah, it's actually what I one of the things I like about advisors is the entire companies that way, it's like okay, loads supposed to close this day. How do we get there? We gotta get there. And they'll move mountains to make it work, right? It does matter. And, and then the communication piece. If you aren't, if you aren't communicating, there's no way you can work. You just can't work together. I can't imagine

Val Sullivan: 24:27

not communicating. Can you imagine that? Like, okay, I think we're clear to close. But up to this point. We had no idea what was going on? Yes, that's scary.

Rick Ripma: 24:36

I had I had a good friend of mine who's a real estate agent. And he said he had been training that because on Tuesdays, we call everybody in the transaction, right? So we call the listing agent, the buyer, the seller, the buyer, the buyer's agent, the title company and the insurance company. Usually you don't have the insurance company till later but soon as you get it, and you know, we were calling everybody he goes he goes I was just in training and What they told us is that if even if you have no news, if you don't call the buyer, they think something has fallen apart, right? So you just call everybody to say, Everything's fine.

Val Sullivan: 25:15

Everything's on track. Everything's good. Yes, yes, that's good. And that personal touch will be remembered by by clients and by agents, right. And agents, I have preferred lenders because of that reason, because they check in because they take care of my client, when I hand a client off and say, call Rick, you know, call in call so and so I know that they're going to be taken care of, I'm not going to just pass them on to somebody I don't know, like, and trust. Right,

Rick Ripma: 25:41

right. And it also makes a difference, I found out it makes a big difference if they can, if the agent knows, when you make an offer that pre approval letter being with an agent that everybody knows, makes a difference.

Val Sullivan: 25:54

Absolutely. Right. It's not just like one to three bank out of New York, right? That it's a big bank. And I've noticed a lot of times big banks, it takes a lot longer and more red tape, sometimes to close, right. And it's interesting to check it about communication. I found this out a few years ago, I was the buyer's agent, and the listing agent actually called my clients financial, or my mortgage, their mortgage lender, just to make sure that everything was on track to make sure that this was valid, you know, pre approval and everything like that. And I thought, that is so smart. So I've been doing that for the last several years calling, introduce myself, touch base, make sure everything's on track. You know, can they really afford this? Is it really, truly at noncontingent? Or do they have to sell the house before they can buy this house, all of these pieces come into play, as you know, so I think reaching out to across the table and lenders like that, because they also want to get to know that buyer's agent too. They want to build a rapport with that other agent, so they can eventually get business and vice versa. So I thought that was a neat tip.

Ian Arnold: 27:00

We're going to do Rick and I run into that when we call we call the other agent, and we're just sitting there talking or they're like, Oh, you're calling us?

Val Sullivan: 27:09

Yes, we are. Because this is going to be smooth.

Rick Ripma: 27:11

Yeah. Yeah. And you know, it's funny, too, because what you said it, it surprised me on how few agents call to ask now I usually ask my, the borrower, or the listener or the buyer's agent. Okay, so who's on the other side of this transaction, usually the borrower's agent who's on the other side of this transaction, and then I'll call them, I think it helps to be proactive and call that agent and just let them know even before an offers that, hey, I'm working with these people. They're great. I know you're gonna get an offer with them. I just want you to know, especially when it was hard to get the offer accepted. I did that I thought I think it helped just that they knew that. Okay, this guy's good. The other the other piece I have found is because I've been in a long time plus because of this podcast. Everybody knows who I am. Right? So it's like, okay, I know who he is.

Val Sullivan: 28:06

We're good. Yeah, we're good. Yeah, exactly. Yeah,

Rick Ripma: 28:09

I had one of the biggest agents. I'm in a legend, dairy agent. It was me. And they said they, they just it was

Val Sullivan: 28:17

just me. Okay.

Rick Ripma: 28:18

I left her.

Val Sullivan: 28:21

Oh, sorry. I knew.

Ian Arnold: 28:24

I knew I wanted her recognition. That's right.

Rick Ripma: 28:26

And so I did. And I called them and they were like, No, I saw your I saw your pre approval, and I didn't worry about it.

Val Sullivan: 28:34

Isn't that amazing? I love that feeling. Yes. That your name precedes yourself in a good way this time in a good way.

Rick Ripma: 28:41

Yeah, finally. Love it. I told you this would be a problem.

Val Sullivan: 28:48

Oh, really? We're on the same page. On the same page.

Ian Arnold: 28:56

I know, since you've been in the industry for a while. And I know we briefly talked about the communication issue. But after the after this break, and people can catch it on the podcast side because the radio shows ending. Right. Let's talk about how you get overcome some of these roadblocks. The road roadblocks if I could talk but for him to say yeah, but let's go ahead and what's the best way so might get a hold of you?

Val Sullivan: 29:24

Bow had Val Sullivan realty.com 431760971219. And then my website is Val solvent as you ll I van Realty, r e a l t y.com.

Unknown: 29:43

All right. And Rick, how

Rick Ripma: 29:44

would they get ahold of us and hardworking mortgage guys.com That's hardworking mortgage. guys.com or 317-672-1938? Yep. 317-672-1938 less when I promise I'm going to look the next time I do it.

Ian Arnold: 30:00

All right. And if you if you're out there listening on the radio, go to India's real estate gurus for the rest of

Announcer: 30:06

the show. You're listening to India's real estate gurus with Rick Ripma and Ian Arnold, to hear the conclusion of this interview, go to hardworking mortgage guys.com and hit the podcast tab. Branch NMLS. Number 33041. Recruitment NMLS. Number 664589. Ian Arnold's NMLS number is 1995469 equal housing opportunity, some restrictions apply?

Unknown: 30:29

Well, first off, thank you for joining us, Danielle. I appreciate it. And I just was curious, how did you come to find out about Rick Ripma and advisors mortgage? Well, I was looking for a mortgage for myself for a brand new home that I was building. And I wasn't sure the direction to go, I didn't have anybody in mind. So I kind of just spoke to whoever I could speak to, I got their number. And everything seemed to be exactly what I was looking for. So I went with them. The thing I liked the most about Rick and his advisors mortgage, is that I could go and upload things online. And I didn't have to always be on the phone with them or sending them documents or trying to look for certain things that I needed to get the process going. Which was really great for me, I had a processor named Mark Coleman, who really helped me out in making sure I had everything I needed. Because I I didn't know the first thing about having a mortgage. So it was awesome to have so much help. I think probably what I've benefited from the most is really just the understanding that sometimes I would get busy. And maybe I forgot to upload a document or I forgot to do a certain part of the process in a timely manner. And they would get right back with me. And it wasn't like a, hey, we really need this right now. It was always, Hey, just wanted to make sure you still remember that we need this. Well, you don't get that too much. In this day and age, it seems like most people are either, you know, very demanding of something they need from you. And they need it right now. And, and I agree. I've seen that in Rick's attitude with us over over the last 10 years that he's very patient, but also helpful to get the right things he needs. So exactly. In conclusion is Rick Ripma and advisors mortgage, somebody that you would use in the future and or tell your friends and family about? Absolutely. And I just want to thank them for all the effort they put in to help me find my dream home.

Announcer: 32:20

Ranch NMLS number 33041 Recruitment NMLS number 664589 equal housing opportunity, some restrictions apply.

Rick Ripma: 32:26

I'm Rick Ripma, you can go to HardWorkingMortgageGuys.com.

Ian Arnold: 32:29

All right, welcome back. And if you've selected this chapter off the radio, you did a great job. So congratulations, Goldstar to you. So val is still here. So let me ask you, how do you go through? How do you get through some of these roadblocks that come up?

Val Sullivan: 32:43

I have a lot of friends who have been doing this business a lot longer than I have. And I go to my mentors. And I go to people who have been in similar situations and say, How do I think outside the box on this one? Because I have an idea on how to get it resolved? Is this the best approach? Mentors, you have to have either a coach whether that's a life coach or real estate coach? I thought that was me. I silence my stuff. Just kidding.

Rick Ripma: 33:12

That doesn't actually pick it up on the mic normally.

Val Sullivan: 33:14

Oh, I'm sorry. I just called you out.

Rick Ripma: 33:19

I did the phone. I have no idea to watch from

Val Sullivan: 33:25

Oh, I'll show you after this. Okay. It's a Do Not Disturb situation. That was probably one of your mentees calling for advice. Right. Bravo. Right. See? Oh, your ear. So yes, I would say just don't be afraid to ask questions. Don't be afraid to ask for help. Always keeping the client in mind in what their? What do they want, right. And sometimes I have to peel back those layers with them. Because it could be a divorce situation. It could be a death, it could be any you name it. I've feel like I've done it and been there. But you have to peel back the layers because sometimes people aren't as forthcoming as we need them to be. And certain situations arise over the transaction. And we say that would have been helpful to know upfront, but you know, needless to say, we work through it, and we get it done. But I would absolutely say having somebody to bounce ideas off, whether that's a colleague, whether that's a mentor or a life coach is super helpful for me.

Rick Ripma: 34:23

It's extremely I think mentors are one of the most valuable pieces and you thought you alluded to that when you spent the first year without that. And then you move to someplace where you got the mentorship and that made your business boom.

Val Sullivan: 34:39

Absolutely. That was 180 Yeah, I mean, that was completely changed. I have to give a shout out to Todd and Megan Ferris and Terry Wagner with Ferris property group because they really help this baby bird fly and they helped me so much and I would not be here today without them and that team and I still Have a wonderful relationship with them. I have chills right now thinking about them, because they really helped me just grow and learn learn so much, and how to overcome certain obstacles, how to have fun, you know, it has to be fun. It can't just all be because if it's all just stress, stress stress, then you know, everybody would quit. And they also say Realtors don't retire, we just die. And I don't want that to happen either. I don't want that. But big shout out to Ferris Property Group, because they gave me a fresh start. And they really helped me launch this business. And they've been supportive from day one. I remember sitting down with coffee, coffee with Megan Ferris, and it took me an hour before I could tell her that I was leaving and starting my own brokerage because I was so sad to leave them. But she understood and they still support me, we still get together. And I love that team. I love working with them. So it's, it's been so great.

Ian Arnold: 35:58

I think that's one great thing about if you have a good manager, they understand that their job is to mentor you grow you so then you can basically fly on your own. That's right. And I think some managers fail at that. Because they like, oh, I need your you were so great. Here. I need you to stay forever. Look, sometimes it's like kids. Yeah, we'd like him to stay. But guess what, sometimes you gotta get out of that house.

Val Sullivan: 36:23

Right for You to go raise them well, and now it's their turn to fly and figure things out for their own on their own

Rick Ripma: 36:30

as you want him to go.

Ian Arnold: 36:32

That is true, too.

Val Sullivan: 36:34

Yeah, that's true. Absolutely. Well, another unique thing about my brokerage kind of talking about that we in the state of Indiana, you have to be a realtor under a brokerage for two years or more before you can get your managing broker's license. So I was with Ferris Property Group for three years. And then I decided, hey, I'm excited. I want to do this branch out. But Valsalva Realty Group is something that we have decided to help those other agents that I've been telling you about earlier, helping the newer agents come on board. And if it's something that they are very interested in doing and learning how to get their own managing brokers license, starting their own firm, that's something that we're also teaching people how to do, because we want them to grow and fly. That's the whole goal, right? Raise those babies, and then let them go out into the world. Yeah, it's always successful. Yeah.

Rick Ripma: 37:21

Yeah, you're, you're, it's really helpful to the industry to do that. Because what do we hear 87% of real estate agents fail in the first five years. So sad. It is so true. Yeah. And it's, and it's there. You know, that's part of why we do this, because we think it's important to get the information out. We also we also think it's important, you know, for people to know that, you know, when you look at somebody who's telling me that that, like a real estate agent is is like, on the list of people, what they don't trust the real estate agents like third from the bottom or something. And if anybody listens to this podcast, they would realize that's not accurate. It's not accurate at all. No agents, every agent we have add on cares. And they care about their clients, and they do everything they can to take care of their clients. Are there bad apples? Absolutely. Were isn't there about Apple in any industry. But the the industry and the real estate industry in Indiana is phenomenal. We have phenomenal people working at it,

Val Sullivan: 38:26

we're really blessed to be in this location we have we are so truly blessed. It's in people help each other, the collaboration across the board has been amazing. And I know in other cities and states, it's it's not. It's not been like that, which is a shame. You know, people are out for themselves and the clients. They can sense that right. They know when you're just in it for the money. And they also know when you're in it to be helpful and pay pay it forward. And it's it's not about the money for me. And I know that sounds so silly and cliche, but it's really not. And the money and the benefits can come will come as long as you put people first and take care of people first. That's the main goal of what I do.

Ian Arnold: 39:07

So how would you describe your brand since you branched off, let's let's hear about your brand.

Val Sullivan: 39:13

My brand. Well, I had a graphic designer, who was a friend who is a friend of mine. She helped me for about a month we worked on colors and logos and just the overall look and I really love how everything turned out. It's that really pretty. Kind of like that what beachy blue color, and it has the circle with the keys in it. And I don't know if you notice, but the key is make a rooftop as well. Oh, see the windows there? So we worked on this for about a month and the color scheme and things like that. And it's Valsalva and Realty Group key to your real estate success. And just overall branding is out there on social media that it's you know, I rarely pay for ads. I've paid for three ads the last year and I'm in our church bulletin every week though, at Our Lady of Mount Carmel, I have a prime spot on the back. And I'm in there every week. And I just love the return on that investment where people see me and they go, Wow, she is not a fly by night. Agent. She's in this for the long term. And she's doing great. I know one time there was a mistake. And I wasn't in the bulletin one week, and I had a friend text me and she was like, what happened? Are you okay? Why aren't you in the bulletin? So people pay attention.

Ian Arnold: 40:32

Did you get what I wasn't under the bullet? Yes.

Val Sullivan: 40:35

I called up that guy right away. That's sales rep now. So the brand is just all about having fun, but over communicating, right. I mean, that's just full of honesty, transparency. Having fun. As I mentioned, we're going to be doing some client events coming up the spring and summer top golf at birdies. I'm gonna have like a bourbon tasting. So you guys will have to come at West Fork whiskey in Westfield. So I'll definitely invite you to definitely come and bring bring some clients. So bring the kid that's right. call an Uber. They can drive you Oh,

Rick Ripma: 41:13

you're all Yeah, that's right. Start here. So when somebody is looking for a real estate agent, what characteristics and traits should they look for in that agent?

Val Sullivan: 41:23

Oh, wow. Well, it depends on the person. If you want someone it just it really depends. Somebody who knows what they're doing, first of all right? And that mean? That's key, someone who says yes, I can get this job done. But not only promises, but follows up. Because you can have someone all day long say oh, yeah, I'll call that agent. I'll call that lender. If they don't see the results, then, you know, that's, that's a big no, no, I've had people switch realtors, and come to me, which is amazing to me. And I'm just so grateful. Because they said, Well, he or she never followed up, or this house has been on the market for for three days. But he or she never sent it to me. So I almost missed out. But my thing is that I just stay in front of the client at all times. And it could be if I'm listing the house, I talked to that seller four or five, six times every day. And it's not where I'm like, over communicating where it's like, that sounds annoying, but it's one of those things that they're like, how to go, how were the showings, and I follow up every afternoon and say we've had six showings, you know, here's the feedback, but I'm constantly in contact with them. So I forget the original question. Sorry.

Rick Ripma: 42:36

That actually, that's okay. You know, what we were asking is, you know, if they're looking to hire an agent, what would they look for? And obviously, one of the biggest things is communication, which is, and I think it's interesting that you, you, you call the listings every day and let them know, because it's, it's kind of what we do. We don't call listings, you know, somebody has their house listed. That's not what we do. But we know that if you don't communicate, we talked about that you don't communicate people think, what's something's wrong, so you just communicate and who doesn't want to know what's happened, you know, if my house is listed, and there were four showings what happened?

Val Sullivan: 43:11

Exactly. We all want to know that, right? I mean, I have people drive by or stay at the neighbor's house. I'm like, don't don't stalk the buyers just go out and grab a cup of coffee. I'll fill you in on the feedback. Yeah, so it's it's one of those things that it's it's very interesting how powerful social media is. As I mentioned earlier, I don't do as much magazine advertisements, as I did due to last year and the return on investment was wasn't great. People said, Cool. You're in a magazine. Awesome, but I paid to be there, right? It's more return on investment is more powerful on Facebook and Instagram. And I'll tell you, this is so cool. Two years ago, I had a couple of find me on Instagram, they were moving from Portland, Oregon, relocating to Carmel. And they said we'd like your vibe. We'd like the fact that you're not all business all the time, that you have a family that you have a good balance of fun videos and then real estate knowledge and, and the market and things going on. And then I also showcase my friends who are vendors or inspectors or lenders that we like your vibe, so they asked me for my phone number, and we talk to each other on the phone for about an hour. And I just listened. That's the whole key. You know, listen, listen, listen, I cannot stress that enough. Some realtors especially who are new want to just like tell you everything right? While I'm at this brokerage and here's my phone number it doesn't it I've sold $10 million. But no, listen, your previous transactions may not make a difference to the current ones. They don't really care. You know, it's not about the numbers all the time. Be yourself. I think that's the biggest thing. Be Your true self. Do not change for anyone because you see a successful realtor over here. Yes, maybe do what he or she is doing But don't change who you are.

Rick Ripma: 45:03

Right? Do it your way. Absolutely. You have to figure out what they're doing that works, and how you can implement it in your personality and how you work. Yes. And I think that can be. I mean, I remember when I was in New Home Sales, and there was a person I worked with that. I mean, she did a great job. But I thought, I mean, she's this bubbly personality, right? That's not me, right? And I, for a long time, just said, There's nothing she can say that's going to help me. And finally, I thought, You know what? I gotta listen to what she says and figure out how to implement it and what I do. And when I did that, I got value. That's right, right? Because there is value there. You just put your I can't do it. Like, she just totally out of my personality, and I would look like an idiot.

Val Sullivan: 45:49

You figured out what to say, how to overcome obstacles, because you heard how she did it. Right. Maybe your delivery was different had to be yes. And you were yourself.

Rick Ripma: 45:59

Yes. Yep. So I agree. 100%. I think it's really important that you do that. And so

Ian Arnold: 46:06

did you. Yeah, I want to ask a fun question. Oh, go ahead. I want to hear some stories. So what do you think more is one of your most memorable deals?

Val Sullivan: 46:14

Well, I, well, I have two that I can think of one. My client had been in her house for 30 plus years. And she had lost her husband a few years ago. So that was a really hard one to sell. And a really great relationship because she remind me my grandmother who's very dear to me. That was a very good one, because I get a lot of people who do not stay in their homes more than seven or eight years. So she was a very cool client. And I found a really great townhome, villa for her. So that worked out really well. She's so happy. She's super excited. Everything's brand new. She's close to everything. Now, the funniest one is what my friend and I were talking about the other day, my friend said, she's a realtor. Have you ever worked with a buyer's agent, and they just complain about how the house was left by your sellers. 99.9% of the time, my sellers leave the home in great condition. They sweep they take out the trash. One time my sellers did not because they had kids, they were in a rush to get to their new home, which was out of state, the buyer's agent, I kid you not took a picture of dog poop outside their house. It was in the yard. She took a picture of the poop and sent it to me. And she said, Well, this is still outside. And I was like, Well, I guess somebody needs to go pick that up. And I guess that person is going to be me. Hence the text, right? So I ran over and scooped it up and cleaned out the rest of the garage and took out the trash. And so that was pretty interesting. I do have one other quick story. Oh, my gosh, okay, so I just thought about this. Recently, this was last year buyers of mine bought a house from a realtor who sold it on her own obviously, she's the realtor. She was the seller. She was like 85 and still in real estate, right? She decided this is no joke. She put her husband in a home here in Carmel, divorced him and moved to Florida to be with her kids, unbeknownst to the husband. But anyway, they left the house in complete disarray. There were dishes in the sink dishes in the kitchen cabinets. Mind you, this has never happened because we do a final walkthrough before we close. I was on a family vacation and how dare I take a vacation in the summertime when real estate is hot, right? So I had somebody else fill in for me. Ended up they didn't do the final walkthrough. They just went to closing. They closed my friends. And so buyers got to the house. They had a she had a bra the seller hanging on the doorknob still clothes in the closet, the dog had pooped and peed on the floor. It was a complete disaster. And all the while I'm you know, on a vacation feeling guilty is all get out because I wasn't there to walk them through this. But that was that was pretty crazy. But the house is gorgeous now and they fixed it up and it's beautiful.

Rick Ripma: 49:18

Yeah. You know, it's funny, though, that, you know, if you if you took somebody out of 100, closings, 99 of them, you did a walkthrough and one you didn't right, that is the one that's gonna be a problem.

Val Sullivan: 49:31

The one I mean, why wasn't this a new build with nothing in it? Right? And we just didn't do the walkthrough. Right? Yeah, well, even though they do walkthroughs on it. Absolutely. Yes, absolutely. You have your punch list with the general construction manager. I love new builds. Oh my goodness. I think that's where we're going to be coming up, you know, this year, the rest of this year and probably next because inventory. I don't know if that's a question to ask, but you guys might know. Current existing inventory is still low. Why? A low. So building is where it's at. And I can definitely help with that. And everybody who is building, let me repeat that everyone who's building needs to have a realtor on their side, the builders, right, the builders are great. That person in the model home works for the builder. You need a realtor on your side, when you build, I can help you with the best lot, get that Premium Lot price down a little bit help you with design options, because you know, I can help you and say, You need to focus your money here. This is where you need to put your money and you don't worry about this, or that I know you'd like that light fixture, buy it at Lowe's don't make the builder put it in because it'll be double or triple the price. So everyone who builds needs to have a realtor and you can call Val Sullivan, call me. I love new builds at 176971219.

Rick Ripma: 50:53

Well, you know, with with new builds, there's what people have to realize it's a six month eight month process at least. Okay? You get to have somebody on your side to, to bounce things off of you. Is this right? Is this wrong? Somebody's been around, somebody knows what's going on, it makes a huge difference. Big, you know, I spent 11 years with a new home builder, it doesn't affect the the builder, they have that built into the price, they know they're going to pay real estate agents, and that they don't negotiate that because as soon as they negotiate it, then the real estate agents will quit bringing business, right. So they don't negotiate that it is what it is. You might as well have somebody and not just have a real estate, but you gotta have somebody who knows what they're doing and is going to be there for you through that entire process. Because it is a long process. There is a tremendous amount of emotion through that process. Absolutely. Ups and downs. And there's you know, you you if you haven't been through building one of the things I always found funny when you're building a house, you get the house to the I had a guy call me they put the foundation in, he called me said you got to meet me at this house. They got the wrong foundation. Oh, no, it's way too small. I play too small. So we walk out there, right. And I know it's the right one, right? I can look at it. And I know it's but it looks smaller. Right? And then when it looks smaller until drywall goes Sure, right. And so it's always the same thing as i Oh, my house isn't the right size. And then all of a sudden looks big again. But it is amazing, the optical illusion. And it helps to have somebody who can walk you through and make sure that everything's you know, good, but no builders perfect. No, there's issues with there can be issues with just like anything else as any price

Val Sullivan: 52:43

point to you could build a $250,000 house or $2.5 million home and I've seen issues on both ends. So it happens it really does happen. But sorry, to your point, Rick about the cost or the commission being built in. I've had a lot of few builders not a lot but a few builders reps tell my clients specifically Well, if you don't use a realtor, if you don't use her then we can put that money in the design center or we can take it off where you cannot do that right in the state of Indiana. If they choose to use a realtor and bring a realtor in those builders have to allow that to happen. Now what they're doing right now is when you come in as a as a buyer, you should write your Realtors name down and phone number at that time if not have that Realtor with you. Because they will not backdate that or they won't come back and say well I want to use vowel now and they're like a lot of builders won't allow that and I just don't get that because as you said that cost is already built in that cushion of two and a half percent or 3% It's already in their in their marketing dollars usually. And and you know I have stopped taking a look at some buyers to certain builders because of because of that fact. And if they tell them you can't bring a realtor, why would I give them more business right? It's sad, but it happens it tells

Rick Ripma: 54:12

you about that builder Exactly. If you're doing you're not taking people there for several reasons one of them is it tells you a lot about the builder right and whether you can you know trust so right yeah, I just I think I think you building a house can be a great great time but it can also be very stressful and having somebody on your side makes a huge difference I agree with you and having building with the right builder makes a difference. Absolutely no people who are going to help you out and I'm going to walk through everything so it does make a difference some builders back at some builders don't so you just you definitely need a real estate agent. It helps immensely.

Val Sullivan: 54:48

We do this day in and day out. You know I you know they always say get a professional involved get someone who does it on a daily basis. You have nothing to lose as a buyer Why wouldn't you have someone in your corner to do this for you and with you? Right? So it just makes sense and you don't pay anybody you know, you're a buyer you don't pay anybody right just as a as a buyer when we go out for a residential home, you the buyers don't pay the Commission's for the for the agents. I think that's really important to know, too.

Rick Ripma: 55:18

I agree. And we are running out of time. So what is the best way for somebody to get a hold of you if they have any real estate needs new houses, existing houses they want to buy they want to sell? How do they get ahold of you call text

Val Sullivan: 55:30

317-697-1219 You can email me Val at Val Sullivan. realty.com

Rick Ripma: 55:41

I'll bet your your website's vowel.no I wouldn't have that but yeah, it's just

Val Sullivan: 55:49

fell Sullivan realty.com knew it. I knew it and you have to go there and you have to look at it. It's fun. It's It's colorful. The first picture was me in a model home shower that we went to at the Home show and I'm just in the shower. I mean, I'm fully clothed. That gives me this you can go there.

Ian Arnold: 56:10

Alright, this thorough just take a turn.

Rick Ripma: 56:13

All of a sudden she's got 1000

Val Sullivan: 56:19

Whatever it takes.

Rick Ripma: 56:22

And if you need to get hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or 317-672-1938. That's 31767 to 1938. And please follow us so you don't miss a show.

Ian Arnold: 56:36

Yep. And also reminder if you have any friends, family or coworkers looking to buy sell or refinance, contact record a and we'll be more than happy to help them. Thank you and have a wonderful day.