Guru Whitney Walker with Century 21 Sheetz

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hardworking mortgage guy, and I've been in real estate and mortgages for over 34years, I've helped over 5200folks finance their homes. My team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the right mortgage for you. And we believe we are the team to deliver it. And as we get started, if you have any questions on real estate in Indiana, or you have any questions on mortgages, please go to hard working mortgage guys.com That's hard working mortgage guys.com or317-672-1938. That's 31767 to1938. And today, we are honored to have Whitney Walker on with Century 21 sheets. And when you're you're welcome to the show. We really do appreciate you joining us. Yeah, and you're you're mostly you're done in Greenwood. Is that correct?

Whitney Walker: 0:56

Oh, I'm actually an Avon. I mean, Hendricks Oh,

Rick Ripma: 0:59

see, that's how that's how much I know. I don't know why. But I thought I looked it up and it said you were in Greenwood. I apologize for that.Yep. And because it's a long way from Greenwood, Avon or not.It's a little ways. So how did you get back before real estate?What did you do? Where'd you grow up? Kind of give us your story.

Whitney Walker: 1:21

Side of Indy. So I grew up in India. And from here, I've lived here my whole life. Before I was in real estate, I was in multifamily residential construction. So as a project manager, project coordinator and that,

Rick Ripma: 1:35

okay, so as a project manager, I'm guessing that gave you a lot of knowledge about construction. Is that correct? Yeah, it did. Yeah. And I would guess that. Yeah, go ahead.

Whitney Walker: 1:49

Yeah, I have a lot of knowledge about constructions carried over. And it's been really beneficial and working in new construction, and also just having general ideas of what contractors would want to do.

Rick Ripma: 2:00

Yeah, I would think I spent 11 years in New Home Sales with the Estridge company.So I understand that part. We didn't do multifamily. We just did single family. But it's still all of it gives you a great understanding of construction. So when you're, I would think when you're helping somebody you can really on listing a home or selling, you know, helping them buy a home.It just gives you a little upper hand over what a lot of people the knowledge that other people have. So when you probably see things or understand things that maybe a lot of people don't because you worked in that industry.

Whitney Walker: 2:34

Definitely like to think that yeah. Now where did you grow up? Did

Rick Ripma: 2:37

you grew up here in Indiana, or are you from some of some other state

Whitney Walker: 2:41

on the west side of Indy went to go to for high school? I've always been in the Eagle Creek area. More recently,I have moved Marion County and live a little bit more rural,you know,

Rick Ripma: 2:52

do you really know your country girl now,

Whitney Walker: 2:55

I wouldn't ever would have imagined.

Rick Ripma: 3:00

Well, you know, it's fun to hit where life takes us,isn't it? Insurance? Yeah, you just never know. So so. So you,you were in commercial real estate. And what was what was the driver to get you over into residential real estate and to become a real estate agent.

Whitney Walker: 3:19

I love real estate. I mean, I just love houses. So when we were in COVID, I've only been an agent for a couple years. It's been a couple of fantastic years, I've loved it. And during COVID, the construction industry changed a lot of things about my job changed, and it just wasn't working out for me. And I decided that it was finally time to take the leap. It's something I've always always wanted to do,but kind of a lot of work to get into real estate and it's pretty expensive. To be in the right position to do it. Yeah, and finally came.

Rick Ripma: 3:51

Yeah, that's awesome. It is it is expensive,and it is a lot of time. But you've done phenomenally well.Which Yep. And I think that's that's, you know, one of the reasons why I was very excited about having you on because I think that I think you have a lot to offer people who are either looking to get into the business or maybe newer to the business. How did you get going,what did you do? What was your what was the process and the type of things that you did to get your business off to the level that you got it off to,which is phenomenal.

Whitney Walker: 4:25

Yeah, my first client was actually a just a girl that I met on Facebook. She had made a post on a county chatter page about how she was getting ready to list her home.And I had gotten my license that day. Wow. So when I saw her post, I reached out to her being talked she ended up coming into my office we met and I listed her house for her and she was so happy. She actually went from someone who was going to list her own house for sale by owner do it all herself to referring for clients to be in that. That was a great way to get by but never.

Rick Ripma: 5:01

Wow. Yeah, that's awesome. So you. So, I mean,obviously that one thing you did you know, we haven't talked about a lot of it, but you worked, right? Because you you did something a lot of people don't do and that is you were looking at Facebook, this person said they're gonna list the home and so you went ahead and contacted him. Were you the only agent to contact on that, you know of

Whitney Walker: 5:22

believe that I was but I do think I was first.Okay. Yeah,

Rick Ripma: 5:26

I think that's part of the key is be be first right.

Whitney Walker: 5:29

Be first be honest and have great communication.

Rick Ripma: 5:33

Yeah, awesome. So what else did you do? That's one and then she referred for customers, one of the things that I've learned is, that's the thing about every customer, you know, first, you need to take care of everybody anyway. But secondly, you never know who's going to be that referral source. Yes. Right. So you take care of everybody,

Whitney Walker: 5:50

you take care of everybody, even if you don't think they're terrible. So if you take care of everybody,

Rick Ripma: 5:55

right? I don't even know how you could ever know whether their referral source so I always go into the, my assumption is these people are gonna refer tons of business to me, I better take care. And I don't know about I'm hyper anyway, that way. You know, it's like, I can't, everything has to be done. Now. I just have that problem. So you did that. What else? What other processes did you do? What else did you do to get going?

Whitney Walker: 6:21

So a lot of marketing, a lot of reaching out to people, cold calls, knocking on doors, you name it? I did it.

Rick Ripma: 6:29

Okay, so cold calls and knocking on doors. I think that's phenomenal. It's why I figured you had to because nobody does the business, you you do that quickly, unless they put the time and effort forward.And also the time and effort in the right direction. So you did cold calls. Now? Was it something that you thought Oh,goody, I get the call a bunch of people I don't know. Or did you have to suck it up and pick up the phone and call him?

Whitney Walker: 6:55

You have to suck it up, pick up the phone call him if someone ever said that. I can't decide if I want to meet that person or not. Because he might be a little crazy. I don't know if anybody really looks forward to footballs. It's not fun. Nobody looks at them. We all know that. We don't love that. So when you get them you're happy making them can be a little nerve wracking.

Rick Ripma: 7:15

Yes, but you did it.Yeah. Right. You did what you had to do to get your business going. And then so that wasn't enough pain and anguish. You decided to go knock on doors?Yes. Okay, so how did you how did you get yourself to do that?How both of these How did you get yourself to go? Okay, this is what I'm gonna go do. And,and then and then get and then do it?

Whitney Walker: 7:44

Well, door knocking was actually pretty easy. Because it started, when I had a client that had made probably 15 offers at this point, it was the height of COVID. And we all know how the market was during this time, it was incredibly competitive. So I had a buyer, who happened to be my sister, and she had made 15offers on a home. And it wasn't working and we weren't finding their house, there's so much competition that every home that we went to set, I had to start knocking on doors, trying to find people that wanted to sell their house that weren't on the market yet so that we stood a chance of getting her home.

Rick Ripma: 8:22

Well, that's phenomenal. But but you're downplaying that in my mind a little bit. First, first off, it was the height of COVID. Okay,so people didn't necessarily even want to talk to anybody know, right face to face, right?So you decide, okay, I know what area my sister my client wants.So you go start knocking on doors, and you're getting people to open the door and talk with you. And just how did that go?When you did that? How was that process?

Whitney Walker: 8:56

Not everybody wanted to talk to you. And that's okay, I completely understand that we're going through COVID. And not everybody just wants to throw it up on their doorstep asking, Hey, do you want to sell your home. So it's completely understandable.My method was they've always left my car running and the door open. So no one felt like I was trying to take up too much of their time. It just stopped by Hey, this is what I'm here for.I've got this letter. Here's this little treat. And please think about this and give me a call if this is something that you're interested in. Okay,

Rick Ripma: 9:26

awesome. So I think that's another piece and I'm sure you did it with your phone calls too. As you had a good plan, and then you so you knew what you're going to do I find that a lot of people are scared of the phone because they don't know what to say. And they don't know they need a reason to call the some people are just scared and they and they just gotta suck it up. Right? I mean,that's what you and I both have done that because I do a lot of cold calls to you just do it right?

Whitney Walker: 9:56

Yeah, but I'm gonna see you if they're not interested. You're probably never going to Meet up and there's nothing to be worried about.

Rick Ripma: 10:02

Yeah, yeah. In fact,what's the worst thing that ever happened to you? When you cold called somebody

Whitney Walker: 10:10

that stood out and be like, maybe? That's it like, you're like, Okay, I'm sorry for corrupting your day. I didn't mean to do that. If you ever want to reach out, reach out, if not no harm, no foul.

Rick Ripma: 10:23

Right. Yeah. So it's really no, that's, that was kind of my point. It's no big deal.Yeah, it's nothing. That doesn't hurt. It doesn't it just we have to get over it. And I just think it's a big deal for people. I love it when I get somebody who does that. Because I do it. And I know how valuable it is in somebody's business. And I know,it doesn't matter if you're brand new, or an experienced agent. If you are in a downturn,and you need to get your business going. These are the basics that will help you get your business going. Do you agree with that?

Whitney Walker: 11:01

I do. There is a reason they're staples.

Rick Ripma: 11:05

Yeah, exactly. Yeah,that's a great way to say it.There are definitely reason reasons that they are the staple of the industry. So you so you cold called you. You did you went knocked on doors? Did you do a lot of open houses? Or is there anything else that you did that you felt like Wow, that really helped?

Whitney Walker: 11:25

i Yes, open houses, I definitely still do open houses as often as possible. I had a really cool opportunity really early on,where a friend of mine was,we've all seen those HGTV shows where somebody's trying to buy a new house. I had a friend of mine who actually was selected to be on one and I got to be the realtor on a show for me. So that was fun way to get exposure and a great way to push things out on social media. It was really a fun experience.

Rick Ripma: 11:54

Yeah. How'd that go?Was a good

Whitney Walker: 11:56

sign? Yeah. It's different than I thought. Yeah.

Rick Ripma: 12:00

Everyone, I've talked to, I think three or four agents who have actually been on one of these shows. And every single one says the same thing.It's not what it's not which one of them. The buyer wasn't even a buyer. They were just they'd pick somebody out that wasn't even buying a house. They just you know, but it's, you know, we all know it's a show. So I'm curious. So do you think like,like those shows are an accurate representation of what a real estate agent does? No. It's there's a lot of misconceptions as one of those things I'll ask you later on is what are the misconceptions? But also in?Yes, they do. Yeah. I think that's a that's a draw for young, you know, that young new agents is they see that and they think, Oh, this is uh, I can make a whole lot of money. And I can, and I can, you know, it's a glamorous and it's there's a lot of work. You've already told us that you had to you have to you have to cold call, you have to knock on doors, you there's things you got to do to make the business work, right.

Whitney Walker: 13:03

Yeah. And then once that business works,there's things you have to do that aren't so pleasant either.

Rick Ripma: 13:07

Yeah, that's right.So beyond what you did there?What value did did it did you did you get from being with?Like, I guess when you started?What brokerage? Were you with Century 21? Sheets? Are we with somebody else

Whitney Walker: 13:22

did with Century21 sheets my whole time that I don't foresee making a change anytime soon.

Rick Ripma: 13:27

Okay, so what I've kind of thought that was the case, what is what do you see as the value of being with a company like that. And then how important is that team and that mentorship, to your success,when you get when you first get started in real estate

Whitney Walker: 13:42

was invaluable.I mean, having an entire team and an entire company behind you with all sorts of different levels of support for a newer agent, especially I think that that's truly invaluable. Unless you have a connection and you're coming in with somebody that you know, then, I mean, having education every month, I have different classes that I can choose to go to I have full support staff. It's I couldn't imagine going with somebody else.

Rick Ripma: 14:09

Yeah, and that's reason I asked is that's what I found with almost every successful agent that I talked to and I talked to a lot of gurus like yourself. They got going and some struggled to get going. Some of them got going right away most struggled to get going. But the difference maker was when they got on the right team with the right mentors.That's where their their business just totally took off.And, and they also all put the effort forward like you did.That's, that's another critical piece of put that effort forward.

Whitney Walker: 14:43

Yes, you have to do work and you have to find the right fit for sure.

Rick Ripma: 14:47

Yep. So if somebody wanted to contact you to buy or sell any real estate, what is the best way to contact you?

Whitney Walker: 14:57

Be great. You can call or text anytime when Numbers 317-601-9490 That's317-601-9490

Rick Ripma: 15:11

I do the same thing317601940 There you go. I have the same problem. They always laugh at me because I mess up. I mess up our phone numbers all the time. And if anybody has any any questions for Ian or I, go to HardWorking MortgageGuys.com,that's HardWorking MortgageGuys.com Or you can call317-672-1938. That's 31767 to1938. And thank you for joining us on indies real estate gurus,the gurus we interview shall share valuable insights. They reveal their strengths,personalities and how they'll work for you. While we hardworking mortgage guys,secure your best mortgage real estate. gurus work hard to they avoid problems the amateurs don't see they listen, they find unrealized opportunities, they avoid problems, and they really do make a huge difference. And you're in what you know, your whole experience when you buy or sell a home. If you're buying or selling a home, a real estate guru is a very valuable asset.If you've been thinking of buying or selling a home, keep listening and definitely call one of India's real estate gurus. And we're gonna switch track just a little bit. I know this is a struggle for many agents. So if you, you were forced to take a day or a week off, and you were not allowed to look at your emails or or call anybody on the phone, you know,for real estate, what would we find you doing? What where would you be

Whitney Walker: 16:46

flying at whatever box my phone is?

Unknown: 16:52

That's what I wouldn't be doing do. Otherwise, I

Whitney Walker: 16:54

love traveling.I do try to do as much travel as I can. And I actually built my own home. So that is still a work in progress. And it takes a little bit of my time to

Rick Ripma: 17:07

wow, yeah. So you so you're it's you built it, but it sounds like it's still under construction.

Whitney Walker: 17:13

Yeah, it's livable. Now we live in the home. But there's we ourselves,so there's always going to be little projects going on. And right now we're working on the exterior.

Rick Ripma: 17:22

Okay, well, that's a little easier than working on the interior when you're living there, which is a pain in the neck. Right? Yeah. So. So where would you where do you like to travel? Where's your favorite place to travel?

Whitney Walker: 17:32

The Pacific Northwest?

Rick Ripma: 17:35

Okay, somewhere specific, or just you did whole area?

Whitney Walker: 17:38

The whole area is beautiful, the Washington and probably be my favorite state.

Rick Ripma: 17:42

Okay, and what do you do when you're there?

Whitney Walker: 17:45

I adventure,it's really about getting outside and getting into nature.

Rick Ripma: 17:52

Yeah, I think it's amazing. When you get into nature, how much it relaxes you how much it rejuvenates you. So it's it's one of those things,my wife and I, during COVID, we would go and we just go to state parks every weekend. And it made all the difference in the world.It really helped get through COVID, where, you know, I came into the office, but as the about the only person that you know, it was it just made, you know, I didn't have the opportunity to go knock on doors and talk to people. I sat in the office. So I think that's a that's a you know, it's interesting to hear what you know where people go. And that's such a great area. It's actually an area I haven't been to, but my family out there and I see pictures. It's a beautiful place it looks like so what would you say your superpower or superpowers are?

Whitney Walker: 18:46

mean, it's a simple one. And you should expect it from any agent that you work with communication.Just constant constant communication, there's not too much communication, honestly.You have to be able to talk to people and truly listen to what they're saying. And understand that you feel comfortable asking questions and saying, Hey, I didn't quite understand what you meant by this. clarify for me.Just be open, completely open.

Rick Ripma: 19:12

Yeah, and every survey I see. It's one of the biggest negatives most clients have about the agent they work with is the lack of communication. At least in it's an I know it isn't mortgages. I mean, I know it isn't mortgages,why set my team up the way I did so I could communicate. But I've also seen it for real estate agents. So I agree with you. It should be something everybody does, but it's not

Whitney Walker: 19:38

even achieve and fine with other agents on other ends and transactions. You can tell it's not something that everybody does but it is something that you should look for and if you're interviewing agents, you definitely need to find someone that you are comfortable communicating with and that will communicate with you in the way that works for you.

Rick Ripma: 19:58

Right so you understand them you I have to understand what's going on in there is a complicated process.And there's a tremendous amount of emotion when somebody's buying or selling a home. So communication is king.

Whitney Walker: 20:12

Yes, and there's emotions can, they can kill everything. So if you don't know how to talk to someone, and you don't know, how to handle their emotions and how to speak to them in the way that works for them, then everything can fall apart just due to their emotions.

Rick Ripma: 20:27

Right? Yeah. Because I, you know, what I've seen you get you get a, an inspection response back. And the inspection has some things that are maybe in yours in my mind,they're kind of minor. Okay, but in the homeowners mind, it's their home. And they love this home. And they take it personally. And it matters to have a somebody like yourself a great communicator, who can walk you through it and get you to understand get rid of your emotion, you know, you kind of get past your emotion, right?How do you do that?

Whitney Walker: 21:02

Honestly, it's just a claim. It's usually just as simple as explain to them that, hey, this is your house.It's not you. This isn't an insult. It's not a personal insult. This is just a true,like, maintenance issue that needs to be attended to it doesn't mean that you messed up or anything like that it happens to everybody is a mess.

Rick Ripma: 21:25

Yeah, when you live in a house, you kind of get callous to watch how your house is right? You see it every day.I think it's kind of like somebody who loses weight. You lose weight, and the people who see you every day never notice.Yeah, somebody you run into,after four months notices is

Whitney Walker: 21:50

get used to dealing with certain little things like, Oh, I know that this faucet doesn't work, I'm gonna go to this one, things like that. And you don't you just rule them out. And you don't think of them as major issues until somebody comes along? It's like, Hey, that's not gonna work for me.

Rick Ripma: 22:02

Right? Yeah, I know,a new home sales. And you I don't know if you noticed this.But in New Home Sales, I always noticed that because you'd have this brand new home, completely done, and really beautiful. And they'd walk through with the with the builder, what we call the builder, you know, the the,the guy running the project, and you'd walk back through after they got done. And you'd see all these dots everywhere. And it's like, this house is beautiful.How do they find this? Yes, but that's important to somebody,right? It's important to have the house looking as good as you can before you show it.

Whitney Walker: 22:40

So really, you want to get it as good as you can before you show it. And then people are buying new construction or paying a little bit more for that new construction. And they want to get their money's worth and have a perfect product.

Rick Ripma: 22:52

Yes. So I always thought of it this closest Yeah,no, nothing's perfect, right?Yes. So what is something you're incredibly proud of, in your business?

Whitney Walker: 23:04

I actually just finished are in the midst of a transaction that is probably one that I am the most proud of right now. I have been working with a family who has been working with a lender and I had spoken to this lender multiple times to and just to verify that their pre approval was approved pre approval and not a pre qualification I asked so many times, and they asked to me we're getting ready to put an offer in and they reached back out to their lender lo and behold, that pre approval was a fluke qualification and they weren't qualified to buy a loan or buy a home actually, that loan wasn't going to finish. So they took themselves off the housing market and went to rent and they're having the worst time renting, finding something that would work for them. They reached out to an investor of mine, that investor to purchase the house that it was that they fell in love with. We rent it to them.

Rick Ripma: 24:05

Awesome. And that's that's fantastic.

Whitney Walker: 24:07

Yeah. I think that's probably my most proud.

Rick Ripma: 24:12

I could see why. And it it. It also says a lot about your problem solving abilities.Because that's pretty innovative to figure that out. Thank you so that that's awesome. The so everybody understands that there is a big difference just because something says it's a pre approval doesn't mean it's a pre approval, a pre approval, you know, not underwritten no documents. No verifications is a pre qual right.

Whitney Walker: 24:46

So isn't always gonna get your house.

Rick Ripma: 24:49

Correct. Even a pre approval isn't necessarily but it puts you way down the line.And it's I think sometimes people get irritated with me because As I it takes a little longer to do everything you're supposed to do to give a solid pre approval. Right? Yeah,everything I when I pre approve,it's gonna it's been underwritten. Okay, I take that extra time to make sure that there's very little that can happen because I think the worst thing in the world that can possibly happen is you don't close on the home because your your pre approval wasn't any good. I don't, I don't have a problem if, you know they lose their job in the middle of it,there's something that that you know, changes that you can't foresee. But other than that, it should not happen. It just, it just shouldn't. shouldn't happen if you've if you've done everything, but there's always little things that can come up.And to that point. I know there's a lot of real estate agents who listen, when when you want a solid pre approval, you should do that before Saturday at 130. And you're going to look at the home at two o'clock.Yeah, okay. You can't do you know, it's, it's very difficult,there's so much to do to make sure it's accurate. Everybody wants him to be good, that you got to give us time to do that.I don't care who the lender is,they need time. If they want to run it through, you know, we run it through underwriting, we, we we try to get documents, we, you know, we want all the documents that we can get, it does help that I have a lot of experience.So a lot of times I know whether it's probably going to go but it's still need the documentation, I still need all that. So it's vital that we get it ahead of time. And I think that's part of your communication, you communicate,you get it, you don't drop it at the last minute. And because there's no way somebody can give you a solid pre approval, if you give them half an hour on a Saturday to get get an application and get a pre approval, they can give you a letter, I just yeah, they give you a letter, they get you what you want, you know, but it's not a it's not a pre approval for now. And it's not fair to anybody. It's not fair to the seller, it's not fair to the the selling agent, it's not fair to the buyer's agent. It's not fair to anybody to do that. You know,the seller, especially they pull their house off the market, they think they got it, they may have510 12 offers they pick yours because you're supposed to be good. So it makes a difference.I'll get off my high horse. One last question, though. I'll bet you when you. I'll bet you though, when you have a house listed, and you get an offer,you look at who the lender is,

Whitney Walker: 27:23

I look at who the lender is, and I called them.

Rick Ripma: 27:26

Yes. Okay. So that's a big, I was thinking you probably did because you communicate as a lender. And I've been told sometimes,because I've been in the business a long time, a lot of people know who I am. They don't call me. But I am amazed at how few people actually call me to verify I had one last week that did call me just verify is this,is this really? Is this legitimate? You know, and that person happened to know me, I'd actually done their their loan.But so you do that. And you do that? Why do you do that guy gets important.

Whitney Walker: 28:03

Do that to make sure that it is a credible pre approval, and that the lender knows what they're talking about, if it's not a lender that I'm familiar with, and I want to make sure that they have truly put through underwriting and know that that pre approval meets.

Rick Ripma: 28:19

Yeah, yep. And and you do that to protect your seller. Right? Because because everything you do everything I've known, I can hear from you,everything you do is all about taking care of your seller or your buyer, you are your that's what matters. It's not protecting yourself, you're protecting them. Because Because you're a professional, you know what you're supposed to do. And it is amazing how few agents actually do that. I'm surprised.I tried for a while to get to get the the buyer's agent to let me know who if they're going to make an offer. Tell me who it is. I'll call to make it so when they get the offer, they already go. Okay, I know this is a good one, because I've already talked to the lender. But most people wouldn't give it to me. So I gave up. But I thought that would be helpful. But anyway. So I do you think that's, you know,one of those things that's incredibly important. So, in your opinion, what would you what do you think is important?When somebody is looking for an agent either to buy or sell a home? What characteristics do you think are important that they should look, look for maybe a question or two that they should ask that agent?

Whitney Walker: 29:35

You should ask that agent about? What their plans website. You don't want to just hear fancy words I want.You need to know how they're going to market your home, how they're going to assist you.What are their practices? It's not just hey, what are your numbers or anything like that?How did you get there? What are you going to do? If this happens, like if there's a scenario that you're worried about us Something about that scenario, worst case scenario,this happens, how would you handle it? And it just then you also have to make sure that their communication style works for you. Say you're working all day, and only want to communicate by text messages. Do you have an agent who only wants to talk to you on the phone? You guys are gonna miss each other a lot.

Rick Ripma: 30:20

Yeah, that I, and I'm how have you set your business up to accommodate those two items.

Whitney Walker: 30:28

I always ask people what communication works best for them. If they're okay,with text messages, or phone calls work best or anything like that. You just flat out ask them so that way you get that one out of the way. But I do always put forth my business. That you know, like, I would like to list your home and this is what I'm going to do. This is the timeline that we're looking at.And I've just put that all out there in the beginning.

Rick Ripma: 30:51

Okay, perfect. Yeah.Cuz a lot of people I think,want to list the house, that when they're going to list the home, you know, obviously one of the big things is it goes on the LC or MLS, whatever somebody wants to call it. But that's just, I mean, that's kind of just the minimum, right? I mean,that's, that's nothing,everybody's going to do that.What is it beyond that, that they're going to do? And that's that plan, and they'd better have a good solid plan. And then, should they know, I mean,do they have a good idea of your neighborhood and your area? So that, you know, they're experts in that is that importantly,

Whitney Walker: 31:23

you want to see?Have you worked in this area before? Are you familiar with it? What are your comps? Let me see if I agree with them. All the questions mean, it's one of the biggest transaction with your life. So there are too many questions and their questions are only good questions and better questions.

Rick Ripma: 31:43

Yeah, yeah, the worst questions is the ones you don't ask, because you need to know, right? So if somebody is interested in listing a home with you maybe buying a home,they want to talk with you.What's the best way to get a hold of you all are

Whitney Walker: 31:55

taxed at real176019490? That's 317-601-9490.You know, so email me at W Walker at sea to one sheets.

Rick Ripma: 32:09

And it's Whitney Walker? Century 21 sheets,correct? And to get a hold of Ian or I go to HardWorking MortgageGuys.com That's HardWorking MortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And I really the this question is our question of the week and and in and I, we asked everybody this question, so it's important, and there's a lot of people who listen to the show, just to hear your answer on this one. So it's a big question. Are you ready?What was your first car?

Whitney Walker: 32:54

was a quick first car. Yep, I heard a Corolla.

Rick Ripma: 32:58

Okay, do you remember what year

Whitney Walker: 33:00

I want to say?It was a 91. It wasn't very cute. Oh, you're great. All the rest of the letters off. So it was a Toyota coro. For some reason, I thought that was fun.

Rick Ripma: 33:16

So how long did you have that car? Maybe a year?Okay. Okay. So, if you can't tell from behind me, I'm a car guy. That's what I love. I love cars. And we like to like to ask these questions. So what a little, maybe get a little more was there? Is there a car that you've had that you really loved? Or maybe you have now it's my

Whitney Walker: 33:38

favorite car that I ever had lasted six weeks, and it was a Jeep Wrangler. Okay, what happened to him but he ran a red light and people would be in an intersection with a great no just leaving a wedding early because I had split my pants will really open T bones

Rick Ripma: 34:05

that must be That's That's embarrassing. Not only at the wedding. Now you got to get out of here.

Whitney Walker: 34:12

afterwards. Like happened? You thought but I had been so nervous that I'd had an accident. So I was holding something over my butt

Rick Ripma: 34:26

that's that is that's funny. So I'll get off the cars even though I could talk about cars all day. So what would you say? And I know you're just talking about this recent transaction. But what what would you say is your most memorable transaction that you've had other than the one you just showed me?

Whitney Walker: 34:45

Some really good ones verbal ones actually. I also recently just finished one that was in contract from seven months.

Rick Ripma: 34:54

Oh really? Why was why for seven months

Whitney Walker: 34:57

we had an issue where We've been in contract for a pretty normal amount of time,you're getting ready to close three days before closing, the buyers refinance their car to pay Oh, I had a seller, so I was listing the home. But these buyers, they were in a really bad position. And I had spoken to the sellers heart, and she really wanted to make it work with them. So we decided,instead of letting it all fall apart, I put them in a lease,they ended up leasing the house,or six months, my seller burned an extra $7,000 Almost with that, they also took on $8,000worth of repairs for that home.And in the time that they were living in at least seen it. And then we were able to successfully close, seven months later, my seller, quite a bit more money than she anticipated.They had some place to live for six months, and everybody was really happy.

Rick Ripma: 35:58

Okay, so now I know another one of your superpowers.And that's solving problems,because that that that's two major problems that you have been able to figure out and solve. What's your process for figuring out how to solve these these major roadblocks and problems?

Whitney Walker: 36:11

Honestly, just thinking about how I was in this situation? How would I was resolved for me figure that out?And then figure out how to get there?

Rick Ripma: 36:22

Perfect. Yeah. So you, you just, you're open minded to failure to take,because these are unusual steps that you take to figure out the solution. That's, that's huge.That's just I think, I think that's, that's a major, major superpower of yours. Because I think a lot of people have trouble getting outside of that box, you know, and then the more the more type of problems that that like that you solve, the more other problems or eat, you know, they're easier to solve.So you're phenomenal at that.That's, that is, I think, just crazy. So how would you describe your brand?

Whitney Walker: 37:00

My brand? The hard question for me. For me as my brand, I just tried to present myself as my brand. And to be open, honest, forthcoming,really quality.

Rick Ripma: 37:18

Yeah. And you're a problem solver. You also have,you also have, it's one of those traits that I've noticed and a and most of the Guru's and that is you have a calming demeanor.And you kind of talked about that. And when you talked about how you, you know, because there's issues that come up through the process, there's,there's all these, you know,emotions, and you're able to walk people through that. And,and that calming demeanor can change everything for somebody,as opposed to if you jump in at their level of excitement or, or their level of emotion. Is that is that

Whitney Walker: 38:02

emotion that your client is having? And stead of trying to help them manage their emotions that you do.

Rick Ripma: 38:11

Yeah, so your your team now is basically you it sounds like maybe

Whitney Walker: 38:16

support or your company, but my team is.

Rick Ripma: 38:20

Yep. Yeah. Are you looking to, at some point, start a team or do you you'd like just being yourself on your own right

Whitney Walker: 38:28

now I do really like being myself if the right agent if I had the right connection with an agent, and I felt that calling I would definitely be open to a team though. Okay,

Rick Ripma: 38:39

I'm kind of the same way I prefer to work by myself.And so a lot of people when you say that they're like, well,they don't want to grow. Well. I just I've always liked to work by myself. You know, I think there's people who want to have a big team and they want to do all that and they want to maybe get go that direction. But for me even when I was young, I never really wanted to grow a big team. I just I like working by myself. So I think it's a I think there's just yet you have to figure out what works for you and it can change over time Correct? Yes can change.

Whitney Walker: 39:09

Not wanting to team is not wanting to grow. I love my personal relationships with my clients. I don't want to pass those off on to anybody else.

Rick Ripma: 39:18

Yeah, that's the that's I think that we love what we do. So it's hot, and it's not something you want to you want to get. I completely

Whitney Walker: 39:28

relinquish control of those things.

Rick Ripma: 39:32

Now, it sounds like you're on social media a lot.What would you say the power of social media is for real estate.

Whitney Walker: 39:40

It's really important. I wouldn't, I wouldn't rely solely on social media myself. I do think it's really important. That's how you connect with people. But you have so many people in your life that probably don't know you do real estate. So you can only communicate to the people in your life through that way if you don't see them every day and you have run ads on things community chatters you connect with people through real estate through social media, but it's it's not the only thing at all.

Rick Ripma: 40:11

It's one of those things I, it's, there are I've talked to so many agents and there's some agents that do phenomenally well, they have no social media, others who almost exclusively do social media, and they do extremely well. And and then people who have, you know,a well rounded different things,they do a lot of different things. And they do very well too. But it does seem not that you can't do it without social media, but social media is a part of our times. And if you do it correctly, it can make a difference. I mean, from what you said, it was how you got going, really

Whitney Walker: 40:47

the community chatters and connecting with your community through it. I just, I'm not gonna I'm not great at the Tick Tock videos or anything like that. So it's just not for me my full or so of advertising or anything like that.

Rick Ripma: 41:01

Yeah, well, we I talked to a an ad, we had a we had her on and she was she actually is a real estate agent.But she also has her own social media company. And I thought was very interesting. She said, a couple of things. She said,number one, you should have all of those social medias, you should have your name. So whatever it is that you use. So what do you like, what do you use for Facebook?

Whitney Walker: 41:26

So Facebook, I have a professional page that is Whitney Walker, realtor. I feel like I do most of my interactions with people as myself as a walker.

Rick Ripma: 41:37

Okay, so what she says is, you should then go get all these other sites in that name because you don't want somebody else getting your name.And they think that you. So that was her first thing. And then she said, once you do that, only use the ones that your customers use, it doesn't matter that you have the others you just don't want somebody else to be using them. And maybe someday you'll need them. But right now if you don't need them, Seager is 100%.With you. And she I mean, she was the most knowledgeable person I've heard on social media. Yeah, it makes total sense. You just want to do what?What's going to work and you want to go where your customers are. So what would you say? One of the biggest lessons that you've learned in your business?

Whitney Walker: 42:19

Everything. If you try to pick out Don't let,don't let everything overwhelm you sit back, take your time figure things out. And that's when you're going to do your best work. If you get hectic,you get overwhelmed. You're not,it's not gonna work out that well. At least it won't work out for me.

Rick Ripma: 42:39

Yeah, I agree. 100%.One of the things I've learned,I say I've learned it, I will say that I'm not really very good at actually doing this, but I know it is. And that is everything ends up working out.Worrying about something at two o'clock in the morning, never solves it. And normally by nine o'clock, it's nowhere near as big a problem is what you thought it was at two o'clock in the morning. So you just gotta let it happen. Right, let it work out. I that's what I found.I, it's I tried desperately to do that, but I'm not very good at it.

Whitney Walker: 43:12

Actually, I found that working with clients that helps to tell them that,hey, if you're having one of those 2am freakouts go ahead and texted all to me, I'm probably not going to respond because I'm going to be asleep. Get it all out. I'll wake up and address it. Do you don't hesitate to reach out to me in the middle of the night if you feel like that's what you need to do. And that's what everything's coming up.

Rick Ripma: 43:33

Well, that's great advice. And it's, it's so important to get that information out when you're thinking of it isn't any information. I don't, I'm wanting to if you text me, I feel I have to get back with you immediately. So I try immediately. But at two o'clock in the morning, I'm not going to get back with anybody. But I understand there are there are times where sometimes you wake up and you know, you just have to see it. But for the most part if I do if two o'clock in the morning, if I text somebody I don't expect anything back I just needed to get it down or I might not remember in the morning, right. So if somebody had wanted to look at buying a home selling a home, what would be the best what is the best way to contact you and talk with you to work with you

Whitney Walker: 44:17

call at317-601-9490 that's 317-601-9490or you can email me at W Walker,that C to one sheets.com

Rick Ripma: 44:33

And you can get a hold of EMI en or I wish I could say that in or I at HardWorking MortgageGuys.com That's HardWorking MortgageGuys.com Or you can call 317-672-1938.That's 317672 Excuse me, 1938.And Whitney, thank you so much for joining me today. I appreciate it. You're a phenomenal agent. Thanks so much. You're welcome. And if you have any friends family or coworkers looking to buy sell or refinance please contact us and have a fantastic day Brent

Announcer: 45:07

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