Guru Zac Canull with The Canull Group

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hard work and mortgage guy and I've been in real estate and mortgages. for over 34 years I've helped over5200 folks 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.

Ian Arnold: 0:19

And I'm Ian Arnold part of Rick's hard working mortgage team. I've been in the financial industry for 15 years helping customers rebuild their credit to give the best possible interest rate. And I have a passion helping you secure your overall real estate dreams and even paying off your home even faster.

Rick Ripma: 0:32

And if you have any questions on the Indies, real estate market or mortgages,please go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938.

Ian Arnold: 0:48

And we have Rick, we have a special guest in here today. So he told us that he needs you to shave your head. So I'm glad you shaved your head today.

Rick Ripma: 0:56

So I do that. I actually did shave it today. I do not quite off. How about you?I do quite often.

Zac Canull: 1:01

I just did mine yesterday. Yeah.

Rick Ripma: 1:03

Yeah. But we have great barbers. Yeah, we look good. Yeah, that's what that's the goal. That's the goal, right?

Ian Arnold: 1:09

But Zach is Kunal Kunal. Yes, I did it. All right. And thank you for joining us.

Zac Canull: 1:16

Thanks for having me.

Ian Arnold: 1:17

You are with Indy home shop. Right, Andy home shop? Correct. And so how long have you been with India home shop?

Zac Canull: 1:24

So my older brother and I, JJ, who's in the industry as well. We started in the home shop in 2015. I originally started in the industry in 2014.Working for my father's company,am real estate out of Carmel than doing residential ever since we started getting into the investment side of the business around 2019. And we're at a point now where myself and my team are building out a brand within Indy home shop. It's going to be called the Kunal group, we're going to focus more on the residential side of the business and in the home shop,we'll still be working with the investment side of the business.

Ian Arnold: 2:07

So you're just surrounding yourself all around.You go go investments go personal. There you go.

Zac Canull: 2:14

Yeah, all things real estate. That's that's the goal. So

Ian Arnold: 2:17

before real estate,let's get into this. How,Where'd you grow up, out? And even how did you even get into real estate?

Zac Canull: 2:25

So, oddly enough,I'm a third generation realtor.My grandpa was a realtor. And my dad was realtor for over 50years in Carmel. And you know,and my older brother, my mom was a realtor at one point, just in my blood, apparently, I grew up in Carmel. And, you know, I went, I went to showings, I went to open houses with my dad. You know, as soon as I was old enough, he had a paintbrush in my hand, hey, come, come trim the bushes over here, come paint this point, you know, for my clients. So I grew up around it.And when I was young, I didn't think I'd get into it. I thought, maybe I want to do something else. And I went to IU and enjoyed being down in Bloomington, got a job and logistics up in Chicago, got to see what it's like to live in a big city. And after three years,I realized it's too expensive.So I moved back to Indianapolis and got my real estate license.And for three years, I was doing both, I was 50 hours a week for a logistics company called coyote and mostly over the phone sales to trucking companies. And then I was building out the real estate business. And after three years, I was able to go full time in real estate.

Rick Ripma: 3:40

That's awesome.That's a it's amazing how many people have, you know, have different that everybody has different paths into real estate, but a lot of people that we that we've talked to the ones that have had family, not quite as much family as you've had,and yeah, in real estate, how they, they tend to run away from real estate at first and then come back and then come back to it. And you've done phenomenally well. So you've obviously all that training at a young age is paid off.

Zac Canull: 4:09

Yeah, I think the biggest benefit was, you know,it was a cold call business. So every day it was 100 250 phone calls, 300 1000 emails, and it was grind, grind, grind, sell,sell, sell. And once you've gotten used to that, and it's just part of your daily, you know, part of your daily activity is I've got to reach out to as many people as possible I've got to talk I've got to develop relationships you know, sell every direction negotiate every single dollar of every phone call. It all culminated into skills that the pastor real estate.

Rick Ripma: 4:45

That's it's interesting to me how that that works. But it's it's what you're what I'm hearing you say is you had to work. Yeah. Okay. And now you've come to real estate and you have to work. Yep, and If you work and you do the right things, you become successful.

Zac Canull: 5:04

Some magic? Yeah.

Ian Arnold: 5:07

Yeah, I should write a book on that.

Rick Ripma: 5:09

But I mean, it's so many people get into this business. And they they don't,they don't understand that it requires effort to be successful.

Zac Canull: 5:18

Absolutely. And I think one thing I did learn as well, and logistics, and as well as in real estate is, the hard work you do now pays off later.So you're investing in your future business, what you're doing now, marketing wise, or just anything you're doing really in business to expand,you know, your reach, won't pay off instantly. And with all things even in life as well,hard work now pays off later.Yes.

Ian Arnold: 5:47

So since you have several generations that have been in real estate, what is one key wisdom that either your father or your grandfather had given you?

Zac Canull: 5:59

I think the biggest thing and I know this ties into probably the number one complaint about real estate is communication is key. And some of that ties into understanding your clients expectations and goals from the start. And the more that you can figure out how to help them, then the easier it is to help them. Same goes with the communication with just basically all parties involved,since there's so many moving parts, keeping the lender keeping the title company keeping the inspection company at everyone on the same page with your clients. And the other, you know, either the listing agent or the buyer's agent and their clients just makes the whole transactional a whole lot easier.

Rick Ripma: 6:44

There are a lot of moving parts when somebody's buying a house, Arthur

Zac Canull: 6:47

there, there's a lot and most I don't think most people realize how many moving parts there are,

Rick Ripma: 6:52

how do you how do you keep control of all that,because one of the things that,you know, based on reviews,things like that we know is that you're really really good at keeping the you know, keeping everything running smoothly,we're the customer may not really may not understand all the things that you're doing in the back end to make it go so smooth for them in the in the front end.

Zac Canull: 7:15

And that's that's been our goal. And that that was in the home shops, you know,motto when we started was real estate simplified. How do we make it easier on the customer.Because the average person doesn't understand how many things are, are involved with purchasing a home or selling a home. So our goal has always just been to communicate with them, keep them in the loop,keep them on track and say,here's the whole process from start to finish. And then along the way, here's what step we're at, and this is what to expect next. And that all comes back to communication.

Rick Ripma: 7:50

Okay, so I know you have a team. And it sounds like you're you're there's a lot going on with your team. So can you talk about that, like what your team makeup is? And yes,and how you guys work that that kind of

Zac Canull: 8:02

so my executive part of my team doubled in the last week as I just got married?

Rick Ripma: 8:08

Oh, yeah. All started.

Zac Canull: 8:10

Yeah, so my wife has, she's, she's been involved for the last few months, you know, helping me build out the new brand. And she's going to be helping with marketing and branding. And then I've hired an operations manager to help with a lot of the day to day tasks.You know, I flip houses as well.So trying to manage four or five rehab projects on top of clients and everything else going on,started to be just too much. And in order to help help more people, I needed to expand the team. So we've got our, you know, branding and marketing director, we've got an operations manager, and I have a few part time agents. But we're actually at a point where we're hoping to aggressively hire, you know, we're looking to bring on more agents. We've been building the infrastructure for this team, called the control group.For the last two, three years now. We're at a point where we were hoping to provide value to agents right away. So we built out the infrastructure. Now we're looking to bring in agents.

Ian Arnold: 9:14

Yeah, if somebody is out there, and they're wanting to talk with you about possibly join your team, how would they get ahold of you?

Zac Canull: 9:22

They can reach out to me via phone 317-496-3632 Or they could shoot me an email.Zac at Indy. I NDY. Home shop.com

Rick Ripma: 9:37

And that number317-496-3632. Yes, and there's a call or a text or just call call or text. Okay. You have a preference.

Zac Canull: 9:47

Honestly, text message. I think the number of people I talked to a day is alarming. For me to keep track of and writing, it's a lot easier to keep track of what we're talking about. Yeah.

Rick Ripma: 9:58

And to get a hold of me after I go to heart I'm working mortgage guys.com That's hard working mortgage guys.com where you can call 317-672-1938.That's 317-672-1938 and thanks for listening to indies real estate gurus. The guru's we interview, 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 amateurs just don't see. They listen and they find unrealized opportunities if you're if you're buying or selling a home. A real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening, and definitely call one of Indy's real estate

Ian Arnold: 10:41

gurus. All right,Zach. So I know you just got married. So this is a termite change here. So but let's say I gotta take away your phone, you cannot work for 24 hours. What do we catch you doing for fun?

Zac Canull: 10:55

Well, typically,either traveling, hiking or backpacking. At least once a year, I tried to get out to Colorado or out west get out into the mountains. And you know, I've got some buddies that we go out and we hike. And we are at a point where there is no cell signal. And it's an extra normally a couple of days. And it's you and nature out there.And it's kind of survival,honestly, and there's something primal about it. That kind of speaks to me. And I just absolutely love doing it's kind of a little adventure.

Ian Arnold: 11:28

That's awesome. So where's your favorite place? You said you'd like to travel besides car Colorado? Where does it go? Another place you love to travel.

Zac Canull: 11:36

I love you. As you can see a theme here. I love the mountains. So we just got married in Gatlinburg. So the Smoky Mountains, the Appalachian mountains, mountains out in California, they something about the mountains just kind of calls to me love the beach to always great time. But sand just gets everywhere. And in the mountains, there's not normally sand. So beautiful views. Just peaceful helps you kind of relax. And I always find that I come back from those trips more supercharged, you know, ready to let's get back to business.

Rick Ripma: 12:13

There's something about nature. I think it just my family is in the bird. So we've always spent our time out in nature, because they're really in the birds. Yeah. Not me,though. So. So let's get more on your team. Because it sounds like there's more to it, you've got you've got it, you've got a team you're looking to hire. Is there anything like specifically you're looking for? To hire? You know, what do you look for?

Zac Canull: 12:40

So we're trying to hire based on culture, you know,does someone fit in with, you know, our values does someone is someone willing to learn our ways, and then are they willing to put in the work, you know,like, like we've discussed, real estate is not something you get into to just make a quick buck.It takes time and effort, and you'd have to put in a whole lot of hard work. And that hard work does pay off, but it pays off over time. And if you're in it for the short, you know, the quick dollar, I don't think this is the right industry for you.

Rick Ripma: 13:15

And it doesn't matter a lot, to have great mentors. And to have a great team behind that's what we've noticed is the the to really become successful for most people in real estate, they need a great team, and they need phenomenal mentors, you know,like yourself, somebody who's done it, and then can help them and now I can help them once to help them become great.

Zac Canull: 13:40

Absolutely. And I was very fortunate that my my older brother, JJ, he had already been in the business, I believe nine years when I started, and he shadowed our dad, you know, for for a lot of those nine years. So the 50years experience for my dad was passed down to my brother than it was passed down to me. So,you know, having that mentor and having someone you know, show me the ropes number one about real estate, but he also taught me how to flip houses too. So

Rick Ripma: 14:08

right now let's see.So is a big piece your business flipping houses or is that kind of a side piece? Or is it 5050?How's that work?

Zac Canull: 14:16

It's it's the percentages have gone back and forth. You know, right now, I've got five flips going. But we're working on basically separating to some degree where they can all groups going to be more rested on the residential side and in the home shops going to be more on the investment side.Okay. That sounds like

Rick Ripma: 14:37

five flips going in a market that is really hard to find houses. How did you accomplish that? That's, that's incredible.

Zac Canull: 14:45

Yes. So about last year or about 18 months ago,actually, I met with an investor and we discussed his goals and he decided that we wanted to First it was let's flip some houses together. And then it was, well, maybe we should start looking into buying rentals. And the focus kind of just came in where it was, here's our Buy Box, anything that hits the market that meets these specific criteria, I need to jump on it.And in last year, one of the busiest markets we've had, and you know, probably multiple decades, we were able to buy 18homes. Wow. Honestly, a lot of it was just taking the time to be a market expert and understand the market so that when a home comes on, that's priced properly, we can take immediate action, you know,there wasn't a oh, let's double check all the numbers, look at this, I knew I had to know what price per square foot what has potential, you know, walk the house and make quick decisions.I also had to learn how you know the anatomy of the homework so that I could almost do an initial inspection myself or with a contractor partner and say, All right, quick walkthrough, let's make a decision, yes or no. And acting quickly has led us to where we're at.

Rick Ripma: 16:10

That's incredible. I think it's also very valuable for your clients. Because you've, you're became a market expert, which doesn't just help you it helps anybody you're working with, correct?

Zac Canull: 16:21

Absolutely. And that's where the the investment side of the business has really helped tie in and grow my residential side, because with the investment side, you know,I'm looking at a property through a different lens, where we're looking at, what's the long term benefit here? Or what's the long term potential.And I'm also having to keep up with current design trends, and what buyers are wanting. And that helps when you're when you're looking to sell your house. And I've got my pulse on Well, here's what buyers are looking for. Because here's what we're doing with our flips. Why don't we paint this room or switch this light, fixture,whatever, and understanding the return on investment of improvements to the home?Because every dollar you spend on your house doesn't mean you get that dollar back? Correct.So I think that's tied in a lot.And that's really helped me attract clients and grow my business is my experience with the construction and the flip side of the business. Because it ties so well into looking at a home as an investment. It really is. I mean, you could literally build generational wealth through real estate and tons of people have done it. Right. It really, but it starts with purchasing your own home.

Ian Arnold: 17:34

Yeah, yeah, I think that's the one time like,especially if you talk to first time homebuyers and stuff that they don't understand. They just think it's a place to live. And let's be honest, yes, it is a place to live. But there are other avenues that you can do.And the nice thing is with you having that investment side mindset, you can easily talk with somebody and explain to them the options I have. Yes,you can do this. But what happens when you have a two bedroom, two out and two bedroom, two bath house, and then you have an extra kid?Okay, now, what are you doing?All right, do you sell that house? Do you rent it out? What do you do? And it's nice that you have that knowledge?

Zac Canull: 18:12

Absolutely. And I think, you know, the HDTVs of the world have created this desire for people to want to fix up their home. I'm there to help them understand that, oh, we're just going to redesign our kitchen is actually a it's a six month project, it's going to cost you $25,000 You're not going to have a kitchen this entire time. You're gonna have dust all over your house. Is this something you want to do while you're living there? You know, the TV shows, they don't show you. What really happens when you're doing stuff like that.

Ian Arnold: 18:46

If anybody really wants to know, come talk to Rick, he redid his kitchen.Trust me. I think he was eaten out of cardboard boxes for the longest time.

Rick Ripma: 18:55

I really did my whole house. And I'll never do it again. You know, the only way to do it is move out. Yep. If you're going to do a lot, and it's it is amazing. I mean, I knew as I spent 11 years with a new home builder, so I knew somewhat of what I was getting into. And it wasn't as bad as me as it wasn't my wife, but it is you really have to know what you're getting into. And it can be worthwhile. Like we love the house now. Yeah, but man getting there. i Today wish I just sold it and moved to a different house.

Zac Canull: 19:28

Yeah. And, and like you said that, you know,sometimes it makes sense to just move on, right? Because the project, the scope of the work might just be too big. And you know, especially if you have kids or you have a large family.How you live for six weeks with no kitchen when you're feeding five people. Yeah. It's just it's just not feasible and just understanding how to analyze what kind of return would we get if we did this work versus what can we sell the home for now with aren't doing any work?

Rick Ripma: 20:00

Right? Yeah, I've been in my house a long time.And so we wanted to stay where we're at, but I wish I hadn't. I wish I had done it. And I think you're, I think that's the key is talking to somebody like you,you can help people think through that process, because we'd never really considered selling. Yeah, and I never thought it was going to cost as much as it cost.

Zac Canull: 20:20

Yeah, and, you know,with the price of materials, and you know, the scarcity of labor.Recently, it's been even harder.And even when you can find contractors, their prices change, or their timelines change. And that's where having that relationship with multiple contractors, or we're having,you know, almost contractor partners, has really been a difference maker for me.

Rick Ripma: 20:48

And I'm guessing that can help your clients because I find most agents, at least have some contractors they work with, but you're gonna have a much more detailed. So if you have clients that need something like that, is that something that you help them with?

Zac Canull: 21:00

Absolutely, you know, any anyone, honestly, that reaches out to me and says, Hey,you know, we're, we need to redo our bathroom, or we've got some plumbing issues, or whatever it is, and whether they're ready to buy or sell now, I'm happy to help them. My goal, my goal,number one is to help them but number two, hopefully, they remember that I was able to help them and down the road, when they are ready to sell, then I'm available run almost every home seller, especially with the market conditions now. You know,there's certain things you need to do to your home to make sure that it's properly exposed to the most number of people. So I've got people for, you know,painting, landscaping, any minor upgrades. But if you want to do some major additions as well,I'm here to walk you through the options. And to understand, you know, the return on investment.Yeah, yeah,

Rick Ripma: 21:54

it's really important. Yeah,

Ian Arnold: 21:55

I think that's one of the dip differences that makes a regular real estate agent versus a guru real estate agent, is they end they explain to other people, hey, look, I'm here for you, even after the home. So so if you let's say your water heater goes out,alright, you can contact me,I'll tell you who, who, who I recommend. Because you know, the people and you do this on your account, you talk to all these people all the time. So it's nice that you explain that to your people.

Zac Canull: 22:23

Absolutely. Yeah,it's a we tried to be full, full service. And like you said, it's not just hey, thanks for buying house, we'll see you when you're ready to sell. I'm here when you need me. And if you want to talk about, you know, what could you do to improve your home or you have issues with your home? Or when you're getting ready to sell it? You know, I'm there.And I can advise based on my experience, and my understanding of art, if we spend this dollar,here's what's going to come back. You know, here's what the timeline might look like, here's what degree of error could occur while doing this project.There's just a lot more to it,then, you know, you see on TV,you just think, Oh, well, we'll fix that bathroom. And it's just done all of a sudden, in 30

Ian Arnold: 23:05

minutes. Yeah,completely done.

Rick Ripma: 23:08

That looks pretty easy on TV. Yeah.

Zac Canull: 23:10

I wish it was that.But But I,

Rick Ripma: 23:14

I have my favorite question, which is what I'm going to ask what is your superpower or superpowers.

Zac Canull: 23:20

So the control group, our goal is to take the old adage of location, location,location. But we want to, we want to look at that through the different lens of you know, this is the largest investment, and most people are going to make is their own home. So our goal is to help them see that not only is their home, but it is their largest investment. And, you know, understanding that over time, there's things that they can do to help improve that investment and maintain that.And then when they're ready to move on to the next level, we're there to help them, you know,achieve that next dream. So, you know, it's taking my experience with construction, and my almost10 years experience in the business and providing that value to my clients and saying,Here's what we can do to help you make the most profit over time.

Rick Ripma: 24:17

I'm guessing that your 10 years experience is a lot more than that, because you were born and raised in the business. So I'm guessing your real experiences however old you are. Yes. That's what I found with people who are like with you, your grandfather, your father, your mom, you you've been immersed in it differently than most people ever, ever can be.

Zac Canull: 24:38

Absolutely. Yeah, I didn't even realize it. I was handing out Open House flyers as a kid. Like, oh, hey, can you please sign in? Yeah, I'm looking back. I'm like, Oh, that was smarter. My dad does have me there and helping. Yeah,absolutely. I have been around all my life. It's It's been a,it's been a passion of mine now since since I've gotten back into it. And I truly do enjoy helping people. And one of the best things you can help them do is find their next home. Yeah.

Rick Ripma: 25:14

Wow, I remember your dad's company. I am really? Yep.I mean, I remember that, if I remember, right, it had like a sun on the sign or something like yes, absolutely.

Zac Canull: 25:23

That's what I thought. And we actually in the in the home shop logo, it's it's a sun rising over house. Okay,we took that sun, and it's part of the home shop.

Rick Ripma: 25:33

That's cool. So, so I want to know more about your company, because, you know,what? What is it that you want people to know about your company? What sets you apart?What, what is it that that makes your company what it is?

Zac Canull: 25:45

So I think, you know, the, we've got to ask aspects of it here, we've got Indy home shop, which is the brokerage and then we've got the control group, which is my team,you know, in the home shop.We've been, we were found in2015, we're gearing a little bit more towards the investment side of business. So we're working in with more investors. And I saw a statistic recently that said in the fourth quarter, there was I think, was 27% of all purchases were cash buyers, or investors.I mean, that's one in four, or almost one in three, right. So I think that that's an important part of real estate now. And if you're not working with a realtor that understands that part of the business, then you're missing a quarter of all buyers or sellers out there.That number may grow over over the years. And us being in tune with the investment side of business, we think that that offers a lot of value both to our customers, but also to agents coming in. Because in times when there's no inventory,we've got investors flipping homes, we have, you know, all properties coming to market where you might not be able to find something for your client,we may be able to custom design it for you. Wow, that's awesome,which is something I have done before where we've pre sold flips, where we've said, Hey,we've got we just purchased this home investor, partner of ours just purchased it, we were planning to do XYZ to it, it would end up in this price range. If you have clients that are interested in this area in this price range, we could cost and finish the home for you. You know, if the numbers pan out and everyone's happy. We'll custom you know we'll do anything that makes sense for all parties involved.

Ian Arnold: 27:41

That is awesome. So if somebody's looking to either buy, sell or even just talk to you about real estate, what's the best way they can reach out

Zac Canull: 27:50

by phone is probably the easiest. Text like we said is the best 317-496-3632 or you can email me za see at Indy home shop.com That's n di N dy.

Ian Arnold: 28:06

And reminder that is Zach without it. Ah, do not put that on the email.

Zac Canull: 28:11

CAC at Yeah,Instagram is another more platform I'm on quite a bit. My handle there is at close with Kunal. I interact with a lot of a lot of people on there as well. So guys, reach out there.

Rick Ripma: 28:24

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

Ian Arnold: 28:36

All right, so now we'll get into the question of the week and the question of the week is sponsored by Hey, Rick and I the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates through the loan process. We don't like to live in a black hole so we do not let you do it either. Alright, so here's a tough question though.What was your first car?

Zac Canull: 28:56

My very first car was a 1990. hunter green Ford Windstar van nice. It was back then they'll vans only had doors on one side. It was obviously hand me down from my mother.

Ian Arnold: 29:13

No, that was your first choice. You went there as I want that.

Zac Canull: 29:18

You know, even as a kid I I always like to, you know, put some personality behind it. So I put some subwoofers in it. And the underglow so, you know we swapped out the deck on it and everything so tinkered with a little bit but my the first car that I ever purchased was a 1993Jeep Cherokee. Absolutely love that car had about eight Jeeps since then. Just a lot of fun to drive.

Ian Arnold: 29:48

So you moved to the Wrangler or you stick with the Cherokees. So I had three wranglers

Zac Canull: 29:53

in a row, but I just recently switched to GMC Sierra and got a truck I realized Is that between the investment stuff? And just all these projects? I'm always hauling stuff around, you know, and maybe even it's helping clients move stuff around. And I figured I just need a truck.

Ian Arnold: 30:14

Yeah, it makes a huge difference in your type of line of work. So yeah.

Zac Canull: 30:18

Now unfortunately,you know, I can't help you move,I guess.

Ian Arnold: 30:23

Don't say that. Do not say that.

Unknown: 30:26

He's in big trouble.

Ian Arnold: 30:28

You want to delete that out later?

Zac Canull: 30:31

Do you happen to know anyone with a pickup truck?Tomorrow show up at a rental?

Rick Ripma: 30:38

Yeah, my wife has a truck. And it does come in extremely handy. But I don't offer to move people don't tell people about oh, no, I keep that I keep that quiet.

Ian Arnold: 30:49

Okay, so get back on the real estate part. So let's say what does for what should buyer look for in an agent? What type of person?

Zac Canull: 31:01

So I think it's important that when you're looking for a realtor that you know them, like them and trust them. And you know, knowing them, is not only knowing them as a person, but knowing that they're in the marketplace, and that they know what they're doing, you know, liking them?Are they similar? Do you have similar values? Are they good at communicating with you? Can you guys get on the same page as far as your vision for your home?And then trusting them? A lot of that comes from, you know, their experience in the business and their track record. And, you know, I would say, about two thirds of my business is referral business. And I'd like to think that that's because people know and like, and trust me, and, you know, that's kind of what we base our business on.

Rick Ripma: 31:49

So, with that, with that type of thing, when you're looking at when you think about all the agents who new agents who come into the business, and they struggle, and what it was at 90% are gone in the first three to five years, something like that, yeah. Why does that happen? And what can they do to not become one of those statistics?

Zac Canull: 32:11

I think like you we discussed having the right mentorship is extremely important. You know, you really need guidance, to get into this industry and to be successful.Another thing for me, that has been just absolutely crucial,has been busy business coaching,I work with the Tom Ferry business, or Tom Ferry coaching program, and I have a business coach for the last couple of years, and my, my business has literally doubled. So utilizing resources like that, there's another one Keeping Current Matters. These tools are out there to help you understand the broad perspective of real estate. And then it's it's up to you to do your research as well about your local market. And understanding from a macro and micro level. is really the difference maker from someone that's going to last in this industry or not.

Rick Ripma: 33:06

So how much how much importance Do you think there is you came out of a background where you did cold calling, so you will pick up a phone and you will call people. And there's so many people who are scared of that. But how important is that they suck it up when they're brand new, and just call

Zac Canull: 33:24

extremely important.And logistics business we used to say, smile and dial. And you just have to do it honestly,it's one of those things where when one thing that can help is is having some sort of accountability. And for me,that's where business coaches come in, you know, being able to set goals and say, All right, I need to talk to five or 10, or however many people today and basically not stopping until that's done. And if you don't set that accountability or you don't have the accountability,accountability to do so, you'll probably find an excuse to not do it. I'd say it's crucial.

Rick Ripma: 34:02

That's where you need a mentor. You need a good solid team and a leader in that team like yourself. We always say here if the phone's not ringing, pick it up.

Zac Canull: 34:12

Absolutely. You know, the my coaching program talks a lot about if you're not having conversations consistently. You're not growing in business.

Rick Ripma: 34:22

Well, you're working on your business, not only in your business, and that's extremely important. And it's a very distinct difference.

Zac Canull: 34:29

Absolutely, yeah,there's there's times where you're working with clients and you're making sure that everything is lined up, where you're helping them search or you're researching the market that they're looking in. There's also times where you need to be building out marketing strategies, and you need to be calling new prospects and you need to be sending out mailers or, you know, creating content on social media. This is one of those businesses where you just have to put in the work there's no everyone's always Looking for the shortcut? There's no shortcut to success in real estate. I think it's just about long term consistent hard work.Yeah.

Ian Arnold: 35:07

So when you're when you came to work with your brother, now, I know he was already in the industry for a while. So what did he tell you that you had to do to get going?

Zac Canull: 35:19

Honestly, I remember one of the first things he said to me was, communication is the number one complaint of for our industry. And you need to understand that the more you can communicate and keep your clients on the same page, the less stressful it is for them.And it's all about the client experience. So that ties into the lawyer entire process is not just communicating what just every once a week, or checking in or whatever, it's just making sure that everyone's on the same page. And, you know, I think another thing is, he had said,the beginning was, you know,this is something that our Father was big on, it was live by the golden rule, treat others as you want to be treated. And you know, this industry,although there's 1000s of Realtors, it's still a small industry, and people know each other, and your reputation follows you. And if you're a nice person, and you're fair with people, that people like working with you, and you build these relationships, and over time, you know that that's a huge advantage for a realtor.

Ian Arnold: 36:30

I think Rick, and I've talked about this, but it's one of those things that especially when you're when somebody's looking at buying or selling their home, they don't do it all the time. So but when you go without talking to him for weeks, or a week or something like that, they start every bad thought fused into their head that, oh, nothing's going right and everything. So we always like no, we more communication is always better.

Zac Canull: 36:54

Absolutely. And it doesn't help that, you know, the doom and gloom headlines that we see. And people can get caught up in, oh, the housing market is gonna crash or this and that,unfortunately, doom and gloom is what sells headlines. So that's why they bring up things like that. And that's where, you know, being not only a local expert, but understanding the national market and the mortgage side of the business as well,and being able to educate your clients on okay, I know you saw this article, but here's what's really happening. You know, yes,there are cities out there,primarily, what seems to be in the west coast where there's price declines or value declines. But the reality is in the Midwest, we're seeing price increases and pawns in demand.So, you know, yes, there's kind of a tale of two markets, but what you're gonna see on TV or in the newspaper, you know, our line might be all the housing markets crashing, it's like,well, that's not actually accurate. You know, real estate is, and always will be local.And you need to understand your local market.

Ian Arnold: 37:57

Yeah. So I'm gonna ask my favorite question now. So what would you consider one of your most memorable deals?

Zac Canull: 38:05

I've got two that stick out to me. One taught me a lesson. And it was actually my very first transaction. And I was so excited to get to the closing table. We everything had went fairly smooth, close the deal. You know, I got my clients abolish champagne. I was so excited for them to get home and open the champagne, and they,maybe 30 minutes after closing,they call me and I'm like, Oh,they're, they're calling to thank me for the champagne.Well, turns out the pipe had burst in the basement. So the drop ceiling had fallen and the basement was flooded. And for a first time realtor hearing this,my first thought was, I got to get a shot back and get over there and start cleaning up. But the reality was, they had actually shut off the water because they were going on their honeymoon directly after closing. So they had the water shut off prior to closing. And we were able to prove that the pipe burst while the seller owned it. Moral of the story was make sure to do a final walkthrough close to the time of closing. Yes. The second one really was the first transaction with someone that is now an investor partner that I spoke of earlier. But, you know, 18months ago, we bought his first house, you know, fast forward,he has a 25 door. Fast forward18 months is a 25 door, you know, rental portfolio, we flipped five, you know, four or five houses together. And he's working on building a tremendous amount of wealth with his portfolio. And just knowing that that's possible within a year and a half, you know, most of that we did in under 12 months.Not only knowing that that's possible, but it's also possible during any market Those two just stick out in my mind,

Rick Ripma: 40:01

that's incredible.That's fast.

Zac Canull: 40:05

We got really lucky that, you know, he had the confidence and the capital, and was willing to take the leap of faith. And I spent a lot of time many, many hours last year scanning the market and working,you know, different revenues to try to figure out how to find deals, both on and off market.And it's, it's helped me understand the analysis process of a transaction, it's helped me understand the investment side of the business. And it's provided this lens that I can use for all my clients is looking at this home in terms of what's the data behind it, you know, what's that neighborhood doing? What's the trends happening in that area? What's going on, in that, that part of town or that development? What homes are selling for more listings like that, and and understanding that the trends over time,

Ian Arnold: 40:59

I think that first story it makes me makes you really think because I've only purchased one home. And we didn't do a final walkthrough.So I didn't know that was even a thing, which is interesting,because you go through that, and I'm like, Man that could have been made or something like that. So but does a realtor that final walkthrough Do you usually have the client go with you or is that more of a, you just do a quick walkthrough because you know what you're looking for,

Zac Canull: 41:24

it could be either.A lot of times the the final walkthrough, it's two things.Number one it's making sure is the home in same or better condition than when you saw the first time, you know, is the seller, selling you the home that you thought you're buying and that might even be are all the appliances still there, too,would be making sure that all the repairs that have been negotiated have been done as well. You get a receipt from a contractor invoice paid. That doesn't mean that works been done. Right? I learned that a lot. Instructions. I see a bill.But that doesn't mean it's not.So. And that's where that's another point in time where my experience really helps, because I understand for the most part what to look for. Okay, see that right there that patch on the plumbing, you know, see that patch and that foundation, or that those new electrical wires that work was done, I can see with my own eyes. So that's part of the final walkthrough is, you know, is the house in the same condition? And what are the repairs all done properly?

Rick Ripma: 42:36

Yeah, and it's vitally important. As you know,I spent 11 years new home builder, we did final walkthroughs on every single house, When a house is sitting empty, which a lot of these houses when you sell them, by the time you're closing, that's sitting empty, somebody could break in and steal all the plumbing. I mean, there's lots of things that can happen. So it's vital.

Zac Canull: 42:55

I've had that happen a few times. Yeah, you never went to any neighborhood, when a home is vacant. It's it's at risk. So even if it's not vacant, you know, someone could easily take the air conditioner from the outside, you know, a tree could fall on it, their basement could flood, there's a million things that can happen.It's just important for peace of mind, so that when you're at the closing table, you can have the confidence your clients can have the confidence that, you know,when they open the door to their home, they're not seeing some sort of crazy mess they weren't expecting.

Rick Ripma: 43:30

So that's something you're incredibly, you know,proud of within your business.

Zac Canull: 43:36

To be honest, I'm extremely proud of my brother and I's ability to maintain an independent business. With our success over the years, we've been approached by a number of larger brokerages that are either wanting to absorb any home shop in under their branch,or recruit us to come work for them. I think, you know,following my father's footsteps of being an entrepreneur is important to me. And I like the idea of being a small local business. And not to say that in the future, we don't grow to be something more. And that is part of my goal is you know, I hope that one day we could have multiple offices and you know,be able to help more people that way. But I like the idea of that we've been able to maintain our own small business.

Ian Arnold: 44:34

I mean, that's phenomenal. Because I mean,especially let's in the last five years, we saw a lot of small businesses go under because of all the situations,but it's nice that you guys are flourishing, having a great time and you're looking at growing and that's phenomenal. So if somebody is looking to either possibly join your team and want to have that conversation or buy, sell or talk about investing, how would they get ahold of you?

Zac Canull: 45:00

are the best way is probably texting me 317-496-3632or you can reach out by email za see at Indy I NDY home shop.com

Ian Arnold: 45:16

And a and remember,talk to him not his brother.He's the better brother.

Zac Canull: 45:21

Sorry, JJ. No, he's not.

Rick Ripma: 45:24

JJ is easy to remember you actually both have good names. Short and simple.Yeah, yeah. And to get a hold of the inner I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 31767 to 1938. And please follow us for more indies real estate gurus

Ian Arnold: 45:45

and reminder. If you have any friends, family,coworkers looking to buy, sell or refinance, let us know we'd be more than happy to help you.And Zach,

Rick Ripma: 45:51

thanks so much for joining us. We really do appreciate it. You are phenomenal. You're a great agent and even more, you're just a really good person. We appreciate it.

Zac Canull: 45:59

Thank you for having me. It was a wonderful opportunity. And I look forward to doing some more business with you guys some great,

Rick Ripma: 46:05

we appreciate it.

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