Rising Guru Dejania Martin with Highgarden Real Estate

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus, your ultimate guide to the dynamic world of real estate in Indiana, and I'm recruited by your hard work and mortgage guy and I've been in real estate and mortgages for over 24 years. And

Ian Arnold: 0:13

I'm Ian Arnold, a loan officer on Rick's hard working mortgage. We're both with advisors Mortgage Group together will empower you with expert advice market trends is Bestival stories from Guru realtors and local experts.

Rick Ripma: 0:27

Whether you're a homeowner and investor or pro, join us as we navigate the thriving in the real estate market.

Dejania Martin: 0:33

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

Rick Ripma: 0:40

Well, we are really excited today we have the jhana DNA. I told you I wasn't gonna pronounce the

Dejania Martin: 0:47

correct spelling doesn't help. No, it doesn't. And

Rick Ripma: 0:51

I can't spell either. Just so you know. So I also but you are know what company or give us a little background. Just tell us like, you know where you grew up? You know, what, what you what your life was like before real estate kind of where you are today and what office you know what company you're with? And how do you got into real estate?

Ian Arnold: 1:11

Okay, I'll start off with where I grew up. I grew up in a small town in Northwest Indiana, most people is from is Michigan City. And when I say that people like oh, you're from Michigan. No. And I don't know why it's called Michigan City. But in Indiana. I'm from Northwest Indiana. I grew up there my whole life. And then I graduated high school, went to IU got my degree in exercise science, because I just knew I was going to be a coach. Athletics was my thing. I loved athletics. And then the pandemic happened shortly after graduating 2020 So I was trying to find my footing. And then I realized that real estate was something of more interest and there was a little bit more fulfilling. So I got in property management. I liked the interaction between people. I love the conversations you will be able to have people saw you as their confidant. And I was like, this is this is almost it. It's not the it that I want but it's close to it. And just doing more research and the more I found out about real estate, the more I felt like it would be a great fit for me. Okay,

Rick Ripma: 2:16

so So you started in and athletics, athletics, which I know is because I read your bio, and that's a big, you know, athletics is big. So is there a certain sport that you basketball

Ian Arnold: 2:27

will add strength and condition? All sports? So my internship I worked with almost every sport, even golf and that was a surprise because I didn't know that as a golfer you had to actually train but I worked with all sports, but mainly basketball and volleyball. Okay, I still dabble in here. They're my husband's a coach. So I help probably some of their stores. He coach he coaches at St. Luke's Oh, really? Oh, yes. Yeah.

Rick Ripma: 2:51

And what does he coach basketball?

Ian Arnold: 2:53

He's just fitness. 618 basketball coach.

Rick Ripma: 2:56

Okay. All right. And did you play basketball?

Ian Arnold: 2:59

Yes, I did volleyball. Yes, I did. Okay, golf, no golf. It was it was basketball volleyball on track. And I did a year collegiately running track and my body was not. Oh, you state from what you ended I transferred to it. Okay.

Rick Ripma: 3:16

Yep. Okay, that where you met your husband.

Ian Arnold: 3:19

I met him in Chicago and then we fought briefly. It was almost like in passing and then we reconnected here in Indianapolis after he graduated how

Rick Ripma: 3:27

that happens. It is it is very weird how that happens. So you you grew up in Michigan City, which I knew was in India. Okay. I knew that. Because we drive up the Michigan a lot because we have family up there. So. So you you live there is your are your parents still there? Your family's still there?

Ian Arnold: 3:46

My mom actually moved to Detroit. Okay. But the rest of my family aunts, uncles and grandparents is in Michigan City on my mom's side. And on my dad's side, they're in Lansing, Michigan. Okay. Okay, so you're all from up there? Yeah. Yeah, yeah. And Midwest. We're real Midwesterners,

Rick Ripma: 4:03

which is great. So how long have you been in Indianapolis?

Ian Arnold: 4:06

Indianapolis? Five years now.

Rick Ripma: 4:09

Alright. So you got here. You've been here five years. You became a real estate agent after you were in athletics, athletics, and then you were in property management. That was one I could not remember property management. That's ridiculous. So you're in property management. And was that in like apartments or what were you? It

Ian Arnold: 4:29

was apartments, okay. Apartment property management. So I worked at an apartment complex off of 86 in Michigan, and then I took a step up and started working luxury apartments in Westfield.

Rick Ripma: 4:40

Okay, okay. Yep. My sister in law did that for free for heart.

Ian Arnold: 4:44

Okay, yeah, I was working for Baronets okay. Yeah, she liked

Rick Ripma: 4:48

it. It was there was a good job. And it's a great training ground for real estate agent.

Ian Arnold: 4:52

That's what my mindset was. Growing up. I knew I wanted to be successful and I never really knew what the path was going to be but I knew that no matter what, because as my grandmother would tell me, you have to start from the bottom up, you want to know, all layers of the business that you're in. So I knew property management, or I felt like I knew property management would give me the foundation that I needed to go into real estate.

Rick Ripma: 5:14

Your grandma was very wise. She's accurate, that's very wise. So then you then you moved into real estate. And you didn't have a huge following here of people that you knew you're How did you get going in real estate, it's tough, it

Ian Arnold: 5:33

is really tough. So I got my real estate license about a year ago, going on two years now. And I will say that that is one of the biggest focal points of my business now, and probably forever is to work on building that network of people. Because without people, you don't have the business. And we're at athletics. That's my, that's my safe space. That's my comfort zone. So with my husband training and coaching, I meet their parents, you know, have those conversations. And that's kind of how I introduce myself, as a real estate agent or realtor in Indianapolis these days. Oh, that

Rick Ripma: 6:11

makes total sense. Because you have to have that sphere of influence. And those people are the people you know, and then you can expand out from them because they know people and your social media, you said you're you're in that you're not doing as much as you want to do you're

Ian Arnold: 6:25

a new mom, if you mess another job to try to figure out how to handle life outside of there.

Rick Ripma: 6:31

So how old is your baby?

Ian Arnold: 6:32

She will be one on December 1. So Wow. 11 months, right? Yeah.

Rick Ripma: 6:36

So have you been able to juggle the

Ian Arnold: 6:39

Juggle? How fluently are we talking about, it's a juggle, it's just not a pretty juggle.

Rick Ripma: 6:44

We aren't dropping the baby are you?

Dejania Martin: 6:50

It is a specially at that age. And I have to have a six and eight year old it is tough to try to juggle all that stuff. So I give you props. I mean, it just takes time.

Ian Arnold: 7:01

And this is this year is my rebuild. I've taken this year to work on rebuilding kind of send some things in place getting some plans together for going into the next year. So that was that's my focus for this year has been for this year. And

Rick Ripma: 7:15

so how did you when you got into real estate? How did you pick? Where your work? You know, what, what was your? Is it the same office? You're in today? Or did you

Ian Arnold: 7:26

I did switch? I when I first got into real estate, I did know someone who worked at high garden, okay, but I didn't want to, I wanted to kind of get out there on my own. I'm the I'm just that type of person, I wanted to do something on my own. And then I found a smaller brokerage. I'm used to the family own, you know, small, small time things. And I was like, Okay, this will be great. So I worked with a Realty One Group for a minute. And then I recently just transition into high garden. So why did you pick high guard? The so when I was property management, or in property management, there was a real estate agent there. And she just raved about how she loves their resources and the help and the people there. And I wanted to see for myself what what the hype was about. Are you finding that's the case, it absolutely is the case. And I love that the people there will hold you accountable. If you say you're going to do something you have people calling or texting and checking in to see like, Hey, how's it going? What's the progress? This is what we talked about. You're doing? Are you doing? Okay, so you have basically coaches? Pretty much the whole office is an office full of coaching. Awesome. Yeah, it's great. It's a great support we've found

Rick Ripma: 8:40

in and I with all the interviews that we've done with top agents, that to a person that's part of what made them successful is they had the proper support system, mostly coaches and mentors, who would, who really brought him along and held him accountable to do the things they needed to do. So So of those people like whose I don't want you to just pick out one but you know, what are they doing and who's like your like, your go to mentor and why.

Ian Arnold: 9:10

So, oh, that's a tough one. I would say my go to mentor is Kim. She is the one who onboarded me that was who I first met with super fun light hearted personality. I love everything about her. But that's not to say that nobody else in the office is helping. Everyone is willing to offer a helping hand. Yep.

Dejania Martin: 9:32

Yeah, I think that one, especially as a new person coming into the business, having those coaches having people to basically hold you accountable is huge. I mean, just think about your own your own business, basically. And I don't think when a lot of real estate agents become real estate agents, they don't realize how much of a business that is. Yeah,

Ian Arnold: 9:53

so I was one of those. I was one of those. It was definitely a culture shock. So

Dejania Martin: 10:00

Are these what made it such a culture shock?

Ian Arnold: 10:03

So you I came from, I thought that it would be an easy transition because I was a server at one point of time. So that's a small business within your business, you have to manage things, you have to multitask. But up until that point I wasn't I wanted to extend myself a creative. And I feel like to be a real estate agent, you also have to have a creative side to you when it comes to marketing, different ways of networking, different ways of prospecting. And that was probably the toughest thing for me to get into. Not everything else. I mean, I'm gonna balls to the walls, let's make it happened. That's thriving in chaos and stress and under those situations, but it was definitely you're legitimately out here on your own. And this is all on you to either make it happen or be the reason if else. Yeah,

Rick Ripma: 10:52

well, you definitely in this business. And same with mortgages. So I spend my whole career I've always been, it's you've you make it or fail on your own. It's very much like athletics, I can see why somebody in athletics would pick

Ian Arnold: 11:04

Yes, I equate real estate to being on the track team, where each sport or each event individually, the success is up to that individual person. However, the brokerage the team, your success contributes to the success of the team. But the brokerage,

Dejania Martin: 11:24

it's actually a very good analogy, because that did tracking everything to fantastic analogy.

Ian Arnold: 11:30

Thank you. Thank you. Yeah.

Rick Ripma: 11:32

And it's, it's it, it sounds like you're at the right type of place that does that they see it as everybody, everybody's doing their thing, but everybody's there rooting you on and helping you and guiding you. Exactly. And I think it's critical when you're brand new, or fairly new. When you're learning that you have people there, who, who you can go to if there's any issues, because in real estate, I'm sure you've already found this. We had a guy that been in real estate for 52 years, he still ran into things he needed help on? Yes. So it's always that way, it helps to have that support, it's not help, it's critical to have that, that for your own self, but also for your customers, don't you think? I

Ian Arnold: 12:13

feel like with that, you have to be a sponge. And I feel like I am a sponge with no matter what you do. If you're not a sponge, you're going to miss something. The world is constantly evolving, new techniques, new technology, new information is always been introduced. So you have to be willing to receive that information to be able to be the best you can be for your clients. Yeah. So

Dejania Martin: 12:35

you mentioned mentors earlier. So I want to go back to this. So what is one good advice one of your mentors have given you,

Ian Arnold: 12:43

whatever you put your name on, you want to make sure you do it to the best of your ability, because your reputation is all that you have. You

Rick Ripma: 12:51

know, in real estate, especially reputation. And it's, it's, you know, it's it's the reputation that you have that gets out there that matters greatly. It also makes a it just makes a huge difference when you're when people see you and they and you're congruent. I don't know if that's the right word. But everything you do is you know, they know you're honest. And they can tell because of your everything

Ian Arnold: 13:23

that you're putting out to the world actually matches up with the person who you are. And it's not two different images.

Rick Ripma: 13:29

It's not Facebook. Yeah. I heard on the radio. Yes, no is on a podcast I was listened to. And I guess you can now rent an airplane a jet and all it does is sit on the tarmac and you go and you get read it for 20 minutes and take pictures of yourself in this

Ian Arnold: 13:46

line. You're flying private jet. Yes. Wow. I mean, I knew that social media had taken a turn. I mean, it's a double edged sword. I knew there was some people using it to front a lifestyle but not to that. I didn't either. I was shocked crazy. And

Rick Ripma: 14:03

that's that's what you don't want you want to be there. And you know, we're really in real estate is really a it's really not a real you're not real estate. It's a personal it's a relationship business. Yes. And that's really what you have to be good at.

Ian Arnold: 14:17

That's actually one of my business goals each year is to connect and build a direct or genuine relationship with three people I don't want to really do more than three because then you get into nd you and relationships but three people a year I want to meet Bill relationships on a personal level. Now if that turns into a business relationship, great, but I just want to build a great group of people to be around and Patrick goal. Yeah, that's that's the goal. That's how I lead my real estate business. That's

Rick Ripma: 14:49

a great goal.

Dejania Martin: 14:49

So somebody's wanting to get in that connection group with you and be one of those three people. What's the best way to get ahold of you by phone?

Ian Arnold: 14:57

Preferably text but if you call I'll return your call. My phone number is 219-210-8613.

Rick Ripma: 15:04

What was that number? Again?

Ian Arnold: 15:05

219-210-8613. I

Rick Ripma: 15:08

can't remember I always have, I always have to have you repeated a couple of times, so I can remember. And to get a hold of the inner I go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. You can contact us from there. Or you can give us a call at 317-672-1938. That's 317-672-1938. That is a call not no tax can't tax that number. We won't get it. It's an office.

Dejania Martin: 15:33

That got it. Hey, it's alright. You'll get through this. I will. Alright, so we're gonna take a sidestep. Okay. All right. So we know about the real estate, we know about the baby. I know that takes up a lot of your time. But what do you do for fun? Fun

Ian Arnold: 15:48

is being back in the gym. So if I'm not at home, real estate working, I'm usually in the gym, either working out myself with my husband and daughter, or he's coaching and I help him coach a little bit here and there, honorary assistant coach, so I'm not the official assistant coach, but I go in and help out with this team, from time to time. All right, so

Dejania Martin: 16:08

I gotta ask because my wife was a personal trainer for longest time. And then she got out of it, because she knew she wanted something different, more reliable people. All right, but how do you do it? Do you take the kid to the gym with you? Or how do you? Yes,

Ian Arnold: 16:23

she is because she's walking now. So we have? Yeah. Good. We have a we bought her a pink ball. But she's really self sufficient. So a lot of the time, she'll just run around. I mean, I kicked the ball, but push the ball around. But some of the time she's in our arms. But she's there right along with us taking everything in? Yep,

Dejania Martin: 16:47

we can't do it. My wife and I used to go to the gym together. But once we had kids now she just goes on her own and not a big person.

Ian Arnold: 16:54

So this is great. Oh. So I'll stay home. Hey,

Rick Ripma: 16:59

that's me. Yeah, that's I, I started with a personal trainer a couple years ago, and I can't it's very, very helpful. You have a personal trainer, because they they know what to do. They watch you make sure you do everything correctly. And

Ian Arnold: 17:15

all of your reps do not cheat. Yes, they do.

Rick Ripma: 17:18

I'm pretty sure mine can't, he can't count very well. Because I count him different than he

Ian Arnold: 17:23

does many times. So is it the user? Is it the trainer? I'm

Rick Ripma: 17:27

sure it's a trainer? I'm sure. Not at all. No way you can

Ian Arnold: 17:31

you can count not spill. So

Rick Ripma: 17:34

I'm in I'm in finance, I have numbers. That's, that's something I'm good at. And he actually is becoming a real estate agent started. He had a he had a guy sponsor him. And he's just started now a few months ago. So

Ian Arnold: 17:49

I wish I would have known about a sponsor at the beginning. That was probably another shot the the launch to get into real estate. I had no idea the fees in the time and the cost to start the real estate. Yeah.

Dejania Martin: 18:03

So let's actually talk about that a little bit. I like to hear what people have learned. So what do you mean by getting a sponsor? Do you mean do you know about how to get one or

Ian Arnold: 18:16

more I am I everything I did, I did them all. It was something that I set my mind to I researched it, I guess not good enough, because I've been figured out that I could get a sponsor, but I researched it to the best of my ability and I kind of just went for I knew it was something that I wanted, I set my eyes on that and I went after it made it happen.

Dejania Martin: 18:36

So besides your test, what else do you have to put money up for

Ian Arnold: 18:41

so you have to put money up for your test the class itself and depending on what avenue you take to get your real estate license, the cost can be higher or lower. Then you have your my board fees. So you want to have access to all of the property listings. So you have to pay that and then they have their own separate technology fees and you come out about a couple $1,000 at the beginning.

Rick Ripma: 19:06

And you need all that you do like you can

Ian Arnold: 19:10

do have to pay for this. No you have to pay

Rick Ripma: 19:13

to have it that used to be you have to buy the books now. You just have to buy to pay technology fees. Yes, my boy figured out they couldn't they are gonna get the book fees. They might get some. They must have probably figured that out from from college. Yes,

Ian Arnold: 19:24

because a lot of colleges are moving to electronic books now. Yeah, and they can charge you for everything. They can automatically charge you my sister is a senior at IU right now. She was saying that some of the book charges are automatic so you don't even get to choose if you want to buy the book or use a friend's book they automatically charged to take your biosolids.

Rick Ripma: 19:45

Anyway I'm glad all my boys have went through IU they're all graduated. Yeah, all my wife went to IU to now me I didn't go but what What would you say your superpower? Or superpowers are?

Ian Arnold: 20:04

My, my superpower would be my ability to connect with people. On a personal level, I feel like I have this natural knack to put myself in other people's shoes to understand their concerns and needs. And that allows me to build great relationships, great genuine relationships with people. So I would say that is my main superpower. My other superpower is just being honest but pleasantly honest. Because that is a skill being honest, is one thing. But you have to be pleasantly honest because some people don't know how to take the honesty in some situations. Yeah,

Rick Ripma: 20:37

that's very true. I was listening to this rabbi and I really liked this rabbi, and his name escapes me right now. But he, he was talking about that, and he was talking about it is okay, at times not to be honest. Okay. And he explained why based on biblical principles, you know, and the 10 commandments, why he, he would say this. And so, but it didn't. But he was talking about basically the same thing you have when you're honest, but you got to be nice about it. It's got to be I found, and maybe I'm not nice about it. I found that everybody I'm you know, I'm a straight shooter. Yes. And everybody saw I love straight shooters.

Ian Arnold: 21:19

They I think they say that, because it sounds good. Yeah. But when they really run into a straight shooter, it's like, I found they don't really like it. No.

Rick Ripma: 21:30

But I'm much better today being a little bit more. Yeah. It's all about it's all about education and growth. Yeah,

Dejania Martin: 21:36

yeah. But I think we're the straight shooter thing is nobody likes the bad news, right, then. Now, a day later, they might be thinking, Well, I'm glad he told me that and gave me solutions to get away, or through it, or whatever the issue is, but because you and I are both the same ways. We just don't tell people how it is. And matter of fact, yep. Now we tried to cushion the cushion it but we're in sales. But we got to tell people, hey, look, your credits not good enough. All right, what are we gonna do now to get it better? or what not?

Ian Arnold: 22:06

So and I think that makes the biggest difference when you're dealing with a client and you say, Hey, you can't afford this house based on this information. When you give them solutions. I think that helps you have some people who are honest, where it's like, Nope, you can't do this. And this is why and just leave it at that desk, things a little bit more than, hey, this is where we're at. And this is why we can't do this. But this is what we can do to get you closer to that goal. Yes.

Rick Ripma: 22:33

I have found basically exactly what you're saying. It's so much easier to give bad news. If you have a solution for the bad mood. Yes,

Ian Arnold: 22:42

right. That can't be the end of the bad news can't be the end of the conversation.

Rick Ripma: 22:47

Like for us one of the biggest issues is it can be you know, bad news, I can't like you said they can't they don't qualify. Right. But then it's why don't they qualify? And how do you like use that? How do you get them there, Ian is he's an expert at getting their credits up, right. So if somebody has credit issues, he knows how to do that. And he works at it. And he does that for a lot of people. And it isn't that you have to even have bad credit. But sometimes you can look at it and go okay, well, if they're it's, let's say a 680 credit score, but you can get them over 700 They get a much better rate. Well, how do we do that while they're looking for houses? Right? Exactly. You work on that kind of thing. So those kinds of things matter to people. But I do find that a lot easier. How do you handle let's say, let's say you have an inspection issue? Okay. Okay. So the house has an inspection issue. Now you got to deliver this news, either to the buyer or the seller? I don't know. It depends on who you are both. It's bad news to both to

Ian Arnold: 23:39

both. Yes, yeah. So let's say it's the seller. Matter of fact, this is what the inspection report turned up, we have this, we can either fix it, and we can still get the buyers in, we can still move forward with the this closing, or you cannot and you can choose to stay in your home. But matter of fact, is this is an issue. So it's better for you to know this now. So you can address it, whether you decide to continue with the sale or stay here, but you want to get this taken care of because in the long run is going to help you whether you want to sell this house or live in it.

Rick Ripma: 24:12

Right. And the reality is on an inspection issue is once it's once it's discovered, you have to even you have to acknowledge it to everybody who looks at your house. Exactly. So it doesn't go away. No, that doesn't happen. So it is critical that they they understand I think it's brilliant to that they you're making sure they understand that you're gonna have to do it no matter what. So you might as well just take it, we got to deal right now you're gonna have to pay for it anyway. Right? And so you might as well you might as well do it and whether if you stay in the home, you're still probably going to want this taken care of right, whatever it is. It's usually as long as sometimes people get a little picky and I you know, I know that but as long as it's a major issue. It's just one of those things. That's what happens to a house. You just got to take care of it. So I agree. I think it's I think it's critical. I also think it's It's very helpful. If they can, if you can let them remember why they're selling their house, you know, you kind of alluded to that is, so you know, you can do this you can, you can, you can not do this and they can go away. But now you can't go live where your grandparents are, you can't relocate, you can't go to their games you can't do and

Ian Arnold: 25:23

ask them. Do you want to? Is this the path you want to take? And do you want to stay here and say, forget all of this, all of the work you put in to get to this point? Or do you want to take that extra step? No, wasn't planned, but necessary to get to where you were wanting to go?

Rick Ripma: 25:40

So one of your superpowers is education. Now I'm picking up. Yes, that's,

Ian Arnold: 25:44

that is another one of my superpowers, I hone in on educating people, whether you want to work with me whether you are in the home buying process, or if you just want to know information, I like to connect with people and give them the pieces that they need to move forward. Yeah. Because

Rick Ripma: 26:00

you you educate them, and now they can make an educated decision. You don't make the decision for them. No. And I've noticed that with your whole answer was never about here's what you do. You gave them the information so they can make the decision that they feel is best for that. Yes,

Ian Arnold: 26:14

secretly is because you, I don't want to ever be to blame for something that you decided to do. Because if I go in and I say, No, you need to do XY and Z. And the buyers for whatever reason pull out and they're like, Well, you told me I needed to fix this. And now they're not buying the house. Well, no, I gave you options. This is the option that you chose. Now, if you want to get another buyer, we can work on that. That's the next step. We just have to keep looking forward. And I'm I'm a forward thinker, we can't stay stagnant. That's

Dejania Martin: 26:43

I think that's the right way. No, I fully agree. I mean, just like Rick and I, we give people options. And when I first came in Rick's like, hey, look, this is the way I do it. So I think I recommend you should do it that way. And just give people off. Because you could think one way. And CES, for instance, somebody could tell me right now, hey, I want the lowest, lowest interest rate. But then I show him the price, their payment difference with lowest cost, or, or low higher rate and stuff. And they choose something totally different than what they even anticipated. Because they didn't know all the facts. Exactly. By giving them all the options. It's it's the right way to do it. So when you do go through these hurdles, and everything, you lay out options for him. I mean, do they normally choose an option and they don't just like kick you to the curb? Right? They

Ian Arnold: 27:35

don't think I've ever been kicked to the curb that I don't want to be too confident. It could have been a timeout catered to her. But no, I like I said, I find I'm learning and I'm still perfecting the way to prevent, present the information in a way where you don't feel cornered. You don't want to feel you don't want your client to feel backed into a corner. This is an open conversation. And this is how we can handle it. And I'm going to offer you some solutions. And once you decide this is these are the angles like I'm a transparent person, that's probably one thing that will never change, you're not going to have to guess there's not going to be an ulterior motive or a crazy, drawn out endgame. This is where we are. This is where we're going. This is how we're going to get there.

Dejania Martin: 28:17

Well, the reason I bring that up, because let's be honest, nobody likes delivering bad news. So some people like to hold on be like, Oh, well, I don't want to on the hook, keep holding off given you know, given the bad news, like give them options Exactly. Like what the worst thing they can do. Let's be honest, it's kinky to care. But like you said, nobody's kicked you to the curb. So they like the options, give them options.

Ian Arnold: 28:38

And then if they do, I would even go as far as to say, hey, if this is not something that you think you want to do, I can definitely hook you up with another real estate agent. If you feel like you can be better helped by somebody else. That doesn't hurt my feelings at all. At the end of the day, the goal is to get the client what they need. And if I'm not giving it to you, then who am I to hold you back into stop you from getting to your end goal.

Dejania Martin: 29:03

So let's help you get your end goal. So what are you? What are you looking trying to do to boost your business? And let's say the next four or five years,

Ian Arnold: 29:13

next four or five years, so I am starting an education series? I feel like yes, I'm a I think I'm considered a millennial. So So you would think social media is like my go to thing The Tick Tock the rails, but I want to approach it on a more educational basis where the information I'm given is strongly evidence, communication to buyers, sellers, and investors. So when you go to my tic tock or you go to my Instagram where you go to my Facebook, you can sit and get that information that you need to take the next steps whether that whether you're working with another real estate agent or not. I just want you to have the information because I don't want people to it's kinda if you'd if you knew better you do better. So I want people to do better. Yeah.

Rick Ripma: 30:03

You know, it's fine. Because your your what what you're saying lines up with what why we're doing the show. You know, that's exactly why we do the show we don't we just want to help out the industry, right? We want to help people do better. And we know as Yeah, you probably know is you do that in some way. Somehow it all comes back. You don't have to worry about it. Yeah, life is

Ian Arnold: 30:22

Yeah, yeah, I'm not I don't go into things with this, I just need I want to make money. My money should be the result. It shouldn't be the motivator. Okay. And that's, that's how I approach my business. That

Rick Ripma: 30:38

way, that way, you're never it's never about the money for you. So you never put the money in front of the customer, which is, which there are people who do that? Fortunately, not that many. But that's a really bad thing when they put money ahead of their client.

Ian Arnold: 30:54

Yeah. Because now you are limited their options, and you're not leading with what they want in my you're leading with your wants and needs. You

Rick Ripma: 31:04

gotta you got to worry about others. That's just

Dejania Martin: 31:06

the way it is. So I want her to worry about others. Go ahead, but but she needs to talk to others. She does. Yeah. So what's the best way somebody get in contact with

Ian Arnold: 31:14

you? The best way to get in contact with me would be by phone. My phone number is 219-210-8613. Should I repeat that? Yes, please. All right, please. Again, that number is 219-210-8613.

Rick Ripma: 31:28

And to get a hold of ena I go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. Or you can give us a call at 317-672-1938. That's 317-672-1938. That's a call not a text.

Dejania Martin: 31:43

Good job. Thank you. You're welcome. Thank you. All right. So we asked this question all the time. So the question of the week. Are you ready? I don't know. You will be stumped. It's a hard. What was your first car?

Ian Arnold: 31:57

My first car was a Buick Rendezvous? Oh, yeah. Yeah. Yes. It was given to me or not given. I bought it from my cousin. And it lasted all of two seconds. And, yeah, what happened to it? So when I got it originally, the fuel line, I think, I think they said the fuel line. So I went back home, I was on Christmas break wintertime, I go home, or buy the car. I got to drive back. And no, it wasn't working. So I actually had to miss class at the beginning of the semester before I could actually bring the car on it probably lasted a semester and a half a summer. And it was done for

Rick Ripma: 32:39

well, they sold you a lamp. That was not nice, you know,

Ian Arnold: 32:43

but it was a lesson that limit was a lesson. That's

Unknown: 32:45

true. So however, I'm

Dejania Martin: 32:48

missing the whole point. So how do family reunions happen now? Is it a little hostile or?

Ian Arnold: 32:55

No, because I'm transparent. So I addressed that right away, we're gonna get this out of hey, this car you sold me, I didn't pay for it. I didn't do my due diligence. But you also should know that this was the condition that the car was in now it's up to you, either you want to rectify it, or we can move forward. But it is what it is. I can't harp on that. You got to move you got to move on. Yeah,

Rick Ripma: 33:16

we years ago, my wife and I gave her sister a car. Okay. And it was it was a it was a Honda Accord. It was a good car, but it had been sitting a while. So there was something Something happened immediately. And she had to have it fixed. And we gave her the car. Okay. Who do you think paid to have it fixed? You?

Ian Arnold: 33:39

See, I bought the car and I paid to have it. It should have been a reduction of sales price or something.

Rick Ripma: 33:46

Yeah, but you've learned a lot since that.

Ian Arnold: 33:48

I've definitely learned a lot. And one thing is I stay away from used cars. Because even sometimes the answer is no, no. And that's true. I give people the benefit of the doubt. I put myself in your shoes where maybe this was working for you whenever you were driving it, and you had no idea. So I'm not going to assume that you did this with that intention

Rick Ripma: 34:07

to thank your cousins didn't do it intentionally. You know, they knew you. Unless they're

Dejania Martin: 34:15

No, no, I'll say this. Rick and I both came from the car industry before we got in mortgages. But the funny thing is, is I almost reached I had one bad incident selling one to one of my close friends that I refused from then on. I'm not selling to friends and family because it comes back on you they think everything I'm like, No, I'm not I'm not doing this.

Ian Arnold: 34:35

It gets the real estate he asked me to go into the dealership to get my car.

Rick Ripma: 34:41

Yeah, so what would you say your daily grind looks like from for being a real estate agent and a mom that has to be has to be a lot going on in your life.

Ian Arnold: 34:50

So daily grind. Are you saying tasks wise or how I prioritize you?

Rick Ripma: 34:56

How do you prioritize the things that you need to get done?

Ian Arnold: 35:00

I don't I'm going to tell you I flip a coin. Oh, it's pretty much like a flip of a coin. It's like, okay, she's down for a nap. You can either clean or do you can clean or you can research a neighborhood. All right, flip the coin, let the coin decide. And then I do a lot of work late at night, though. So once she's down about eight o'clock, then that's, that's usually my real estate around during the day. It's kind of mommy and mommy and wife duties. But at night, that's when I really grind it out with real estate. I have my phone always ready. But nighttime is when it's quiet. My husband isn't needing anything. She's not eating anything. And I can just play some music and focus. We probably does a lot of coaching at night, right? He does, or he's on the game. So they don't coach. I mean, he doesn't practice super late into the evening. But by the time he comes home, like what do I need to do to get you wrapped up food? Food, family fun. All right, you're good to go. She's good to go. Now I can have my me time, you

Rick Ripma: 35:59

actually have a plan. It just doesn't

Ian Arnold: 36:01

always go. There is a plan, there is a plan.

Rick Ripma: 36:05

That's what matters. You got a plan, whether it happens or not.

Dejania Martin: 36:08

Now, I will say this the one thing that I think a lot of real estate agents I've had that helped them and even Rick and I is time blocking. Yeah. So if I got to recommend anything, time blocking is a huge thing. And trust me, I understand that. It's tough because, oh, wait, I got a call from school, I gotta go pick up the kid, they're sick. And well, there goes my time.

Ian Arnold: 36:32

But be flexible. That's what one thing I've learned just being a parent, you have this idea in your mind of what the day is going to look like, what the weeks are gonna look like. And it's okay if it doesn't go according to plan. Because, you know, life is a living living plan. It is not solid, it's very fluid. And you just have to be able to maneuver by

Rick Ripma: 36:53

if you do do any time blocking what I have found is most people underestimate the time it's going to take to do something. Don't underestimate the overestimate it and then have some extra time to that new then you have the extra time to do the other things. But most people, I guess I shouldn't say me, I tend to underestimate how long it's gonna take. I think I can get on the computer in 15 minutes. I can have this thing. Right? Yes. 45 minutes later on?

Ian Arnold: 37:20

Yeah. Oh, now we're into my next time block. Everything gets pushed back. Yeah,

Rick Ripma: 37:24

that's exactly right.

Dejania Martin: 37:26

So I do like to hear stories. So what do you think one of your most memorable transactions or customers have been?

Ian Arnold: 37:37

My most memorable, I would have to say, it was the first open house that I did. And it was actually for another agent. I did open house, I just wanted to kind of get my feet wet. And it's quite an open house. So this is perfect to get some heads down working. And I had a sister and a brother come in, their mother lived down the street. And they really, really wanted the open house that I was at. But they couldn't get it. They plied interest, credit, all of those things just did not line up for them. But I was able to circle back months later, and put them in a situation because she ended up getting married. So she's not living with her brother anymore. She's getting married. And I was able to put them in a situation where they were able to sell the now husband's house and buy a home in the same neighborhood. So it wasn't the same house, but I just loved again, providing a solution that still worked within your dream work within which you wanted. And circle back then ended up being somebody that I stay connected with.

Rick Ripma: 38:40

So you So you did a good job of follow up and staying in touch. And they they ended up the very first open house that you did you ended up selling the house from it. Yes. Good job. That's phenomenal. Yes. Yes. That's not an agent. You know, a lot of new agents struggle a lot. That's you did what you were supposed to do. I don't feel good. I know when right away.

Ian Arnold: 39:02

It wasn't my sale. But it feels like my sale, because at that time still good. Yeah, I still did. I was like, Okay, you need to contact this person, they'll be able to help you. Because I was pregnant at the time. So it was like, I'm not even going. And that's another thing. I'm not going to put myself in the situation where I cannot complete the test. I would love to help you. This would be great. But I'm eight months pregnant. This baby can come any time work with this person. They are great. They're gonna get you taken care of. Yeah.

Dejania Martin: 39:28

I mean, that's the nice thing, especially working with high garden stuff is you got the whole team to help you out in case you need something. Yes,

Ian Arnold: 39:37

exactly. Exactly. So that's probably my most memorable transaction on the positive side.

Rick Ripma: 39:46

So So what about what would you say? Let's say there's maybe maybe for a client, let's say for a client. What do you think the myths or misconceptions of what a real estate agent does? What do you think those are in them? mind of a client.

Ian Arnold: 40:01

So on the buyer end, I would say the most, the biggest misconception is that they have to pay us to be able to use a real estate agent. I actually just had a client who said, Hey, I would like to work with you, I want to move by this day, how much do I have to pay you and I'm like, you don't have to pay me anything. You just let me know that you want my help. And we'll do the things necessary to get you to that dream. But this is not a you're not hiring me, so to speak, you don't have to pay me a fee for my time, and my education and my information, your knowledge, I'm just here to help you. And not on the end, I'm transparent, where whatever fee that does come out, it'll come up the closing, it'll come out at the end, but you don't have to pay me $20 an hour to work with me, you're not paying me to take you on a home visit. So on the buyer in your agent, do usually comes at no cost to you. Right?

Rick Ripma: 41:00

That may change may change. That may change. But right now, but but it's still that's the way it is right now. And that's to me, I it just makes total sense. You're you're selling somebody else's house, you may have the buyer, but you're still selling somebody else's house.

Ian Arnold: 41:16

That's that's the that's the sale. That's the sale, not you. I'm not selling, right. And I feel like that also helps keep agents authentic when trying to find a buyer a home where I'm not in a rush to get you in the home. Or I'm not trying to extend this and longer if this house is the house that you want it. I'm not gonna keep stringing you along so that you can keep paying me more money or increase the fee that I'm charging. No, I just want to find you. You're right home. And if it's in the second home that we look at, then great. This was a quick, easy process. But if it takes six months, then okay, like, Let's get ready for the ground.

Dejania Martin: 41:51

Yep. So on the misconception thing, I'm kind of curious, did you have any misconceptions when you were like, Hey, I think I want to get into real estate. And then when you got into it that you learned, oh, it's not that way.

Ian Arnold: 42:03

Everything I missed, I had I misconstrued everything I had this fairytale idea of what real estate was going to be. And I think a lot of new agents do. And I was ready for the grind. But I didn't know what that grind really looked like. And I had never been accountable for my own time. So that was probably like a you have you have to make yourself sit down and do these cold calls. Or you have to make yourself sit down and make time for the prospecting and the marketing and, and all of those things. I didn't know it. Was that self sufficient? Yeah.

Rick Ripma: 42:44

And it's very. And you know, it's I don't know, I've always been in sales my entire life. So I don't know for sure. But I think most jobs are that way. You may have somebody telling you what to do. But the reality is, is you just have to do what you're supposed to do. Yes. And I've I've had big teams I've had, I've spent 11 years with a new home builder had, you know, a bunch of salespeople. And it's, you can't you you guide them, and you can help them but only you can make yourself do what it is you're supposed to do. And I'm sure it's the same way in sports. Yes.

Ian Arnold: 43:19

Right. Which is why I felt like I as much of a shock. It wasn't something that took me long to get adjusted to. Because self discipline is key in sports and self discipline is key in real estate. If you're not disciplined to get the work done, your business is not going to be successful.

Rick Ripma: 43:36

Yeah, it's not gonna go anywhere. I, you know, my taglines been for years the hard work of mortgage guy, right. So you know, I hard work is what what I believe in. And it does amaze me how many people I think many of the people who don't make it not everybody, but many of the people who don't make it just didn't really work. And

Ian Arnold: 43:56

that's what it is, or it was a inconsistent. So along with hard work, you have to work hard consistently. Yes, it's almost like going to the gym, every all of my analogies would be related to sports, but you start your workout, maybe January 1, you think that by January 30, you're going to see results when know the results are happening internally right now, and might not be three to six months or six to 12 months down the line, where you start to see those physical changes that you were in the gym looking for, but you just have to trust the process and know that it's working. Yeah,

Rick Ripma: 44:31

it's, it's amazing and how much it will actually do because I've gone from I do I do stretching and I go to the gym and I have the trainer and I work out in the morning by myself. And I've gone from barely being able to reach down and pick something off the ground to one day I was in the gym. He was having me walk stairs with a weight and I came down the stairs and my towel fell off and I leaned down, picked it up and I started walking up and he started laughing You didn't even notice I didn't even notice it. I just leaned down and picked it up. And I was really worried that I wasn't going to be able to continue to live in the house we live in because I didn't know if I was gonna be able to walk up and down the stairs. I don't have that worry anymore at all.

Ian Arnold: 45:13

I'm happy to hear that

Rick Ripma: 45:14

it makes all the difference. I partly tell you that because I think people need to know. I thought it was old age. No, it's not it's lack of use. Just what you were saying. You gotta get out there. And it takes time does take time. You know, you don't go work out in the first day, you're able to do everything you can work out a week

Ian Arnold: 45:32

and then not for two weeks and then come back for three days. And those results just will never be there.

Rick Ripma: 45:37

It'd be like a farmer deciding the week before harvest that he's gonna play in his field. Right? Exactly.

Dejania Martin: 45:42

Yeah, does. Oh, wait. No.

Rick Ripma: 45:45

Florida. Yeah. And your parents, your parents are up there and farming.

Dejania Martin: 45:51

All right. But once your connections to grow. So you know, I heard you had to make cold calls. Nobody likes making cold calls. So I want you to get a warm call. So what's the best way somebody can get a hold of you?

Ian Arnold: 46:02

The best way would be by phone or text and my phone number is 219-210-8613. Again, my number is 219-210-8613. I look forward to your call.

Rick Ripma: 46:14

Perfect. And if you want to get a hold of Ian or I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com You get all our information there. Or you can call us at 317-672-1938 that's 317-672-1938 and follow us for more India's real estate gurus

Dejania Martin: 46:32

reminder if you have any friends or coworkers looking to buy sell refinance, let us know more happy helping you have

Ian Arnold: 46:37

a great ending to your phone number 1930. Yeah, that's a great dream. It is. It is a great great well 1738 But 19 is close enough.

Rick Ripma: 46:47

We'll call it we'll change the name of the number my phone number better they

Ian Arnold: 46:52

will they would. Yeah, that's

Dejania Martin: 46:54

the way they helped memorize my kid's name. You name them Remy everything everybody thinks oh, you name your kid out for Remy Martin. No, that's

Ian Arnold: 47:03

okay, so I have a question for you guys. What's your drink of choice? Whether it be mixed cocktail or straight? Do you drink? And if you do, what is your drink of choice?

Rick Ripma: 47:11

En doesn't drink I'm guessing I don't really okay. And if I'm going to my drink of choice is an old fashioned. Okay, right old fashioned

Ian Arnold: 47:20

that's a strong drink

Dejania Martin: 47:22

for the old fashioned guy. The old fashioned I

Rick Ripma: 47:25

don't drink very often. But yeah, but that's my that is by far my if if I go out and and that's what I'd order about you. Minus

Ian Arnold: 47:35

the lemon drop. Okay, yeah. And then try Martini Lemon Drop Martini I stay away from Bourbon serving had a interesting accident. So definitely not right. I had no idea what I was doing.

Rick Ripma: 47:48

I I got into whiskey and rye years ago and learned all about it and everything else I bartended to for years, for five years. And but I was really ended that you know, but now I just I just really don't have much interest in drinking. But if I'm gonna drink, it'll be old fashioned.

Dejania Martin: 48:09

Alright, I hate to cut your short but thank you for coming on our show. And we look forward to hearing how your story grows and how much of a guru you become in the near future.

Ian Arnold: 48:20

Thank you. Thank you. I appreciate you for having me. Hopefully once once that does take off you know, I'll come back on and tell you all about

Announcer: 48:27

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