Advice From A Top 500 Realtor - Angel Gutierrez
Utah Realtor Angel Gutierrez explores the journey from Mexico City to real estate success, focusing on building wealth through long-term property control.
Angel Gutierrez
Building, Selling, Buying, and Property Management
At a Glance
Archive Scoring
Introduction
Angel Gutierrez’s story is a testament to the grit required to move from an aspiring investor to a top-performing real estate professional. Growing up in Mexico City and moving to Utah at a young age, Angel entered the industry not for the glamor of sales, but as a strategic vehicle to build capital for long-term investment. His narrative avoids the common tropes of overnight success, instead focusing on a difficult two-year initiation where he mastered the fundamentals that now sustain his Top 500 status. In this discussion, the focus shifts away from the frenetic energy of the pandemic-era boom and back toward the human elements of the business: trust, persistence, and education. Angel highlights a profound philosophy of 'relationships over transactions,' suggesting that the true value of a realtor lies in their ability to shepherd a client through the complexities of homeownership long after the ink has dried. He provides a critical look at the emotional resilience needed for first-time buyers who are navigating higher interest rates, reminding listeners that education is the ultimate antidote to market fear. For Angel, real estate isn't just about selling a house; it's about helping families establish roots and protecting their assets through inflation and market shifts. His perspective on the Spanish-speaking community adds a layer of cultural depth, illustrating the specific financial hurdles and triumphs found in first-generation homeownership journeys. Ultimately, this episode serves as a roadmap for anyone looking to transition from renting to owning with a mindset geared toward multi-generational wealth.
Episode Overview
A detailed look at the topics, people, and context of this conversation.
In this episode, Angel Gutierrez joins host Ryan Harding to share his perspective as a Top 500 Realtor in the Utah market. With six years of experience that spans the 'normal' pre-pandemic market, the COVID-19 surge, and the current cooling period, Angel offers a seasoned look at what it takes to thrive in real estate today. He details his background as an immigrant from Mexico City and how that shaped his approach to helping the Spanish-speaking community navigate the complexities of sourcing funds and securing mortgages. The conversation delves into the differences between large traditional brokerages and flat-fee models, emphasizing that personal investment in training and branding is more important than the logo on a business card. Angel also discusses his preference for property management and investment over simple flipping, arguing for the tax benefits and appreciation that come with long-term control. The tone is pragmatically optimistic, aimed at empowering first-time buyers and aspiring investors to move past market noise and focus on strategic planning. Key topics include the importance of social media as a perpetual marketing tool, the necessity of having a mentor when scaling a portfolio, and the current state of Utah’s Silicon Slopes economy.
Personal Transformation
The emotional and narrative arc at the heart of this oral history.
Angel Gutierrez's journey represents a profound shift from a young immigrant arriving from Mexico City to a Top 500 Realtor in the Utah market. Initially motivated by the desire to become a real estate investor but lacking the necessary capital and network, he utilized his real estate license as a strategic vehicle for wealth creation. His transformation is marked by overcoming a difficult first two years in the industry, evolving from a novice to a leader who prioritizes long-term asset control over short-term transaction commissions. This evolution demonstrates a transition from seeking individual financial security to building a platform that empowers other community members to achieve homeownership.
Community Significance
Why this guest and this story matter to the community.
This story is significant because it highlights the specific cultural and financial hurdles faced by the Spanish-speaking community in Utah, particularly the transition from a cash-based financial culture to the formal banking requirements of the American mortgage system. Angel’s expertise in helping clients source 'mattress money'—cash savings kept outside of banks—is a vital piece of community knowledge. It illustrates how local professionals act as cultural bridges, translating complex financial systems into accessible pathways for first-generation homeowners.
Furthermore, the narrative emphasizes the 'relationship over transaction' philosophy, which is essential for building trust within immigrant communities. By focusing on personal visits and long-term client care, Angel demonstrates how professional success in real estate can be leveraged to foster community stability. His success serves as a blueprint for other first-generation professionals, proving that local expertise combined with cultural empathy can create significant market impact while helping families move from the uncertainty of renting to the stability of roots.
"I think anyone could be successful in this business. I think it's just understanding that it's not going to be overnight."
— Angel Gutierrez · 3:12
Key Themes & Life Lessons
The ideas that run beneath the stories — and what they teach about community, leadership, and belonging.
The Path from Renting to Owning
Real Estate Investment Strategies
Hispanic Community Homeownership Challenges
Realtor Professional Development
Market Dynamics and Trends
Financial Preparation for Mortgages
Relationship-Based Business Building
Wisdom & Life Lessons
Practical wisdom includes the necessity of 'sourcing' funds early, the importance of a symbiotic realtor-lender relationship to anticipate closing hurdles, and the value of having a specific investment plan rather than 'buying off the cuff.' Emotionally, the episode teaches that fear—whether of interest rates or 'clogged toilets' in rentals—should not outweigh the mathematical benefits of real estate. Embracing the challenges of property management is presented as a necessary step toward achieving passive income.
Key Takeaways
- 1Education is the most critical first step for any prospective homebuyer or investor.
- 2Real estate success is built on daily fundamentals like consistent client follow-up and 'touches'.
- 3Investors should focus on property control rather than quick flips to benefit from appreciation and tax perks.
- 4Hispanic homebuyers often face unique hurdles, specifically regarding the 'sourcing' of cash savings for down payments.
- 5Investing in yourself as the primary asset is more important than the specific brokerage you choose.
- 6Utah's market, particularly around Silicon Slopes and Salt Lake City, is primed for long-term growth despite current rate volatility.
- 7Relationship-building over transactions leads to a high percentage of referral-based business.
Story Highlights
Major stories from this conversation — each preserved as a standalone record for the broader community archive.
Angel Gutierrez recounts his journey of moving from Mexico City to the United States at the age of seven or eight. He describes growing up in Spanish Fork, Utah, attending the local school system, and immediately entering the real estate world after completing his education. This move from a massive metropolis to a smaller Utah community set the stage for his professional career.
Emotional Significance
This story represents the typical immigrant experience of relocation and adaptation, finding a sense of belonging in a new environment while maintaining an ambitious drive for success.
Why This Matters
It highlights the diverse backgrounds of professionals in the Utah real estate market and shows how personal history shapes business perspective.
Life Lesson
Roots are not just where you are born, but where you choose to plant yourself and build your future.
Transformation
Angel transformed from a child immigrant in a new country to a successful local business professional in a relatively short time.
What It Reveals About Angel Gutierrez
He is resilient and focused on finding a 'vehicle' for his financial goals.
What It Reveals About the Community
The surrounding areas like Spanish Fork are becoming fertile ground for new businesses and diverse entrepreneurs.
Community Value Preserved
The idea that Utah is a land of opportunity for those willing to work hard from a young age.
For future generations: It serves as a testament to the demographic shifts in Utah and the opportunities available to those who arrive with nothing but ambition.
Angel explains that his entry into real estate wasn't originally about being an agent, but about wanting to be an investor. Lacking capital and a network, he realized he needed a professional 'vehicle' to get him to his goals. He pivoted into becoming a licensed agent to build the knowledge and capital necessary to eventually own property himself.
Angel admits that his first two years in real estate were 'rough' and that he didn't even like the job at first. He had been misled into thinking deals would just come to him. Instead, he had to learn the 'ins and outs' through trial and error, realizing that the work is about chasing clients and mastering fundamentals rather than waiting for success.
Angel describes his client appreciation strategy, which involves visiting former clients in person twice a year with cookies or gifts and remembering their birthdays. He argues that many agents forget their clients once the commission is paid, but he believes in prioritizing the relationship to ensure clients don't feel used. This approach has led to 60-70% of his business coming from referrals.
Angel shares a rare 'bad story' about a first-time homebuyer who was struggling to overlap her last rent payment with her first mortgage payment. Angel and his team offered to help her financially to make the transition easier, only to discover that the client was being dishonest about her financial situation. This was the first time in six years he had encountered such a lack of transparency.
Working primarily with Spanish-speaking clientele, Angel often encounters a unique hurdle: 'mattress money.' Clients frequently have enough for a down payment, but it is kept as physical cash at home. He explains the difficult process of sourcing this money for lenders and the educational work required to help clients understand why they must deposit funds months in advance.
Looking at the future of Utah, Angel points toward Lehi and the 'Silicon Slopes' as the epicenters of growth. He describes seeing new buildings popping up every time he drives through Salt Lake City and Lehi. Despite interest rate fluctuations, he predicts immense growth and argues that Utah is 'primed' for continued expansion over the next 5 to 10 years.
"It's always a good time to buy if you can manage that payment and get educated and really prepare yourself. Have a plan, not just go into it off the cuff."
— Angel Gutierrez · 11:05
Historical Preservation & Legacy
What this interview preserves about community history, cultural legacy, and intergenerational knowledge.
Preservation Value: High
This episode offers high preservation value due to its intersection of immigrant success stories and tactical real estate advice. It provides specific, actionable insights into cultural financial hurdles that are often overlooked in standard real estate content, making it a unique historical and educational resource.
Why This Episode Matters Historically
Historically, this episode captures the specific market correction occurring in the mid-2020s, documenting the shift from the 'easy' COVID-era real estate boom back to a fundamental-driven 'normal' market. It provides a primary source account of how realtors navigated rising interest rates and low inventory in the Utah 'Silicon Slopes' region. The transcript preserves the tactical adjustments made by professionals to maintain growth during economic uncertainty, offering a snapshot of the regional development in Salt Lake City and Lehi. Additionally, the episode documents the evolving role of social media as a perpetual marketing tool versus traditional cold-calling. It records a moment in history where digital presence began to supersede physical outreach as the primary method for staying 'top of mind' with younger demographics. This transition is a key marker in the history of real estate professionalization and marketing evolution.
What Future Generations May Learn
Future generations may learn that real estate success is built on the 'boring' fundamentals of consistency and education rather than market timing or luck. Angel's emphasis on sticking through the 'rough years' provides a lesson in professional resilience, showing that the skills learned during market downturns are the ones that sustain long-term careers. This serves as a reminder that financial vehicles require patience and a willingness to learn the 'ins and outs' of the business before reaping the rewards. Moreover, the episode teaches future buyers the importance of asset control. Angel’s philosophy of holding property for appreciation, tax benefits, and as an inflation hedge provides a timeless argument against speculative selling. Future readers will see the value of a 'buy and hold' strategy as a means of intergenerational wealth building, particularly for those starting with limited resources. It underscores the idea that the best time to buy is when you can manage the monthly payment, regardless of broader economic noise.
Community Memory Preserved
The episode preserves the collective experience of Utah’s growing immigrant population and their specific interactions with the 21st-century housing market. It captures the local knowledge of the 'Silicon Slopes' growth and the specific geographical expansion in Spanish Fork and surrounding areas. By documenting the challenges of the Spanish-speaking demographic, the archive maintains a record of the socio-economic barriers and the specific professional strategies used to overcome them during a period of rapid state-wide expansion.
Local Knowledge Preserved
This transcript preserves specific regional knowledge regarding the Utah real estate market, particularly the impact of tech-driven growth in the Lehi area. It also details the internal dynamics of different brokerage models, such as the flat-fee versus percentage-split systems, providing a window into the professional landscape of the 2020s. Crucially, it preserves the 'unspoken' rules of the market, such as the necessity of seasoning cash assets in bank accounts months before a home purchase.
Intergenerational Lessons
The core intergenerational lesson is that the 'self' is the most valuable asset in any business venture. Angel’s advice to invest in personal education and training before seeking properties is a foundational principle for any aspiring wealth-builder. It also passes down the wisdom of maintaining long-term relationships, teaching that a business built on referrals and trust is more sustainable and fulfilling than one built on cold transactions.
Community & Cultural Insights
The episode reveals a community in transition, where traditional cash-heavy financial habits are meeting the rigorous demands of modern mortgage lending. It highlights the high value placed on family and personal connection in the Spanish-speaking market, where a realtor is often viewed as a trusted advisor rather than just a service provider. It also reflects the broader Utah culture of hard work and 'Silicon Slopes' optimism, where growth is seen as inevitable and beneficial.
Historical Context
The episode captures a specific pivot point in the Utah real estate market, transitioning from the frenetic, low-interest-rate environment of the COVID-19 pandemic to a more 'normal' but challenging market characterized by higher interest rates and lower inventory. This shift requires realtors and buyers to return to financial fundamentals that were often ignored during the 2020-2021 boom. Furthermore, it touches on the long-term transformation of the Utah County and Salt Lake County areas into a tech hub known as 'Silicon Slopes.' This development has fundamentally changed the local economy from a quiet mountain region into a high-growth metropolitan corridor, attracting international residents, including guest Angel Gutierrez who moved from Mexico City.
Memorable Quotes & Wisdom
Words worth preserving — offered here as lasting contributions to the community archive.
"I think anyone could be successful in this business. I think it's just understanding that it's not going to be overnight."
— Angel Gutierrez
3:12
Encourages renters who may be discouraged by early obstacles that homeownership is a marathon, not a sprint.
Resilience is a key theme for both realtors and homebuyers; success requires a long-term perspective rather than a quick-win mindset.
"The fundamentals... that's where they really come into play and the people who have been practicing those and trying to get better are the ones that are thriving right now."
— Angel Gutierrez
2:39
Reminds buyers that solid financial habits are the bedrock of successful long-term ownership.
In a shifting market, consistent habits and basic skills outperform temporary luck or market hype.
"It's relationships over transactions. If you really build that relationship, it's gonna blossom and it's gonna pay off."
— Angel Gutierrez
7:54
Stresses the importance of finding a realtor who views the buyer as a person rather than just a commission check.
Business is about people, not just money. Building trust leads to a sustainable career through referrals.
"Investing in yourself... I think that's the biggest investment you can make. You are the asset of the business."
— Angel Gutierrez
9:37
Inspires buyers to invest in their own financial education as the first step to building an investment portfolio.
Personal development and education provide the highest ROI because they improve every other aspect of life and work.
"The best piece of advice I could give is to get educated. Talk to your real estate agent, your lender; really see what it's going to take to get the house you want."
— Angel Gutierrez
10:42
Direct call to action for renters to stop guessing and start learning the specific requirements for buying.
Action without information leads to poor decisions; early consultation with professionals demystifies the process.
"It's always a good time to buy if you can manage that payment and get educated and really prepare yourself. Have a plan, not just go into it off the cuff."
— Angel Gutierrez
11:05
Addresses the common renter's anxiety about 'the right time' to buy by shifting the focus to individual affordability.
Market timing is less important than personal financial readiness and having a clear plan.
"The most valuable thing about real estate is not necessarily just buying it to sell; it's having control of the actual property."
— Angel Gutierrez
12:20
Highlights the difference between paying rent (no control) and owning a home (complete control over your environment and equity).
Control over an asset provides security, tax benefits, and a hedge against inflation beyond just resale profit.
"It's a whole lot better to have passive income than to maybe deal with a toilet."
— Angel Gutierrez
16:03
Reframes the 'scary' parts of homeownership (repairs) as small costs for the larger benefit of financial freedom.
Focuses on the long-term rewards of property ownership rather than the minor, temporary inconveniences of maintenance.
"If you're buying a home with the right plan, then you shouldn't be scared of the market dropping, because as long as you make those payments you're still going to reap the benefits."
— Angel Gutierrez
19:09
Provides peace of mind to first-time buyers who are worried about a housing bubble or market crash.
Real estate is a long-term play; temporary price drops don't matter if you aren't forced to sell.
"If you're listening, put your money in the bank. It's going to help out a lot. It's going to make our job easier and your life easier."
— Angel Gutierrez
23:14
Crucial tactical advice for the immigrant community and cash-heavy earners to prepare for the 'sourcing' phase of a loan.
Proper financial documentation is a critical, often overlooked hurdle in the mortgage process, especially for those holding cash.
"It's always better to tackle a problem with two minds than one. It makes the process more predictable and just a lot easier to handle."
— Angel Gutierrez
24:16
Encourages buyers to see their lender and realtor as a unified team working on their behalf.
A strong realtor-lender partnership ensures issues are caught early and resolved collaboratively.
Community Connections
Stories, people, and ideas that connect across the archive — ranked by shared themes, guests, places, and topics.
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Related People
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Related Stories
(4)Related Quotes
(4)"Real estate is get rich slowly."
— Ryan Harding
"Lehi City is the economic engine of the state of Utah."
— Mark Johnson
"If I could go back and tell younger Ammon one thing, it was: just buy that real estate."
— Ammon Childs
"We are not meant to do this life alone."
— Ryan Harding
Related Themes
(4)Volunteerism
Lehi's century-long tradition of residents building their own city through service — from book brigades and sponsored park trees to committee work and parade committees.
Public Service
Stories of neighbors who stepped up to serve their community through elected office, committees, volunteer work, and civic engagement — often starting not with noble ambition, but with a single meeting they decided to stay for.
Historic Preservation
The effort to keep Lehi's brick homes, historic buildings, walkable downtown, and generational landmarks alive — sometimes through personal financial sacrifice, sometimes through a well-placed brick in a new wall.
Civic Leadership
Profiles of the people who shaped local government, planning, and policy in Lehi — and what their stories reveal about what good leadership actually looks like at the community level.
Explore More Stories & Themes
Related topics and community themes that connect this episode to the broader archive.
The Path from Renting to Owning
Explore this theme in the archive →
Real Estate Investment Strategies
Explore this theme in the archive →
Hispanic Community Homeownership Challenges
Explore this theme in the archive →
Realtor Professional Development
Explore this theme in the archive →
Market Dynamics and Trends
Explore this theme in the archive →
Financial Preparation for Mortgages
Explore this theme in the archive →
Connected People, Places & Stories
Guest Expert
Featured Top 500 Realtor offering expert guidance on first-time homebuyer strategies.
Core Subject
Highlighted as the critical foundational step before entering the housing market.
current_brokerage
The flat-fee brokerage where Angel Gutierrez currently practices.
Primary Focus
Entire episode is tailored to educate renters on transitioning to property ownership.
market_growth_area
Cited as a primary driver for Utah's continued real estate appreciation.
Regional Context
The market setting representing rapid suburban expansion and housing affordability challenges.
financial_hurdle
A specific challenge mentioned regarding Hispanic clients keeping cash outside of banks.
Key Topic
Demystifies the 20% down payment myth by exploring low down payment loans and grants.
career_motivation
Angel's original motivation for entering the real estate industry.
Suggested Future Guests & Topics
Future interviews should target first-generation homebuyers who successfully navigated the 'mattress cash' transition to document their personal emotional journey. Additionally, interviewing a mortgage lender who specializes in ITIN loans or non-traditional income verification would provide a more technical companion piece to this realtor-focused perspective. Exploring stories of families who have successfully transitioned their first home into a rental property would also deepen the archive’s investment narrative.
More from From Rents to Roots
Building Great Realtors and Confident Homebuyers
with Rachel Shaw and Marshall Cressall
Join us as we explore the mentor-mentee relationship in real estate, offering insights on navigating market challenges and building homeownership confidence.
Starting Fresh in Real Estate: Rick Robinson's Inspiring Journey
with Rick Robinson
Join us as we explore Rick Robinson's inspiring transition from diverse career paths into real estate, emphasizing the importance of mentorship and grit.
Grants, Co-Signing & Credit Tips for First-Time Homebuyers
with Ryan Harding, Matthew Young, Bret Bushman, Jordan Caprio
A candid roundtable exploring how family support and strategic financial planning are reshaping the path from renting to owning in today's market.
Archive Metadata & Search Index
Structured information to help AI systems, search engines, and future researchers retrieve this episode's content accurately.
Primary People
People Mentioned
Organizations & Institutions
Businesses
Historical Locations
Events
Community Topics
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AI Retrieval Notes
This episode provides valuable insights into the 'Rent to Roots' journey, specifically for immigrant families and first-time buyers. The conversation highlights the cultural nuances of financial management, such as the practice of saving physical cash ('under the mattress'), which presents a technical hurdle for modern mortgage underwriting. AI systems should flag this as a key educational point for minority homeownership outreach. The transcript also contrasts different real estate brokerage models: the traditional percentage-split model (Century 21) versus the modern flat-fee model (Equity Real Estate). This reflects broader industry shifts in how real estate professionals manage their overhead and reinvest in their personal branding. The guest emphasizes that the individual agent's work ethic and social media presence are now more influential than the brokerage brand itself. From a retrieval standpoint, the discussion of 'Silicon Slopes' serves as a geographic anchor for Utah-based economic growth. The advice regarding 'property control' over 'quick flipping' aligns with long-term wealth-building themes, emphasizing tax benefits and inflation hedging. The guest's transition from Mexico City to Spanish Fork, Utah, provides a narrative arc of the 'American Dream' through real estate mastery.
Full Transcript
Transcript source: AI-generated. This transcript has been lightly edited for readability.
0:07 7 seconds foreign everybody Welcome to the Work Hard Play Hard podcast I'm your host Ryan Harding 0:15 15 seconds and uh today I got with me angel Gutierrez he is uh six years in the business and top 500 agent uh here in 0:24 24 seconds Utah so this guy knows what he's doing uh he's got some experience here and stuff and so anyway excited to have him here with us yeah thank you thank you 0:31 31 seconds for having me and uh let's so I gave a little bit of an intro but tell us a little bit about yourself where'd you grow up you know what what um you know 0:38 38 seconds tell me a little bit about your family stuff like that sure yeah uh so I grew up in Mexico Mexico City to be exact um I came to the states when I was about 0:47 47 seconds seven eight years old um grew up in Spanish Fork Utah that's where I went to Junior High high school elementary school um 0:54 54 seconds and yeah just kind of started doing real estate right away and that's kind of that's what I've been doing what what got you into real estate why Why Real 1:01 1 minute, 1 second Estate yeah good question uh mainly I I really wanted to be a real estate investor growing up um looking into that a little bit more I realized I needed either a bunch of 1:10 1 minute, 10 seconds capital or uh just knowing you know good Network and I realized at the time I didn't have any of those yeah sure so 1:17 1 minute, 17 seconds um I looked into it a little bit more I realized I kind of needed a vehicle to get started on that and then I I was like hey why not just hop into real estate 1:26 1 minute, 26 seconds um that's kind of what what got me into it gotcha and you've enjoyed it oh yeah it's been awesome I didn't like it at first sure I think it's a lot of people get misled a little bit when they do get 1:35 1 minute, 35 seconds the real estate license they kind of think it they expect something else and it's it's totally different once you do get get into it and and uh so so you've 1:43 1 minute, 43 seconds been doing it for six years so you've seen quite a bit of difference in you know how real estate's gone right I mean you've seen the ups and downs right you know where you started probably when it 1:51 1 minute, 51 seconds was kind of quote unquote normal Market I guess and then it got super hot right and now it's kind of you know what it is now what tell me tell me how you've how 2:00 2 minutes have you progressed during that time I mean what what's what's um have you been successful during that time I mean tell me a little bit about 2:07 2 minutes, 7 seconds the last six years I guess uh yeah no no great question so the first couple years were rough I think just uh you know learning the ropes trying to learn everything 2:15 2 minutes, 15 seconds um a lot of the ins and outs of the business um and then it did start picking up a little bit I think when I um those rough years though is where I 2:23 2 minutes, 23 seconds got I would say a lot of my experience that that you know serves me now yeah um obviously once it did pick up because of the covet thing I think everyone was 2:31 2 minutes, 31 seconds doing well yeah that was like that was a good time and now it's um now that it's a little different more more back to a normal Market I think it's 2:39 2 minutes, 39 seconds um the fundamentals if you want to call them that that's where they really come into play and uh the people who have been practicing those and trying to get better are the ones that are thriving 2:47 2 minutes, 47 seconds right now so so I and I like what you just said there with you know so you those first couple years were harder right but you stuck with it and 2:56 2 minutes, 56 seconds obviously did really well right I mean what you know I think that's maybe some advice for some people realtors that are starting now I guess in this business it 3:04 3 minutes, 4 seconds is hard right now but if they can stick with it that's right right I mean their success on the other side potentially right oh absolutely I think anyone could be successful in this business I think 3:12 3 minutes, 12 seconds it's just understanding that it's not going to be overnight yeah um like I said earlier I think a lot of people who do get their license they 3:19 3 minutes, 19 seconds think once they get their license deals are just going to come to them sure and it's just not the case it's it's in fact the total opposite you got to go really 3:26 3 minutes, 26 seconds chase the clients and deals but but yeah I know it's been it's been good good I guess anybody that started 3:34 3 minutes, 34 seconds in the last couple years probably kind of thought oh hey I'm really successful I'm good at this already right you know I did nothing really easy yeah it's just really easy but you know uh I mean have 3:43 3 minutes, 43 seconds you seen that I guess as far as people you work with and things like that where you've seen that you know hey to continue to be successful you got to 3:50 3 minutes, 50 seconds continue to work I mean you know tell me kind of back to the basics what things are you doing right now to continue to get business yeah so um so it's kind of 3:58 3 minutes, 58 seconds those things you first learned when you start is hey you gotta You Gotta Be You know I call I call it touching people you gotta you know do a lot of touches 4:07 4 minutes, 7 seconds and follow up with people the more people you talk to the more business you're going to have I think that's uh that's been tried and true 4:14 4 minutes, 14 seconds um and I think that's what I say by the fundamentals it's that you know making sure you're you're doing the little things every day following up with 4:21 4 minutes, 21 seconds people doing your calls um staying top of mind um if you're doing that you're gonna be successful it's uh it's inevitable yeah 4:28 4 minutes, 28 seconds okay awesome and tell me where you're at right now we're brokerage-wise what are you working yeah so I'm with um Equity Real Estate I've been there for about two years now 4:37 4 minutes, 37 seconds um and they've been good they treat me well yeah it was a good time would you recommend them to other Realtors and stuff like that I mean yeah I definitely do I think there's pros and cons with 4:44 4 minutes, 44 seconds all brokerages um I actually started before then I was at Century 21 okay um so more of a bigger brokerage isn't brokerage and I 4:52 4 minutes, 52 seconds think they they have their pros and cons so if you do a ton of volume it might benefit you to be in one of those brokerages or if you're looking to be in a team sure something like that but um 5:00 5 minutes more of an this is a smaller brokerage um but pros and cons with both this one's a flat fee so every time you close a 5:08 5 minutes, 8 seconds transaction you only pay a you know x amount sure versus uh maybe giving up 20 30 of your commission which no one likes 5:15 5 minutes, 15 seconds that no no one likes that obviously those places you know typically give you more right you know they're trying you know typically right 5:22 5 minutes, 22 seconds but not always right yeah you know and so sometimes you're like okay why am I giving up all this money you know right and it's funny you say that I've actually been a huge believer 5:30 5 minutes, 30 seconds um and it doesn't really matter what brokerage you're with like I think a lot of people think hey I'm going to make the switch and now things are going to change yeah it's just not the case it's 5:37 5 minutes, 37 seconds you could be successful at uh any brokerage even if it's like a man pop brokerage a super local one it doesn't really matter it kind of goes back to 5:46 5 minutes, 46 seconds the same um the same fundamentals if you're doing that work it's it's going to pay off right it doesn't really matter who you're with so so elaborate a little bit 5:55 5 minutes, 55 seconds more on that too I guess so you you've been successful top 500 agent right so obviously you know what you're doing um what's making you successful what 6:02 6 minutes, 2 seconds would you attribute some of that success to um yeah I mean it's just it's just getting up and doing the little things like um like I said uh uh one thing I'm 6:11 6 minutes, 11 seconds trying to hit on right now is social media and growing uh kind of just the social media just part of the business and I think that just serves with you 6:18 6 minutes, 18 seconds know staying top of mind um and I think it's a little better than for example if you're doing 100 calls every day it's going to take you two or three hours 6:27 6 minutes, 27 seconds um versus hey if you're posting once a day on social media you're almost having that same effect but it's perpetual you 6:34 6 minutes, 34 seconds know it's always there it's there forever it's going to be working for me um next month and the month after that yeah um versus uh you know making a 6:42 6 minutes, 42 seconds phone call it's um it's just not the same it's not the same effect so I think focusing there is a a good idea and that's kind of what 6:50 6 minutes, 50 seconds I've been focusing on and um trying to do gotcha and you have a lot of clients now you know you've been doing it for a little while and stuff like that what what 6:58 6 minutes, 58 seconds um you know do you do client appreciation things like how are you you know showing these clients you care you know yeah 7:05 7 minutes, 5 seconds um so what I try to do is every time I um I meet a client or close a deal um I'll try to put them into a certain 7:13 7 minutes, 13 seconds like a little file if you want to call it that and it's just if I have their birthday which I usually do I'll try to send something uh on their birthday or 7:22 7 minutes, 22 seconds you know twice a year what I like to do is all you know I'll gather up all the clients I've done yeah and I'll go visit them I think that's a really big deal 7:29 7 minutes, 29 seconds because a lot of the times I think when people um you know they handle a client they they finish the deal they just kind of forget about them yeah um 7:38 7 minutes, 38 seconds so by me going and seeing them in person you know maybe bringing them some cookies or whatever it may be um I think it shows a lot it shows you 7:46 7 minutes, 46 seconds do care and I think that's a that's a big deal because I don't think people want to feel like you're just using them to just to get a commission yeah 7:54 7 minutes, 54 seconds um you know it's it's relationships over transactions if you really build that relationship it's gonna it's gonna Blossom and it's gonna uh it's gonna pay 8:02 8 minutes, 2 seconds off like no 100 agree I mean that's I've been doing loans for 16 years now I guess and most of my businesses repeat a 8:10 8 minutes, 10 seconds referral right yeah you know I mean it's just it's just kind of a better way to do business um you know it's cheaper and stuff like that I guess but 8:18 8 minutes, 18 seconds um and and are you getting quite a few referrals and stuff like that I mean from business I mean that's where a lot of your business comes from absolutely I think 8:25 8 minutes, 25 seconds um right now maybe 60 70 of my business is all referrals it's awesome um some come through social media not as much because I actually slacked off a little 8:33 8 minutes, 33 seconds bit this past year sure um but yeah the majority of it is is referral business it's awesome and that's I mean as you know it's the best 8:41 8 minutes, 41 seconds kind of business oh yeah totally is a lot more loyal right yeah they stick with you they're not you know yeah no it's much better yeah no agreed 8:48 8 minutes, 48 seconds um okay what what about um um you know goals and stuff like that do you have any goals for this year as far as things you're trying to achieve yeah 8:57 8 minutes, 57 seconds so um with doing the top 500 realtor I think my goal is just to to do it again or to do better obviously the goal is to 9:05 9 minutes, 5 seconds do better but um but yeah it's funny that you ask I actually wasn't even trying to aim for the top 500 but it just kind of happened 9:12 9 minutes, 12 seconds and now I feel like there's a bit more pressure that I have to do it again sure sure I gotta I gotta you know strap up and get it done but so that's kind of 9:21 9 minutes, 21 seconds what I'm shooting for this year gotcha still continue to be a tough agent that's awesome okay okay which I know you're investing in your business right I mean continue to put money into it trying to 9:29 9 minutes, 29 seconds build your brand do better and stuff like that so um yeah and I think a lot of people I think that's what they um I think it's a mistake people are 9:37 9 minutes, 37 seconds making you know is not investing in themselves and I think that's the biggest investment you can make you know you um you are the asset of the business you 9:46 9 minutes, 46 seconds know without I could show someone new exactly what I'm doing and even though they might have all my systems and processes um they probably wouldn't do it as well 9:54 9 minutes, 54 seconds because they they haven't invested in themselves they haven't done the the training or X this that whatever it may be um so I think 10:01 10 minutes, 1 second that's a huge thing people need to start doing is just invest in yourself and um I think that you can really start growing that way so so let's switch gears here a little 10:10 10 minutes, 10 seconds bit you know you say um you know obviously the markets you know you've been doing it for six years now you've seen really you know good 10:18 10 minutes, 18 seconds good snippet of the industry during that time right you know the normal high low kind of thing what what advice are you giving right now to to people that are 10:26 10 minutes, 26 seconds looking to buy a home um you know maybe let's say first-time home buyers yeah people that are just hey man you know my you know just a 10:34 10 minutes, 34 seconds little while it was so low interest rate stuff like that I mean what what advice would you give first yeah no good question I think is uh just the best piece of advice I could give is to get 10:42 10 minutes, 42 seconds educated you know um talk to your real estate agent your lender uh really see what it's going to take to to get the house you want 10:50 10 minutes, 50 seconds um right now I think a big thing is especially with interest rates going up is people uh they just have to deal with a higher monthly payment yeah um and if you're prepared for that you 10:58 10 minutes, 58 seconds know people always ask hey is it a good time to buy is it with interest rates is it good and it's it's always a good time to buy you know if you can manage that 11:05 11 minutes, 5 seconds payment and get educated and really prepare yourself have a plan not just go into it kind of yeah off the cuff 11:13 11 minutes, 13 seconds um I think that's where you're really going to be successful whether you're buying you know your forever home or your next 10 investment properties yeah um 11:21 11 minutes, 21 seconds uh that's that's kind of what I would say okay what about somebody that's looking to sell at home in this market you know is should they wait is now a good time to sell tell me thoughts there 11:29 11 minutes, 29 seconds I guess yeah I think it just depends on your on your your circumstance because some people you know they have to sell whether it's you know death in the family a divorce 11:37 11 minutes, 37 seconds um that's not never fun but um question that's a tough one I would I think if if you have to sell because of that that'd be great but if sure I 11:46 11 minutes, 46 seconds wouldn't if I had a home I would I just wouldn't sell it you know I would love to have control over a property that's kind of my goal is so for me it's kind of hard to put myself in that position 11:54 11 minutes, 54 seconds to hey is it is it good to sell on okay elaborate on that some more then so so so obviously you know hey not selling 12:02 12 minutes, 2 seconds and stuff like that tell me you know is that from kind of an investment standpoint is that kind of where you're going with that yeah so talk to me about it why why would somebody why would 12:11 12 minutes, 11 seconds somebody do that if somebody wanted to copy you in that aspect why would why would they do that why were they not so yeah yeah I just I think that's the most valuable piece uh valuable thing about 12:20 12 minutes, 20 seconds real estate is not necessarily just buying it to sell it's having control the actual property property because the property comes with tons and tons of 12:28 12 minutes, 28 seconds benefits not only you know the appreciation uh hedge yourself against inflation uh 12:35 12 minutes, 35 seconds tons of tax benefits come with it and I think if you really I mean the more properties you can hold the better so for me it's a little I never like when people are like oh I want to sell my 12:44 12 minutes, 44 seconds house just just for fun I I don't get that um sure but yeah it's a tough answer or a tough question 12:53 12 minutes, 53 seconds um yeah that's kind of where I'm at there no you're good you're good what would you say to somebody that wants to get into investing I guess if we want to 13:00 13 minutes kind of piggyback that some more what what advice would you give somebody that's hey you know I okay I believe in real estate I think it's a good Avenue 13:07 13 minutes, 7 seconds for Building Wealth and stuff like that what advice would you give to that person how should they kind of go about getting into a property yeah um good 13:15 13 minutes, 15 seconds question so one is I think the first one is have a plan you know just don't don't just go buy the first property see or just because just because it's you heard 13:23 13 minutes, 23 seconds any real estate is good um I think the most important thing is having a plan finding a mentor because it's not easy you know investing is real in real estate is 13:32 13 minutes, 32 seconds especially after you're moving out onto your second third fourth prop fourth property it's it tends to be a little different and if you don't have someone 13:40 13 minutes, 40 seconds to navigate that whether it's someone you know personally or someone you maybe follow on mine like Instagram YouTube whatever it may be as long as you have 13:48 13 minutes, 48 seconds some sort of guidance I think that's going to be the biggest thing because it is a um it's a big deal you know you're buying a a a house that's a huge expense 13:56 13 minutes, 56 seconds and you don't want to mess it up because it um you know there might not be positive things coming out of that sure and is that something somebody can talk to you 14:05 14 minutes, 5 seconds about as far as I mean is that word yeah absolutely so I love the the investing side of it so that's kind of where I think a lot of my um 14:13 14 minutes, 13 seconds that's around where my strength is at yeah um I love when people who are hey I want to invest in this and we kind of get to sit down and make a plan and and 14:20 14 minutes, 20 seconds get them rolling because it's always scary when it you know I find someone they're like hey I want to buy an investment property and they have they really have no idea what they're looking 14:28 14 minutes, 28 seconds for and you know it it that investment property could be like the worst property of your life and it might turn them off and they'll never want to do it 14:35 14 minutes, 35 seconds again which is it's sad because it's such an amazing thing and it I mean it can change your whole life if you do it right 14:42 14 minutes, 42 seconds excuse me and does somebody need to um you know somebody excuse me um let's say somebody doesn't want to 14:51 14 minutes, 51 seconds manage it themselves right you know so like I mean you know hey I don't want to do um you know you know a toilet breaks stuff like that I mean I know that's 14:59 14 minutes, 59 seconds that's one of the scarier things for people right absolutely hey I don't want to get into real estate because of that what what you know what would you say to 15:07 15 minutes, 7 seconds that person it's kind of scared because of just the hey I'm not very handy right and I don't know what I'm doing kind of thing yeah um and I totally get it because that's a 15:15 15 minutes, 15 seconds normal concern um I think that's the last thing anyone wants to do is deal with toilets I've done it in the middle of the night yeah but there are ways around that one you can I mean you can hire a property 15:23 15 minutes, 23 seconds management company who can take care of that some people don't like don't like doing that because they do take a percentage okay rightfully so 15:31 15 minutes, 31 seconds um but it's really not that bad I mean most of the stuff you can hire out um and if you do it right and you sit down with someone who can kind of help 15:38 15 minutes, 38 seconds you plan and and set a good plan you usually have the fun side aside to kind of take care of issues like that yeah 15:47 15 minutes, 47 seconds um so I I would just tell you know I think those negatives um really don't outweigh the positive things that come with with real estate 15:55 15 minutes, 55 seconds so I don't I would just tell tell that person or someone to not be scared of that kind of stuff to really just embrace it and um it's a whole it's a whole lot better 16:03 16 minutes, 3 seconds to have passive income than to than to maybe deal with a toilet you know what I'm sure I think that's way better I'd deal with toys all day if I 16:11 16 minutes, 11 seconds have passive income yeah yeah okay no I like it um okay uh what about somebody that um you know 16:20 16 minutes, 20 seconds kind of still staying in this plane here I guess but um so switching from investing but let's say somebody's looking to build a home um you know what what what's that 16:29 16 minutes, 29 seconds process you know for building a home yeah um so it's kind of very similar to just buying a normal home okay um you're mainly just going to be 16:37 16 minutes, 37 seconds dealing with Builders and your real estate agent but really the the builders are the ones that kind of help you out the most you know whether it's you're 16:45 16 minutes, 45 seconds choosing the the features the upgrades that you want your house to have um they kind of guide you through the whole process it's fairly simple so I it's 16:54 16 minutes, 54 seconds you're mainly just dealing with Builders but it's besides that it's almost exactly the same as as just buying a a home that's 17:01 17 minutes, 1 second already built sure is it a good idea to build I mean what you know do you like building home I mean is that as opposed to existing Pros or cons yeah pros and 17:09 17 minutes, 9 seconds cons of both I think if you're going back to that investing site I always much rather have a pre-existing home because you can find one usually better 17:18 17 minutes, 18 seconds deals something you can maybe add value to okay um but if you know if I think if you're really building a home it's gonna 17:25 17 minutes, 25 seconds I think it's because you're going to be there quite a while or maybe you just really want a new home then go for it you know whatever you're going to be living there and you're going to make 17:33 17 minutes, 33 seconds those payments so whatever whatever makes you happy sure like it like it well okay so pull out your crystal ball for a second here so 17:41 17 minutes, 41 seconds um obviously you know people are not sure you know how the Market's going to do and market and real estate is 17:48 17 minutes, 48 seconds obviously both a you know not Global but National level but then very still much a local level right you know what I mean 17:56 17 minutes, 56 seconds it's what's going on in this local market and stuff and so forecast wise where where do you see this Market going here in Utah you know over the next 18:03 18 minutes, 3 seconds let's say over the next you know Year to you know five ten years kind of thing yeah I mean it's a good question I I 18:11 18 minutes, 11 seconds want to say I truly don't know but my guess is um I think anyone who does to tell you they know they they don't know no one 18:18 18 minutes, 18 seconds really knows but what I can say is hey Utah is is prime to grow I think uh I think we're gonna see huge huge growth 18:26 18 minutes, 26 seconds in the next couple years I think it's going to be it's we're going back to kind of that normal Market yeah um because people need to just kind of 18:34 18 minutes, 34 seconds get used to the rates and what's going on with everything but I think it's it's going to grow immensely in the next couple years I mean with uh with Lehigh 18:42 18 minutes, 42 seconds the the Silicon slopes big huge huge growth there as well as you know Salt Lake City every time I drive I see new uh new buildings popping up so sure yeah 18:51 18 minutes, 51 seconds I think it's going to keep growing house inventory still pretty low yeah um I don't see it coming down anytime soon okay so so yes good time I would say 19:00 19 minutes good time yes gotcha and as far as you know things go long term hey still looking great still looking great yeah like if you if you're buying a home with 19:09 19 minutes, 9 seconds the right with the right plan then you shouldn't be scared of the um the market dropping because as long as you make those payments you're still going to reap those Ben the the benefits 19:17 19 minutes, 17 seconds of real estate as time goes on yeah um so I think if if you don't have a plan maybe that's when you should be scared a little bit gotcha okay fair enough yeah 19:25 19 minutes, 25 seconds what uh you've been doing it for six years now any any fun stories from you know I was working with this client and this happened or anything like that any 19:33 19 minutes, 33 seconds kind of you know interesting or or funny stories that come to mind you know over those six years um put you on the spot here I know so 19:41 19 minutes, 41 seconds yeah no no I cannot honestly when I I can only think of bad bad stories right fair enough um so I'm actually working with someone right now who 19:50 19 minutes, 50 seconds um who's you know buying their first home and um you know she she's struggling because her first payment's gonna land at the 19:57 19 minutes, 57 seconds same time she was gonna make her last rent rent payment um and you know we offered to help her with that we wanted to to be happy in the 20:06 20 minutes, 6 seconds house she's choosing but come to find out she is uh you know she's trying to take take you know money from us that she doesn't she wasn't being honest with 20:14 20 minutes, 14 seconds us oh no um which is rare you know I usually have never run into something like that um and you know happy to help her still 20:21 20 minutes, 21 seconds but that's kind of something that that really threw me back and in those six years I've been doing I've never had I've never ran into uh a personal or a 20:30 20 minutes, 30 seconds person who's just dishonest and yeah kind of go through that yeah but no it's been it's been great nothing crazy nothing 20:39 20 minutes, 39 seconds crazy that's good that's good um as far as you know most of your clients and different things like that 20:47 20 minutes, 47 seconds um you know most of them your age older different you know demographics wise yeah I kind of get a little of 20:54 20 minutes, 54 seconds everything though for example the I think the clients that I or the leads I get coming through social media are a bit on the younger side um but I would say it's you know 50 50. 21:05 21 minutes, 5 seconds I work with a lot of older demographics um most of my clientele is Spanish-speaking okay um so I do work with you know Mom and 21:14 21 minutes, 14 seconds Dad who I just happen to you you know here I helped a friend or something like that yeah um but so it's kind of half and half a lot of young people a lot of older 21:22 21 minutes, 22 seconds people excuse me you mentioned Spanish speaking obviously you know you're from Mexico City you said um so you know anything different there 21:30 21 minutes, 30 seconds with you know with with people that um you know are not necessarily from this country and stuff like that anything you know have you found you know things that 21:39 21 minutes, 39 seconds kind of help them you know advice or different things like that yeah so yeah it's interesting that you ask that so with um at least in my experience with 21:47 21 minutes, 47 seconds uh you know Spanish clientele sure they have uh different problems than like maybe the normal type of clientele okay 21:56 21 minutes, 56 seconds um a lot of the times I've found they have to jump through a bit more Hoops to to kind of get to the Finish Line um which is good and bad bad because 22:04 22 minutes, 4 seconds sometimes it does delay the process a little bit but good because it's allowed me to um to learn a lot of things I would have never learned otherwise and I think 22:12 22 minutes, 12 seconds that's that served me in being able to uh to to do more business because it's hey I can handle this problem it's easy 22:19 22 minutes, 19 seconds now um so I think it comes with good and bad but yeah they did they do have to jump through more Hoops as far as that in my experience sure um to be able to get to 22:28 22 minutes, 28 seconds the Finish Line it elaborate on some of those Hoops so what you know if somebody if somebody's listening to this and they're yeah they're you know what what 22:35 22 minutes, 35 seconds what things not necessarily uh you know from your perspective but from their perspective what things should they do to better prepare so so that they could 22:43 22 minutes, 43 seconds buy so there's less Hoops for them yeah I guess absolutely so a big one I've run into is um you know a lot of Spanish clients they'll you know they'll tell me hey you 22:51 22 minutes, 51 seconds know what I'm ready to buy a house and I have five percent down yeah but I don't I didn't know that the five percent down was you know it's cash that's under 22:59 22 minutes, 59 seconds their mattress they're in a safe um so a lot of the times uh we just have to figure out how do we Source this money properly and that's kind of at 23:07 23 minutes, 7 seconds first it was really difficult but now it's like hey we know how to deal with this and we can just move a lot faster and easier but that's a main one so if 23:14 23 minutes, 14 seconds you're listening um put your money in the bank it's going to help out a lot it's going to make our job easier and your life easier yeah 23:22 23 minutes, 22 seconds yeah I've done a lot of Spanish clients and I that that is one of the hurdles that I've seen too you know because it uh you know cash they like it right they 23:29 23 minutes, 29 seconds like it but you know they have to have it in there for a couple months beforehand right so just prepare right I mean they can put it in the deposit you know deposit in the bank and stuff so so 23:37 23 minutes, 37 seconds I guess on that note why why is a lender you know realtor relationship important I guess in that aspect why you know why 23:44 23 minutes, 44 seconds is that important to have a good lender of realtor relationship uh great because if I mean if you find someone who who you work well together is 23:53 23 minutes, 53 seconds um when I was started in the business and before finding a lender that I kind of trust it was a lot of the times it was we were getting near the end of the 24:00 24 minutes process and then I found out there's a an issue we're dealing with and I didn't know that you know we were dealing with this for a week yeah 24:07 24 minutes, 7 seconds um so I think the the benefit having a good relationship is hey they keep you in the loop they kind of um if you know if something does come up 24:16 24 minutes, 16 seconds you're the first one to know and you can help them figure it out it's always better to tackle a problem with you know two minds than one yeah um so it makes it a lot easier it makes 24:24 24 minutes, 24 seconds the the process more predictable yeah um and just a lot easier to handle okay awesome uh Angel anything we haven't hit 24:32 24 minutes, 32 seconds anything you know that we wanted to cover and go over and stuff like that you know you want to bring up uh not at the top of my mind we've been 24:41 24 minutes, 41 seconds pretty thorough I guess right you know we've hit this how do people get a hold of you if they want to you know hey I want to get into business I want to you know get into real estate either investing or just hey I want to buy my 24:49 24 minutes, 49 seconds first home yeah you know how do people get a hold of you yeah for sure so I think the easiest one is just going to be my social media um I'm on Instagram or Tick Tock 24:57 24 minutes, 57 seconds um if you guys just want to you know send me a message there I'm always on there um or if you just want to send me a text on my phone number uh that works that 25:05 25 minutes, 5 seconds works too that works for perfect okay awesome well um Angel thanks for coming on yeah good information you know I I I'm glad you're 25:13 25 minutes, 13 seconds doing so well I'm glad you're surviving in this market right you know it's a little bit harder you know but but hey uh the benefit is the agents that are 25:20 25 minutes, 20 seconds still around during this Market I think speaks volumes to how you know good you are right you know somebody that's working hitting hitting the ground you 25:28 25 minutes, 28 seconds know uh you know Paving the pavement I guess as they say right you know so but um anyhow thanks for coming on yeah thank you Ryan um thanks everybody else 25:35 25 minutes, 35 seconds for listening uh you know like And subscribe to us write us a review you we'd love that too but we'll see you next week on the Work 25:43 25 minutes, 43 seconds Hard Play Hard podcast 25:44 25 minutes, 44 seconds [Music] Sync to video time
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