EP: 19 Day In The Life Of A Top 500 Realtor - Ishmael Villarroel
Ishmael Villarroel shares how discipline and a "people-first" philosophy transformed him from a real estate rookie into a top 500 realtor in Utah.
Ishmael Villarroel
Ranlife Real Estate Rookie of the Year and Top 500 Realtors
At a Glance
Archive Scoring
Introduction
Success in real estate is often portrayed as a series of high-energy closings, but Ishmael Villarroel reveals that the foundation of a top-tier career is built in the quiet, disciplined hours of the early morning. Entering the industry in 2019, just before the global landscape shifted, Ishmael leaned into a rigorous routine of fitness and focused prospecting to carve out a space for himself. His journey from 'Rookie of the Year' to a Top 500 Realtor in Utah is a testament to the power of showing up, even when the immediate rewards are not visible. By treating his health as a prerequisite for his professional performance, he maintains the mental clarity needed to guide families through one of the most stressful financial decisions of their lives. Ishmael's approach to sales is intentionally counter-cultural. In an industry often characterized by aggressive tactics, he champions a 'laid-back' style that prioritizes the client's peace of mind over a quick commission. This philosophy is rooted in the belief that real estate is a long-term relationship business. By refusing to push clients into homes that don't fit their needs, he has successfully transitioned from a business built on cold-calling leads to one sustained by the trust of repeat clients and referrals. This human-centric model proves that integrity is not just a moral choice, but a viable business strategy. The episode also dives into the technical grit required to win in a hyper-competitive market. Ishmael recounts the high-stakes environment of the pandemic-era housing boom, where he helped a VA buyer navigate a 36-offer situation. By combining deep market analysis with the courage to waive contingencies based on data, he demonstrated how a skilled realtor acts as both a shield and a spear for their clients. His story highlights that while market conditions fluctuate, the value of an expert who can interpret data and manage risk remains constant. Ultimately, Ishmael's perspective is one of grounded optimism. He views homeownership not just as a transaction, but as a critical vehicle for wealth building and stability. By highlighting the stark contrast in net worth between those who rent and those who own, he encourages listeners to see past the noise of interest rate fluctuations and focus on the generational benefits of holding real assets. His journey is a blueprint for young professionals looking to build a legacy through discipline, patience, and a genuine desire to serve their community.
Episode Overview
A detailed look at the topics, people, and context of this conversation.
In this episode of the 'Work Hard Play Hard' podcast, host Ryan Harding sits down with Ishmael Villarroel, a standout professional who rapidly climbed the ranks to become a Top 500 Realtor in Utah. Ishmael reflects on his entry into the industry in 2019 and the specific disciplines—ranging from daily gym sessions to strict prospecting blocks—that fueled his rise. He provides a rare look into the daily schedule of a high-performing agent, emphasizing that success is a byproduct of consistency rather than luck. The conversation explores Ishmael's role as a trusted advisor for first-time homebuyers and his 'laid-back' approach to the sales process. This mindset has allowed him to build a thriving referral network in a market often saturated with high-pressure tactics. Ishmael shares how his focus on client comfort and data-driven decision-making has helped him maintain a loyal client base even as market conditions shifted. Beyond the business mechanics, the episode delves into Ishmael’s involvement in the Utah community and his love for local sports and travel. This balance of professional drive and personal fulfillment serves as a central theme, illustrating how a well-rounded life contributes to a more effective career in real estate. The discussion is both an educational resource for aspiring homeowners and a motivational guide for young entrepreneurs. The episode concludes with practical advice for those navigating today’s 'scary' market. Ishmael and Ryan discuss the nuances of current interest rates, the importance of lender partnerships, and why Utah remains a premier location for real estate investment. The emotional tone is one of steady confidence, offering a stabilizing perspective for listeners concerned about the future of housing.
Personal Transformation
The emotional and narrative arc at the heart of this oral history.
Ishmael Villarroel's journey from a young man in professional limbo to a Top 500 Realtor in Utah illustrates a profound transformation through discipline and mentorship. Initially unsure of his career path, Ishmael leveraged a friend’s guidance to enter real estate in 2019, just before the market's most volatile period. His transition from cold-calling leads to a business built on 50% referrals highlights a shift from hunting for transactions to nurturing lifelong professional relationships. This evolution emphasizes that success in the homeownership sector is not just about sales tactics but about personal growth, physical and mental discipline, and the ability to earn the trust of a community during uncertain economic times.
Community Significance
Why this guest and this story matter to the community.
This story matters to the community because it demystifies the path to homeownership for first-time buyers who often feel paralyzed by market headlines. Ishmael highlights a critical statistic: homeowners have a significantly higher net worth than renters, framing the purchase of a home as a vital community wealth-building tool rather than just a transaction. By sharing his experience with a VA buyer in a 36-offer situation, he provides hope to those with limited down payments, proving that with the right guidance and data-backed strategy, the 'American Dream' is still accessible even in hyper-competitive markets. It teaches future buyers that the value of an expert partner is highest when the market is most challenging.
"I feel like I'm very disciplined. I will go into the office you know five maybe even six times a week... whether that's if I want to or not right that's what discipline is."
— Ishmael Villarroel · 2:58
Key Themes & Life Lessons
The ideas that run beneath the stories — and what they teach about community, leadership, and belonging.
Professional Real Estate Career Growth
Utah Housing Market Dynamics
Sales Discipline and Routine
Homeownership as a Wealth Building Tool
The Importance of Client Trust and Referral Networks
Strategic Mortgage and Lender Partnerships
Navigating Competitive Markets and Offer Strategies
Real Estate
Wisdom & Life Lessons
Practical wisdom includes the 'laid-back approach' to sales—prioritizing the client's long-term comfort over a quick commission, which ultimately leads to a referral-based business. The episode also offers the 'refinance strategy' as a logical counter to high interest rates: if you can afford the payment now, you can improve your position later, but you can never change your purchase price. Finally, Ishmael’s focus on 'discipline over motivation'—working even when you don't feel like it—serves as a core emotional lesson for anyone pursuing a long-term financial goal like homeownership.
Key Takeaways
- 1Consistency and discipline in daily routines, including early prospecting and fitness, are foundational for real estate success.
- 2A laid-back, non-aggressive sales approach can build deeper long-term trust and increase referral rates over time.
- 3Homeowners generally have a 44% higher net worth than renters, highlighting real estate as a long-term wealth builder.
- 4The Utah real estate market remains strong due to its ranking in the top five nationwide for appreciation and demand.
- 5In a shifting market, interviewing multiple agents is crucial to ensure they have the marketing expertise to navigate complex conditions.
- 6Success with VA loans in competitive environments requires expert market analysis and the confidence to waive certain contingencies when supported by data.
- 7Partnering with small-business-minded lenders provides better availability and speed compared to traditional 9-5 corporate banks.
Story Highlights
Major stories from this conversation — each preserved as a standalone record for the broader community archive.
Ishmael describes being in a state of 'limbo' after high school, unsure whether to follow the standard college route or look for something else. He observed a friend in the real estate industry who was not only financially successful but genuinely happy and enjoying life. Inspired by this, Ishmael asked to be taken under the friend's wing, leading to a complete career pivot into real estate at a young age.
Emotional Significance
It represents the vulnerability of a young adult looking for direction and the courage to choose an unconventional path based on observed happiness rather than just societal expectation.
Why This Matters
It highlights that success in homeownership and real estate often starts with a single person willing to mentor another.
Life Lesson
Observing the lifestyle and happiness of others can be a better guide for career choices than following a pre-set curriculum.
Transformation
He moved from a state of uncertainty and 'limbo' to becoming a highly disciplined professional and Rookie of the Year.
What It Reveals About Ishmael Villarroel
He is observant and willing to ask for help when he sees a path he admires.
What It Reveals About the Community
The local real estate market provides a viable platform for young, driven entrepreneurs to succeed without a corporate background.
Community Value Preserved
The tradition of apprenticeship and learning a trade from a local expert.
For future generations: It serves as a reminder that the traditional college-to-career pipeline is not the only way to achieve financial stability and personal fulfillment.
Ishmael breaks down his definition of success, which he attributes primarily to discipline rather than luck. He discusses the reality of showing up at the office five or six times a week and working through the tasks he needs to do, regardless of whether he 'wants' to do them in the moment. This 'work hard' mentality is what he credits for his rapid rise to becoming a top 500 realtor.
Ishmael recounts the struggle of his first two and a half years. Because he started so young, he didn't have a 'sphere of influence' of friends ready to buy houses. He had to 'double down' on the grind of cold calling and working lead lists provided by his company. This period was a 'grind' that tested his resolve before he reached a point where he could rely on referrals.
Ishmael discusses his unique 'laid-back' sales philosophy. In an industry often associated with high-pressure 'bad salesmen' tropes, he chooses not to push clients toward houses they don't want. He admits this has 'bit him in the butt' when aggressive clients left for more aggressive agents, but he maintains that the trust he builds by being patient—sometimes seeing 40+ houses with one client—is more valuable in the long run.
Ishmael shares a 'hero story' from the height of the 2020 COVID real estate frenzy. He was helping a childhood friend who was using a VA loan and had very little cash for a down payment or appraisal gaps. In a market with 36 offers and multiple cash bids, Ishmael performed a deep market analysis and advised his friend to waive the appraisal contingency—a massive risk. Because of the friend's total trust and Ishmael's accurate data, the house appraised at the offer price, and a veteran was able to secure a home against all odds.
Ishmael and Ryan discuss the critical nature of the lender-realtor partnership. Ishmael argues that '9-to-5' corporate banks and credit unions often can't keep up with the pace of modern real estate. He emphasizes the need for 'small business' style responsiveness, where a lender can answer a problem at 9 PM on a weekend to meet a contract deadline. This level of service is what keeps deals from falling through.
"If you could afford your mortgage and if for some reason something happens within the first year or two but you can still afford that and be comfortable, you should just do it because at the end of the day rates go down, you can always refinance."
— Ishmael Villarroel · 13:32
Historical Preservation & Legacy
What this interview preserves about community history, cultural legacy, and intergenerational knowledge.
Preservation Value: High
This episode is a vital 'time capsule' for the 2022-2023 Utah housing market shift. It provides actionable advice for first-time buyers and documents the professional transition from a frenzy to a tactical market, ensuring that the strategies used to overcome high interest rates are preserved for future cycles.
Why This Episode Matters Historically
Historically, this episode captures the specific 'inflection point' of the 2022-2023 housing market, documenting the transition from the post-COVID frenzy to a high-interest-rate environment. It preserves the tactical shift required when interest rates jumped to the high 5s and 6s, and the market moved from 'houses sell themselves' back to a 'skill-based' market. It serves as a record of Utah's resilience as a Top 5 national market during a period of global economic restructuring. This episode belongs in the archive because it documents the survival and adaptation strategies of the next generation of real estate professionals who entered the industry during a time of extreme boom and subsequent softening.
What Future Generations May Learn
Future generations may learn that real estate is a 'slow game' of wealth accumulation, countering the 'get-rich-quick' narratives often seen in media. They will see that during periods of high interest rates, the most successful buyers were those who focused on the long-term appreciation of the asset and the affordability of the monthly payment rather than trying to perfectly time the market's bottom. This story teaches the importance of 'sending it' when the personal financial foundation is ready, regardless of broader economic noise. Furthermore, it illustrates the timeless value of human discipline; regardless of technology, the daily grind of prospecting and client service remains the bedrock of the housing industry.
Community Memory Preserved
The episode preserves the memory of the intense 2020-2021 Utah housing scramble, specifically the phenomenon of seeing 30+ offers on a single property. It captures the local sentiment of 'scary' market shifts and the specific anxieties felt by Utahns as they watched home prices and interest rates rise simultaneously. By documenting these local market conditions, the archive maintains a record of the community’s collective experience during one of the most significant real estate cycles in the state's history.
Local Knowledge Preserved
The transcript preserves specific local knowledge regarding Utah's standing as a top-performing real estate market nationwide. It details regional strategies such as waiving appraisal contingencies based on hyper-local market analysis and the shifting dynamics of seller concessions in the Salt Lake area. This information provides a blueprint of the Utah-specific mortgage and real estate landscape that distinguishes it from more volatile or stagnant national trends.
Intergenerational Lessons
The primary intergenerational lesson is the power of mentorship and the 'apprentice' model of learning. Ishmael's success began by being 'taken under the wing' of an experienced peer, suggesting that the transfer of knowledge between generations is essential for navigating complex financial systems. Additionally, the episode reinforces the value of physical and mental fitness as a prerequisite for professional longevity, an ageless lesson for any young person entering a high-stress industry like real estate or finance.
Community & Cultural Insights
The episode reveals a Utah culture that deeply values homeownership as a primary vehicle for financial stability and family legacy. It shows a community that relies heavily on trust and referrals, where a realtor’s reputation in the local neighborhood or childhood friend group is more valuable than any corporate branding. The preference for 'small business' responsiveness over 'corporate' bank hours reflects a local cultural emphasis on personal service and around-the-clock work ethic.
Historical Context
Ishmael Villarroel entered the real estate industry in 2019, just prior to the global pandemic that radically altered the housing landscape. His career spans the pre-pandemic norm, the hyper-competitive 2020-2021 period characterized by dozens of offers and cash buyers, and the subsequent 2023 market shift marked by rising interest rates and softening demand. This episode reflects a transitional period in the American economy where the 'easy' sales of the COVID-19 housing boom were replaced by a need for traditional marketing and negotiation skills. It highlights Utah's unique position as a top-performing state for real estate appreciation, even during national downturns or stagnation.
Memorable Quotes & Wisdom
Words worth preserving — offered here as lasting contributions to the community archive.
"I feel like I'm very disciplined. I will go into the office you know five maybe even six times a week... whether that's if I want to or not right that's what discipline is."
— Ishmael Villarroel
2:58
Encourages prospective homeowners that consistent effort and discipline are key to achieving the dream of ownership.
Highlights the work ethic required to succeed in a competitive market, which applies to both agents and buyers.
"I connect well with people and I... they trust me and obviously if you're buying a house you got to trust the person that's helping you."
— Ishmael Villarroel
3:12
Reminds renters looking to buy that finding a trustworthy partner is essential for navigating the complex mortgage and buying process.
Trust is the most critical element in the realtor-client relationship, especially during the largest purchase of a lifetime.
"Working with first time home buyers I try to make them feel as comfortable as possible just because it's their first time doing this and they need to know what's going on."
— Ishmael Villarroel
4:43
Validates the fears of first-time buyers and emphasizes the need for education and support during the transition from renting.
First-time buyers often face high anxiety; empathetic guidance helps demystify the process.
"I just like to take a really laid back approach and I think that's what really connects me with my clients... I'm not going for that quick sale I want you to get the best house possible for you."
— Ishmael Villarroel
7:08
Protects the community from predatory sales tactics by promoting a philosophy of long-term buyer satisfaction.
A non-pressured approach ensures the buyer makes a sound financial decision rather than a rushed one.
"I personally think that interest rates are gonna keep going up and I just think you know you just gotta buy when you can."
— Ishmael Villarroel
9:50
Encourages the community to focus on personal financial stability rather than trying to predict volatile market trends.
Addresses the common dilemma of timing the market versus personal readiness.
"If you could afford your mortgage and if for some reason something happens within the first year or two but you can still afford that and be comfortable, you should just do it because at the end of the day rates go down, you can always refinance."
— Ishmael Villarroel
13:32
Provides a practical financial solution for renters who are hesitant to buy due to current interest rate spikes.
Introduces the 'marry the house, date the rate' strategy as a viable path for buyers.
"44% of people that own homes their net worth is higher than people that rent... if you're renting it's like you're paying your landlord's mortgage, you're making them rich."
— Ishmael Villarroel
14:59
Serves as a powerful motivator for renters to transition to 'roots' to build their own generational wealth.
Clearly illustrates the wealth-building gap between renting and owning.
"Real estate is a good way to get rich slowly... it's a slow game right but over time it does work."
— Ryan Harding
15:56
Encourages patience and long-term thinking for those starting their homeownership journey.
Sets realistic expectations for real estate as a long-term investment rather than a get-rich-quick scheme.
"He trusted me 100% so that was the reason why we got this house... because I did a market analysis I knew that that property was going to appraise at what we offered it so I waived the appraisal contingency."
— Ishmael Villarroel
17:10
Shows that even buyers without large cash reserves (like VA buyers) can succeed with the right strategy.
Demonstrates how expert knowledge can help buyers with limited funds compete in a tough market.
"Having a lender is super important... you need someone that will communicate... if a problem arises at 9:00 p.m. you guys can respond."
— Ishmael Villarroel
19:16
Highlights the importance of choosing local, dedicated professionals over large, impersonal institutions.
Buying a home happens outside of 9-to-5 hours; accessibility can save a deal.
Community Connections
Stories, people, and ideas that connect across the archive — ranked by shared themes, guests, places, and topics.
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Related Stories
(4)Related Quotes
(4)"Real estate is get rich slowly."
— Ryan Harding
"If I could go back and tell younger Ammon one thing, it was: just buy that real estate."
— Ammon Childs
"You're not paying your mortgage. You're paying someone's mortgage."
— Naomi McClure
"Buy when you can if you can buy."
— Naomi McClure
Related Themes
(2)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.
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.
Ways to Serve
(4)Mentorship for First-Time Home Buyers
Lehi Housing Navigator
Engage with Local Entrepreneurs
From Rents to Roots Podcast
Financial Literacy Workshops
Community Financial Education Center
Volunteer at Farmers’ Markets
Lehi Farmers’ Market
Explore More Stories & Themes
Related topics and community themes that connect this episode to the broader archive.
Professional Real Estate Career Growth
Explore this theme in the archive →
Utah Housing Market Dynamics
Explore this theme in the archive →
Sales Discipline and Routine
Explore this theme in the archive →
Homeownership as a Wealth Building Tool
Explore this theme in the archive →
The Importance of Client Trust and Referral Networks
Explore this theme in the archive →
Strategic Mortgage and Lender Partnerships
Explore this theme in the archive →
Connected People, Places & Stories
Featured Guest
Top 500 Utah Realtor and Ranlife Rookie of the Year sharing career insights and market guidance.
Affiliation
Ishmael Villarroel is a top realtor at Ranlife and was their Rookie of the Year.
Host
Host and mortgage professional leading the dialogue on client finance and lending strategies.
Brokerage Affiliation
Brokerage where Ishmael Villarroel launched his career and won Rookie of the Year.
Market Data Source
Cited for national property value appreciation forecasting.
Partnership
Ryan Harding and Ishmael discuss the vital importance of the agent-lender relationship.
Core Subject
Exploration of landlord wealth building versus individual homeownership equity creation.
Educational Point
The guest cites statistics comparing the net worth of homeowners versus renters.
Case Study
Case study illustrating how zero-down VA buyers can win in competitive multiple-offer markets.
Primary Real Estate Market
Geographic focus for local housing resilience, market trends, and appreciation.
Suggested Future Guests & Topics
Future interviews should target VA buyers who successfully navigated the 2020-2022 period to provide a 'buyer's side' perspective on these high-stress transactions. There is also a significant opportunity to interview long-term Utah developers to compare the current '1% appreciation' forecast with historical cycles from the 80s and 90s. Additionally, documenting the stories of other 'young professionals' who started businesses in 2019 would provide a fascinating cohort study of those who were 'tempered in the fire' of the pandemic economy.
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.
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AI Retrieval Notes
This transcript provides a detailed look at the 'Day in the Life' of a top-tier realtor, focusing heavily on the soft skills (trust, discipline) and technical strategies (market analysis, appraisal waivers) required to succeed. It is particularly useful for understanding the transition from the 2021 housing boom to the 2023 market stabilization. Key data points include a 44% net worth difference for homeowners and the NAR's 1% appreciation forecast. The content highlights the psychological aspect of real estate sales, where the guest advocates for a 'laid-back' approach to counter the negative 'salesman' stereotype. This contrast in sales philosophy is a recurring theme. The episode also emphasizes the logistical advantages of non-bank lenders for faster closing times and after-hours availability, which is a critical piece of the 'Buyer Journey' narrative. Researchers looking for information on Utah-specific real estate trends, the value of professional partnerships in the mortgage process, and methods for securing homes for VA buyers in competitive markets will find this episode highly relevant.
Full Transcript
Transcript source: manual. This transcript has been lightly edited for readability.
0:00 [Music] 0:12 12 seconds all right everybody welcome to the work hard play hard podcast uh i'm your host ryan harding and today i've got uh 0:19 19 seconds ishmael vrl with me here today yes so how's it going uh thanks for having me we're excited to have you here so 0:27 27 seconds um so ishmael a little bit of background uh before we kind of get into some questions here ishmael is a uh was rookie of the year at rand life 0:34 34 seconds so you know obviously got into the industry and hit the ground running uh and uh hasn't looked back in fact after being rookie of the year he became top 0:42 42 seconds 500 realtor in the state right yeah so so obviously you know something doing something right um which is always fun to see especially 0:50 50 seconds for a young guy that you know has a long horizon of being in this industry and been able to continue to work and do well and stuff so um 0:58 58 seconds so he's awesome and uh we're gonna get to know him a little bit here today uh in fact let's start there uh ishmael who are you you know tell us 1:07 1 minute, 7 seconds about you yeah first off thank you for that introduction and uh thanks for having me yeah happy now um who am i man i'm a like i'm a guy that 1:15 1 minute, 15 seconds likes to sell real estate um that's obvious but um i'm a big sports guy too i love the jazz 1:23 1 minute, 23 seconds um i love i love playing sports you know golf pickleball just being outdoors i love traveling 1:30 1 minute, 30 seconds sure um spending time with family friends but um yeah that's a little bit about me okay 1:38 1 minute, 38 seconds and and obviously the next question is you know related to what we're talking about here but how did how did real estate how did you get into real estate 1:45 1 minute, 45 seconds what what was the appeal there why not you know rocket scientist i guess right you know so when i um i was kind of looking for 1:54 1 minute, 54 seconds things to do whether to go to college just kind of in that limbo where i didn't know what i wanted to do um i had a friend that was in real estate and he 2:02 2 minutes, 2 seconds just uh lived a good life he was always happy he was making your money and i was like i wanna you know i wanna i wanna join you so i uh i asked him if i could 2:11 2 minutes, 11 seconds you know if he could take me under his wing yeah and thankfully he did and like you were saying i haven't looked back real estate's real estate's my gig 2:19 2 minutes, 19 seconds and you started when what year i started in 2019 2019 yeah okay so before the pandemic before everything kind of went 2:26 2 minutes, 26 seconds crazy and and uh and now it's crazy again and stuff like that exactly so yeah right 2:33 2 minutes, 33 seconds well um what you know so talking about real estate what do you think makes you successful right right why why why have you become work of the year top 2:41 2 minutes, 41 seconds 500 you know what what what what is what do you attribute your success to that yeah um i would say 2:49 2 minutes, 49 seconds i you know i don't want to took my own horn here or anything but um i give you permission to do it yeah i feel like i'm very disciplined um 2:58 2 minutes, 58 seconds i will go into the office you know five maybe even six times a week um just getting the things i need to get done 3:05 3 minutes, 5 seconds and whether that's if i want to or not right that's what discipline is but i'm willing to put in the work and also too i feel like 3:12 3 minutes, 12 seconds um i connect well with people and i um they they trust me and obviously if you're buying a house you uh you got to trust the person that's 3:20 3 minutes, 20 seconds helping you right so i do think that uh those are some of the aspects that kind of got me to where i'm at okay so discipline is good i mean that's that's 3:28 3 minutes, 28 seconds something that's easily well i say easily replicatable but you know obviously it seems to you know not everybody is able to do that but i 3:37 3 minutes, 37 seconds mean really you're you're saying one of the reasons you're successful is you just work hard right i mean work hard yeah just doing it right you know the name of the podcast that's the right 3:45 3 minutes, 45 seconds that's the name of the podcast yeah well okay so keep talking about you know a day in the life you know so so top 500 realtor tell us about your day like what 3:54 3 minutes, 54 seconds do you do what you know yeah so and obviously i don't do this every day sometimes we have late nights and sometimes sure schedules change yeah 4:02 4 minutes, 2 seconds it's going to vary a little bit but um usually i try to be up by seven um i'm very big into fitness i like going to the gym and not 4:11 4 minutes, 11 seconds just for physical aspect but for also mental and emotional and all that stuff sure sure um and then i like to be at the office around 9 30 to 10. 4:20 4 minutes, 20 seconds and um you know the first part of my day i like to focus on the deals that i already have going on under contract yeah 4:27 4 minutes, 27 seconds so i like to get everything squared away early in the morning and just kind of see where my sellers are at see where my buyers are at with 4:36 4 minutes, 36 seconds the process and just make sure that they're comfortable where they're at and know everything that is going on sure um you know working 4:43 4 minutes, 43 seconds with first time home buyers it's i try to make them feel as comfortable a lot of first-time homebuyers i try to make them feel as comfortable as possible just because it's their first time doing 4:52 4 minutes, 52 seconds this and you know you they need to know what's going on so for sure um you know 12 go to lunch and then after i 5:00 5 minutes strictly like to uh prospect and just try to find new clients usually from one to five maybe one time maybe 6 p.m 5:08 5 minutes, 8 seconds sometimes if i don't have anything going on sure and that's phone calls that's reaching out through email you know social media is big these days 5:17 5 minutes, 17 seconds um and then i after that i either have showings or you know have to go show houses or i'm 5:24 5 minutes, 24 seconds just going home and relaxing attention yeah but obviously you know consistently doing that over time obviously it's yielded 5:31 5 minutes, 31 seconds big results for you exactly right yeah okay yeah and and are most of your clients we're you know so so you've had some good years and stuff like that obviously 5:39 5 minutes, 39 seconds doing really well where where where did most of your clients come from yeah so the first uh first two years uh maybe even two and a half years it was a 5:48 5 minutes, 48 seconds really big grind just because i was so young when i started the industry and um i didn't really have a lot of friends or family well 5:55 5 minutes, 55 seconds family yes but not friends that we're looking to buy sure um so i had to really double down on um cold calling and uh thankfully the company i work for 6:05 6 minutes, 5 seconds rand life real estate they give us leads so when i get those leads i would uh just work on those sure yeah gotcha so a 6:12 6 minutes, 12 seconds lot of your business really was uh probably i mean leads would and in my opinion would be the hardest way to get deals right you know i mean as far as like the most worked right yeah i mean a 6:21 6 minutes, 21 seconds friend or family like hey sir yeah i'll work with you right but leads are hard right exactly so obviously you know okay so really worked hard to get those then exactly yeah but now at this point i 6:30 6 minutes, 30 seconds mean after three and a half years of doing it people are coming back to me right which is awesome um 6:37 6 minutes, 37 seconds so yeah it's been good well okay so keep going on that so then so obviously if people are coming back to you um it means 6:44 6 minutes, 44 seconds the deals that you did people trusted you on and liked you exactly hey i like ishmael yeah let me tell you so and so let me tell someone so right you know 6:52 6 minutes, 52 seconds about you right so so how would how have you like developed that relation how do you show clients you care i mean i guess how 6:59 6 minutes, 59 seconds are you able to create that referral relationship that is obviously a lot better of a relationship than say cold calling right yeah yeah so the way i 7:08 7 minutes, 8 seconds like to do business and everyone does business differently is i like to take a really laid back approach and i think that's what really connects me with my 7:15 7 minutes, 15 seconds clients okay um you know a realtor is you're doing sales right you're selling a house sure and a lot of people think salesmen or you know bad people or 7:24 7 minutes, 24 seconds whatever they've maybe they've had bad experiences with salesmen have a bad rapper yeah yeah so i just like to take the most laid-back approach and just you 7:32 7 minutes, 32 seconds know is this the house you want like not trying to push any house that they don't want sure um it's bit me in the butt a couple times because sometimes people go 7:40 7 minutes, 40 seconds elsewhere and you know this guy isn't being aggressive or i don't know sometimes people like that right okay um but i think that people trust me more my 7:48 7 minutes, 48 seconds clients at least just because i have a laid back approach and i'm not going for that quick sale i'm going for you know i i want you to get the best 7:56 7 minutes, 56 seconds house possible for you right now sure and if we have to see 40 plus houses and that's what it takes i'm willing to do it can't you kind of and obviously 8:05 8 minutes, 5 seconds that's done well because now you have all these relationships and stuff like that where you know because it sounds like you're saying a lot of it's repeat and referral now a 8:12 8 minutes, 12 seconds lot of your business and stuff um i'd say yeah more than fifty percent that's right right yeah which is obviously higher than zero when you first started right 8:19 8 minutes, 19 seconds exactly yeah yeah well okay uh switching gears a little bit here um obviously the market is um 8:29 8 minutes, 29 seconds quote unquote scary right now right in the sense of like you know you have a lot of people on the sidelines wondering what's happening like you know interest rates have shot up 8:37 8 minutes, 37 seconds you know almost a six and a half now they've kind of come back down to like the high fives right now you know um so but you know home prices have shot up i 8:46 8 minutes, 46 seconds mean so you have a lot of people kind of scared like not sure what the market's doing should i buy should i get into it should i sell um give us some thoughts on the market 8:54 8 minutes, 54 seconds right now i guess yeah and that's the thing is i get asked that a lot and i you know at the end of the day no one really knows what's going to be 9:02 9 minutes, 2 seconds happening um but i just like to take my opinions from actual stats sure so i've been in 9:10 9 minutes, 10 seconds meetings and just uh places that will tell me kind of what what's going to be happening so i'll i'll answer my question like that 9:18 9 minutes, 18 seconds the nar national associations of realtors right they say that in the next two years it's gonna be appreciating one 9:26 9 minutes, 26 seconds percent okay nationwide okay so with that being said i look at utah and utah has been number 9:33 9 minutes, 33 seconds one nationwide or not number one top five i think top five nationwide um for a while now i think for the last two years and the fact that that has 9:42 9 minutes, 42 seconds been happening i don't think that if you're buying here in utah you should be um scared to buy and i just think that i personally think 9:50 9 minutes, 50 seconds that interest rates are gonna keep going up and i just think you know you just gotta buy when you can sure sure yeah so so obviously you think 9:59 9 minutes, 59 seconds hey still still a good time to buy you know appreciation yeah hey one percent over the next two years which i guess theoretically could mean 10:06 10 minutes, 6 seconds like it can come down and then back up and differently i mean yeah there is some ebb and flowing in that that one percent it doesn't mean just 10:13 10 minutes, 13 seconds one percent right i guess per se yeah um but okay so so um and and as far as what are you helping 10:21 10 minutes, 21 seconds your sellers you know understand are you still trying to get top dollar are you trying to do more incentives you know for for um like are our listings now trying to 10:31 10 minutes, 31 seconds hey we'll pay closing costs now which before it wasn't an issue right yeah hey no yeah you know closing down's here yeah right i mean are you having to 10:38 10 minutes, 38 seconds change your strategy a little bit with listings and stuff um i have been yeah i mean if you look back two years ago any agent 10:47 10 minutes, 47 seconds you know could sell a house they would sell it would sell themselves it was easy and now at this point it's like the you know it's switched like you have to 10:55 10 minutes, 55 seconds have an agent that knows what they're doing marketing your house going the extra mile for your house to get it sold and that's why you're 11:02 11 minutes, 2 seconds seeing a lot of um you know lenders and real estate agents kind of leaving the industry yeah um just because they 11:10 11 minutes, 10 seconds you know they got in during covid during the crazy stuff and they don't know this market wherein when in reality when i started 11:18 11 minutes, 18 seconds we're in similar markets now where you can ask for closing costs and the seller might accept or yeah i had a buddy that got an offer accepted 40 000 below list 11:26 11 minutes, 26 seconds price the other day wow yeah so right now i think that people should know that it is very important that they um 11:34 11 minutes, 34 seconds get someone that knows what they're doing okay and that's why i would suggest you know interviewing maybe one to maybe even three real 11:41 11 minutes, 41 seconds estate agents just to see who fits you best gotcha yeah okay so obviously you know that's interesting you said the 40 000 11:50 11 minutes, 50 seconds under was that uh what price point was that i think it was at uh 500 okay so kind of you know not not like super high 11:57 11 minutes, 57 seconds yeah kind of things right yeah i mean that's okay so market is fluctuating a little bit and okay right that's good to know 12:05 12 minutes, 5 seconds yeah um what would you say i mean what's one of the hardest things you have to deal with as an agent you know especially in this market right 12:13 12 minutes, 13 seconds now i guess yeah um in this market right now i would just say just trust people having to trust me just 12:20 12 minutes, 20 seconds because we're such in a in a gray area right now our interest rate's going to go keep going up are they going to go down our price or home price is going to 12:28 12 minutes, 28 seconds go down um yeah just having someone that you know if i don't know them or if they're not a referral 12:36 12 minutes, 36 seconds it's kind of hard just a random person trusting you just because they look at you you're selling houses you're a salesman right you're this is your this is your job 12:45 12 minutes, 45 seconds you're supposed to sell these homes sure but in reality i i i look out for my clients and i want them to um make the best 12:52 12 minutes, 52 seconds investment possible and i i still do think it's real estate gotcha yeah good uh so you know what advice do you have for 13:01 13 minutes, 1 second someone that's saying okay hey i need to sell we got a job transfer we're moving out of state or you know hey i really want to buy you 13:09 13 minutes, 9 seconds know you're waiting on the sidelines finally have some money saved or you know what what advice do you have for those people i guess um 13:16 13 minutes, 16 seconds i mean i guess just send it yeah that's funny i have both of those scenarios i have a client that i have listed their house they're moving out of state for a job and i have 13:25 13 minutes, 25 seconds people from idaho moving in state um to buy a place sure but yeah the advice i give them is just that you know if you could afford your 13:32 13 minutes, 32 seconds mortgage and if for some reason something happens within the first year or two but you can still afford that and be comfortable 13:40 13 minutes, 40 seconds um you should just do it because at the end of the day freights go down um you can always refinance 13:48 13 minutes, 48 seconds and you know real estate historically everyone knows that you know there might be a little dip but it'll always go back up 13:55 13 minutes, 55 seconds yeah okay what um and i guess you know you've already answered this a little bit but you know how do you how do you how do you 14:03 14 minutes, 3 seconds contradict the argument hey i'm just going to wait for home prices to go down right you know because hey the market's softening i'm just going to wait for him prices to go down what's your argument 14:11 14 minutes, 11 seconds against that yeah so usually with those types of people they already have their mindset either you know they're listening to whoever they're listening to sure it's 14:19 14 minutes, 19 seconds kind of hard to convince them not to think that way but if i were to tell them um you know i would just say that 14:27 14 minutes, 27 seconds potentially they could go down uh maybe five percent or something like that sure but at the end of the day it's just 14:35 14 minutes, 35 seconds gonna go back up and if you can like i was saying take care of that mortgage payment and hold on to it um 14:43 14 minutes, 43 seconds it's going to be a great investment overall yeah and yeah i would agree uh yeah and i one more thing yeah go ahead i 14:51 14 minutes, 51 seconds actually just had a i had a meeting this morning and an interesting stat that i heard was that 44 of 14:59 14 minutes, 59 seconds um people that own homes their net worth is 44 higher than people that rent 15:06 15 minutes, 6 seconds you sure so that just goes to show that real estate it's just the way to do it you know if you're renting it's like 15:14 15 minutes, 14 seconds you're paying your landlord's mortgage right you're making them rich right yeah exactly yeah well to that point i mean i i think over the last couple years 15:23 15 minutes, 23 seconds just from what i've seen it's interesting that like the average homeowner has probably made more than their yearly salary in appreciation 15:31 15 minutes, 31 seconds exactly that's right i just lived there i made more than what i make working nine to five every day yeah and i just all i had to do is live there right so 15:39 15 minutes, 39 seconds so you have multiple ways to continue to earn money obviously you know you can only do so much day-to-day doing your job yeah but like 15:48 15 minutes, 48 seconds the more assets you have that appreciate and gain value the better right if they appreciate faster than inflation then you're in a good spot right so no i 100 15:56 15 minutes, 56 seconds agree with you i i you know i always say real estate is a good way to get rich slowly exactly you know it's not rich quick 16:04 16 minutes, 4 seconds uh although you know over the last couple years i guess you could argue against that but yeah but but on average um it's not get rich quick right and so 16:11 16 minutes, 11 seconds it's a slow game it's a slow game right but over time it does work right yeah yeah so you invest in the right things yeah exactly so 16:20 16 minutes, 20 seconds um any uh i'll put you on the spot here but any favorite stories or any kind of you know like uh i don't know any stories from working in 16:29 16 minutes, 29 seconds the real estate industry for the last four years here um yeah one comes to mind um it was during covet i think it was 20 16:37 16 minutes, 37 seconds 20 20. um the end of 2020 everything was going crazy yep multiple offers 30 30 plus offers on houses sure just 16:46 16 minutes, 46 seconds you know how the market was yeah i actually had a client that was va and that um didn't have 16:53 16 minutes, 53 seconds much funds to put down okay right um and in this crazy market or before you know that cash offers are everywhere the most 17:02 17 minutes, 2 seconds likely seller's gonna go with a cash offer sure um but this is actually a buddy that i went to elementary school with and he trusted me a hundred percent 17:10 17 minutes, 10 seconds so that was the kind of that's the reason why we got this house yeah um so we saw this house there ended up being 36 offers on the 17:18 17 minutes, 18 seconds house um we you know we did some crazy things on the on in the offer but at the end of the 17:25 17 minutes, 25 seconds day he trusted me and you know we got it done and one of those crazy things was we offered i think 17:32 17 minutes, 32 seconds forty thousand dollars over list price and like i was telling you he has no money to cover if the appraisal comes in low 17:41 17 minutes, 41 seconds but we because he trusted me and because i did a market analysis i knew that that property was going to appraise at what we offered it 17:49 17 minutes, 49 seconds so i waived the appraisal contingency which is really you know that's really risky as a lender you know that for sure yeah um 17:58 17 minutes, 58 seconds but the appraisal came back we're good it came in at value or what we offered and 18:05 18 minutes, 5 seconds you know we there was there's i think she mentioned multiple cash offers um we had a really quick close so that was 18:12 18 minutes, 12 seconds also um helpful and yeah that was just one of my favorite stories because you know he he trusted me in in what i 18:20 18 minutes, 20 seconds do and he didn't have to pay he paid for what the house is worth and in that time you were seeing people pay 18:27 18 minutes, 27 seconds thousands of dollars over what the houses were worth right yeah great so i thought that was really cool yeah yeah it's way cool 18:35 18 minutes, 35 seconds it obviously speaks to your your expertise and you know navigating the tough market you know which has been a tough market i mean we say easy market in some way for listings easy hard for 18:44 18 minutes, 44 seconds buyers right i mean i guess that's probably what i would say and now now it seems to switched a little bit um where you know hey you got to do a little bit more to list that home now 18:53 18 minutes, 53 seconds right yeah and buyers hey have a little more pick it's not not too i mean it's not there's still multiple offer situations i guess right now yeah i mean yeah 19:00 19 minutes depending depending on the home and location yeah there's still multiple offers okay so it's still it's yeah and focus point and all that but yeah well 19:08 19 minutes, 8 seconds uh last question for you what how what's the what's the value of a good partnership why why is you know having a good lender 19:16 19 minutes, 16 seconds important you know why yeah what would you say about that i guess yeah so yeah having a lender is super important 19:24 19 minutes, 24 seconds um just because they are you're basically going to be talking to me and the lender for 30 days every most likely every day 19:32 19 minutes, 32 seconds you need someone that will communicate you know what's going on sometimes how do i say this i don't want 19:39 19 minutes, 39 seconds to steer people away from like using banks or credit unions but sometimes they have a they have a nine to five right so they sure they open at nine and 19:47 19 minutes, 47 seconds close at five sure where you know you guys you guys are working 24 7. so if a problem arises at 9 00 p.m 19:55 19 minutes, 55 seconds you guys can respond where the credit union's closed um and sometimes it's um you know and there's deadlines in the 20:02 20 minutes, 2 seconds contract that we need to get done to get things done quickly so that's why i you know obviously you're a great lender i know that 20:10 20 minutes, 10 seconds and i would recommend you that's right um but um yeah just having a a great lender is key and also like the 20:18 20 minutes, 18 seconds the fast the faster you can close you know people different different lenders have um you know how fast they can close at a 20:26 20 minutes, 26 seconds certain time i've seen as fast as two week close um some credit unions take a lot longer i'm not trying to bag on credit unions i 20:34 20 minutes, 34 seconds mean i think so some of them are great but some of them are great i used to work at one before i did this you know it was good it was good company but i mean you you spoke to all the important 20:43 20 minutes, 43 seconds things right i mean it's really it's a corporate mentality versus a small business mentality right exactly and then you're you're a small business i'm a small business right and the goal 20:52 20 minutes, 52 seconds is it's just more personal right you're really you know and it's not like a credit union gets better rates in fact a lot of times we get better rates because you know we don't have as much overhead 21:00 21 minutes right we're not paying for the the big building that looks good on the freeway right you know kind of exactly so um no exactly i appreciate that so yeah 21:08 21 minutes, 8 seconds for sure well uh ishmael thanks for coming on um yeah anything we didn't hit that you want to talk about any last uh 21:15 21 minutes, 15 seconds i think we covered most things but you know yeah no i think we don't feel good okay yeah we're doing good yeah good i appreciate you having me on the show yeah it's been 21:23 21 minutes, 23 seconds a pleasure good okay well thank you everybody for listening uh you know like and subscribe write a testimonial or i guess review it for us 21:32 21 minutes, 32 seconds and we'll see you next week thanks Sync to video time a
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