Real Estate Negotiation Tips for Buyers & Sellers | Rosie Hunter

Homeownership Journey Intro 0:00 Buying a home is more than just a transaction. It's a journey. And for many, it can feel overwhelming, 0:06 confusing, and even a little scary. But hey, you're not alone. Welcome to From Rents to Roots: Home Ownership with Work 0:13 Hard Mortgage, where we share real stories from real people who have navigated the home buying process. In 0:19 each episode, we sit down with first-time home buyers, industry experts, and real estate professionals 0:24 to talk about the challenges, surprises, and lessons they've learned along the way. 0:29 If you're dreaming of owning a home but don't know where to start, you're in the right place. Let's dive in. Meet Rosie Hunter 0:35 Welcome to From Rents to Roots. We have Rosie Hunter with us here today and uh 0:41 yeah, excited to have you here. So, we're going to talk about home ownership and how to get people from rents to 0:47 roots, how to get them a home and stuff like that. It's a hard thing for a lot of people right now. It's a hard thing because 0:52 of course today you can save rent. Yes. Okay. I have couples that they want to 0:58 pay only 1,800 or 2500 for a rent. Yes. But they don't have equity. 1:04 Yes. Yes. That's exactly. And if they stay there for 10 years when they decided to move and purchase a 1:10 home. Yeah. They don't have money on the pocket. Yes. And it is hard. Yes, it is hard. So, let's back up a From Peru to Utah 1:16 little bit and talk about you first. What are you from Utah here? Would you work? Actually, no. I'm from Lima Peru. 1:22 Lima, Peru. And I just came and visit Utah. So city 1:27 and I fell in love and I decided to come back and stay and I stayed. Okay. Yeah. 34 years. 1:33 34 years. 34 years here only in Sole. Okay. Do you ever get back to Lima? Oh yeah. I just go over there three 1:40 times a year. Okay. Yeah. I'm still enjoy the food over there is better. Yeah. We have good restaurants here. But 1:46 yeah, back home is back home. Back home is back home. That's awesome. Yeah. My my daughter is actually in 1:51 Lima, Peru right now on a mission. In a mission. What part of Lima? So she's in the south part of Lima is where 1:57 she's at, but she's in the actual city of Lima right now. That's good. So yeah, just only be careful with the airplane. 2:02 Yes. Yes. Exactly. Yeah. It's the only thing that I'm afraid of. Sure. Yeah. That's awesome. Okay. So How Rosie Started Real Estate 2:07 talk to me about real estate then. What what how long have you been doing real estate for then? I've been doing real estate for 20 2:13 years. Okay. And it's funny because it came just at 2:18 the time that I was working in a different field. I was in the field of that airline business. 2:24 We dealt airlines with JetBlue and other companies and I just remember that I purchased a 2:32 home and I decided to sell it. Yes. And that was back in 2006. 2:37 Okay. Yep. And the market was good. It was hot. It was really hot then. 2:43 Very hot. Yeah. And I hire a couple in order to sell my property. And for some reason in the 2:50 open house, I just went over there and this couple tried to sell me another 2:55 property. Okay. And I said, "You're fire." [laughter] And I decided to be a real estate agent. 3:02 Okay. Since then. Okay. And just take the classes. I remember that you have to be inside. 3:08 Yeah. Classroom eight hours. And I got my license. Okay. Okay. No regrets. No regrets. 3:13 No regrets. And so you've been doing it since 2006, she said. Yes. So [clears throat] 20 years now. 20 years. 3:19 Yeah. That's a long time. So you've seen a lot of ups and downs in the real estate market. Completely up ups and downs. Sellers 3:27 market, buyers market, equal market. So yeah. Yeah. Yeah. What you've seen ups and Rates vs. Home Prices 3:34 downs and stuff like that. What? So a lot of people nowadays right now are are thinking, hey, yeah. Sure. If you'd 3:40 bought a home a while ago, it would have been a good idea. But right now, I don't know. It seems like interest rates are 3:45 high, prices are high. So, you have a lot of people that are saying, "No, not now." What would you say to those 3:51 people? I'm not afraid of the interest rate. Yeah. What I'm afraid of is the price of the 3:57 property. Okay. Because if today, for example, you purchase a home and five and you have a 4:05 interest rate of 6.875. Yes. Okay. Today's market. Yep. What is going to happen 4:13 six months from today or eight months from today? Yeah. Interest rate may drop. 4:19 Yeah. To let's see 5.8. Sure. That's not too much difference. 4:24 No, not too much. But if we below that 4.5, it's a difference. 4:30 Yeah. And when that happened, people is going to check for that property that cost 500,000. 4:37 Yeah. Sorry to say that. that are going to find that home for 500,000. It's going 4:43 to be probably 600. Yes. So, that is the difference. And 4:48 they need to know the value of the property today and what they can do with 4:54 the interest rate because the interest rate can change. Yes. And it's something that you can work 4:59 with. Yes. But the price of the home, the time that is up, you cannot bring that property 5:05 down. Yeah. No. Yeah. So more demand once interest rates fall is what you're talking about, right? 5:10 That is correct. Yeah. Okay. That's Yeah. And again, we've seen a lot. So I've been doing loans for 20 years also. We've seen Long-Term Equity Wins 5:17 those times where people bought and then things went down, but hanging on to real estate long-term has always been a good 5:24 investment for people. It is a good investment. And yeah, it's just it's I remember buying a duplex in 2007 right before 5:31 kind of things crashed. bad time to buy, but over the long term, we still made money on it. It just took a while. 5:37 [laughter] It takes probably two years after you purchase a property. I remember that I purchased my first one. It was a condo 5:44 for 180,000 that was in the 900 South and State Street. And today, that 5:50 property is 480. Wow. So, yeah, it's money there. It's money there. Yeah. So you're going 5:58 to see your investment not right away but after two years you will see that. 6:04 Yeah. So again a good investment right now where where where so you've been doing loans for or doing real estate for Referrals and Client Trust 6:10 a long time now. Where are you finding most of your business is coming from? Are you getting a lot of repeat 6:15 referral? Yes I do have referrals. Yeah. And I think that 6:22 in August I closed with a referral that was back in 2016. 6:28 Okay. And I have a lot of them purchasing another property. 6:34 Yeah. And for this customer is the third property that he's purchased with me. 6:39 Okay. Wow. That's awesome. Yeah. Is that happen a lot then? Yes. Yes. Yes. their referral for somebody and 6:46 it's like a good thing because you just meet with them. Yeah. They like you, they may not like you. 6:53 Sure. Sure. Sometimes you help them out and they decided to go with another realtor 6:59 and it's fine. Yeah. But they're coming. It's repetitive. Yeah. That's awesome. It shows obviously how good you are at 7:06 working with people and obviously doing a good job for them if they're coming back to you and referring their friends to you and their family. Right. That's 7:11 right. You know that in real estate you need to listen. Yeah. And if you found out what is their 7:18 needs, you're okay with that. Yeah. And you work with them. Yeah. And it's like that you hold their hands 7:25 and said, "Don't worry, just sit down and I we'll take care of that." Yeah. And Yeah. Maybe elaborate on that What Makes a Great Agent 7:31 a little bit more. What What makes Because sometimes people are thinking, "Hey, I don't need an agent." kind of thing. So what makes a good agent? Why 7:38 should somebody use an agent? What makes a good agent? [sighs and gasps] 7:43 I believe that all the agents are good, but I think that you need to work the 7:50 extra mile. Like for example, if that is a new construction, be in the top of that. 7:55 Yeah. You just put your hat and check that out where you're going to present to your 8:00 buyer. Yeah. And it is really important that you work in all the things that they need. Maybe 8:07 they need closing cost. Negotiate that. Yeah, that is I think that is crucial the negotiation part. 8:13 Most of the agents they don't want to do that and they back up a little bit but hey us 8:19 there's only two answer yes or not yes that's it. Yes come on in case. So we're talking about negotiation. So Negotiation Tactics That Work 8:27 is do you think a lot of real estate agents maybe get scared of asking for sometimes 8:34 it's a little scary to ask for those extra things and stuff like that but obviously negotiation I've seen realtors sometimes where they're getting people 8:40 to leave behind some the hot tub or the the other the furniture or some some kind of things because it's like ah yeah 8:46 we asked and sure yeah we'll leave the washer dryer I don't know but uh I've been doing telemarketing for 25 8:53 years okay and always in the side of collecting money. Pay me that credit card that you 8:58 Yes. your debts. Yeah. And something important that I learned is to not spend their money. 9:05 Let spend. Sure. And when that happen in your brain is like, okay, this home I just need now 9:13 today that is a buyer's market. Yeah. I need a fridge. Yeah. I need a blinds. I need a washer and 9:20 dryer. Yeah. Three things that is going to cost you money. Yeah. So I just try to negotiate that 9:26 first. Yeah. And I said, "No, I can give you only the fridge." Okay. Help me with the closing cost. Sure. 9:32 What is your budget? This one. Okay. I need 10,000. Yeah. 9:37 They give you 10,000. Yeah. And it depends of the builder. Yeah. Because not all the builders are the 9:43 same. Sure. Yeah. Yeah. Yeah. Uh do you work with So what are some of the things you're seeing First-Time Buyer Struggles 9:48 first-time home buyers are struggling with right now? Do you work with a lot of first-time home buyers? Yes. the knowledge. 9:54 Knowledge. They don't have no idea what they doing. It's the reason that 9:59 they need an agent. Yes. Because they don't know. They It's easy to make mistakes. Yeah. 10:04 And basically, they have the they're under the impression that they want, for 10:10 example, they want a beautiful home with four bedrooms, three and a half bathrooms, 10:17 and they want to pay only 1,800 a month. Sure. Sure. Yeah. That is not going to happen. 10:23 Yeah. And when you just bring them to earth is when they realize that oops, 10:30 this is I'm not in this spot. I'm in this one. Yes. And it's so important to sit down with 10:36 the lenders. You're the first I think that you are the first stop. Yeah. In in all this transaction. Yeah. Meet 10:43 meet your real estate agent. Yeah. immediately go sit down with a lender and they're going to tell you where your 10:49 numbers are and you what you can buy. Yeah. Yeah. Yeah. What talking about that? So, knowledge and how first- time Mindset and Money Discipline 10:57 home buyers are really lacking that. Do you think it seems like a lot of people are almost thinking the American dream 11:04 is not possible anymore kind of thing, right? Hey, I people can't actually buy homes and stuff like that, but obviously 11:10 you're here from Lima, Peru, right? You own a home. You've done these things and stuff like that. I think you're living proof that it's possible, right? You 11:16 know, kind of thing. Possible. Yeah, it is possible. And I'm going to mention this. People think that because 11:23 we are Hispanic, we cannot get that. Sure. And that's not true. Yeah. I bought six homes. 11:28 Yeah. And at the beginning, I didn't know exactly where the things go, but I start 11:34 to get knowledge and it works for me. Yeah. If you have a discipline with your 11:41 money, everything is possible. Yeah. So it's for example, 11:48 if I have a closing and I decided that money on my closet, I spend in clothes and shoes and purses and everything. 11:56 Yeah. Do I move forward? No. Yeah. But if I decided to purchase a book like that book that you have on the 12:02 table there's the chief and invest my in that book it's going to be where in 12:08 my brain. Yes. And I'm going to have more money. Yes. It's the way how you spend your time, 12:13 your money, and how you think actually. Yeah. Love that. I love that. That's a cool mindset to have. 12:18 Yeah. Yeah. I agree. Yeah. Cuz case would be of the age of a lot of first-time home buyers. What What are 12:23 some fears that your friends have and stuff like that? Yeah. A lot of people I talk to that are my age are just overwhelmed by all of 12:30 it. I feel like there's so much that people don't understand about how it works, the whole process and everything. 12:36 And it also just comes from people on social media, the internet saying that it isn't possible. And I think the 12:41 entire generation, like everybody my age is pretty much brainwashed into thinking that it isn't possible. So, it's cool 12:48 when you do see somebody that's my age out there that closes on a home. That's always awesome to see because it is. 12:53 It's just a little bit different than it was when your parents or grandparents did it. Sure. Yeah. Fear and Taking the Leap 12:58 Yeah. Which are you seeing parents helping with kids at times and stuff like that with some of the first time? Yes. As a matter of fact, I closed a 13:05 file in April. Okay. And this little guy is 21 years old. 13:10 Yeah. And the mother said, "Okay, I helped you with the down payment and you move 13:18 forward with the home." Okay. Yep. We take it. He closed his town home. Yeah. 13:23 And is happy. Yeah. And decided to rent one of the rooms. Yeah. But he's there. It's I think that 13:31 they're afraid to move forward is what I think. Sure. Because in their brains they think what 13:37 happen if I cannot pay that. Yeah. So many ways that you can handle that. 13:42 But for some reason they stuck in that. Yeah. Thinking. Yeah. That process. 13:47 Yeah. The fear is real. The fear is real. it. I think it prevents a lot of people from doing a lot of things, right? 13:52 But if you don't jump, you don't know. That's exactly it. That's why you have to jump, right? You got to get up there. 13:58 Yep. You do. You do. And it's a lot better life when you do. That's thing with with any thing that's hard. Often 14:04 times it is scary. But and I think that's why a good agent comes into play here, right? That's you talk about 14:09 holding their hands and stuff like that. That's where you come into play there because you're able to help them. Hey, it's not so hard. I did it. You can do 14:16 it. I've helped lots of people do it. Right. I think that's where you come into play and you're able to really 14:21 genuinely help those people that are scared. Yeah. I just going to share with you 14:28 when I came to the United States, no English at all. Yeah. And I remember that it was tough for me. 14:34 And I was working in that telemarketing business. Yeah. And a lady from Georgia says to me, 14:41 "Hey, you talk like you have marbles in your mouth." Yes. And I was laughing inside of me and say, 14:47 "Okay, let's see if my marbles on my mouth is going to fix your problem." Yeah. Because you don't think with an accent. 14:53 Yes. So we did. It was a good one. Yeah. But I decided not to have that fear to 15:00 talk with people and let them know what is what I'm thinking. What is what I can do? And that is I think very important. 15:08 Don't think in the fear that this one cost you. Just go do it. Otherwise, you don't know 15:13 Yeah. how to move forward. Yeah, I love that. I love that a lot. Let's shift gears a little bit. We've Advice for Sellers Today 15:19 been talking about buyers and stuff like that. What about sellers right now? Is it a good time to sell? Is it What advice do you have for sellers? 15:25 Obviously, there's a lot more homes on the market right now. It is. And so, it is more of a buyer market, it seems, right now. But what advice do you 15:32 have for sellers? What happened with sellers? They're afraid of how many days that property is 15:38 going to be seating on the market. Yeah. And when I take a listing, I just let it know, hey, minimum 90 days. 15:45 Okay. That is going to see movement. It doesn't mean that in 90 days you're going to sell the property. 15:51 Sure. You're going to see that it's moving a little bit. Yeah. You know why? Because people expecting 15:57 that property drop the price. Yeah. But if you price it right, you're going 16:04 to be fine. Okay. But they're afraid of that step. Yeah. Yeah. And pricing is really 16:09 important, right? Super important. Yeah. I think a lot of people think, "Hey, I just want to try to get the top dollar." 16:14 But there's a strategy. It's a strategy to do that. And in my case, as an agent, what I do is I walk 16:22 around the home and see, okay, you want me to price this property this much. 16:28 Yeah. But we need to do this, we need to do that, and fix this, fix that, so I can 16:33 pay that money for this home if you do all that things. Sure. Sure. And if you're not willing, 16:38 then you're not going to get that top dollar. Right. That's true. Yeah. And unfortunat unfortunately people they 16:44 don't understand that process. But some of them Yes. They did understand that. Yeah. 16:50 So you place a property with 500 and you don't you don't fix all that, you may 16:57 get 480. Yeah. But if you decide to fix all those things, you may have your 500 and maybe 17:04 520. Yeah. Yeah. So again, a good agent coming into play and saying, "Hey, because sometimes people think, okay, should I fix Quick Fixes That Sell 17:10 everything?" But there's probably certain things where, hey, don't worry about this, but fix this. Is that true? 17:16 That is true. I check lighting fixtures. It's very important. Master bathroom, I 17:23 just try to see. And it's funny because I focus on the mirrors. Oh. 17:28 Because sometimes it's different. They put a little teeny tiny mirrors there. But if you decided to remove that and 17:34 put a good lighting and good big mirror makes the difference. Yeah. So something that you can 17:43 show that the place have more space. Yeah. No pushing the walls. You know what I mean? 17:48 Yes. Yeah. And it's funny because I done that a lot. Yeah. I'm a designer and I stage all my homes 17:55 in order to put on the market and I think that pay for Yeah. So that's pretty cool. That's I guess that's another way you separate 18:02 yourself from a lot of other real estate agents is you have experience in design and you do your own staging. That's 18:09 pretty cool. And I would have to agree. I think a lot of the time when I go and I look at I look at houses at open houses or anything like that, one of the 18:15 first things that I'll notice is the bathroom. And I've never thought about that until now, but now that you bring 18:20 it up, yeah, that makes a big deal. It's a big deal. Yeah. So Case mentioned staging and designing. Staging on a Budget 18:25 So tell me about that part of things. Is that something you do a little bit more than most real estate agents? Yes. Yeah. Some agents they don't get 18:33 into that because maybe because they don't know, maybe they don't want to pay. Sure. Because you have two options. Or you pay 18:39 or you do it. That's it. Yes. And I like to do it. Yeah. I'm a florist, too. So, I have that 18:45 vision that I can do it. That's cool. And I try to spend $500 in order to fix the 18:54 things that I know that are going to bring me buyers. So I do notice it. I do not change flooring or carpet or 19:00 anything like that. Sure. If I think that the carpet need to get something done, it's just, hey, 19:06 yeah, go and wash the carpet and send somebody and fix this part. But I to not spend 19:13 more than 500. Okay. Okay. Awesome. It's good that you have that skill. Again, not everybody has that skill. 19:19 And you don't have to pay that up front. And you don't have to pay that up front. Okay. There we go. Everything is at the end. You 19:24 pay those $500 at the end and they like that idea because they don't come up with money at the beginning. 19:30 Yeah. Oh, that's awesome. They pay when they sell it. Yeah, that is correct. That's cool. Yeah. I've heard of there's different 19:35 companies that do help with some of the bigger repairs sometimes, too. But that's but not every house needs a lot 19:41 of big repairs. I think that in 20 years, I have one home that it was in I think it's the 19:47 Milk area. Yeah. And was selling for 790. Okay. And Yeah. I need to replace the carpet 19:53 in the basement, but I have one of my guys and said, "Fix it." It was done. 19:59 Yeah. Oh, that's awesome. That's awesome. Talk to me about the your clientele and stuff like that. Do you work with a lot of Door Knocking for Leads 20:05 people that have immigrated here or the Hispanic community and stuff like that, too? I do work with the Spanish community, 20:11 but Hispanic community, but this year it was probably 7030. Okay. Last year was 8020. 20:18 Okay. And what I like to do is to knock doors. Yeah. 20:23 And or I'm going with properties that are sell by owners. Okay. 20:28 Most of the time they're Americans. They're not Hispanic people. They don't get that. Yeah. 20:33 And talk with them. Yeah. And sometimes they don't believe me. Yeah. But if I close with uh sell by owner 20:41 before, I just dial their number. I give it to them and they talk each other and they find out that it's a good option. 20:47 Good. And I remember that this one was back in 200 20:52 let's see 21. Okay. And I knock one door and give me five 20:59 transactions. Wow. Yeah. Just for one door. One door. They had that many properties or friends and family? 21:05 Friends and family and this person have two other properties and I put in a market and got all and then the brother 21:12 then the sister and five transactions. It was fantastic. Awesome. So speak to that for a minute Advice for New Agents 21:18 then I guess as far as so you've been doing this for a long time right newer agents newer loan officers what advice 21:24 do you have for those those new guys just starting the business where hey they don't have the clientele you've 21:29 been doing this for a long time right so you have a lot of people that know you like you trust you what do you say to 21:34 these younger guys to help them get started for the younger people they have a good 21:40 tool that is social media yes and if they started with webinars They 21:46 have that language, they have the age, they have everything to success. Yeah. So I think that is a good point. But 21:53 knowledge just be a shadow for somebody that you know that is very good in what they do. 21:59 Yeah. And just follow sure him and see what is maybe something 22:05 different that you're doing. Yeah. You never know. I remember that when I'm started it was 22:11 I cannot remember right now the name of him but he was a very good guy and he 22:17 was fast. He was actually in Keller Williams and I learned from him. Yeah that's awesome. 22:23 Start check him out what he was doing way to do stuff that I didn't know it at 22:29 the time and for him was easy. Yeah. And something that is good is read 22:35 books. Yeah. Because books open doors. Yeah. And if you don't read, you don't know 22:41 how is the market, you cannot move forward. Yeah. So mentoring, find somebody that's really good, but also researching 22:47 yourself in these books and stuff like that. Okay. I like that. I like that. And even still 20 years later in your 22:53 career, you're still knocking doors. You said still knocking doors. [laughter] So I'm driving Sunday, of course. Sunday 22:58 morning. Yeah. I drive in. Oh, sell by [laughter] and knock that door. 23:03 And go knock that door. That's awesome. Why are you selling by owner? Yeah. What is the reason that you're doing that? Yeah. Most of the people they open the door 23:10 and look at you like what's going on here? But then when you start talking it's so 23:16 it's so friendly. You're telling a friend, hey, what are you doing? You know, and they start talking with you and at 23:23 the end we closing the sale. Wow. And you got the list in. Yeah. 23:29 And it's nice. I feel of course good. Sure. Sure. And they feel better. Yeah. because they 23:34 don't have the stress to put in the market to follow the phone calls all the jobs 23:40 that are behind the scenes and nobody knows that. Yes. Yes. That I think that a lot of 23:45 people don't realize they just hey just put it on the market it sells but there's a lot that goes into that. 23:50 A lot of things and I assume they all have full-time jobs themselves and so they don't have the time to always do that. 23:56 And again you've navigated what things are worth spending money on, what things are not, how to set a price, how to do 24:02 those things. Again, that's where a good agent comes into play, right? You just have that expertise that they don't have 24:09 and they're going to and the only way to get that is through mistakes and that cost money. Cost money. I always say, think about 24:15 you. Yeah. What do you want, Rose? Yeah. If you want to purchase, what is what you want? Where do you want to live? 24:23 If you have a dog, you need a fence. If you have kids, you need a school. 24:28 Yeah. What type of school? How far do you want? Yeah. Where do you live? Where do you work? 24:35 So all those things give you and lead you to an answer and it's how you move 24:40 through all those answers. Yeah. Is there reason that you have to pay attention when they talking to you? Let 24:45 them talk. Yeah. You just listen. Yeah. Of that. Talk to me about brokerages and stuff like that. What for Choosing the Right Brokerage 24:52 those new agents is a good brokerage important? It is. And I guess why 24:59 and being a different brokerage? I think the five. Yes. Five of them. And I was looking for a 25:06 place where I can feel educated. Yeah. And not only for classes just to see, 25:13 hey, that weight is not the best way. This one is the best way. Yeah. 25:19 And I think that is the key to everything. But I went through different brokers 25:24 because I learned something from each one. Okay. I was Keller Williams. I was with Echo 25:29 Real Estate Way. Yeah, that I learned a lot of luxury 25:34 properties right now on distentive properties with ERA brokers and decided to stay in ERA because it's close to my 25:42 place and it's close where I'm working with. Sure. Sure. But if somebody asked me what other 25:50 brokers do you like to work with, I will say Bart Hardway. Okay. You know, I think it's a complete package. 25:56 Yeah. Good. But it's too far from where I'm work. Sure. Yeah. So that plays into things obviously where you live and work and stuff like 26:02 that. So it is important because at 11:00 you need something you just run to your office. Yeah. Sure. Yeah. Yeah. So that plays 26:08 into it. Your buyer yourself they don't know that they're sleeping. Yes. But you have to run. You have to get 26:13 things done. Yes. In the morning need to be ready. Everything need to be ready. Yes. Yes. No. Love that. Thank you. As a Building a Strong Team 26:21 realtor, you're the the top of the food chain as far as in the real estate business. If something goes wrong with 26:27 the transaction, they typically blame you, right? So, how but that that's not always fair because maybe the lender 26:33 makes a mistake or the home inspector makes a mistake or the title company or whatever. So, how important are those 26:39 partners for you? Why is having a good team important? For me, it's very important and I've 26:44 been working with a solid team and that doesn't mean that I don't want to open 26:50 doors for somebody else. Sure. But I have a title component that 26:56 I work with. I have three title companies. Yeah. And since sometimes I work for the community, I have to pick something that 27:03 speaks Spanish. Okay. For example, one of them is Spanish. Yeah. And with my lenders also, I have three 27:11 lenders that I keep and I try to play with them with IT numbers or with social security 27:17 numbers. Either I speak Spanish or they speak English. So I have to divide that. 27:22 And I know where I send my people. Sure. So the why I do this because it's very 27:27 important the first session with my client. Yeah. That they feel confident that they're 27:33 going to be okay. Yeah. Sometimes and it's weird but sometimes it's not 27:39 happen like that. So you don't know what they thinking. Sure. And they do a carousel. They go to this 27:44 lender, that lender, and that lender. And they have real estate for this 27:49 lender. real estate for that lender and so on. I don't know why they did that or 27:54 why decided to do that, but I think that is very important to me as an agent. 28:00 Yeah. To have a good communication with you, me as an agent real estate and you as a 28:06 brokerage lender side and for me it's good that communication between you and me. 28:12 Yeah. And because that is the only key to 28:18 made this filed to the end. Yeah. Otherwise, it's not. Yeah. Yeah. I think a lot of people don't always 28:23 realize how much a lender and a realtor communicate during we have to we're talking about the negotiate, you know, 28:28 the making the offer and hey, should we ask for a closing cost? What date should we do? How far out should we do? That 28:33 kind of stuff, right? And then as things go on, hey, the appraisal came in low. What do we do here? Or hey, there's this 28:40 thing wrong with the home that we found on the inspection. And so again that there's a lot of communication that happens between 28:45 you remember this show that was the price is right. Yeah. Yeah. Yeah. I learned a lot with this. 28:52 So and that's true. The price is right. So you have to have the eye to see if this 28:57 property is 400 or 420 or 430 or it's going to give you 450. Yeah. 29:03 And if you have that eye, you're going to have problems with appraisal. Yeah. But that gave you with a time. Yeah. And 29:10 something that I've been doing with my lenders that I love them. I don't know if they love me [laughter] 29:17 but I try to prepare everything. So since I have 20 years in the business. 29:22 Yeah. I know what to ask. Yes. Yeah. And I just request all the things that I 29:30 need at the beginning in order to move forward with a file. So my lender is happy because they need only to process 29:36 and see what else it says. the underwriter. Yeah. But I try to do my job at the beginning 29:44 very strong. Yeah. And when I'm in the middle of the transaction, we know what else do we 29:50 need and we have a good ending. Yeah. Yeah. And it happens. Yeah. Love that. Love that. Again, that 29:55 good team matters. That team is it because it you have to have good people working with you. Personal Client Touchpoints 30:01 Especially doing this so long too. I'm sure you do different events for your clients and different things like that. And so that's one thing we most of our 30:08 business is repeat and referral and stuff like that. So that's why we try to do these events and try to do that kind of stuff to 30:13 I do not do events inviting to the movie theater or something like that. I just 30:19 do something more personal. Oh, okay. Yeah. Tell me what you do. And for example, we're in September, right? October, I'm started my Christmas 30:26 time. Okay. Okay. And the first thing that I do is my business card. And since I know my 30:33 client, I know what type of magazine they like to check. Yes. And I just ordered a new subscription 30:40 every December. Oh, that's awesome. And they have the subscription for 12 months. Yeah. And they always see Rosie Hunter there. 30:47 That is a good thing to remind them, hey, I'm here. Hello. If you need anything. Yep. Yeah. 30:52 Yep. I love that. Again, that's a good business practice is a lot of times it's just top of mind, right? So, it's just 30:59 they think of you first as opposed to any of the other real estate agents out there and stuff, right? No, I love that. Final Thoughts and Wrap Up 31:05 Rosa, this is this has been great as far as talking to you and stuff like that about this about the market. Is there anything we didn't talk about that you 31:11 want to talk about before we conclude here? Not that I think right now. Yeah. Yeah. 31:17 I think that we cover everything. And for people that is trying to selling 31:23 or purchasing a home, it's so important. Yeah. not to talk with one realtor, just 31:29 check different realtors. Sure. Because they may have different points of view on things, right? Point of view and thing. And they made a 31:36 decision at the end. Is their property if they planning to sell or is that 31:42 property that they're planning to buy. Yeah. Love that options. Yeah. No, and again, I think if we go back to what this podcast is about is 31:48 helping people get into homes and obviously having good realtors that are willing to show them the ropes and help 31:54 them, teach them. I think education is a big issue right now. It's it that education helps get rid of fear because 31:59 if you understand it, then it's like, oh, it's not so scary. And and so I think the more things we can do to educate people, the better. 32:05 And I like that you're doing these kind of things. You're helping even just knocking on a first for sale by owner's door and saying, "Hey, why are you doing 32:11 this? Maybe I can help you." Because again, that's the goal is just to help them. Yeah. Most of the people did got that 32:17 impression under the impression that we do this because we want the money. Sure. 32:22 And it's not about the money. It's about what can I do for you in order to help you out. 32:27 Let me help you out. Yeah. And that is very important. Yeah. Yeah. I agree. I agree. 32:33 Thank you. Thank you for coming on. Thank you for inviting me. Yeah. Yeah. No, good talking to you and all the the best to keep going. Keep working 32:39 out there and doing your thing. Work together. Yeah. And you're going to send, oh my god, Rose, [laughter] 32:45 because I'm a pain in the neck sometimes. I just want things not for today, for yesterday. So, it's a little 32:50 bit different. Hey, we like to work hard. So yeah, that's the name of the company. So we work hard, but thank you. Appreciate 32:56 that. Thank you. Really appreciate that. Thanks for tuning in to From Rents to Roots. I hope today's episode gave you 33:01 insight, confidence, and maybe even a little inspiration on your home ownership journey. If you enjoyed this 33:07 episode, make sure to subscribe, leave a review, and share it with someone who might find it helpful. And if you're 33:12 ready to take the next step in buying a home, or just have questions, reach out to me or my team at Workhard Mortgage. 33:19 We'd love to help you on your path to home ownership. Until next time, keep working hard, keep building your future, 33:25 and we'll see you soon.