Interviewed by Matt Askland, Cardinal Financial
Can you tell us a little about yourself and how you got into real estate?
-2014. I was born and raised here in the East Valley. I am a fourth generation Arizona native, and my son (and daughter on the way) makes it five generations! I graduated from ASU and then failed out of medical school, got divorced, had a quarter life crisis and wound up in real estate in 2014. I met my wonderful wife in 2015, have been married for three years and we have a little girl on the way. We love to get outside and honestly, love to work. We get to be together and help people we care about and even find ways to get our son Waylon involved. He probably knows more about this business than most agents. My wife (who is also an agent) and I together average about one house a week, and approximately 50 homes a year. We have eight agents that make up The Steadfast Group. In 2018 we did 108 homes sales and about $32 million in production.
In hind sight, is there anything you wish you had done differently as a new agent?
-Be more assertive. I had a lack of confidence when I first started out, and in my opinion, I lost out on opportunities as a result of that. I also built a custom home that I couldn’t sell. These mistakes cost me time and money and were a huge learning lesson.
What does a typical day look like for you and what are your hours?
-Normally I’m up at about 5:30am. I leave the house between 7am and 8am, take Waylon to school, get to the gym, then to the office for a few hours. I wish I was better at keeping a set schedule, but I find some of my most productive days are when I can make time for an unexpected showing or meet a new client. My days tend to be pretty long. I’m usually working through transactions with my wife or sending emails after our son goes to bed, but I make it a priority to find time to dedicate to my wife and son throughout the day. This business is stressful, and if you care about your clients, it’s hard not to work. So often, your own life gets neglected. Being able to really maximize the family time we have together takes discipline but it’s worth it!
How do you survive the summers/slow times?
-Every year is different. During slow times I focus on my marketing. For example, I like to send CMA’s to those that may be ready to sell. We usually come up with a good list of new clients and prospects.
How do you stay engaged with past clients?
-We like to keep it basic. We focus on interpersonal relationships and try our very best to follow the “golden rule.” I send holiday cards, thank you cards, and postcards with seasonal messaging, and I take it one step further and have extras printed to hand out as necessary. I always take time to personally and sincerely engage on social media. I like to host client events like Easter egg hunts, movies, shoot out competitions, etc. I always post these on social media as that’s great for referral business. My repeat clients and referrals amount to about 90% of my business. I don’t do any farming and I stay as far away from Zillow as I can!
What is your recipe for a successful open house?
-My agents do the open houses. We always advertise on social media and go door to door and invite the neighbors. We utilize the open houses to network the neighborhood and always use 20 signs.
What Valley area do you anticipate being the next hot spot?
-I like watching the freeways grow and tend to focus on those specific areas. I also use that as an opportunity to educate potential clients, which helps them make informed decisions on the neighborhood they want to buy in.