In this episode of the Houston Home Talk, Mike Wall of Love Ohio Living and James talk about the detailed roadmap for changing business over to EXP, consistency, and branding.

Quotes : 

" If we do get somebody to say yes, then we got a shot at a six-figure income."

" You'll get what you want if you can help other people get what they want. "

Mentions:

Website: http://loveohioliving.com

Shownotes: 

1:04: Response from other people to the interviews

2:07 Mike started real state business

04:45 Mike talking about consistency

08:45 - Mike talks about branding 

19:24 - Team Structure 

20: 48 - Mike's favorite books and podcasts.

[00:03] INTRO: Welcome to Houston home talk featuring all things real estate in the Houston area. We'll interview real estate professionals, local business owners, and special guests from right here in the Houston community. This is where you get the inside scoop about what's new in real estate, new community openings and business openings and much more. The Houston Home Talk Show starts right now.

[00:32] JAMES: All right guys welcome. What's up? This is James J. Welcome to Houston Home Talk. I am excited today to have my man Mike Wall from Dayton, Ohio. What's up Mike? How are you today?

[00:43] MIKE: Yes sir. Baby, I'm so happy to be here, man. I'm so happy to help. We'll be able to drop some value on your audience today, brother.

[00:50] JAMES: Yeah. Listen, I have been watching you now for several months as you have been doing a lot of interviews with a lot of the new people that have been moving over to EXP Realty. I want to say thank you because a lot of the content that you've been providing, I know I've used, I forwarded it to people and I know that the value that you're providing is helpful to a lot of people. You and I met in New Orleans last month. I've been watching you for several months. As soon as we met, there was several people that came up to you and said, hey, thanks Mike. I know you're reaching people.

[01:21] MIKE: Yeah.

[01:22] JAMES: You're helping people because a lot of people can't do what you're doing in the way that you do it so thank you for that. I wanted to ask you so I want to just start, so you've been doing a lot of these interviews, a lot of Facebook Live interviews. I want to get people introduced you. I want to ask you real quick, what's been the response from other people to the interviews that you've been doing with the new people that have joining EXP?

[01:42] MIKE: Yeah. No, it's a great question man. It's really been overwhelming more than I even thought and really the whole reason if I back up and just telling you the reason why I started doing the podcast…

[01:52] JAMES: Right.

[01:53] MIKE:…is because I knew that we were building something special. I also knew that changes is big. Change is big for everybody involved and especially the for those people who are team leaders in running a business. I wanted to give those people a platform to be able to share their unique story with the world and in hopes that somebody out there might identify with them and be able to make an intelligent decision about where their business went and then also providing a detailed roadmap for change if they decided to move their business over to EXP. Then also kind of lastly is just to provide insight on people curious about learning more about EXP.

[02:34] JAMES: Right? Yeah. Let's get to know a little bit about you because I know you have been in the business. You've been licensed for about 16 years or so. You started full time…was it 2014 when you were officially started full time?

[02:45] MIKE: I did it. I got a unique story. I've had my license since 2002. I actually got into the business just as a buyer specialist for one of the top agents here in our marketplace. A guy named Phil Herman who worked for Remax is a big deal man. The guy was selling like 300 properties back like when nobody knew about teams. When I got into the business I just thought, man, I don't want to try to learn all this on my own. What I'll do is I'll take a little bit less of a commission split to go under somebody who actually has all the knowledge for what I want to do, right? I worked with Phil 2002 to 2009 and we all know what happened in 2008-2009. The market just completely crashed.

I actually got out of real estate. I kept my license but I went to work back in corporate America and I did that for five years. I was working for a company that was based out of Blue Ash, which is a suburb of Cincinnati and I was selling copiers, man. It is a grind doing that. I did that for five years. I knew I wouldn't do that long term and I knew I would get into real estate.

[03:43] JAMES: Right.

[03:44] MIKE: In 2013 in about October, I started calling the expires in 2013. In 2014 May I had 44 listings and I went to my wife and I said, honey, it's costing me more to be at my corporate job than it is to be here in real estate. She said, you know what? She said, do your thing man. That first year went out and sold 57 houses. Second year in the business, sold 104 houses, third year sold 187 houses and then fourth year I sold 309 houses. I just haven't looked back, man. There's so much obviously that goes in between there because now you know, I'm operating as a team. I've got some great team members. I got a great business partner now. We've opened up a whole world with investing and so forth.

[04:30] JAMES: Now let me touch on this because it seems pretty simple. One of the things that I love about you is the consistency. I know you've been doing a lot of live coaching calls. Obviously you've been doing this for several years, calling the expires.

[04:41] MIKE: Yup.

[04:43] JAMES: One of the things that I tell a lot of new agents is what you think, because everybody just assumes everybody's calling the expires. I've heard you mentioned this in the video, a lot of people will stop calling after the fourth time or even a third time in a lot of cases. Obviously you were consistent. What made you focus on the expires? Because as a new agent, that's one of the things that I always tell people to do. Focus on expires. You can get that information and just keep consistent, stay consistent with it. What made you start? What was the thing that kind of got you to focus on the expires when you first started?

[05:17] MIKE: Yeah. No man. That's a legitimate question because if you think about it, I mean everybody's good at something, right? Everybody can always make up the excuse that I'm not good at something and typically it's because they either don't have the experience or they're just not willing to try. For me, when I moved here, I went to high school and was raised mostly in to Dallas, Fort Worth area. I moved to Ohio and went to college at Ohio State. Go Bucks. I met my wife there and my wife was from this small town, which is a Northern Cincinnati, Southern Dayton suburb called Springboro. I didn't have a personal network. I didn't have a lot of people that I could tap into. I just thought, well, what is the next best thing? I knew I could grind it out on the phones because I had done in B to B sales selling copiers, right?

[06:03] JAMES: Right.

[06:05] MIKE: There's no science behind it, man. I just did it. You talked about consistency and that's, that's really what it was. It's just doing it. It's repetitions in the gym, right? It's like every day you show up. You put in your reps. You work hard, and then the magic starts to happen, man.

[06:20] JAMES: Right. Yeah. That consistency thing is very difficult, especially for us because there's no one to tell us to do anything.

[06:27] MIKE: Right.

[06:29] JAMES: Everyone wants to get in the business, but then lacking the discipline to do what you did for three years and still continue to do to this day with the Expires. It's something tells you is you have a schedule and you got to work. It's hard to do. It is hard because stuff comes up. It's hard to stay consistent. If you really want to make it and you're a prime example, everybody that's calling these Expires, they're not doing it consistently. They just don't. I know it. In Houston, it's the same thing. We've got 30,000 agents here. We've got a lot of expires but of that 30,000 there's only a handful of people that are actually consistent with it. As a matter of fact you knew that and you stuck with it and clearly it works.

[07:09] MIKE: I want your audience to understand something too James is that the great thing about calling the Expires is not everyone's is going to say yes, right? We are fortunate enough to work in an industry where the margins, if you do get a yes, are very large, and I always tell my team this, right? We live in a market in southwest Ohio here where the average price point is not really high, right? Our team average sale price is $178,000. Our market. Average sale price is $130,000 but you can still make a six figure income here if you just get one yes, every week because our agents average commission check is 25.50 and if you take 25.50 and divide that out over 50 weeks, you've got a nice income, right?

[07:48] JAMES: Absolutely, yeah.

[07:50] MIKE: Really we just focus…we have our team focus on that one yes per week, right? We understand when we pick up the phone that the odds are against us, right? We understand that most people are not going to answer the phone and if they answer, most people are not going to set an appointment. We understand also that if we do get somebody to answer it, if we do get somebody to say yes, then we got a shot at a six figure income.

[08:10] JAMES: Absolutely. Yeah, and you know there's a couple of books I've got but the go for no is one. Darren Hardy, I love Darren Hardy. December is going to be here tomorrow and I bring this up because his book talks about the format. There's this habit, habit, habit, habit and what he used to do when he was in real estate back in the day, he would just look for no's. The more no's you get, you're just closer to that yes. At some point somebody is going to say yes and I'm a huge Darren…the compound effect. That's what that's saying in the book, compound effect. I love that book. Usually we'll bring it up every single year around this time of year and I go through it and I'll operates during the year because it's a great book about the discipline of habits. In this business. it is key to everything is self-discipline to be able to, to continue to do that. Props to you on that. Now I wanted to ask you, so I heard in the interview that you had mentioned that you had back when you started full time back '04, 2014-2015. I guess a couple of years into it. You switch from the wall group over to love Ohio living, LOL team.

[09:05] MIKE: I did. I did.

[09:07] JAMES: Explain why did you did that? I think I know the answer. I wanted my audience to understand why did you do that? Why did you think that was important to get your name off the brand and brand it to level high live in which you did.

[09:18] MIKE: Yeah. No, that's a great question. There's arguments for both sides.For me personally, I thought it was more sustainable to build a business that didn't have my name on it. I didn't think people would sustainably work to build my business. I thought that together, if we formed something that we could all believe in and all row the same direction, that didn't have my name on it. In another words, it's like a football team, right? If you think of the Dallas cowboys, right? Who did beat the Saints last night which…

[09:50] JAMES: Yes, they did. Yeah.

[09:51] MIKE: if you think of the Dallas Cowboys, they're not called the Jerry Jones, right? They're called the Dallas Cowboys. Jerry Jones owns the cowboys, but everybody has their respective position for the Dallas cowboys. When they come together, they make a team, right? I wanted to do is I wanted to take the level how living team and I wanted to galvanize everybody around that.

What that stood for was elite level agents being able to plug their businesses in to our tool systems and resources to go out and sell as many houses as they want. Not, they plugged into Mike Wall and just took every, all my leftovers, right? Because there is a team model that works that way and I just don't believe it's sustainable. The statistics show, I mean, the shelf life on those type of a team, the shelf life of the agent is much lower, right? Because what happens is they come in, in most cases and they build them up and then those agents, they want to go do the same thing whereas now we have an agent on our team. It's like Natalie Rose, right? Is an agent on our team? It's Natalie Rose with the level higher living team at a power broker by EXP Realty, right? Her name goes on the sign. We just have our LOL logo. Frankly, it's not that I would ever sell my business, but if you think of it like this, James who's going to buy Mike Wall real estate without Mike Wall.

[11:09] JAMES: Yeah.

[11:10] MIKE: You know what I mean?

[11:11] JAMES: Now you're, you're right on. That's a key when we talk about marketing branding because I f struggled with that as well earlier and having my name. I agree with you completely. I think the buy in from your team is much more when you have LOL Level Higher Living. I love that you did that. That's a key. That's a nugget for people to really look at that because like you say there's arguments both ways. I'm actually on board with you as far as the branding and not having your name attached to it for the long term, long term that's a great idea. Good information there. Let me ask you, so from all the interviews that you've been doing with a lot of the EXP Agents that have been mourning, it's been absolutely crazy the growth that we've had. You joined back, was it February of this year is when you guys moved over?

[11:55] MIKE: Yes sir, it'd be a year.

[11:58] JAMES: Montel Williams, you moved over. What's been the best or the most surprising thing, specifically from the people that you have interviewed? Because I don't know if you've got to off the top of your head how many people you've interviewed since you started the show.

[12:10] MIKE: Probably around 20, 25 at this point.

[12:13] JAMES: Okay. Okay. What's been maybe one of the biggest surprises or maybe common similarities? Because everybody's story's a little different. I probably have watched virtually every video interview that you've done. Everybody's story just a little bit different. What have you found that maybe something that's maybe been similar from a lot of the people that you've spoken to?

[12:30] MIKE: Yeah. I have them. Something instantly pops to mind and because it really not only has it surprised me that this is what I've learned from them. It is something that we never expected when we came over. I'm learning now when I talked to people in those interviews is that it's the same thing for them, right? What I'm learning is that the community. It's the community that we've created. It's the people that now we're able to tap into, right? Because like Jay Kinder and Mike Reese, the NEA group, right? They used to run this mastermind that was like a $25,000 buy in, right? Now they're doing that mastermind for free.

[13:09] JAMES: Yeah.

[13:10] MIKE: Right? We're talking about Kinder was the number one, number two guy for COA banker in the world at one time, right? He's one of the smartest guys in real estate. When you're able to plug in to those guys like I could shoot him a text right now and get a response from him, right? The same thing with Kyle Whistle, the same thing with Dan Beer. I mean we're talking about some of the biggest real estate teams and smartest real estate minds in the business.

For me that was the biggest surprise man, is the fact that now we've created this fantastic community of learning and sharing and just growth and excitement, man. That's an easy answer for me.

[13:50] JAMES: Yeah, you and I, we've got a lot of similar circles as far as NEA. I've been with NEA probably since 2011. Actually, back then it was just Kinder-Reese. I've been following Jay for years. He's one of the nicest guys you'll ever meet. Yes, I also coached with them him well. You're right. When now you've gotten to exponential growth summit back in the day.

[14:06] MIKE: I never did go to that believe it or not. Yeah, I never went.

[14:12] JAMES: Okay.

[14:13] MIKE: I coached with NEA. I didn't exponential growth.

[14:17] JAMES: Right. The funny thing now is that with EXP, with all these big name ages moving over, and you're right, the community and the collaboration. I know we keep using these words over. It's true. When you're in it and you and I were here where we both are at EXPN. We've been able to see it. The fact that you're right that I could call Jay right now. I've paid thousands and thousands of dollars to Jay to coach me. Now that same information, I could still get it and get access to him with literally just picking up the phone right now. That's been one of the biggest, pleasant things that I've seen as well. For a lot of people that are not, or maybe looking at the opportunity right now other than the collaboration, what else is maybe been one of the things that's been a plus for you?

[15:03] MIKE: What I want to add to that real quick is that I don't want people to take that for granted because a lot of people I think represent EXP the wrong way. You're trying to get people, you're calling people that you don't know and you're trying to get them to move for revenue share or stock. That's not enough to get people to move. It's like you need to figure out what if we understand at the end of the day, right? That map is more valuable than the treasure. Then you understand that that knowledge that you can get through collaboration, that's where the treasure is, right?

That's the map to the treasure. To be able to collaborate with those guys in a mastermind group. These guys are doing stuff at a level that we just haven't thought of or haven't gotten to in our businesses yet. For that person out there who's doing $10 million or $20 million a year that wants to get to 20 million or 40 million or a 100 million, right. The difference between them, where they're at right now and where they want to be is that roadmap, right? When you join EXP, you're able to tap into that right away, right, through the collaboration and relationships that you'll build here. I wanted to make sure that your audience was crystal clear on that because although revenue share is fantastic and the opportunity to be an owner through stock is fantastic. It's not the only reason you should join EXP, right?

[16:28] JAMES: Yeah. No question about it. Yeah. I think the excitement around it is just because it hasn't been done this way before.

[16:33] MIKE: Yeah.

[16:37] JAMES: You start looking at the opportunity down the road. I could not agree with you more, Mike. That component of EXP has gotten a lot of publicity. I think as far as representing EXP, a lot of people would probably get a little turned off because everybody's talking about the revenue shift. You are right. That's not really for me the number one reason. It is the fact that you get to collaborate. You and I would not be talking right now. We aren't talking right now if it wasn’t for EXP. I wouldn't be able to call collar or anybody for that matter. It's genuine. When we went to the EXP con last month it's genuine. People are just really willing to help you with whatever because it does benefit us all when we all succeed. Where it used to be you have freinemies and you interviewed with Tammy yesterday?

[17:25] MIKE: Tammy was day before. You're talking about Mary Simons Malone. I love them so much. Yes, she was frienemies with Kyle Whistle, right? They worked at competing brokerages in San Diego. She talked about that too with the collaboration now with Dan and Kyle who were formerly her biggest competition, right?

[17:44] JAMES: Yeah, Yeah. Huge, huge, huge, huge. That's awesome. Couple more questions for you Mike, before I let you get on out of here. Again, you said the response from people because I saw people coming up to you and we're at the EXP last month which is pretty cool. As we were in the middle of talking,

[17:59] MIKE: Let me one more thing James before because I know you asked me and I'll try not to be too long winded here. I want to make sure that people understand the value of what the model at EXP has to offer no matter where you're at in your business because you asked also what was another thing that I had learned or what was another reason that we moved and what we learned through our move, and I'm hearing back from obviously a lot of these team leaders in our interviews is the fact that I had a decision to make personally when I moved. We were opening up our own market center. We had approval through KWRI. We were opening. In fact, that market center has now opened without me. Right?

[18:34] JAMES: Okay.

[18:35] MIKE: Some other person or group came in and took my place. I was supposed to be an owner at that market center and EXP was put into my lap, right? We had a decision to make right away and that decision was, do I move forward with my plans with Keller Williams to open this market center, right? Or do I move my team to EXP? I'll tell you what it came down to. It came down to what was better for my team, right? Ultimately the reason why EXP want one out is because the move to Keller Williams would have been a lateral move. Actually it would have been a worst move for them because the CAP was going up at the new office. It would have only been a win for me, right? I could have been an owner at that office and that would have been great, right? Our Ego loves that, right? I'm an owner. Ultimately if I knew I wanted it to be successful through my team. That's what I want and ultimately to be able to provide them the best platform for success, right? I knew that I had to make the decision to move to EXP because now I can offer them things that I never could before. That is through revenue share and that is through who stocks, right? Now, they can become owners. They have a vested interest after three years. They have two exceptional wealth building tools that they never had access to before.

[19:46] JAMES: Absolutely, yeah. That same message as I go around talking with agents in my market, same message. My team is definitely not structured because your team structure right now is, consists of what? How is your team set up right now?

[19:57] MIKE: We serve two markets. We serve Dayton-Ohio market and also the Cincinnati-Ohio market.

[20:02] JAMES: Okay.

[20:03] MIKE: We have 25 agents. We also have a listing manager and a contract manager and then an office manager as well.

[20:10] JAMES: Right.

[20:11] MIKE: I have Director of operations/ co-owner and a guy named Jump Welski.

[20:16] JAMES: Yeah. You've got a pretty big a machine going up there and a lot of people being affected by your decision, all tweets and make that move over to the EXP, which is not something to be taken lightly by any means. I've spoken to a lot of other agents. I don't know. I've watched a lot of your interviews with people. It's a tough decision because it's not just you that you're affecting here. It's a ton of people that are affected by your decision, good or bad one way or the other. I don't think there's really any downside to EXP. I'm going to be a little biased, but the other revenue models or other revenue streams that we have available is great. The fact that we can collaborate with people all over the country at this point and soon it'd be international, 2019-2020 which is a pretty exciting where the company's. I compare what we're doing now with EXP and how Glenn has set this up and the fact that you are not going to have a conversation. You and I could talk to each day. Three quick questions I want to ask you. First question is what are you reading right now? I know you're always seeking knowledge. I know. Are you reading anything right now that…

[21:20] MIKE: Let me make it up for you man. I'll tell you right now. I usually have a couple of different books going on. I do love to read and I do love to listen to podcasts. I'm listening to… this is not a business book but its called sleep smart. I don't do fitness coaching, but I have a fitness coach too. He sends me books. I'm also listening to the Perfect Day Formula and that's by Craig Valentine. I'm listening to it another book called The Swerve. That's a good book. It's funny man, because if you do a lot of reading or if you listen to podcasts, you always get ideas about books from other people, right? It seems like one book leads to another write. One book mentions another and then you pop that in audible and you read that. I think one really good nugget and you and your audience should write this down if you haven't heard it already is listen to that recent, the most recent Maxout podcast with Ed Mylett, where he talks to you. UOP baseball team. That is so good, man. It is so powerful. I've shared that with my entire team. I listened to it probably every other morning because it just so resonates with me, especially as you transitioned into 2019. If you need something to get you up and light a fire under your butt and it is great, great material, man.

[22:26] JAMES: Yeah, I have my last. He's awesome. He is awesome. That's the beauty of a podcast is or an audio book for that matter just to be able to listen to it at any point of your day, at any time. It really doesn't matter where you're at nowadays. You can just pop that in and listen to us. I have not heard that one. I will make sure that I listened to it. I'm actually post the links so people can get just click where and go right into it.

[22:46] MIKE: Awesome.

[22:47] JAMES: I'm an avid, avid reader as well. There's always something that I pick up. The knowledge that it's that compound effect. One compounds on top of you, the next thing. Another last, last two questions here. What's your favorite quote? Favorite quote.

[23:02] MIKE: Man, that's a good one. I think it's probably changed throughout time. I think my favorite quote is probably really cliché at this point, but it just so resonates with me is the old Zig Ziglar quote is that "you'll get what you want. If you can help enough other people get what they want." That has not always been true for me. I've grown in my business, I've learned that my success will ultimately be a product of the success that I help others have.

[23:28] JAMES: Yeah, no, that's awesome. Zig Ziglar Fan, goodness gracious as well. I one that was one of my favorite of course. The other one is then you're going to be a meaningful specific or a wandering generality. It's huge and especially for realtors because most realtors are not meaningful specifics.

[23:45] MIKE: Right. Right. We know that.

[23:46] JAMES: Great, great quote there. The last thing I want to ask you, so what's something that you want to do in 2019 that you've never done before? Whether it be business related obviously EXP is an explosion in growth mode right now. What's something that maybe you've got want to do a 2019 that you've never done before?

[24:04] MIKE: That question comes at a really opportune time for me because we're actually in the middle of opening up our own mortgage company, the P and L model. I'm actually really excited to play around with that a little bit. I think there's a huge opportunity, not only to add more money to the bottom line but to also provide a level of service that most of the real estate agents can't provide because this is going to be set ups just so especially at first just so this person is servicing our team.

[24:29] JAMES: That's great. I've had a sin as a, as a loan officer. There's no better mortgage advisor like yourself because you are on that side and you speak to what your clients are really wanting and really be able to direct if it's going to be your mortgage company or whoever you're working or partnering with on the mortgage side to really provide a really, really good value for people because I know you've experienced it. I've experienced it with a mortgage companies that it amazes me that some of these mortgage companies exist or lenders should I say. I've had people just completely disappear during the process. This is amazing to me. It's amazing. That's a great opportunity and I think with your background there's no way that you would not be successful with that or anything else that you do.

[25:19] MIKE: Thank you sir.

[25:20] JAMES: That'd be great. Again, I am a huge fan. I admire everything you've been doing. You're one of those people when you meet him, you just like of like literally I met you. We shook hands on. My God, I just liked this guy.

[25:29] MIKE: Likewise my man, likewise.

[25:34] JAMES: I've got to get up to and actually one more thing we got to talk about real quick, the most important thing will Ohio State be in the playoffs or not.

[25:42] MIKE: Man, at this point, does it even matter? It's whoever's going to play Bama and lose, right?

[25:45] JAMES: Right. Right. That’s true.

[25:50] MIKE: I love my Buck guys I'm also a realist man.

[25:52] JAMES: Yeah, absolutely. Yeah, it's got to be quiet if you you say well. Anyway, when I appreciate your time, Mike. Thank you so much man. Thank you. Thank you. Keep doing what you're doing. I will continue to promote you as much as I can. If there's anything I can help you with, let me know and appreciate your time, man. You have a great one and we'll catch up.

[26:07] MIKE: Likewise and if anybody's interested in that free coaching that you mentioned they could go to liverealestatecoaching.com and sign up there. I'd be happy to take on anybody for 30 to 40 minutes and just really dive deep into any area of your business you're looking to improve.

[26:24] JAMES: I will post the link on the podcast. Actually let me put it on here so people can get that link and access what you're offering there. Yeah, can't go wrong. Free strategy call with Mike, reach out to them. He's an awesome agent, great example a lot of consistency and professionalism. I really appreciate what you do on Mike, We'll catch up soon brother. You take care.

[26:43] MIKE: All right man. Thanks so much, James. I appreciate it.

[26:46] JAMES: Okay. All right, bye-bye.

[26:47] MIKE: Good luck.

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In this episode of the Houston Home Talk, Cindy West from NRL Mortgage and James talks about the process of getting a mortgage loan, interest rates, NRL Mortgage loan programs you can apply to and other things such as Cindy’s career trajectory and how her knowledge in forensic accounting helped her in her role as a mortgage loan officer.

QUOTES

“You have to make sure that the house is not listed for sale, because that’s a red flag in mortgage, before you cash out.”

“The buying power of people changes significantly as those rates go up.”

MENTIONS

• Contact Cindy:
• Phone: 832-370-7373
• Website: https://cindywest.nrlmortgage.com/

SHOW NOTES

• [0:02:10.9] How Cindy got into mortgage lending
• [0:03:32.4] How forensic accounting works
• [0:08:02.3] NRL Mortgage loan programs
• [0:14:25.1] James and Cindy talk about interest rates
• [0:21:04.4] The difference between pre-approval and pre-qualification
• [0:32:24.5] Get in touch with Cindy!

[00:03] INTRO: Welcome to Houston home tall, featuring all things real estate in the Houston area. We'll interview real estate professionals, local business owners, and special guests from right here in the Houston community. This is where you get the inside scoop about what's new in real estate, new community openings and business openings, and much more. The Houston home talk show starts right now.

[00:33] JAMES: All right, welcome guys. This is James with Houston home talk and I am joined today by my good friend, Cindy West in our El mortgage. Um, how are you doing this morning, Cindy?

[00:45] CINDY: Hey James. I'm great.

[00:48] JAMES: Awesome. I'm doing great. It's a little chilly for us here in Houston at a blistering 70 degrees. Now, just joking. People in the Midwest laugh at us when it gets too 40s. 

[01:00] CINDY: Yeah. Yeah. 

[01:02] JAMES: It is cold for us but I am glad to have you on. It has been an interesting ride as far as interest rates and a lot of things going on specifically this year. You have been in the business for a few years now. You've done really well and I appreciate all your insight. Just to kind of set the table for everybody, so sending and I have known each other for about three years. We've been working together. You came to visit me when I worked for a home builder and you were one of very few, really probably the only one person that really would come visit me because everybody else was scared to come see me working for a home builder because they just assumed that they could get no business from a home builders onsite salesperson which was not the case. 

[01:52] CINDY: No. 

[01:52] JAMES: I'm glad that you've been very tenacious and the way you work and I admire your work of it. I see you on Saturdays, Sundays. I see everywhere. You have gotten a lot of knowledge and your work ethic is been very, very admirable. What I want you to do is just kind of introduced yourself. You've got a very interesting background. Introduce yourself to the audience and tell us a little bit about your background and how you got into the mortgage.

[02:22] CINDY: Okay. Sure. Yeah. I've been in the business three years ago and I'm like, my background started with auditing and taxes. I did that for several years and then I relocated to Los Angeles and I became a forensic accountants, which is very interesting. 

[02:39] JAMES: Okay. 

[02:42] CINDY: Pretty much what I would do is I worked with people getting in divorce, determining child support, alimony, division of assets and valuing businesses. Pretty much I would find the money and determine what the individual's cash flow was for child support and alimony. Then after that, and I relocated here with my family. 

[03:04] JAMES: Okay. 

[03:05] CINDY: That's where I met Chad Freeman and he is a manager for Nations Reliable Lending. Tell me about the job. My personality and my background was the perfect fit and my daughter is going into school so I thought, it's a great time to get back into the workforce full time. I took the test and passed it and then I'm on my way ever since.

[03:32] JAMES: The forensic, you got to give me a…tell us back a little bit more. The last time I hear forensic, I usually think, CSI and one of these criminal shows when I hear forensics. Break that down a little bit more as far as what you did with that that as forensic accounting?

[03:55] CINDY: Yeah, so pretty much, I mean it has to do with documentation. 

[03:57] JAMES: Okay. 

[03:58] CINDY: Thing at paperwork, a little bit differently and people represent themselves based on the tax return. I only make $25,000 a year when you're living in a half million dollar house and you drive a Mercedes and I could see all the charges on your credit card for limousines and things of that nature. I would pretty much hunt down the money. 

[04:21] JAMES: Got it. 

[04:21] CINDY: Figure out what the true cash flow is because people have businesses, they write off all their personal expenses, cellphones, cable bill, I'm 100 percent of their auto. All those things are not true. Business expenses, personnel. They drained the company, and they want the write offs. They pay as much taxes. From a divorced stamp, that's now your cash flow. We add back all this personal offenses as perquisite come up with somebody's true cash flow. Then that's how we figured out how child support and alimony.

[05:00] JAMES: Okay. I see. Then the connection with that and the connection to the mortgage side of the business because a lot of what you were doing and that career really translates into you being a mortgage lender because a lot of the details that come along with, especially, specifically you brought up self-employed because those are the biggest challenges when it comes to the mortgage. 

[05:24] CINDY: Yes. Yeah. 

[05:26] JAMES: How does that background, how did that help you on the mortgage side because like I said, I know you've only been three years but you've been…you've been very, very successful and the time that had been a mortgage lender. How has that helped you in being successful in what you're doing now?

[05:42] CINDY: Definitely the tax knowledge and the attention to detail and I'm looking at paperwork a little bit differently. Very detail oriented, which in mortgage you have be, when you looked at the paperwork upfront for a year under contract and kind of figure everything out ahead of time instead of having issues under contract that who I wish I would've seen this or looked at it closer than. Definitely the tax return and the tax knowledge has helped me with understanding the actual tax return for the self-employed borrowers. 

[06:18] JAMES: Right. 

[06:18] CINDY: You can have a schedule C which is on your 1040 where you can have 1065, which is a partnership returns, that's corporations or your 11 languages are C corps. Understanding how somebody gets paid out of each one of those is quite really friendly. You can get paid out of distribution. You can get paid through salaries and wages or dividends depending on what X return you're filing. That's definitely given me an edge on a fast track and dealing with more sophisticated buyers would complex tax returns. The attention to detail, I'm looking at paperwork and just knowing. I've seen all these documents who I've been working with them for years. It's definitely helped.

[07:08] JAMES: No. That definitely explains a lot because I've had a brief stint as a mortgage lender as well, so I understand the level of these. I don’t think a lot of people understand it and unless you've done it. There was no way. As a realtor, most realtors, all we care about is the loan approved. 

[07:29] CINDY: Right. 

[07:30] JAMES: Always funded. Those are the words that kind of care is, are we funded. Okay. When you're behind the scenes, the level of detail. There're so many moving parts. There's so many moving parts. I appreciate you guys more because I've had a boost said joining and kind of understand now that there's so much that goes on behind the scenes. Someone like yourself with that background and being very detailed. It's so important. It really is. Now, I know you guys have a program because one of the things that I work a lot with, I work a lot with home buyers will still be sellers who have a home to sell before they purchased their next home.

I do a lot of new construction and so typically, we have a contingency to where the only way they can purchase the new house is if they sell the current house and multiple cases. I know you guys have a product that's kind of design and you don't have to go into a whole lot of detail, but I know that's something that I wanted you to share a little bit about because I think it's important for people to know that, that you guys have that product. I've dealt with a lot of lenders. I don't know anyone that has a program like this. I might be wrong. I know anybody that has that program. Tell us a little bit about that. A little bit about that program.

[08:53] CINDY: It's a fantastic program because people that are looking to buy and I say new construction, it doesn't have to be new construction. It can be anything, but who this product would best serve. Somebody that finds a house that they fall in love with. That they really want. It could be through a builder. They might find a lot, the perfect lot and I called a stack or on a green belt with backyard. Let's say water way or anything specific that they might lose if we wait to sell their house. 

[09:32] JAMES: Right. 

[09:32] CINDY: That's the emotional side of this product is somebody that's motivated to move forward, doesn't want to wait. I think this product also is more beneficial to people in the higher price points a significant equity. Pretty much in order for this product work, you have to have at least 30 percent equity, the partying residence, and you need 20 percent down payment to move forward on the purchase.

Now, you can obtain gift funds for the 20 percent. However, you do have to have at least 5 percent of your own friends. That would mean 25 percent now. You can get the Gift Front Lens of 20. You bring 5 percent. The 30 percent equity, if you have your house paid off or have significant equity, meaning like 30 percent or more and you don't have the cash in bank, you can do a cash out refi, pull out 20 percent as long as you leave 30 percent equity in the parting residence. You can pull out money to use that on the down payment for the purchase side, 

[10:43] JAMES: Got it. 

[10:45] CINDY: Yeah, you have to make sure the house is not listed for sale because that's a red flag and mortgage, so before you get a cash out. It's a purchase just like any other purchase, but we are eliminating that just from the ratio. You actually will have two mortgage payments until the house is sold. The only stipulation is that their house has to be listed for sale prior to the purchase of the new residents. That's it. 

[11:10] JAMES: Okay. 

[11:11] CINDY: That's something where if you're building builder relationships, that's a good thing to have because the builder that's going to identify that and it's going to call you, you're marketing this product and lease the house for sale. That's the key is you're, as a realtor, you're getting the leasing and hopefully, the buy side as well, because you're going to get a walk in client that falls in love, has a house to sell and that builders not going to wait, want to wait three to six months for the house to sell or probably does not want the contingency offer because if it's in a higher price point, we might take a little bit longer. Or if it's a flooded house that you have for sale, who knows how long going to take it so. It's a great product that allows people to move forward without waiting for the house to sell and then they don't lose equity. They don't have to half the price. They just have to afford the two payments

[12:07] JAMES: Right. There're a lot of people that are in that position to be able to do it especially like you said, in a higher price point. This helps them not lose out because I've seen it on several occasions where they probably could qualify for both financially, but this product, like I said, this product wasn't around. I knew I have no knowledge of that product a few years ago. It's a great option for people that are…that are looking to buy another hall or build either one. I'll make sure I post your information because there're people out there that want to reach out to you and get a little bit. I know there's probably a little bit more detail, which you probably just speak with somebody in person. Speaks somebody over the phone to get a little bit more detail about their situation and how the product help, but I know it's a great product and it can help a lot of people.

[13:05] CINDY: Yeah. Builders love it. I'm not competing with Mortgage Company. They're in house lender to add on to their business, to help it grow. I'm not looking to compete with them. I usually can't let their incentives. 

[13:17] JAMES: Right, yeah. 

[13:18] CINDY: This can eliminate the contingency offer and it's very attractive to builders and playing lots of calls and emails from builders I've ever even met before clients. Again, it's a great…it's a great marketing tool to get connected, to build a relationship and help builder build business and great for realtors to use that as well.

[13:45] JAMES: I know a lot of builders are work with a ton of them in a new construction kind of what I specialize in more than anything. Having worked for a few builders myself personally. I will make sure they all know about this. Like I said, anybody is working for builders that might be watching this. I'll make sure they get you a contact because the onsite…where the onsite, salespeople or about getting…they don’t get paid to do loans. They get paid to close homes. 

[14:14] CINDY: That's right. 

[14:14] JAMES: Having you as a resource and in those situations is a great, great thing to have a speaker. I'm speaking from experience. I know one of the big things and challenges that I've seen so far this year are the interest rate. Rates have slowly just crept up and I back in January and February, I was telling people that rates are going to increase and unfortunately they have. Now we're now almost to the end of the year and so one, I guess, what are we looking now. FHA, I know everything obviously based on credit scores, but what kind of averages are we saying on FHA, conventional, and then what are we looking at? Maybe first part of 2019 that you kind of thing, well what may happen, which rates come from that first quarter?

[15:09] CINDY: Well, definitely rates have slowly increased. They're in the fines, so again, to then plan your LTB FICA score, debt information, that I've seen. ORS, donate them five again. Sometimes they come with the discount, to the rate of that. Rates are still great. There's still near historic. Still a great time to buy. Do not wait to buy a house. The rates are going to go down. Of course I don't have a crystal ball. That's my said, good judgment indicates that I think are going to probably stay or climb a little bit. The interest rates a tight to this, excuse me, the 10 year treasury. 

[15:53] JAMES: Right? 

[15:53] CINDY: Usually when the Fed announces the direction of interest rates, they going to use some hikes, the market has a tendency to accelerate that. If they're going to say an increase in December, market goes higher before that. It's stable. It's still…they're still near historic low and they're in the five and would not wait 1 percent increase in the interest rate. Will make it 13 percent increase in your payment. 

[16:22] JAMES: Absolutely. 

[16:23] CINDY: A thousand dollar monthly payment. Your payment will go off to a 103 or extra $130 a month. That's pretty significant. People always talk about the score and want to increase it. I tell them, I said, you time you increase your score, you're going to be offset by the higher rate.

[16:43] JAMES: Right. 

[16:44] CINDY: It's a lot. 

[16:46] JAMES: Yeah. That could take somebody from qualifying to not qualify. The bump in the rate and for people and for some people that might be borderline or maybe close anyway and you wait. You're not really winning and a lot of cases. You're not winning by waiting a. I try to encourage people, if you find…if you find a home that you're interested in now, don't wait because literally, half of point or all the point can make a significant difference. It can't really be the difference when you qualified or not in some cases. 

[17:19] CINDY: Yeah. Yeah. Or you have to drop the purchase price or have to come up with no money down to offset that. For every $10,000 you put down in a house, your monthly payment will change by $20,000. 

[17:32] JAMES: Right. 

[17:32] CINDY: $20,000 will only make $100 a month difference in your payment. That's not a lot of movement with significant $20,000 down payment. You're better off to do it now because rates in the fives are fantastic. I know people go back to the past and threes and fours and the confused I've seen. Ladies and gentlemen, that was history. You make three for a lifetime. 

[18:06] JAMES: Yeah, that's just… that's with sales. 

[18:04] CINDY: Gosh, yes. 

[18:04] JAMES: You've set the sale that made you want it. 

[18:08] CINDY: Right. 

[18:08] JAMES: It's funny when people started talking about the rates now, how they're going up and I tell people, before the crash, it just rates are in the 60s. 

[18:18] CINDY: Yes. 

[18:19] JAMES: My parents, when they bought their houses, they were in double digit. It's just perspective but if you didn't own a home before '07, '08 and maybe you just, you started looking into it after 2008. Basically the last 10 years, it won't be spoiled. 

[18:39] CINDY: Yes, absolutely. It means accidentally. 

[18:43] JAMES: It wasn't on purpose. They were spoiling. There's either the Katas or they're hard. 

[18:47] CINDY: I know, right?

[18:48] JAMES: They were doing it to encourage people to go by because everything had kind of tanked. '08, '09 that's why those race was so insanely low, it was encouraged people to go out and own. Obviously, as the economy starts to get better, it's just a matter of time before those rates start creeping back up and that's where we are right now. 

[19:09] CINDY: Yes. Yeah. 

[19:12] JAMES: I laugh when people started talking about, oh my goodness, my rate's 4.8 and it's like…

[19:19] CINDY: I know. 

[19:20] JAMES: Five 

[19:21] CINDY: Right. 

[19:22] JAMES: Rates are still very, very low. Yeah. Historically speaking, if your history is only six years ago. 

[19:31] CINDY: I know, right. Yeah. 

[19:34] JAMES: It’s a difficult… 

[19:34] CINDY: First house too that we bought was back in 2006 and it was 6 percent. I remember high fiving in the kitchen and using hands like, everybody was paying 10 and 11 percent, and I get 6 percent. That was a great rate. Six percent so great rate. 

[19:54] JAMES: Yeah, wise. 

[19:54] CINDY: It is good. 

[19:56] JAMES: Yeah. Absolutely was, yeah. I find it funny when people started talking about it, but we can't control it. Home ownership is still a better way to go. 

[20:09] CINDY: Yes. 

[20:10] JAMES: Paying a 5 percent interest or half or whatever it is and whatever it ends up being in 2019. It's still a better option than renting and in most cases. We'll continue to encourage people to go on. The sooner the better because rates, from what I see, and you can speak on that. For what I see, it seems like it's going to…the experts are saying that 2019, of course again, there's no crystal ball. Yeah, we're going to maybe be in that consistently in the 5 percent range. Who knows for, but that's what I see and that's what I've read. 

[20:51] CINDY: Yeah. Definitely would agree with that. Yeah.

[20:53] JAMES: Yeah. The buying power for people, it changes significantly as those raised a lot. Yeah. If you guys are looking at a owning a home call, call Cindy. 

[21:04] CINDY: Yes. 

[21:04] JAMES: One more thing that I want to ask you. I want you to distinguish between pre-approval versus pre-qualification because I get this question a lot. I know what the difference is. 

[21:16] CINDY: Right. 

[21:16] JAMES: They are a big difference. I want you to speak on that a little bit so people really understand the difference and when, as a realtor, if you're making an offer on one of my listing with the prequalification letter, I'm not feeling that comfortable about it quite honestly. 

[21:32] CINDY: Yeah. 

[21:33] JAMES: Yeah, speak on that a little bit and tell the people the differences are. 

[21:39] CINDY: Sure. Okay. Definitely pre-qualification and pre-approval. The underwriter, there's a couple differences. The underwriter does the pre-approval, so that's when it actually goes into underwriting. 

[21:53] JAMES: Yeah. 

[21:53] CINDY: There're levels of prequalification letters that have stronger credibility than others. That's pretty much the documentation. 

[22:05] JAMES: Yes. 

[22:05] CINDY: When that consumer fills out a credit application and we call them. We go over the 10 on 3 with them. We pull their [inaudible] with score, input their liabilities and the application, make sure their debt to income ratio is right and sure. The LTV is right. Run interest rate pricing and make sure we get automated underwriting system approval, which is the automated scientific version of what an underwriter does. When we get an approved eligible, that triggers us to give a prequalification letter. 

[22:41] JAMES: Right. 

[22:42] CINDY: On that letter thought, if we want to take it to, I always say, I want to upgrades your prequalification letter, just to upgrade its which means I'm going to now look at your source document. 

[22:53] JAMES: Right. 

[22:54] CINDY: Source documents are your tax returns to your tax returns, early day pay stubs. That's the critical part because we really want to look at the tax returns to see what are you writing off. If you're a W2 employee, to write off, [inaudible] 106 expenses, with your salary reimbursed expenses. Because if so, we may and I say may, have to charge that as debt because those are business expenses that you're claiming. There are different programs where you may be able to skirt around that like a W2 only program if you don't own any real estate, you might be able to eliminate that. The point is, is that we need to look at the documentation that will uncover potential issues and can give us a better direction of which way we want to take the financing. 

[23:50] JAMES: Right. 

[23:50] CINDY: Yeah, it's pretty much, it’s a prequalification letter. It's just reviewing the documentation or not. That, if you're realtor, that's one of the things that you should look at is the documentation. 

[24:04] JAMES: Yes. Yeah. Because I mean, the prequalification, and yeah, you spoke on. That you can go online and fill out some information and get a prequalification spit out. 

[24:13] CINDY: Yes. 

[24:13] JAMES: With no verification of anything, which is why I love the fact that you take it a step further. For all of us that are involved in the transaction. From realtor to lender, we wanted to be strong. Nobody wants to waste time going through contracts and inspections and everything kind of like that. 

[24:37] CINDY: No. You can raise so much money. Like you wait to you inspection fee, your option fee. 

[24:42] JAMES: For sure. 

[24:42] CINDY: Even lose your earnest money, appraisal. You talk in $3,000. 

[24:47] JAMES: Yeah. 

[24:48] CINDY: I always…the realtors that I work with, I always train them, teach their clients in the beginning because you're the front contact. Let's see, pair them with need and it's very easy to your tax returns to your W2's, a 30 day pay stubs, two month bank statements, and even the bank statements are pretty significant. Even ID, I mean we've uncovered…we don't look at the beginning and then things happen that's expired and they don't have time to go get it renewed or there's always something. Really, I always tell borrower. I said, it is a lot of extra work. There is no benefit to them, the consumer if they don't provide that upfront. 

[25:29] JAMES: Yup. 

[25:32] CINDY: Good realtors prepare their clients for that right in the beginning. When I come in and talk to them, they've already heard it from you, another hearing it a second time. Again I pushed for that. I can't make them do anything. I tell them what's that risk? If they don’t get those documents and they usually, I've never had a problem with anybody complying with that. 

[25:59] JAMES: Right. Yeah. I think you said it. Yeah, setting that expectation from my end before they ever really talked in and most of the time, not all the time, but most of the time, it's going to start with the agent. That is so important to set that expectation. 

[26:12] CINDY: Yeah. You're really the point of contact. This is your lead. 

[26:17] JAMES: Right. 

[26:17] CINDY: The relationship in some way. Either from a referral or somebody that's coming to you to buy a home and I'm just the support behind the scenes. You lay the groundwork. You're going to have more credibility because you know what you're doing because this isn't your first rodeo. Then when I get them, they've already heard it before. It's really the call about preparing them and making it easier for them.

[26:43] JAMES: Absolutely. 

[26:43] CINDY: The financing process can be, we asked for lots of documents throughout the process from start to finish and consumers will always say, is this all you need? I tell them, I'm like, well this is all I need today. 

[26:57] JAMES: Right. That's right.

[26:58] CINDY: I'm going to back up really people behind me that are going to look at your file in a completely different way than I do. The underwriter is going to ask for conditions that need to be cleared. The processor's going to ask for documentation, my production partner, and then we might ask you for the same document again because you might not be exactly what we need. We can ask for documents up until a week or less than a week before closing. You can prepare your borrowers for that and if that doesn't happen, then it's even better.

[27:33] JAMES: Yeah, supplies. 

[27:35] CINDY: Yeah. 

[27:35] JAMES: Absolutely, yeah. Now I try and said that explanations for all my clients, so yeah. It could go up to the day or the week before. 

[27:46] CINDY: Yeah. 

[27:47] JAMES: Just prepare for it. If it happens, then you know. You knew it was a possibility and I think that just makes people feel so much better because…and it's not a difficult thing just to let people know. This is not. There's a lot. It's not a straight. It might go like this. 

[28:06] CINDY: Yeah. 

[28:07] JAMES: With the close. It's not just a straight…a straight. There're a lot of things that happened. A lot of adjustments that get made, kind of like flying a plane. We never really feel it for the most part, but there're a million adjustments that these pilots are making over in a plane. Out of my analogy when it comes to a mortgage loan, because it's the same thing. It starts off one way and eventually you'll get to your destination which is closing. It's not always just a smooth process and a pupil, so frustrated with it. 

[28:39] CINDY: When I'm there along the way, every step of the way, I tell my followers, you can follow me after 5:00 and you can call me on the weekends. There's going to a lot of stuff that it's going to be thrown at you and especially that first time home buyers, I'm here to help you to translate what somebody else is asking. I might not be specifically asking you, but somebody else has requested that non-certain. That's part of my job. There is service court, which is mortgage lenders like myself, local small lenders. That one of the benefits is the service and being available and for the realtor as well to call and know that every time they call me, I answered the phone and I can get my voicemail. You're going to get me. 

[29:30] JAMES: Yes. 

[29:30] CINDY: You can ask the questions and I'm going to give you a straight up answer or I'm going to find out the answer if I don't know. Figure it out because you're left on a, on a ship that with the captain.

[29:44] JAMES: I had that happen. I know there're a lot of realtors, its happened. Lender just do this but I know I'm working with you for the past three years. You are truly aware. You do answer the phone. Whether it's good or not, you're not the lender who just takes off and which is amazing that it happens, but it does.

[30:06] CINDY: Bringing bad news to people is not easy. There's nobody on the planet would like to do that. Especially, the largest purchase of your life and that would not be a good thing and I try to stay clear of that, meaning I don't have bad situations at my peak that I qualify either solid and if they're not which means there are some weaknesses in their credit profile, which there could be that prepare them for that. I can say, this is what we're…this is the plan, and I give them the option. Your ratios are super high. You've got these collections that could be an issue. Here's what you risk. Your option money, your inspection fee, your appraisal fee. I will tell them that its a weaker profile and let them make a decision if I want to move forward or not. It also tell my realtor that too, so that they can be prepared if I have to make that call and say we, there was a hurdle that we just couldn't overcome. Blindsided like, well, why didn't you tell me this? Because yeah, I haven't run into that yet, but I will and I would. That's how I would approach that there wasn’t a paper lending. 

[31:29] JAMES: Yeah. There's a lot of stuff that happens that we just, again we don’t have control over what this, what the transaction is. So many people involved with so many things that happened. It's just the nature of what we signed up for this. 

[31:46] CINDY: That's right. 

[31:46] JAMES: We have this business but we love what we do. We all do because it's…it can be a crazy, crazy business. It really can. You are really good at what you do. I will excel the builder, all my builder partners that I know of. They are looking for a dependable vender. You are definitely a… 

[32:11] CINDY: Thank you. 

[32:13] JAMES: I'm speaking from personal experience, so not mean I've worked with you and I've seen what you do. How can people get a hold of you? Website, phone number? What's the best way? I'm going to post your information as throughout but…

[32:30] CINDY: Okay. 

[32:30] JAMES: Go ahead and give…what's the website and in your phone number where to reached for you. 

[32:34] CINDY: My phone number is the best way. 

[32:36] JAMES: Okay. 

[32:37] CINDY: 832-370-7373, that's the best way. 

[32:42] JAMES: Okay. 

[32:43] CINDY: Yeah. 

[32:44] JAMES: Got it. 

[32:45] CINDY: My phone and now we will…you can go from there. Apply online. I get a direct portal website for online applications. 

[32:53] JAMES: Right. 

[32:54] CINDY: Get notification when it started. Application started and I get a notification when it's completed through email. What I usually do is I call the borrower right away. Introduce myself. Go over the 103 with. 

[33:08] JAMES: Okay. 

[33:08] CINDY: My link to apply online is cindywest.nrlmortgage.com.

[33:17] JAMES: Okay, say that on more time. Cindy West just one word.

[33:18] CINDY: Cindy West one word dot NRL mortgage.com. 

[33:24] JAMES: Got It. Okay, I'll make sure I'll post that on so people can have that and say if there's…if someone just got some questions about that, that special program that you guys have because there's probably a lot more detail that you can speak with and that…or just any loan. You have it take conventional or Cindy does it all. 

[33:41] CINDY: That's right. Okay. 

[33:42] JAMES: She could help you guys and she will get you to the finish line. I promise you. She's really good at it and I appreciate your time Cindy. 

[33:52] CINDY: Thanks James. 

[33:53] JAMES: We will do this again. 

[33:55] CINDY: Yes. 

[33:55] JAMES: Now we're about to head and get into the holiday season here the next week or so. We'll make sure we do this again. We can sit here and talk for hours about this. There's so much talk about. 

[34:09] CINDY: There is. 

[34:10] JAMES: We'll do this again. I appreciate your time. 

[34:13] CINDY: Okay, thanks. 

[34:14] JAMES: We will do this again. Thank you so much Cindy. 

[34:17] CINDY: Okay James. 

[34:17] JAMES: You take care.

[34:18] CINDY: Thank you. 

[34:19] JAMES: All right. 

[34:19] CINDY: All right. Bye. 

[34:20] JAMES: Bye-bye. 

If you like this episode of the Houston Home Talk podcast, please don't forget to like, share, and comment! We appreciate your support and feedback!

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Beverly Langston from Bath Fitter joins us this week on the podcast, and we’re going to be talking about bathroom remodeling and renovations, and what sets them apart from the competition.

Bath Fitter is an international company know for their state-of-the-art product line that includes acrylic bathtubs and shower liners, free standing bathtub and shower bases, acrylic seamless walls, domed ceilings, tub and shower doors, accessories and wainscoting.

Know more about their services and products here!

QUOTES

“We are very versed in safety because bathrooms are very dangerous places no matter who you are. They’re slippery. So we have lots of different options for safety like grab bars, different types of grab bars, and we really work with our customers to make sure they’re getting everything they need so that everything is safe and secure, and usable and accessible for them.”

MENTIONS

• Bath Fitter
• Contact Beverly at:
• Office: 713-691-4110 or
• Mobile: 281-636-3560
• Email: [email protected]

SHOW NOTES

• [0:01:22.2] Bath Fitter: Who they are and what they do
• [0:04:11.2] Issues usually encountered when remodeling the bathroom
• [0:05:29.2] Converting the tub into a standing shower
• [0:06:56.0] Renovating and remodeling for investment properties
• [0:09:02.1] The origins of Bath Fitters, showrooms in Houston
• [0:10:54.1] ADA Compliance
• [0:12:06.7] Create your own custom bathroom on their site!
• [0:13:17.6] Contact Beverly, Bath Fitter office hours
• [0:14:39.6] What happens during the consultation phase

[00:03] INTRO: Welcome to Houston Home Talk featuring all things real estate in the Houston area. We'll interview real estate professionals, local business owners, and special guests from right here in the Houston community. This is where you get the inside scoop about what's new in real estate, new community openings and business openings and much more the Houston home talk show starts right now.

[00:33] JAMES: All right. Welcome guys. Welcome to Houston Home Talk. My name is James and I am excited today I am joined by Beverly Langston from bath fitter and Beverly and I met just actually just not even a week ago at the sip and stroll and Katie and it was great getting a chance to meet you. How are you doing about really?

[00:55] BEVERLY: I'm great. How are you?

[00:57] JAMES: I'm doing great. Great. I wanted to have you on. SO as soon as I saw you in the booth, I wanted to have you guys come on and talk about what you do because I am a…in addition to roadster. I'm an investor as well and I think what you guys do can help anybody, but I was very intrigued by it and wanted to have you on. Thank you for coming on the show.

[01:21] BEVERLY: Thanks for having. We're excited.

[01:22] JAMES: Yeah, it's pretty cool. Why don't you tell, tell us a little bit about what it is that you guys do, how you got into it, a little bit more about bath fitter and I think it's pretty interesting what you guys do. I really do. Why don't we just start there and you introduce yourself to the audience.

[01:40] BEVERLY: Sure. I'm Beverly Langston. I'm the event manager for Bath Fitter here in Houston. We are actually an international company. We're in Canada and the United States all over North America or United States. Our corporate office is right outside of Nashville, Tennessee. I've been here for about a year. I do mostly events and marketing and it's just a really amazing company, quite a unique product. It was started and the mid-80s about my [inaudible], four to be exact by three brothers, the Cotton Brothers. It started because one of them had had a baby and his wife said, I don't want to bath my baby in disgusting bathtub. He trying to figure out an economical way to repair the bathtub and make it look better and for it to be cleaner so that his wife would be happy because happy wife, happy life, right?

[02:32] JAMES: Absolutely, yeah.

[02:33] BEVERLY: They developed this system. The product is made out of acrylic which is really great for bathrooms because the bathrooms firmly are made…you have lots of tile, lots of grout, those kinds of things and they're porous which means they absorb the water. That's why you get all that mold and mildew in your bathroom which nobody likes and you can never ever get rid of. The acrylic is not porous. It will not ever mold and mildew ever.

[03:01] JAMES: Okay. 

[03:02] BEVERLY: Very, very easy to keep clean. There's no scrubbing involved. Basically it's a spray cleaner if you have hard water, you either squeegee it or wipe it off with a cloth and that's it. That’s it. It's super easy to maintain as well which is a wonderful thing. Bath Fitters philosophy is we want everybody to walk into the bathroom and smile and be happy. We want to give you joy. We should all love our homes and our spaces so much and unfortunately the bathroom isn't one of those places where a lot of people are like, I just really hate it because of things like mold or mildew or maybe things are not updated so that's where the product, you know, it's great. It's a great solution for construction too because what we're most known for is our tub over tub system, which is where we can create a brand new bathtub that goes directly right over your existing bathtub. There's no like tear outs which is wonderful. Even if we do take out a product, it's still also a one day install. It's a very short timeframe.

[04:06] JAMES: If you guys are going over the top of existing are there situations where maybe you're not able to just go over top or fruit for most bathrooms, I guess you guys have the ability to be able to really literally just go over top of everything that exiting. Is there any situation where maybe… 

[04:27] BEVERLY: There are. Sometimes there are plumbing issues that we might we have to people get. Most of the times we cannot go over fiberglass tub because the structure of them is weaker.

[04:36] JAMES: Okay.

[04:37] JAMES: We still have solutions for that. We can actually just remove those tubs that don't work and put in a brand new bathtub. Still with the product, still the great acrylic. Another thing that we do, we do showers as well the same way. We have a wall system that will go right over your tile. One of the greatest things about our wall system and we're the only company that does it, is it's seamless. There's in the corners is to bang on the material. There's no caulking or grout. It's not going to mold or mildew,

[05:11] JAMES: That’s awesome. 

[05:13] JAMES: That’s is awesome. Literally there is no seam. I'm assuming then the corner is it rounded or --

[05:16] BEVERLY: It depends on the material. We actually bend onsite. People always say to me, well, you're not going to get it through my door. Yeah, we will. You'd be surprised. You think you have a small doorway. We will get through it. The other thing that we do that's really, really popular now for a plethora of reasons is we take the tub out and turn it into a standing shower using the same footprint as that tub. You've got a long shower. I think a lot of people are in a point where they're not really taking baths like they used to like it's a waste of space. A lot of people also want to change it because of mobility issues, getting up and over the top. If you're older and if your short, it's very difficult so removing the tub and not having that 18 inches to get up and over is very, very popular. 

[06:07] JAMES: It's funny that you bring that up because a lot of people, when I sell homes or when I'm listing homes as a realtor, a lot of people for some odd reason they still ask for Tub. Most people don't use it.

[06:20] BEVERLY: Yeah, yeah.

[06:21] JAMES: Is baffling to me. It really is. I have a home in San Antonio where we actually built it with no tub. For some reason when we tried to sell it, like that came up at certain points, but I think now and that was I was eight, nine years ago. Now I think a lot has changed because of, like you said, the mobility for a lot of people as we start to mature, I'll use that word. Yeah, the tub. I have a tub. I never use it even now. My kids use it. That's awesome that you guys do that.

Now do you guys have more like you, I guess your typical client. I don't know if you really have a typical client. I'm assuming you guys have people that are just looking to renovate, remodel, maybe investors. Maybe I could see that part of your product being awesome for a lot of people that may do an investment property where they don't have to come in and rip out. You guys don't have to come rip everything out. You could go over the exist and that's a big time saver because I've done some remodels and it can be expensive if I'm having to rip everything out

[07:30] BEVERLY: Exactly, especially if you have an investment property where you have a tenants that leaving and you need to make a repair. It's pretty quick repair. The tub actually whether the shower whatever you're using has to get manufactured because it's all custom done so it's manufactured for you. Once the install happens it's a one day and the great thing is that with construction where there's a lot of dust and debris and dirt and it's sort of a messy process. We're not like that at all. The bathroom probably will be cleaner than when they walked into it. You've got a fresh, clean bathroom ready to show to your next tenant, which is wonderful. For residential, the product has a lifetime guarantee on it. For a rental facilities that's considered commercial. It doesn't have that lifetime guarantee, but I will tell you it really will last a very long time especially because in tenant situations people don't clean them as if was their property. That’s okay because the product is so sturdy and hold up so well to that. That is okay. I've talked with people that have had a rental property and the tub and the wall has been in there 30 years. Other than having to replace the caulk every few years it's been fine. 

[08:39] JAMES: Got it.

[08:40] BEVERLY: We also do a lot of properties like hotels and apartment complexes, dormitories, lots of dormitories because kids.

[08:50] JAMES: Okay. That’s makes a lot of sense.

[08:51] BEVERLY: Yeah. Yeah, college students destroy things. They get in product for this. 

[80:59] JAMES: Absolutely. 

[09:00] BEVERLY: Yeah.

[09:01] JAMES: Now you guys have locations. You said it started andI did not realize that you guys have been around for that long. You said the eighties. Where did this, I guess where the company originate and then where are you guys located in the Houston area? Because we're in the Houston Area. Where are you guys located? Where did things originate.

[09:20] BEVERLY: It originated in Canada. That’s where the Cotton Brothers are from. Got some branches out in Canada, some stuff mostly with people who are buying in the franchises. There are some franchises store out there, but mostly they're all corporately owned stores. It is a US based company now though because our headquarters are in Springfield, Tennessee, which is right in [00:09:43] in Nashville.

[09:43] JAMES: Okay. Yeah. Got it.

[09:44] BEVERLY: It's manufactured here in the U.S. We manufacturer on acrylic. Everybody that works on it or all Bath Fitter employees. We never have third party. From the person that answers your phone call to the person who installs it. We are all Bath Fitter employees. We're behind our company. For Houston we are actually in the Garden Oaks District of the Heights, right off of Shepherd and Crosstimbers. We have a show room. We are welcome for people to come in and see the showroom and you have to that. If they're interested we'll send a consultant out to you and they have a mobile showroom they can bring you. If you are around and you wanted to come say hi, we love it. We love having people in here. We can give some more information here and let you see all the different models. We have garden tubs in our shower. We have the standard tub type of the tub. We have tub to shower. We also can change your shower into a bathtub, both ways. Really. Anything you want to do with your tub or shower, we can handle

[10:52] JAMES: Got it. You guys can…not only just replace what is existing. You can actually do the remodeling more or less instead of ripping the tub complete out and just make it into a full shower?

[11:05] BEVERLY: Yeah. We can. Yeah. Yeah. There's different color [inaudible], wall options as far style and things that people like. We even do showers for those who are wheelchair bound, who need an ADA shower.

[11:20] JAMES: Yeah. I was just about to ask you about that because that's a big thing. I was about to ask you about ADA, being ADA compliant because I get a lot of clients that are looking for that so that is something that you guys have the ability to do as well.

[11:32] BEVERLY: You can [inaudible] too as far the type of thresholds that we have with them or seat option. We are very, very verse also in the safety because bathrooms are very dangerous places no matter who you are. They're slippery. We have lots of different options for safety, like grab bars, different types of grab bars and we really work with our customers to make sure that they're getting everything they need so that everything is safe and secure and usable and accessible for them.

[11:59] JAMES: That is awesome. In Houston that is the only location that you guys physically have here in the Houston. Go ahead…how can people look if they want to look on the website. What is the website? Go ahead and I'll post the website as well for people to be able to go and look and see what you guys have to offer. what is the website?

[12:18] BEVERLY: Sure. The website is www.bathfitter.com.

[12:22] JAMES: Okay.

[12:23] BEVERLY: The website has got a great tool as well. You can watch some videos on how the process works. It also got a build your bathroom tool that you can imagine what you like, would it look like?

[12:36] JAMES: that's awesome. That is awesome. Is it almost like a preview of what your bathroom would look like if you chose this or this --

[12:47] BEVERLY: It's a virtual room to build your bathroom. 

[12:50] JAMES: Right

[12:51] BEVERLY: On the computer so it's not going to look like it does in reality. It will show you how things will fit in certain ways. A lot of times when our design consultants go out, they use that tool as well on there. They always bring an iPad with them so that people can see and imagine it because sometimes when you actually see it put together, you're like I really don't like that soap dish. I want to be bigger. You could play around with it and see what you like.

[13:18] JAMES: Got It. Got it. That is awesome. If anybody wants to reach out to you to have either email, phone number and I'll post that as well so people can reach out to you. I've got a lot of people that I work with but a lot of investors and a lot of clients that are looking for remodeling. I think you guys are very cost effective way of doing it which is really, really was intrigued when I saw what you guys did. Do you have like either a direct phone number for yourself or a… 

[13:44] BEVERLY: Sure. My office number is 713-691-4110. I also have a company cell phone and you can call me anytime on that which is 281-636-3560 You could e-mail me at blangstonatbathfitter.com. You're welcome to come by the store which is 356 Garden Oaks Boulevard.

[14:08] JAMES: Awesome. What are your hours? What are your hours, Monday to Friday. Saturday. Tell us so we'll know what that is as well.

[14:14] BEVERLY: We are Monday through Thursday. There's somebody here at 7:00 p.m. On Fridays we're open until 4:00 and on Saturdays there's somebody here from 10:00 to 2:00. Like I said we can bring everything to you. Our sales staff is great. Our consultants are great. If you can't make it in during those hours, we can come to you and we do have evening and Saturday hours or you book appointment for our consultants to come out.

[14:39] JAMES: Awesome. Awesome. On the consultant, when they come out, I know you said everything was custom made so they look at the customer. Once they it out like is there…I'm assuming it's probably obviously case by case as far as how long it takes, Do you have… 

[14:59] BEVERLY: The process is really for us to give anybody a pricing we have … just like any home construction we've got to come out and take a look at what's going on in a bathroom.

[15:05] JAMES: Sure. Sure.

[15:08] BEVERLY: They'll come out. The first thing they generally do if they go into your bathroom and take out a lot of measurements because those measurements are what gets sent in when you decide to purchase. 

[15:18] JAMES: Right.

[15:20] BEVERLY: They'll sit down with you and go over all options and all the colors and if there's any underlying problems with the bathtub or the bathroom, what those solutions would be. We do have a master plumber on staff. If there's some drainage problem or a leak somewhere, we can definitely get that fixed because we don't want to put a band aide on a problem. We want to make sure everything fits perfectly. The design consultants are really amazing people. We do understand sometimes we need to leave you with the estimate and let you think about it and they're not ever going to pressure anybody. When you decide that you want to purchase it, all of that goes to our plant in Tennessee. The product actually gets manufactured to fit your specifications. For instance, if Joseph Smith ordered a tub, it will have Joe Smith's name on it throughout the entire process up until it's actually put into their bathroom because that is Joe Smith's bathtub.

[16:17] JAMES: Yeah. Awesome. Once you get it back, the actual installation, once it's put together, the actual installation process is about basically a day.

[16:26] BEVERLY: It's one day, one day, unless we come across some problem. There are issues just like any construction. Sometimes you up a wall or whatever. For instance, we did a tub to shower renovation, we pulled that tub out and there was a tree root growing up underneath it

[16:43] JAMES: Yeah.

[16:44] BEVERLY: Our sales guy really tried to take care of that or installer trying to take care of it himself, but then he was worried he was going to damage the foundation. We stopped what we were doing. We made sure to have a professional…we met with the homeowner. They had somebody come out to fix that issue. We came back and finished it. The goal was one day but occasionally things happen.

[17:08] JAMES: Yeah, it's amazing what happens behind walls. The reality is nobody really knows until there's a problem

[17:18] BEVERLY: Yeah, unfortunately my guy – there's the times where I thought they're not going to finish it today and they always be like I was with a woman, very sweet lady. She'd had a knee and a hip replacement maybe six weeks out of surgery and decided she didn't want the bathtub. She wanted to shower and we took the tub out and there was this huge amount of concrete coming up from the foundation. We had to go run a Jack Hammer and it's still not done in one day. All done in one day.

[17:44] JAMES: Yeah. It's amazing what happens. Unfortunately when these houses are being constructed whether it's new construction or 10 years or 15 or 20 years. The stuff that happens, it's amazing. I've seen a lot. I've been working for a few builders that I've worked for in the past and seen what happens as homes are being constructed. Yeah, it's amazing what can happen. So that's …

[18:08] BEVERLY: Yeah. There had a been a ton of these structural support for the original tub that was there which was not the best option. That’s what happened. Our installers worked very hard to try to get everything done within that one day timeframe. I have done actual construction of a bathroom prior to me working here and not without a bathroom for a couple of weeks. That's not fun. We don't our customers to experience that.

[18:34] JAMES: Yeah. No, I've, I've had to do the same thing. Yeah, it is a big hassle. Yeah. We like our bathrooms. We like our bathrooms and when were disrupted from being able to use one is it is definitely it disrupts my whole household. That's awesome that you guys…

[18:52]BEVERLY: That’s what the construction does disrupt because there's so much dust and debris everywhere. Yeah.

[18:57] JAMES: Awesome. Alright, I will post your website. Give me the website one more time Beverly.

[19:03] BEVERLY: www.bathfitter.com.

[19:06] JAMES: Okay. I will post that and then I'll also put your contact information. You guys share, reach out to Beverly. The service is, it's amazing. As soon as I saw it, I wanted to have you come on and talk about this because I think it's a really, really great way for people to save if they're looking to remodel or if someone's got an investment property. I think is a great alternative to ripping something completely out and investors like to save money. Actually we all like to save money. It's not even just for that matter who it is and I just think what you guys offer is a great alternative.

[19:42] BEVERLY: It's great way to do it. Not have to redo it again in a few years. In the long run really cost effective.

[19:51] JAMES: Yes, very, very important. I will post all that contact information there Beverly. Thank you so much. I appreciate you. It was a pleasure meeting you guys. [Inaudible] has been barely a week. That's how I'm sure what you guys l with you guys. We had a long conversation the other day. Thank you for coming on and you guys reach out. If you have questions, reach out to Beverly, www.bathfitter. That's FITTER dot com, correct?

[20:19] BEVERLY: Correct.

[20:20] JAMES: Got it. All right guys. Thank you. Thank you Beverly. I appreciate your time.

[20:25] BEVERLY: Thank you

[20:26] JAMES: All right. Take care.

[20:27] BEVERLY: Take care. All right, bye-bye.

If you like this episode of the Houston Home Talk podcast, please don't forget to like, share, and comment! We appreciate your support and feedback!

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Welcome to the very first episode of the Houston Home Talk podcast! For our first episode, we have Willie Adolph from The Adolph Group, a company dedicated to educating others about their credit, and he’s going to talk about how we can manage our credit scores to how credit can affect the overall quality of your life.

Want to learn more? Give this episode a listen!

QUOTES

“A lot of people feel that cash is king but credit can actually take you further.”

“Credit is like reputation; It doesn’t matter all the good that you’ve done, but that one thing that you did wrong, people will spread that so fast.”

“If you work with the system, the system will work for you”

“When somebody takes a look at your report (credit score) it’s basically a reflection of what you’ve done, it’s not a reflection of who you are but it’s a reflection of what you’ve done”

MENTIONS

• Willie Adolph (FB)
• The Adolph Group
• Contact Willie!
• Website: www.myfes.net/wadolph
• Phone: 281 451 7087

SHOW NOTES

• [0:01:34.1] How to use leverage with credit
• [0:05:15.4] Credit Inquiries
• [0:06:16.7] Soft Pull VS Hard Pull
• [0:07:15.9] Case Study: Credit Karma
• [0:10:14.8] How co-signing can affect you
• [0:11:06.5] Credit restoration
• [0:14:03.5] Building/Maintaining your credit score
• [0:16:19.0] Which credit affect your score the most
• [0:18:25.7] How your credit is calculated
• [0:18:53.4] Models for credit scoring
• [0:20:40.0] What The Adolph Group does
• [0:22:47.4] How your credit will affect your overall quality of life
• [0:26:08.1] The advantages and disadvantages of having/not having a specialist assist you
• [0:32:49.0] A program that can help you have a better credit score
• [0:36:39.0] Contact Willie!

Full Transcript:

[00:03] Intro: Welcome Houston home talk, featuring all things real estate in the Houston area. We'll interview real estate professionals, local business owners, and special guests from right here in the Houston community. This is where you get the inside scoop about what's new in real estate, new community openings and business openings and much more. The Houston home talk show starts right now.

[00:34] James: Yeah. You go ahead and introduce yourself, introduce your company and what we'll start there.

[00:40] Willie: Okay. My name is Willie Adolph. I'm with MBS. I have a team called Adolf group. Basically what we do, we're here to help others educate them with about their credit. A lot of people feel that cash is king, but credit actually can take your whole lot farther because you can…you can use leverage with credit. A lot of people have a miss conception about credit. Everybody saying seven years in the final law. That's a myth.

[01:08] James: Yeah, talk a little bit and more about that. Because I've heard that for years, seven years, seven years, seven years and a lot of people, it'll keep them from buying a house because they just, without contacting a professional like yourself to really know that hey, there's ways and that's seven year thing is a myth. Yeah, talk a little bit more about how that really works and how people can understand that meant, because I've heard it for year or two.

[01:37] Willie: Right? Before I got into this, other place like, because I've been doing introducing credit since 2003. I've been messing around with the credit stuff for a long time because I started with the mortgage side.

[01:49] James: Okay.

[01:49] Willie: When I started with the mortgages, I had to kind of understand credit to help the clients that I had and then as I continue my career, I started learning more inter credit. When I dove deep into just learning about credit, it was around 2006, 2007 when that crash was coming.

[02:09] James: Right.

[02:10] Willie: Once they crash, it gave me more insight because it affected my family personally with.

[02:16] James: Absolutely.

[02:16] Willie: With the repossessions, foreclosures, things like that that was on my credit. Seven years, a lot of people say, well, with these seven years, they follow us off. Basically it's obsolete. You have a statute of limitation that it's on.

[02:33] James: Right.

[02:35] Willie: The problem is with a lot of people think that, so it's just like, I'm going to tell a company, 'Hey, I'm reporting this person later.'

[02:44] James: Right.

[02:45] Willie: I'm reporting it to the credit bureau. The person that the credit gear is not going to sit there and say it's seven years. 'Hey, guess what? We need to go ahead and take that off.' Technically, it has to be requested off because it can stay on your credit report for our life. It just doesn't fall off. It's just like home purchasing when they have the PMI is supposed to fall off, you get 20%.

[03:10] James: You read my mind. Because that's where I was going. That's exactly what I was going to say. Go ahead. I'll let you continue.

[03:16] Willie: Yeah. Technically, the mortgages company going try to ride and as long as they can but it wants you to realize, hey, I got 100% equity in my home. You have to contact the mortgage company, they request it off.

[03:31] James: Absolutely.

[03:30] Willie: There're a lot of things and with credit, a lot of people here, it's a law that was passed that anything negative on your credit report, you're allowed to…you'd be allowed to investigate.

[03:44] James: Right. Right.

[03:45] Willie: When a lot of people fail to understand that we're credit repair, it's not saying it's not your debt, but what it is saying that what's on there has to be accurate. It has to be verifiable and it can't be too old. Out of those three things, if it's one of those three, it has to be deleted. A lot of people don't know that if they're off by $100, $5, it has to be deleted because it's called inaccurate information.

Even for like repossessions, a lot of people fall on hard times. With the repossession, you could have put a lot of money down and the car may still have a little value. Let's say for instance you owe $5,000 and they take the car back or you give it back. Voluntary repossession is still repossession. Majority of the time, if they repossessed the car, what they're going to try to do to it, if it's still in good condition, they're going to try to sell it. When you turned it in, it was $5,000 but what if they sold it for 40,000, will you own the 5,000? No.

[04:50] James: No, definitely.

[04:51] Willie: Now you only owe 1,000. They're supposed to contact you and let you know that hey, your car was sold and you're supposed to…there is the difference of what it is. It's the bill of sale. A lot of people don't understand the leverage that that credit has. Nowadays, rental history, before they pull your background, they looking at your credit.

[05:13] James: Yeah. It's crazy. Because I mean, honestly, you can speak on this because it affects almost everything right now. I am a huge fan of the Dave Ramsey.

[05:24] Willie: Yes.

[05:25] James: I do. I like Dave Ramsey. As far as I haven't any credit, I mean honestly it affects job situations. It's his job. The employers check credit now. I'm not digging that all of them but I know I will check credit. Insurance, I mean it's virtually everything but its close. It's real close. Yeah, you can go ahead and you can kind of expand on that a little bit more. It's basically affect there.

[05:51] Willie: Credit has so much to do with your down payment. Credit has so much to do with your interest rate and all you have some insurance company they say well it doesn't matter what your credit ain't doing what they call a soft core.

[06:02] James: Right.

[06:03] Willie: When they do a soft pull, they're looking at your credit history and basically your credit history is like your car telling you what you've been doing within the past few years of your financial life.

[06:16] James: Yeah. Explain a sophomore versus a heart and so people understand the difference. Because I mean know the…yeah, people may not understand the difference between them, so again, explain that a little bit about the sophomore versus a parting firing.

[06:27] Willie: Okay. Well that sounds cool is when a company, say for instance, sometimes like a light company. They can do, it's like a snapshot of your credit.

[06:39] James: Right.

[06:40] Willie: What they do is they look at it and they kind of judge and see if you have anything that's basically, do you owe them? Yeah. When you do a hardcore, they're contacting the bureaus…

[06:54] James: Right?

[06:54] Willie: They're getting all the information from all three bureaus or depending on if you're pulling a car, they only pulled from certain bureaus. When you're doing a home, they pulled it from all three bureaus. That's what you consider a harp pool and harp pools does affect your credit.

[07:11] James: Yes. Then that's another differentiating factor too because a lot of people think, and I definitely want you to talk about this. There're so many resources out there for people to go get their credit. Get their…

[07:21] Willie: Right.

[07:23] James: What I get a lot is, people will tell me, they'll call me and want to, you know, they want to, are they looking, they're buying the house and they'll say, 'Hey, we're now pulled by credit, three weeks ago, three months ago. I have an 80.' I'm like, okay, well listen, and you guys…yeah, I want you to talk about this because the difference between like Credit Karma or all these other resources that people have versus them getting a mortgage. I know a mortgage, when you get any mortgage credit qualified a mortgage, it's the most thorough reports you're going to get even more so than a car already anything in my opinion. Yeah. Talk a little bit about that like the hard, like kind of the differences there.

[08:07] Willie: What we've noticed over the past years, Credit Karma, they give you more of a snapshot of what your credit.

[08:17] James: Right?

[08:16] Willie: They give you free credit analysis.

[08:21] James: Yes.

[08:21] Willie: What I've seen in the past is that the numbers are off because they don't actually pull directly from the credit bureaus updated file. Perfect example, I have a client right now that she called me and she was like, 'Hey, I just need to get my scores up to a 680. I just checked on Credit Karma. I'm at a 622.' We was like, okay. Let's do it. We're glad to go through the process of eliminating this and that and see what we can do. When we actually, I said, well matter of fact, go talk to my friend that works at the mortgage company. Let's see where we stand so we can actually do a real hard pool and come to find out she was at may have fives.

[09:13] James: Yeah. I've seen about that.

[09:16] Willie: That's a big difference. If you're at a 622, and you're now at the mid of 5, that's like 60 some points and one point can actually kill any kind of deal and depending on what company you're going through. When you go with Credit Karma, it gives you a snapshot. They can't, they offer a lot of stuff to you to try to be more aware of your credit. To be accurate about your credit, you have to be more mindful of what's going on when you coast time for somebody. If they mess up, it falls on YouTube. A lot of people think that, well that's not mine. No. It is. It's, I'm sorry to say and you can't just call them and say, look, take my name off. No, because you're the reason why they got it.

[10:04] James: Right, right. Yes. This means is that you too, I'm like you're supposed to have. I go sign and you might as well be the top signer because it really doesn't matter to get one of the names. It counts the same.

[10:20] Willie: Yes.

[10:20] James: That co-signer to get, I mean I've seen people get just completely get there, kind of ruined by it. My co-signer for somebody.

[10:28] Willie: Right.

[10:29] James: People not to, uh, whenever, you know, whenever looking to own a home because yeah, especially when…yeah, I see that all the time too, if somebody's is full stop and maybe that one debt is really keeping there for what. They got to go look at maybe trying to refine and other way, it's really [inaudible] [00:10:48] and so we finance it. There's no other way, like you said, kangaroo take, you know, take my name off of it. Yeah. That's definitely, I see that all the time. I'm like when I talked to people about credit, I don't like to use credit rest of that. For some credit repair has a negative connotation. I don't know why but for real estate, the bottom line is we need to, we need to move from here to here.

[11:18] Willie: Right.

[11:20] James: I call it. For you guys, I know there's not a one size fits all because everybody's situation is different. If you're working with somebody, do you guys give them a, I guess is it just based on situation to say base on what I see here, I think let's say two months, three months or how do you guys break that down when people come to you for to look at that.

[11:43] Willie: Technically what it is everybody, like you said, it's a case by case scenario.

[11:48] James: Right? Yeah.

[11:49] Willie: Nobody can guarantee you anything. Basically everything is computer generated and it, but it's calculated as well. We're looking at the credit, the good thing about what we have to offer to the clients is that we have a similar what if scenario. What happens is, what a what if scenario? What if I pay this down, this down, this down, or pay this off, this off this off. It gives you a calculation. If you do this, you have an opportunity to get this score from where you're at now. Now is it 100% on point? No.

[12:25] James: Right.

[12:25] Willie: It gives you a snapshot of, hey, if you do this, you would be in that ballpark figure. It's just, it's hard for me to eyeball it and say, but what I do know if you're late, you hurt yourself.

A lot of people also don't know. So let's say for instance, March has 31 days in that, right? You have a payment due on the 1st of March. Some people say, 'Oh man, I made the payment on the 15. I'm late.' Okay, you're late with the company, but you're not late with the credit.

[13:02] James: Right, right.

[13:02] Willie: Because you have to be a certain amount of days, which is 30. Now, some people will say, okay, well I'm going to make my payment at the end of March, which is the 31st. Guess what? You are late now. Even though you paid in March.

[13:17] James: Right.

[13:17] Willie: Because that is a perceptive, well I still pay on March. Yeah, but you paid on the 31st, that's past 30 days. You have to realize 30 days is 30 days. We have 28 days. You really technically anything after the 2nd of March, now you're late unless you get that leap year.

There're a whole lot of things, a whole lot of variables that a lot of people don't think. They look at, well, I paid in March, it's March. No, it's the days. Then you also have to look at your calculations. You have to realize, you have to probably even call your company and ask when do they report to the credit bureaus?

[13:57] James: Right.

[13:57] Willie: Because your credit cards are not all reporting at the same time. Now the way to build your credit is to keep your maximum balance up on the 30%. You can charge you whatever, but you have to realize once you charge over 30% regardless if you're making that payment on time, you're going to get hit because you're overextending yourself. You're spending your…what they say you're living on other people's money and and you get deemed for that at the beginning.

[14:31] James: Yeah. No. Yeah, and I use it. That's the rule I give everybody. I always say 30% I'm not real sure where the game for a while, so probably sometime long, long ago somebody mentioned that to me. I was going to ask you about that because that's what I, that's kind of the advice I'd give people when they're looking at because that's probably, yeah, I want you to talk about like the way that these girls put on a mortgage credit card versus maybe not necessarily specific percentages, but I'd rather different weight for different things. I stop my loans and mortgages so forth.

[15:07] Willie: Your biggest weight is your payments. That's 30% of how everything is graded on your credit. A lot of people look at it the wrong way for the simple fact is that they feel that, okay, if I make my payments on time, my scores are going to boost up tremendously.

[15:30] James: Right?

[15:30] Willie: What they fail to understand, yeah, your scores are going to go up as long as you keep that balance low.

[15:37] James: Right.

[15:37: Willie: They're going to go up. The problem is, I look at it like it's almost like somebody's reputation and you look at it like this, it doesn't matter all the good that you've done that one thing, that one thing that you did wrong, people will sprint that so fast and your credit is the same way. You make that one late payment. Guess what? Your scores can drop anywhere from 20 to 70 points off of one late payment.

[16:10] James: That doesn't matter whether it's a credit card, a car, honestly, I know a mortgage payment, you probably take the biggest skin if you're, if you have ever had like a late or…

[16:21] Willie: Mortgage? Yeah, mortgage and cars take the biggest hit, but also the credit cards take a big hit is what the mortgage take I think the biggest hit for the simple fact, if you try to purchase another home…

[16:38] James: Right.

[16:38] Willie: The first thing they, the mortgage, another mortgage company is looking at is your mortgage history. Rental history, whatever history is where you live and what they look at is that, I have a, I have a client right now is that we're disputing their late pay.

[16:54] James: Right.

[16:54] Willie: You can actually get that negative off of there because at the same time they have to verify how were you late the days and the thing is, is that it's going through the credit bureaus that fight these for you. A lot of people think that you go straight to the creditor, sometimes you can work a deal out with them, but a lot of times you're going to lose that battle because they're in it for the money. You're not in it for the people there any for that bottom line.

[17:23] James: No, that makes sense, man. When people are looking at getting a mortgage, it's, there's a lot of stuff that people do and what they don’t know, for me, I found that it's usually when they're looking at buying a house is when a lot of stuff comes up. That they just didn't work for.

[17:41] Willie: Right.

[17:43] James: If you're buying a car, you're trying to get a credit card. It never really comes. There's a lot of you can get away with just buying a car. The car that you go recently is a, what it can. It's just different but while you get it, while you back in the mortgage for example is just I felt like all of the stuff you didn’t know about your credit pass also come up. Never faills.

[18:04] Willie: Exactly.

[18:13] James: When it felt back and I'm getting more of it, so.

[18:08] Willie: Yeah, I forgot about that.

[18:10] James: I have this all the time. Yeah, all the time. All right, well…

[18:14] Willie: Well James, they give you…they give you a little better percentage. You got the way that your credit is calculated, 35% of your payment history, 30% of your year amount use 15% of the length of your credit, 10% is your new credit and 10% is the type of credit that is used. Yeah. Basically all of that is calculated into what your scores are as of today, every vendor is supposed to pull from the credit bureaus. All of them don't.

[18:52] James: Yeah. It's frustrating too because all the bureaus, and we could speak on this a little bit too, because you got Equifax, Transunion, and Experian.

[19:02] Willie: Experian.

[19:03] James: They don't all necessarily treat everything It's frustrating for me because they all do stuff different that's through scores. Yeah, maybe you talked a little bit about why that is. I don't know if you'd have to know what the why is or why they do that. I don't know if it's…cause you're getting a mortgage. Of course they look at all three scores and then they take the middle.

[19:27] Willie: Right.

[19:28] James: That's the fair way to do it because they all have different models.

[19:33] Willie: Correct. The way that the model work, I didn't mean to cut you off. The calculations are the same.

[19:40] James: Right.

[19:41] Willie: It's the reporting. Everybody doesn't report to the bureaus they're saying.

[19:46] James: Okay.

[19:49] Willie: I may report to Transunion but not report to Equifax.

[19:51] James: I made the report there also.

[19:53] Wilile: No, see a lot of people think that the government, that the, the bureaus are governmental rule. They're not. That's a myth. They're not governed by the government. This is an independent source. They're making billions of dollars. They're not governed…they're not regulated by the government. It's crazy that they have…those three numbers have so much power over what you can do with your life, what you could do with purchasing and things like that. And a lot of people just really don't understand the power of credit. When you work with me are, our company. We not just only give you the opportunity to restore your credit, we educate you on your credit. You get your own private portal to where you have a snapshot of what's going on with your credit at all times.

You can wake up at two o'clock in the morning and say, Hey, what's going on? We have what they call a progress report but a lot of people…we live in a microwave society. What I mean by that, we put in the microwave. We hit the popcorn button and guess what happens. It's done. We don't…we're not old school where you have to warm up the oil, put the popcorn in, shake it around and take its time. We want everything. I paid this and this should go to…no it takes time. Negative stuff does spread faster than pot the thing.

[21:31] James: I'm glad you said that cause I'd rather browse…to say, it's funny because when you screw up trying to fix it now. If the creditor makes the mistake though, it's like pulling teeth trying to get them to fix it. Now visually to stay on it, you'll get it fixed. A lot of people just don't have the patience to deal with it. That's where you can come in and help people that are in that situation. Yeah, when you screw up it's like Bam, they hit you a hard real quick but trying to fix a mistake from a quick, it's just the opposite. It's not a microwave fix when it comes to them screwing up but when you do it is the microwave

[22:12] Willie: It's like bam. We got you. We got you. A lot of people…

[22:17] James: You have some people like it is what it is. These are the rules. This is the sandbox we're in. It's their rules. If you want to play in their sandbox, this is what you got to do. That's not cool. If you just don't…If you want to try and go through life without credit at all? I guess you can. That's what Dave Ramsey advocates. It makes it challenging in a lot of situations when you're trying to, look I'd say even just from applying for job or getting…

[22:48] Willie: Like a mortgage Insurer…

[22:50] James: Brad was insured for that matter. Literally everything gets checked. Even if it's a cell phone, it's still having an effect because they can say no.

[22:58] Willie: Even for cell phones. Okay. So here's another thing. When you look at credit, okay, you have to have credit to get into this apartment, to get into this house, whatever which ones. Guess what? You have to have lights. What do they do? They pull credit. Not saying they're going to deny you buy you may have to pay a deposit.

[23:21] James: Exactly, yeah.

[23:23] Willie: You may have to…when you do your gas, when you do cable, internet, anything that you do nowadays, they pull credit. I've always thought different. It's like, okay, well if I got bad credit, why are you making my payments so harder. If I'm struggling now with these payments, how are you going to give me a higher? It's one of them lessons you have learn. If you want good things, you have to treat things good.

With us, we involve our clients with every step of the way. We make sure that they are involved in it. A lot of people say, well, why didn't you do that? Well, if you put skin into the game, you're going to be more involved with it. You're going to make sure that I'm not messing it up? I'm not going to let nobody mess it up and things like that. We're here to educate. It's not we're going to fix it. No, we're going to educate you during the whole process. It's not fixing anything. It's restoring it and making sure. Can you do this yourself? You can. You definitely can. That just like when you go to court, you don't have to have a lawyer. You can represent yourself. There's so many ins and outs that you may not know.

[24:37] James: That’s right.

[24:36] Willie: I always say, can you change your own oil? Sure you can. Do you really want to go through that hassle? If you want it…

[24:45] James: thank them for us. I'm a realtor. Yeah, you could sell your home on your own.

[24:49] Willie: Right.

[24:50] James: A lot of times they're the same thing. There's so much stuff that goes into it that you may not know when it comes to contracts and stuff that comes along with title. Maybe you roll on the dice. eah, could you do it? Yeah, you could. Why not pay an extra for having the expert that knows exactly what they're doing. They're going to save you a whole lot of time and in the case of real estate, most of the time having in Asia people will actually get more money when they…versus them selling. I don't know. A lot of people would think it's flipped. There might be a case by case situation where that's not true. For the most part I say to them to get an expert.

Yeah, you can figure out anything you want. Just go to YouTube. everything is YouTube. People got a lot of stuff going on. The credit thing for me, I'm like, man, you need, I can get an expert because it is. It's not something like you say, it's not a microwave. You know what you're doing. Yes, people could figure it out. Consistency and staying on top of these boroughs before you see change. Most people in my experience, they don't have the -- they don't have the patience to do that and so you guys are what you do for people. It's great.

[26:04] Willie: I appreciate that. For what you guys do, a lot of people say, well all you're doing is opening the house and showing the house. It's a lot more. It's a whole lot more behind that. You guys have to take on the liability of making sure that perfect example, if a house is flooded and somebody comes in there and paint the house and cover everything up it's your fiduciary to make sure that that client is taken care of, that they're not stepping into a mold trap or stepping into things that's going to hurt them later down the line. You guys do a great job of helping out the clients as well. It's a hand in hand thing that what we do. A lot of people said we don't work fast enough.

here's the thing.

Here's the thing. It's not that we don't work fast enough. You just destroyed your credit faster than we can repair it. Paying your bills, taking care of it, being responsible. Don't get me wrong. Life happens. Things happen in life. There's uncontrollable things that I've been there. I've had repossessions. I've had foreclosures. At the same time with credit restoration, there had been mistakes reported incorrectly that was able to be deleted and removed off of my credit report. That's our thing is that we are here to help. Are we going to sit here and say it's going to be fixed right away? No, we can't promise that that first round that we do is going to be taken care of. I'm never going to tell…I set expectations. You're going to take three months. You're going to see some improvement.

[27:47] James: Right.

[27:48] Willie: Six months is when you're going to see great improvement. At the same time, your improvement and my improvement is totally different. You have people out there that says, in 30 days your score's going to go up. Guess what? They're not lying if and go, if you had a 500 and you go to 501.

[28:07] James: Yup. Exactly, that’s right. It went up.

[28:11] Willie: It went up.

[28:10] James: It's funny. I just referred to the day. It's a guarantee we're going to get you to, I think it was like 720 and I'm just laughing like how are you making this guarantee because everybody, there was no one person and I don't do credit restoration. I've been around a lot of it to know everybody. There is no one situation that repeats itself exactly the same way. I'd probably be doing this. There's probably nobody that's like, exactly the same.

[28:40] Willie: No. You might have some similarities. When people say, we can raise your scores guaranteed. The problem with that is I'm going to tell you my guarantee is satisfaction guarantee. If you work the system, the system will work for you. I'm not going to guarantee because he was another thing that I've run across my years. Even easing at that as of last month, I still run through this thing. People say, it doesn't work. You know why it doesn't work? Because you don't allow it to work. What I mean by that, if we do remove some negativity your scores will go up a little bit. Perfect example, I have client. We removed six items. Scores went up 52 points, great job. They missed paying a bill and then scores dropped 65 points. Then they're down what? so that’s 13 what? 13 points under from where we started.

They got…they was like, hey, you said my scores will go…it did go up. When you didn't make this payment. You got to stay with it. You understand? No, I don't understand. You know that this is this. This is that. I do understand times do come where we have to pick and choose or what, what's going to happen. Here's another thing. A lot of people don't know that if you have a collection…I will use a cable company and they're coming after their debt. Of course, they sold it to a collection company and now they're trying to fight. You can't have two people coming after the same day.

[30:24] James: Right. Right.

[30:25] Willie: that's against the law. Some people don't know that. We have to remove that. We also clean up your history of where you live of addresses because sometimes there's a typo O because you may have 6502 but then on your credit report it says 6520. A bank is going to say why is this like that?

This is where we can remove things like that. Phone numbers, employment history, misspell of your name, nicknames. A lot of times that we do come across, like for instance, my dad is a senior. I'm a junior so when you say Willy Adolf, they can have all my dad's information on there. It may not be good that I need that because it's not accurate information and vice versa. They might have been some bills that I didn't take care of and my dad be like son, you need to get this taken care of. We are very diligent on making sure that when somebody looks at your report, it's a really a reflection of, of what you've done. It's not a reflection of who you are. It's a reflection of what you've done.

We try to make sure that when creditors and vendors look at your credit report, we try to make sure that it is clean as it possible. We want to make sure that all the I's are dotted and the T's are crossed. Do we get everything off? No. Why? Because some stuff is reported correctly, is reported accurately, and it's still within that timeframe of statute of limitation where it has to be on there. We're not here to say we can get everything off because nobody can just get everything off. You got to be careful of who you let put stuff on your credit because it's technically illegal to do that. It's credit fraud. There are things that you can add to it. We have what we say credit rent. Basically what credit rent is, this is good for people who have lack of trade lines.

They need some more to help boost their scores. How many times had you pulled somebody or seen somebody's credit and their rental history is on there? You don't see that? Guess what? Miss that payment and it'd be on there. We offer programs that's legal that you can actually go back two years and put that positive trade line on there and that helps with their spores. That helps with their rental history. We also offer secure credit cards because here's the funny thing, you go to a bank and tell them I want a secure credit card. That means I want to give you my money to open up a line of credit. Guess what's the first thing they do? Pull your credit.

[33:17] James: Yeah. I'm giving you my money

[33:22] Willie: Guess what happens? I don't like what your credit look like. You're denied. You're denying me for me to give you my money to put on this card to spin and yes they will. We offer services to that. Now, the thing is, is that now once you put your money on there, how are you going to treat that car? This is what the credit bureaus now look at. Even though it's your money and you give your credit card, $300 that doesn't mean you have $300 of spent. That means you're showing the three bureaus, hey, let me show you what, how I can manage this money because after x amount of time, you can graduate and then it goes to unsecure and then that means now you're trusted with somebody else's money.

[34:05] James: It's almost like having a debit card, but you get to use it to build up your score. Actually, obviously a debit transaction report. Essentially it's a debit card that gets reported to the credit bureaus in essence is what it is.

It's important for a lot of people, especially people that don't have any credit or just people that may have just had some stuff come up in the past where it's just, you know, they had a bad situation. That's kind of like I said, like everybody's problem at this at some point. I've dealt with it before. Yeah, that's secure credit card. I did not know that. That's actually a nugget because I didn't know that you could get denied for secure credit card. I didn't even know that.

[34:46] Willie: Yes, I ran across that many and many a times and it still baffles me that how can you get denied. There's several banks out there, I'm not mentioning them, but there are several banks out there that will deny. You just got to make sure. Another thing that we offer with our service is on top of the education, on top of showing you how you can do debt, get to your…clear your debt, how you can pay your debt, how you can pay your house off, or how you could pay your car loan or how can pay your credit card off.

We have so many tools. We have credit protection. We offer life lock part of our program. Because every two seconds somebody that identity is getting stolen. Somebody's identity just got stolen. Now you're getting alerts of what's going on. We offer credit monitoring. All of this is part of it. We say for instance, now we're going into the tough times up. We have stuff that we can prove that is inaccurate or unverifiable but the creditor is being real stubborn about it. Part of the service is we have created attorneys on staff to help fight that. Another thing, you get those phone calls on your job at home, our credited attorneys take care of that as well to stop the harassing calls for the simple fact is that we get that taken care of for you because you're not allowed to be harassed.

[36:15] James: Right. That's awesome man. Lots to go man. Listen, tell people first of all, how did you get to get in touch with you guys? Would it be website, social media, whatever it is. Let people know how they can reach out to you guys, their knee if they've just got questions about anything. We just talked about anything else often they want to maybe address to you personally? How to get a hold you.

[36:38] Willie: To get a hold of me, you can always call me or text me at (281) 451-7087, If you want to go to my website and just check out everything that we offer and what we have, you can go to www.myfes.net//wadolph. That’s W-A-D-O-L-P-H. On their it has so many opportunities

[37:09] James: I'll add that on here so people can easily just click there and access it. Let me ask you one last question. You're based in Houston. It doesn't really matter where people are, right?

[37:16] Willie: No, I'm, I'm actually bonded under the company. I'm bonded and licensed in all 50 states.

[37:22] James: Awesome. That’s great to know.

[37:26] Willie: Everybody can call me. Call for Will because you know, if you have, will you have a way. I am Will,

[37:33] James: I appreciate your time. Listen, we will do this again because this is one of those things that you can't just touch. This is something I would see it for what I do and I know your wife she's a realtor as well. All of us. This is something we will definitely, I will have you on again and we'll talk some more about this but I appreciate your time man

[37:52] Willie: I appreciate you, and think about this for all the realtors out there. If this is something that you're interested in, how can you learn about it? Reach out to me because you can do the same thing. You can help your pipeline out, help grow, add value to your service anywhere instead of sending it somewhere off to someone, you can give them the same information. Just reach me. (281) 451-7087.

[38:25] James: Sounds good man. I will get that out. Like I said, I'll post that website as. well. Again, I appreciate your time and, yeah, you guys you got to have questions. Give Willy a call or reach out to him on his website and we will have you on again brother, I appreciate your time.

[38:40] Willie: Hey, I appreciate you having me on. I really appreciate it. Thank you very much.

[38:42] James: All right Willy. All right, man. You take care. Have a good evening.

[38:46] Willie: All right. You too. Thanks.

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