The Jon Sanchez Show
10/10- 9 traits of a great real estate client
Have you ever wanted to hire a professional but they said they are too busy? If the answer is yes, you probably became very frustrated. In today's world, a good professional is hard to come by especially a real estate pro who has a track record of success. But there are 9 traits of a great real estate client that will make agents want to work with you.
- Broadcast on:
- 10 Oct 2024
- Audio Format:
- other
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And I don't think it's ever been just you and I. No, you're right. You're right. I love it. I love it. I can pick your brain as much as I want with no interruptions from a lard. How about that? Exactly. I hope he's listening right now and heard that. Me too. Me too. I'm going to jab him throughout the show. Mr. Lard does have the evening off. He had an event he had to attend to. So yes, as Aaron correctly mentioned, it'll be he and I. And then, matter of fact, you're going to get three hours of me. I'm going to be filling in for Greg Neff this afternoon from four to six for Reno Talks Live. Jason will be joining me. So we've got all kinds of things to be discussing during those two hours. We're going to focus primarily on the election side of things. We're going to take the financial aspects of it. We'll be talking a lot about, you know, many things like, um, oh, how about what's the difference between Kamala Harris and Donald Trump's economic plans? We'll talk about Trump's tariff plans and how he's going to replace the taxes because he wants to cut a lot of taxes, which we love that idea. So it will be a lot of economic focus on the campaign, which can you believe, Aaron, that we're less than four weeks away from the presidential election? I just, I still got to pinch myself. I mean, it's weird is it's going fast, but it's also going slow at the same time. Like if you're likely been in this whole thing for a really long time, but then you look back and you go, really, it's only been like, you know, not very long. It feels like it's been maybe a month and a half. Well, you know, I was watching an interview on CNBC today and the, um, the guests, I forget where he was from, but he brought up a point. He goes, you know, think about how bizarre this is because they were asking him, you know, what do you think is going to happen on the election side from a stock market perspective, right? He's like, you got to think about this from a bizarre site. He goes, first, we have a vice president running for president. And she's only been running for a couple months. Um, yeah, the president drop out and then you have a former president running to be president again. And he said, look it, we know what both of these candidates are about, right? I mean, Harris is this nothing but Biden, you know, times two. And we know what Trump's policies are. So this is one of, I guess on the bright side, this is one of the few presidential elections where we can go, we know what you're like, you know, we know what you're about because usually like when Obama got elected for the second time, okay, we knew what his first term was about. But of course we didn't know, you know, the candidates and so on and so forth going against him. So this errand is going to be an absolutely bizarre, bizarre election. And I think Jason brought up a really good point saying, you know, we will be completely lucky if we get the voter results. You know, you heard the story that Jack just ran a moment ago in regards to our local voting situation and so on and so forth. But I think, you know, like Jason said, we will be shocked if we actually get the final count, the official count, you know, the night of the election, it could go on for days most likely. So, Oh, yeah, it's going to be it's going to be interesting. Say the very least. All right, my friend, well, let's get down to it. You and I have a lot of things to talk about. So here's what Aaron and I are going to be discussing after I do the stock market recap. Here's a question for you. Have you ever wanted to hire a professional, but they said they're too busy, right? You're trying to get into your favorite doctor, your favorite accountant, hopefully us. No, we're never too busy to take somebody on. But you get my point into one of your favorite professionals, you know, they're great. You know, they got an excellent track record. Maybe they were referred to you by friends, family, whatever it is. And you're like, that's my guy. That's my gal. I want to do business with them. But then they go, yeah, sorry, you know, he can't see you for, you know, four months or he's not taking on any new clients or whatever the case may be. So if you answered yes to this situation, I'm going to guess that you are probably very frustrated. I've had it happen to me, like with doctors, for example, in the past, and you're like, wait a minute, you know, I need to see this guy, you know, and you know, you beg with the receptionist or the scheduler, and there's nothing they can do. And you feel, at least I did. I'll just be honest with you. I felt, what was the word? Kind of like low life for like a better term right here. It's like, what am I not good enough to get in with this guy or this gal? You know, and so you start going through all these emotions like, man, you know, I know this person's good, but they can't squeeze me in somewhere. I've asked that before. It's like, they just can't squeeze me in. I just need 20 minutes of their time, you know, whatever it is. So in today's busy world, of course, finding a great professional. I don't care what profession we're talking about is becoming very difficult. And it's no different than in the world of real estate, Mr. Clark's world, right? You want to find the best real estate professional, whether you're on the buy side or on the sell side, you want to find the best real estate professional with the most experience that has your best interest at heart, all of the characteristics that you want out of this individual. If you're a seller, because you want to get the best price and you want to close quick, if you're the buyer, you want to get the best price and you want to close quick, number of different reasons why you want the very best. And we have the very best on the show with us tonight. So I've asked Aaron to say, look it, okay, let's turn the tables a little bit, Mr. Clark, let's turn the tables and say, Aaron, give me nine traits of a great real estate client. So what I'm doing here is I'm doing a little reverse psychology saying, okay, when you want to get into a great professional, such as Aaron, what is that he's looking for in you? Because folks, let me tell you something. And I hate to say this, but it's the God's truth. A busy professional, a good professional is very difficult to get into and they are very, very selective of who they deal with. They don't have to take any Tom Dick and Harry that walks through the door like many of us did earlier in our business. We can be very selective of who we want to deal with. And the old adage is life is too short, right? The last thing that a professional wants, again, doesn't matter, the profession is to deal with somebody that they don't get along with. That's always going to question their decisions that complains about fees or commissions or costs, whatever the case is. Because you know what, they'll throw you aside and there's 10, 15 other people lined up ready to come in that are not going to do that. So Aaron has put together a great list for us of nine traits that he and other great real estate professionals would like to see in a client that they want to work with. So we're going to share with you what those are. Pretty fun topic, isn't it, Aaron? Put you on the other side of the table for a change. Yeah, it's great. Yeah. When I saw the topic, I was intrigued for sure. We don't really get to ever put forth that information. So here's what I'd like to get from you. Yes, that's right. That's right. Well, Aaron and I both know, you know, we all have consultants and things like that and they will always tell you, you know, design your ideal client design, you know, mimic your your top favorite 20 clients and you decide how you want to say they're my favorite whether they're the highest revenue producing for you the ones you get along with the best so on so forth. My personal preference, Aaron, I don't know, I think you're the same way because you're so similar to me is, you know what, I want somebody that I can deal with that I enjoy working with, right? That we have a good chemistry and again, some of the things we're going to go over a good chemistry, they have respect for you, they listen to what you're saying, they don't sit there and question you and and wear you out saying, well, why did you recommend this or why do you recommend that? They're like, hey, you're the professional, you've got my best interest. I trust you. Therefore, I'm going to follow your advice. That's when you know you've got a great relationship, right? Not a great client. Yeah, absolutely. And you usually end the relationship when the deal's done by being right. That's right. That's right. You hit it right on the head. You hit it right on the head and then, you know, it goes on beyond that you're, you know, you're kind of in each other's lives forever. You know, like you said, I mean, ours is ongoing, yours is more, you know, one shot until they do the next real estate transaction, but you're right, you remain friends and everything is very happy with everybody. So, a lot of great things that we're going to be sharing with you on that side of things. All right, let's get down to the stock market side, Aaron, because I think I can squeeze it in here in the next two minutes before we go to break and then I'll be able to vote the rest of the show to you. So, I'm going to tell you real bluntly that this was an absolutely bizarre trading session today. And I'll tell you the reason why. In my 35 plus years of doing this, I've never seen the market not freak out when we have a hotter than expected inflationary report. I've never seen the market not freak out when the Fed says, hey, you know, those two interest rate cuts that you all are expecting here in the next, you know, by the end of the year, the next couple months, yeah, you may only get one of them. And the market did not bat an eye. Now, we spent a lot of the session down a little over 100 points, but we didn't finish there. We only finished down 58 on the Dow down a mere nine or 10 on the NASDAQ and a mere 12 point decline on the S&P 500. So, you had these nasty things thrown at you, and again, nobody seemed to care about it. That shows how much strength there is in this market. Now, what I'm talking about is we had the release of the September consumer price index, the CPI this morning, hotter than expected headline number up two tenths of a percent. Wall Street was expecting a one tenth of a percent increase, strip out food and energy, get down to the core up three tenths of a percent. Wall Street was looking for two tenths of a percent. So there you go. There's two reasons right there to sell this mark off. They did them. The year over year growth rate of the core CPI increasing to three point three percent from three point two percent. And the headline CPI slowed. This was the only, you know, good part of the report from two and a half percent in August down to two point four in September. The good side, thanks to Mr. Clark and others in the real estate profession, the shelter component, which was the biggest driver of core inflation, saw a smallest increase of just two tenths of a percent, smallest increase, by the way, dating back to June. So overall, a much hotter than expected number. But then if that was not enough, you know, the market says, okay, you know, we can accept that. You know, now we're very convinced that the Fed's going to cut rates by a quarter percent at the November meeting, maybe another quarter percent at the December meeting. But then everything changed. Atlanta Fed President Bostik very well respected on the street, said he's open to skipping Aaron, skipping a November rate cut. And so when that headline hit, we did dip in the market, but then the market rallied right back to it. So like I said, just one of these, Jason and I were talking about this today, just one of these days where you just kind of scratch your head and say, this did not make any sense whatsoever. Glad it happened the way that it did, but it did not make any sense. Now, the final point I want to mention after the CPR report, after Bostik's comments, the Fed Fund futures market is now seen in 82.9% probability of a quarter percent cut at the November meeting. Little change from yesterday where it was 80.3, but it is up substantially from a week ago when the probability was 67.9. So, you know, the market is becoming very convinced that investors are becoming very convinced that we're going to get a quarter percent. And Aaron, I mean, this market, and I want to touch on this when we come back real quickly. Obviously your world in Dwight's world and Corey's world of mortgage rates, you know, everybody kind of lives and dies by them. Rates have jumped up substantially since we got the half a percent cut a few weeks ago. Imagine the market, what it may do if you only get a quarter percent cut. So I want to get your perspective on that side of it. Let's turn it over to the wonderful Kristin Snow. She is in the right now, traffic center. Kristin, how are you, my dear? Welcome back to the John Sanchez show on Newstock 780KOH joined this afternoon by Aaron Clark of Edrility, filling in for Corey Edge and filling in, of course, for Dwight Mallard, who has the evening off. Once again, we finished down just 58 after again, a lot of headlines, a lot of volatility in today. Closing levels, 42,454 after a record finished yesterday. Mass deck, it lost just 10 at 18,282. And remember, we did close at a record yesterday. But today, we gave a little bit of that back down 12 points to 5,780. Strong day for oil, three and a half percent gain, 75, 86 a barrel. Gold lost $15.80 to close at 2,000, 641, 82, and a three basis point increase on the 10 year treasury to close at 4.1%. This, again, should have been viewed as another negative by the market. But obviously it wasn't. Defilling for Dwight on the mortgage side of things, according to mortgage news daily, the 30 year mortgage today dipped five basis points to finish at a rate of 6.62%. Alright, we're going to be talking again about nine things that a realistic professional wants to see in their client to make that real estate transaction the best and the smoothest it could be. We'll be getting into that momentarily. But first, Aaron, before we went to break, I threw that question out at you. If the Fed futures contract is accurate, showing an 82.9% probability of a quarter percent cut in November. And again, we had one Fed member today, Mr. Bostik indicating, yeah, we're probably only, you know, in his opinion, only going to get one. That may be do it. Maybe it, you know, maybe it for the year when we were expecting a total of a half a percent. We've seen mortgage rates jump up with the half a percent cut we got a few weeks ago. Not telling what they may do with only a quarter percent cut. What's your expectation to the reaction in the real estate market if these rates don't start to bump down? You know, a lot of the consumers are tied to when they hear the Fed rate that it automatically translates into, oh, my mortgage is going to go down. So they kind of jump out there and immediately like jerk react to the situation. So what we're kind of seeing out there is one, people that are currently shopping or they've been pre-approved through Dwight and they've already got the ball rolling. They're not really moving too much. They might make a phone call, hey, what does that mean? Am I going to save some more money? And then Dwight fills them in on what it actually means. And if they're shopping, they're still shopping. If they're not shopping, they're not shopping. None of these things are really big movers at this point. You've got people that are sitting on the fence that are waiting for this catastrophic interest rate reduction to two percent. It's probably not going to come for many, many years to come. And so they're not going to move until that happens. And then you have other people that are already sitting in that realm and nothing's going to make a move until some big extreme thing happens. And then you have those other people that they're really, really wanting to make a move. And as soon as the number either comes to a place where it moves the needle enough for them, they'll move, or if they have to. And there's no more waiting. It doesn't matter what the rate is, they're going to make a move. You know, so kind of covering the gambit of everybody. What are you hearing from people? I haven't asked you, I didn't get a chance on Tuesday. I haven't asked Corey in a while, so it's a good time to bring this up. What are you hearing from your clients, Aaron, that, you know, have the infamous two percent plus, maybe three percent plus mortgage rate, as far as where that sweet spot is that they will consider getting rid of that and going into a, you know, a six percent in order to you move it on to the next house? I mean, I don't think people really know. I mean, I think that in the forefront of their mind, they have a number in their head that might make them start looking. But I think it's going to boil down to necessity. It's, hey, I'm sick of living in this house. I've outgrown this house. I really want to move to this location. And it's just going to get to the point where, I mean, we've talked about this a million times. People don't shop rate. They don't shop anything. They shop their payment. So it's going to come down to the point where when they have to do something, they're going to call Dwight, how much is it going to cost me to do X for a month? And if that number hits the target on the head, or it's less, or it's a little more than they expect, so they know they can shift some things around to make the difference work for them, then they'll move. I mean, that's just the mindset of the consumer is more psychology than it is numbers. I mean, you know that. We're in numbers games. And 90 percent of the time, people don't make decisions because of the numbers making sense. It's because of how the house makes them feel, or how the location makes them feel there for you. You know, you have perfectly calculated numbers, and people mainly move reactionary by psychology. That's right. You know, you bring up a really interesting point, Aaron. I was discussing the other morning with my wife. I was showing her Stullontis, right? For those of you that don't know the name, that's the parent company now of Dodge and Jeep and so on and so forth, right? The CEO has apologized for the mishaps of his company, and the terrible earnings and so on and so forth. And I turned to her and I said, you know what? Remember the last time? Because I'm a Dodge guy. I mean, we have, I don't know how many Dodge trucks, you know, flat beds and things at my ranch. And I turned to her and I said, remember the last time we were looking to buy a new Dodge truck, and we buy these 3500, right? And I went down to my favorite Dodge dealer, Carson Dodge, and I said, you know, I looked at this price, and I'm like, I think it was $82,000 something like that for just a cabin chassis. And I bought that same truck, Aaron, for $46,000 to $52,000 back in 2018. That's the last time I bought a bunch of them. And I turned to her and I'm like, this is why Stullontis is failing because you can't, you know, society is payment driven, and you cannot, the average person, especially in Nevada, where a median income is $52,000, $54,000 right around there, the average person cannot afford a $82,000 truck, right? You know, to drive around. Now, business owner, maybe by the time they get the tax deductions, but we are a payment driven society exactly to your point. And these auto dealers are the manufacturers, not so much the dealers. They've got to realize that, that they have pushed the envelope so far, the consumer is going, you know, forget it, keep your truck, keep your Jeep, keep your whatever. I can't afford that. I'd love to have it, but I can't afford it. And I think you hit it right on the head. It's the same thing when it comes to real estate. And that's why I am still so shocked that the real estate industry has not come back, meaning the mortgage side has not come back with some type of, you know, 40 year mortgage or 50 year mortgage. Yeah, because yeah, right. We're a payment driven society. And imagine what this housing market would do if you could say, all right, that 30 years now, a 45 year mortgage. I mean, what do you really care? Because nobody stays in their house that long. Very few people pay off their house with what is the average air and they sell in 10 years, right? And that kind of the norm? It's usually about five years. About five? Okay. Yeah. And, you know, so who cares, you're into it. It's like buying a, you know, getting an interest only mortgage. You don't really care because you're not going to be there that long. So I'm really surprised. But you bring up a great point about the payment driven society side of things. Oh my gosh. Crazy. All right. When we come back from this break, a great real estate client. Many times we'll exhibit traits that make the buying and selling process smooth and successful for not only themselves, but also for the real estate professional. What are the nine key traits of a great real estate client that Aaron has put together? We will cover those when we come back. But first, let's turn it over to Jack Saban. He's got news traffic and weather. Hey, Jack. Sir Aaron Clark filling in for Mr. Corey Edge. Mr. Millard has the afternoon off. All right. Let's get down to our topic tonight. But first, a quick reminder, we'll finish down 58 on the Dow Nasdaq, the lost hint, the S&P lower by 12. All right. We're going to reverse the tables and put the ball in Aaron's court and say, Aaron, if you could design your perfect client, the one that you're going to get done with the transaction and go, you know what? That was one of the best clients I've ever dealt with. What would be the composition, the makeup of that client? And Aaron's not alone. This goes for, I'm sure, when he's put together, this list of nine will go for many, many other professionals. It doesn't just have to be real estate. And again, the reason we're talking about this is it's getting very hard to get into people that are in demand. Again, everybody is so busy right now. We all thought technology would free up our time, but instead is, you know, put more, right, Aaron, put more expectation on us to work longer and harder and so on and so forth. So, you kind of look back to the good old days, I guess. All right. So here's what we want to do. We want to help you make the buy-in or the selling process nice and smooth for both parties, right? Both the seller, the buyer, and of course, your real estate agents. Aaron, let's start with your first point, the clear communications. You want a client that is transparent about their needs, transparent about their expectations, their budget, et cetera. They give you clear directions on their preferences and their goals, making it easier for you to find the best options, i.e. properties for them, expand. Exactly. Yeah. So, you know, there's many working parts in the real estate transaction and in all of our industries, right? So because of that, a lot of clients will sort of take the information from the lender and hold it tight to their chest and not really expound upon what that means and what they're looking for within that budget or the cash that they have available. And a lot of times, if we just sit and have a conversation and go over all of their expectations, and they're very clear about what their budget is, what they make, that they're going to be filing their tax returns. So that's going to give them X more dollars to put down. They have a Lamborghini in the garage if they're sick of driving and they want to sell it. All of these things will help us put a comprehensive plan to get everything as close as possible to meet the budget as well as their desires of what they're looking for. So holding on to secrets doesn't really help us. And in our position, we're sort of the center of the the spoke of the wheel. So we're working and coordinating with appraisers and specters, the other agents, the seller or buyer depending on which side we're on escrow and title company, the insurance people, the mortgage people. I mean, everybody. So if we have all the information, we can head off disasters before they happen. We can put plans together to help mitigate issues and we can be more practical in the approach using more of the sniper approach instead of the shotgun approach to find exactly what someone's looking for within their budgetary needs. And the last thing you want is a surprise, right? You don't want, for example, the lender to come back and go, Hey, did you know your client had a bankruptcy two years ago, right? They didn't want to tell you about it, but yeah, something major like that, because it makes you look like an idiot and obviously it makes everybody involved in it. And there's a again, folks, you get to remember the time of these professionals is so valuable. There's only so many hours in the day, they're all so very busy. They want to give the best service they can to you and you've got to be forthcoming. We have the same questions and issues with some clients sometimes. It's like, you have to tell us what you want. You have to tell us what you're looking, what your expectations are, because without it, you know, we don't, we don't know what you want, right? And we want to make you happy. We want to exceed your goals. And it's so very important. So absolutely, just like in life, like in relationships, clear communication is everything. Aaron, I'm going to pause real quickly off your, off your list here for a second. I just coming across the news wires right now, I mean, talk about timing. Headline just came out of the Wall Street Journal. It's titled the Jeep Maker Stalinas Outline CEO succession plan and management shake up right to my point that I just mentioned before the break. It is their CEO is going to step down in 2026 when his contract expires. But in the meantime, several of its highest ranking executives, including the chief financial officer and chief operating officer, would step down from their posts. So there you go. So as we were discussing, all right, let's go back to your list. Realistic expectations. All right. Understanding the market dynamics, the pricing, the timelines, absolutely critical in the real estate transaction. Great clients in Aaron's opinion, have reasonable expectations to open due guidance from him on what is feasible, what is realistic in their desired market. Yes. So a great quote that probably most people have heard before, or maybe they haven't, is a champagne taste on a Budweiser budget. So when it comes to the realistic expectations, you know, you get people that specifically want the Taj Mahal and I get it, but their budget is more, you know, that outskirts of the area, or maybe they want, they want to stick built home, but their first bite has to be from maybe a condo or a manufactured home or something like that. So really, all of these are intertwined and interlinked. So having that clear communication of what the expectation is and explaining everything and what the goals are, and then being able to take that into the next point of having those expectations, if we know all of that information, and then we put together a plan that says, all right, here you go. Here's what you can afford based upon what you need and what you want. Then we can go out there and find what we're looking for. And at the same time, that person will now have the expectation of what they're going to have to do as opposed to maybe what they were hoping they were going to do. That's right. Yeah. But we still get them into something that they that works for them. Well, you know, before we went to break, I threw out the stat of our average income. And I want to thank our dear friend, Dan, who emailed me during the break and said, yeah, you know, it was pretty close. 55,490s are median income here in the state of Nevada. 55,490. Well, again, if your expectation is you want to go qualify for a seven or $800,000 house and you're making 55,000, they ain't going to happen, right? Unless you come with about 80% payment. That's a realistic exponent or realistic expectation. Here's what I make. Here's my credit. So on so forth. What can I officially afford? And folks, a professional like Aaron, like Dwight, like Corey, that's what you're paying them for. What is my expectation? What are the realisms that will actually occur instead of wasting everybody's time? And most importantly, wasting your time, Mr. Client, because you're going to be frustrated. If you have no idea how this whole process works and what it takes to qualify, guess what? If you think and you're going to qualify for a $700,000 house and in reality, you know, maybe you need to qualify it like Aaron said for a condo first or maybe a, you know, $300,000 or $400,000 house, which are very difficult to come by. So be it. But wouldn't you rather know that in the beginning? And that's where the expertise of a professional is going to come into play. That feeds into point number three, Aaron, which is have trust in the agent. A great client is going to trust you. They're going to realize that you have the expertise that you have their sole interest at heart. You've got expert advice. And most importantly, they're relying upon your years of experience and in all the deals, the hundreds, if not thousands of deals you've done. And most importantly, they are not second-guessing you. Nothing drives me more nuts than when a client second guesses. So I assume you're the same way it sounds like. Yeah, like we said earlier before we got into the topic about how a lot of things happen out of people's perspective and in their psychological understanding of a situation, that's where our feelings can deceive us. And we need to trust the straight facts and the experts. So it's like, you know, we get into situation is scary, especially for her first-time home buyers that have never bought and they're worried about the cost on the loan, they're worried about the cost of the inspection and appraisals and different things like that. And when we explain all this on the front end and we've given clear expectation that we know what your budget is, I'm not going to put you into something that you can't afford and, you know, you're going to get hoodweeds at the end. Don't worry, these numbers are going to change. Let's just keep going and just trusting that we're not going to put them in a bad situation. That's right. That's right. Absolutely. All right. We're going to come back with our fourth point, which is decisiveness. I love this one that you put together, Aaron. Aaron Clark of Agility joining us this evening. Let's turn it over to Kristen Snow. She's got the wrap-up for us and they're right now, traffic center. Hi, Kristen. Welcome back to the John Sanchez Show on Newstalk 780K, which our special guest tonight has been Mr. Aaron Clark of Agility. Aaron, phone number, please. 673-6700. Thank you so much, sir. And again, Dwight Millard, of course, at Synergy and Lending, if you need in need lending help, his phone number 240-2022-24022. All right. We've been talking about what it is that real estate professionals want in their ideal client. Again, you want to be able to hire the best. We've got one of those joining us this afternoon, and he's telling us what he likes to see in clients. And again, this isn't a cocky way of saying anything. It's just, look at this is how we're going to get through this transaction. The best gets you the best price, both on the buy side, the sell side, etc., and make this a smooth transaction. But before I forget, don't forget, or don't forget, I should say, I'm going to be coming back with you here. Jason's going to be joining me from four to six. We're going to be filling in for Greg on Reno Talks Live. And boy, we've got some great information for you. Social Security gave a bump up in your Social Security payment today. That's right. The COLA adjustment. We're going to be talking about that in some detail and a lot about the election and the economic impact, the financial differences between Harris and Trump and so many other things. So don't change your dial. Stay right where you are. Okay, Aaron, we're finished with trust in the agent. Let's go to point number four, decisiveness, the ability to make a decision in a timely manner. Man, oh man, that is so critical in real estate because things move so fast. Nothing's worse than someone says, hey, you know, Aaron, let me get back to you in a week. Yeah, yeah, definitely. I mean, especially with buyers when we go and look at properties and we find one that they really like. I've had this happen. I can't even tell you how many times we look at a house. And unfortunately, it's the first house we've looked at, but it's everything they wanted. And I tell them, hey, listen, I called the listing agent. It looks like they have a lot of showings. There's other offers coming in. If you want this, we got to move. I'm not the high pressure guy. But on this one, specifically, I know you don't know me too well yet. But if you want this, you got to trust me. And big, I got to think about it. And I want to see some more properties. And we go look at a couple more. They think about it too long and it's gone. And then, you know, five months down the line, we might still be looking and they're gone. Man, I wish I would have bought that first one. That's true. It happens a lot. So you got to be ready to move and be decisive in your actions. Love it. Let's go to flexibility. This is something, of course, in this crazy, rapidly moving market. You got to be flexible. Markets change, properties change, as you just said. Great clients are ones that are flexible. They're willing to adjust their criteria, maybe where they want to live, the square footage, et cetera, based upon your information and what's out there. Yeah, timing in the season is really one that lines up with it. So, for example, in the heat of the summer, when we're cooking along and things are busy and crazy, somebody's affordability might push them a lot further out than they want to be. And so in that situation, I'll sit down with somebody and explain, hey, listen, you know, in the come winter, November, December, January, it's usually a lot slower than we can probably get you a lot closer to where you want to be. You know, you just got to be flexible. We got to wait. Doesn't mean we can't continue to shop. If something pops, but we got to be flexible. Or if rates change back to our earlier topic, if rates change and somebody's right on the line and it pushes them a little bit lower than they wanted to be for what they were shopping for, we've got to tweak things. And so just being flexible so that people can get what they want or close to what they want. Because I mean, nobody, nobody these days buys a home and lives in until the day they die. Right. Usually a stepping stone for the next one. Absolutely. All right, we've got less than about a minute and a half. So I'm going to go to point number six, I'll just take care of this one. If to why it was here, we'd talk about this, the financial preparedness, meaning come to Aaron being pre-approved for a mortgage, right? These days, right, Aaron, no one's, no real estate agents really going to talk to anybody unless they've already are pre-approved, correct? Exactly. Yeah. Number seven, have respect for the real estate professionals time. Their time is everything. They don't get paid by the hour. So please respect their time. Point number eight, be patient. We all know real estate transactions take time. And then last, I know you love this one, Aaron, because you created it. Be open to feedback, right? Great clients are receptive to constructive criticism and feedback. Have that open dialogue like we started this whole topic off with with a communication. Have that feedback going. Absolutely. Yep. That's very important. All right. So let's recap very, very quickly. The ideal client is one that gives clear communications, has realistic expectations, trust in the agent, they're decisive, they're flexible, they're financially prepared, they have respect for the professionals time, they're patient, and they're open to feedback. Aaron, great job. That was a lot of fun having you, man. And it feels so great having you all. Well, both days this week. Stay tuned, folks. I'll be back with you at four o'clock. See you, Aaron. God bless everybody. This program was sponsored by Sanchez Wealth Management. The material in this program was intended as general information only and should not be taking a specific investment tax or legal advice. None of the information on this broadcast was intended to be a solicitation for the purchase or sale of any security. Further information is available by contacting john@sansheswealthmanagement.com or 775-801-01. John Sanchez offers securities and advisory services through independent natural group LLC, a registered broker, dealer, and investment advisor. Member FINRA SIPC, securities only offered in states John Sanchez is registered in. Sanchez Wealth Management LLC and independent financial group LLC are unaffiliated entities. Synergy One Lending Equal Housing Opportunity, NMLS #1907235, Dwight Millard, NMLS #24129, phone number 775240222. The information provided today is for educational purposes only. The position strategies or opinions of the show do not necessarily represent the position strategies or opinions of Synergy One Lending or its affiliates. All information loan programs, interest rates, terms, and conditions are subject to change without notice. Synergy One Lending offers home loan financing only. Synergy One Lending is not affiliated with the John Sanchez Show. 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