Broker than You Real Estate Podcast with Laban Marsh and Steve Cully
Broker than You Real Estate Podcast with Laban Marsh and Steve Cully
Hello and welcome to husky talk Broker Than You I am your host the best podcast Host in the universe Steve Cully and With me as always my partner in crime The Real Estate Mogul who dominates Eerie Pennsylvania if you want to buy or Sell your home or rent there's only one Place to go marsham Marsh real estate And laan Marsh my charismatic Enigma of A co-host so good to see you brother so Good to see you too I tell you what that The real estate uh you know I it has Been a strange a strange couple of uh Weeks and months here um and I'm anxious To dig in I love that you get questions From all over yeah yeah you get you get A ton of feedback I have to start off um Because I didn't even post this on Facebook and I'm usually good about it Um but yesterday my wife and I Celebrated our 20th I I I saw pictures Aniversary she may she may have posted Something um and I'll tell you what I Said so we went to dinner last night Actually I did it somewhat Strategically um I'm licensed in New York state as well yes and um but There's a shiaka lake beautiful Lake and Uh you know Meg family had a house up on Screwn lake and so she grew up on a lake My had a place on Finley Lake um so We've both been around water love Waterfront properties and so in shiaka We have talked you know over the last
Few years like where else would we want To own just a second little home fin Lake or something so I decided to take Her to this restaurant called I think It's Lakehouse tap and Grill and it's in This newer Hotel on the it's actually in The town of Celeron which brought back Memories in and of itself yeah um but It's in like the southwest corner of Chagua Lake now in the summer um the Quarterback Allen has a place on L yeah Josh Allen has a place so it's a great Lake um and this was a really good Restaurant but I sat there with Meg last Night and just said 20 years ago on this Night we were getting married um we got Married in skty okay we actually got Married in lville Well it's so funny because the Restaurant it wasn't even the it's it's It was called it's called Glenn Sanders Mansion yes I'm very well aware so I Can't believe you got married there oh My God yeah but listen the best story Leading into the wedding day was Glenn Sanders had incredible food and I'm a Super picky eater uh but they let us Come in for like a taste test one Evening and it must have been we got Married November 13th so it must must Have been like I would say June July Maybe maybe August um you know to pick Out the menu and all that stuff and so We're sitting there in Glen Sanders
Mansion's restaurant area and there's a Couple you know three I think three or Four couples sitting at a table and this Guy and his wife walk up to their table Back to us and I make a comment to my Wife about the guy's outfit right and How I I just didn't think it was a good Pairing or something like that and so We're trying our food and everything This guy turns around to Leave and my face drops when I see who It is and apparently the guy at the Table that he was visiting with saw my Face and I kind of look straight ahead And the guy's like yep it was Pat Riley At his high school reunion Dude so I called my brother Lucas I'm Like like oh man I told him the story About he I criticized his outfit and He's like you know he was just on the Cover of GQ magazine he was so he Graduated from skty high school it might So we got married in ' 04 so it must Have been he must have graduated in like 64 I would guess I'd have to do some Google search but I know he is from SKC Zone and I tell you what man when You think about Pat Riley and man I mean That dude from LA to to Miami like being From SK and and theck the Knicks too oh I mean but like he what I mean it was Just wild to me it was just one of those Instances and I so I looked at him I saw His face and then he just kind of walked
By but I was in such shock and my wife Of course had no idea who it was right I'm like that that's Pat Riley what in The world is he doing in Upstate New York what um so yeah that was just a Wild wild thing but Glenn Sanders Mansion was a such a great time it was a Wonderful wedding um and I think you Know what as I reflected it's kind of Been a week because my birthday was last Week yes um you know turned 46 where I'm Getting older and the kids are getting Older which make me feel a lot older uh And so I said to Meg last night you know 20 years ago would you have imagine the Life that we've created and I think you Know when you dream especially when you Dream together um and and you know the Things fall in line and not everything Does because we've had some challenges But so many more blessings um and wow it Was just awesome and then and and you Know I said I hope you know 20 years From now I'll be 66 you know our Daughters will be 26 and 36 and um and I Said honestly and you know part of me Now it's like man what am I going to be Like in 10 years at 6 what am I going to Be like in 20 years at 66 like will my Will I have my mental Faculties um and and I think two things Right you will and and right you have to Think that way because I found as I Started doing research and looking into
The brain and the challenges with brain Injuries um it'll spiral you into a Total depression and we know that what Helps keep you out of depression is Showing gratitude um and so for me it Was like I've just tried to pour on you Know with my wife and we Um well and your and your positivity as Well but it's it's not easy and I think You know that you think of that Potential demise if you will and I think That's where even doing these podcasts Like it is um it's a challenge of course To you know get some guests I do have a Couple guys that I've got lined up that Just weren't available um but I think Utilizing it like like you're doing is a Connection right and and honestly like I Look at this a lot like therapy Um and I'm sure you feel that a lot with People when you interview them um but I Think there's so much to be said for Having you know a something to look Forward to right and this is true Especially for grandparents um but for Me I think again being grateful for the 20 years and even the challenges that We've been through uh friendships that Have changed one way or the other um I Think it's so important to keep dreaming Like it was easy when we first got Married 20 years ago to dream about all The things we wanted to accomplish and The you know kids we wanted to raise and
Like I think that's where you get into These midlife crisis like what you know Whether these identities we've talked About with Yukon Athletics uh or then For a long time it's your kids um and I Always changing yeah yeah and it's Important to have hobbies and outlets And and different things that are Healthy you know what I mean for some People it's working out I don't know if I had mentioned this uh on a podcast Before but I had a coaching uh meeting a Couple weeks ago and we talked about Like stressful situations and out of the Group of four of us two of us said I'd Rather just climb into bed and like Sleep it off and then the other two Wanted to go work out and it was kind of Fascinating to me too because it it gets Into that personality Styles and and Then I think as you as you get once You're married and you start to live Together especially and these nuances That kind of rub off on each other and Hopefully in a good way um and the Coping mechanisms yeah yeah and I think That's where like my wife can tell when I'm I'm just not doing well or in a bad Head spot and I again I think there's as Long as you have ways to get yourself Out for me A lot of times just spending Time with my kids you know what I mean Just not not taking life too seriously Um but even then you know the challenge
Of getting kids organized and Together and going in the same direction But I think that's what's also fun like I'm coaching my third and fourth grade My third grade son in third and fourth Grade basketball and like like anytime I Coach this level of kids I tell the Parents especially the first day I'm Like none of these kids are going to the NBA tomorrow none of them no one's even Getting recruited to college so we're Just gonna teach some fundamentals learn How to dribble get along work hard yeah And uh I think so much in life and and Again looked back on the 20 years and we Were so aggressive and I'm thankful you Know early on and and so in my card to Her and I do still get cards but man They're expensive bro like Cards super expensive um but you know I Just said hey hopefully the next 20 Years it'll be more play than work um But I also think like there is something To be said you you love your work yeah When you want like and we've talked About athletes like I don't know many People even the retirement idea you know Like I just I love well and when you Enjoy what you do it's not really Considered work maybe I guess um and Then it comes down to like the level of Compensation and so you know even for You with podcasts right I think that's Where I never looked at something like
This to monetize similar to coaching the P Vault but then once you start to do it And you you're doing it better like There's nothing wrong with monetizing Your services for your time um and I Think it's easy to pay for a product Right yes but when you look at Somebody's time and service and Especially at the high school level These coaches that don't get paid enough For what they deal With and so I think again just looking Back on the 20 years and I remember Early on you know getting that putting That grind in and wanting to make a lot Of money I still remember guys that Would say hey take a job with somebody That you don't get paid for like you Just it's a lesson learned like the Value in the opportunity is what you're Going to learn from people um and that's Easier said than done I it's invaluable Yeah but but it it takes that sacrifice And then it you know the X's and O's or Pluses and minus in the accounting uh Ledger like you do have to start Thinking about uh you know the revenue Plus the expenses and I think four kids Dude well and it's not even that I think That definitely I think I had more of a Burden knowing running a business having Employees understanding the Responsibility not just to take care for Them to have the opportunity because so
Much starts to rely on you and uh and it Can get heavy but at the same time I Think it just requires that focus on Projecting what it is you want that's Where goal setting I mean vision boards Uh some people laugh that off and poo Poo it but when you look at people who Are really successful a lot of times They had a written plan for that they Didn't NE they always do yeah when it Would come to fruition um but again I Think it's something where it's not just In sports it's not just in business it's In life also like you have to have a Plan one of the great ideas my father uh Gave to me especially when we started Doing artificial trees is be you know we Bring the tree out um and in there he Would have an envelope and he would Write down a list of things when he put The tree away so say you put the tree Away in January and you make a list of Things that you want to accomplish that Year and you know 11 months later you go To set the tree out after Thanksgiving And you get to see a list of the things That hey what's going to happen uh and I Remember at a point where it's like hey Will my grandparents still be alive you Know who you know what are the things How many homes do we own how many Business do we have um but and I said That again before about journaling and Things um I can look back at journals
Even from college I still have some for My classes and if I look at that journal Like it can take me back to where I was When I wrote those things down and That's what gives me Comfort where I get Worried about my demise from head trauma And yet I think because I've done a lot Of those things and continue to do them I'm more likely to retain more of my Capabilities I think uh I think I think You will too I think you will too I I Don't think you'll have an issue no and I I really don't but I I know the Importance on focusing on what it is you Want to accomplish not the not the bad Things or the things that are happening Um and I think checklists are great um And you can have a daily checklist a Weekly checklist a monthly checklist uh But it really a checklist is really goal Setting that's I don't care if it's a Grocery list um yeah you know so and and Then yeah so I guess the yeah having That 20 year anniversary knowing what That we met at the university Connecticut H and we talked about you Know having kids sitting in the McMahon Hallways um and it's crazy how you can Really manifest uh the life you want to Live by just living it one day at a time But taking those steps forward well I I I I credit this success to your Relationship because I sang juwel to you At the Freshman talent show just so
That's right and that's amazing because I know it it that is hilarious uh and And again it is we've told people this And I've heard it before but marriage And any relationship it's not 5050 it's 100% out of both parties understanding That sometimes my 100% looks like 50 uh But if you have the confidence in your Spouse your partner um that they're Giving it their all um and then I think The challenge even for us was you know Financially you know Dave Ramsey I love Listening to Dave and he's got some you Know great principles on on financing I Think he focuses more on the lowest Common denominator you know really Catering to people that are really Struggling and then you look at Robert Kosaki and some of his principles for Investing and I think having a little Bit of balance in those is important you Know what I mean um very much so but Again I think getting on the same page With your significant other your spouse Is is so important and just like Anything else it's communication and Then you wouldn't think you'd have to Say this but honesty and it like I had Somebody you gotta build trust and even In real estate you know scripts and Dialogues um I've heard people say well Just say if I can have your you know Your trust that uh I'm gonna be honest With you and he's like why would you
Need my trust that like you better be Honest with me that should just be a Given and yet so often it's not um you Know just people being honest with you As opposed to trying to get the deal or Whatever else and so I think there's a Lot to be said and newsy you know newsie Brought that up uh we were talking about That's the other thing I was doing this Week I'm sending out my postcards one of The things you want to do is I love it But send yourself one right especially Not that I don't trust the US Postal Service um but like I I I always anytime I'm doing a mail or I add myself to the List so I can have an idea when people Are probably getting these um so there's A little a little uh gem tip for anybody Yeah do some marketing and things like That but that's a great idea I like that It's one of those things where I just Knew that you how easy is it to just add One more stamp and and send more to Yourself so that you can expect when People are receiving theirs um but yeah Just a little tidbit there how about go Ahead as my as my friend Zack would say It's all part of God's plan go That's am and I and I think that's where When you truly believe that the Lord has Control of your life um not that you Know you can't just throw out the ores Right I mean no there's going to be Storms there's going to be you know
Reasons to need your own willpower uh But I think having the Comfort to know That he's never gonna leave you nor Forsake you that goes such a long way um In life and then I think it's the same Thing like that commitment I think People that know your commitment to the Lord and then your commitment to your Spouse one thing my father has always Said and I don't know it not to be true Uh but if you cheat on your wife you'll Cheat in life um and again I'm not Saying but it's just one of those things Where that is the most the the greatest Sacrifice in in a spouse and so if You're willing to cheat on them they Will you know cheat in life so it's an Interesting uh side because I that it Probably doesn't always hold true but at The same time there is some uh something To be said for that so but uh I was Curious if you had any more real estate Questions for us it is uh one other Thing that I'll tell you we're getting Towards the end of the year here I know Now in 2018 I ran for office and corre So I had to do this evaluation of all The properties that I had owned and I Went through for the the taxes on all of Them and without new assessments Throughout our area and there's a Difference between assessed value and Appraised value um but I went through All of the properties that because we're
Peeling off some of these things that We've owned right but in 2018 I was Paying a total of about 97,000 in taxes property taxes yeah and In 2024 six years later with no change In the value of assessment I'm paying 113,000 so about another 16 so that's Where when people evaluate real EST State like you cannot just look at it in The year you purchase it they have a Thing called an apod annual property Operating data sheet uh and I'm not Saying you have to project five and 10 Years out but for real estate uh Especially cash flow and everything you Have to look at some of those fixed Costs that aren't really fixed they're Uh dictated by your your local Government or whatever um but it's Something that I always keep an eye on And look at because it does have an Effect Uh on homes that are selling and then of Course just the way your your school District operates uh when we were in sha Shiaka last night I asked the waitress I Said are you from this area yep she grew Up in Jamestown and I just said what Part of the lake you know is best for Like Airbnb or where and so she had a Pretty good idea now there's what's Called The shiaka Institute uh on talk And there is that is very affluent There's some serious zoning uh laws
Purposes huge Zing laws but I'll tell You what New York still even when I Think about Meg and I buying over there Those taxes are what I mean you know a Lot of those decisions are made you know Uh up there in Albany and they take into Account Manhattan and the buroughs but They don't necessarily think about Western New York where it's it's so much More like Pennsylvania's Market uh as Far as value and things like that uh but At the same time you know waterfront Property they're not making any more of It and so uh that's where it's one of Those things that for us in the next 20 Years it'll be interesting to see um if If that restaurant is still around in 20 Years and uh what we will have looked Back on to say hey this is what we did In the first 20 together this is the Next 20 uh and again I'm hoping um you Know with all my faculties because I've Got girls to walk down the aisle and and Uh a bunch of other goals if you will so So and it's funny you say that cuz I Know my father was dealing with that Because he's the town attorney And the budget um didn't Pass so really yeah oh boy the budget Didn't pass he had to go to a board Meeting I think it was either last night Or two nights ago and it was you know Supposed to be like 45 minutes and it Ended up being like two hours cuz people
Were just furious you know about the the Property taxes was it like 10 grand or I I don't know how much but it's it's it's A lot for this area for New Hartford and was issue well and I do one Of my guests is tax yeah yeah but and And uh one of my guests that I'm trying To get on he was he was in Pittsburgh I Think today uh but he's a local Supervisor he was it's an elected Position yes but his background he's he Surveying uh so he's got a great Perspective like he handles the roads And honestly in our area we have some of The best roads um and so many people Don't think about the infrastructure and The operations of the town you live in Um but yeah I mean it's it is a serious Undertaking and if your dad's a Solicitor especially for the school District because you know at least for Us in Pennsylvania the taxing bodies are School uh Township and then the count Exactly and um and I think that's where They all worry about themselves but when They all have increases to the Homeowners that's a Significant uh bump and again for the Fixed income individuals um they just Can't afford it when everything you Can't live yeah going up yeah so I Totally understand that and hear that And uh man good for your dad for being Able to justify you know why they're
Doing it's never fun but that's where You do solid people willing to step up And I think that's where a lot of that Is just matter of fact it's not really Opinion based when you're talking Budgets this is X as and o no that's What he said yeah you know it's you got To increase revenue or decrease expenses And the way they increase revenue is Usually by tax increases um and so again I the the thing that frustrates me more Is people don't look at the operations As much they just come to that budget Meeting but it's like they don't really Look at it Yeah the board to do that uh but I love Sitting on different boards because I Ask some pointed questions that should Be very easy to answer I wanted to go You wouldn't let me go I was gonna go And ask questions I said dad can I come I'm just gonna be a dick I just want to Ask questions put somebody out in the Crowd to ask me some softball questions But it but I mean at the same time it's Also important to get oh no I was gonna I was going to ask hard questions I was Going to be an [ __ ] and he knew I Going to be an [ __ ] and he was like Absolutely not he's like I'm going to Uber there he's like no you're not you Are not coming there I was like yes I I I I gotta do this I but yeah I know That's what he had to do because of the
School he's like okay so we're gonna Have to cut uh track or basketball or is That what you guys want I mean right That's what you're looking at if we Can't get this We can't agree on this Budget yeah and then I think that's Where again I mean so many uh so many Budgets from my perspective should be Zero based budgets I mean especially in The government because they just take And roll over oh do you have more Expenses versus what do you really need Keeping it as trimmed back as possible Um and understanding you know from year To year what to expect uh but yes some Of those bumps are in Services they're In you know utility costs I mean all Those Things play a role on it and it's Amazing I I wish more people uh would Get involved and I know as board members You don't often want the public there But I've always encouraged the public to Ask questions I mean this Is thing people you absolutely should um And some of these whether it's Supervisors like right now in one of the Towns they're looking at a new format of Government going from three Supervisors uh to basically one manager With a larger board and there's Arguments both ways but to me and this Is it's like why doesn't everybody just Do what's best for the
Township they're all selfish I mean they Just they keep uh you know appointing People that are in their Corner uh for Obvious reasons but I still just um yeah I always had a hard time with that and Again a lot of these are elected Officials whether you're your tax Collector whether it's your Supervisor u and sometimes people they Either don't vote at all or they don't Even know who to vote before they don't Do you know their due diligence or Whatever else so uh yeah so I've got a Couple guys um I I'd love to get in here Just to talk about more of those things Um and it'll be interesting what changes Like even when you look at the you know That general election and some of the What was that uh Doge the department of Uh oh what are they just they're looking To create some transparency more Transparency in the government and I Loved it because Elon said hey we're Going to post this on X and it's going To be very transparent if you have Issues that we're not covering I want it To be brought up I mean there is a lot To be said for transparency um and we Know like even in a family like there's Only so much the kids need to know right But again I think when you're looking at How you operate government and tax Dollars there needs to be a lot more Transparency without doubt and and again
If you don't want there to be that's an Even bigger question you know like That's where there's no reason why you Shouldn't want transparency and Accountability um and again I think That's where uh hopefully we start Seeing more of that and more push back From the general public to say hey what Are you doing with our dollars um and How is it really benefiting if not just Me the actual Community to which I live And and working uh because so many of us Are just out there working the grind um And don't really have time to pay Attention to that and it's Understandable but at the same time some People don't understand how much it Really does affect your life um no I Know because one of the big fights that They had was um there's a area a field Area where they want to put up solar Generator solar Power and that was like a huge issue With the public and that was something That got voted on and argued about and Voted on and argued about and then it Finally went through and I I think solar Power is going to be for the best it's Going to save money on energy costs um But I guess they were just worried about Where the location was and I'm like it's In the middle of nowhere what do they Care but it it seemed like people just Wanted to argue to argue which I thought
Was funny yeah they but the most Frustrating thing and this is where like Part of the reason I ran in 2018 is so That I could speak to those things you Know yes yes I've said oh don't if you Don't vote don't make comments it's like Well if you don't run for office don't Make comments um almost no I think Everybody's entitled to it certainly but Again you can sit there and you know we Call them nimi not in my backyard you Know always they can they can point out All the things that they don't want but If you ask oh well what would you like To see go in your Township for more Revenue generation or more opportunity Oh I don't know no you have no idea you Just know what you want to complain About everybody else's ideas but you've Got none of your own so right get to the Back of the line you do need you need Some people that that are willing to Stand up to that um and push back a Little bit I think that that's the other Thing there's nothing wrong with being Challenged and I'm pretty confident with My knowledge that if you push back a Little bit I can give you a Justified Reason for you to say at least okay I Understand where you're coming from you Might not have to agree with it uh but At least if you understand again where It's coming from via experience or you Know whatever else I think those are the
Things that uh hopefully people can be More open-minded to the way things go About and that was a great uh last week With Bethany um man she your episode did Great your episode was great with her Well and and uh great numbers I love Seeing you know again strong women that You know take the bull by the horns and And uh try to help other women and Empower other women um and like I said Even reflecting back on on my wife I What gets her juices flowing is Empowering not only other women but People that aren't quite sure that they Can do what she's done and I think That's where the more you can give back And express that to people hey what's up Link Hey Big Man do what's Up yes we can I'll take you guys in just A little bit give me like 15 20 minutes Okay and no no no all right what what What does he want to do oh they like to Go to Papas so my parents just yeah my Parents live just down the road so when They get home from uh getting off the Bus you know that's where we like to Send them they well we live on 10 acres Which I love um not having a lot of People around but when it came to having Kids it's like oh yeah you probably want To be in a subdivision or something like That so we actually have a little you Know Best of Both Worlds if you will Because uh we can get them down there
They can both crossing a less busy Street but yeah well so to start Danielle um from from Godard um She had a question she wanted to know Did you always believe that you would Have success as a real estate agent wow That's a great question and I again I Think back 20 years ago when I got Married uh my wife was an accountant and Uh so I was I was just kind of a sales Associate and I knew because it was Commission based that there was a Challenge in that the other thing I Recognized especially being fresh out of College essentially um is a lot of my Peers weren't quite ready to buy a house It was pretty close like a few of them Yeah um so I didn't really have a client Base right and and I would kind of get The crumbs of what my mother uh didn't Have time for or something um but one of The things my mom insisted on especially To my wife when she's like hey if you Don't have regular income we might need To get another you know part-time job my Mom has always insisted to be successful In real estate you really have to go Full-time do they ever do nobody pays a Base with Commission you know um so like I no no No it's a great question I think that's The biggest challenge even when I talk To uh potential agents they don't Necessarily know how it all works and of
Course everybody would love some sort of You know base salary um the only one I Do that with is for a property manager Do you know where mom's iPad is I do not But if you guys could please just give Me like 15 minutes that'd be Awesome um so that's one of the things Like I I wish it's a double-edged sword Because I think being commission based It motivates you it motivates you yeah You type people you know and I've told People that before I coach the pole Vault and I work with real estate agents Because they both have to be assertive Like I don't call any of our agents and Ask them if they have appointments today You know you don't micromanage no and And that was something what I loved About the business and I think that's Where it is not a business for everyone And I think you know it back in the day It was like oh the husband had a High-paying job and so the wife got a Real estate license to go you know to The coffee shops and and you know sure Brunch and things so that's changed a Lot uh but another thing my wife and I Were curious about is you know will These transactions tick back up uh like They were a few years ago like inventory Is really low but the number of Transactions just have not been Happening um and there's a number of Reasons why um but I guess I just like I
Remember being much more busy than what We have been over the last few years and I mean I every every Market is cyclical So I I do foresee that But I think that's the other thing like For a new agent that might not have a Lot of business going on try to latch on To a really experienced agent who has a Lot of business and that's where I go Back to my earlier point where like hey Nobody wants to work for free but if you Can work for somebody as an assistant And whether it's hourly or a portion of The next commission knowledge is power a Knowledges money it really is and then The other thing is being able to Negotiate for yourself yes um I I Recently watched something on on Instagram where a guy they were teaching Trades and they were doing their welds Right take ws and things like that and So he'd ask the student what do you Think you're worth an hour and some of Them would say ah 12:15 and he came in He's like I'd pay you 18 and it was Interesting because not only like he was Doing it because he wanted to encourage The kids it wasn't just blowing smoke But it was like no hey okay I want you To know that you're actually worth a Little bit more if you keep doing that Good of work that quality of work um and Again I think in welding you see a Product you see a finish it's a lot
Easier then hey uh get in the car show Some homes they might start looking now And not buy until May but you won't get Paid until then so good you know what I Mean it's such a different Industry um that it requires a lot of Tenacity you know what I mean to because Not only to get A done you got to work like right before I came on here I got an email we have a Closing that was supposed to take place Tomorrow uh and now he's extending it to The 25th I know not the end of the world Time yeah but listen years ago I would Have already had like my budget for that Commission ready to spend the day it was Supposed to close yeah and then you Realize it's like hey don't count your Chickens till they're hatched um so yeah That's a really good question but I Think again the confidence comes from Doing more deep deals um and knowing That you never know what the next deal Might entail we may have never Experienced it but you have enough Advisors around you between my mother my Brothers myself that you know just feel Free to reach out and and we'll do the Best we can to answer that question if We don't know we're not gonna lie to We're just gonna go find out the Information so um Danielle also asked uh Is your fee Negotiable always always nego
It is absolutely yeah and I think that's Where even with that recent lawsuit part Of the frustration from a lot of us is That none of these sellers were forced To list at a certain price it's always Been negotiable uh there's not standards In the industry um I mean it it Everything kind of fluctuates because And I've seen it more on the low end Right let's say I have a $20,000 piece Of property like I usually would charge A minimum of $3,500 fee if you just Charge 3% you're getting or 6% you're Getting you know no money for that deal So it just doesn't make sense to get out Of bed for that um no yeah all all fees Are negotiable and now listen at the Same time I think I've had people it Doesn't offend me when they ask and I Also give them the line hey if I can't Negotiate food on my table how am I Going to be able to negotiate food on Yours um but there's nothing wrong and What I love to do I had this recently a Guy came wanted my opinion I really I Worked it for a while um and and it's Like hey I appreciate the opportunity But it's just not worth my time to right To do it for that price I said I Understand but not everybody can afford My service and that's one where if you Have somebody really Proud they might end up trying to hire You just because you told them you can't
Afford my service and I learned that one From the guys in Roofing um just because Nobody wants to told they can't afford Somebody but at the same time Understanding your value is very Important so that you don't just take That lower commission and I can Guarantee you it is going to be the Hardest deal you've ever worked and it Is not worth the money and I think again Once you see enough those red flags as You get your experience it's okay to say No you know what I mean and that go back To I'd rather let you down than Disappoint you later because you you Just don't understand my value and until You've been through this process I can Understand uh but from the time you hire Me until we get this deal closed I am on My toes and and working you know a Substantial amount of time that may Never you know fully be compensated So um Michael from Harbor Creek yeah Wanted had wanted to know do you put Together like what is is your plan for Marketing a home like how do you put Together a plan to Market this home and Put it on the market yeah it that's a Good another really good question and I Know newsie said he goes out when Somebody mentions they want to list Their home with him he takes a like a Pre-listing packet out for them which is A great idea yeah and that way it helps
Describe it's kind of similar to when we Talked about a buyer consultation where What you you know what you want to do is Get an understanding of that process Because a lot of people have never been Through it and so they just want to Understand like what is your marketing Plan you know from the day it goes on uh It goes a number one in the MLS and then There's so many websites that Syndicate The property and then a lot of times you Know there was a time in when hey we'll PL an openhouse um you know for the but Homes have been selling so quick the Marketing plans have been depleted Because it's like oh put it up for Whatever you want you'll get it and so I Think that's where a lot of that has Changed the platforms like uh social Media platforms Instagram um Facebook are all you know Places where just like anything else Video content helps I know we've talked About marketing some of the homes uh That we have doing short videos form and Honestly over the last few years as soon As you're done editing the video you Know gone it's gone and not that it's Not worth doing it uh but it's like when You talk about marketing and the Marketing plan um That's that first portion to get Somebody in the door get it under Contract that's when really a lot of
That work Begins your inspections your appraisals The bank the lender um the attorneys you Know all of those inspectors so it's You're really doing more Handholding um throughout the process Than anything else and then I think that The other important thing especially for Newer agents is to try to keep doing all Of the things in the process all of the Time and so that it takes away some of That EB and flow of Revenue where it's Like oh I'm working showing all these Homes and then I'm negotiating homes and Then I'm closing them but if you're not Doing all of those things at the same Time you know over a number of Transactions you'll have two or three Closings you know at the start of the Month and then 45 days later another Couple closings and so and that's not Easy to do but the way you do it is by Staying in touch with your clients at All time making them making sure on the Buy side they're getting notifications For listings that come up um and then on The on the listing uh side again you Want to be pricing it appropriately Watching what other things are selling For um and and then picking and choosing Different things whether it's price Improvements whether it's an openhouse Is the concern it's exposure like we Have data on the back side where when I
List the property I can see how many Emails immediately go out to people who Are searching for a home with that Criteria um and so like I have a buyer Right now I'm showing a home to him Tomorrow um and he's emailed me a list Of things that I can put into our system And I I keep it broad to start so that Like say you want at least two acres It's like okay I'm still GNA search one Acre to five acres because you never Know that place that has one and a half And you insist on two well it's laid out Really well so kind of broaden your Scope to start and then start narrowing It down down right yeah because and Especially right now with inventory Being so low I just told a client this The other day um it's like if you have a Wish list of a you know whatever things You want if 80% of those things are in a House or a property at least make an Offer because find 100% of what your Wants or needs are especially when you Have a man and woman like I the home I Showed him to had a really nice garage This guy's got a he recently opened a Cigar lounge so he wanted to have kind Of like a a detached garage with a cigar Lounge at his house and this one house Really set up the garage did but the House didn't work for the wife so you Know a lot of times it's hoping you have Things that appeal to all parties quite
Honestly it's like the white elephant You're just searching for it sometimes Yeah but and at the same time it's like Every home will sell it's just at what Price and I think that's the important Thing everybody thinks about the Marketing plan but that's where I turn Into more of a c personality and I dig Into the data and really look and see What else is moving um you know who else Is looking and then following back up With these agents uh and we have systems Available when there's a price Improvement like we made a recent Adjustment to a property and what it Does is it sends a new email out to all These people with their criteria and Almost inevitably when you do a price Improvement you'll get two or three new Appointments or you should and if if it Wasn't a large enough price Improvement You might need to make another one and I Think um those are the types of things Where again it's paying attention to the Market understanding the timing of Things like we said once the election Was over we figured you know the market Would open up a little bit um and now Then you throw into the weather okay Well it's 30 Dees right now in Eerie so And it it's rainy and overcast um and so I'd rather wait until next week to list My home or whatever else but nothing is Being delayed so long as well I'm just
Going to wait till spring um because Again inventory is so low if you need a Place to sell or if you need to sell a Place it's best to get on the market Right Now um so we had let's see it looks like Lauren from Wattsburg Lauren from Wattsburg asked do you provide or have To give uh or are asked to give References at All uh you know some every once in a While we have I we have a a pretty solid Reputation at this point and so much I Think 80 86% of our business is Word of Mouth uh but I mean we can certainly you Know provide and that's where I guess so Often it's referred to us anyways that Uh the people I would reference or the people who Recommended they reach out to us if you Will um but yeah I mean we have I I Can't think of one client that I have Who I would not turn to and ask you know What I mean I I they would give me Business because of what I like to think Is my work ethic honesty um and Communication I think that's the biggest Thing as much as there's some people say Oh I never answer my phone well I I Don't answer my phone because I've Talked to my clients they've heard the Spiel I'd rather be with the people I'm With but that doesn't mean I don't Communicate I get back to them you know
Before the end of the day um when I say I'm going to and I think that's more Important than anything is doing what You say you're going to do when you say You're going to do it and that's true For anything but especially in sales There's there's just nothing worse than Having somebody tell you they're going To do something and then they don't do It it yeah um Ripley from Shor Haven had A Question how and when do you actually Get paid if you sell if you sell a house Yeah another good question and this is Where like I said earlier you don't you Don't count your chickens till they're Hatched uh but we get we get paid as far Now in Pennsylvania everything when a uh Property closes The Brokerage gets paid So every check they close it it goes to Marsh and Marsh and then And then we pay our agent that same day There are some local Brokers that let The check sit and then they pay him two Days three days later we are still of The perspective from a brokerage side Where you guys the agents have already Been waiting 30 45 days from when it Went under contract they may have been Showing them homes for over a year so I Want them to get paid as soon as we get Paid um but I've had I mean I've had Deals where worked it however many Months and then the day of closing the
Buyer walks and oh we don't get paid Anything you know that's terrible it's Rare that that happens where somebody's In default but that's where I say you do Not I mean I don't cash commission Checks until those things have really Closed and even like oh it's gonna close This afternoon I'm like I I'm not Putting the check in the bank because I Know there's been too many instances Where I sit at a closing and whether It's delayed a day or a week um but you Just you get paid when it officially Closes at least in our brokerage and in Our business I got you the good thing is Because um they're closed out in such a Professional way once it does close we Are assured to get paid like I think of A lot of these you know vendors that do Work for for clientele and they just Don't get like there's nothing they're Just banking on the consumer to pay them Like we have legal ramif ations and you Can't close unless all these you know T's are crossed and eyes are dotted and Commissions is a part of that uh closing Disclosure so that gives us some comfort In knowing we're going to get paid but We do not get paid until the property Actually Closes so mark from Dville wanted to know how much does a Seller actually pay in closing costs so For a seller side it's pretty
Straightforward on the buy side Especially if there's a mortgage there's A number of fees involved with title and All this on a SE the seller side in in Our part of Pennsylvania we pay 1% Transfer tax the buyer pays the other so 1% of the sale price goes to your local Uh Township then you have an attorney Fee which around these parts that's what I was going to ask yeah so like how much Do my dad make 600 if they're doing a Closing usually anywhere from 500 to 750 Depending uh I would say for you know to Get he's done both he he's represented Bank before and then he's represented Clients before yep so is it is it Possible to do both like could he Represent the bank and the client yeah Yeah a lot of times it can yep Y and Again as long as there's full disclosure A lot of times we have even dual agency Where I can represent both buyers and Sellers um but Nope it's not a conflict because it's Fully disclosed there's some that might Question it or not feel comfortable with It at which point they don't need to Utilize that dual agency but there's not A a conflict per se um and then you have The the agents fees so like when I work With a seller I break out two different Fees where what they'll pay me as a Brokerage and then what we'll pay a Buyer's agent because and that's the big
Topic of discussion right now yes um is Making sure the seller understands are They willing to pay a buyer's agent uh Through the transaction do you want to Wait until see what the buyer's agent is Requesting for compensation um and it's Like they've taken that off the table as Far as discussing it but when I'm Talking to Sellers and and uh for the Most part we want to pay Buyer Agents Because they're bringing the buyer and Working the deal all the way through the Coordination and all of that so right And that can that can fluctuate anywhere From you know there's some uh places That we're doing 2% all the way up to 8% So there's no set fee it's all Negotiable um but that is where a lot of Times most sellers can expect the 1% for The transfer tax um the commissions and Then the attorney fees so it's pretty Cut and dry fairly simple for a seller To understand and then like I had a Client who said well if I still have a Mortgage I think you actually asked me That at one point I did that yes what if I still have a mortgage you can you sell Your house yeah yeah so and what's cool Like we have we're closing on two of our Property is one of my entities and uh It's on what's called a blanket loan so There's more than one property attached To a single Loan yeah so and it's nice just because
The convenience it's one monthly payment All that sort of stuff so as we're Liquidating them um they want to keep a Certain portion to know that they have Equity as a bank for Comfort if we ever You know decide not to pay or whatever But they require a certain amount when We close and sell the asset so much of That mortgage to be paid off so that's Where we just had okay had two that we Have closing um we sold one for I think 1335 the other for 135 and the one Property we owe 33 the other we owe like 44 so we'll clear you know about 180 on Those two properties after owning them For 16 years um but the beauty of that Is we've been the managers of the Property like yeah we we used OPM which Is other people's money the tenants rent Is what we use to pay the mortgage the Taxes all of that and so that's where Real estate real estate really isn't a a Tricky game I mean if you keep it simple Stupid it can really work out um just Because and somebody I heard that Recently the beauty of investment real Estate isn't so much the revenue Generated as it is the debt that's being Reduced by you have a mortgage you have A tenant paying you to pay down that Mortgage right and that's where the Beauty of real estate investment and uh Especially when it positively cash flows That's the beauty of real estate and the
Fact that I can drive by that property And see the value in the brick and Mortar if you will along with the tenant Who is agreed to pay the expenses now And there's parts of the country that That the tenants rent doesn't cover all The expenses but they're they're in an Area where that property if they can Just get somebody to help them pay for It they know over the next 5 to 10 years The appreciation value is so great that It was worth them doing that like I've Said that before so many people are Willing to put money into their 401K Every month and yet you're paying when You when you buy a stock or anything Like that you're paying fair market Value that's just what it is that day Every piece of real estate that I've Purchased has been 60 to 70 cents on the Dollar you know easily yeah you make Your money on the front end but when you Know what you're looking for and you can Find good deals um and then they're Leverageable so that's where real estate Is uh just such a a freaking game it Really is but even it's a justification Also there's give and take when when the Sellers say well I don't know if I want To pay a buyer's agent it's like okay The agent is representing the buyer like The funds that you're going to get to Pay off your mortgage to pay off all Your fees you know that's coming from
The buyer's purchase price right Like it's all just on paper shifting um And so again those are the types of Things where it's it's super valuable to Understand where everything's coming and Going but in real estate it's really Hard to skirt any of those fees that you Inevitably uh will need to pay and so Again having a clear understanding and And somebody to properly advise you and Walk you through that um is really where Our value as agents is is you know what I mean we should be able to provide some Comfort in that process as stressful as We acknowledge it very well could be um It it is just a part of the process and We will get through it and I think Assuring clients that you'll get through It um is the biggest thing we can do uh To provide some comfort for him I know You got to run I'm gonna ask you one More this is from Jessica in Panama she Says I don't want to use a real estate Agent I want to sell a home by myself How difficult is that to Do that that's another good question she Thinks she can post it on Facebook Instagram and just sell it herself yeah And and I would I I think you can but I'll tell you what there is nothing Worse than getting you know getting Fleeced in a transaction and I mean so Many there are so many Savvy buyers out There I'm talk and especially investors
Because this is their livelihood is Making great deals and I will be the First one to to tell you and I know Consumers feel this way too as fires buy When they see a for sale by owner they Don't look at it like oh they're gonna Save some money by not using an agent The their eyes L up they don't know what They're doing yeah and I mean I've had Instances where I've gone into a for Sale by owner and the seller I remember There was one time my brother Lucas and I were going in to buy a duplex and the Seller was right there and I'm like well You know how much how much do you think You want for it and I told Lucas going In I'm like I I bet he's gonna ask like 75 or 880,000 and it's probably worth That and so we're in the kitchen and the Seller who is a friend of Lucas's looks At us and he says uh I know you're You're in business you know I know this Is us I don't mean to cut out the Middleman but I really gota I've been Looking around I really got to get at Least 60,000 for this and I'm like done Okay I'm like all right well let me talk To Lucas about it yeah you can't sell it You gotta look like it's you got think About it and so again like I don't know If I would have paid 75 or 80 at the Time I just thought that was what he was Gonna ask and so when I knew he said 60 I'm like okay that's huge I I know you
Didn't want to cut me out but if you Would have come to me before you decided To sell it to us and say hey what do you Think this could sell for you you would Have tried to get i' have been 15 to 20 Over yeah and so that's where a yes you Can sell it yourself but and it's not Even again I go back the marketing of it And finding a buyer is like the first Little step yes getting it through the Finish line is where the work really Begins and again coordinating it so Whoever that for sale by owner is like I Hope you have time to make random calls At 10 in the morning or two in the Afternoon do an attorney or run over and Open the property for somebody or you Know all the showings are you gonna a Company showings are you gonna just let Well does it does it also work the other Way where where they will ask for like $440,000 too much yeah and I Think yeah and that's that is what Happens I think the challenge is also When they put it on the market right and They don't get any leads because they Don't necessarily know what they're Doing and now they go to hire an agent And they try to just add your fee on on Top of what they were just asking and I'm like hey nobody came no if nobody Came at your price yes I will get you a Lot more exposure that that doesn't mean They're gonna pay you know my fee on top
Of it um and so yes I think that's where Fun because and honestly I think you Could find an agent the for sale by Owners as long as you're willing to pay A buyer's agent which again this doesn't Make sense to me why you wouldn't want Somebody advising you and then we're Going to sell it enough so that you can Justify fee and the buyer fee um but at Least be willing to work with Buyer Agents so that they can write the offer Get it over the Finish Line I just worry About the for sale by owners that they Just they're gonna get halfway through This transaction get everything out of Their house and then the deal falls Apart and now they really have no idea What to Do literally are lost now they want to Sue somebody and it's like listen you Didn't do X Y and Z and if you would Have called me you started it yeah Yeah I think yeah so it's possible now It's getting more challenging like in The last few years when you could put a Price on any home and it would sell I Would say it was easier for a for sale By owner um but it is yeah that's an Interesting phenomenon they just don't Have the same exposure because so many Buyers that are out there looking in the Market have already committed to working With an agent and so they want they want To be able to find property that that
Agent can help advise them on not get Resistance from a seller that doesn't Want to pay a commission so um you think You may be able to come to Syracuse game Yeah yes I have it marked down did you See they just announced uh we've got him In 2028 also on 1111 of 28 I guess they Announced the Syra Syracuse and I'm like Hey you people know they're not only Like a future opponent like next week Right yeah yeah we may a conference That's the thing I hopefully we get into A conference um we have to put up a good Showing you know what I mean well we are We are I I mean I think we're going to Do all right against Syracuse we're Definitely gonna beat you mess you Mass So eight and four go to a bowl game Basketball takes care of itself I think We'll get into a conference and that's Why you know I I forgot to mention proon Partners our sponsor Shan rabinowits um They specialize in wealth management Retirement planning and employee Benefits they're one of the top 50 Fastest growing companies in the nation And then his son Ben has leukemia They're doing a bone marrow drive at Yukon please go to it and if not uh I'm Going to put a link to the website you Can have a kit mailed to your house and Uh it's just a quick cheek cheek swab You send it back and you could be the Match to save Ben's life uh Pete Finch
And the finch Law Firm a new sponsor uh If you've been arrested you feel your Rights have been violated they offer a Ton of different Services if you're in a Pinch call Finch and then bleeding blue For good Mike Burton has done an Incredible job we have won seven games Because he has raised money through Bleeding blue our nil Collective and Brought in the talent like Skyler Bell Like darell Robinson like Nick Evers and It's making a difference everything he's Doing is paying off the transfer portal Opens in one month so we need to do all We can all we need is more people to Donate he did it with 10 people last Year if we can get more people to give And we have strength and numbers at Yukon we will continue to have success We need to keep players that we have That are talented and we need to bring In the transfers that we need for Success so that is my Spiel um for the Great laan Marsh another phenomenal Episode answering your questions I am Steve Cully the best podcast host in the Universe this has been husky talk Broker Than You Remember when life gives you Lemons don't make lemonade take two Oranges and throw them back at
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