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Speech Transcript (very little editing so not exact)

Time to shine today. Podcast varsity squad. This is Scott Ferguson, and I am crazy stoked because everybody knows that my favorite subject out there, outside of coaching, of course, is real estate. And I have an absolute rock star, my good friend Amy Terry, who’s out in Colorado, which I’ll be at in a couple days or tomorrow, speaking. And she absolutely crushes it out there. If you check out her social, she’s always doing the business. She’s in new construction. She had this really cool detached garage that you walk into a bar basement. Like, she is fantastic with what she does in the real estate world. And she believes that real estate is probably the best wealth vehicle that you can have to increase your net worth and live the life of your dreams on the back end of your life when you’re deciding to do that R word and retire. And Amy, thank you so much for coming on. Please introduce yourself to time to Shine today podcast Varsity Squad. But first, what’s your favorite color and why? Green. And I think I just associate it with liveliness and freshness and spring and just a happy color. And it’s in your color wheel. I have it on today. Yeah, you’re rocking it. She if you’re watching on Vimeo or YouTube, she’s absolutely stunning. She’s absolute killer in the real estate world. And Amy, I’d love because we did a little off camera talking, we talked little war stories and this and that about real estate. But you went to college. Correct. And graduated, right? I did. How much of that degree do you use in real estate? Well, my dad reminded me constantly how happy he is he paid for that bachelor’s degree. I think the value in that degree was more the networking and the experience. Thank you for saying that I had during school. Yeah, I don’t regret it at all, but it doesn’t really apply to especially because my degree is in criminology. My path originally was law school. That’s where I was headed. Okay. So it doesn’t really but I still think it was a really valuable experience and valuable education. You made a mad awesome point. Because I’ll speak to part of my pro bono stuff I do is I go and mastermind with teenagers, right? And they’ll be like, Fergie, you never went to college. Should I go? I’m like, absolutely. You should. You know, I did time in the military, did six tours in the whatever. You know, I came back and I tried college, and I was like, Wait a minute. But it was just more fun. And my networking began in the military. Like, what you mentioned about college networking and learning people skills is critical. Correct. And that’s critical across real estate. It is, 100%. But I also will say, if college isn’t your thing, there’s so many other avenues, as you obviously are a great example. I loved school. Like, if someone would pay for me to continue to go to school, I still would. I was just a total nerd. But not everybody is. I think there’s so many paths to success, so I think it’s important, but I also think it’s not the path, especially the cost of college now. And that was partly why I decided not to go to law school, because I looked at the expense and I wasn’t 100%. Sure. I wanted to practice law, so decided to kind of take a little diversion. But yeah, I mean, the people skills are everything in real estate. Absolutely. Got you. Yeah, it’s funny. We were talking again off Mike about being a real estate agent or a realtor, whatever you want to call us. We’re kind of like the bottom. Like, you have this big ladder and it’s like at the bottom, we’re like car salesmen attorneys than us. You know what I’m saying? It Florida. We say know, part of a prerequisite of being a Florida resident is having your real estate license. Right. It’s like there’s realtors, like everywhere now. But then a lot of them might do a deal a year and understand that they wake up every day unemployed. Right. They have to find someone to interview them, to sell them a house, list their house, rent them a house. Whatnot? How do you get up every day and get up, get after it, and serve people? I’m really passionate about helping people build wealth through real estate. Real estate has truly changed my life and opened up so many opportunities for me that’s what I get excited about, is working with families and changing the trajectory of their lives and generational wealth. And a lot of times this last year, I’ve talked more people out of selling. I really love to help people turn their primary into a rental. As they’re upgrading, it clicks for people. They’re like, well, wait, you’re talking yourself out of a transaction. Thank you. Well, my goal is not to sell your house. My goal is to help you build long term wealth. And that was a big shift in my business. I had a hard time. I got my license at 22, having the mind shift of being an attorney that is a little more respected to being a salesperson. But when I shifted my mindset that really, I’m a consultant, and I’m here to help people build long term wealth, and I’m consulting them on the largest purchase they’ll ever make. That’s when everything shifted for me, and I started really enjoying it more. I think my clients viewed me differently. Everything is how you feel on the inside and what your intention is in that interaction that shifts everything. So, yeah, I’m really excited about helping people. Real estate gives you the opportunity to do a job that you love, but maybe you don’t make a ton of money. Sure. But you can build wealth in another way. So that’s what I get excited about, is that it really can be a game changer for a family. That is fantastic that you’re willing to walk away from a tranny or transaction to help somebody build their wealth, because one, you’re helping them, period. That’s service. And two, you don’t know who they know. They might say, this person actually gave a you know, what about my sitch and wants me to keep my wealth. And a lot of times, instead of selling it, you flip it into a net. Flip it, but you turn it into a rental for them, maybe find them a renter and then make a little money on it, but also really purchasing another house, are they not? Yes, absolutely. And I think. And that’s part of the hurdle. Right now, my sphere group is a lot of people that kind of need to upgrade, but they’ve got a 3% interest rate, and so it’s really hard to make that leap. But I’m like, look, we don’t have to let go of that 3% interest rate. And the good news is, when interest rates go up, rents go up. So we look at the numbers. Can you rent your current house to offset your new mortgage payment? And at the end of the day, then typically they can keep their monthly payments about the same, and now they have two properties. So that’s really the route I’m especially pushing people when they’ve got a great interest rate and a property that would rent really well and they can always date the rate and marry the house. Right. So it’s like on the new house that they buy, they can always refi it because the rates are cyclical, which, you know, you’ve went through a few cycles in 18 years and my 20 something years, we see that. So they can always refinance and it’s like a savings account that they’re just going to just continue to make. All right, that’s very cool. So what do you think then, when you’re starting to work with a client within real estate investing, really starting to talk to them about it? Because I can hear the passion. I can see the passion. What do you think their biggest blind spot is when it comes to real estate investing? I think a big one is even whether they’re buying their first home or investment is that you have to have 20% down. I think that’s silly for people to wait that long and then yeah, honestly, I keep harping it, but people think about going to buy a new rental property where you do need 2020 5% down, you’re going to have investor interest rate. Really the best way, and it’s kind of house hacking is to live in this property, continue moving. And then the property management, I think people are very scared. They’ve heard a horror story from their uncle or whoever. I will never own a rental because this person rode a motorcycle through the living room of my uncle’s house. Right. So I think that’s also that piece of having a good property manager and surrounding yourself with good people in general can avoid a lot of those nightmare situations. Right. So I think a lot of it, whether they’re an investment or a primary, is talking through their fears and kind of alleviating what they have going on in their head of why they don’t want to do something. Right? Yeah. They’ll make excuses to go walk away while they watch other people being successful in it when they have someone like you that will help them with it. With me, when I started building mine, it’s like I ran out of money in a sense where it’s like I could only leverage myself so much. And so what I would do is I literally in Michigan at the time, I would look for people that drove. This is the late 90s, early 2000s. So $100,000 car was a lot of money. And I would give them a business card that said, earn 12% return secured by real estate. That’s all it said on the front. And. It kind of gave it a breakdown. Hey, you’re the first lost payee in the first hazard insurance payout and stuff. So I started raising money like that. Is there any creative ways that you use to help people raise money to purchase real estate? I haven’t done any creative financing in that sense, but I’ve definitely done some owner carry situations where would the squad doesn’t know. Sure. So an owner carries a situation where someone owns a property free and clear or close to free and clear, and then you can come in as a buyer and essentially the owner becomes the mortgage holder. So you do the same thing. You’ll have a deed of trust and a note and an agreement on what you will pay them monthly. You do take ownership of the property. They just now have the note on the property. And especially when you get people that are older and retired, you tell them like, look, you can either cash out now or you can get this much a month with interest over the next 20 years or whatever you work out. So that a lot of times can be a win win for everybody, particularly if they’ll agree to like 100% financing type of situation. Right, that’s fantastic. It’s kind of like I wouldn’t say maybe like a lease option lease with an option to buy. Or is it in stone that they’ve got to purchase that? Is there like a bloom time that they have got to come up with the rest of the money? Or is it negotiate? Yeah, it depends on the note. I mean, it’s exactly that. You’re actually buying the property, so there’s no rent to own. Okay. You’re closing on the property. You have the title to the property, but the owner carries the note. So it’s just like they can also foreclose on you if you’re not making mortgage payments. Just like a lender can, you can also down the road, same thing, you can refinance buy that seller out. So it’s just all going to break down to what’s in your deed of trust. Just like any other loan that you get, you just have to come to agreement that everybody works for everybody. Right. But they can charge an above market interest rate if they want to if they’re going to grant 100% financing. Sure, right. Yeah, they could do that. There’s no usury there with 100% financing. And do they generally have kind of like a balloon payment? Like they’ll pay for five years and then like a big balloon at the end for the rest? Or do you ever structure them like that? Typically I do at least ten years if the person is looking to buy to actually live in it. I’ve also done some situations which, this is a little out of the box, but I’ve done like partner flips. So let’s say a seller has a property that needs a lot of work, but they either don’t have the cash or the know how or don’t want to deal with it. I’ll bring in an investor where they sort of partner. The owner continues to own the property. The investor comes in, fixes it up, and then they have an agreement of whether they split the proceed 50 50 or whatever. So that’s great for the flipper because they. Don’t have to come in with any financing or cash out of pocket other than getting the renovations done. And then once the property closes, the seller and the flipper get to work out the profits there. So that’s another creative way if you don’t have a lot of cash. Right. And that takes some time. Right. Because you’ve got to find the right seller. Absolutely. But it’s a good opportunity, especially like this year, I’ve done a ton of properties that people have been hearing it. So you’ve got a 1960s ranch that’s most all original. They’ve inherited it. They don’t want to deal with it. But as an investor, I walk in and I’m like, God, if you sell it as is, you’re leaving a lot of money on the table versus coming in and renovating it. Yeah. That’s awesome. You hold their hand and kind of walk them through that if they bring you in on the deal. Correct? Yeah. Essentially, we kind of say, like, look, you break down the numbers. Like, if we sell as is, this is what you’re going to net. If you let us bring in our investor and renovate the property, this is what we think you’ll net. And then they make a decision. Hand us the keys. We either sell it as is or we do the renovation for them. Got you. And you yourself are investor, correct? I am, yes. Okay, very cool. Is there any then maybe you’re starting to work with somebody that wants to get into that wealth vehicle of real estate. Is there any good question that you wish they would ask you but never do? In general, I wish that people vetted agents more so than they do. Especially on the buy side, it’s very common for people to interview agents for a listing, but on the buy side, they usually end up just picking whoever shows them the first house or whoever they cross paths with. I think it’s really important to make sure you’re working with, especially with investment, where there’s some more risk that the person knows what they’re doing. So, yeah, I think in general and it’s becoming a little more common. I’ve had a few buyer consults in the last few years where I know that they’re interviewing multiple agents. Okay. But in general, I think consumers should do that and just surround themselves with good people have the right inspectors, the right lending, the right agent, right team, all of that, I think. I think also just people being upfront about what their end goal is, and then I can help them sort through if that’s realistic, so that they’re not disappointed in the process. That’s beautiful. Like Stephen Covey would say, begin with the end in mind. Right. Like, share the end goal so you can provide the path that’s going to help them the most. So have you seen the movie Back to the Future? Yes. Okay. Let’s get in that DeLorean with Marty McFly. Let’s go back to the obviously you’ve been out of college for 18 years. Let’s go back to the double deuce. The 22 year old Amy what kind of knowledge nuggets might you drop on her? Not so much to change anything because you’ve lived a pretty damn good life. But what kind of at the 22 year old Amy what kind of knowledge nuggets might you drop on her? Maybe to shorten the learning curve. Blast through. Or level up just a little bit quicker. I would say especially getting into the real estate industry, don’t take everything so personal. I cried a lot my first couple of years. And as you grow and do more business, you realize 99.9% of the time people’s decisions have nothing to do with you. It’s usually something going on in their life or they’re not being upfront about what’s going on on. But I didn’t have very thick skin at that age. And other agents can be cruel, clients can be cruel. And I started with all Internet leads, which is just exhausting. You’re proving yourself over and over again, and people have no loyalty. So, yeah, I would say just don’t take everything so personally. Don’t let it ruin your day. And then I think mindset is something that’s always evolved for me, but what you focus on expands. So really focus on the positive. And there is a positive in every market. And there is a market in every market. I coach that a lot with my agents. They’re frustrated with stuff sitting on the market now. But I’m like you guys, a year and a half ago, you couldn’t get anybody under. Choose your choose your positive. So, yeah, mindset, I think, dictates all of it. I love that. Like, my good friend Gary Keller would, you know, you’ve got to shift with I remember when short sales were big and everybody’s like, oh, shit, man, what am I going to do? I was like, dude, I’m doing short sales. I got an attorney. There was an absolute beast, right? And I did, between 2010 and 2014, 412 short sales. In short sales, you were double dipping them because you would list it, but you did the strategic default and squad I’m doing that with quotes where you would get them into another house, right? Yeah. While you had them in the other house, while they were buying it, you put their current house that was underwater on the market for, let’s say it would rent for 2000 for like $6,000 on the market, right. And then they close the house. Then you do the short sale on that. So you’re making two sales and sometimes three, because sometimes I’d find the buyer for their short sale. And you also mentioned another thing is that when you first get started in the there’s real estate you could probably agree with me on this, Amy, is that it’s probably the person’s biggest investment they’re making to that point in their life. So there’s a ton of emotion on their side. As an agent, I would be like, I didn’t so much have commission breath like, oh, my gosh, I need this, I need this. But I cared so effing much that it was like my emotions got in the way of the transaction. They would see that and lose trust in me. You know what I’m saying? Thank you for sharing that’s. Transparent as hell. And a lot of people don’t. So thank you for sharing that. So, Amy, how do you want your dash? Remembered that little line in between your incarnation date and your expiration date, your life date and death date? Hopefully, it’s way down the road. That tombstone. How do you want people to remember your dash? Jeez, that’s. Question. I really would like people to remember me for genuinely wanting to help them grow and change and make their life better. That is what I get excited about with clients and agents and mentoring and helping them grow a business and whether that’s sometimes I’m sitting down with agents and it’s a conversation about them leaving the brokerage because it’s like this isn’t a good fit. I want what’s best for you regardless of how it benefits me. So I would like to people to feel like I genuinely were looking out for their best interests and were excited to help them grow and be the best that they could be. And I love that. What you’re doing, at least in the 1520 minutes we’ve been talking, is I noticed that you do it for the intention, not the attention. You know what I’m saying? It’s like you’re out there, even on your social, you’re actually showing the business. You’re not showing, look what I drive, look what I can do. That’s awesome. You’re in the trenches and people respect. That’s why you’re successful at it. So thank you for doing, like, for reals. So what do you think people, then Amy misunderstand the most about you? I think I have a really time asking for help. So I would say I’m always kind of like, I’ve got it, I’ve got it. I can handle everything. And I think deep down sometimes I need someone to step in and help or take over things. So I think that’s, like, I’m not as kind of strong as I portray or have it all together all the time. All right. Does anything keep you up at night? I mean, we’re kind of digging into personal stuff, but I’m really happy with my career and I’m proud of what I’ve accomplished. But I just turned 40 this year and I’m single and don’t have kids. Okay. And I do start to feel like, what am I building all this for? I have amazing friends and family, but I think that primary family unit is missing and that’s probably the biggest piece of my life that worries. Thank you for sharing that. It blows me away that you trust me, but that’s what people like in an agent or somebody that’s going to help them increase their wealth. Something that’s transparent and it’s open. I’m 51 and I don’t have kids. And I’m right there with you to where it’s like, yeah, I might be missing out on a legacy and stuff. So that’s where I really pour into the youth. I do Free Masterminds for high school students and stuff like that. I really pour into other people. And I have an awesome Goddaughter that basically milks me for the money and stuff like that. But I love her. Right, Kelsey? But no, she’s awesome. But I get it. So thank you for being honest about that. That’s awesome. Yeah. How about what is Amy’s definition of a life well lived I would say deep connections, whether that’s family, friends or colleagues. I think as human beings, that’s. What we all need financial freedom to be able to wake up and kind of choose what you want to do that day. Something silly for me, but ever since college, like, not having to have an alarm, I get to schedule my day and that’s really important to me. And then I think also having purpose, living a life and having a career that has meaning to you and there’s purpose in it and all four of those just are surrounded by service. Every single one of your deep connections, your financial freedom, really what I coach, when I do coach agents is like, listen, you want to live a life of options, not obligations. Right? So how are we going to map that out? To live a life of options? That’s what I heard. But you didn’t have to set your alarm. That’s a freaking option. If you had to be at the law firm in the mailroom to start or something, you better be freaking there. But now you’re able through service to basically plant trees you’re never going to sit in the shade of, right. You’re going to just keep planning and planning. That’s awesome. Again, thank you for being transparent. I know you haven’t did too many of these yet and hopefully I’m not, like, hitting you too hard, but you are rocking the mic, man. So really well. Thank you. Thank you. And squad, we’re going to take my good friend realtor and real estate investor extraordinaire Amy Terry through our leveling up lightning round just as soon as we get back from thanking our sponsors and affiliates. Time to shine. Today podcast. Varsity squad, we are back in. Amy, like, I do speak in Colorado a lot, so I’m going to make it down. You’re in a littleton, right? Is that right? I am, yes. Southwest suburb of Denver. Got you. So I will definitely make sure when I’m in LoDo next to pop in and give you a visit, maybe do a coffee or something and we’ll maybe talk about some of these questions. 1520 minutes. But today you got 5 seconds with no explanations and they could all be answered that way, I promise you. You ready to level up? Yes. Awesome. Amy, what’s the best leveling up advice anyone’s ever given you? Again, it’s all internal, so whatever you believe about yourself or the world that’s going to affect everything around you, that’s awesome. Share one of your personal habits that contributes to your success. Meditation. Beautiful. So you see me walking down the street, you’re like, man, Fergie looks like he’s in his doldrums a little bit. What book might you hand me to level me up? Oh, gosh. It’s Sean Acre and it’s gosh what is the name? It’s something about happiness. The happiness advantage, I think is what it’s called right there. Happiness. Yes. It is your most commonly used emoji when you text smiley face nicknames growing up. Squirt four speed amers. You’re being Spanish, I love this love is give me a hidden talent and or superpower that you have that nobody knows. About? I would say I am extremely intuitive. Okay, very cool. Chess, checkers or Monopoly? Monopoly. You better say that. Realtor headlines for your life. Oh, jeez, that’s really hard. I mean, it’s got to be something around helping people service. Love it. Paying it forward. Any superstitions that you have? And don’t lie. Well, I don’t have superstitions, but obviously I’m into meditation, so I have crystals, which I think some people would definitely think they’re pre hippie dippy. I wear crystals as well. Absolutely. Go to ice cream flavor cookie dough. Beautiful. There’s a sandwich called the Four Speed Squirt. Build that sandwich for me. What’s on it? Oh, jeez. I think it would could I just make it like a burger? Love it. I’m right there with a bacon burger. Any good burger giants in Littleton? Oh, gosh, yeah. We actually have actually, right next to our office, they just opened it’s a Denver icon, but it’s now their second location. It’s called the cherry cricket. It’s the best burger in Denver. Hell yeah. I’m there. Awesome. Favorite charity and or organization, like, to give your time or money to. So I work with the Outdoor Lab Foundation, which is an outdoor lab school for elementary school kids. I actually was a counselor there in high school. And it’s cool the kids get to go up to the mountains for a week and do all kinds of hiking, camping, archery, learning about the wilderness and all that stuff. But it’s a cool opportunity, especially for kids that they just live in families and stuff like that’s. Just not an option. Okay, very cool. And last question, you can elaborate on this one, but what’s the best decade of music? Sixty s. Seventy s. Eighty s or ninety s? I would probably say 80s. Okay. We’re best friends. Just fun, happy music. Well, I also really love the 60s. I’m a big Beatles fan. Growing up, I was really into the Beatles. Really? Okay. I have to meet The Beatles, the actual vinyl album I have oh, wow. Yeah, I have my mom has The Beatles dolls still packaged in their original packaging as a kid. Yeah, I remember when the Anthology came out, I think I was like ten or twelve, and my parents were so dumbfounded that I was, like, super into it. What are you talking about? I love the Beatles. I like their earlier stuff a lot more than their hippie stuff. Nothing’s wrong with it because the stories in the hippie songs are actually pretty good, but just the feel good. Meet the Beatles. I agree. I like that better. So, Amy, how can we find you, my friend? So Instagram is probably the best. That’s what I use the most as. Far as a social platform and that’s just Amy Terry, eight Z realtor. Okay. And then old school if you want to email me, it’s just Amy Terry at eight Z.com. Okay. But yeah, my Instagram has a link tree that has take you all over the place as far as learning more about me. Beautiful. And so do me one last solid and leave me with one last knowledge nugget that we can take with us internalize and take action on. So this is something for all the ladies out there that mentors shared with me that I thought was very cool. We’re kind of working within our brokerage to get more women into the leadership position and so we were sort of brainstorming and basically I had passed on some really good opportunities and she had shared with me, look, that the men in our company, their job is to make space for us. But then our job is to step into that and own that space. So that has just always sticks in my head now every time I get an opportunity, it’s my job to step into that. If I really want to grow and change and really that’s for everybody. But particularly women, we can’t bitch about not being in a leadership position when you pass on opportunities. Right? Thank you. Because a lot of people I say this and people don’t really like it all the time, but winners make adjustments. Losers and mediocre people make excuses. Right. Winners going to adjust and make themselves fit into that space. Right. Thank you for leaving us with that. And squad, I just had a really fun conversation with Rockstar agent and investor, Amy Terry. She’s passionate about helping people build their wealth through real estate. She’s willing as an agent to walk away from money to help you build your wealth, which is absolutely know. She brought up different terms that you might want to Google, but if not, I’m sure that Amy would explain them to you. If you reached out to me, I can make a warm introduction regarding house hacking, owner carry and partner flips and whatnot. I would love to introduce you to her because I know that she’s going to turn you the right way. And if you’re working with a buyer’s agent and they’re going to show you your next biggest investment, you’re probably going to make to that point in your life. Vet them out, go there’s social medias everywhere. Make sure that they’re good, google, Yelp them, whatever, but vet out your buyer’s agent because everybody interviews 510 listing agents. Amy reminded us to vet out your buyer’s agent. If you’re working with someone that you care about, Amy, remind us, share your end goal, find out even what their end goal is so maybe you can help each other get there. She wants you to remind don’t take everything so personal. People’s thoughts of you like people laugh at me because I tell them my new year’s resolution is two things. One, I want to make someone smile every single day. And I just got Amy. She smiled. And two, unless I’ve hurt you, disrespected you, owe you, or judge you, I give zero. You know what’s? What you think about me. So don’t take the stuff personal because. Are people that have a problem with you. It’s something that they’re dealing through. Okay? Be empathetic to them, but don’t take it personal. She wants to remind us that what we focus on expands. And as an agent out there, if you’re an agent, you might feel like you’re struggling. Amy reminded us there’s a market in every market. Like, I know that when I was printing money selling houses from 2000 and 2008, that was easy. And then I had to shift into short sales because that was the market. That’s what Amy will help you. It helps her know find the market. She helps her agents that work for her find the market. She’s genuinely someone I said this during the podcast, but does it for the intention, not the attention. She’s not out showing off I mean, she’s a stunning woman, but she’s not out showing off what she’s earned and what she has. She’s there to provide service again. She’s planting trees she’s never going to sit in the shade of. And what’s important to her is deep connections with family, friends, loved ones, having that financial freedom, living that life of options, not obligations. She’s somebody that works her nine to five to make sure she makes her money, but then she works her five to nine to build her life and her wealth moving forward through real estate investing. Lastly, especially if you’re a woman, according to Amy, but if you’re man as well, but step into your space. If it’s there, you don’t know how. Find a way and get there. Don’t make excuses. Make adjustments. That what my good friend Amy does. She levels up her health. She levels up her wealth. She’s humble. Yes, she’s hungry again. She’s absolutely stunning. She’s earned a varsity letter here at Time to Shine today. Thank you so much for coming on, Amy. Absolutely love your guides. Thank you so much. You’re welcome. Chat soon.

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