Episode 37
Deciphering Real Estate: Beyond Transactions to Life Decisions with Brett
The essence of this discussion centers on the profound understanding that a house transcends its mere function as a physical structure; it embodies a pivotal life decision that significantly influences one's identity and future. As we navigate the complexities of today's tumultuous real estate market, we explore the critical question of how to maintain clarity amidst the cacophony of conflicting narratives surrounding housing trends. Our guest, Brett Risona, a seasoned real estate strategist, articulates the importance of discerning individual needs and aspirations when considering a property transaction. He emphasizes that many prospective buyers harbor misconceptions about their financial capabilities, often feeling paralyzed by fear rather than empowered by opportunity. Ultimately, this conversation seeks to illuminate the human element within the real estate process, underscoring the necessity of informed, confident decision-making in the face of uncertainty.
The discourse initiates with a profound exploration of the notion of home, transcending mere brick and mortar to encompass the essence of identity and future aspirations. As we delve into the labyrinthine real estate market, characterized by tumult and unpredictability, we confront the pressing question: how does one maintain clarity amidst the cacophony of competing narratives? This conversation serves as a compass, guiding listeners through the complexities of decision-making in the current housing landscape, where emotional undercurrents often cloud judgment. The guest, Brett Risona, a seasoned real estate strategist, elucidates the paramount importance of understanding one's motivations for moving—be it the expansion of family, career shifts, or the pursuit of a more fulfilling lifestyle. The episode underscores the necessity of a discerning approach to real estate, emphasizing that each transaction is not merely a financial decision but a pivotal life choice that requires introspection and strategic planning. By dissecting prevalent misconceptions surrounding affordability and market dynamics, we aim to empower listeners with the knowledge to navigate these uncertain waters with confidence. In a world rife with external pressures and conflicting narratives, the dialogue advocates for a return to the human element in real estate transactions. It posits that successful decisions stem from a comprehensive understanding of individual circumstances, emotions, and aspirations. Thus, as we traverse the nuances of the market, we are reminded that behind every transaction lies a story deserving of careful consideration and empathy, ultimately fostering a sense of agency in the face of uncertainty.
Takeaways:
- The notion of home transcends mere acquisition; it encapsulates the life one aspires to lead.
- In today's tumultuous real estate market, making informed decisions is imperative for buyers and sellers alike.
- The prevalent misconception is that individuals cannot afford to make necessary changes in their living situations.
- Understanding the emotional motivations behind a home purchase is crucial for making sound decisions.
- Effective real estate guidance requires a deep comprehension of clients' personal stories and needs.
- The current market presents unique opportunities for buyers, despite widespread fears and misconceptions about affordability.
Links referenced in this episode:
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Transcript
Dear listeners, most people think a house is something you buy.
Speaker A:But if you have ever stood in an empty room that used to belong to someone else and tried to picture your life in it, you already know it's something much bigger than that.
Speaker A:So it's a decision about who you want to become.
Speaker A:And today that decision is being made inside one of the noisiest, most uncertain markets that we have seen in years.
Speaker A:So how do you think clearly when everyone around you is shouting?
Speaker A:Let's find out.
Speaker A:Welcome back to another powerful episode of Mind Meets Machine.
Speaker A:I'm your host, Avik, and this is the podcast where we slow down the conversation around the big systems shaping our lives, markets, technology, leadership decisions, and bring them back to something human.
Speaker A:And my guest today.
Speaker A:Dear listeners, please welcome Brett Risona.
Speaker A:So welcome to the show.
Speaker B:Thank you so much, Avik.
Speaker B:I'm so excited to be here today.
Speaker A:Amazing.
Speaker A:Amazing.
Speaker A:And dear listeners, like before we delve deep into the discussion, I'd quickly love to introduce you with Brett.
Speaker A:So Brett is a Colorado based executive leader and the real estate strategist who help who helps buyers, sellers and relocating professionals make clear, confident decisions in today's housing market.
Speaker A:So his work is built on trust, long term thinking, and the belief that real estate is not just transaction, but it's a life decision.
Speaker A:And in this conversation, we are going beyond the headlines.
Speaker A:Like we are talking about what's actually happening in the market right now or and how to make confident choices when the ground feels kind of unsteady and the leadership lessons that only show up when these stakes are real.
Speaker A:So why do we.
Speaker A:Let's get started.
Speaker A:Welcome to the show again, Brett.
Speaker B:Yeah, thank you so much.
Speaker A:Lovely, lovely.
Speaker A:So, Brett, like, before we get into the market, I want to start something very simple.
Speaker A:Like real estate is one of those careers people don't usually dream about as kids.
Speaker A:So why, I'm curious, is like what was a moment that made you realize this was the work you wanted to build your life around?
Speaker B:Yeah, honestly, it was a profound year for me.
Speaker B:I've always loved real estate.
Speaker B:My mom did property management when I was a kid.
Speaker B:We moved a lot, but for me, my executive leadership, I focused on relocating families when I hired people.
Speaker B:So I was involved in real estate for a long time, but never took the leap.
Speaker B:And in one year, I ended up getting divorced, lost.
Speaker B:So I lost my wife, my house, my job, and got cancer all in the same 12 months.
Speaker B:It was a profound year of loss for me.
Speaker B:And in the hospital room I had this overwhelming sense of I need to do more with my life to, to do what makes me happy.
Speaker B:So the two weeks between two different cancer surgeries, I actually got my license in the hospital, did 172 credit hours in those two weeks.
Speaker B:It was either that or watch soap operas.
Speaker B:Right.
Speaker B:Which at the hospital are always terrible.
Speaker B:So in those moments, I just felt like God was calling me to do more, to be more present and to be more helpful to people that I met.
Speaker B:And so real estate has always been a passion, but it was, that was the push I needed to go pursue my dream.
Speaker A:I agree, I agree.
Speaker A:And obviously that's a beautiful place to begin because I think people forget that behind every transaction is a person who choose to show up for it.
Speaker A:Right.
Speaker A:So that's, that's very true.
Speaker A:And also like every day I also talk about, about the misconception part as well.
Speaker A:So in this scenario, let's start with what people think they know.
Speaker A:Like if I turn on the news right Now, I'm hearing 10 different stories about the housing market.
Speaker A:Like it's crashing, climbing, frozen.
Speaker A:It's on fire.
Speaker A:Right.
Speaker A:But I'm curious, like from where you are sitting, what is the biggest misconception people are carrying into their decisions right now?
Speaker B:Yeah, I think the biggest thing is people think they can't afford to make a change.
Speaker B:And that might mean that, look, the house is too small for us because our family's growing, but we have a great interest rate.
Speaker B:We cannot possibly take on more debt right now.
Speaker B:Or it could be a first time home buyer that's like, I just can't afford the down payment.
Speaker B:Right.
Speaker B:I think it all centers around the fact that they can't afford it.
Speaker B:And that's the biggest misconception.
Speaker B:They can't afford to make a change.
Speaker B:And that couldn't be further from the truth right now.
Speaker B:It's actually the best time to make a move because house prices are lower and, and we can manipulate the rate in so many ways.
Speaker B:So I think the biggest misconception that people have is they can't afford to make any kind of a change.
Speaker B:And that comes from what you were saying.
Speaker B:Their aunt or their uncle says, be safe, don't make a move, or mom and dad, which they're all well meaning, they're just also wrong.
Speaker B:Those things can be mutually, those things aren't mutually exclusive.
Speaker B:They can be well meaning and they can also be incorrect.
Speaker B:Right.
Speaker B:And so, or social media tells them, stay, be safe, make a move.
Speaker B:And that's just.
Speaker B:It gets into people's minds and they simply just can't get out of their own way.
Speaker B:So what I try to do is show them just math, right?
Speaker B:The math matters.
Speaker B:Let's remove the emotion from it.
Speaker B:Let's look at numbers, and that's what you make your decision on.
Speaker B:And so I think that's the biggest misconception, is we can't afford to make a move.
Speaker A:Exactly.
Speaker B:Exactly.
Speaker A:So, and for someone hearing that for the first time, how do you help them separate what's actually happening in their life from what's being broadcast at.
Speaker B:Yeah.
Speaker A:I mean, every day.
Speaker B:Well, I think the biggest thing is, is I don't tell them anything at first.
Speaker B:I listen.
Speaker B:And that's where you take it down to the human element.
Speaker B:Right.
Speaker B:Of what's going on in your life.
Speaker B:I need to know why.
Speaker B:If you were to make a move, what's the why behind it?
Speaker B:Have you outgrown your space?
Speaker B:What's the stress that you're living under?
Speaker B:Is it.
Speaker B:You know, maybe it's.
Speaker B:It's a negative, too.
Speaker B:You've lost a job, you're getting divorced, Something.
Speaker B:Right?
Speaker B:There's always a reason behind making a move, because, let's face it, moving sucks.
Speaker B:We don't like packing boxes.
Speaker B:We don't like getting in a car.
Speaker B:It's not fun.
Speaker B:So there's always a reason or a driving factor.
Speaker B:So I tend to spend a lot of time understanding the why.
Speaker B:Why would you make a move?
Speaker B:What is happening in your life that would cause you to do something like this?
Speaker B:What, is it going up in size?
Speaker B:Is it going up in location?
Speaker B:Is it, hey, our kids, we just want to put them in a better school.
Speaker B:I need to understand the why, because without understanding the why, I can't guide you the right way.
Speaker B:And I think that's where great agents come in.
Speaker B:And there's very few of us out there, but we focus on the people.
Speaker B:The house is the easy part.
Speaker B:We want to focus on the people in the relationship.
Speaker B:And so I think it starts there.
Speaker B:Once I understand the why behind the move, then we're going to help elevate them into the right thinking, the right mindset.
Speaker B:I want to frame it as to.
Speaker B:Look, if you make this move, it's easy to make the house payment work.
Speaker B:I know the strategy behind that.
Speaker B:We can make the numbers, but I need to know how to make the house work for you.
Speaker B:What problem does this solve?
Speaker B:Does it give you the more space that you need?
Speaker B:Does it put you in the location for your children?
Speaker B:Does it cut down on the drive time to work because you're having to go back in the office now you're no longer allowed to be fully remote.
Speaker B:Like, there's all these reasons and why.
Speaker B:So I think the thing that helps my people the most is that I care so much about the reasoning and the why.
Speaker B:To be honest, as a good agent, great agent, the strategy is the easy part.
Speaker B:The hard part is getting to understand the why from your clients and helping them see why this move solves those problems.
Speaker B:Once you've done that, the numbers are really easy to explain because they're thinking from a clearer picture.
Speaker B:They're thinking of problem solving.
Speaker B:They're not thinking about what what Aunt Judy said or what Tom on the news says.
Speaker B:They're focused on their family because that's all that matters.
Speaker B:Doesn't matter what's happening in the world.
Speaker B:What matters is your family, and how can we do this right for you?
Speaker B:And the answer might be, you still need to wait.
Speaker B:But we're going to put a strategy in place for six months from now, 12 months from now, that you're going to feel confident in.
Speaker B:And the key is the confidence.
Speaker B:Once they have the confidence, they walk into a situation, there's no longer emotion driving the decisions.
Speaker B:They're looking at strategy, they're looking at numbers, and the emotion gets removed.
Speaker B:For the most part, I don't want all emotion removed because I do want.
Speaker B:Want the mom to walk in and envision her children in that room.
Speaker B:I do want the dad to walk in and say, this is the home I can build for my family, that we can be together or whatever the situation, it could be an individual.
Speaker B:Right.
Speaker B:Whatever that situation is, I want them to be able to focus on the fun part of the emotions, the envisioning of how we would make this work for us or how I'd make it work for me.
Speaker B:But it's removing the stress, the negative emotions.
Speaker B:That's the part I want to take out.
Speaker A:So I'd say that's such an important distinction because the headline is written for millions of people, and your decision has to be written for one.
Speaker A:And that is for you, that is for you.
Speaker A:So.
Speaker A:And obviously, those are really the same conversations.
Speaker A:So if you go deep down also, and if you see the pattern, when you watch buyers and the sellers make decisions in this kind of environment, there's usually something deeper, diving the hesitation or the urgency, not just the numbers.
Speaker A:I mean, what do you see underneath it all?
Speaker B:Yeah, I think people want right now.
Speaker B:I think there's a lot more of the focus on their family in terms of how they live their life, especially in Colorado.
Speaker B:We're such an outdoor state where people want access to nature, they want access to trails, they want access to community.
Speaker B:And so I see a lot more people are so enthralled with the idea of where they live and not just the house, right?
Speaker B:There's a lot of, you know, I want to be in the mountains, I want land, I want space, you know, for, for some of the buyers, they want a yard and they haven't had one before.
Speaker B:And so for me, I think it's more not just the house, it's the space around the house that's becoming so important to people.
Speaker B:And I think it really started with COVID right?
Speaker B:Like, we lost the freedom to do those things.
Speaker B:And so now people are taking control of their life a little bit more and more and more as the years go by, they're deciding for them, right?
Speaker B:They're taking that chance.
Speaker B:They want land, they want space.
Speaker B:And so I think the neighborhood is really more impactful than it's ever been.
Speaker A:And also does fear tends to show up louder than the opportunity.
Speaker B:I think until we meet, until we have conversations, they're always coming from a fear based approach.
Speaker B:I. I'm just checking it out.
Speaker B:I'm just taking a peek.
Speaker B:I'm not sure that we're ready.
Speaker B:Everybody feels this need to, to.
Speaker B:To.
Speaker B:To say one of those statements.
Speaker B:And you know what?
Speaker B:Good for them.
Speaker B:I'm glad that they're speaking that because it helps them.
Speaker B:The problem is they're not often heard.
Speaker B:They walk into an open house and the agent just pushes right past it and just says, well, here's how I can do it.
Speaker B:And that's just that sales tactic.
Speaker B:And that's just more pressure.
Speaker B:All that does is amp up the fear, right?
Speaker B:They need to be heard, they need to be listened to.
Speaker B:And the acknowledgement of that fear actually makes most of it go away.
Speaker B:You're right, it is, it is a tough time to buy unless you know how to manipulate the market.
Speaker B:And it's those kind of statements that lead to them saying, well, how would we do that?
Speaker B:If I just tell them, it doesn't register.
Speaker B:I need them to want to know why and I need them to want to understand.
Speaker B:And then at that point, you're able to actually help them.
Speaker B:But it starts with just, just listening, just understanding that fear and addressing it, not pushing it to the side.
Speaker A:And so suppose let's bring it to someone's living room, right?
Speaker A:So say there's, there's a couple listening right now, and they have been saving for years and years and they have Got a baby on the way or kind of career shift happened, or maybe they are thinking of.
Speaker A:About leaving the city and they have outgrown.
Speaker A:So they keep freezing everything.
Speaker A:They look at the market.
Speaker A:So what does a grounded conversation with them actually sound like?
Speaker B:Yeah, I think it starts with.
Speaker B:With a lot of their story.
Speaker B:It starts with a lot of why.
Speaker B:Why did you pause?
Speaker B:Why?
Speaker B:Why didn't it feel right?
Speaker B:What gave you heartburn when it came time to pull the trigger?
Speaker B:And that's really the fear, right?
Speaker B:Is, are we making the wrong decision?
Speaker B:Is this wrong for us?
Speaker B:And what often ends up happening is that I find they never.
Speaker B:They never went deep enough.
Speaker B:They didn't get enough info.
Speaker B:They didn't see enough houses.
Speaker B:They didn't.
Speaker B:They didn't see enough payment scenarios.
Speaker B:They weren't given enough options for the comfort to be there.
Speaker B:But more importantly, it goes back to addressing the fear that no one actually listened enough to the problem.
Speaker B:No one.
Speaker B:No one cared enough to listen to what was important to them.
Speaker B:They were just focused on a deal.
Speaker B:That's usually what I find instead of, look, what.
Speaker B:What is.
Speaker B:What is.
Speaker B:What is the real crux behind this move?
Speaker B:Is it the growth?
Speaker B:Is it getting out of the city?
Speaker B:Okay, there's so many questions that spiral from that.
Speaker B:Most people don't go deep enough into the why.
Speaker B:They need to really drill down because the fear isn't at the surface.
Speaker B:It's two, three, four layers deep.
Speaker B:And so you've got to get deep enough into their story, and you've got to care enough.
Speaker B:It can't be fake.
Speaker B:You really genuinely have to care about these people beyond just the house.
Speaker B:And I do.
Speaker B:And there's a lot of good agents out there that do.
Speaker B:But the ones that care the most about the people go deep enough to understand the why.
Speaker B:And it turns out that once that is addressed, those conversations become so easy because they get excited.
Speaker B:Then it's just like, okay, this person gets me, right?
Speaker B:They understand what's holding me back.
Speaker B:And then honestly, like, I'm not able to do my job if I don't understand that I need to be able to speak to them in a sense of, here's.
Speaker B:I heard you.
Speaker B:This was your concern.
Speaker B:Here's how this house addresses that concern.
Speaker B:Here's how this neighborhood addresses that concern.
Speaker B:Here's.
Speaker B:And I'm able to point it out to them and bring it to the surface.
Speaker B:And that's when people start to feel comfortable.
Speaker B:They feel heard, they feel comfortable.
Speaker B:And they're able to take that guidance at that point and I think the other thing too that's really important is that I. I acknowledge when it comes time to make the decision.
Speaker B:And I also tell them, if you're not ready, don't do it.
Speaker B:And that is hard for a lot of agents to do because they need the transaction and I need them to be happy instead.
Speaker B:That's the focus.
Speaker B:Right?
Speaker B:I need them to be joyful in this decision.
Speaker B:I'm willing to wait, I'm willing to work, I'm willing to do as many as it takes.
Speaker B:And honestly, that.
Speaker B:That nudge of don't do it if you don't feel ready really ends up pushing them over the edge because they feel like they're not pressured and then they make the decision to jump at it.
Speaker B:I think the math makes the decision easy, but what really shows is it's the care for their emotions.
Speaker B:That's what gets them in the process.
Speaker B:Once they're in the process, the math solves the problem problem for them.
Speaker B:But I don't want them in the process if they're not emotionally ready to be in the process because it's not fair to them.
Speaker B:It just adds stress.
Speaker B:It's not.
Speaker B:It's just unnecessary stress and challenges they don't need to go through.
Speaker B:So I'd rather take more time upfront preparing them emotionally for the process, walking through scenarios with them.
Speaker B:Hey, I like to sit down and show them houses and say, hey, here's how we can win this house.
Speaker B:Here's how this house solves those problems.
Speaker B:If we walk into this open house or we walk into the showing and you love this house, it's going to be gone.
Speaker B:Because it's a great price, it's a great value.
Speaker B:It's first weekend on the market, so you're going to need to make a decision in the moment.
Speaker B:If you pursue this house, if you're not confident doing that, we should not go see that house.
Speaker B:And there's other houses where it's like, hey, it's been sitting, it's overpriced, it needs work.
Speaker B:You have time for this house, you don't have to make a decision on Sunday.
Speaker B:When we see it, right, you can take a week or two in process and I let them know.
Speaker B:So we role play, we talk through scenarios because I need them to be emotionally ready.
Speaker B:I want them to be emotionally ready.
Speaker B:And those practice rounds that we go through really help them.
Speaker B:I think one of the things that's helped a lot of my buyers that are maybe unsure of exactly what they want is I take them to extra houses.
Speaker B:I'm like, look, if it checks 50% of the boxes, let's go see it.
Speaker B:The more you see, the more comfortable you're going to be.
Speaker B:Most people see that as a waste of time because they know they're not buying that house.
Speaker B:But for me, every house we walk through is not a waste of time.
Speaker B:I learned something about what they want and so do they.
Speaker B:If it's a husband and wife, for example, or even, you know, roommates that are buying a house together, boyfriend, girlfriend, whatever the scenario is, if they haven't walked houses before, they don't maybe know how to explain to their partner what they love and what they don't.
Speaker B:So inside the house is where those conversations happen.
Speaker B:It brings them closer together, it brings them closer to what matters and it helps me understand what really matters to them.
Speaker B:You know, they might say they want an open concept kitchen, but when we get in it, it still might not feel big enough or it might be too big, right?
Speaker B:So they don't know that till they're standing inside of it.
Speaker B:So for me, that's why it's so important to have that conversation inside a house, to show them what it means to have this, to show them what it means to have that space.
Speaker B:And that's where the emotion turns positive.
Speaker B:That's where they start envisioning things.
Speaker B:But it also helps them communicate what's actually happening in the market.
Speaker B:Right now, buyers are much more payment sensitive, sellers are more strategy dependent.
Speaker B:So, you know, right now my smart buyers are asking a couple questions.
Speaker B:Does this payment fit my life?
Speaker B:Can I stay in this home long enough to ride out the short term noise?
Speaker B:And am I buying the right asset?
Speaker B:I'm not just chasing the lowest rate.
Speaker B:So those are questions that I am helping my buyers work through.
Speaker B:And if they don't know to ask those, I'm bringing them up, right?
Speaker B:We need to look at this for more than just, does this payment fit my budget?
Speaker B:Because here's the thing, we can make the payment fit your budget, right?
Speaker B:Or you can increase your budget.
Speaker B:Most people don't understand everything that even goes into the payment.
Speaker B:It's much more than just a mortgage payment.
Speaker B:There's quite a few things that go into that.
Speaker B:And so for me, I'm asking, how long do you want to stay?
Speaker B:What goal do you have?
Speaker B:And that goes back to the initial question, right?
Speaker B:If you have young children, you might be wanting to stay 10 or 15 years, or hey, if your kids are teenagers, you're probably downsizing in five years.
Speaker B:So we need a different type of house.
Speaker B:We need a better deal that's going to appreciate faster because you're not staying long enough to also get the equity long term.
Speaker B:So it all starts with the questions, right?
Speaker B:I again, all of this goes around your why and we build the strategies from there.
Speaker B:So but you need to look at this as a financial investment, right?
Speaker B:And that's really hard because dads and moms, even if you're, you know, if you have kids, you're looking at the memories that can be made here.
Speaker B:You're looking at the convenience of your life.
Speaker B:But five years from now, you're not going to need those same conveniences.
Speaker B:You're not going to need those memories.
Speaker B:So I help bring in the financial piece that matches what they're trying to accomplish with the home.
Speaker B:And so I also sit down and talk with them that hey, life happens.
Speaker B:Just because you're planning on being here 10 years doesn't mean you will.
Speaker B:Something could happen and you have to leave in two years.
Speaker B:So my job is to make sure that you're still okay if you have to make that move in two years.
Speaker B:And so we have discussions up front.
Speaker B:So I look at the long term strategy and then I shrink it down to the short term to say even if, worst case scenario you have to sell in two years because you get relocated or something happens, you're still going to be okay if you pick this house.
Speaker B:On the flip side, I also tell them if they won't be, I also them know that this is only a long term play.
Speaker B:If you're not here at least five years, you can lose money on this deal.
Speaker B:So we need to talk about that.
Speaker B:And if you still love this house, that's okay.
Speaker B:But you need to understand the short term risks.
Speaker B:It's just about being transparent.
Speaker B:Yeah, yeah.
Speaker B:Our, our parents and our grandparents were not taught how to, how to make money in real estate.
Speaker B:They were taught to find something cheap, find something that fit your family and never leave.
Speaker B:That's what we, what they were taught.
Speaker B:And so for the current state of the market, the current environment that we live in, real estate is the easiest way to build long term wealth.
Speaker B:I think the biggest misconception is that you can't afford it.
Speaker B:There are so many programs out there to make it affordable to get into a house.
Speaker B:Rent in Colorado, rent has increased almost 15% every single year.
Speaker B:That's a huge increase.
Speaker B:Because here's the thing, landlords still have to make money.
Speaker B:They've got bills, right?
Speaker B:So your rent is never going to be keeping up.
Speaker B:They don't want to just pay the bills.
Speaker B:They want to make money too.
Speaker B:So you're, you're paying for someone else to own a home.
Speaker B:There are programs in Colorado that you can spend only $1,000 and purchase a home.
Speaker B:The government will give you this grant up front to purchase a house.
Speaker B:You can get in with only $1,000.
Speaker B:And the misconception people have is they can't afford it.
Speaker B:Because here's the thing, if you go to buy, if you go to rent a home, you need your entire first month's rent up front.
Speaker B:You need an entire month's security deposit.
Speaker B:In some cases you need a third month.
Speaker B:That could be anywhere from six to $15,000.
Speaker B:You could buy a house with that money, with even less than that.
Speaker B:So that's something people don't understand is it's actually easier to buy than to rent in a lot of cases.
Speaker B:And that's the misconception.
Speaker B:I also hear from people, you just need to get in the game, just get a house.
Speaker B:Well, the problem is not the right deal.
Speaker B:You're actually hurting yourself.
Speaker B:It's not about just getting, it's about getting in the right way.
Speaker B:And there's so many ways to do that.
Speaker B:So I think the misconception is that I kind of alluded to it at the beginning.
Speaker B:Your parents mean well, your grandparents mean well, your aunt and uncle mean well.
Speaker B:They just don't know what they're talking about in most of the cases because they don't do this every day.
Speaker B:And it's not their fault.
Speaker B:They weren't taught the right way to do it.
Speaker B:So in those instances, that's the hardest part to overcome because it, it is your parents, it's your grandparents, it's your friends.
Speaker B:Who are you trust.
Speaker B:And I'm someone you might have just met a month ago.
Speaker B:But it isn't that they're ill meaning, it's just they're ill informed.
Speaker B:That's it.
Speaker B:At the end of the day, I want their parents involved in the process.
Speaker B:I want their friends involved.
Speaker B:So I have no problem having multiple conversations.
Speaker B:Bring them to the table, let's talk.
Speaker B:If you're a first time home buyer, I want to talk to your parents too.
Speaker B:Let's get them in the room, let's sit down together and let me show them too how to do this right.
Speaker B:Let me coach them too on how to make this the best investment of your life.
Speaker B:It's okay.
Speaker B:It's okay to be scared.
Speaker B:It's okay to be uncertain.
Speaker B:It's okay to feel afraid.
Speaker B:And it's okay.
Speaker B:To.
Speaker B:To.
Speaker B:To walk in uncertainty.
Speaker B:That's.
Speaker B:That's actually where real growth is made.
Speaker B:It's okay.
Speaker B:But what you need more is someone on your side.
Speaker B:That doesn't tell you to get over it, to not listen to it.
Speaker B:It's okay to be scared.
Speaker B:I was scared in the hospital room.
Speaker B:I had no idea what I was leaving away.
Speaker B:A couple hundred thousand dollars salary to go to a commission position.
Speaker B:I was afraid.
Speaker B:I was uncertain.
Speaker B:But the greatest things in life are on the other side of fear.
Speaker B:So for me, the goal isn't to predict perfectly.
Speaker B:It's to structure wisely.
Speaker B:And at the end of the day, you're able to back out at any point.
Speaker B:So just because we have a conversation doesn't mean you have to list your home.
Speaker B:Just because we go see a couple houses doesn't mean you have to buy.
Speaker B:Let's just explore what this looks like.
Speaker B:Let's take it one step at a time, and let's.
Speaker B:Let's keep your feelings and your emotions front and center.
Speaker B:And let's keep your family or your individual story.
Speaker B:The most prevalent.
Speaker B:The house will take care of itself.
Speaker B:And if it doesn't, then it doesn't.
Speaker B:You're in the exact same spot you are now.
Speaker B:So don't be afraid.
Speaker B:That's what I'd say.
Speaker B:Yeah.
Speaker B:Look, at the end of the day, I'm in the people business.
Speaker B:Real estate's just the vehicle that I use.
Speaker B:My job is to help people make big decisions with clarity, confidence, and a strategy that serves their life long after the closing table.
Speaker B:And there's a couple ways they can follow those stories of other people and they can see their journeys too.
Speaker B: ld be my Instagram be Reasoner: Speaker B:That's my Instagram handle.
Speaker B:And then my homepage.
Speaker B:BrettReasoner.az.com those are the best places to interact with me, to follow me, to follow my story, my faith, my journey, my overcoming cancer, my.
Speaker B:My family as we grow.
Speaker B:But also the families that I help.
Speaker B:I love helping them, putting their stories out there and showing how we really make a difference.
Speaker B:So those two places would be the best spots to.
Speaker B:To follow along or interact.
