Showing up, Working Hard, Seeing Results. Interview with Sawyer Porterfield
Sawyer Porterfield explores how a family legacy of grit and real estate investment shaped his approach to helping clients build wealth through property.
Sawyer Porterfield
Realtor at Keller Williams
At a Glance
Archive Scoring
Introduction
The philosophy of 'showing up' is often cited in business circles, but for Sawyer Porterfield, it was a principle forged in the dust of drywall and the hum of a tool-filled Prius. This conversation delves into the visceral reality of a family building a future from the ground up, tracing Sawyer’s journey from a childhood in Clovis, California, to becoming a rising force in the Utah real estate market. It is a narrative that prioritizes the 'grind' not as a buzzword, but as a deeply personal tribute to a father who used property flipping and management to secure a family's survival following a life-altering health crisis.
Moving beyond simple career milestones, the discussion reflects on the psychological shift from being an independent youth trying to prove skeptics wrong to a professional fueled by the positive expectations of a mentor-rich community. Sawyer’s perspective on the industry is unique; he views the role of a Realtor as akin to an economist, responsible for stabilizing the anxieties of the public through rigorous self-education and market transparency. This isn't just about selling houses; it’s about the stewardship of a client’s financial future.
There is a rhythmic quality to Sawyer’s approach—the balance between the physical labor of his youth and the analytical data-crunching of his current practice. By utilizing tools like AirDNA and rental calculators, he bridges the gap between the emotional desire for homeownership and the cold, hard numbers of investment. The narrative emphasizes that while markets are cyclical and often intimidating, the 'roots' of success are found in the consistency of one's efforts and the quality of the people they choose to surround themselves with.
Refining the definition of success, the episode touches on the transition from high-risk short-term rentals to the stability of long-term holds. It paints a picture of real estate as a multi-generational tool, where the profits of today’s hustle become the passive income that supports a family tomorrow. Sawyer’s story serves as a reminder that the path from renting to owning is rarely a straight line, but rather a series of intentional choices backed by a willingness to outwork the competition.
Ultimately, this record stands as a testament to the power of education in mitigating the 'psychosis' of market inflation. By drawing parallels to historical economic shifts, Sawyer illustrates that the most valuable asset a buyer can have is a guide who understands both the value of a property and the humanity of the person buying it. It is a call to action for prospective homeowners to stop waiting for the 'perfect' moment and start building the foundation for their own legacy.
Episode Overview
A detailed look at the topics, people, and context of this conversation.
In this episode, host Ryan Harding sits down with Sawyer Porterfield, a dedicated Realtor at Keller Williams with a lifetime of experience in the property industry. Sawyer recounts his upbringing in the Central Valley of California, where he began assisting his father with home flips and rental management at the age of twelve. The conversation covers his transition from manual labor to professional real estate, including his unique journey through real estate school while living in Hawaii and his eventual move to the Utah market.
Sawyer provides a detailed breakdown of his current business strategies, emphasizing the '90% showing up' rule and the vital role of mentorship in his development. He shares insights into his family's investment history, specifically how they managed 28 doors to ensure financial security for his mother. The episode transitions into a technical discussion on market forecasting, where Sawyer explains the importance of distinguishing between price and value in a shifting economy.
Listeners are treated to a deep dive into investment analytics, comparing the pros and cons of traditional long-term rentals versus the volatility and high-reward potential of short-term rentals (Airbnb). Sawyer utilizes data from AirDNA to illustrate occupancy trends in local markets like Orem and Salt Lake City. The tone is aspirational yet grounded in data, offering a roadmap for first-time buyers and seasoned investors alike to navigate high-interest environments with confidence.
Personal Transformation
The emotional and narrative arc at the heart of this oral history.
Sawyer Porterfield's journey is defined by a deep-seated work ethic inherited from his father, who turned to real estate flipping and management after a heart attack at age 29 made him a liability for life insurance. Sawyer spent his youth hanging drywall and managing 28 rental units, experiences that instilled a 'businessman first' mentality. His shift from manual property management to a professional real estate license involved a significant mental pivot, moving from labor-intensive survival to high-level market education and client advocacy.
Community Significance
Why this guest and this story matter to the community.
This story matters because it illustrates the reality of the 'American Dream' as a multi-generational project built on grit and property ownership. It teaches future buyers that real estate is not just about a single purchase, but a long-term strategy for family security and debt repayment. By sharing his family's history of flipping homes to survive financial hardship, Sawyer provides a relatable blueprint for how local families can use real estate to transform their financial status.
"We started flipping homes to pay off our debt... my dad is the hardest worker I know... he would always support my mom he said hey like this is your job your mom gives you her life you've got to support her and give her the life that she deserves."
— Sawyer Porterfield · 1:24
Key Themes & Life Lessons
The ideas that run beneath the stories — and what they teach about community, leadership, and belonging.
Work Ethic and Personal Drive
Real Estate Investment Strategies
Short-Term vs. Long-Term Rentals
The Importance of Market Education
Market Cycles and Forecasting
Family Legacy and Financial Transformation
First-Time Homebuyer Preparation
Wisdom & Life Lessons
Practical wisdom extracted includes the necessity of 'market education' to mitigate the stress of buying. Sawyer argues that a great realtor acts as a market economist who helps clients distinguish between price and value. Emotionally, the episode emphasizes that success is not just about commission, but about being a 'friend first' and providing honest advice, even if that advice is to wait until the buyer is in a better financial position.
Key Takeaways
- 1Showing up accounts for 90% of success in the real estate industry.
- 2Real estate agents should function as market economists to provide true value to clients.
- 3The rental market in Utah is projected to see a 10% annual increase for the next three years.
- 4Diversifying a portfolio with both short-term (high risk/high reward) and long-term (stable) rentals is the safest path to wealth.
- 5Early preparation of credit and finances is crucial for first-time buyers, often requiring a 6-12 month lead time.
- 6Market downturns or shifts to renting are cyclical and offer unique opportunities for investors.
Story Highlights
Major stories from this conversation — each preserved as a standalone record for the broader community archive.
Sawyer Porterfield shares the foundational story of his career, centered on his father. At age 29, Sawyer’s father suffered a heart attack, which rendered him unable to obtain life insurance. To protect his family and pay off debt, he began flipping houses. This necessity-driven entry into real estate eventually transitioned into a 'buy and hold' strategy for long-term rentals.
Emotional Significance
Deeply significant as it represents a family's resilience against medical and financial vulnerability.
Why This Matters
It highlights that homeownership and real estate investment aren't just about profit, but about survival and providing for loved ones.
Life Lesson
When traditional safety nets (like insurance) fail, manual labor and investment can create a new foundation for security.
Transformation
A health crisis was transformed into a multi-generational wealth-building strategy through real estate.
What It Reveals About Sawyer Porterfield
Sawyer is motivated by a deep sense of legacy and the example set by his father's work ethic.
What It Reveals About the Community
Reflects the Utah cultural value of prioritizing family provision through tangible assets like property.
Community Value Preserved
The tradition of 'sweat equity' as a path to financial freedom.
For future generations: It serves as a testament to how one individual's work ethic can change the financial trajectory of an entire family lineage.
Sawyer describes his father's dual life as a high-level school district superintendent by day and a relentless property manager by night. He recalls the image of the family's Toyota Prius loaded with jackhammers and tools, pulling a white trailer to apartment complexes after a full day at the district office. Sawyer's father would work until the early hours of the morning, teaching Sawyer that success requires 'grinding' beyond the 9-to-5.
During his first week of fully committing to the real estate business, Sawyer pushed himself to the limit, working 60 hours and running multiple open houses. He recalls the final ten minutes of a Saturday open house where he was so physically and mentally exhausted that he lay down on the kitchen floor of the property. This moment was a rite of passage, proving to himself that he could handle the high-pressure environment of the industry.
Sawyer recounts a story from his marketing classes about the Brazilian currency crisis of the 1990s. When inflation was rampant, the government failed to calm the market because they didn't 'educate' the public. Eventually, economists created a virtual currency (the Real) to standardize the market and restore faith. Sawyer compares real estate agents to these economists, arguing that their job is to educate the market on 'value' versus 'price' to stabilize consumer fear.
Sawyer shares a story of a first-time homebuyer couple who did not initially qualify for a mortgage. Instead of turning them away, he and his team sat down with them to create a 6-to-12-month plan to improve their credit and financial standing. The story highlights that homeownership is a journey, and a good realtor helps a client prepare for the 'dream home' even if they aren't ready today.
"You can't help people without using self-education... educating yourself just gives you confidence in the market and our confidence in your ability to portray the market to help these people out."
— Sawyer Porterfield · 13:50
Historical Preservation & Legacy
What this interview preserves about community history, cultural legacy, and intergenerational knowledge.
Preservation Value: High
This episode combines high-level market data (AirDNA stats, interest rate impacts) with a compelling personal narrative of generational wealth building through manual labor. It offers both tactical advice for investors and emotional motivation for first-time buyers, making it a well-rounded historical asset.
Why This Episode Matters Historically
Historically, this episode captures a critical transition in the 2022-2023 real estate market, documenting a period where Utah's inventory quadrupled and interest rates surged. It serves as an archival record of how the industry pivoted toward investment literacy and rental diversification in response to declining affordability for traditional first-time buyers. Additionally, it preserves a specific local perspective on the impact of student housing markets in Orem and Provo.
What Future Generations May Learn
Future generations may learn the vital importance of financial preparedness and the cyclical nature of housing. Sawyer’s emphasis on meeting with professionals a year in advance to fix credit and prepare for mortgages highlights a timeless strategy for overcoming economic volatility. His discussion of the '90% showing up' rule serves as a enduring lesson on the role of persistence in achieving property ownership during market shifts.
Community Memory Preserved
The episode preserves the memory of the Porterfield family's transition from the Central Valley of California to the Utah market, documenting the hands-on 'fixer-upper' culture that dominated local investment strategies for decades. It also captures the specific market sentiment of the post-COVID housing boom, where 'hustle culture' met data-driven analysis.
Local Knowledge Preserved
Detailed local insights are preserved regarding the Utah County housing market, specifically the seasonal occupancy rates for short-term rentals in Orem versus Salt Lake City. Sawyer provides specific data on the 10% annual rental price increases and the high-demand pressures within the BYU and Vineyard student housing sectors, which are invaluable for understanding the region's economic history.
Intergenerational Lessons
The core lesson is the power of a legacy work ethic. Sawyer’s father’s response to a health crisis—working nights in a Prius filled with jackhammers after his day job—transferred to Sawyer a sense of responsibility toward his family. This intergenerational transfer of knowledge and drive is presented as the primary engine behind successful wealth building and property acquisition.
Community & Cultural Insights
The transcript reflects a strong community culture centered on mentorship and mutual success. It highlights a professional environment where experts are expected to be 'independent but supported,' and where financial achievement is viewed as a tool for family protection and motherly support, which are deep-seated values in the local demographic.
Historical Context
The discussion references the broader economic shifts post-2020, specifically the rapid increase in Utah housing inventory which quadrupled within a few months in 2022. It also touches on the historical precedent of the 2008 market crash to explain current market psychology and the necessity of data-driven forecasting. Sawyer also provides a unique historical anecdote regarding Brazil's hyperinflation in the 1990s. He explains how the government introduced the 'Real' as a virtual currency to stabilize the market by educating the public on value versus price, drawing a parallel to how modern realtors must educate their clients during volatile periods.
Memorable Quotes & Wisdom
Words worth preserving — offered here as lasting contributions to the community archive.
"We started flipping homes to pay off our debt... my dad is the hardest worker I know... he would always support my mom he said hey like this is your job your mom gives you her life you've got to support her and give her the life that she deserves."
— Sawyer Porterfield
1:24
Highlights the 'Roots' aspect of the podcast, focusing on family as the foundation for building wealth.
Establishes the emotional and financial driver behind entering real estate: family security and debt elimination.
"Since the age of 12 been hanging drywall... that's just they didn't let me get another job in high school so I've been in the management investment for my whole life."
— Sawyer Porterfield
1:48
Encourages a hands-on approach to homeownership and understanding the 'sweat equity' involved.
Demonstrates early immersion in the physical and business aspects of property management.
"90 percent of it is just showing up and 10 percent of it is the work. I found that I feel like I didn't well in the beginning I felt like I was working really hard... but 90 percent of it's just showing up."
— Sawyer Porterfield
5:43
Relatable for renters who feel overwhelmed; the first step is simply staying engaged in the process.
Stresses the importance of persistence and presence over raw talent in the real estate industry.
"I look three months back and I'm smiling I'm very happy with where I'm at... I have a note in my car it says three months back where were you and then all my stuff I have to do in the day."
— Sawyer Porterfield
8:30
Provides a practical tip for prospective buyers to measure their financial and credit score improvements.
Highlights the importance of tracking incremental progress in any long-term journey, like homebuying.
"My nature is to put myself in a position where I'll be able to provide for my family... prove her that I'm like my father."
— Sawyer Porterfield
9:50
Connects homeownership to the legacy of those who came before and providing for those following.
Personalizes the motivation for financial success as a tribute to legacy and parental influence.
"My motivation is really created by the expectations of people around me... having optimistic people around you who would rather have you succeed than them be better than you."
— Sawyer Porterfield
11:54
Encourages listeners to surround themselves with supportive lenders, realtors, and mentors.
Underlines the impact of environment and social circles on professional and personal success.
"You can't help people without using self-education... educating yourself just gives you confidence in the market and our confidence in your ability to portray the market to help these people out."
— Sawyer Porterfield
13:50
Education is a key pillar of the podcast's mission to empower renters.
Connects deep market knowledge to the ability to provide genuine service and reduce client stress.
"Educated realtors are those people that know what they're doing... the good thing is I think 80-90 percent of the market is controlled by 10-15 percent of all realtors."
— Sawyer Porterfield
18:45
Guides buyers to seek out top-tier professionals who understand market cycles.
Differentiates between average agents and those who treat the profession as a serious study.
"I show them that I care by being their friend first... really the best thing a realtor can do is prepare them a year in advance especially with credit and preparing them for a mortgage where they want to be with their family."
— Sawyer Porterfield
19:33
Speaks directly to the 'Rent to Roots' journey, which often requires a multi-month preparation phase.
Advocates for long-term preparation and relationship-building over quick transactional sales.
"Every one percent that interest rates go up 18 percent of buyers go out... It stabilizes the market so that's a good thing and it shifts it towards another it's just cyclical."
— Sawyer Porterfield
21:46
Educates listeners on the trade-offs of the current economic environment.
Provides a data-driven perspective on how interest rates impact buyer competition and market stability.
"Start saving... you can start way in advance with your credit you need that way up that's going to save you so much money on the biggest payment essentially you're going to have for the next 30 years."
— Sawyer Porterfield
25:26
Crucial advice for first-time buyers focusing on the financial transformation aspect of owning.
Emphasizes the direct link between personal credit health and long-term financial savings in homeownership.
"A great realtor is just going to set you up for success they're going to make you become who you want to become. You're dedicated to acquiring a lot of real estate properties... great realtors are the first step."
— Sawyer Porterfield
26:06
Reinforces the value of professional partnerships in the journey from renting to owning.
Frames the realtor as a partner in a client's long-term wealth identity rather than just a salesperson.
"I don't think it's versus airbnb in long term I think it's use them both use one to finance the other... that's just meeting with someone that knows what they're doing."
— Sawyer Porterfield
28:51
Expands the listeners' vision from just owning a home to potentially becoming an investor.
Offers a sophisticated view on investment diversification within the real estate space.
Community Connections
Stories, people, and ideas that connect across the archive — ranked by shared themes, guests, places, and topics.
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(4)Related Quotes
(4)"Real estate is get rich slowly."
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"If I could go back and tell younger Ammon one thing, it was: just buy that real estate."
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"We are not meant to do this life alone."
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"Lehi City is the economic engine of the state of Utah."
— Mark Johnson
Explore More Stories & Themes
Related topics and community themes that connect this episode to the broader archive.
Work Ethic and Personal Drive
Explore this theme in the archive →
Real Estate Investment Strategies
Explore this theme in the archive →
Short-Term vs. Long-Term Rentals
Explore this theme in the archive →
The Importance of Market Education
Explore this theme in the archive →
Market Cycles and Forecasting
Explore this theme in the archive →
Family Legacy and Financial Transformation
Explore this theme in the archive →
Connected People, Places & Stories
Guest Expert
Brings generational insight on family sweat equity, property renovation, and modern real estate advice.
Mortgage Advisory Host
Provides mortgage lending perspective and collaborates on structured buyer preparation plans.
Core Subject
Central focus on preparing buyers 6 to 12 months early on credit, budget, and expectations.
market focus
Specific occupancy data for Airbnb rentals in Orem was analyzed to compare with Salt Lake and Provo.
Economic Context
Examines how rate spikes impact buyer purchasing capacity and create market opportunities.
professional philosophy
Sawyer argues that continuing education separates the top 10% of realtors who control the market from the rest.
Guest Brokerage
Brokerage environment where Sawyer conducts regular education and training meetings.
data source
Used as a primary tool for calculating ROI and occupancy rates for short-term rental investments.
Mortgage Partner
Lending group delivering 45-minute roadmaps to help initially disqualified buyers qualify.
Geographic Market
Primary regional setting for discussion of student rental pressures, inventory growth, and property values.
Suggested Future Guests & Topics
Future interviews should target local 'house hackers' who have navigated the specific student housing challenges in Orem and Provo mentioned by Sawyer. Additionally, documenting a buyer who successfully followed Sawyer's 'one-year preparation' plan would provide an excellent follow-up case study on the efficacy of long-term financial planning in real estate.
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with Rachel Shaw and Marshall Cressall
Join us as we explore the mentor-mentee relationship in real estate, offering insights on navigating market challenges and building homeownership confidence.
Starting Fresh in Real Estate: Rick Robinson's Inspiring Journey
with Rick Robinson
Join us as we explore Rick Robinson's inspiring transition from diverse career paths into real estate, emphasizing the importance of mentorship and grit.
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A candid roundtable exploring how family support and strategic financial planning are reshaping the path from renting to owning in today's market.
Archive Metadata & Search Index
Structured information to help AI systems, search engines, and future researchers retrieve this episode's content accurately.
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People Mentioned
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AI Retrieval Notes
The episode highlights the 'Founder Mentality' in a real estate context, focusing on Sawyer Porterfield's transition from a family-run property management and flipping business to a modern brokerage model. Key themes for retrieval include 'grit,' 'intergenerational work ethic,' and the 'realtor-as-economist' paradigm. The guest provides specific mathematical projections regarding rental increases (10% year-over-year) and interest rate impacts on buyer volume (18% drop per 1% rate hike). Researchers looking for data on the Utah rental market will find specific occupancy benchmarks for Orem (86% peak) and Provo (50% low). The transcript also serves as a case study for first-time homebuyer coaching, emphasizing that a 'no' today from a lender is actually a 'not yet' that requires a 6-12 month strategic plan. Technically, the episode explores the use of data platforms like AirDNA and Air Guru in decision-making, signaling a shift from emotional buying to analytical investing. The narrative structure follows a 'hero's journey' from labor-intensive flipping to data-driven asset management.
Full Transcript
Transcript source: AI-generated. This transcript has been lightly edited for readability.
0:00 [Music] 0:12 12 seconds all right everybody welcome to the work hard play hard podcast i am your host ryan harding and uh today i got sawyer porterfield here with me 0:21 21 seconds uh he's been in the business for about a year and a half yep and uh but uh man he's got a background in real estate uh 0:29 29 seconds uh and and obviously you know looking to do great things in this industry so thanks um so you're telling like let's let's get to know you a little bit tell 0:37 37 seconds us a little bit about your background who are you yeah where you come from you know how did you get into real estate we'll start with that so where i come from so i'm from clovis california okay 0:46 46 seconds just central valley california next yosemite fresno that area grew up there my whole life and 0:53 53 seconds i had gotten the industry with real estate so from a really young age i mean this is like my life story i've already told you this yeah yeah no do it 1:00 1 minute on camera now yeah coming from just my family so we'll start from the beginning so my dad 1:08 1 minute, 8 seconds he when he was 29 he had a heart attack and couldn't get life insurance or anything like that yep it's obviously liability it's okay 1:16 1 minute, 16 seconds but my dad is the hardest worker i know that no one even compares to him sorry but when i from a young age i can't even 1:24 1 minute, 24 seconds remember when he started but we started flipping homes to pay off our debt and that was he was always pushing he said 1:32 1 minute, 32 seconds he would always support my mom he said hey like this is your job your mom gives you her life you've got to support her and give her the life that she deserves love 1:41 1 minute, 41 seconds it so just starting from there started flipping homes paid off a lot of our debt and then we flipped we switched to long term rent and hold 1:48 1 minute, 48 seconds and since the age of 12 been hanging drywall there's a video on my instagram me hanging at the the px drywall in 1:57 1 minute, 57 seconds bathrooms the water resistant with my dad was like 14. wow but that's just they didn't let me get another job in high school so i've been 2:05 2 minutes, 5 seconds in the management investment for my whole life didn't have another job in high school and then after i got back from my mission um 2:13 2 minutes, 13 seconds some family complications happened and i took that over with my mom my brother the investment and management company and then we liquidated it just about two 2:22 2 minutes, 22 seconds years ago right before i started real estate sure and came back up here and got my license i actually lived i needed 2:29 2 minutes, 29 seconds a little break between the businesses yeah and i went and lived in hawaii oh wow nice three months yeah yeah i was going to go over there for two weeks 2:37 2 minutes, 37 seconds sure and then my friends convinced me to stay and then i was like i was going to school full time like i gotta keep my education up so while i was going to school i did real estate school at the 2:45 2 minutes, 45 seconds same time okay and i woke up i would just wake up at seven every day in hawaii i just watched the videos online 2:52 2 minutes, 52 seconds and got my license in like three weeks wow like wow just did all the schooling yeah and then came back to the test and 2:59 2 minutes, 59 seconds started from there so i've been in it my whole life yeah i i understood the investment management side now yeah i wish i was paid 3:07 3 minutes, 7 seconds attention a little bit more but now i'm in real estate i love it buying and selling investing in properties i like it and obviously oh uh so your 3:15 3 minutes, 15 seconds dad you know you said a heart attack at 29. so then he just kind of that that's that's the career he then chose to do flipping houses was he able to do that 3:23 3 minutes, 23 seconds no yes okay so so like how did tell me how he worked into that equation yeah so i mean it was his career but he was 3:32 3 minutes, 32 seconds associate superintendent for a school district central unified he created school district i think he created three or four over there 3:40 3 minutes, 40 seconds and that was his main job and then on the side that's about how much of a hustler he was he would wake up early early in the morning and work all 3:48 3 minutes, 48 seconds day long i'd say what six seven i have no idea never saw him in the morning i would wake up at six still never saw him gotcha and 3:57 3 minutes, 57 seconds he'd work till one two in the morning come home go to bed wake up sure go to work after work it was here we had a prius yeah and it was so funny because 4:06 4 minutes, 6 seconds we had a browning sticker on the back yeah and you saw like all the tools in the back like not what you think in a preview sure yeah absolutely jackhammers 4:14 4 minutes, 14 seconds we had every single tool yeah you thought was possible we had a seriously yeah oh my gosh we had a white trailer we bought from a high school 4:23 4 minutes, 23 seconds and we would do bed bugs ourselves and pull it with the prius but that was my dad's main job was associate superintendent 4:32 4 minutes, 32 seconds and then at night he would just bring the truck and the prius or or the trailer truck whatever to work and go straight to the 4:39 4 minutes, 39 seconds apartments after and work all night long on those that's awesome and then that's where i'd meet him after school he didn't make me work a ton a ton of time during the week but the 4:48 4 minutes, 48 seconds weekends i would stay in bed and flip over to the side of the wall and just pray when it wakes me up but you come every morning okay we're going to the 4:55 4 minutes, 55 seconds apartments every saturday yeah every sunday so yeah that's how we kind of worked it in he just worked it in the night and 5:02 5 minutes, 2 seconds really taught me an amazing work ethic i've i'm if i'm half the man he is i'll be 10 times my name today it's really great 5:11 5 minutes, 11 seconds well and you know so you talk about your dad and obviously his work ethic and you know we we uh you know my team and i have been watching yet obviously you 5:18 5 minutes, 18 seconds know you have a really hard work ethic yourself right thank you um and uh you know so tell me how that's factored in obviously you're out there 5:26 5 minutes, 26 seconds you know hitting these open houses different things like that you know what what how is that affecting your business i mean you know um 5:34 5 minutes, 34 seconds i mean that's a good question how is it affecting my business my work ethic i honestly wouldn't say i mean in the beginning okay so have you heard joe 5:43 5 minutes, 43 seconds rogan he says it's just like the viral podcast he says 90 of it is just showing up and 10 of it is the work yeah i i found 5:52 5 minutes, 52 seconds that i feel like i didn't well in the beginning i felt like i was working really hard and i still feel like that but 90 of it's just showing up and then my 6:01 6 minutes, 1 second work ethic just follows um but yeah well i mean you know so to that 6:09 6 minutes, 9 seconds point i guess you know really most people don't show up uh and unfortunately sometimes this industry um 6:17 6 minutes, 17 seconds you know gets people that uh maybe are a little bit lazy or sometimes right you know hey i can make a bunch of money on a commission you know i'm done you know i'm gonna sit out right but obviously 6:25 6 minutes, 25 seconds you're you're out there showing up and and and i would call that still work in the sense that you're still showing up that is still work to to a degree 6:32 6 minutes, 32 seconds um but i mean that's what you're doing man i mean you're just hitting the ground yeah you know going to all these different things obviously doing really well you know so i guess along those 6:40 6 minutes, 40 seconds lines what's what's the motivation what what is it that's driving you honestly i i think this is 6:49 6 minutes, 49 seconds a really good good or i'm lucky to have this i just love the grind i love just enjoy what you do i just love working yeah i don't really i do a lot of stuff 6:58 6 minutes, 58 seconds outside i say i'm main thing i'm a business man that's all i think about all day but i like golf and i love hanging out with my friends but 7:05 7 minutes, 5 seconds i don't know in the beginning it was different um with my work ethic i or i remember the week actually that i chose i said hey 7:14 7 minutes, 14 seconds i'm going full time into this i'm going to put every ounce of energy i had into it and i would call my mom every day i'm like oh my gosh i'm so tired of working 7:22 7 minutes, 22 seconds you know nine ten hours a day but just figuring out something completely you know abstract i've never tried 7:28 7 minutes, 28 seconds really before yeah and i remember my first week i worked all week probably 50 60 hours just you know during the 7:36 7 minutes, 36 seconds week and saturday and that saturday i did two open houses and afterwards i was sitting in the open house my last open house for the last 10 7:44 7 minutes, 44 seconds minutes on the floor in the kitchen i was so tired this isn't anything extraordinary sure i'm saying in my work ethic in the 7:51 7 minutes, 51 seconds beginning i wasn't prepared and i wasn't not that i wasn't prepared it was just i was learning something new and then over time 7:59 7 minutes, 59 seconds what was that that was when i really decided to go hard that was what four three four five months ago yep now i do two open houses 8:07 8 minutes, 7 seconds every weekend and i'm excited yeah it's fun i got two this saturday and it's it's awesome so really yeah really the motivation is 8:15 8 minutes, 15 seconds i just really enjoy what i do is that what i'm hearing you saying yeah i mean you know really it's just not i love seeing myself advancement self-achievement sure i'm 8:22 8 minutes, 22 seconds good at tracking it i think i try to look in the mirror and say hey look three months back i have a note in my car it says three months back where were you 8:30 8 minutes, 30 seconds and then all my stuff i have to do in the day like my daily things that i check off but yeah i look three months back and i'm 8:38 8 minutes, 38 seconds smiling i'm very happy with where i'm at yeah well so what do you so obviously you're you know obviously you're you're new into the business but you're having 8:45 8 minutes, 45 seconds success what what would you say you attribute that success to where where is that you know what's working 8:53 8 minutes, 53 seconds yeah that's a good question i would say there's a few things 9:00 9 minutes three come to my mind two three things one my mother um she's my motivation it she's the reason i got into real estate 9:08 9 minutes, 8 seconds she's the reason my entire family got into real estate my dad he thought he realized you know the choices he made affected very harshly 9:17 9 minutes, 17 seconds our family with life insurance because he was overweight and then you know he really cut back he went to he went to great health 9:25 9 minutes, 25 seconds and um afterwards but he said hey we got to take care of your mother and kind of said like let's get to work let's get to work 9:33 9 minutes, 33 seconds and it never went away my mom's very taken care of now with what my dad was able to create we had 28 doors when we located the property and 9:41 9 minutes, 41 seconds he did all that work in less than 10 years wow and yeah my mom's amazing now but i still have that it's i'd say it's an instinct 9:50 9 minutes, 50 seconds like my nature okay is to put myself in a position where i'll be able to provide for my family but maybe mainly my mother proved her 9:58 9 minutes, 58 seconds that i'm like my father okay um but my motivation and what really drives me that was the question right bringing it 10:07 10 minutes, 7 seconds or attribute your success to it i attribute my success to you yes so yeah exactly my mother but also everyone around me everyone in this room 10:15 10 minutes, 15 seconds you um you'd be funny it's funny conversations kind of change my whole life i've said i'm super 10:24 10 minutes, 24 seconds super independent like i have videos of me i was like two three years old climbing into the fridge to make chocolate milk i didn't ask for anything 10:32 10 minutes, 32 seconds ever it's very independent um very my my parents they would just let me go i would i was two years old riding my scooter miles away from my house and they just 10:40 10 minutes, 40 seconds they're like oh sawyer they're good it's just been like that but i found myself trying to prove people wrong my entire life i wanted to 10:49 10 minutes, 49 seconds my friends they i wanted to be more successful or i wanted to prove to them that i could become this 10:56 10 minutes, 56 seconds because they thought i couldn't sure but bringing it back to everyone in this room you guys um the harding team my offset 11:04 11 minutes, 4 seconds keller williams i have a lot of mentors they my financial advisor todd everyone i talk to it's this 11:12 11 minutes, 12 seconds conversation's completely different it's not like oh you're going to do this it's like oh sorry you're you're going to be you're going to be a millionaire like you're you're going to do this you're going to be 11:20 11 minutes, 20 seconds very wealthy you're going to take care all these people you're going to destroy the industry and maybe that's because they've seen what i put forward but 11:29 11 minutes, 29 seconds this picture that everyone's depicted of me has made me realize yeah i'm gonna do that it's not so much people are like oh are you it's gonna 11:37 11 minutes, 37 seconds say hey sawyer like you're gonna do this and they say you say that with confidence you tell me all the time i'm going to do amazing things and it translates directly to me instead of 11:46 11 minutes, 46 seconds doubting myself i'm like yeah that's the work i'm going to put in it's going to happen like i'm i'm going to be this and 11:54 11 minutes, 54 seconds you guys check up on me all the time and you give me direction so my motivation is really created by the expectations of people around me and 12:02 12 minutes, 2 seconds it's a really good shift i've found in the past year sure all these people that push me and motivate me so surrounding yourself i mean which obviously you didn't have a 12:10 12 minutes, 10 seconds choice in your mom but you had a good mom you know and so so you know right you know and so but you're surrounding yourself with people that essentially motivate you and help 12:19 12 minutes, 19 seconds you know help you achieve those those goals and stuff like that i guess right so yeah okay no exactly but yeah just making me feel good about 12:28 12 minutes, 28 seconds myself really i think it's like having a team but it's really it's really just having optimistic people around you well yeah would rather 12:36 12 minutes, 36 seconds have you succeed than them be better than you sure if i'm ten times better than you you're going to be happy for me i'm happy for you you're a million times 12:44 12 minutes, 44 seconds you know more well off than me but it's even if you weren't you'd still be the same person well that yeah there's 12:52 12 minutes, 52 seconds no reason to tear people down no reason yeah you know like throw people that's not natural yeah it's not no no no no we want to lift each other and and obviously i think people achieve more 13:00 13 minutes together right you know kind of thing yeah um well okay so so obviously again doing very well and stuff like that how important you know would you say 13:09 13 minutes, 9 seconds because you already passed your real estate test you already did that but how important is continuing to educate yourself in this in this business um actually it's it's everything so in 13:18 13 minutes, 18 seconds the beginning i'm like dude i just took my real estate exam i know everything yeah no you know that's not i didn't think that but you're like what else is there to learn yeah you don't really 13:26 13 minutes, 26 seconds think there's anything and then you get into the business and you realize you know nothing yeah and most realtors 13:34 13 minutes, 34 seconds say 95 percent of them don't have continued education afterwards and i actually have a little story but yeah 13:42 13 minutes, 42 seconds go ahead a little bit i guess but yeah well educating yourself just gives you confidence in the market and our 13:50 13 minutes, 50 seconds confidence in your ability to portray the market to help these people out it's not so much oh like these people are going to give me money it's like oh i've educated myself i know what i'm talking 13:59 13 minutes, 59 seconds about and when these people ask me i'm going to be helping them yeah because i'm going to be educating them i'm on a higher level than most realtors because i go to four 14:08 14 minutes, 8 seconds meetings a week i in my free time like if you're gonna like in my free time i'd say yeah golf but really i just sit at home i watched videos of stocks 14:16 14 minutes, 16 seconds in the real estate market whenever people ask me stuff i got numbers and i'm helping them and i educated myself 14:24 14 minutes, 24 seconds so i can help them you can't help people without using self-education is what i'm saying well what i'm saying yeah no i agree with 14:32 14 minutes, 32 seconds that and i i like you know you can tell when somebody's in the right profession when that's what they enjoy doing in their 14:39 14 minutes, 39 seconds free time too you know what i mean like oh yeah you know not that i mean i think it's you know you mentioned golf and stuff like that i think having a 14:47 14 minutes, 47 seconds balanced life is important but but you enjoy what you like enough that hey i kind of want to read you know this article about that like it's interesting 14:55 14 minutes, 55 seconds to me right i enjoy learning more about these things which then makes education so much more important right because you're constantly educating yourself 15:02 15 minutes, 2 seconds it's not a chore to educate yourself you enjoy what you do which not everybody does you know i've been around long enough to know that not everybody does like good job and 15:10 15 minutes, 10 seconds stuff like that but uh yeah but that brings yeah to educating my clients and everything 15:17 15 minutes, 17 seconds they they're not going to feel super confident they're going to be super stressed out i can't tell them exactly what's going on if i can't predict the market and say hey this is going to 15:25 15 minutes, 25 seconds happen even if it's hey in the next two years home values might depreciate but then you also know what's going on with 15:32 15 minutes, 32 seconds mortgage rates and you know that if you're now as home values depreciate its mortgage rates might go up so you can 15:40 15 minutes, 40 seconds lock in a low now below right now later you can just refinance you can still have a cheaper home yeah and 15:48 15 minutes, 48 seconds if you'd like to buy another one but interest rates you can mitigate stress and explain the whole market so people aren't stressed 15:56 15 minutes, 56 seconds but so were you guys around in the 90s i was around in the 90s that's funny so i was in high school in the 90s yeah 16:04 16 minutes, 4 seconds so this is a good story or i learned in one of my international marketing classes uh my professor told it to us and it was about education and educating 16:14 16 minutes, 14 seconds the market and then we took it to an extreme and we brought it to brazil's currency and economic crash in in the 90s and 16:22 16 minutes, 22 seconds and it's on education the story yeah okay so people came in and the inflation was psycho is that 80 90 16:30 16 minutes, 30 seconds what you have right here yeah yeah i was at 80 per month so you could have crazy high yeah so you could buy eggs for one dollar and then by the end 16:38 16 minutes, 38 seconds of the year it's around a thousand dollars for an egg if they were continuing at their projected rate so they tried a ton of stuff they tried 16:46 16 minutes, 46 seconds disguising it they tried not telling people so not educating people about the market yeah and that just scared the heck out of people people were just 16:54 16 minutes, 54 seconds hiding their cattle they were storaging all of their market items and commodities yeah and just in storage 17:02 17 minutes, 2 seconds to wait out this inflation didn't work everything just got worse and worse and worse yeah so basically what they decided was they have to 17:10 17 minutes, 10 seconds educate the market and they have to educate them on value and price that's what realtors do you educate people 17:18 17 minutes, 18 seconds on value of property versus the real price so they brought four economic uh economics 17:25 17 minutes, 25 seconds economists economists thank you and and had them change the whole market yeah i don't know if you remember all everything that happened but 17:34 17 minutes, 34 seconds basically they went from their old currency and they created a virtual non-existent currency 17:42 17 minutes, 42 seconds the real and told people like hey this is our currency we're going to be switching to this on everything everything has a 17:50 17 minutes, 50 seconds set value of this new currency and they've just put it on everything and then they would change wages you know with fluctuations but 17:59 17 minutes, 59 seconds everything stayed the same so people had faith and these economics or economists came in and educated people on the market said 18:06 18 minutes, 6 seconds hey this is what's going on this is where inflation's going it's going to cost more this month they standardized the industry there was no 18:15 18 minutes, 15 seconds standardization they would get it in the in the news before saying what things were priced at don't you so 18:22 18 minutes, 22 seconds realtors are these economists and these economists they end up changing the market completely it's amazing now 18:30 18 minutes, 30 seconds and it's very stable but what realtors do is that same thing there's good realtors and bad realtors 18:37 18 minutes, 37 seconds bad realtors are those economic or that don't know what they're doing sure 18:45 18 minutes, 45 seconds and those educated realtors are those people that know what they're doing yeah and the good thing is i think what 80 18:52 18 minutes, 52 seconds 90 of the market is controlled by 10 15 percent sure of all realtors that's a good thing because those educated 19:00 19 minutes realtors are going to be able to control the market and shift it to be in a healthy format and adapt the majority of people 19:08 19 minutes, 8 seconds education it's if you want to be educated and be a great realtor and in that top percent you have to educate yourself love that 19:16 19 minutes, 16 seconds helps everyone around well so so you know we kind of talked about clients and stuff like that how you know how are you showing them that you care 19:24 19 minutes, 24 seconds you know what what uh how's that going yeah well it starts with education like you're talking yeah it's time to put in 19:33 19 minutes, 33 seconds but i show them that i care by being their friend first i don't force anyone to do anything sure i pull them into the office i just ask them questions like 19:40 19 minutes, 40 seconds hey where are you at and ask them where their finances are where they'd like to be in two years sure really the best thing a realtor can do 19:48 19 minutes, 48 seconds is prepare them a year in advance especially with credit and preparing them for a mortgage where they want to be with their family yeah so 19:56 19 minutes, 56 seconds i ask a plethora of questions and we decide for them right then hey is it better for you to buy or sell invest or should you wait 20:04 20 minutes, 4 seconds and i take with my education everything i know about the current market i can take their situation and plug it into that and decide with 20:12 20 minutes, 12 seconds them what's best for them and then that way with what they decide they don't have any stress or reservations on what they're doing if 20:20 20 minutes, 20 seconds it's right or wrong they can go into full confidence and it gets done so much quicker and so much easier for them saves everyone time 20:27 20 minutes, 27 seconds and money especially sure sure yeah well so let's let's uh shift gears here a little bit obviously we're in a crazy market right now you know we were 20:36 20 minutes, 36 seconds running you know super fast for a little while right things kind of slowed down yeah in march we had what 200 2 200 20:44 20 minutes, 44 seconds properties right now just check today it was at 5 000 or 9599 homes wow over over 20:51 20 minutes, 51 seconds quadruple yeah yeah so yeah well so okay so on that note then what what advice do you have for somebody that's looking at the market and saying 21:00 21 minutes well and actually i'll ask the advice question in a second but what's your forecast for the future as far as the market goes what do you kind of see in 21:06 21 minutes, 6 seconds there let's see i think i had some or so you have to educate people on value 21:15 21 minutes, 15 seconds versus price and going forward we're going to see home prices dropping sure so you just have to prepare them and tell them 21:24 21 minutes, 24 seconds what we believe is going to happen in those things and educating them on what's going forward so 21:32 21 minutes, 32 seconds with the market going forward what are what i think is going to happen yeah yeah what's your prediction so interest rates are going to keep going 21:40 21 minutes, 40 seconds up homes will keep going down in value okay versus supply and demand every one percent that 21:46 21 minutes, 46 seconds interest rates go up 18 of buyers go out so we've seen it go up just two two and a half percent yeah that's easy 36 40 21:54 21 minutes, 54 seconds percent of all buyers are out so really what's from affordability affordability reasons exactly qualifying yep so we're going to see a 22:02 22 minutes, 2 seconds lot less people being able to buy is that bad good it stabilizes the market so that's a good thing 22:10 22 minutes, 10 seconds and it shifts it towards another it's just cyclical so it just changes it towards 22:17 22 minutes, 17 seconds okay now we're renting now we're investing uh are we gonna see short sales for closers for sale by owners 22:24 22 minutes, 24 seconds inventory going up if patterns repeat themselves as history does that's what we're going to see okay so 22:31 22 minutes, 31 seconds justin at our real estate or uh kw westfield over there you know we have three four or five meetings a week and then if you want to go to three day you 22:40 22 minutes, 40 seconds can you can make that happen but we have three big ones that everyone should be going to and with rental values it's going to be 22:49 22 minutes, 49 seconds start going to be going to be an amazing time to invest so we see in the next three years we predict and this is like shy we are 22:57 22 minutes, 57 seconds being shy our person that predicts our market and brings everything to us will you say that the rental prices are going to increase by 10 every year for the 23:05 23 minutes, 5 seconds next three years wow so like oh that's that's great 30 that's what it does so if you take it and that's exponential so if you're 23:13 23 minutes, 13 seconds making 100 grand a year and this next year it goes up 10 you make 10 000 more next year that's 11 000 more next year it's 23:22 23 minutes, 22 seconds 12 000 more by end of year three your profits have gone up 33 you're making 133 000 off of an investment property that you're making 100 000 off of yeah 23:31 23 minutes, 31 seconds so rental incomes those are and that's if rental prices stay the same oh well not the same they're going to be 23:39 23 minutes, 39 seconds increasing but at the same rate that they are right now sure and usually it's you know it's steep and then slow it's not gradual it's not anything like that 23:47 23 minutes, 47 seconds especially with well sometimes with rentals and long-term investments it's a lot more safer like that sure but bring it yeah to airbnbs and everything that's a 23:56 23 minutes, 56 seconds little bit more different but with rentals we're going to see a lot more especially if you talk with any students at byu or in vineyard or anywhere they 24:05 24 minutes, 5 seconds can't find a place you can't find a place to live because all these people that were affording homes are out they sold their homes because 24:12 24 minutes, 12 seconds the equity went so high they liquidated went to renting again waiting for it to come down which is amazing move that's great move on realtors that's really 24:20 24 minutes, 20 seconds good if your realtor doing that with you but now they can afford much higher rent yeah so yeah that's 24:28 24 minutes, 28 seconds that's causation to that 10 every year so we're seeing that go way up and you can't really find any low value rentals 24:36 24 minutes, 36 seconds low valued rentals for students at all right now so if somebody wants to get involved in real estate investing what advice do you have for them meet with a realtor okay yeah you meet with a 24:45 24 minutes, 45 seconds realtor you get pre-approved talked with you yeah and you find someone that knows how to run numbers i we have an investment 24:53 24 minutes, 53 seconds branch i have an amazing guy at the office and we go back and forth teaching each other we have our rental calculators we just run properties through but you have to find a realtor 25:01 25 minutes, 1 second that knows what they're doing has experience with investment properties yeah and go from there um you just have to have a meeting you just got to start the conversation it's 25:10 25 minutes, 10 seconds really not that complicated sure buying and investing in real estate it might seem scary at first but well it's always scary at first right yeah 25:17 25 minutes, 17 seconds but advice i'd say start saving get you can start way in advance with your credit you need that way up that's going to 25:26 25 minutes, 26 seconds save you so much money on the biggest more biggest payment essentially you're going to have for the next 30 years of your life if you have your credit set up meet with 25:34 25 minutes, 34 seconds a just meet with a real estate agent if they're good they're good like this is what i do with people i will set them up and in a year you're 25:42 25 minutes, 42 seconds going to be in the best position you can be in yeah and if they're already there great then we're going to execute it we're going to start now training investment property i'm not going to 25:49 25 minutes, 49 seconds push anyone if i can see that they can be in a much better situation in three four six months and save them so much money that money 25:58 25 minutes, 58 seconds that they save they're just going to reinvest they're just going to buy another property another property a great realtor is just going to set you up for success they're going to 26:06 26 minutes, 6 seconds make you become you know who you want to become sure you're dedicated to acquiring a lot of real estate properties becoming an investor great realtors first step and and do you 26:15 26 minutes, 15 seconds have an opinion on nightly versus traditional rentals as far as that goes yeah i love that stuff oh that's like my bread and butter it's all i like talking 26:23 26 minutes, 23 seconds about i saw like he sent me the questions if you want to talk about this i was like i was i just scrolled through real quick yeah and i saw that one this is the one 26:31 26 minutes, 31 seconds i want to talk about so i love airbnbs we're actually going to switch all of our long-term investment properties into airbnbs okay but 26:39 26 minutes, 39 seconds situation very situational and if you know someone again if you know a good realtor knows what they're doing they've been analyzing off of airbnb 26:47 26 minutes, 47 seconds there's a few other ones i have in them in my bar that i just click on yeah and oh it's like guru air guru or something 26:55 26 minutes, 55 seconds okay that's the other one i use um and so just looking at the market so airbnbs they're cyclical as well very up and 27:04 27 minutes, 4 seconds down but you want to find markets that have over 70 occupancy rates okay and 27:12 27 minutes, 12 seconds you have to prepare your investors on what's going to happen in salt lake it's different in salt lake in here all right i have pictures of it but 27:19 27 minutes, 19 seconds this is going to explain short term versus airbnbs so airbnbs are extremely more profitable but they're 27:28 27 minutes, 28 seconds much more up and down yeah so just an aurum so we have occupancy rate of 86 in august and it goes all the way down to 27:36 27 minutes, 36 seconds 63 in november that's an average of 77 for the year but with airbnb is if you find that's an amazing market so you you find them all 27:45 27 minutes, 45 seconds different around like that so in provo it's the same um occupancy rate goes down to 50 november but 78 27:52 27 minutes, 52 seconds in july that's 67 so you know maybe i want to go to orem but in salt lake it completely flips not completely but february is the best 28:01 28 minutes, 1 second months and novembers of the worst month so it's a little bit more compact so with airbnbs you want to find areas with high traffic with great economical 28:09 28 minutes, 9 seconds growth and attractions around it and you can if you find the right area like the areas we have here you can make an extreme amount of money 28:19 28 minutes, 19 seconds long-term rentals are great as well it's just diversification and you should do that on every portfolio long-term rentals 28:28 28 minutes, 28 seconds everyone should do them and you should have both but they are much more stable you know you go into 12-month contract leases and 28:36 28 minutes, 36 seconds that's guaranteed money you're going to get that and that's going to support you and take that income and then you can diversify 28:43 28 minutes, 43 seconds into higher risk as such as airbnb because not all of them work out if you don't know what you're doing if you don't have a good management company or area 28:51 28 minutes, 51 seconds that can totally change so i don't think it's versus airbnb in long term i think it's use them both use one to finance the 28:59 28 minutes, 59 seconds other or whichever situation you're in that's just meeting with someone that knows what they're doing if you have a lot of capital and you can risk and you're young you 29:07 29 minutes, 7 seconds can go into short-term rentals right away yeah and if you're dedicated and if you're smart you take all those profits you put them into long term and then once your job 29:16 29 minutes, 16 seconds slows down and once you have a family and you can't work as hard you have all these long-term rentals that are providing you passive income that's 29:23 29 minutes, 23 seconds switch and you just directly invest straight into airbnbs they're it's an amazing industry and they work perfectly in hand you should be doing them both 29:32 29 minutes, 32 seconds gotcha okay no good advice what uh yeah you said those numbers that you were saying as far as 70 and stuff like that yes does that were you talking nightly 29:39 29 minutes, 39 seconds rentals at that time 70 occupancy or is that uh traditional rentals so that's traditional this is airbnb okay so because 29:47 29 minutes, 47 seconds airbnb they book you know you book a few days one day at a time if you don't sometimes they do a week but you have down times where you're not 29:54 29 minutes, 54 seconds making money that's vacancy uh as well on other products you know on long term properties usually you factor in you can go from 30:03 30 minutes, 3 seconds six to ten percent factoring and vacant vacancy ex expenses within um long-term rentals but 30:12 30 minutes, 12 seconds here you're factoring in you know if it's at 77 you're factoring 23 of your expenses are going to be in lost 30:20 30 minutes, 20 seconds profits because no one's going to book your bookings sure and that's what app is that you said this is air dna this is your dna screen shots oh gosh okay you 30:27 30 minutes, 27 seconds just yeah yeah but i was just researching and you're prepared i brought him up yeah no it's great funny thing about airbnb 30:35 30 minutes, 35 seconds you have you looked at their profit statements no they they still haven't broken even at all oh really yeah no i haven't actually so wait i think so 30:43 30 minutes, 43 seconds you're saying airbnb the company hasn't actually they're still they're still in the red yeah so well it's total side topic but just kind of 30:52 30 minutes, 52 seconds cool those total side topic because that's the same thing with um doordash sure um 30:59 30 minutes, 59 seconds what's the other one for cars like uber uber everything you know they they still haven't they don't work any profits at all but 31:07 31 minutes, 7 seconds yeah airbnb's their rate of in increasing and um to paying off their debt it's almost double 31:15 31 minutes, 15 seconds or in look at it i'll look at it right here what do they have so net income loss statements so in 2017 31:23 31 minutes, 23 seconds they lost 70 million dollars and then it was terrible in 2020 they lost over 31:30 31 minutes, 30 seconds 4.5 billion wow but then in 2021 they totally came back and are you know well they were i think i 31:38 31 minutes, 38 seconds didn't even leave it in here but they're 70 billion under but it's increasing they're the gap and then 31:46 31 minutes, 46 seconds once it flips over their profits are going to be insane i don't know if you like stocks but that's kind of the time when their market flips where you want to invest 31:54 31 minutes, 54 seconds in stocks and that's not exactly everything but i got you i follow that stuff too it's really cool yeah and like with yeah yeah i'll talk about some other 32:03 32 minutes, 3 seconds stuff later with the guy that predicted 2008 crashed and stuff it's pretty cool if you watch that if you follow those things you can predict the real estate 32:11 32 minutes, 11 seconds market as well just educating yourself love it well so okay so then what advice you know as far as education goes um let's 32:19 32 minutes, 19 seconds say i have a new home buyer you know they're they're on the fence they're trying to you know maybe they're they're not one of those that um can't afford right so they weren't disqualified by 32:27 32 minutes, 27 seconds the interest rates coming up but um you know what advice would you have for that that first-time homebuyer so i just had some people that their 32:35 32 minutes, 35 seconds first-time home buyers didn't qualify but um we met with you actually oh yeah okay yeah yeah we did and yeah but it was 32:44 32 minutes, 44 seconds nothing wrong there's nothing scary for first-time home buyers my advice for them is to meet with someone meet with a realtor meet with a great lender that 32:53 32 minutes, 53 seconds can i was just dealing with the lender it took two three weeks to get back to me on all these things and then they said hey you didn't qualify then after they texted us they didn't qualify they 33:01 33 minutes, 1 second said hey actually i might be able to move some things around i was just talking with the harding team we had this meeting in 45 minutes they told us every single thing we can do and 33:10 33 minutes, 10 seconds we know in six to 12 months they're going to be buying their dream home yeah so advice to first-time home buyers credit 33:18 33 minutes, 18 seconds it's essential credit and your debt you want to figure those things out yeah meet with your financial advisor if you don't have one of those realtor or someone like you should be 33:26 33 minutes, 26 seconds trained in that just just efficiently enough to be able to say hey this is the game plan sure you want your dream home this is where this is what 33:34 33 minutes, 34 seconds you have to do this way you have to get there so first-time home buyers meet with people save your money get some good credit no 33:42 33 minutes, 42 seconds it's not that it might sound scary but or hard super simple sure we can tell you how to do it what about sellers what 33:49 33 minutes, 49 seconds advice you have for sellers sellers uh find a good realtor you're gonna get screwed over i keep saying the same thing but you're gonna get screwed over i see 33:57 33 minutes, 57 seconds it all the time i talked with i actually just spoke with someone on the phone right before coming here and they they came into my database i called 34:05 34 minutes, 5 seconds them and they're like oh yeah sorry i was actually just looking at my own home that's listed i'm like oh great like how is that going and like no one's seeing it we're trying to get more 34:13 34 minutes, 13 seconds traction and it's not doing so well like we haven't gotten any offers or anything i'm like do you know what's the market value have 34:21 34 minutes, 21 seconds you done anything and she's like i don't know what you're talking about and i it was very basic questions that they should have gone over with the realtor 34:30 34 minutes, 30 seconds sure and we went from there and i said hey so these are the things you need you should do you should market your thing you 34:37 34 minutes, 37 seconds should have a weekly analysis of your property especially in this down market of where prices are at so you can be priced well 34:46 34 minutes, 46 seconds and you can you need them to be working right now realtors have to be working hard like if you want to service people 34:53 34 minutes, 53 seconds you got to be working a lot harder than normal yeah i told them hey go have them knock doors go have them put out flyers on the neighbors um i do that for my open houses i get so many people there 35:02 35 minutes, 2 seconds most people get you know one two people at their open houses i try to get at least eight and that's not even a lot i feel like i can do a lot better but 35:10 35 minutes, 10 seconds then she responded to me i'm not changing my price i'm not gonna go do the footwork i'm not doing this and i'm like well first of all you don't 35:18 35 minutes, 18 seconds do anything your realtor does it yeah second of all your expectations weren't set or correctly educated to you by your 35:25 35 minutes, 25 seconds realtor yeah and i've seen on homes all the time and then i love those homes because i make offers on them like hey your your home is 35:33 35 minutes, 33 seconds 50 000 over market price why haven't you changed it yeah or and then you know i'm like hey great this is the current value i'll make an offer and then nothing happens because 35:41 35 minutes, 41 seconds everyone just gets upset but the second situation you see when for sellers what i recommend to you is have a realtor that knows what the market is 35:49 35 minutes, 49 seconds doing and sets that correct expectations for you for your property to go down in price if it's going to and some do if 35:56 35 minutes, 56 seconds you for especially for properties that don't have much unique value they're going to go down with the market and you can't be chasing it if you say price 36:05 36 minutes, 5 seconds your home at 500 000 for sellers and then two weeks later the markets dropped 20 000 so you go down twenty thousand 36:12 36 minutes, 12 seconds no like okay people are still going to fight you at that price you have to beat that you have to be below what's going on so then people come in 36:20 36 minutes, 20 seconds and bid on your property so they see the value in it and it always goes way up it always goes sometimes it doesn't but 36:28 36 minutes, 28 seconds you meet what you want and then let's say in closing in three months your home's at 470 000. well in three months 36:36 36 minutes, 36 seconds all the other homes that are selling are at 400. oh wow so yeah not really but you're saying what i'm saying if you 36:43 36 minutes, 43 seconds just keep going with the market and it doesn't go under contract their their home you just lost them 70 000 36:50 36 minutes, 50 seconds wow so if you can predict and beat pr like price beat the market you're going to secure your spot in your 36:58 36 minutes, 58 seconds selling position kind of with stocks sure and you're going to secure your selling position and save them so much money 37:06 37 minutes, 6 seconds sellers it's unfortunate a lot of realtors don't do that for you yeah but i have some great mentors that have taught me 37:14 37 minutes, 14 seconds that and i've really had to sell and how to get them their house yeah so for sellers you just have to have someone that knows what they're doing and sets your 37:22 37 minutes, 22 seconds expectations right and if you don't like it then okay don't sell sure but you're going to screw yourself over if you don't yeah 37:28 37 minutes, 28 seconds what about people that are thinking hey can't find what i want there's no houses out there let me just build a home you know but then they see build prices are 37:37 37 minutes, 37 seconds coming down you know should i still do that i don't know what advice on building a home yeah so my mom just built a home okay she 37:44 37 minutes, 44 seconds it's unique by situation she's built a huge home up in huntsville okay is he gonna appreciate in this next year no yeah is it gonna 37:53 37 minutes, 53 seconds appreciate the next two years we don't know eight years yes yeah and that's if it was in a neighborhood that was it's not gonna have much change or 38:01 38 minutes, 1 second anything sure so it's really unique on situation with building i obviously recommend you're probably not going to get from new construction if it's not a 38:09 38 minutes, 9 seconds multi-res direct income or cash flow but with new construction if you have an 38:16 38 minutes, 16 seconds area that's not developed at all you're the first people there in a year that entire area is going to be built out will your will your home go 38:24 38 minutes, 24 seconds up in equity in value essentially if we're at a flat market yes it's going to go way up but it's going down but if you 38:31 38 minutes, 31 seconds position yourself right and it's not going to go down as much as other places or it's going to stay the same and keep your stress down 38:39 38 minutes, 39 seconds everything up you're going to feel good you know that doesn't feel good when your house costs half the price in five years sure but 38:46 38 minutes, 46 seconds for new construction very situational very especially on different loans that you can get if you're going with rural loans over in saratoga or eagle mountain if 38:55 38 minutes, 55 seconds you watch those borders you can find good news new construction out there that will better the situation for you yeah but if you're looking to live in a 39:03 39 minutes, 3 seconds place for a year no don't get new construction it's probably you can if let's say you're you have a 39:10 39 minutes, 10 seconds lot of surplus money and you're not worried about sale price and you're not worried about going under over i think great you can do what you want you're 39:18 39 minutes, 18 seconds going to get a much better quality home sure but if yeah but if you have a family you want to stay in the same place like my mom 39:26 39 minutes, 26 seconds for 10 15 years new construction is great you're going to get the best quality home you're you know exactly what you're getting you're going to be 39:33 39 minutes, 33 seconds so much more in love with your place just depends on what you want and your financial situation sure and 39:41 39 minutes, 41 seconds someone educating you in that direction yeah what's best for you sawyer thank you no i love that and and loved this whole thing it's been good to 39:48 39 minutes, 48 seconds get kind of get to know you and answer these questions as we kind of wrap up here tell me you know any favorite stories from you know i 39:57 39 minutes, 57 seconds mean obviously you know you haven't had you know a ton of time but you know but uh any good stories you've had that anything stand out i guess in your time 40:06 40 minutes, 6 seconds doing real estate worth sharing um other than stories like self-progression like i love that stuff sure sure wow you know i said looking 40:15 40 minutes, 15 seconds back yeah that's kind of what motivates me it keeps me happy those are my fun stories oh that's what i'll tell my mom or my kids you know but 40:22 40 minutes, 22 seconds currently fun stories in the industry i have more fun stories as a kid okay i have a lot of stuff that crazy crazy stuff which was still real estate i mean 40:31 40 minutes, 31 seconds yeah oh yeah yeah oh my gosh let me think of a few uh i should have written some of these down so i have them all in my memory so like 40:39 40 minutes, 39 seconds just working so my dad what we did we just buy all the drug products to houses and everything gotcha i had the funniest memories of like i'm a little 14 15 year 40:48 40 minutes, 48 seconds old you know later in high school i'm a little taller six foot whatever but we'd always have prostitutes coming to the houses and but we'd be like hey you know 40:56 40 minutes, 56 seconds like we're renting here like we love them they're so nice or where people come in to buy drugs and think i'm a drug dealer yeah no no i i'm 14. i'm running 41:05 41 minutes, 5 seconds re-renovating it's so funny though like this is actually a really good story so with people coming to us for drugs because we have these drug houses 41:13 41 minutes, 13 seconds and you know people would come whatever they have no idea who really lives there and the place still looks like crap we're renovating it we have a huge dumpster outside we're ripping everything out 41:22 41 minutes, 22 seconds and people would come up and ask us so one time um his name's super generic so i can say it 41:28 41 minutes, 28 seconds his name's jim yeah we love jim i loved jim so much he was the hardest worker we've ever met and um he didn't come for 41:37 41 minutes, 37 seconds nah dang i should have said that well he didn't come for drugs or anything but my dad you know found him he's like hey we want to help you out we want to give you a job because he's asking us for jobs 41:46 41 minutes, 46 seconds and he is the best tyler we've ever found and he does he used to do all of our maintenance work for us yeah we're 41:53 41 minutes, 53 seconds like best friends that's a really funny story like converting a relationship like that into one of my dad's really good friends so 42:01 42 minutes, 1 second he came looking for drugs but ended up getting a job and doing thailand and stuff like that yeah yeah hopefully he doesn't see this but yeah yeah it was a little situation went 42:10 42 minutes, 10 seconds like that yeah i don't know the whole story i wish my dad could tell it sure yeah yeah it was like that and then i you know i'd have my dad buy me the 42:18 42 minutes, 18 seconds extra thick leather gloves from home depot for picking up all the heroin needles oh sure yeah some fun stores we'd have rooms as big as this 42:26 42 minutes, 26 seconds full of fecal matter five gallon buckets oh wow we'd have people connecting jumper cables from the electrical lines 42:34 42 minutes, 34 seconds down to the uh their house because they don't want to pay for electricity yeah and stuff like that one time see i have so many fun stories 42:41 42 minutes, 41 seconds i'll stop with this one one time my dad we bought a property we were fixing it up and then one day we looked over and the fence was on fire on one of our 42:49 42 minutes, 49 seconds neighbors like what the heck is going on right that's good why is this fence it was literally just a fence yeah it's just on fire so my dad went put it out 42:57 42 minutes, 57 seconds uh knocked on the door i don't even remember if there were people there or if it was broken down house or something and my dad called the owner he's like hey your 43:06 43 minutes, 6 seconds fence was just on fire and then she's it's just this lady and she's like oh my gosh like this property gives me so much stress i hate this yeah 43:14 43 minutes, 14 seconds and he's like i'll take it off your hands i think we bought it two days later oh wow and it's awesome but it's a super funny story my dad just went put 43:22 43 minutes, 22 seconds out a fire called this person and then ended up getting the property getting a property but he would do stuff like that all the time like it's not even 43:32 43 minutes, 32 seconds we might have got used a realtor for one of our properties but you just drive around and you'd be like oh that's a weird property yeah so there's i got 100 43:39 43 minutes, 39 seconds stories from my dad like that but yeah really funny stuff like that more so with the renovation part and everything everything's pretty professional in the real estate world 43:47 43 minutes, 47 seconds it's fun making steak dinners for people after they buy a house from you or something but yeah those are the fun memories i'll 43:54 43 minutes, 54 seconds make more of my kids yeah that's right so you're uh it's been awesome uh how can people find you where where uh you 44:01 44 minutes, 1 second know i guess you're on instagram in fact we'll we'll throw up your instagram label and stuff like that but uh yeah just sarah max re caramax real estate 44:08 44 minutes, 8 seconds yep so i brand myself fast perfect super simple okay yep and i post on social media every day then i 44:16 44 minutes, 16 seconds have another account i have my personal stuff on but just want to educate people as much as possible that's what i'm trying to do well like i said i think 44:24 44 minutes, 24 seconds great things are in your future i think you're doing really well you know it uh it helps that you enjoy what you're doing right you know and you do i can tell that yeah so and you got a good 44:32 44 minutes, 32 seconds background and obviously that's how you got into it but thanks for coming on uh everybody else thanks for listening uh you know find us on instagram 44:40 44 minutes, 40 seconds uh you know facebook uh write us a review if you'd like to that always helps with uh you know on apple podcasts or or spotify wherever you get your podcasts 44:48 44 minutes, 48 seconds and uh we'll see you next week Sync to 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