KGCI: Real Estate on Air - The One Thing That Fixes Your Business: CRM Strategy + VA Loan Mythbusting

Starting point is 00:00:00 May is National Military Appreciation Month. So if you've never heard of the VA loan, it is a loan for service members. I've had a lot of conversations about CRMs here on Real Estate on Air Lives. Yeah, number one's your CRMs. Leverage of technology. What you need to do is stay in front of them with automations and workflows. This is KGCI Real Estate on Air Live, your weekly deep dive into the strategies, trends, and tools, shaping the real estate industry, from market updates to actionable strategies and exclusive interviews with top agency.

Starting point is 00:00:30 We are here to unlock your full potential and help you thrive. Thousands of agents trust KGCI every week. Now it's your turn. Let's go live. Here's Ian Wheatley. Happy Tuesday, good morning and welcome. I'm Ian Wheatley. This is Real Estate on Air live.

Starting point is 00:00:47 And May is National Military Appreciation Month, and it's got me thinking about something that the best agents and the best service members have in common. They show up. Not just when it's easy, but consistently. on time, with a plan, every time. And in real estate, that mindset starts with your CRM. So it got me thinking.

Starting point is 00:01:11 A CRM is like your orders, a database is your unit, and follow-up is the mission. We'll be bringing in Sarah the ISA, host of Keeping It Real Estate, Randy Bird, host of Like a Boss podcast, and Stuart Hisslop, the host of The Simple Truth with Stewart, to talk about why and how you should be using your CRM to create a service mindset of structure, discipline, and knowing who to check in with and when, and not a mindset of burnout. Later on, we're going to be chatting with Allie Garcette,

Starting point is 00:01:39 hosted the Allie, the Agent on YouTube, and go host of the Agent Goldmine streaming here on KGCI, Real Estate on Air. She's a retired Air Force major, and we will do some VA loan myth-busting. But first, let's check those housing headlines here on Real Estate on Air Live. We've got some fresh data from the National Association. Association of Realtors in the first quarter of 2025, more than 80% of metro markets experienced home price increases. Now, the national median single family existing home price rose 3.4% year over year to $402,300. Notably, 11% of the tracked metro area's recorded double-digit price gains with my little old Syracuse, New York, leading that charge at 17.9% growth.

Starting point is 00:02:33 Now agents. Homeowners are seeing big equity growth, but affordability still remains a concern. It is crucial to be guided buyers through these marking conditions with informed strategies. And go queues. Meantime, the Federal Reserve, they decided to hold short-term interest rates steady at their last meeting, saying that the economy remains in what Chair Jerome Powell called a good place, but noted that inflation jitters, especially around potential tariffs, are keeping many in the industry on edge. And Bauer was pretty clear in his statement that the effects really haven't hit the data yet,

Starting point is 00:03:09 but that sentiment is already shifted, and people are bracing for price increases, even if they aren't seeing them just yet. So agents, don't wait for rate movement. Just get ahead of rate psychology. Prep your buyers for a motion-driven hesitation, and be ready to coach them through it, because it's still going to be here for a while.

Starting point is 00:03:30 And the Mortgage Bankers Association reported a solid, an uptick and mortgage demand, though, in the week of ending May 2nd. Now, overall, demand was up 13%, purchased applications were up 11%, refinances are also up 11%. And after a pretty flat April, this rebound could be signaling improved by our confidence or buyers rushing to lock in rates ahead of some upcoming volatility. So agents, if you've had buyers on the fence, this might be the week to re-engage them because more applications mean more competition, especially if inventory doesn't loosen up.

Starting point is 00:04:07 And that's checking your housing headlines here on KGCI Real Estate on Air Live. So, I was on a call last week with agents and we got to talk about KGCI Real Estate on Air and its mission to bring industry-proven strategies and tactics to every agent who is seeking growth in their business. And while we were on that conversation, I was asked something to the effect of what's the one thing that Ian Wheatley would fix in every real estate business that I see struggling? And my response was short, concise, and two words, the CRM. And CRMs have come up a lot here on Real Estate on Air Live. So I figured I'd do this and start here because I know some of you feel like CRMs are just busy work, that they're more about control.

Starting point is 00:05:03 then conversion. And so I've had a lot of conversations about CRMs here on Real State on Air Live. So I'm going to kick it off with the conversation I had with Sarah DeLansig. She is an ISA. And she had a great story about a top producer who felt the same way until those results started showing up. There is a situation that I've run into where someone is a very large team. And they were, they thought a CRM was like entering notes was micromanaging. You know, putting things into that was taking up too much time, taking them away from actually buying and selling real estate, which is so the opposite.

Starting point is 00:05:40 And I will say that I have changed this person's mind over the course of time. Now that I have had teams that are using CRMs really effectively and they may have not been using them effectively when they first started working with me. And I don't claim to be a super expert on this. I'm more of an ISA, but I can see what works and what doesn't work. as I'm in there making my calls and doing my tracking and analytics and things of that nature. Now they finally understand, oh, well, now I don't have to sit there and type up every listing that I have in a Google Doc and send it once a month, right? All I have to do is pull a report. Now I don't have to show them like how many, or like tell them I made 20 calls.

Starting point is 00:06:18 I can just pull a report or it's right there. The data is there. So now it is coming into a lot better, you know, usage and like people understand it better. That right there. Your CRM isn't busy work. It's a place that keeps your business accountable to itself. Okay. So if a CRM actually matters, what should you be tracking inside of it? Not just names, not just calls. I'm talking about real performance driving data. Here's Sarah again with some more of those specifics. Well, you should definitely be tracking calls, text messages, lead flow, lead conversion, lead, well, lead flow lead generation, lead conversion, lead follow-up, okay, automations, emails, open rates, how often you get somebody reply, stop to automations, if you have

Starting point is 00:07:16 text automations going out, or if you're making those calls yourself, how often you're your agents are actually setting appointments? How about that? That's really interesting. And I mean, there's really, there's a lot of things you can track. The number of calls you're making, the number of people you spoke with, how long you spoke with them. I mean, I could get into just everything, but it may overwhelm some people. But like, that's just scratching the surface.

Starting point is 00:07:46 Keep this in mind. You can't improve what you don't measure. and most agents aren't measuring at all. Another one from that same conversation with Sarah was that not all leads are created equal. And Sarah breaks down that beautifully here. She explains how tagging, sourcing, and segmenting your CRM can completely change how and when you follow up with customers and clients. I find it's really valuable to mark whether they're a buyer, a seller, or both a buyer and a seller, an investor, a renter. agent. I keep track of that. So if they say, yes, we have a home to sell as well and they're

Starting point is 00:08:26 looking to buy a home, buyer and seller. If they're a seller, seller, and they're not going to buy. You know, so you got to think about those things and make sure you're asking those questions, and it's pretty much just normal conversation. I would also then track it by the lead source. So if it's coming through Zillow, Zillow, Zillow leads get treated differently than Facebook leads, period, point blank. Like, if you treat a Facebook lead, the way that you, you treat a Zillow lead or you treat a Zillow lead the way you treat a Facebook lead, you're probably going to see from tracking and analytics that it's not as effective, right? So you want to make sure that you're paying attention to the lead sources,

Starting point is 00:09:04 who they're coming into. If you have a big team, who they're funneling to. If you're following up the same way with every lead, you're going to be losing half of them. We also talked about with Sarah how automation's only helpful. if it feels like you. And this clip was gold from that conversation

Starting point is 00:09:25 with Sarah DeLansig that Sarah explains here why most email drips don't work and how to make your automation sound more like a conversation than they... I don't want to throw them under the bus, but you know, that corporate newsletter.

Starting point is 00:09:41 What you need to do is stay in front of them with automations, right, and workflows. So these things should be tweaked and personalized. So this is on my list. of bullet points to discuss, right? Okay, so the number one thing that a lot of agents do when they do set up a CRM is they'll set up

Starting point is 00:09:57 automations and workflows, but they don't read through them. I had one lady spend like a thousand dollars for this, this automation with text messages. And she bought it from like a younger dude. Let's just call it. All right. All right. Okay. Like a younger guy and his way of speaking, she did not read through this at all before She purchased it and implemented it.

Starting point is 00:10:22 And it was very not her. She was like my mom. Like she was very conservative and she didn't talk like these people that she bought it. There was no, hey, what's good? No, right? It was very. Yeah. What the sigma?

Starting point is 00:10:40 Like, yeah. Right. And you have to think about your market. Your market is different. I treat luxury markets very differently than I treat the eyes. the average, you know, market, right? Like, you, you got to treat Park City, Utah, differently than you would treat Dallas, Texas, okay? There's, and I'm not saying, like, it's just a way of doing things. So anyways, too, it can be different, right? I mean, yeah,

Starting point is 00:11:07 that, that's a thing. That's a thing. So. So, say here, where I'm from, you know, soda, it's pop. Yeah, I say, oh, see, I see. Well, people, yeah. Well, people, yeah. Yeah, you from the south. I'm from that weird part of the country where they say pop. I'm not, I'm not like in Georgia where everything is Coke, but these are things that happen, right? Well, yeah, and some people can tell right away if you're not from the area. And what more do you want in a real estate agent than to be familiar with the market, with

Starting point is 00:11:40 what's going on there? So make sure you understand how you're presenting yourself. But with the automations and the workflows, read through them and personalize them. Now, anybody that is going to take the time to do this is going to see exponential shift in what the people who just take the average that they're given. Okay. And that's just part of being in real estate too. But you're going to get a lot more business if you're the one that's actually going through and making it sound like you. So one of my suggestions, actually John Cheplak talks about this.

Starting point is 00:12:13 He's like, write it like a third grader. Write it the way you speak. I realized that whenever I would send a text message that had to do with business, well, even outside of business, a couple years ago, I would always put however, however comma, instead of the word but. So I changed it to but. Like if I'm talking like, hey, I use my CRM daily, however, on the weekends, I don't check it or something right that. So I realize, oh, that's pretty, it can come across a certain way. And maybe I do talk to my friends like that, but maybe that's why they think I'm a know-it-all. I don't know. So I changed it.

Starting point is 00:12:51 It's a brilliant breakdown of why stock automations fail. Your automations should sound like you. If it doesn't, it's not working for you. It's a working against you. And if you're on a team or you're leading one, this next part is absolutely mission critical. Sarah's going to be breaking down how your CRM helps you protect your pipeline, even when agents move on.

Starting point is 00:13:14 If you were tracking, okay, I spoke with them. I set an appointment with them. We're showing homes. We're under contract. We're close. The more that you do that stuff, the higher your lead scoring, lead scoring. That's what it is. So as it goes through the process, you're going to get a higher lead score.

Starting point is 00:13:35 And then you're going to receive additional ones if you're talking about Zillow. If you're talking about your own CRM and you are team leader, what are you paying money for if you're not going to enforce that your agents actually follow all of the SOPs, standard operating procedures for the CRM to have access to it. I would also highly recommend that you don't let them make phone calls from their cell phone or you give them a cell phone yourself because if they leave the team, they already have all that access to all the data. But if you are having them call through the CRM, through the database, when they leave the team,

Starting point is 00:14:07 you remove the access, you assign it to a different person. And now that phone number forwards to a different agent instead of that agent taking their whole thing on their cell phone with them. All right. So if your agents are calling on their phones, you're not building a business, you're building a liability team leaders. And if you're an agent, stop using that cell phone. Use the app. Okay. This one's fast. It's worth pausing for because if you are still calling and texting clients outside of your CRM, Sarah's about to explain why you're doing twice the work and building half the system. If you are coming from a space where you're using your cell phone consistently all the time, and it's so many agents do this, so many agents, especially if they're taking calls and things. They do this. Then you need to have the app of the CRM that you purchase with almost every well-known CRM has.

Starting point is 00:15:10 Yep, they have an app and you can make the call through there. And it will tell you that it's that person when you call them. make a note in the CRM for you if you call them. If you text them through the app, it's going to do the same thing. And so that is really important because you're going to burn out as an agent. You're going to hit a ceiling. You're not going to be able to grow. If you keep doing it the way with your cell phone and not giving it to the CRM to help manage and automate, eliminate, and delegate some of it. Your phone works, but your CRM works it better. All right, Let's pop over to Randy Bird.

Starting point is 00:15:48 Randy Bird is the host of the Like a Boss podcast streaming here on KGCI, Real Estate on Air. He's also a retired military member. Thank you for your service, Randy. And Randy outlines here what he calls the Rule of 200. It's simple. 200 people who know, like, and trust you. If you build that, you build a career. Here's Randy.

Starting point is 00:16:11 Yeah, number one's your CRM, right? We've got to get your database up to a manageable number that has a predictable ROI out of the database. That's typically around 200 contacts in the database that know, like, and trust you. So just very simply, number one, CRM. Make sure you know everybody in that CRM. And you could start with 30, but build it up with a focus of trying to get to around 200 is a good safe number for a database that's going to yield results from it. Make sure you have great contact information. By that, I mean phone number, email address, all the social media accounts, good ways to communicate, right, text message, those kind of thing.

Starting point is 00:16:50 And they're familiar with your numbers, whether it's your private cell or your CRM that maybe you're using, right? So there's this connected relationship of no like and trust. That's number one. Number two would be focusing on daily activities that add to that every day. So nurturing and taking care of a database that's already at 200 is one thing. You know, Sarah talked in that initial conversation about how you have to crawl before you walk, you have to walk before you run, it's okay. Start with 30, grow to 200. That's your ecosystem and your insurance policy. Now, if you've got that 200, now the question is, are you adding to it daily? And here's how Randy approaches everyday prospecting without scripts, without sleaze, just daily intentionality.

Starting point is 00:17:41 nurturing and taking care of a database that's already at 200 is one thing, but purposefully prospecting to add people, adding two or three or five people a day to that database, sounds easy until you do it every single day, right? Even adding one person a day will be child's play for most people for a week or two or three. But when you get beyond that, all of a sudden it's like, who am I going to contact a day?

Starting point is 00:18:07 I've already contacted all my friends. I've contacted all my coworkers. There's to contact everybody on the soccer team. And I'm like, where do you get your laundry done? Where do you change your oil? Do you wash your car? Are there people there? Or is it on your own?

Starting point is 00:18:20 Where do you shop? Do you recognize like a lady at the shopping center that's always the same checkout line that you're going through and all you know whereby is Betty? We could be purposeful about that and make sure we're adding those people to our database. So we're really getting the results from these referral-based relationships is what we're looking for, right? What's perfect about that is everyday errands, everyday prospecting, okay? If you're not adding, you're stalling. Now let's pivot to structure, right? Stuart Hisslop, he is the host, he's in South Africa, by the way. He is the host of the Simple Truth with Stewart

Starting point is 00:19:00 podcast that streams right here on KGCI, Real Estate on air. And Stewart has a strong take on using your CRM and calendar like a command center. And this is your operations plan. This is not an afterthought. This is a must listen. Leverage technology. Leverage technology like things like Google calendars, CRM packages to maintain your databases,

Starting point is 00:19:27 giving you reminders and so forth. Make sure that you leveraging that technology. It just helps you when you wake up in the morning and you just got this notification of these are your three tasks for the day. This is the time that you need to do it. You actually are controlling yourself and eliminating everybody controlling you. Real quick, because that's really important. Let tech lead. It's your morning briefing. It's your assistant. And it's your personal operations plan. And finally, a short but sharp reminder from Stewart, because let's be real. Sometimes the thing

Starting point is 00:20:05 killing your CRM isn't strategy. It's that damn dopamine, and here's what he's talking about. It's one that is extremely difficult, and the reason behind it's so difficult, is because we love it. It gives us dopamine, and these are distractions. Distractions is one of the areas that can knock a real estate agent, and in fact, are not an entrepreneur off their game. Dopamines like, let me just double-check social media. Three hours later, I'm still on social media.

Starting point is 00:20:37 Real simple there. If you're chasing the dopamine, you're probably not logging that data, right? So two things I want you to do this week. Reach out to five people this week, not because they're hot leads, but because they matter. And if you've ever worked with a service member or military family, now's the time to call them. Not to sell, but to thank them. And maybe, just maybe, serve them again. I'm E.

Starting point is 00:21:02 I'm E. Wheatley. This is Real Estate on Air Live. You can catch Sarah DeLanx, keeping a real estate. Randy Birds like a boss and Stuart Hisslop. Truth streaming right here on KGCI real estate on air. You can also take them and our dozens of hosts with you with our always free real estate on air mobile app for iPhone and Android. If you want always free real estate business building strategies on demand anytime, you can join the hundreds of agents that are using our free app each week to tune in. Now, let's bring in someone who knows

Starting point is 00:21:28 a thing or two about being in the military. She's a retired Air Force major. She is, Allie the agent everywhere on YouTube, Instagram. It's also the name of her podcast. You hear streaming here on KGCI Real Estate on Air. She's also co-hosts of the Agent Goldmine that she does with Shelby Johnson as well. Ali Garcet, thanks for joining us here on Real Estate on Air Line. Ian, thanks for having me.

Starting point is 00:21:50 I'm excited. This is going to be fun. So I am ready to do some myth busting. Did you ever watch the Discovery Channel show Mythbusters? I watched me too much. No, but I can imagine what it's about. All right, yeah. So basically it's two, you know, movie special effects.

Starting point is 00:22:07 people that would quash urban legends are there there to say they were right or they were wrong one of my favorite episodes was when they went through and they told you all the different ways that the guys from home alone would have died if they were actually going through that house it was a great episode uh but we're going to bust some myths about the VA loan alley uh for those i know i've helped clients in in the past use the VA loan it's it's an incredible tool for military service members and veterans that have been able to use it. But from your perspective, because you know quite a bit about this, what is the VA loan for those that have never heard of the VA loan? Okay, so if you've never heard of the VA loan, it is a loan for service

Starting point is 00:22:57 members and sometimes their family to be able to purchase a property. And one of the biggest differences between the VA loan and other loans is that you don't have to put anything down. However, there is a funding fee unless they have any sort of disability, then the funding fee is waived. The funding fee couldn't actually be kind of expensive. It could be like up 2%, up to 3%, really depends. And so it's to help military members, you know, purchase a property. Only two years ago at this time, you know, sometime in 2022, did they actually, the government changed the VA loan? to where the service members first purchase, if they have never used the VA loan before,

Starting point is 00:23:39 their very, very first purchase is now uncapped. It could be as high as, like, there is no more limit, federally speaking. The only limit that is placed on them is based off of them as a, you know, for financing, so for the lender, DTI. So for those, the agents that have never used the VA loan or never worked with a client that has used the VA loan,

Starting point is 00:24:02 that's okay. You know, like, everything is on Google. But also, like, a lot of military members don't even know, like, the benefits of the VA loan. So, like, don't feel bad if you don't know about it. If you live near military base, it would behoove you to learn what the VA loan is about and how, like, the specific ins announced because there are so many myths, which is the point of the, the point of this episode. We're myth bust and.

Starting point is 00:24:26 We're myth bust. And so, you know, one of the things that I, it always kind of, is faced with this question, by some military members, why use the VA loan over a conventional mortgage? Assuming that they were going to do not a full 20% down payment, but they were going to use basically a 5% federally backed conventional mortgage product, like the Home Ready. Why should those military service members use their VA loan instead? Yeah.

Starting point is 00:25:00 Yeah. The biggest reason would be because with the VA loan, you do not have PMI. So there's no mortgage insurance pre-note that anybody has to pay. So it's not only 0% down, no PMI, you know, unlike FHA loans, where they have PMI for the rest of the loan, the life of the loan. Like, what? That's crazy. And then also, you get lower interest rates just for using the VA loan. So it's like a triple whammy. It's super awesome. Another myth, too, is a lot of not only service members, but like agents too, people don't realize that you could have more than one VA loan out at once.

Starting point is 00:25:41 That's how my wife and I acquired seven properties. You know, like we've used the VA loan several times. And we always have two out at the same time. And so you can have more than one out at once. The first one is uncapped, you know, as high as you want. as how as you can afford to. And then any property after that has a cap for the county. So you can just easily Google, if you're a real estate agent listening to this, easily Google whatever county you're in, like Franklin County, 2025 VA loan max. And it'll tell you what the max is. So that way,

Starting point is 00:26:17 if you have a client that's coming to you and that has already used a VA loan and doesn't plan on refinancing or doesn't plan on selling, they want to keep that property, but then also purchase a second property using the VA loan, that's still okay. You just have to look up and connect them to a lender so they can do the math. It's not dollar for dollar. It's an actual formula that's kind of behind the scenes and kind of a little bit wacky. But very ballpark math, as long as the county limits is anywhere near the remaining entitlement that they have should be good to go. Even if it isn't, you can get a property that's mainly VA loan and then anything trickled over can be part conventional. and then they would only have to pay 5% on the remaining conventional part.

Starting point is 00:27:02 So a lot of ways. And that's why it's so important to get such a good lender that knows what they're doing. So I think the number one question to ask a lender to see if they actually specialize in the VA loan because a lot of lenders will say that they specialize in anything to get business. Be careful. Is not only, you know, like 4% is they max seller concessions that a buyer can get when using the VA loan. So a question to ask a lender to see if we get anything over the max seller concessions for a VA buyer, what do we do at that point? And just see what the lender responds with.

Starting point is 00:27:39 A good lender should respond with anything over that you negotiate higher than the 4% allotted. We can use that to pay down the member's credit card, to pay down their car payment, to pay down any other debt that they have. That is allowable with the VA loan, not allowable with all other loans. I can't speak for any other loan. I really just focus on the VA loan. So I know that that's not common. That is highly uncommon. That is highly uncommon.

Starting point is 00:28:10 When we're thinking about the VA loan, the other thing I hear from maybe some uninformed sellers when I'm presenting an offer from a buyer that has a VA loan is, isn't there some extra appraisal or something to that, What goes on after you, so you accept the contract contingent on financing, in this case, contingent on a VA loan? What happens next? Yeah, so that's another myth, a myth being that they, a lot of people used to think or I guess still think that the VA loan appraisal is just like the worst of the worst and they're so particular. I don't think that. With that said, I also have haven't done a crazy ton of conventional or FHA.

Starting point is 00:29:01 But in my experience, FHA was significantly more crazy with their appraisal compared to VA. The VA appraisals, if it doesn't come up, if it doesn't appraise, then they're going to tell you exactly what's needed. Or if it's like appraising upon, you know, certain conditions, it's usually not anything crazy. The, and that's also too where it would, it would be. on the buyer's agent, and it's on my checklist too, to make sure that whenever you're placing a property or your client is interested in a certain property, not only does that listing agent

Starting point is 00:29:39 just have it checked off as VA, but call the listing agent and make sure, like, have you actually run this with a lender? Can a lender lend on this condo? Can a lender lend on this manufactured home? because the last thing you want to do is trust the listing agent to have done their homework and then place an offer with a client thinking that they can purchase and then what do you know

Starting point is 00:30:03 the lender can't purchase on that condo or whatever it is. You know it's really important information there there's a couple good little tidbits there. Number one, buyer's agent, do your homework. Number two, the pitfalls of an appraisal

Starting point is 00:30:19 are still the pitfalls in appraisal. regardless if it's an FHA, VA, or a conventional. And if you're writing an offer, if the house doesn't appraise, because you've missed the mark on the value, you miss the mark on the value, and that's going to happen, whether that's an FHA, a VA or conventional. Allie, what are the other, what's the, when you think of the myths that bother you the most about the VA loan, what is the one myth that really just, just turns you loose? I have two last ones.

Starting point is 00:30:53 I would say the fact that people think that they need to occupy it for one year. And that's a myth because they actually ended up getting that from the FHA loan. In the VA regs, which everyone can look up, it does not have a minimum amount that the member needs to occupy. Of course, it needs to be owner occupied. And in no way am I condoning mortgage fraud. being someone that used to run felony level investigations, I would never do that. I used to run those investigations. So there's no, like in no world, is it even worth trying to manipulate the system in order to get a house when you could face prison? Besides that, a lot of people think that the member has to owner occupy it for a year. That's not the case. They have to intend to occupy for, it doesn't even say how long, for a reasonable amount of time. That's myth number one.

Starting point is 00:31:48 Myth number two is that the member needs to move in within 60 days. That's also false. Again, like, please look it up, like the Veterans Association, I think is what it's called, or just VA.org. It's everything is out there, not just from military members, for the public, for them to read. What they have in the reg is that the member needs to occupy it within a reasonable amount of time. They use the word reasonable. I think on purpose, you know, because sometimes, People get delayed in their orders. Sometimes people want to purchase a property before they actually have the orders. And in case no one has ever even heard of orders, orders are the piece of paper that the government actually tells you you are being forced to move now to Davis-Monton Air Force Base in Tucson, Arizona. And a lot of times, especially in certain career fields, you will not get your orders until two weeks prior to moving. And so it's just, that's how it wasn't my career field. So with that, said, there are ways, again, this is like one of the biggest benefits to work with a lender that knows what they're doing, that focuses and specializes in the VA loan. If a client is out in

Starting point is 00:32:59 Korea or Japan, which is what I've done previously, help them purchase, they didn't want to move from Korea over, or Japan to, you know, back to the States, take their R&R, see their family for the first time in, you know, two, three years, and then find a property. They wanted to have a property already done before all of that. So we used the VA reg and we were able to close in their house 180 days prior to, or close to it, prior to them actually occupying it. So almost like five months went by without, you know, when they purchased the property, but they didn't move in yet. And that is okay. That is allowed with the reg. So as long as you know the regs, you can play the game. You know what it sounds like to me, though? It sounds like to me that, uh, there,

Starting point is 00:33:47 is flexibility that exists in that VA loan to account for military members and those shifting needs that come up because well Uncle Sam sometimes has different priorities than the rest of us. 100% yeah absolutely. Allie thanks for doing some myth busting with us, busting the myths around the VA loan. Thanks for checking in with us here at KGCI Real Estate on air. Thank you, Ian. This was fun. Hmm. Do we have time for it? It looks like we do. It is time for real estate confessions. Your story shared with us via Facebook and Instagram. Drop them to us as a DM. But before we get started, we've got to get one thing straight. Real estate confessions features stories from the wild world of real estate. Names and details may have been changed to protect the innocent and occasionally the not so innocent. All confessions are shared in good humor and do not reflect the opinions of KGCI real estate on air.

Starting point is 00:34:47 its hosts or affiliates. No agent's licenses were harmed in the making of this segment. Enjoy responsibly. All right, time for real estate confessions. Because in real estate, truth is always stranger than fiction. I brought a projector to wow a seller with a listing presentation. Forgot the charger. It died on slide two. Right as I said, let me show you why I'm different. I once spent 20 minutes trying to open a lockbox before realizing it was for a different listing across the street. My client now refers to me as Agent Houdini. Walked into a showing to find the dishwasher had overflowed and the entire kitchen floor was covered in suds. My client said, well, at least we know it cleans. Sent a voice text to a buyer,

Starting point is 00:35:40 then realized I'd left it recording for five minutes while I was singing to my dog. They responded with, we'll get back to you after that Grammy nomination. uploaded photos for a new listing. One of them included me in the background holding a measuring tape and a slice of pizza. It stayed live for two full days. Oh, those were fun. Do you have a real estate confession of your own? Feel free to drop us a message on Facebook and Instagram.

Starting point is 00:36:09 We do keep it anonymous. Thank you to Allie Garset and Randy Bird for joining us today on Real Estate on Air Live. And thank you very much for your service. And thank you to all our military service members past and present. Also, thank you to Sarah DeLancig and Stuart Hisslaw for joining us as well. Next week on Real Estate on Air Live, we are going to be talking about video hacks for agents to help you unleash the power of Reels, TikTok, and shorts. I'm Ian Wheatley. This is Real Estate on Air Live. Be good.

KGCI: Real Estate on Air - The One Thing That Fixes Your Business: CRM Strategy + VA Loan Mythbusting

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