Episode 32. Real Estate Transactions with Amanda Romeo

The episode features a conversation between host Hunter Kelly and real estate expert Amanda Romeo from Game Changer Realty. They discuss Amanda's career transition, the intricacies of real estate transactions, the importance of relationships in real estate, tips for sellers to make their homes marketable, the importance of home inspections for buyers, and the impact of a recent lawsuit on real estate commissions.

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Transcript

Speaker 7: 0:01

And welcome back to another episode of Retire Early, Retire Now. I'm your host, Hunter Kelly. I own Palm Valley Wealth Management. And today we have a special guest, Amanda Romeo, with Game Changer Realty. we talk about all things real estate transactions from buying and selling. So if you're in the market for one of these transactions, it'd be a great listen for you today. If you liked this podcast, go ahead and leave a five star review on your favorite podcasting app and share this with a friend, especially if they're in the market to either buy or sell a home. And if you've also been liking these, uh, guest podcasts, go ahead and reach out to me on Instagram at Palm Valley Wealth Management and, uh, would love to hear, uh, any ideas or questions that you guys have that we can talk about on the podcast, uh, get you guys more involved. let me know what you think. And, uh, here we go.

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And welcome to episode 32 of Retire Early, Retire Now. I have Amanda Romeo with me today. And so, first of all, I just want to say thank you for joining me, Amanda. I know the first half of your year has been super busy with having your second child. and buying and selling a home. Also, changing not careers, but changing companies, within kind of your career of real estate. So I've been super busy, so I'm glad you're here to spend a couple of minutes with me to talk about real estate and hopefully it helps out the listeners. But, anyways, why don't you tell the listeners about yourself? How'd you get into real estate and, the current state of your career and all of those things.

Analogue 1 + 2 (Focusrite USB Audio)-1: 1:50

Hey, Hunter, thank you so much for having me on. I'm so excited to be here. Yes, things have been a little bit crazy the first half of the year, but I'm really excited to start fresh and, and come with new ideas and kind of rejuvenate my career a little bit. So I started real estate in 2014. I've been selling houses for about 10 years and recently I was, I kept feeling this pull to do something different and I wasn't really sure what that meant because my passion is in helping people through real estate transactions. One thing led to another and I started working at a different brokerage where I took over as the managing broker and I'm now helping other agents pursue their dreams that were so similar to mine years ago of helping people buy and sell houses.

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And what's the name of that brokerage?

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that brokerage? Game Changer

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And, what areas of Jacksonville do you guys mainly focus?

Analogue 1 + 2 (Focusrite USB Audio)-1: 2:50

So Game Changer Realty is located on San Jose Boulevard in Jacksonville. So we do a lot of business in South Jacksonville as well as North St. John's County. Uh, there is some business out in Orange Park, Fleming Island area, but mainly South Jacksonville and North St. Augustine.

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so what about this brokerage firm, attracted you to joining, you're previously with a large firm that does really well. obviously the, the new firm. Had some attractive benefits. And so what was that?

Analogue 1 + 2 (Focusrite USB Audio)-1: 3:22

Yeah. So I was with my previous brokerage for 10 years and it was one of the bigger brokerages in town and I absolutely loved working there. one thing that really drew me to changing, Things up was the ability to influence newer agents. It's such a saturated market and it's, it's nothing like what HGTV depicts. So it's really. Interesting watching new agents get started and seeing that they don't always have the guidance that they need. And so we, my, my partner started Game Changer Realty to be able to guide these newer agents into production as quickly as possible. So. Sometimes as quick as 60 days, just to be able, you know, let them get their feet wet and, and raise up the next generation of realtors. You know, we're always supposed to steward those that are behind us and those that are next to us. And this really gives me the opportunity to do that.

Analogue 1 + 2 (Focusrite USB Audio): 4:22

from the outside looking in, obviously real estate looks like a very lucrative business. And so I guess what got you into real estate initially? was it just your wanting to change careers or was there something more specific? What got you into real estate?

Analogue 1 + 2 (Focusrite USB Audio)-1: 4:38

Yeah. So I was 25 when I started real estate. I graduated college in 2009 and the economy wasn't that great. So at the time I, you know, I took the best job that I could find, but I knew that it wasn't really my lifelong passion by any means. I grew up. Moving a lot. My dad took a lot of different promotions and that required us to move throughout the nation. And so we moved a lot. And I watched my dad and mom make money through selling real estate. And so that kind of piqued my interest and also my passion. Father was in corrugated sales. So I watched him do sales at a high level in a different industry, and I always joked that I would never be in sales because I didn't like watching what he did. it turns out I just had to find something that I was passionate about and, and suddenly sales became a lot easier that way.

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Now that I have kids and I'm sure you're realizing this as well, everything's a sales, no matter what you're, if you're trying to sell your kid on why they need to go to bed on time, why your client needs to, do this particular transaction or, anything about finding everything sells. So,

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Everything is bargaining and everything in life is a bargain. That's right. Yeah.

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right. And so, going back to my previous question, um, obviously you see these gurus on the internet and say how great real estate is and how lucrative it can be. And there's a thousand different realtors in a square mile. Um, but when you really dive into it, real estate is a grind. You guys, you make a transaction, um, hopefully that person in five to seven years will come back to you and, and do that transaction again if they need to move or, or what have you. Um, but. But you start from zero every time you have a transaction and you got to go find another client. And to me that, I don't know how you do that. That's very difficult. And so what keeps you going and what do you like about real estate?

Analogue 1 + 2 (Focusrite USB Audio)-1: 6:40

you like about real estate? A no is either a no, not right now, or one no lead you closer to a yes, because it is a hustle. It is a grind and you have to build that pipeline. And if I've learned anything, it's that you just never let the foot off your foot off the brake on that pipeline. And as long as you just keep, keep going and keep pushing, it will continue to grow. And so that's, that's my favorite thing about it. You know, I think that, A lot of successful real estate agents will tell you that they've built their business off of past client referrals and, and repeat customers. And so really having the systems in place and the models in place to be able to stay in touch with these people, systematically follow up, whether it's phone calls, birthday cards, talking to them on social media, how do you stay relevant in a market that's so saturated? And, um, You know, really love on your people, just love on your people and trust that they're going to come to you when the time is right. And that can only happen if they're hearing from you regularly now. And, um, so yeah, you know, I really enjoy taking those people that, that may not have been such a warm lead and cultivating a relationship with them, forging a path. And, you know, a lot of people start out without. Knowing me or me knowing them and you forge that path and really treat them like your person and ultimately it pays dividends

Analogue 1 + 2 (Focusrite USB Audio): 8:16

Yeah, what I'm really hearing here is that you provide a great level of service and you keep keep in touch with those people after that. And so I think that is an uncommon, um, level of service among a lot of realtors that I've kind of dealt with over the years. And you definitely stand out. And so for full disclosure, I've used Amanda a couple of times for some real estate transactions and, um, her ability to take notes and pay attention to detail, um, has exceeded some of the other types of real estate transactions that I've dealt with without her. being able to give that level of service and have that value, um, Um, and then also on top of that, some just knowing her throughout the years, I'm hearing about some of the negotiation tactics that she knows because she knows real estate very well through her number of years of experience and studies and all of that, um, really lends to, how valuable a realtor can be. And that kind of leads me into to my next question and I've kind of alluded to this a couple of times. if, if someone says they need a realtor on Facebook or, or mentions it at a cocktail party, it seems like everybody, everybody's cousin or brother or aunt or uncle is a real estate agent. And so how to, how does someone that, that doesn't know a realtor, I guess, Doesn't know a realtor right away. How do they know the realtor that they're picking is a full time professional, not a part time realtor or, or kind of a bad apple? Not a bad apple, but kind of

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hobbyist,

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if you will. Yes. They're not just trying to collect the commission. How are they adding real value and how does the buyer or the seller know that they're getting a good deal?

Analogue 1 + 2 (Focusrite USB Audio)-1: 9:57

So I think a lot of that comes from just talking to the realtor, you know, certain things you can look up a list of questions on Google to ask your realtor. And sure, those are great questions. And you definitely do want to ask, are they a full time realtor or a part time realtor? You want to know these things, but ultimately Relationships are what forged the future. And so really seeing if you connect with them and not only can you connect, do you connect with them, but you're looking for someone that also understands the market. Can they tell you about what the market statistics are? Do they know what the days on market in your neighborhood is? Uh, do they know the average sales price in whatever county you live in? Things like that really make a difference because your hobbyist Realtors Typically don't haven't taken the time to know those things. It's not their career. It's not what they do every day. So Any any realtor that's doing it full time will have a value proposition of what they bring to the table That's different than everybody else. So listening for those factors and trying to just Make sure that it's a good fit because I might bring a great value and I might be up against another realtor that brings a great value, but who do you connect with on a deeper level? Um, you know, a lot of, a lot of times it's just connection and who do you feel comfortable with? It's, it's the biggest transaction in your life. So ultimately. You have to be comfortable telling your realtor things that you may or may not tell just, you know, everybody in the general population. So you really have to trust that person and trust that the value they bring is worth the cost.

Analogue 1 + 2 (Focusrite USB Audio): 11:43

Yeah, of course. And you, you took the words out of my mouth. It generally is the biggest transaction that anyone's ever going to make in their lifetime. so adding, adding that value and then also more importantly, like having that trust and I relate it to my business, right? A lot of financial advisors do a lot of the same things and, it may not be the biggest transaction in their life, but they're giving their life savings to somebody to potentially manage and make sure that it's tax efficient and all these things that financial planners do. and at the end of the day, you gotta be able to trust that person and know that that person's going to do right by them. And so you touch on a few of those things. So let's go through the, the different types of relationships you can have with clients. And really it's, it mainly it's the two, either you're listening and you're trying to sell a home or you're working with the buyer to find a home. And so what is the process of hiring you as a? seller agent look like and what type of things are you providing to the client outside of just putting the, the sign outside and saying, Hey, my house is for sale,

Analogue 1 + 2 (Focusrite USB Audio)-1: 12:48

Right, right. So, I always tell people that anybody can put the sign in the yard, we can all put the lockbox on the door, we can all put your house in multiple listing service. Okay. That's pretty much your, you know, your basic run of the mill realtor. We can all do those things. Uh, typically I will say I customize it based on each house. Every house is different and needs different things. So it all starts with a meeting. Let's go through your house together. Let's look at the actual asset to see if there's things that we need to change. Depending on what that looks like, we might end up bringing in, repair people, whether it's carpets or painting, things like that. we might bring in stagers, we might bring in someone to organize. Maybe you just need decluttered and you need some of the, you know, some of your items put away. So we'll walk away with the checklist, if you will, of things that need done to get your house. Then we'll take professional pictures. from there, there will be a sign on the door, a sign in the yard, a lockbox on the door. We will put your house in the multiple listing service. From there, we begin marketing. As you guys know, social media is huge with marketing. So, any realtor is going to be out there on social media. You're also looking for the agents that make the personal phone calls. That could be personal phone calls to people they know, it could be to agents they know working in the area, it could be to apartment complexes nearby that would typically have renters that may be looking to buy a house. So really actively prospecting for that Potential seller to be able to capitalize on the best price and get them what they need from there The you know The process continues until eventually we find a buyer and go under contract and from there a lot of people think that it gets quiet And your realtor doesn't do much Till they get to a closing table and get a big check, but it's totally you know There's so much going on behind the scenes that your realtor is working on that um You know, I won't bore you with here. Just know that we are, we are working diligently to make sure that you get a check at the closing table.

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check, at the closing table. Yeah, so, so normally, so, and I guess maybe realtors can, I don't know if get away with this is the, the best term here. But like, so obviously my relationship with clients is ongoing. So those things that I'm doing behind the, behind the scenes. The scenes I have to, I call it the dishwasher rule, and it's not a novel idea that I came up with. But, things that I'm doing behind the scenes, I try to tell clients, Hey, this, this is what I've done the last couple of months, right? These are the things that we're working on so that they, they know, right? So I don't necessarily think you would bore, bore people with those types of details. But one thing I have noticed, in talking with some people that used to live outside of the state is that the realtor actually has a lot more hand in the, the closing itself because, I guess in other states, the attorney kind of takes over everything. Like once you get to the closing table, the attorney's like, They take care of it. They, they do all the, but here in Florida, it's a little bit more lax. So the realtor actually has to have more knowledge about that. So I guess, can you talk on that a little bit on some of those things that you are doing to get to the closing table? because I just think that people don't know what they don't know.

Analogue 1 + 2 (Focusrite USB Audio)-1: 16:11

just think that people don't know what they don't know. You're right in, in terms that here in Florida, we deal with title companies. a lot of title companies do have an attorney on staff. However, the realtors are very much hands on in the process and it could be, it, you know, every transaction is different. That's one thing I love about real estate is that it never looks the same. So during that quiet process, it could be negotiating repairs. It could be that we've got liens on the house and we're having to work with, with the proper parties to get judgments obtained. It could be that property taxes haven't been paid. It could be totally fine and there's nothing wrong. Uh, there might be survey work showing boundary lines of what the property looks like. All the while there is the lender where, you know, assuming that it's a, a finance transaction, the lenders in the background doing all kinds of stuff that the realtor a lot of times is assisting with, whether it be getting documents from a client, uh, you know, from the buyer to help them navigate through their process, or it could just be obtaining updates to be able to keep your side of the deal up to date. You know, there's, there's. At any given time there's six or seven people involved in the closing process and everybody needs to be on the same page to get through to the closing table.

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closing process and everybody

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inspection. Right.

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be on the same page to get through to the closing page. Having someone to one, keep you accountable for that, but also giving you updates on the things that maybe the, seller doesn't have expertise in and knows how to do, can certainly be a value. And so before we jump into the buyer relationship, someone that thinks is thinking about selling, maybe in the over the summer or what have you, what are two or three things that they can do to make their house a little bit more marketable?

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So again, I think it depends on the house, but if you're doing things ahead of time before speaking with a real estate agent, it's always good to have a fresh coat of paint inside and outside if it's needed. Depending on what your floors look like, you could always put money into upgrading floors. And I like to tell people if you've got carpet in the bedrooms and the carpets been ruined by the dog, Go ahead and just put the same carpet down or, you know, choose something that's neutral that, uh, that appeals to the masses, but you don't need to necessarily go out and spend a ton of money on an investment that you may not see back.

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that you may not see back.

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We're more just worried about making the house more marketable to, to the, to the masses. And then the biggest thing I tell people, you know, people live in their houses for years at a time. So especially if you've got kids, you've probably accumulated a lot of stuff over the years, so. Start cleaning out, start cleaning out your closet, start organizing, take down your family photos, make the house appeal to more people by them being able to envision themselves living there. And they can only do that if it looks like a show ready home. There's a reason that model homes sell faster. There's a reason that buyers walk in and fall in love with a model home because they can envision their lives. So, really just organizing and getting yourself show ready is, is the biggest thing. And I've got resources for that to, to help people as well.

Analogue 1 + 2 (Focusrite USB Audio): 20:01

Awesome. Awesome. now let's jump into the buyer relationship. Obviously, it's a little bit different because you're probably running around trying to find listings and driving them around, or they're following you around, I guess, and, and looking for houses. So, so what does that look like, at least in the Northeast Florida area and, how can a realtor add value outside of just knowing the listings?

Analogue 1 + 2 (Focusrite USB Audio)-1: 20:21

can a realtor add value outside of just knowing the listings? We definitely, you know, if they're using a mortgage person by getting a loan, we need to speak with a mortgage professional before we start anything because we want to know how much they can afford and then let's, let's look at their wants and their needs to see if it fits into what, what their budget is. Of course, we can go through the multiple listing service, we'll look at any houses that are actively on the market. If we find one great sometimes we don't so if we don't that's where it really comes in handy to have a realtor that is well connected and Being able to talk with other realtors, you know, like I said, I've been doing it for 10 years So I I have quite a large realtor network in Northeast, Florida Being able to have those conversations with other like minded individuals so that we can match people to properties. And, you know, a lot of times they might be working on a listing that they're not sure where their buyer's coming from. But I know where their buyer's coming from. Uh, same with, uh, talking with people, the neighbors in general in that area. You know, a lot of times we will door knock or we will, if we've got their phone numbers, we'll we'll give them a call. We might send them a mailer of, you know, Hey, I've got this buyer that's looking for a house just like yours. What, you know, are you considering selling? So things like that, that really allow a realtor to shine and get through the, you know, find that the right house. And then once you find the house, it's all about negotiating. I, I am more of a win win type person. I don't necessarily like to steamroll either side. I don't really want to be that bulldog that, that steamrolls the seller or that my seller gets steamrolled because, you know, we let a buyer take advantage. I like creating win wins because ultimately that's how people are happy. So a lot of times with negotiations, that's where someone that's done it for a long time is able to step in and really take the reins there and get you Top dollar or get you a decent price while also still creating a win on the other side And then from there we're back to the races of a lot of behind the scenes stuff going on with inspections and whatnot on the buyer's side inspections are even more important because they're the ones that are, Assigning the inspector they're getting things scheduled. They're getting the inspection done. They're going through the report They are sending that over for for evaluation by the other side A lot of times the both agents, both the buyer's agent and the seller's agent might work together to get, uh, estimates for a septic tank that needs pumped or, you know, whatever that situation might be. We've got everybody on both sides working together, again, trying to create that win win.

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Yeah and I think the demographic that listens to this podcast is probably either hasn't bought a house in a very long time or has never bought a house. why don't you tell everybody how important the inspection is? Because a lot of times I hear about them getting waived and things of that nature. And so, um, what goes into the inspection? Obviously you're not an inspector, so you're necessarily, uh, an expert in the fine, fine nuances of the inspection, but you understand how important it is.

Analogue 1 + 2 (Focusrite USB Audio)-1: 23:57

it is. You know, full disclosure, I always tell people that in Florida, the majority of inspections are optional. They are not required. However, for peace of mind, it only makes sense to get a home inspection. You're spending hundreds of thousands of dollars on a house. An inspection on the expensive side would be a thousand bucks. It's typically about half that. Just to have the peace of mind of, of what's going on in the house, you, you need to know. a lot of times we'll have buyers waive their rights to asking for repairs. But still have an inspection that to me is a little bit at least at least they're knowing what they're getting into

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Yeah, they know what they're buying the house for. They know I got to replace some, some singles or get an AC unit. What, whatever it is, I know the cost versus. Getting in there and have another 50 grand they have to put into the house so that they weren't expecting to put in. And so, um, so if you have not bought a house before or yeah, please get a home inspection that can save you potentially hundreds of thousands of dollars, depending on how old the house is. And like, if you didn't know, you'd need a new roof. That's the big thing in Florida right now, all these homes that are aging and insurance companies saying, Hey, we're not going to insure you. Um, and so. Making sure that you get that inspection to know what your all in cost is not just the cost of purchasing the home right and so so let's transition into the National Association of Realtors lawsuit. We talked about this a little bit on my last episode with our mortgage broker. His views were, for at least from his side, it's not going to change much. Obviously, everybody has their opinions on it, but, um, One, give me your perspective of what the lawsuit is saying and then two, like, how do you think it's going to affect realtors, I guess, in the short term, but also in the long term?

Analogue 1 + 2 (Focusrite USB Audio)-1: 26:02

Okay, so the quick overview, the lawsuit itself is 108 pages, so it's very robust. It covers so many different things. The main consensus of what's happening is. Real estate has to be fair for all parties, sellers and buyers alike. So with that, the main change that's happening for us is that compensation will no longer be offered in the multiple listing service. That doesn't mean that we won't get paid because we will. It's just that we have to be more creative on how we're getting paid. Sometimes the seller might still be choosing to offer a buyer's commission. Sometimes they might not be. We might have to factor it into Pricing as far as how we're going to to get commissions paid But ultimately it's making the playing ground more fair for both buyers and sellers alike Because it's no different than your accountant or your hairdresser or your financial planner If you're to walk into any of those services You, you receive a service, you pay for the such service. That's exactly what's happening in real estate. Now instead of just sellers having to being quote unquote required to pay a commission that is then split with both agents, instead they have the option of paying their commission and then the buyers also paying their own commission.

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So what does that look like from the seller standpoint if they're not disclosing it on the MLS? That, well, they're, they're not disclosing it. The buyer agent know if, if their, that compensation is on the listing or like, how does that work?

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does that work? I can't

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Can they disclose it? If you call, like if, if you're the buyer agent and I'm the, the seller, can you call me and say, Hey, is there any commission being to the,

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the Yep. So that's, that's basically what's happening is you're having to call the seller's agent to figure out if that seller is offering a commission, how much that commission is. Commissions are negotiable. They're negotiable for seller. They're negotiable for buyer. They're negotiable in all the states. So uh, that's mainly what the lawsuit came about is that somebody felt that the commissions were not negotiable and they were not fairly disclosed. So that's basically the main gist of it is that we have to make sure that everything is disclosed and everything can be negotiated. So that's why they're taking compensation out of the multiple listing service because a seller. It might be day one on the market and a seller says, I'm not going to pay for a buyer's commission, a buyer's agent's commission. Well, on day 60, when their house still hasn't sold, all of a sudden they might change their tune and they're offering X percentage. So, um, having those conversations and being in communication with those realtors. I think it's, it's, it's challenging. You know, things are different for realtors. This is something that we've never had to do in the past. And with that, you know, with change comes adversity and, you know, It will, it will weed out back to the value proposition from earlier. It will weed out those that are part time. It will weed out those that aren't serious about their real estate business. Because at the end of the day, none of us in any profession can work for free.

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work

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So really just allowing us to, to better do our jobs and to educate our sellers that it's still in the seller's best interest to offer some sort of compensation to the buyer. And it's then the buyer's choice of whether they use it towards their closing cost or paying their realtor, or maybe they take it off the price. You know, those concessions are still important because. A lot of by the biggest concern is that buyers, especially first time home buyers might have saved up. We'll call it 10, 000 and that's their down payment and their closing cost money. They need a real estate agent, but don't have the money to buy it to pay for an agent. So how can we combat that? Well, sellers are still going to have to help in some way or They just don't sell their house, you know, and then it all of a sudden their buyer pulled windows down by, we'll call it half. And that's a detriment to them as well. So I don't think sellers are off the hook from paying both sides of the commission, nor do I think that buyers are off the hook for getting a service for quote unquote free. I think we have to meet in the middle of somewhere.

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the And, uh, the, the thing that I'm hearing, I heard it last week and just reading and talking to other people is. Um, the realtors that add the most value are going to continue to get paid their fair rate and the ones that are not will probably not be realtors anymore. And so, um, like I probably sound like a broken record, but same thing in my industry, there's always a big impression about commissions and what planners are charging and all of this. And if you're adding value and you can show that value to the client, then they're going to continue paying for what you're worth. So, um, No, that, that's a good perspective and, and so, uh, I really appreciate you coming on today. Hopefully, everybody has found this valuable. I certainly did, um, and, and hopefully we can do this again soon, but, um, go ahead and tell people that, are in the Northeast Florida region where they can reach you if, if they're looking to do some sort of real estate transaction and the best way to do that.

Analogue 1 + 2 (Focusrite USB Audio)-1: 31:45

Yeah, I would love to talk with you about your real estate needs. You can find me on Facebook, Amanda Romeo at Game Changer Realty. you can always give me a call or a text,(904) 525-5013 or my email address is amanda l romeo@gmail.com. I'd love to talk with you and see how we can plan your future real estate needs.

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can plan your

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This podcast is for educational purposes. Only this podcast is not meant to be financial or investment advice. If you would like help on your specific situation, please reach out to a financial legal tax or insurance professional. The opinions expressed by Amanda Romeo. And game-changer Realty are not reflective of the opinions of Palm valley wealth management. This is for educational purposes only. And please keep Palm valley wealth management in mind when making your financial planning. Considerations.