good morning good afternoon

good evening

wherever you are and whenever you're listening

I wanna congratulate

you on taking steps towards bettering yourself

in this game we call real estate

my name is Hunter Boyd

I'm the director of sales for the Share Rihanna team

and today we are joined by Cliff Saturday

he is the Team Leader

Director of sales of the Marty Hampton Real Estate Team

Cliff thanks for joining today man

thank you for having me cliff is not only a colleague

but he is a friend

and today we're gonna learn a little bit more about him

a little bit about the Marty Hampton Real Estate

and their success

and where we see triangle real estate going

over the next 6 12 months

even a year and five years

so cliff let's kind of start from the beginning man

where are you from what's your story

yeah so I am from Milwaukee

Wisconsin born and raised

moved here about just over three years ago

um I got my start in real estate pretty young

I actually kind of fell into it okay

um so I had a family friend who is a private investor

he had about 50 doors um

of you know

purchasing and holding and then a few

you know flip and sells

and they needed a project manager

and property manager for the um

properties he was holding

so I thought I can do that yeah

and I hated it um

so I was there for I just over a year um

and we are dealing with a lot of low income housing

like Section 8 HUD properties

um so just a little too heavy on my heart um

I'm a crier yeah

and I can't deal with that kind of stuff

so I you know

was just kind of pondering what I wanted to do next

and general brokerage just seemed like the right move

and I went to a um

pretty large firm um

there we have three locations in southeast Wisconsin

where I was a franchise operator

or operations manager for those three locations

and um

kind of that's where I got my start

and right after Covid my grandparents moved to Raleigh

and I kind of Okey dokey myself

and was looking at jobs and got in contact with Marty

and um

her partner Paul

and came and visited and moved down 2 weeks later

wow

so you came straight from Wisconsin to Marty Hampton

real state yes

yeah hey cool

very cool talk a little bit about um

like your your role with them now

you know I know your team leader

director of sales

I see you involved in buyer side and list side

to be honest with you you're all over the place

so talk to me a little bit about that

you know what's your day to day look like

yeah

so it's it's crazy

so I won I think um

I'll talk about a little bit the differences

I guess kind of where I came from to now yeah um

so I came from a traditional

like franchise setting

where there was just all independent agents

everyone was kind of for themselves um

the onboarding was

you know very different even just from the start

I was kind of just doing like

applications to join our franchise

and then they were on our way

on their way just kind of doing it

and it was a lot less competitive in Milwaukee

all same but

coming from there to a team setting was very different

because it's I have more skin in the game now

um there's really um

we have a lot less agents than I had about at my peak

I think we had 80 agents on our um

underneath our franchise which was good

um we did a lot of production

but it was 80 agents yeah

um so it's a little bit crazy but um

now we have about 30 35 agents on our team

um all going to one goal

yeah um

versus their kind of individual goals

so it's it looks a little different

so my day today um

I'm doing a lot of there's obviously a lot of fires

um through transactions and um

just kind of agent development

um we're dealing with

bunch of different kinds of experience levels

so we have agents that are

you know freshly out of their post licensing

and then we

have some agents that have been licensed for 10+ a year

so just kind of getting in step with

with those agents and it looks different with everyone

so just kind of navigating that on a day to day

yeah and that I've seen a lot of growth um

one in knowledge but even sheer number and of buyers

agents over there this year

um tell us what that process has been like

you know just finding the right ones

when you had to make sure they fit all right

they have the right mindset and things

um I've actually heard you doing some presentations on

like you know

when someone switching careers

you know great careers that have LED to great agents

yeah so talk a little bit about what you look for there

yeah so we went probably say a year and a half ago

two years ago we're

you know coming out of

you know the Covid era where

you know anyone could sell a house

anyone could help buy a house

but it's cheap yep

and so we kind of had a switch gears here

because the market I think last year I

we can all agree it was

whether you had a great year or you had a bad year

it was just a tough year yeah

in general um

so we had to

kind of look at what was good for our business

um as a whole

and that was recruiting for us was was a

a good move for us because the

just the agent like the per agent production

um I think across all teams is down um

and we have I have doors I have to keep open um

we are overhead every month

we have 10 staff members inside staff members

so there's

there's people relying on us as in leadership

support staff or even your agents right yeah

um just to make sure yeah

make sure their productivity stays where it's at um

and increase so we switch gears and um

the coaches that we work with

um we all kind of

you know navigate it towards just like keep recruiting

um our agents move our money we

I'm not in production Marty's not in production um

so if my agents aren't selling

we're not making money and that's

you know we have to kind of dig deeper with them

so when I'm looking for an agent

I think the biggest thing is where they're

where they're coming from

um now I think I have an agent

my top my top agent

um one of my top agents

she came actually came from radio sales

um and in her first year

she did in 26 transactions

um and yeah

and she but she plugged in

you know took the tools and ran with it

and then another

like a safe bet usually is a nurse or an educator um

cause they have that nurturing kind of bedside um

table manner so that's really interesting

really big for us to looking at

just kind of what their past career was

and just how they kind of operate

I actually met with a recruit yesterday

and they got license during Covid

and they had a really good year

their first year license

I think they did like 15 transactions

which isn't a lot right on a team

it's definitely a production game

yeah but for someone being first year

getting them to do over six is

it's great yeah

but I also take consideration it was a Covid

um licensee

yeah so it's a

it's a

was I think a little bit easier to sell real estate

um like 20 one twenty two

yeah and but then they fizzled out

and so when I you know

they're wanting to join our team and you know

I I can't just take anybody

it's just it wouldn't it's not lucrative for them

it's not lucrative for us

and I had to ask them like

what's what's different now

what's gonna change now that you um

so you don't piss a lot again or what that looked like

so I wanna just make sure I can concept with them

and make sure that they're

cause I can't I can motivate

but I can't give you motivation right

I can't give you that drive to um

wanna have those conversations that you have to have

and um

just doing the day to day as a realtor

I can't I can't put that in you yeah

so Marty Hunter

Real Estate has been in the market for many years now

yep

talk about sustainability and how you have seen that

either change dynamics whether you know

that they change with the times

or just the

cultural significance of being in a market

for that long and having that type of sustainability

what do you see as like a winning ticket for that

so I think to it's

it's interesting because we see a lot of um

I'mma come right back to that

but there's my point

there's a a lot of like new blood coming in

which is great and I

there's a lot of agents

and I'm watching and I'm keeping my eye on

because they're gonna be the next Marty

they'll be the you know

next Marty Hamptons in our in our market

but I do think one because Marty's been around for

you know 30+ years in the triangle

there's that like

that branding that just says she's a household name

there's a lot of realtors that do a lot of production

yeah but the

they don't like the consumer doesn't know who they are

yeah um

but if you you can go into any

pretty much any household in the triangle

and they've heard of martyhampton

so that definitely helps

her presence on radio has been I mean

for a long time

just even before social media was a big thing like yep

she was still household

because everyone listened to the radio yep

and she'll talk about that too

I think it's she has a message

you know well over

I'd say $2 million on

in radio advertisement over her career um

but that that has helped and it's

but it's now system where it's

now we're getting the return on it

and we she's obviously um

has always had a you know

great successful um career

but now we're really reaping the benefits of where the

you know her phone's ringing yeah um

and I think that's it's huge for us to stay successful

but I think also just adaptability um

with the markets and we put different people in place

like this is my position on our team is new since I've

I've started with them um

so it was it just kind of changing cause the way that I

I'm obviously I've have about 9 years experience in

in the industry

and I just have a different look on things

and Marty and it's great

cause like me and Marty always shock

like we don't always agree on things

but I don't wanna have to always agree yeah

I think that's important too

if we agreed on everything

I feel like nothing will get done

or nothing great will get done

but if we can kind of have different views on you know

there's 100 ways of skin a cat

and if what might work for Marty may work

for me what works for me may work for Marty

but there's that collaboration there

and they think that's the biggest pieces

just having that unity across our leadership team

yep I see that even on the lone side where

you know we're all in sales

and we all have different sales tactics

sales style yep

and while you know

we won maybe a match for one client

I may be of the worst nightmare

for someone who needs someone that

slow and steady with the numbers

and you know

I'm more of the excitement like

oh my god

you're about to buy your first investment property

oh you're a first time home buyer

that's our building equity

you know that's just

that's more my speed that's more my personality

but we have other members on the team who are just very

chill very low key

and that has helped a lot of buyers who are that more

that type so I completely understand that

from perspective will

tell us a little bit about leader

involvement with your agents

and you know

I'd love to hear a little bit more about the

you said 10 uh

sport staff that you have isn't well yeah

their roles and yeah they uh yeah

so we I think we kind of have a unique um

setup over at our team I know there's

you know every

pretty much every team has

is gonna have transaction coordinators

um and they'll have

you know like a listing coordinator

but we really kind of

created a plug in play situation for agents that

are productive or that they want

they want productivity um

and I think every salesperson they

you know they're yearning for that um

but we have A1 marketing department

our director of marketing is honest

I'm obviously gonna be a little biased um

but he's probably the best in the triangle

he rock um

he can do literally anything um

I I'm very much of a I try not to dump on him

but I do have ideas and

but he really if I same thing with Marty

if we have we were like

we're very it's 3,000 foot view

yeah

and he can bring it in and he can execute it and I had

um there's obviously

some stuff going on with NAR right now

yes and we'll probably get into that um

shortly and um but I

we had to do some stuff with our buyer presentation

and I sat in the conference room

I'm very much

I needed in front of me on paper and I took the

I shredded the camera

I got everything cleared out of the conference room

and I laid out probably 10 different

bio presentations that I had

you know from previous

from colleagues

from different teams across the country

and kind of Mod Podge this crazy

by our presentation together

and I just got the email actually

right before I pulled up that um

he had that done and I gave it to him last week

so he's just he's on it um

so that's huge for not only our branding

um for Marty um

but for agents as well so if they have any

any digital ideas any video ideas

any print marketing postcards

whatever that looks like they just submit a

like a media request

and he meets with them and then executes it

and then they get to put it out

and get their name and face out there as well

that's awesome yeah

and then our listening our transaction department

they pretty much you if you're a listing agent

you go and you get the agreement signed

get all the appropriate documents in turn it into them

they they take it from there

they get it all the way to active and then um

from you really could kind of step away

from the transaction if you wanted to

I don't recommend that but um

you you could if you wanted to

and then once it goes under contract um

our closing staff

this say you'll have the same TC throughout the whole

um transaction will take it all the way to closing um

they're all licensed Realtors

so they'll do all your negotiations for you um

for due diligence and then everyone closes

and we're happy when we get paid

and onto the next one here we go

it's awesome yeah

alright so Triangle Real Estate

it has been we have seen

years where we've had over 20% appreciation

some years

we've seen years we've been through seven and a half

8% interest rates together

yep just seen a refinance boom and

you know

people cashing in on the equative gain in their homes

using that to buy other homes

talk to me about triangle real estate

you're just perspective on it from a director of sales

or team leader opposition

and where you see us going

yeah so I think this year

well one

I think with were in an amazing election year

we have two great candidates

and

the so I think it's going to get

I think our it's a production game right now

yeah um

I do feel like we are going to slow down um

as we approach the election

um but I do

in regards like appreciation

I think it's gonna be

it's more of a fair playing field right now definitely

I still think it's property to property

which is um

I think I'm a little bit newer into the Raleigh market

so like I'm past three years

I really you know

not aware of you know

what was going on but from I think the

you know market that we had the last year

and it was changing every two minutes

I think we're more on a steady pace

yeah um

but I do think we still have stopped working against

salespeople yeah

um and getting them to

I was just um we

I think we're just talking about the

or maybe I was listening to something

you were talking about um

about the interest rates yes

they're so high compared to Covid

that's right that aren't real

those aren't real

they don't keep the even keep those in my brain hundred

um yep

those are hundred year lows

and yeah yep

so the getting just getting buyers to be okay with

with ref financing and you know

think we have an amazing lender partner that

you know will do those refines

notify you when you can refine and

and then all is good because right now

I think the appreciation rate in Raleigh

it's yesterday is still gonna be the best day to buy

yeah always

and I think forever it'll be like that yeah

I mean

state politics they

have made it very beneficial

for big businesses to move into the state

and businesses bring people and employees

employees bring families

and so those family needs home

need homes and I completely agree

yesterday was the best day to buy real state

but you know

today is better than tomorrow

so if you can get someone in to a home right now

allow them to experience appreciation

allow them to see uh

for the first time for a first time home buyer

appreciation

working in their benefit than working against them

every year that you know

a first time home buyer puts off buying it

for another year they're now

accepting that they're gonna pay more next year

than what they're paying for this year

in the same house um

so allowing a first time home buyer to experience that

I think really educates them because I think

you know you guys do it as well

but we do the annual check ins

we send our clients you know appreciation calculator

hey look you know

your homeless estimates have gone up this much

I'm a past client of the share reality

that's how I was introduced to them

I still get my updates on a monthly update of hey look

this is where we think your equity is right now

I know y'all guys do very similar things

where you check in with your past clients

and touch bases yeah

you know

you wanna make sure that at the end of the deal

they feel like they still have a relationship with

Fires Agent

just like with a lender and when they feel that way

they experience something

um that's more than a transaction

and so now

they have somebody to come to

when they need advice in the future

and if they're looking for a home equity liner

they're looking to buy an investment property

they have someone already in mind

and we tell our clients all the time

you know at the end of this deal

if you're talking to somebody

and they're considering buying a home

we want their response to be holy hell

I've got the right person for you to talk to

and I know that you guys have the same mindset as well

which is I think why we work so well together um

next season of real estate in the triangle

I think is gonna be an interesting one

depending on when we can get a rate cut um

but we will see either like you'd mention

there is something happening in November that may

sway things one way or the other

but um yeah

anything else you wanna share

yeah I think um well

I think going forward just some advice

I maybe some advice to agents out there is

and you just said it like make sure that your

your transactions are not transactional yeah

these we're going into a relational um

season in real estate come August 17th um

when you know

I do not think your world is gonna flip over

if you're working

and you're having those conversations

and you're talking to people about real estate

and you're you know showing your value

um you'll be fine just keep working yeah

keep talking to people it's

it's similar to what we experienced in 0

9 and in 2010 you know after the 0

8 crash

and also even with interest rates when they were at

you know when they hit 7% for the first time

this is the second summer of 7%

we even came real close to 8% last year um

and something that you know

Sherry really drove home to all of us on the team was

we are not the only people dealing with this

every other lender

out there is dealing with the same thing

and just like you know

coming up next 45 days or so with you guys

you are not the only agent dealing with the changes in

yeah with it that's happening in your field

every other agent is feeling this

everyone is gonna figure this out together

there will be an established new normal that comes

and it's just gonna take some

a little bit adjustment period

but those that survive will thrive yeah

well and that's the thing I we just got the um

we just got the documents for the

the new neck rack documents yeah

and there I like them

I think they explain everything a little bit better

I think it's going to be a change um

but change is good and now I mean

we have agents like we

we as an industry set that 2.4% standard for buyers

agents and now I have agents that are

now it's your destiny's in your own hands

if you can get three and a half percent from a buyer

go get three and a half percent

but you better have the value behind it

and you better create that relationship

exactly right so that's good

that's good cliff thanks for being on today

this has been mortgage mindset

if you would like to be a guest

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