Michael Valencia – Systems and Core Values

Lindsay Favazza: Welcome to the Agents Who Crush It In Real Estate Podcast, where I bring you the stories and insights from top-performing real estate agents across North America. Today, I’m thrilled to be interviewing an absolute rock star Realtor, Michael Valencia. Mike is a licensed realtor and a top producer with Lamacchia Realty and resides down in Florida, as well as he is a top 5% realtor in Broward County. He is not just a realtor though. When he isn’t selling homes, he is an active duty Coast Guard military service member.

He has consistently delivered exceptional results for his clients, earning him a reputation as one of the most trusted and reliable real estate agents in his region.

In this episode, Mike is going to share his journey from rookie agent to top producer, the secrets behind his success and how he manages to juggle wearing many hats in his life, including Coast Guard service member, husband, father, and of course, top-performing realtor. Whether you’re a seasoned agent looking to take your career to the next level or a newbie trying to learn the ropes, you won’t want to miss this episode. Without further ado, welcome to the podcast, Mike.

Michael Valencia: What an intro, Lindsay. I got goosebumps listening to that intro. Thank you very much for that warm welcome. I appreciate it.

Lindsay: There’s so many things that I can say about you, I could have kept writing and writing, but that it would have been all me and not you, so I want to get right into it.

Michael: All right, sounds–

Lindsay: First and foremost, not to embarrass you because I don’t want to do that, but you’re kind of a Superman. You do a lot of stuff. We were just even texting the other day and you mentioned like, “I didn’t get a lot of sleep last night.” I don’t know how you juggle it all. Why don’t you tell us, what are the things that really drive you? What drives you in life to do all these things, and to wear all these hats, and to be good at everything you’re doing?

Michael: Honestly, it’s just setting goals for myself. I, from the very beginning, when I first joined the Coast Guard, my goals were to join aviation, start flying. From flying, I was learning my job, how can I be the best mechanic that I could be? From there is, learning how to be a flight mechanic, how to be a good husband. When I became a father, how can I become a great father? Of course, it’s a lot of pressure that men feel when that happens. That’s honestly, what drives me, just to continue to set more and more goals for myself and keep pushing myself to see if I can reach those goals. So far, I just keep going after them. [chuckles]

Lindsay: How do you do it? How do you juggle it all? What do you do to make sure that you have time for yourself? Maybe you don’t have time for yourself?. Maybe you’re the last priority on your list, right? What do you do to really juggle it all and be good at all those different things?

Michael: Honestly, it’s the support of my wife. I tell all my friends and family that it is because of her that I’m able to achieve all these things that I achieved. She supports me tremendously. Every single time that I’m struggling with something in my business or the Coast Guard, she’ll have a lot of suggestions, where she’d be like, “Hey, why don’t you try this?” or “Let’s try doing this for next time.” When I started getting a lot of clients all at the same time, she was like, “Hey, why don’t we get a whiteboard, and then let’s start putting everything into different columns.” She helps me come up with a lot of the systems that helped my business grow. It’s always the partnership.

Lindsay: For any of you use single real estate agents out there, go find an awesome partner because man, that’s awesome. [crosstalk] She must be an amazing woman. I hope to meet her someday because there’s definitely– You’re doing a lot of the things well, so I’m sure that she’s a huge part of that success. That’s awesome. What’s your wife’s name?

Michael: Jenny Valencia.

Lindsay: Jenny. Shout out to Jenny. All right, so share some of your strategies for finding new clients and expanding your client base in this competitive market because it’s really hard to find people, but I know that you have a really solid amount of referrals that you get from the military space. What are some of the ways that you go and find new clients?

Michael: It’s a lot of word of mouth, believe it or not. My military clients had to relocate every single year. Every single year, there’s a certain amount that gets stationed or they have to be transferred to another state. Sometimes they go within the state, but pretty far away. When people start freaking out or they don’t know what to do with their property, then they start talking to their friends. Their friends might have used me, or they go in a Facebook group or a spouse group, and they start asking questions, and then people just start referring me. Some of them are previous clients.

Prior to that, it was just mostly my sphere. Speaking with close friends, showing them the value that I can bring. I am somebody who has personally bought four properties and I have a few investment properties of my own as well. When you’re able to speak from experience and some of the things that I was able to do for myself, it makes it a lot easier for people to relate to that and be like, “Oh, you already went through it, you’re going to be able to guide me through this difficult time.”

Lindsay: It’s a question that I usually ask right off the bat, but because you are so different, I started it differently. You just brought up the fact that you owned property and stuff too, so tell me how you got into real estate and how this became a thing for you as a secondary position really, because you had a full-time job.

Michael: Absolutely. Like I said in the beginning, I wanted to push myself and be the best that I could be at my job. Keep learning, keep training, all that. When I was 21, Jen was 19, we got married and we decided to have a small wedding so we could have enough money to buy our first home. The beautiful thing of military service, one of the best benefits, if not the best benefit is the VA loan, being able to buy a property with 0% down. You just pay for closing costs. A lot of the times, you’re able to negotiate how to pay for it or who pays for the incomes.

We bought our first place when we were pretty young, at 21 and 19. I was realizing that the agent that I was using wasn’t teaching me anything. I was finding out stuff that could have helped me as a first-time buyer. When I brought it up to her, she was like, “Oh, thanks for letting me know. Now I can tell my other clients.” I’m going, “What about me?” [chuckles]

Anyways, I sold that property in 2015 when I received orders to come down to Miami. I had a bad experience with a realtor that was selling that property. Then I came down here, and I bought a property here, and I was having pretty bad experiences down here in Miami as well. I told Jen, I was like, “Look, I’m going to go out and get my license and give people the service that we never received.” That’s been my motto from the beginning, where I’m going to give the service that I just never received. That right there just that was the foundation of what it’s become today.

Lindsay: That is so cool. What you saw lacking in the industry, you saw as an opportunity for yourself to fill a need to help, especially with military families. Let’s talk about that for a second. I was going to ask you something else first, but I think it’s a good segue. Military clients, you obviously work with them mainly, so tell me a little bit and really go deep so that our audience understands how to work with these people and what are some of those insights and things that you’ve learned or done to set yourself apart with those people? Like what do we need to know about that group that will help us to get more of those leads converted?

Michael: I think the number one thing that I keep hearing from a lot of families is ask more questions, be patient, and develop a strategy on how to help them out. Every single time that I speak with another family, everyone has their own story, everyone has their own set of needs, and whether it’s special needs children, whether it is pets that they’re flying from Puerto Rico and they can’t fly in commercial airlines and they need to be able to either rent or buy a property here, and there’s special pet restrictions in different properties. Just ask questions. Ask as many questions as possible.

Then towards the end, as you build that report, at the very end, just be a little intrusive and say, “Excuse me, but in order for me to help you out, I need to know how much money you have for this move. Do you have enough money for closing costs? This is how much you can expect to pay for closing costs. Do you have enough money for rent for your moving costs? This is how much you can expect to pay for a rental moving cost.”

A lot of times that I’ve been able to convert business, has been by making people realize like down here in Miami, the standard, the norm is first, last security deposit, pet deposit, application fees. If you’re looking at $3,000 a month in rent, that’s over $10,000 to move in. What I tell some people, I’m like, “Hey, look, it’s almost $10,000 for you to move into this property that’s not really outdated. It’s been on the market a little while. It’s in a good area but it’s not the best and you’re going to be paying top rent. Or, for $5,000 or not, if it’s a builder that’s going to pay all your closing costs, you’re going to put in an earnest money deposit to buy the property, but you’re going to get that back from the builder.

I’ve had plans that have bought new construction, put in down a $5,000 earnest money. The day they have closed, then they’ve gotten those $5,000 back. All I did was ask a few questions and steered them in one way like, “Hey, look, do you know you have this opportunity available to you?” Again, what I said before something that prior realtors weren’t doing for me, help and guide me and showing me different options. They just provided me with the information so I can make that decision.

Lindsay: How do you stay up on all those things? How do you stay up on all those options for them and get industry education for yourself? How do you stay ahead of those things so you can make sure you’re giving them all the information that they need?

Michael: At this point, it’s just a matter of how much business that I have going on. I’m constantly having conversations with builders and finding out like, “Hey, I see you have a project coming up, let’s talk about it. When are you expecting the first building to be done or the first home to be completed?” “Oh, it’s going to be completed around the time that I have these clients that are going to be moving to the area.” “Perfect. Do you have any incentives? You do?” Or, “Oh, they change it to week to week.” “Okay, sounds good. I’ll give you a call next week to see what kind of new incentives you’d have.”

Yes, you start building that rapport with some of the builders and you’ll be surprised, I can’t tell you how many times I get a phone call from one of these realtors, from a builders, and they’ll tell me, “Hey, Mike, I just have a deal that fell through. Before we put it on the market, do you have any buyers that might be interested in this?” “Absolutely.” “We’ll cut an incentive because you have this much.” “Okay, when is it going to be completed?” “On this day.” “Perfect. Let me make some phone calls.” I just start working down my clients. I’m like, “Hey, guys. This is what you have. This opportunity just came up. I know you’re looking over here, but you have this opportunity now.” I literally just got a property on the contract yesterday with that very same technique, just bringing that information to people.

As far as market trends, I just showed 10 properties to a family that flew in from out of town on Sunday, so I was able to see that certain properties at certain price points are seeing still a lot of competition. During an open house, there was a street full of cars. Down here, that’s still a thing. You have so much migration coming from everywhere, not just national. It’s an international migration happening to South Florida.

Lindsay: A lot of those people weren’t moving to Florida for a few years during the pandemic, but now that pent-up need is even greater, I’m sure, now that things have really settled down when it comes to the pandemic.

Michael: Yes, absolutely. Industries from literally every industry has announced that they’re relocating to South Florida after the pandemic. Microsoft signed a 50,000-square-foot lease in Downtown Miami. Spirit Airlines, JetBlue are also opening up headquarters on here in South Florida. You have architectural firms, venture capital. A lot of tech companies that are coming from California [unintelligible 00:13:14] as well. Then, you also have a lot of international buyers now from Colombia and Brazil that are relocating to South Florida.

Lindsay: They’ve just made it so much more attractive. It’s not just the weather, but it’s taxes too. It’s tax benefits to business owners and things like that. There’s definitely a huge draw to Florida and a huge reason why a lot of people are relocating down there or relocating their businesses there.

Michael: School of choice, Step Up scholarships that you can apply for the state to pay for private schools for your children. So many benefits.

Lindsay: Awesome. Next, I want to ask you about social media because I know it’s a huge part of your marketing mix. I want to hear why it’s important to you, why you make it a priority, what you do with video marketing, YouTube, all those things. Dive deep into all the different strategies that you have for social media and digital services.

Michael: It’s like everything else in my business, it’s like, I slowly been able to figure things out. Last year, I noticed that I had a huge increase in my business just because I started posting a lot more. Where years prior to that, I was so focused on just taking care of the people that were coming in and out my immediate sphere that I wasn’t really putting anything on social media.

Then, I don’t know, one day the light bulb just like, “Maybe I should start advertising and letting people know about me a little bit more.” Last year, I started experimenting with social media a lot more, and that just in itself blew up. I started getting messages, Instagram messages, Facebook messages saying, “Hey, I keep saying your name pop up, I keep seeing how active you are, I have a question for you. I’m working with an agent that is currently not meeting my expectations and this is what I’m looking for.” Then I would just say to them, “Okay, this is what I suggest you tell that agent that this is what’s going to better serve you.” Then, after like a week or two, they’ve reached back out to me like, “It’s not really working out with them. Were you open for any new clients?” I’m like, “Absolutely, let’s go.” They just come back and ask me to be able to take them on.

For social media, I definitely started advertising a lot more. Then I went to a business conference in August of last year and they said something really interesting. They asked everyone, “Hey, how many of you are immigrants in this room?” Most of the room raised their hands and like, “How many of you would love to see a video of your great-grandparents when they migrated to the States? Or your grandparents, or your parents, and the struggles that they went through, and how they were able to succeed in their lives in the United States.” Of course, everybody raised their hands, like, “Of course, we’d give anything to be able to see our family tree.” The presenter was like, “You guys have that power today to be able to create that content for your future generations, so they can see how you succeeded and the things that you did.”

That just completely changed my perspective. Where I was a little annoyed at people that would create content.

Lindsay: They’re all over the place.

Michael: Yes, I was like, “Oh, why were these realtors dancing on reels and stuff?” [chuckles] It just changed my perspective, I’m like, “You know what? That’s true, I should be putting out more content. Why not? What’s the worst that could happen?”

Lindsay: You don’t have to dance to put that content out. [laughs]

Michael: Absolutely, you really don’t. It was a mind shift where I was like, everything is content, literally. I just did a bunch of stories on Sunday of like, “Hey, we’re going to go shopping for a family that flew in from out town, and I’m going to document that whole day for you so you can see it.” A lot of people think our job is literally to just open doors, but they don’t see how difficult it is to organize the schedule, especially for somebody who’s flying in from out of town. I can have 10 properties lined up and literally, the night before or that morning of, this one went on the contract, this one went on the contract, and that was in between these two properties, that one was going to be having an open house.

It changes the entire schedule literally, on a dime. From there, it was like, “Why not show everything that we have to do as realtors? Literally, everything is content. People can see for themselves the type of work that I’m able to produce.”

Lindsay: I say all the time, people really love– The general public really is intrigued by what it is that you guys do. They want to see– In their mind, it’s just all the Netflix shows about real estate. It’s like gorgeous mansions, blah-blah-blah. There’s the reality of the actual business, and they want to see all that. They think what you guys do is cool. Think about someone who’s sitting behind a desk all day, they’re not opening doors ,and getting into people’s houses, and seeing their backyards, and meeting all these new people. That is so glamorous to them.

I think a lot of real estate agents lose sight of it because that’s their reality, but it’s not someone else’s. They love to get that peek into what it is that you guys do. Realtor pages do get followed a lot, and it’s not just because people are dancing in their videos. I think it’s actually better that they don’t. [laughs]

Michael: I agree. That was a little cliché but–

Lindsay: No, I mean, there was a time there that I was like, “What is everyone doing? Are they not working?” Because I think this is getting ridiculous. I definitely think it can go in that direction, but I think a lot of people will say to me, “What should I be doing? What is there to post?” Like you said, everything is content. Everything you have literally all day. Just think about anything that you’re doing real estate related, and then, think about some of the personal things you’re doing too because people should know that you’re a human being.

Michael: Absolutely, yes. Then, you just start following other content creators and you start to pick up ideas from them as well. Yes, it definitely changes everything, and it’s such a– You know what I’ve come to find out this year between January and today? Today is the beginning of April, April 5th. I currently have 13 listings between what I’ve already closed under contract and what’s getting ready to come on the market.

One of the things that I’m noticing during these listing presentations is, “Look, this is how me being an agent at Lamacchia we’re going to market your property. This is how I am also going to market your property on my Facebook page, on my Instagram, and on my new YouTube channel that I literally just started less than a month ago. It already has over 2,000 views.”

Lindsay: Awesome.

Michael: Yes, it’s–

Lindsay: It’s more reason for a seller want to work with you.

Michael: Absolutely. They’re like “Yes, this guy is going to market it everywhere. If my house is going on the market, everyone’s finding out that my house is on market.”

Lindsay: Yes. What is one of the most challenging things you’ve faced in your real estate career? Take me back to some time where you were like, “Holy crap, [chuckles] this was a real difficult thing,” and how did you overcome whatever that thing was?

Michael: I don’t know, maybe it’s because of the nature of what I do, working on helicopters, how it’s a little tricky. It’s literally like, you get drowned upside down in a helicopter and you have to get out.

Lindsay: You’re like, “This is nothing. Real estate is nothing compared to what–” [crosstalk]

Michael: I don’t want to say it is nothing because obviously, there’s a lot of stressors, but I feel like it’s not life-changing. I told one of my business partners this because like I said, we have a few investment properties. When he would be the type to stress out like, “Oh my God, what are you going to do if this happens?” Everyone’s starts going through all those scenario. I’m like, “Josh, everything is figure-outable. Just take a deep breath. Everything is figure-outable. Have a conversation, and let’s see where we can compromise on some things. That’s what a perfect negotiation is, everyone’s got to be willing to meet somewhere in the middle.”

Lindsay: I think you having the background of the military too, helps you in that regard. Because where some agents can maybe get frazzled or get involved in the emotional side of it, I think you have that kind of like– I don’t know the perfect word for it, but you have that ability to just stay neutral, be able to be cool under a difficult situation.

Michael: That’s exactly what my clients say. They say, “No matter what happened and I thought going to fall apart, you always remained cool, calm, and collected. I don’t know, every time I talked to you, I felt like everything was going to be okay.” At the end of the day, it was, and we closed, and everyone’s happy.

Lindsay: They’ll need a therapist that’s going to calm them down and walk them through it. That’s literally what you do.

Michael: Absolutely. Again, it’s something that you learn with experience. The more transactions you do, you have to have that self-reflection and be like, “Okay, this is where maybe I could have done things a little bit differently and improve.” Every single transaction, improve on something, and before you know it, it’s getting a property under contract, negotiating, and getting to the closing table, where it’s quick, it’s muscle memory at this point.

Lindsay: What do you do to keep referral clients? Obviously, they probably loved working with you, so they want to come back no matter what, but are there certain things that you do that go above and beyond? Are there closing gifts? Or are there experiences that you provide? Or what are some of the things that you do to make people be like, “He’s the only person I’m ever going to work with?”

Michael: Definitely, I think it’s just providing the best service that I can. That’s a cliché answer, but let me give you an example. For example, the family that flew in on Sunday, I knew that it was going to be a long day, I knew that it was going to be- all the properties are going to start to run together, blend in together after property number 3. When somebody is going to be flying out of town to work with me, I have a cooler full of drinks and snacks, I have a folder for all the properties, and I made sure that they have a pen to write with. We go and we start looking at all the properties.

Even after the first property, when we get back in the car, I emphasize, “Take a minute, write down pros and cons, what do you like about this house. When you’re done, then I’ll begin driving to the next one.” They’re like, “Are you serious?” I’m like, “I’m serious, write, and then we’ll get going.” They’re like, “Okay.” They start writing the pros and cons. [chuckles]

Lindsay: People forget after the fifth, sixth house, and then you’re like, “What was what? I don’t know. Where was that?”

Michael: Yes, so you definitely have to find a way to provide excellent service. Along with that is, again, asking a lot of questions. In the beginning, when they’re sending you all these properties that they want to see, they start to tell you what it is that they need, so pay attention to the little details. The client that actually flew in on Sunday, we’re getting ready to– We’re literally waiting on an answer back from their offer.

Just to give you an idea, we looked at property Sunday, Monday, and yesterday. As we started going down the list, down the days of looking for home, I started noticing a pattern, that they’re looking for less expensive homes. Those less expensive homes are usually homes that need a lot of work, and they’re older. I brought it up to them, “Hey, Mr. Buyer, have you realized that a lot of these homes need a lot of work?” “Yes, I want to put in this sort of equity.” “I understand, but you understand that the roof is also older. Your insurance costs is going to be much higher, but you’re also looking for something that’s going to be somewhat move-in ready. Let me show you these two properties that I just found for you.”

Literally, out of six properties that I showed him yesterday, the two that he liked the most are the two that I found, because I was picking up on all those little details he was giving me throughout the days. Sure enough, he’s making an offer on one of them, and because I already had– I’ve done business with the listing agent, the listing agent told me, “We’re in a multiple-offer situation, but I know you close your deals, and I’m going to do everything I can to push for your offer.”

Lindsay: It’s awesome. It’s not just about building relationships with your clients, it’s about building your relationships with other realtors too.

Michael: Absolutely. That’s how I wanted to close out everything and let you know that, when I first started, what I started noticing is you have to develop two things, systems and core values. If you develop systems, like I said, you improve on each and every single transaction, and then your core values is something that you cannot compromise on, so you can continue to provide that excellent service.

Lindsay: What are your core values?

Michael: Pretty much, I copied the Coast Guard and I literally just implemented it to my business. Honor, respect, and devotion to duty. Everything that I do, I’m transparent. If a red flag came back on the inspection report, or the listing agent said something, or on the title, whatever it may be, I’m just disclosing it. I’m like, “Hey guys, this is what I just found out, but again these are your options.” Every single person’s like, “Thanks.” That just makes it easier. There’s nothing that is not disclosed.

Then respect, treating everyone with the same respect. I did mentioned to you the listing agent that is pushing for our offer to be accepted over the other ones. Last year, during this whole housing crisis that we’re experiencing, I closed one deal in Fort Lauderdale. The listing agent was so surprised by how smooth the VA transaction was, that she literally told me, “I haven’t done a deal this smooth in such a long time.” She’s like, “I’m older, forget the BS, every listing that I’m going to ever put on the market, I’m giving it to you first. If you have a buyer for it, let’s get it done.” We ended up closing five deals last year.

Lindsay: Wow. That’s fantastic.

Michael: I literally have families that have been calling me and they’re like, “Hey, I’m coming from Bahrain, my realtor isn’t really helping me out. Do you have anything that meets this criteria?” I’m like, “Actually, this listing agent wants to work with me and she just gave me this house.” They’re like, “I love it. It’s perfect. This is what I’m looking for.” There’s no bidding war, there’s no pay number appraisal, nothing. We just got it on the contracts, smooth transaction, done. Then of course, devotion to duty. From the moment I wake up, I basically have a checklist of like, these are the transactions that I have on the contract, and this is what I follow up, follow up, follow up. These are the people that are coming in, follow up, follow up, follow up. Like I said, talk to builders, and make phone calls, network.

Lindsay: Amazing. That was technically my last question, so you just answered it. Is there anything else that you would want to share? Oh, the other thing that we were going to talk about, was your books and podcasts, people you follow, because you definitely, I’m sure, have inspiration from outside sources. Tell me a little bit about what those things are so that we can share it in the notes of the episode, and people can read or follow along with those same things?

Michael: Absolutely. I was pretty young when I first got into real estate, that was 2015. 2016 is when I sold my first transaction, and ’17 is when I actually became the top producer. Yes, I sold $6 million that first year of really going out on my own. I was like, “Man, I have a decent salary from the Coast Guard and I have all this extra money, I don’t want to just go blow it on cars, be dumb with it.” I was like, “There’s got to be a book out there on how to invest.” I ended up picking up Rich Dad Poor Dad Robert Kiyosaki. That just set up a light bulb of, “I need to invest. I need to invest.”

It was like, “How do I strategize? How am I able to buy more properties and take it from there?” As time has passed, it’s crazy how quickly that everything compounds. Like I said, we now have a total of six properties that we have since I started in 2015. I started following Valuetainment, and now Patrick Bet-David. I actually just recommended this book to pretty much the whole brokerage from Danny, to Anthony Lamacchia, to John Millan, Your Next Five Moves by Patrick Bet-David. It’s basically talking about, figuring out your why, and deciding whether you want to become an entrepreneur or an intrapreneur. Helping somebody who’s already established a business and has a vision, like somebody we know, right?

Lindsay: Sounds very familiar. [laughs]

Michael: Helping somebody like that who has a vision, who has a good company, build it and take it to the next level, and how you can do that. That’s why I share that book with everyone. If you actually had that event that I was talking about earlier in the podcast, the Vault down here in Fort Lauderdale. I went to that event. That also helped me look at things as not intrapreneur side of things. That’s why I’m big on developing system, providing excellent service. The way I see it is, people want to work with me, for me, for the service and the reputation that I have. Then everything else is like the support and things that I’m able to add, like the cherries on top that I’m able to provide.

Lindsay: Podcasts? Any podcasts that you listen to?

Michael: Podcasts.

Lindsay: I don’t know how you’d fit it into your day. Other than this one, of course. [laughs]

Michael: A lot of driving. Of course, when I’m driving around, it’s perfect to listen to. I listen to The Rebel Capitalist. It’s a good one for economics and macroeconomics, market conditions. The Rich Dad Radio is another good one. Then, of course, the PBD Podcast is my new favorite right now. I haven’t missed a single episode of that one.

Lindsay: his has been absolutely awesome. As awesome as I knew it could be. I was super excited to talk to you today. Any closing words for our audience? Any parting wisdom? I know you already gave us your last advice, so what parting words do you have for everyone?

Michael: I want to say thank you for that warm welcome you gave me. That recognition, it means a lot. I love the fact that you brought up Superman in the beginning, because he was my childhood hero. On my flight helmet, on one of the patches that I have is actually the Superman emblem.

Lindsay: You get some glasses, my friend, and you could definitely do the Clark Kent move. [crosstalk]

Michael: Honestly, the biggest thing that I want to leave people with is I want to change the industry norm. I don’t know how it is in the northeast, but at least down here in South Florida, military buyers and military clients and the VA loan, for some reason, had a bad rap. I said to myself, I’m like on a quest to change that. I want people, agents down here to know that like, when they work with me and I’m working with a VA loan and a military family, I’m going to close the deal. It’s going to be a smooth transaction. I want people to realize that all this, I don’t know, stigma that’s around the VA loan, it doesn’t need to be there.

Lindsay: Awesome. If you have any questions about that, I’m sure Mike is open to hearing those questions from you. We will link all his links and all his stuff in our show notes so you can get in touch with him. Again, thank you so much for coming on here and doing this with me today. I really, really appreciate it.

Michael: I appreciate you having me on. It’s been an honor.

Lindsay: Like I said before, whether you’re a seasoned vet in the biz or a new agent just starting out, you’ll find valuable insights and inspiration from our guests, just like Mike. Go back through the episodes and explore stories of many other successful realtors. We will see you next time on the Agents Who Crush It In Real Estate Podcast. Thanks, guys.

Speaker: We hope you learned something today. Be sure to take action and grow your business. You can check out the episode notes and more content from the show at crushitinre.com/podcast. If you liked this episode and want to hear more stories, please, share with others, post on social media, and leave a review. Check out our other content on Instagram, Facebook, and YouTube @crushitinrealestate. We appreciate you listening to our podcast. Now get out there and crush it in real estate.