Andy is a REALTOR® currently specializing in the Los Angeles market. He is out of the great state of California, in Southern California in the Los Angeles area, and becoming a licensed professional real estate was one of the most important professional decisions he ever made. He loves real estate, and he loves helping families and selling their places for the highest price and best terms. He’s here to share all of his secrets with us. He’s averaging about one to 2 million on the list of less side sales.

His clients often compliment him on his patience and ability to listen to their needs, while avoiding the pressure of the “hard sell” that so many real estate agents are known for. As a result, he has cultivated a relationship with his clients that has led to strong referral business.

 

Watch the episode here:

 

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Strategies To Make Money When Selling Your Home with Andy Martinez Jr.

 

Brett:

I’m excited about our next guest. He said out of the great state of California, in Southern California in the Los Angeles area, and becoming a licensed professional real estate was one of the most important professional decisions he ever made. He loves real estate, and he loves helping families and selling their places for the highest price and best terms. He’s here to share all of his secrets with us. He’s averaging about one to 2 million on the list of less side sales. Andy Martinez Jr., how are you doing?

Andy:

I’m doing well. Thank you for having me.

Brett:

For our listeners getting to know you for the first time would you give us a little bit more about your story and your current focus?

Andy:

My story. I’m originally from Miami, Florida. My father’s a CPA. He’s also a broker. I did that when it was all analog back in the day when I was a kid hated it. moved out to Los Angeles, California to pursue a career in acting, and after a few years of waiting tables and gigging back and forth, I decided what real estate didn’t sound so bad. I went back and got my license here in Los Angeles, and that is where I’m at. That’s how I got started.

Brett:

It’s a good story, and it’s part of t it’s part of the American dream in one sense. You go, for one thing, you discover another thing, and now you’re a rock star what you’re doing, which is pretty, pretty awesome. For those though, who are still getting to know you, me too, for the first time, I want you to go back to your earlier days. Maybe when it was your you were learning a little bit about accounting and numbers.

Andy:

I’ll keep talking, just in case, because you froze up on me.

Brett:

Thanks so much for sharing a part of your story. I want you to go back one, I want our listeners to get to know a little bit better. When you go back to the days when maybe you’re in high school. I believe we’ve all been given certain gifts in this life. These gifts are given to us to be a blessing and help to others. Some people call these strengths some people call them superpowers. But I’m curious what are those one or two gifts that you believe you were given? How does that help how you help and bless people today?

Andy:

You want me to go deep. I went to I’m from Miami, Florida, I went to 13 schools all kind of in the same neck of the woods. One of the things that taught me was the first day of school, you better be funny, and if you’re not, it’s gonna be a long year, I got really comfortable about being in front of new people trying to make friends right away. I think at some point during when I was going to therapy and early 20s, my psychologist was, had some strong feelings about that. Now as an adult, I look back on those days and I realized that it really facilitated, my ability to just kind of walk in a room and start mingling. During high school, right after that, I worked at a law firm. I kind of did everything in the office, dealing with clients. I found that I was really good at working with people one on one, it was a personal injury law firm.

A lot of things were very sensitive. I enjoyed working with people being careful caring, towards their needs, and understanding that there were some sensitive matters that I could sort of chime in on and make them a little bit lighter, with a smile. As I said, My father’s a CPA, I spent a lot of springs in his office from the time when I was like five or six years old, doing everything with a pencil. I remember installing the first fax machine in his office, and my dad looking at me saying, this is gonna change everything. I’m just kind of been around, those two separate businesses. My dad, who’s probably the smartest guy that I know, especially now that as I get older, I have tons of tons of tech tax questions. I feel that it’s just, it’s been a blessing that I still have my own man at this stage in my life, to pick up the phone and ask.

Brett:

That’s fantastic. I think the two things I really pulled out of that are the ability to connect quickly with others and also the ability, to care in an empathetic way and make friends quickly. Is that a fair summary?

Andy:

Not be shy to try. Not everybody likes me. That’s fine. But, I’m not afraid of approaching people. That’s something that I learned early on.

Brett:

That’s great. That’s really cool. Thanks for sharing that. Now, let’s dive right into the topic at hand, which is the strategy to make more money when selling your home? We’re in what’s maybe the hottest real estate market in the history of real estate, very low housing supply. Lots of multiple offers. People, especially in California, especially in Los Angeles, Northern California, in Southern California. What’s big what’s the best strategy right now that you’re helping your clients or even potential clients to make more money when selling their home.

Andy:

My clients in terms of prepping them for the listing, kind of just prepped them these days to be ready, to move quickly. When I hit the Go Live button on the multiple listings on Friday morning, typically, there are 20, 30, 40 inquiries, by the end of the day. Sometimes, in other slower markets, the sellers, think they’re going to have, time and, there’s going to be time to move and get things organized and find another place. I think the hardest part for them, and for me to explain to them is like, we’re going to get inundated with offers. Hopefully, they’re all going to be amazing. Then once you pick that one amazing offer, there’s a contract, and there’s a timeline. It’s off to the races soon, as soon as you accept. I think the one thing that I did get really good at in the last year and a half just because of, how quickly things were just turning over as I’m getting my clients prepared prior to going live on their listing to transition, into the next part of their life.

Brett:

Being just being aware and ready and prepared. If and when you Go Live because you’re getting 20 to 30 offers within a few days or even a few hours.

Andy:

I did a deal. I put it up on a friend of mine. We’re listing their house in Burbank, which is a really highly desirable neighborhood in LA, and I just remember looking at my buddy, and I was saying, listen, when I hit this button, just be available. that was Friday morning, Saturday afternoon, I believe we had 34 offers, and in like a handful of them are way above asking. Night number one and Monday morning, you’re opening escrow, and his wife is got the kids and she’s like, what do we do next? I’m like, you do what I’ve been telling you to do? Get ready to get going.

Brett:

Get everything back. You go and are curious. For the sellers who are selling, are they? Are they buying a bigger property in the area? Are they moving out of state? What’s kind of been the migration pattern that you’re seeing with some of your sellers?

Andy:

A good question. a lot of my older sellers, they a lot of them, just moved out of state they cashed out, um, went back to Florida, went back to Texas, Arizona. Then from younger families that are more the LA natives. They moved out to the suburbs. As my family and I did, I’ve been living in the city of Los Angeles for 18 years, and I started relocating families to this beautiful area of LA County called Santa Clarita. I kept coming out here and telling my wife, I’m like, I love it out there. It’s gorgeous, and I’m all over the city anyway, and after about I think for families that relocated to this area from LA, we did the same.

Brett:

Are you seeing the work from home migration? Out of the city a little more in the suburbs, different type of lifestyle? Is that the ability to work from anywhere? Is that changing this migration pattern for the, for the younger, professionals?

Andy:

I see a lot of people, I think everything kind of falls depending on where you’re in your niches. Right now, somehow or another, I’m affiliated with this hospital institution, and a lot of the lot of them can work from home but they have them What is it HIPAA guidelines they need like privacy and things like that. They can move out to the suburbs, they need more space, they needed more of a dedicated workspace too, so they can meet the criteria for their jobs and work from home, and then being able to work from home, it just seems like, whereas proximity was such a big aspect of, people making their home purchase, how far I’m going to be from work. You know, I’m gonna, I got a job at Netflix, how can I be five minutes from Netflix? Now they can be, 40, 50 miles outside and just pop into the office once a week, once every couple of weeks.

Brett:

It’s really beautiful. I think it’s good for everybody in one sense, or working more than ever, but we’re getting more done than ever, but also we’re having more time and energy, if we’re work-life balancing it well, right to spend time with our families or friends, do the things that that are really rewarding in life, and I think that’s really cool. Besides Santa Clarita, what other up and coming maybe under the radar areas in the greater suburbs of Los Angeles, are you saying.

Andy:

I got, I keep trying to point people that can go a little further out to an area called Lancaster, especially those that, we’re on a budget, and we’re kind of handcuffed to having to be in the city for work. There are properties out there, I know these numbers go crazy when especially when I share them with other people at a state but to an entry-level home in deep suburbs of Los Angeles for half a million dollars, and that there is an opportunity there for families to get out of the city, buy out buy their first home, have that nice, homey feel where their kids can be raised, the front yard in a backyard kind of play in the streets, and decent school district, things like that.

Brett:

That’s fantastic. Lancaster in Santa Clarita. Very cool. Excellent. We talked about the first strategy which is being prepared, prepared to move quickly to communicate very well, and to just realize that it’s going to be like a tsunami of like, people wanting to buy moving your house like tomorrow in the clothes. That’s number one is preparing their mindset and or their just the actual budget of their time and their energy to vacate and sell, what would be the number two strategy to make money when selling your home? What would you say it is.

Andy:

I like now with technology, being able to stage your home and pictures. Sometimes homes are delivered vacant, the market has been so hot that sometimes it’s not we’re not even having, we’re not even staging it. I think depending on the time and how aggressive the market is, having your home, very as presentable as possible. If you are moving out, making the investment in staging it, cleaning it up, and just making sure it looks good, especially for the feel of the home if it’s a home that raises the family there’s somehow or another I always feel like you feel that love in the walls, and if you can present the home in a way where it’s going to be appealing to that next family that’s going to come in it’s also, really important. I know for a fact that no matter what my thoughts are when my wife wants something, we’re going to have to get it no matter what I think so to make the home as appealing as possible.

Brett:

I really love that and by the way, you can learn more about Andy Martinez by going to AndyMartinezjr.com but also you can connect with him on Instagram at @AndyMartinezjr. That’s the AndyMartinezJr.com. I am curious, what’s the most rewarding part of what you do?

Andy:

I typically with I would say at least 75% of my clients, there’s a relationship beyond the deal after the deal is closed, and the business has definitely brought a lot of good people into my life. That’s really enjoyable also, in general, I always tell people, the things that I get to do in LA the lifestyle that I live in LA doing the variety of work, and the variety of interesting people just in this community. It’s tough to find anywhere else in the country. I really love being in this community, and I really enjoy building my community through my business, as well, at least a very transient commuting community. A lot of people come out here, they don’t have friends, they don’t have family, but they’re looking to relocate, and probably one of the first intense encounters that they have with somebody is, me as a realtor, and I get to sort of selling the city and kind of become the first friend if you will. 

 

Strategies To Make Money When Selling Your Home with Andy Martinez Jr.

Strategies To Make Money When Selling Your Home: “One thing that I did get really good at in the last year and a half just because of, how quickly things were just turning over as I’m getting my clients prepared prior to going live on their listing to transition.” – Andy Martinez Jr.

 

Brett:

Enjoy that is really cool how you brought that together? I’ve been to so many schools and Miami and 13 different schools and become their first friend to help them feel welcomed. I imagine there are probably some good friends from high schools are the schools that are switching over to who was the first friend for you? When you showed up on day one, you’re looking around going? Any connection to their Andy.

Andy:

I go into 13 schools. Yesterday, I had had a conversation with a friend of mine, who’s also in the real estate business in South Florida. He called me up and he was asking me how I was doing a few things. Halfway through the conversation, I said to Alfonso, I said: “where did we go to school together?” Because sometimes I see people, I just can’t place where I went to school with them. It’s been a very long time and, and just sort of feeling misfit or awkward. I like to embrace people, I could sense that that is lost in people’s eyes, and I like to, make people feel comfortable.

Brett:

That’s really great. I could sense that too, and I appreciate you sharing that, and that’s really, I think I could see the reward for you, as well for helping people who are relocating or buying and selling. Again, that’s Andy Martinez, Jr. That being said, Andy, are you ready for the lightning round?

Andy:

I didn’t know there was a linear bonus, go for it.

Brett:

Here we go. Knowing what you know, now if you can go back to your 25-year-old self, what’s the one golden nugget you’d make sure to tell yourself to do?

Andy:

Listen, my parents

Brett:

Anything, in particular, they tell you to do that you wish you would have done.

Andy:

I think I should have listened to my father a little bit more about how to manage my money and, and not get into debt. Just be a little bit smarter with my credit cards, car payments, things that I really didn’t need. When I was younger, that I feel like, taught me some really hard lessons.

 

Strategies To Make Money When Selling Your Home with Andy Martinez Jr.Brett:

Second question and I’m just gonna throw you on the spot here. Assuming you’ve maybe read the book called Rich Dad Poor Dad. Is there one part of that book or that strategy that you try to implement into your business plan?

Andy:

I always talk about the quadrants, that always kind of stuck with me, just being able to make money when you’re not working is amazing. Like I said, earlier, I think you know, moved to LA to be an actor. One of the benefits of that is, I get residuals, and every now and again, I look at my bank account, I’m like, What the hell is that? I go in there, and I’m like, there’s money that for something I did, 15 years ago just being deposited in my account? That I forget which number quadrants are at the bottom.

 

Brett:

Who’s a business and investor? Business would be top right, and then the bottom, would-be investor, and then the top left would be an employee and the bottom left would be self-employed. It’s like you’re trading, the dollars are giving you time back, you’re not trading time for dollars?

Andy:

Correct. In that book, in particular, I have an 11-year-old son, my son, I’m glad that book, in particular, came into my life, because now, my conversation with business and, my son’s 11, he talks about, taxes and being an entrepreneur being, an independent contractor and the benefits of the being independent so that you don’t have to, or you can, and I can’t believe the word just slipped my mind.

Brett:

You can be an entrepreneur, you control your own destiny, you control your future. You don’t have to work, build someone else’s dream, you can build your own dream.

Andy:

That is true, but you know what we all love to write off our taxes. He understands, when dad, has a little business meeting and picks up the meal, especially this year, he knows you get 100% back, it’s a tax write off that and I’m like, absolutely, and I love that I get to have that conversation with him.

Brett:

It’s a great conversation to have, right? It’s one of the ones I wish we all have early and I wish they would teach this every Junior High in high school. They should literally just everyone read the book and just learn This concept. It’s such a powerful, powerful book, and so cool, thanks for sharing that. The next question I have is, in regards to curiosity. What are you most curious about right now these days?

Andy:

Most curious right now about how to expand and grow my business, social media, marketing, advertising, I’ve sort of shifted my mindset from going on, whether I’m not just doing mortgages, or I’m not just a realtor, that’s how I make some money. But I feel like advertising and marketing that, where the next level of genius is, going to be or already is. Just like being on your show, and what you’re doing, I think it’s brilliant, and I’m hearing I’m highly curious as to like, how we’re doing all this, and how easy it was for us to come together in this some sphere, and that’s something that I really want to get good at, and spend a lot of time and energy focusing on these days.

Brett:

Because your chance to impact in the 1000s and one on one is important too, but at a certain point, if you can hire a team, and then teach and train them on the one on one, and then if you can help and build audiences and courses to train on the 1000s. It’s really rewarding. I’m curious, what’s your biggest frustration in regards to 1031 exchanges, or capital gains tax deferral, it could be a high-end primary home that doesn’t qualify for 1031 it could be the short time period, anything come to mind when it comes to like the 1031 frustrations for yourself or your clients.

Andy:

Finding the 1031 intermediary that is good at managing the client during the process, I think like, sometimes, especially when they’re doing it for the first time, they require a little bit of hold handling, and since that’s a little bit, not in my scope of practice, and they’re dealing with that person, and that person is just a little bit more technical and contractual. Sometimes that frustration comes back at me, and that’s not really my area of expertise.

Brett:

Find that specialist or that capital gains tax expert can help navigate those very tight timelines. Absolutely.

Andy:

Well, especially that has a good bedside manner.

Brett:

You sir good bedside manner for sure. It’s for sharing that. This is our last question, then we’ll wrap it up, Andy. after all, your success after all the properties you’ve sold the all the families you’ve helped feel welcome to Los Angeles and relocating, and even success as an actor. Even if it’s a small amount of success as an actor, how do you stay centered in your values? How do you stay encouraged to charge forward to reach new heights?

Andy:

My family definitely keeps me centered. I have a, my parents are still with me, and I have a beautiful family I was raised kind of crazy, but with a lot of love, and I definitely want to, for my wife and my son. I don’t, I want I like to show off for them if you will, and thrive and, take on challenges that, that they can see me kind of struggle through and persevere, because it gives me an opportunity to presently show, especially my son, that sometimes you gotta you got to go through some crap to get to the, to the reward side of things.

Brett:

Andy, I want to thank you for being on the show, sharing your wisdom with us, and for our listeners who want to get in touch with you. What’s the best place for them to find you?

Andy:

Google my name, I’m kind of everywhere at the Andy Martinez Jr. on Instagram is great. Always pick up the phone and call me it’s right on there.

Brett:

I want to courage to keep using the gifts of connecting with people being caring, and kind to give people a smile and sell real estate and help families. The American, one of the American dream of owning real estate, and owning your own home, and thanks for being on the show. Andy also wants to thank our listeners for listening to the episode of the Capital Gains Tax Solutions Podcast also streaming eXpertCRESecrets.com. We believe most high net worth individuals, those who help them the struggle clarifying their Capital gains Tax for options not having a clear plan is the enemy. Using proven tax pro strategies such as the Deferred Sales Trust is the best way for you to Defer Capital Gains Tax on the high-end luxury listing property that you’re selling or cryptocurrency and get with someone like Andy Martinez to help you sell for a very high price. Maybe get those 30 offers in about 24 hour period. Make sure you’re hiring. You’re looking you’re vetting the top listing professionals in your area and getting that competition to drive up your price. Because today is a great time to sell and you want to make sure you have a competitive environment to do that. Check out Andy Martinez and CapitalGainsTaxSolutions.com if you want To learn more about the Deferred Sales Trust or eXpertCRESecrets.com To learn more there. Thanks so much, everybody for listening.

 

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About Andy Martinez Jr.

 

Strategies To Make Money When Selling Your Home with Andy Martinez Jr.Andy is a REALTOR® currently specializing in the Los Angeles market. He is out of the great state of California, in Southern California in the Los Angeles area, and becoming a licensed professional real estate was one of the most important professional decisions he ever made. He loves real estate, and he loves helping families and selling their places for the highest price and best terms. He’s here to share all of his secrets with us. He’s averaging about one to 2 million on the list of less side sales.

His clients often compliment him on his patience and ability to listen to their needs, while avoiding the pressure of the “hard sell” that so many real estate agents are known for. As a result, he has cultivated a relationship with his clients that has led to strong referral business.

 

 

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