New Podcast Episode: Real Estate Insights

0:00 - 3:30 • Introduction & Guest Background

Rob introduces Aaron Hoekstra and they discuss Aaron's diverse career path, from working in Australia to the golf industry, logistics, and eventually real estate. Aaron shares his journey of adventure and personal growth.

3:30 - 8:00 • Personal Stories & Life Philosophy

Both Rob and Aaron share their spiritual journeys, including baptism experiences and how faith has shaped their approach to business. They discuss the importance of genuine relationships and how their personalities draw people to real estate.

8:00 - 12:00 • First Impressions & Building Relationships

Rob and Aaron discuss how first impressions can be misleading and the importance of getting to know people beyond their initial presentation. They emphasize the 'ambassador' concept and how real estate is fundamentally about people.

12:00 - 18:00 • Investment Real Estate Foundations

Aaron shares his initial experience with a triplex in Missouri and how he got into real estate investing. Discussion of working with lenders and property managers, including the importance of finding reliable people to manage properties.

18:00 - 25:00 • Critical Lesson: Home Inspections

Aaron discusses a costly mistake where he didn't hire a professional home inspector, resulting in a $13,000 surprise with a collapsed main drain. He emphasizes the importance of thorough inspections and hiring them again before listing to ensure quality.

25:00 - 32:00 • Red Flags in Flip Quality

Rob and Aaron discuss how to identify poorly executed flips by looking at visible details like caulking, wall anchors, and banister installation. They explain that cutting corners on visible work indicates cutting corners on hidden work.

32:00 - 38:00 • Preservation vs. Replacement Strategy

Discussion of when to keep original features like hardwood floors and subway tile versus replacing everything. Aaron shares how original quality work from decades past often exceeds modern contractor work, saving money while improving results.

38:00 - 45:00 • Finding Profitable Properties

Aaron discusses the strategy of targeting properties that others avoid—particularly those with junk/hoarding situations. These properties can be acquired at steep discounts because cleanup is just labor, not skilled work.

45:00 - 52:00 • Major Renovation Projects & Builders

Rob discusses when to bring in builders for major projects like adding second stories or fire damage restoration. Importance of having trusted builders who will give honest estimates and knowing when to walk away from a project.

52:00 - 58:00 • Occupied Properties & Cash for Keys Strategy

Discussion of buying discounted properties with tenants still occupying them. Rob and Aaron explain the 'cash for keys' strategy where offering $2,500 to tenants can result in $70,000+ savings compared to vacant properties.

58:00 - 68:00 • Tax Foreclosures: The Best Investment Strategy

Aaron reveals that tax foreclosures have been his most profitable investments. Explanation of how tax liens supersede mortgages in the deed hierarchy, and the strategy of buying vacant tax foreclosed homes at steep discounts.

68:00 - 75:00 • Sheriff's Auctions & Title Concerns

Warning about sheriff's auctions and the risk of buying second lien position mortgages. Aaron shares how buying a second lien reduced his expected profit from $200k to $40k. Importance of using a good title company.

75:00 - 82:00 • Networking & Referrals from Other Agents

Aaron emphasizes the power of letting other realtors know you work with investors. His best deal came from another agent's referral about an inherited property. Making yourself known in the industry leads to opportunities.

82:00 - 88:00 • Client Relationship Management (CRM) Systems

Rob discusses using Follow Up Boss and systematic outreach to stay top of mind with clients. Explanation of how CRM isn't just about recording birthdays—it's about genuinely caring for clients' lives and circumstances.

88:00 - 95:00 • The Importance of Organization

Rob explains how having transaction checklists and organizational systems allows him to focus on people rather than logistics. When you're organized, you can be present and genuine with clients instead of stressed about details.

95:00 - 105:00 • Building a People-First Culture

Both Rob and Aaron discuss the culture at RE/MAX Platinum Ann Arbor, emphasizing relationships over transactions. Discussion of how genuine care, fun, and community create a workplace where people want to be and agents thrive.

105:00 - 115:00 • Legacy & Passing on the Passion

Rob and Aaron discuss their legacy and how they're passing on the real estate passion to the next generation. Discussion of the multifaceted role of a realtor and why that's what makes the job meaningful.

115:00 - End • Closing Thoughts & Key Takeaways

Final reflections on the importance of genuine relationships, character-driven leadership, and building a career around people rather than just transactions. Emphasis on how real estate provides meaningful work that impacts people's lives.