YFP 171: How Austin Successfully Made the Financial Transition to New Practitioner Life


How Austin Successfully Made the Financial Transition to New Practitioner Life

Austin Ulrich joins Tim Ulbrich to talk about how he and his family successfully navigated the financial transition from student pharmacist to resident to new practitioner. He discusses how they were able to become debt free while completing residency training, why and how he started a medical writing business, what it was like to finish residency and find a new job in the midst of a global pandemic and what they learned from their first home buying experience.

Summary

Austin Ulrich, a new practitioner, joins Tim Ulbrich on this week’s podcast episode to discuss four major areas of his life: paying off his student loans, building a side hustle and how he was able to make money medical writing, buying a home on the other side of the country and signing onto his current position.

Austin explains that he’s always been “allergic to debt” and obtained scholarships to pay for his undergraduate education. He did have to borrow money for pharmacy school loans but by making wise financial decisions, he and his wife were able to pay off $80,000 in loans during his residency training. Austin explains that there were some key decisions that helped them optimize the loan payoff. They purchased a home that allowed them to have a much lower mortgage payment versus what their rent cost would have been. When they sold the home they ended up making a good profit off of it and paid over $40,000 toward their student loans. He also explains that him and his wife were on the same page with finances and kept expenses down where they could.

Austin digs into his side hustle business, Ulrich Medical Writing, which helped him to pay off of his loans. Without this additional income, he would not have been able to pay off his loans as quickly. Austin also discusses how he and his wife purchased a home on the other side of the country during a global pandemic and how his relationship building and networking afforded him the opportunity for a career in a tough market.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Austin, glad to have you on the show. Thanks for taking time.

Austin Ulrich: Yeah, thanks, Tim. It’s great to be here.

Tim Ulbrich: So we’ll dabble more into this as we get into the interview, but you just finished up residency, moved from Oregon to North Carolina in the midst of the global pandemic. So what have been your first perceptions as you move across the country and got your first taste of the Carolinas?

Austin Ulrich: Yeah, I mean, it’s definitely been a big change for us moving across country with three kids. There were a lot of logistics involved in that. But there are a lot of bugs in the South that we’ve kind of discovered compared to Oregon. But you know, it’s really green here, and we like that. And really nice people and good southern food. So there’s a lot that we like about being here.

Tim Ulbrich: And kudos to you and your wife for moving the three kiddos across country. My wife and I — or at least I — have always joked that we made that move with three before we had our fourth from just Cleveland to Columbus, Ohio, only two hours. And I said, “I’m never doing that again.” So kudos to you guys for making that transition. We’ll talk about your career story, what you’re doing, what really necessitated that move and we’ll weave that into your financial story as well. So we have lots of different parts of your story that I’m excited for our listeners to hear. And you and I first connected on LinkedIn back in May of 2019. You sent me a message sharing your story regarding your financial journey, which by the way, I love getting messages like these and hearing from pharmacists across the country. And as we went back and forth a little bit, you know, as I heard about your transition from student pharmacist to resident to new practitioner, I really said, you know, you’ve got so much going on that we have talked about extensively on the show but such a great example I think of how with intentionality, you can make this transition — I will not always say with ease — but how you can successfully make this transition and really be able to have it be done in a way that will set you up for long-term success with the financial plan. So we’re going to talk about four areas of your financial plan: No. 1, paying off all your student loans; No. 2, building your medical writing side hustle business; No. 3, buying a home and what that was like; and No. 4, signing onto your current position during the COVID-19 pandemic. So let’s start with tell us a little bit about your journey into pharmacy, where you went to school, when you graduated, and ultimately, how you chose the residency path that you did.

Austin Ulrich: Yeah, so I’m originally from Ogden, Utah. And that’s a small town that’s north of Salt Lake. But I did undergraduate at Weaver State University there in Ogden and did pharmacy school at University of Utah. And so I graduated there in May of 2018 and then after that is when we moved out to Oregon, where I did a PGY1 residency at Providence Health and Services and then finished my PGY2 residency in ambulatory care and academia at Pacific University and Virginia Garcia Memorial Health Center.

Tim Ulbrich: So where did your interest in ambulatory care come from?

Austin Ulrich: You know, I’ve really always been interested in ambulatory care since starting pharmacy school. One of the first pharmacists I shadowed was an ambulatory care pharmacist. And at the time, I didn’t know that that was really a career option being fairly new to pharmacy. But I was really impressed how he was able to interact with physicians and with patients and have a lot of influence in how the patients were treated. And so throughout pharmacy school, that was one of my areas of focus and specifically during those years of 2014-2018 while I was in pharmacy school, I saw a lot happening where there seemed to be a shifting focus even more so toward ambulatory care within the pharmacy sector. So you know, it just felt right as far as economic opportunities in the future as well as I love talking to patients and getting that face-to-face interaction. And then the hours really fit well with the family lifestyle. So all those things are some of the things that I love about ambulatory care.

Tim Ulbrich: And in order to get there, like many pharmacy students and residents, you had to take on some debt to do that. So I want to talk about your student loans. I mentioned in the introduction part of the journey is paying off all of these loans. And we’ll talk about how you did that, but first, I’m sure as many of our listeners are wondering, what was the amount? What were you dealing with? What were you working with? Were you able to keep that low because of scholarships or other opportunities? You mentioned the in-state tuition piece. So tell us about your student loan debt, specifically as you went through pharmacy school.

Austin Ulrich: Yeah, so I’d like to preface this by saying I feel like I’m fairly allergic to debt and student loans. I have really bad reactions to it. So in my undergrad, I was pretty diligent about getting a scholarship to cover all that. But with graduate school and pharmacy school, that’s not really possible unless you have some sort of large sum of money fall into your lap. But so over the course of four years of pharmacy school with in-state tuition, I acquired — I guess I should say — $80,000 in student loans. And that’s with interest. That’s the full amount that would have been paid off.

Tim Ulbrich: OK.

Austin Ulrich: So that was the amount of student loans that I had coming out of pharmacy school. And you know, I would say that my wife and I really worked hard on making wise financial decisions, even though — I mean, we both knew that we didn’t want a lot of student loans. And so she worked as a nurse during pharmacy school and put a lot of hours into that. That was definitely something that was really helpful. And I worked as well as a pharmacy intern. So kind of our two part-time incomes put together helped keep that burden down as well as I was fortunate to receive a few scholarships that helped keep the loans down. But one of our philosophies was that we wanted to borrow as little as possible while still being able to maintain, you know, a decent amount of savings and a good quality of life. And we had purchased a home right when I started pharmacy school. It actually ended up being a really great investment. But that’s kind of the how things went with the student loans.

Tim Ulbrich: And so as you know, as our listeners know, $80,000, while it’s still a lot of money, it’s about a half — a little less actually, than half of what we’re seeing graduates in 2020 come out with on average. And so you mentioned a little bit about some scholarships, but I also heard a lot of intentionality around trying to minimize what you’re able to borrow through work and getting that bill down. But I also heard something that I want to dig in a little bit deeper when you said you’re allergic to debt. And I think that really gets to maybe some of the mindset, which drove the actions to keep that amount as low as you could. So tell me more. Tell our listeners more about what you mean by being allergic to debt and where that comes from.

Austin Ulrich: Yeah. So I think it was kind of engrained in me from childhood because my dad’s a financial advisor. And so he would always teach us these principles about, you know, keeping — staying out of debt and only buying what you can afford. And I guess I never really verbalized that into a financial why until really I started listening to the YFP podcast. But when I verbalized it, you know, I had student loans at the time. So I just, reading the statement here, I have an unquenchable desire to become and live debt-free. And so you know, just I guess as part of my financial why, the reason that I’m allergic to debt and I really want to stay away from it is I feel that being a slave to money is not a good way to live. I want to be in control of my money rather than let my money control me. I think that comes from a Dave Ramsey book somewhere.

Tim Ulbrich: It does. I think he says that often. And I want to prod a little bit more there. When you read your why statement — I’m hearing it for the first time, so I’m guessing our listeners may wonder as well, like when you say a desire to be debt-free or not to be a slave to debt, take us one step further. What does that mean for you specifically in terms of freedom? Is it that those payments that would normally be going to debt could go otherwise? Is it being able to free up money for other types of goals or lifestyle? What does that mean practically? If you don’t have debt, you can do what?

Austin Ulrich: Yeah, so I mean, I have a couple other lines here in my financial why that I had drafted that I think would answer some of those, really providing the basic level. It’s providing a sustainable living for my family where money is not a worry. You know? So I think that’s kind of our basic goal of we’re not drowned in debt, we’re able to do things as a family. We’re able to really provide — I can provide for our basic needs. Some of the other things that come from not having debt and building wealth over time would be I want to take my family on vacations around the world. We love vacationing, and we love trips. And they’re not free usually.

Tim Ulbrich: Right.

Austin Ulrich: So money that’s not going toward debt and paying interest or paying someone else you can use to accomplish your own goals and your own dreams. Some of the other things is owning an investment property or vacation home, you know, giving is a big part of my financial why. And that’s actually been really a core principle from the beginning for us, ever since we started making any sort of money, including throughout pharmacy school, paying off student loans, we always have been giving money. So we give tithing to our church, and that’s been something that’s very important to us, and we feel that we receive blessings from that. So those are just some of my kind of the building blocks of my financial why and really what being debt-free I feel like can allow me to achieve.

Tim Ulbrich: That’s awesome, Austin. I appreciate your willingness to share, and I promise to our listeners, we didn’t have that in the script. I didn’t have that in the notes, but when you had said you had something written down, it was great to be able to prod further and even hear more of what’s behind that. A few things I heard from there as you were talking, you know, beyond the concept of being able to be financially free from a paycheck, giving, diversifying your income through real estate, investing, life experiences with family, being able to care for, provide and support for your family, and so I think all of those are great. And for our listeners, maybe some of those resonate with you, maybe it’s other things. But I think ultimately, taking time to set your vision, set your why for your own personal financial plan can really help month-to-month when it comes to executing certain decisions related to the plan. So Austin, as I understand it, you will have paid off or did pay off $80,000 of student loans over two years of residency. And we before we just talk for a moment about how significant that is considering what we all know is a limited income in residency, I want to go back to one thing you had mentioned is that you were able to be successful in terms of limiting your student loan debt that was accrued, but I assume also in paying that down through making wise decisions. Tell us more about what was the Ulrich playbook when it come to — when it came to minimizing debt and ultimately paying down that debt. What were those things in terms of making wise decisions?

Austin Ulrich: Yeah, so I mean, I would say the linchpin or the key factor in that was really our house purchase. So like I mentioned, in 2014, we decided to buy a house because we knew I’d be in pharmacy school for four years, so we figured that we didn’t want to throw money away to rent for that long and maybe build up some equity. And it actually created a bit of a commute for me — or maybe more than a bit. But I had to drive an hour each way to school for four years.

Tim Ulbrich: So it was pre-Zoom pharmacy school, right, with COVID?

Austin Ulrich: Right. Yeah. So we did have to sacrifice a little bit, you know, as far as commute time. But it was in a place — it was actually in Ogden that we owned a home. It was more affordable, and we had a pretty low house payment. We were able to put some money down on it. And so when it was — when I finished pharmacy school and it was time to move for residency, we actually debated keeping it as a rental property. But when we had looked and, you know, really, we were thinking then, it’s getting close to time for a recession because they seem to be cyclical, but of course, it didn’t happen quite at that point. But in any case, we figured the value had increased so significantly that it would actually b ea good time to just sell the home, so we did make a very decent profit on the sale of the house, probably more so than any other investment we would make in the future. But I guess who knows? But that allowed us to pay off over half of the student loans. So that was definitely a big — the biggest driving factor as far as volume goes to get the cash to pay off the student loans.

Tim Ulbrich: So building up that home equity in that property, being able to sell that, throwing it at the student loans, obviously a big dent. And for our listeners that are hearing that and they’re like, ah, dang it, I don’t have a home with a lot of equity that I can sell and pay off my student loans, so what else was the key to success for you guys in terms of budgeting, working together, keeping expenses down — we’ll talk in a moment about being able to increase some income through a side hustle — what else was sort of the recipe for success as it related to your debt-free journey?

Austin Ulrich: Yeah, so you know, of course my wife and I, we definitely had to be on the same page as far as making these financial decisions. And everything that we’ve done, we’ve done together. And so it’s been a lot of kind of late night discussions and talking through things. And it’s not always easy, but I think that as we work through things, we end up on the same page and we figure it out. So some of the things that we did to keep expenses down during pharmacy school, I think the house purchase was a big one because we actually paid less on our house payment than we did in rent. So you know, there’s some money there. We also — and I know this is not something that’s available to everyone — but we had family nearby as far as childcare. So we had our first child was born the summer before pharmacy school, so we had kids all through pharmacy school. But we had family nearby that we were able to swap babysitting days with and so we actually did not pay $1 in childcare as far as working or school goes to get through pharmacy school. So you know, things like that were pretty significant I think in contributing to helping us keep expenses down.

Tim Ulbrich: What a blessing that is, and I appreciate your comment about you and your wife having to be on the same page. And I know how difficult that can be. I mean, you guys have three young kiddos at home, you’re transitioning from pharmacy school to residency to now obviously even a new opportunity, new location. And it’s hard with three young kids to have any length of conversation, right, without being interrupted. And so sometimes, you’ve got to work hard to piece it together and you’ve got to be persistent, and sometimes it means some late-night conversations, so love to hear that intentionality. I want to talk about your side hustle for a little bit. One, because you know, the YFP community knows, we love a good side hustle for many reasons. I think it helps accelerate the financial goals and the plan, I think it can often help provide a creative outlet and release for something that one is passionate about. And so I think you have a great example with what you have built with your medical writing business, Ulrich Medical Writing LLC. So tell us a little bit about how this came to be, why it came to be, and what the work is that you’re doing right now.

Austin Ulrich: Yeah, this I think is one of the most interesting things I would say I’ve done, really didn’t have a clear path or clear plan. But I would say it really wasn’t about — until about halfway through my PGY1 residency year I was thinking, you know, I know that theoretically at that point, I should be making decent money as a pharmacist, but you know, why not do something to increase my income now? Not that I wasn’t busy enough. But just kind of thinking outside the box. So I mean, I tried a number of things as far as kind of getting a side hustle to generate income. So I’ve tried lots of different things: taking email surveys, transcribing recordings, which I actually didn’t do because my transcribing wasn’t good enough. They paid like $5 an hour, but I couldn’t quite get hired on there. Probably a good thing.

Tim Ulbrich: Oh, wow.

Austin Ulrich: But I did some tutoring on Chegg, some online tutoring, I taught piano lessons. And then I did a bunch of reading about online business.

Tim Ulbrich: OK.

Austin Ulrich: But really, when I happened upon medical writing, I had no idea that it has existed before, and it just felt right with my pharmacy experience. And medical, I guess for those who may not be as familiar, it’s really just writing about any sort of medical topic, and it can any sort of format. These could be blog posts, they could be continuing education modules, slide decks, regulatory documents for pharmaceutical companies, all of that falls under the umbrella of regulatory writing. So really, what I found is that I just needed a little bit of training and a little bit of education to kind of steer my skills in the right direction to be able to provide value in this setting and be able to do some freelance and contracting work in that area.

Tim Ulbrich: And how do you as a new medical writing business, obviously you have the PharmD, you have the clinical training, so that helps in terms of credentials and expertise, but you know, there’s other people in this space. How do you build credibility, how do you build relationships, how do you find clients? What were some of those initial steps that you take and even some of the struggles that you had along the way?

Austin Ulrich: Yeah, so I would say it did take me a long time to get started. So I actually did research for about four months — I guess long time relatively — but I did research and I was building a website in the background, which is nothing fancy, but it kind of does the job. It’s more of a portfolio. But what I would recommend and what worked for me is digging around on AMWA.org, so that’s the American Medical Writers Association. And you basically have any resources that you need about medical writing, they have education there, it’s been a really great community be a part of as I’ve been growing my business. I went to one of their annual meetings last year, and so really doing some networking with people that were also members of AMWA, I read a couple books on medical writing to really just kind of get me started. And then as far as finding clients, there’s the cold email strategy. Sort of like cold calling, but you send them an email and basically when people hear that you’re a pharmacist in the medical writing space, there is a certain understanding that they have that you know about medications and if you’re a writer, you must be able to write about them is the hope. And that reminds me, I did read some books about writing as well too because you do need to know how to write and enjoy it to some extent to be able to do medical writing.

Tim Ulbrich: Sure.

Austin Ulrich: Sometimes you have to grind away, but all of those were pieces that went into building that business to the point where I launched the business and I had a grand total of 0 clients. So then I started my finding process.

Tim Ulbrich: Yeah.

Austin Ulrich: But AMWA, the American Medical Writers Association, actually has a great place to post freelance opportunities, job opportunities. So a number of companies and agencies will post there periodically. So I’ve gotten a few clients that way, I’ve gotten a few clients through just direct emailing. And so just kind of a combination of different approaches has been how I built that up.

Tim Ulbrich: What has the side hustle, what has the medical writing business meant to your financial plan? So how has it either accelerated your goals or perhaps even opened up some new opportunities?

Austin Ulrich: So paying off my student loans within two years of residency would not have been possible without the side hustle. You know, that’s very clear to my wife and I that that was such a big player in that. You know, and though it did mean some early mornings and late nights for me and weekends, it’s not just something you get all of this money for doing nothing. You have to put in the work. So it’s still a trading your time for money type thing. But you know, it’s been really one of the things that I would say I’m the most proud of that I’ve been able to get that moving and actually see some success. You know, the first project that I landed I was almost in disbelief because it’s like, I’ve never done something like this before.

Tim Ulbrich: Yeah.

Austin Ulrich: And you just kind of go with it, and you do your best and make it happen. So that’s what entrepreneurs do.

Tim Ulbrich: Absolutely. And that’s awesome. And kudos to you for taking some risk getting it started. I’ve shared on this podcast before, one of the books that was so instrumental to me in getting started with YFP was “Start” by John Acuff. And I think it’s just such a good resource on the mindset of when somebody has a new idea — and it could be a new business, it could be a new service at your place of work, it could be anything that you’re looking to begin or start, that there can be so many different steps that need to be done and it can be overwhelming, there’s so much to learn. And often you can get lost in that maze of what do I do next? Where do I go? And often, there’s obviously paralysis that prevents that next step. And I think what I took away from that book was you’ve just got to start, right? You’ve got to start. You take a step forward. You do your research, but you move forward. And you may look back in two years and say, “What was I doing with that website or that first step?” But that’s not the point. You know, you’re really getting toward that larger vision and being able to move something forward. So before we transition to talking about your most recent home purchase, Austin, where can folks go to learn more about what you’re doing with your medical writing business?

Austin Ulrich: Yeah, so I think the best place to connect with me would be on LinkedIn. So just Austin Ulrich on LinkedIn. I’ve got my profile set up as a clinical pharmacist and also a freelance medical writer. And then you’ve got my website, and anyone’s welcome to take a look at that. So it’s UlrichMedicalWriting.com.

Tim Ulbrich: Awesome. And we’ll link to both your LinkedIn profile as well as the website in the show notes for those that want to go back. And again, you can go to YourFinancialPharmacist.com/podcast, find this episode, and you’ll see those show notes listed. So you finish up two years of residency in Oregon and you move in across country for a new ambulatory care position. So tell us about this new job, what you’re doing, what you’re working on, and how ultimately you came to find it and how difficult or maybe not it was in terms of navigating that home buying and job position finding during a global pandemic.

Austin Ulrich: Yeah, so I think starting out with the job, you know, of course during the latter half of my PGY2 residency year, I think as all PGY2s are, you’re looking for a full-time position. So I’d been looking and had a number of opportunities and positions available I was applying for. And about that time, COVID hit, you know, early March. So I started to see positions disappearing, you know, I had a few phone interviews. And things just weren’t really moving forward with what I was looking for for positions. But so I guess one thing I would say about this is other than possibly being the worst time in history of the U.S. to get a job, unemployment rates really sky-high, but you know, it impressed to me the importance of going to conferences and networking in person because a lot of the people that I interviewed with, it was all remote, and it was all phone. Maybe I just interview poorly that way, who knows? But the company that I work for is called Upstream. And I had actually met them at ASHP Midyear in December.

Tim Ulbrich: Oh, cool.

Austin Ulrich: So I had met them in person, and it just so happened that I saw a posting that they had a position open. And that was — I think that was in May, early May that they had posted that. So I reached out to the people that I had met and we set up an interview and got a job offer not too long after.

Tim Ulbrich: That’s awesome.

Austin Ulrich: So you know, it’s really interesting how things materialize that way and are just — meeting people in person I think is not to be underestimated.

Tim Ulbrich: Yeah, and I’m so glad you brought forward that networking/professional organization piece. I think from my experience, the benefits of a network and I think really building genuine relationships, I think sometimes networking can imply sort of this cold relationship where you’re using people for connections and other things. And I think so much of networking is genuine relationship-building and doing that continually, making that a part of what you do every day because you genuinely care about people and genuinely care about collaborating and sharing with others. And the fruit of that will come to be and most often will come to be in a time where you may not even expect it. And I think here is a great example. But waiting until that time of need to try to build that network I think is where folks can get in trouble. So not only were you searching for a job in the midst of a global pandemic — and I saw the same thing here with many of the residents that I work with in the Columbus area where job positions were falling off, people were pulling back, trying to conserve resources during this unknown time period. But you also were trying to purchase a home during a global pandemic, which doing that alone from West Coast to East Coast would be difficult enough, let alone trying to do that in the midst of obviously the challenges that were brought forth by COVID-19. So tell us about that experience — and I think the piece, Austin, I’m curious to hear from you knowing this isn’t your first time going through the home buying experience, was there anything that you learned from that first time that you applied and did differently when you bought this home here in 2020?

Austin Ulrich: Yeah, so I think the thing that was most important for us is we wanted to actually see the property before buying. It was really important for us to get into the right area or a good area for our family. But on the other hand, how do you know what is the right area when you’ve never been somewhere? We hadn’t even been to North Carolina before. And I guess to contrast that with our home buying experience in Utah, we knew the area very well that we wanted to live, and we actually ended up finding our house on it may have been Zillow or some sort of real estate network. But we basically found our house and called whatever realtor was listed on there. It was probably an easy job for them, but you know — so that was definitely differences. We didn’t really know where we wanted to be, and we’d had some not-so-good experiences with that realtor and also our realtor selling the house. So one of the important things for us was to get a realtor that would actually do a good job for us because we knew that they’d need to be — we were going to take a trip out and we had three days to find a house and make an offer. And so that realtor needed to be available and needed to do a good job, so you know, we asked for recommendations and one of the people I work with had mentioned someone that they used that was an awesome realtor. And so we went with her, and she put in a lot of hours those three days when we were out there, and we did too. But having a good realtor was really important to us, and of course having all the financing lined up is an important piece of that as well so that you’re ready to act because what we found is there were actually three or four houses we were considering offering on, and they were gone.

Tim Ulbrich: Yes.

Austin Ulrich: About the time — I mean, within one day. We looked at it in the morning and by the evening, it was gone. So part of that was getting our offer in fast enough before the house we’re in was gone. I would say those are some of the things that we kind of carried over from our previous experience but really different experience for us because we just didn’t know anything about the area. But I think by the end, we had a pretty strong feeling of where we needed to be.

Tim Ulbrich: And I’m glad you mentioned those two things, Austin, as I think of Jess and I and our transition buying a home for the second time here in Columbus, those two things really stand out to me as well. Having your financing in order and having a good realtor on your team and how important they are. And I think they can certainly make all the different, especially when you’re dealing with a situation such as what you guys are doing, moving across country but also in a market where things are moving quickly and properties are coming off the market quickly and needing to be ready to act. So you’re in North Carolina, you’ve gone through a lot of transition in the last four or five years, obviously you’ve made incredible progress, you’ve got a young family, lots of competing priorities for your finances, so how are you feeling in this moment about your overall financial health? And talk to us a little bit about some of your financial goals going forward.

Austin Ulrich: Yeah, so I think about my goals fairly often now, I think since crafting my why, which has been really helpful of having things that I’m looking to achieve. But of course our big goal is to buy a house, that was something that’s important for our family. And I know that may not be part of everyone’s financial plan, but that was something that was important to us is to build the equity and maybe it was due to our really good experience with our first house, but I think in general, we don’t like the idea of throwing money down the drain to interest. But you know, in any case, our next steps for financial goals really are to make sure our savings is solidified. We were able to get some what we feel like is pretty favorable financing where we didn’t have to completely destroy our savings and emergency fund to purchase the home. And so just building that back up is going to be the first step and then looking to kind of flex up our investments and then eventually down the road, I think we want to get into real estate investing. But I think we’ve got kind of more to learn and more capital to acquire probably before stepping into that of what we’re thinking that we want to do there.

Tim Ulbrich: Yeah, and you’ve put yourself in a great position to have that as an option going forward. And so I’m excited to see what the future looks like for you and your wife. And as I listen to your financial journey, I know — it sounds like it, certainly — that your intentionality with your finances during school and residency has really set you up for a lot of success in the future. And I think really sharing your story, I’m hopeful students listening are inspired by this, those that are in the midst of residency and feeling how daunting that can feel in terms of both the intensity on your time as well as the strain on your resources as well as those that are making the transition and looking to build that solid foundation, I think there’s a lot of wisdom that you shared throughout this episode, so Austin, my question for you here is what advice would you have for, you know, students that are listening to this episode saying, ‘I’m going to put myself on the path that Austin has taken where a couple years out, I can be on solid financial footing and really be looking toward the future to optimize the plan.’ What would you have for students and some actions that they can take in the moment?

Austin Ulrich: Yeah, so I think honestly, one of the biggest things I would recommend is remember to enjoy the journey because it can be easy to think, oh, after I graduate, after my student loans are paid off, after this, after this, once I have enough money, then I’ll be happy, then I’ll enjoy life. And I think that’s a little bit of a trap that people can get into because in some of the way, it’s really about the journey, those nights being up with the kids three or four times and getting up at 5 a.m. to go to school, those are times to look back on and now those are great times and we’ve got a lot of great times ahead of us. So I think that’s probably my No. 1 piece of advice that I would give as far as an overall standpoint is keep that in mind as you’re looking to accomplish your own goals and meet your own financial why. But I think one of the most important things for me was for sure working during pharmacy school. I was a pharmacy student, I personally recommend that to everyone. Just the opportunity to implement the knowledge you’re getting in pharmacy school, it makes you a better student and you get paid for it, so it puts you in a better financial position. So I mean, I don’t think that anyone should overstress themself by getting a job, but it’s certainly something I recommend. That would be one of my biggest other pieces of advice as far as the finances go.

Tim Ulbrich: Great stuff. And we know the YFP community is hungry to learn more in addition to what they’re hearing on the podcast, so do you have a favorite book, podcast or other resource that you have found to be instrumental in your own life as it relates to your finances?

Austin Ulrich: Yeah, so I was thinking about this and, you know, I think a lot of the books that you mention here on the podcast are ones that I’ve read, a lot of them actually at recommendations I’ve heard on YFP. But as far as podcasts go, I think some of the things that I learned as far as my side hustle, which was a very important piece of the financial plan and still is, there are a couple of business podcasts or entrepreneurship podcasts that kind of, they get you motivated really well. And I haven’t listened to those in awhile, but Entrepreneurs on Fire by John Lee Dumas and then School of Greatness as well, Louis Howe is that one. So those are some great kind of — they have some key episodes that are good kind of pop-up entrepreneurship and get you in the mindset to go and take some action, like you said, and just do something to start moving forward and then let that momentum build.

Tim Ulbrich: Great recommendations, Austin. And I appreciate you taking time out of your busy schedule with all that you have been going on with the move and the new job to share your financial journey. It’s been an inspiration to me. I’m confident it will be the same to our community and certainly appreciate your contribution to the show. And to the YFP community, if you liked what you heard on this week’s episode, please do us a favor and leave a rating and review on Apple podcasts or wherever you listen to the show each and every week. And if you haven’t yet done so, I hope you’ll join us in the Your Financial Pharmacist Facebook group, over 6,000 pharmacy professionals all across the country committed to helping one another on their individual path towards achieving financial freedom. Have a great rest of your week.

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YFP 170: The Ins and Outs of Auto Insurance


The Ins and Outs of Auto Insurance

Robert Lopez, YFP’s Lead Financial Planner, joins Tim Ulbrich to talk about the ins and outs of car insurance. Robert digs into why it’s an important part of the financial plan, key terminology, how rates are calculated, the make-up of an auto insurance policy and common mistakes to avoid when purchasing car insurance.

Summary

Robert Lopez, Lead Financial Planner at YFP, shares that car insurance is an important part of someone’s financial plan for two reasons: it has to be paid monthly, semi-annually or annually and if you do get into an accident, it can be a large expense that affects the rest of your plan especially if you aren’t prepared for it.

Robert talks through the main pieces of a car insurance policy like bodily injury liability, property injury liability, medical payments or personal injury protection, collision, comprehensive, uninsured/underinsured motorist coverage and extras like roadside assistance and rental car reimbursement. He also explains that car insurance rates are determined depending on the address/city the insurer lives in as well as their driving record, credit, past claims, vehicle, daily commute or annual mileage and age.

It can be difficult to determine what you need or what coverage you should leave out when choosing a plan. Robert says that it really depends on your specific situation, what state you live in and if you have a new car. Personally, Robert likes having roadside assistance, rental reimbursement and windshield replacement coverage, but those extras may not be necessary for someone else. He also says that it depends on your financial situation and what you can pay now as well as what you can pay if or when an accident occurs.

Tim and Robert also discuss how to choose an insurance company and common mistakes that he sees others make.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Robert, excited to have you back on the show. How are things going out in Phoenix?

Robert Lopez: You know, it’s hot. So there’s always that to worry about. I think it’s going to be cool today. It should only be 102, so we’re doing better.

Tim Ulbrich: Gees. We’re starting here in Ohio, we’re getting the beginnings of fall weather, doesn’t feel like a normal fall, though. We don’t have of course normal football season here in the Buckeye State, but nonetheless, we’re starting to transition to some of the most beautiful weather here. So 102, that’s pretty intense. But today we’re talking about something that I think is an often overlooked part of the financial plan, and we’re going to get your perspective as it relates to working with clients and looking at this piece of the puzzle. And as we talk about all the time, the financial plan is a giant puzzle. This is one piece, albeit an important piece of the puzzle. And I know that car insurance premiums, you know, they’re not the most expensive bill necessarily, but we’re going to talk about the importance of having the right insurance protection in place as it does with other insurance policies can affect the rest of your financial plan in big ways. So Robert, let’s start with what impact does car insurance have on the financial plan? And why is it important for people to really understand their auto insurance coverage?

Robert Lopez: Yeah, so auto insurance is really important to the financial plan for two reasons. One, you have your monthly or your semiannually premiums you’re going to be paying. And then if you are in an accident or an incident, those are large expenses that we may or may not be prepared for. I myself just had my car totaled a few weeks ago, and that was a rather large bill that I would not prefer to pay on my own. So insurance is there to protect you from some of those unforeseen expenses.

Tim Ulbrich: Yeah, and whether that be an emergency fund or if somebody doesn’t have an emergency fund, having to go into debt to cover those, obviously as we talk about with life or disability, there’s the protection part of the financial plan or most recently we talked about professional liability on the show. The other area I think about here, Robert, I’d like your input and perhaps something you see often with clients, whether it’s auto insurance, home insurance, disability or life, is that some people may be underinsured, which of course is what you just referenced, or perhaps overinsured, right, which could affect not only what’s coming out of pocket but perhaps also the opportunity cost of where that money could be used elsewhere in the financial plan.

Robert Lopez: It’s a problem both ways, but overinsured is definitely a thing. A lot of times we’ll hear clients say they just want to make sure, they want to be positive that they have enough coverage, but they’re really doing a disservice to themselves by being overinsured because as you mentioned, that opportunity cost. Those funds could go to another place, right? Maybe we want to expand our emergency fund and those extra premiums could be going towards that. Maybe we’d rather be paying down debt with that extra money. So rather than protecting ourselves from an unknown future, we could actually be paying something down today. We try to find that balance between having enough coverage and having too much coverage.

Tim Ulbrich: So let’s jump into some basic terminology before we talk about how rates are calculated, before we talk about what makes up a policy and some common mistakes that we see when folks are purchasing it. So basic definitions: premium, deductible, what’s the difference between the two as it relates to car insurance?

Robert Lopez: So your premium is that expense that you get every set time period. So it’s a monthly payment, it can be semiannual, it may be annual. But it’s the expense you pay just to maintain your coverage. The deductible is the amount that you’re required to pay after an incident or accident prior to the insurance kicking in. So think of that as your skin in the game. So they want to make sure that you’re covering part of an incident so you’re not overcharging them for the policy.

Tim Ulbrich: And as many of our listeners know, of course being in the healthcare field, this terminology they’re familiar with and not only for their own personal plans but obviously in working with their patients. But we’ll talk about that in more detail in terms of obviously how a high or a low deductible plan may impact your premiums. And as you’re shopping around, making sure you’re really trying to do as much as possible of an apples-to-apples comparison. So Robert, talk to us about how car insurance rates are calculated and what’s really taken into account in consideration when calculating those rates.

Robert Lopez: So insurance companies are really good at math. And they can find out exactly what proportion of the population is going to need to have benefits paid out. So they try to take everything into consideration they can, right? So this is going to come down to your address, meaning what area of the country you’re in and what area of a city you may be in. They’re going to look at your specific driving record, have you had incidents in the past. They may look at your credit, except where state laws maybe ban that, but viewing your credit would also kind of show a dependability. They’re going to look at past claims, like are you the squeaky wheel that keeps making claims? They’re going to look at your vehicle, and the vehicle maybe if it’s an expensive vehicle where maintenance would be higher or a faulty vehicle that may have more issues. They’re going to look at your daily commute or your annual mileage that you have, so how much are you driving to and from work because that’s the time period where you’re most likely to get into an incident or an accident. And then what’s your age? Some auto insurance agencies have a set age where they say you’re now an adult. And it may not be 18. You may hear numbers like 25, you may hear numbers like 26. But they’re going to say younger people are mathematically more likely to have accidents and claims.

Tim Ulbrich: And let’s jump into the components, the parts, of a car insurance policy as I think this is going to help our listeners not only evaluate their own policies but as they’re perhaps comparing different quotes or looking at maybe changing insurance policies, really understanding what is or is not required — and we’ll talk about obviously state laws that are impacting that — but also as you’re comparing one policy to another, understanding what is or is not included within those policies. So Robert, give us the key components of a car insurance policy and just fire them off. And then we’ll spend some time talking through those in more detail.

Robert Lopez: Yeah, so the main types of coverages you’re going to see are bodily injury liability; property damage liability; medical payments or medpay, also known as personal injury protection; collision; comprehensive; uninsured or underinsured motorist coverage; and then there’s a bunch of extras out there like roadside assistance, gap insurance, rental reimbursement, really anything that your heart desires.

Tim Ulbrich: Let’s go through those in more detail. Bodily injury liability, talk to us about that one.

Robert Lopez: So bodily injury liability is designed to pay for the medical bills and lost wages when an accident is your fault. So when you cause an accident, you run the stop sign, you run the red light, you hit the other car, this pays for their medical bills and any lost wages.

Tim Ulbrich: And one of the things — I’m deviating here a little bit, Robert — but just thinking about from planning standpoint, if I’m somebody who caused the accident, it was deemed to be my fault, what I’m thinking about is the spectrum of healthcare costs that could be incurred, right? It could be as small as an urgent care visit or a brief hospital stay or as significant as somebody who needs to be life flighted for a more serious injury. So in your experience and what you have viewed in these policies, how do you begin to evaluate obviously the range of how catastrophic it could be but also then what those policies may or may not cover and then what additional coverage you may need to be able to protect other parts of your financial plan. I’m thinking in the event of something like a lawsuit.

Robert Lopez: Yeah, that’s actually a really good question. So when you work with an insurance agent, they should be able to help you figure out some of those limits. They could be as low as what we call 25-50. Meaning it could pay up to $25,000 per person involved in an incident and $50,000 overall. Generally, we’ll recommend 100-300, meaning $100,000 per person, $300,000 per incident. It can go all the way up to 300-300 or 350-500. And that’s going to be really dependent on your area, the kind of people that you’re going to be surrounding yourselves with, and your own net worth. And that’s kind of what we’re protecting there, right? So if you find yourself driving around near a bunch of surgeons in a very high income area, then maybe your liability protection should be higher. Obviously if a surgeon has to take off a year to recover from injury, those lost wages are going to be a little above those limits. And this may be the place where a umbrella could come into effect above and beyond this liability coverage to protect from those larger lawsuits.

Tim Ulbrich: For those that aren’t as familiar with the concept of an umbrella policy, briefly define that for us.

Robert Lopez: Yeah. So an umbrella policy is just a pure liability policy, protection that goes above — like an umbrella — above any of your other liability suits. So let’s say you have an accident or an incident where someone is suing you for $500,000 of liability, your car insurance would go up to its maximum, so if it’s 100-300, it would cover that $100,000 per person. And then the umbrella policy would cover you above and beyond that. Those are generally sold in $1 million increments. They’re generally pretty fairly priced, similar to HPSOs, professional liability policies, so it should cost about $100-120 a year.

Tim Ulbrich: Awesome. OK. So bodily injury liability is the first main type of coverage. What about property damage liability?

Robert Lopez: Property damage liability pays to repair or replace property that you destroy with your car. So let’s say you get into an accident, and you hit other cars or a fence, you slide into a gate and it has to be replaced, that would cover that. So that normally is going to look like $50,000 is the kind of going rate that you’ll see for that.

Tim Ulbrich: OK, and the third one you mentioned was medical payments, referred to or abbreviated as med pay or personal injury protection.

Robert Lopez: Yeah. So personal injury protection pays for the medical expenses suffered by you and any passengers within your vehicle. So this doesn’t matter who’s at fault for the incident; your coverage will protect you and yours. If the incident is proven to be the other driver’s fault, you could go for them to seek damages, but this protection is specifically designed to protect you and yours.

Tim Ulbrich: OK. And what about collision?

Robert Lopez: Collision coverage pays to repair your own vehicle in the event of an accident. The collision claim check is generally going to be reduced by your collision deductible. So that’ll be specific to your policy. But this is just to repair your car in the event of an accident.

Tim Ulbrich: And comprehensive?

Robert Lopez: Comprehensive goes beyond accidents, right? So if your car is damaged in an accident, it’s collision coverage. If it’s damaged outside of an accident, so think if there’s a theft, fire, vandalism, storm damage, hail damage, collision with an animal, hitting a deer on the side of the road kind of thing, all that would be considered comprehensive coverage. So that would pay if your car needs repairs in that instance.

Tim Ulbrich: And uninsured or underinsured motorist coverage?

Robert Lopez: If you hit another driver or another driver hits you and they don’t have the proper insurance in place, this would protect you from that. So normally, the other insured individual would pay for the damages if the incident is their fault. If they are uninsured or underinsured, this covers you. So this is not required in most states, but it’s highly recommended since the insurance rate in America is not at the 100% that we’d like to see.

Tim Ulbrich: And my favorite category, the last one here, the catchall of extras like roadside assistance.

Robert Lopez: Yeah. So in extras, you’ll see a lot of different things. So roadside assistance is one of them. So that pays for fees due to a vehicle breakdown. So let’s say you run out of gas on the side of the road or you need a tow truck to come pick you up, this would be included in your insurance, so you would not have to pay those fees. Other options are rental reimbursement, so I mentioned my car was totaled recently. My rental reimbursement paid me to have a rental car while my car was being inspected and see if they were going to replace it or repair it. So it’s generally just up to whatever level you decide. So if you have economy, then it will pay for an economy car. If you have a specialty convertible, then it’ll pay for that. And then gap insurance is one I want to definitely make sure we touch on.

Tim Ulbrich: Yeah.

Robert Lopez: Gap insurance pays for the gap between what you owe on your car and what a car is worth. So let’s say I have a brand new car, it cost $25,000. I have a loan for $20,000 still. I get into an accident, my car is totaled. But the value of that car is only $14,000 just because of the depreciation as soon as you drive off the lot. So gap insurance would cover that difference. It was a $20,000 loan, $14,000 car, it covers the $6,000 difference there so I’m not in the hole for a car that is no longer able to be driven.

Tim Ulbrich: Yeah, really important, especially as we’ve talked about before on the show, thinking about how cars depreciate in value. Many people are likely in a scenario where they may owe more on the vehicle than the car is worth. So Robert, as I hear these things, bodily injury liability, property damage, medical payments, collision, comprehensive, uninsured or underinsured, extras, gap coverage, I understand. You did a great job of explaining them. My thought is what do I need? And what do I not need? And how do you know what coverage you need to have? Does it depend on the state? What is you’re leasing or buying? What if it’s a new car versus a beater you’re driving around? How do you think about this and advise clients as it relates to their own insurance policies?

Robert Lopez: Yeah, I’ll go back to Tim Baker’s favorite response: It depends. So it really comes down to what your specific situation says. So some states only require you to carry liability coverage, meaning you wouldn’t require any kind of collision, comprehensive, or any kind of things like that. You would only need coverage for if you were at fault. That’s not recommended for most newer cars because you’re going to want to get your car replaced and repaired. So if you have a new car with a loan, the loan company or the bank will generally require you to have full, comprehensive coverage, meaning they want to make sure the car will be replaced because they’re using that car as collateral against the loan. So they want to make sure that it maintains its value. So it’s really going to come down to your personal preference. I like having rental reimbursement and roadside assistance on my car. They’re not necessary. I like adding windshield replacement because in Arizona, we just catch rocks for fun with our windshields, so I like to have that policy built in there. Beyond that, it’s really going to come into your personal financial situation and what you can afford to pay now and what you could possibly afford in the event of an incident or accident.

Tim Ulbrich: Yeah, great point. And I think for those listening, my encouragement would be as you understand the individual components of the policy and then evaluate your own plan, your own vehicle situation. So as you mentioned, somebody’s driving around in a new car, somebody’s driving around a vehicle with 150,000 miles on it that’s worth $4,000 or $5,000, they may approach this very differently in terms of what they’re looking for things to get replaced or covered in the event of an accident and how their personal financial situation may be able to cover some of those costs that come or perhaps it may not. And they may need that coverage, but really understanding the individual components, understanding your situation, and then as you begin to shop around, once you determine the need, really being able to look at Policy A versus Policy B versus Policy C based on those individual coverage maximum limits and what you need or don’t need for your own situation. Now that we know what makes up a car insurance policy and the basics of what that policy covers, let’s talk a little bit about car insurance companies, really between brick-and-mortar and online companies, I guess not much brick-and-mortar these days. You know, people walking into talk with an agent. We’ve got big insurers, we’ve got small insurers. I feel like there’s so many options, and I’m even thinking about watching an NBA game recently where I felt like every third or fourth commercial was a company who’s shopping around. There’s lots of them out there, and I think it can be confusing about where do I go? What should I be looking for? How should I be evaluating it? So how do you begin to decide which car insurance company is going to suit your needs best? And what are the main things that our listeners should be thinking through when choosing a car insurance company?

Robert Lopez: Yeah, I think a lot of it’s going to come down to kind of four main areas. First of all, location. Not all of these companies are going to be operating in every area. There are other things to worry about, there are price. Right? So price is going to be huge because there’s going to be drastic differences in cost. So we want to make sure that we compare and shop around on prices to all of the agencies. Another one would be trust or reliability. There’s online organizations, Bank Rate does it, there’s a ton of organizations that will rank insurance companies based on financial strength, basically their stability, and then by claim satisfaction score. You can look online and say, hey, this company is extremely financially stable, it’s not going to disappear overnight like one of these odd commercials that we see on TV, and I know that their claim satisfaction score is high. So people who are actually filing claims are happy with the service they receive. And then the last thing is going to be comfort level. Are you already familiar with a company and do you like them? Are you already familiar with the bank that provides that service as well? Is there already policies that you’ve had in the past you’ve had success with their claims departments? Sometimes it’s worth a little extra to work with somebody that you’re comfortable with, whether it’s the bank or the agent themself.

Tim Ulbrich: So Robert, to that point, and one of the things I often struggle with is — I’m even thinking about right now my own auto and home policies and recently shopped those around to get new updated rates and bundled options and all that good stuff. You can shop around ‘til you’re blue in the face and find a better price, and you mentioned some things that are really important to consider, not just price alone. But the one that stands out to me is that customer service, comfortability with the individual carrier as well as perhaps an individual relationship or contact you have. So I know for my personal auto insurance, I have somebody that for 5+ years now, quick email, quick response, I have that personal connection, and that is worth something as I look at sure, I could get a cheaper option, but how much cheaper does that need to be to be able to outweigh that? So how do you evaluate this personally, whether it be on the auto side or another type of insurance, really the importance of that relationship, the importance of the customer service relative to the price of the policy?

Robert Lopez: Personally, I like simplicity. I like to get all my policies in one place if possible so I just have one contact. And I like to deal with one organization. I’m lucky enough to be a prior military member, so I can use USAA as my bank, I can use my USAA as my insurance policy company, I can USAA as a lot of things. So that’s what I personally like. I know that I’m probably paying a premium, and I do check that every year, meaning I know the comparison rates of what I would be paying elsewhere so if at one point, it turns out to not be the right mathematical choice anymore, I can make that switch. But I know that I’m paying extra just to keep that simplicity, the consistency.

Tim Ulbrich: Yeah, and this would be something that I would recommend folks, you know, put this probably among some other things that once a year is on the calendar just to look at again. We all know how fast a year can go, you’ve got competing responsibilities and priorities, and I have found even with my own carrier, asking the question sometimes, ‘Oh, I’m glad you asked, we’ve got these different options.’ Or, ‘Hey, I’m looking at these other options,’ and all of a sudden there’s new quotes that are presented. So I think once a year is good due diligence probably among other areas of the plan as you’re looking at credit reports or other things as well to make sure you’re taking care of those maintenance items as it relates to the financial plan. Like any aspect of the financial plan, Robert, it’s easy to make mistakes along the way. What are some of the common mistakes that you see people making when it comes to car insurance? And I’ll probably add on a couple that I’ve made myself as well.

Robert Lopez: Yeah, you’ll definitely hear me repeating myself from some of the stuff I already said. But some of the big ones, again, not shopping around. Just sticking with that one organization is not enough. And when we do shop around, we want to make sure we get that full picture of the marketplace. There’s a bunch of insurance companies, they change their names from time to time, but they’re still there. So you want to definitely check annually and make sure we’re comparing apples to apples. You can actually give your policy information to another agent and let them compare it and say, “I want this exact same policy from your company. What would it cost?” And they should be able to do that pretty easily. The next one is carrying too much or too little insurance. Carrying too much coverage, as we talked about earlier, being overinsured, it’s just going to increase your premiums and cost you more long term. And then not having enough coverage will lead to those larger expenses in the event of an incident. So we want to try to find that right balance between how much premium we want to pay, how much deductible we want to pay, and how much actual coverage we want to have. Some other ones, kind of buying roadside service can sometimes be a mistake. So I mentioned that I like to have that on my policy, but that’s because I don’t receive that service from any other organizations. Sometimes you can get it through a credit card company, if you have anything like AAA or if you have a vehicle warranty, a lot of times those are built in. So we want to just confirm one way or the other if we already have this service or not and then if we want to include it in our insurance policy or not. The next common mistake I see is people not updating their service, their policies, so carrying collision coverage on an older car is not necessarily the right thing. So remember, collision coverage protects your car in the case of an incident. If you have an older car that’s not very valuable, then that coverage is not going to pay out as much as it used to. So you’re likely overpaying for that part of the policy. In that same breath, just generally not updating your policy to reflect your life changes is a big one. So keeping insurance up-to-date on your situation is really going to ensure that you’re receiving the correct rates. We have a lot of people who are working from home right now, so they’re driving less. So their policy should be lower cost to reflect that because they’re less likely to get into an incident if they’re not driving to work every day. Not getting that premium versus deductible balance right, so increasing your deductible is a great way to lower your premiums, but you need to make sure that you’re able to actually afford that deductible when the time comes. Just trying to get your premium as low as possible and having a $4,000 or $5,000 deductible in the future sounds great until the future gets here, and now you’re going into credit card debt to pay that deductible. And then the last one that I see is kind of getting those gimmicks in car plans. So insurance companies are all over the place, and they’re all trying to stand out. So they’ll offer different incentives or options, think accident forgiveness, and really what this does is it sounds great until you review the numbers. So we just want to make sure that we understand exactly how these programs work and we’re happy with whatever added expense they bring to us for the benefit that they state.

Tim Ulbrich: Great stuff, Robert. And I’m going to just emphasize or re-emphasize a few of those that I’ve lived firsthand. So you mentioned the buying roadside coverage, and I know again, something you mentioned you like, and I think your follow-up there was spot-on, really making sure you’re not paying for it anywhere else. So probably the most common thing that I see and I experienced myself was people not realizing that they already have AAA or another policy coverage in place and then they’re also paying for it on the auto insurance, so making sure you’re not double paying. You know, the apples to apples is so important. And I love your recommendation of actually sending your policy, sending what you are currently have in terms of coverage and limits and then asking to get a quote that will match that or if you’re looking for more or less in a certain area so you can really compare one to another in terms of an apples to apples. And then I think overpaying, you know, is something that I fall victim to myself. You know, I’ve talked about on the show before, most recently when Tim Church and I talked about the pros and cons of paying cash for a car, but we don’t drive the nicest cars in the Ulbrich household, let’s just leave it at that. There’s certain coverages that we don’t need, and if there’s an emergency fund and other areas that can cover it, then we’re trying to find that balance that you reference in terms of the premium versus the deductible. So Robert, appreciate your time coming on, and as I started the show, I’ll end the show by saying our goal as we continue to talk about different parts the financial plan is to re-emphasize that the financial plan is complicated. There’s many pieces, there’s many parts, and here we’re talking about just a sliver but an important part. And if you don’t have the right coverage, you’re exposing the rest of your financial plan. If you’ve got too much coverage, perhaps there’s an opportunity cost where you could be better allocating those monies to a different part of the financial plan. So we do comprehensive financial planning at Your Financial Pharmacist, specifically customized for pharmacy professionals. And we define comprehensive financial planning as anything that has a dollar sign on it, we want to be involved in that part of the financial plan. So that ranges from debt management, that includes investing and retirement, that includes insurance here, just one part of insurance we’re talking about today, credit, credit management, home buying, the list goes on and on as we know that all parts of the financial plan impact one another. And so if you’re interested in learning more about our comprehensive, fee-only financial planning services, head on over to YFPPlanning.com, where you can schedule a free discovery call to see if that service is a good fit for you. And as always, if you liked what you heard on this week’s episode of the Your Financial Pharmacist podcast, please leave us a rating and review on Apple podcasts or wherever you listen to the show each and every week. And I hope you’ll join us in the Your Financial Pharmacist Facebook group, where we now have more than 6,000 pharmacy professionals active and committed to helping one another on their path towards achieving financial freedom. Have a great rest of your week.

 

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YFP 169: Helpful Tips for Getting a Mortgage


Helpful Tips for Getting a Mortgage

Tony Umholtz, a Mortgage Manager at IBERIABANK/First Horizon shares helpful tips for getting a mortgage and what you need to know when financing a home purchase or refinancing your home. Tony also breaks down the difference between pre-approval and pre-qualification, how interest rates are calculated, different types of home loans and everything you need to know about escrow accounts.

About Today’s Guest

Tony graduated Cum Laude from the University of South Florida with a B.S. in Finance from the Muma College of Business. He then went on to complete his MBA. While at USF, Tony was part of the inaugural football team in 1997. He earned both Academic and AP All-American Honors during his collegiate career. After college, Tony had the opportunity to sign contracts with several NFL teams including the Tennessee Titans, New York Giants and the New England Patriots. Being active in the community is also important to Tony. He has served or serves as a board member for several charitable and non-profit organizations including board member for the Salvation Army, FCA Tampa Bay and the USF National Alumni Association. Having orchestrated over $1.1 billion in lending volume during his career, Tony has consistently been ranked as one of the top mortgage loan officers in the industry by the Scotsman’s Guide, Mortgage Executive magazine and Mortgage Originator magazine.

Summary

Tony Umholtz, a Mortgage Manager at IBERIABANK/First Horizon joins Tim Ulbrich on this week’s episode to dig into a huge piece of the home buying or refinancing process: financing. He breaks down several key components of financing such as the differences between pre-approvals and pre-qualifications, loan types and how interest rates are calculated.

Tony recommends that someone begins talking to a lender before they begin looking for a house so that they can learn about different loan products and get a pre-approval letter. A pre-approval letter is needed from the lender when you make an offer on a home. It communicates to the seller that you are able to finance a home and that your credit has been checked. If you’re not quite ready to shop for homes, Tony mentions that a pre-qualification can be run as a cursory overview of someone’s income and debt. A pre-qualification doesn’t pull credit, however it does use your debt to income ratio and could be helpful in the beginning stages of the process.

Tony talks through different types of loan products including conventional, FHA, VA and jumbo loans. Regardless of the loan product you chose, your mortgage will have an interest rate. That interest rate fluctuates based on many factors, like the market itself, individual factors such as credit score and the type of property (single family vs condominium).

IBERIABANK/First Horizon offers a loan option for pharmacists called the Pharmacist Home Loan (aka the Doctor’s Home Loan). This loan allows you to buy a home for 3% down if you’re a first-time homebuyer (5% down for subsequent homes) and pay no mortgage insurance. Full disclaimer: this is not the case for every homebuyer. There are certain restrictions to qualify (maximum loan amount and minimum credit scores) and certain property types where the down payment rates can differ.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Tony, welcome back to the show.

Tony Umholtz: Tim, thanks for having me.

Tim Ulbrich: It’s almost like you’re a regular now, number three that we’re doing this. So glad to have you back. How are things going down in Florida?

Tony Umholtz: You know, we’re doing great down here. And Tim, always good to be here with you. And you know, it’s hot and humid down here in Florida.

Tim Ulbrich: We are finally on the tail end of that heat here in Ohio. I feel like we’re getting the beginnings of some fall weather, which I’m biased, of course, but some of the best weather I think in the country comes in September and October in Ohio. So excited for that time of weather here and just enjoying that with the family. So Tony, before we jump into I think what’s going to be a great discussion on helpful tips for those that are going through the financing part of the process, looking at obtaining a mortgage, I don’t want to make an assumptions that our listeners heard both of our previous episodes that you were in, so give us a little bit of background on you and the work that you do at IBERIABANK/First Horizon

Tony Umholtz: Yeah, sure, Tim. I’ve been with IBERIABANK/First Horizon now, gosh, two and a half, almost three years with IBERIABANK/First Horizon and I run a team that handles mortgage originations for purchase transactions, refinances, across the country. We can handle most states, 48 states. And I’ve been in the industry now almost 20 years — I can’t believe I’m saying that, Tim. But I’m aging myself — nearly 20 years. And my background, of course, through college was finance. I was a finance major and did an MBA as well. But I’ve just really enjoyed helping people, helping families, with the home buying process. I have several kids. I have three children. I have a daughter who’s about to turn 12, I have a 10-year-old, and we recently adopted a 2-year-old girl last fall.

Tim Ulbrich: Always appreciate having you on, sharing your expertise, I know a topic that is of interest to so many of our listeners that may be in a first time home buying position, might be moving, might be in a refinance situation, especially given the market and the landscape of what we have. And we had you on, as I alluded to, Episode 136, Ins and Outs of a Pharmacists Home Loan, and Episode 154, Getting a Home Loan in a Pandemic, so I’d reference our listeners to those two episodes for more information. But today, we’re getting a bit more specific in the home buying to talk about mortgages and to learn tips really when navigating the financing part of the process when it comes to home buying and refinance. And just for some background, the nature of how we came to this idea for an episode is I was reflecting, you know, having gone through the home buying process twice and having gone through the refinance process twice, most recently just a couple months ago here with our home in Columbus, which I’ve talked about on a previous episode, honestly, I feel like I still have a pretty elementary level understanding of everything that is involved with the lending process, and I feel like each time I have gone through that, I’ve learned something new. And so just like we do with much of our content on the Your Financial Pharmacist podcast, I feel like any education we can share with pharmacists so that they’re better prepared as they’re going through it, hopefully the better. You know, we believe firmly that the more educated you feel, the more empowered you are in the process, the more involved you are in the process, the better the outcome is. So that’s really the nature and the background for this week’s episode. So Tony, I want to in a moment start jumping into some terminology that I think often folks may get hung up on or wondering about, but my first question for you, as somebody who is perhaps listening looking for their first home, so going through the home buying process the very first time, when do you typically recommend somebody begins engaging in a conversation with the lender? As they’re out perhaps looking at homes or looking at Zillow or Redfin or wherever, when do you want to get the lending piece of the process moving forward?

Tony Umholtz: Tim, great question. I always believe that you want to get the dialogue with the lender going immediately, even before you’re out there looking at homes. I mean, it’s OK to be looking around on Zillow or Realtor.com a little bit, but before you start entering into homes, a majority of realtors out there are going to want to before they show you a house, a listing agent will allow you into the house, they’re going to want to know you’re pre-approved. And I always find knowledge is power. You know, knowledge is power. Knowing what you can and can’t do as far as affordability is critical. And you might be surprised, with the rates where they are today, you may be able to afford more home than you realized. But I would always engage with a lender first. I think that that’s a critical first step.

Tim Ulbrich: I’m glad you said that, Tony, because the other thing that jumps out to me here, as we’ve talked about before on previous episodes that you and I have discussed on the show is really the importance of you as the individual setting your home buying budget and really understanding how this fits into your monthly cash flow as you’re looking at all of the other goals when it comes to your financial plan. So you know, as you begin to get serious of looking at homes and you’re starting to obviously get excited about the process, I know through firsthand experience, the budget can quickly go out the window as you start looking at homes, or at least that can be challenged. And so having a good pulse on that and really understanding what would that loan look like and talking to the lender, what might that mean from a down payment, from rates, from month-to-month payment I think can really help understand and set expectations as you’re going into the actual process of evaluating homes and hopefully getting excited about what lies ahead. Tony, you mentioned pre-approval, and that was one of the questions I had for you is I know the terms pre-approval, pre-qualification, often get thrown around. Talk to us about the difference of those terms and why that’s important to lenders.

Tony Umholtz: Sure, sure. So the pre-qualification is actually — a lender will just do a cursory overview of your income and then your stated debts. So typically, a client will say, “I don’t want my credit pulled at this time, but I’d like to know what I can afford.” The risk here is we don’t — when we run your credit report, we know your actual score, we know exactly what those debts are. But we get an estimated amount or what you’re paying on it, and then we take usually a pay stub or a client will give us a tax return, and we can see what their earnings are and we can run what’s called a debt-to-income ratio. And if it meets that property, in that loan on the property, it meets the debt-to-income ratio, you can get a qualification. And a pre-approval is really just a little deeper dive. We actually run credit and then we review a pay stub or a tax return if you’re self-employed. So it’s really the difference between the two is the credit report is added on the pre-approval.

Tim Ulbrich: OK, Tony, so we have the difference then there between the pre-qualification and the pre-approval, so my natural question then as I’m thinking about this from the view of somebody that may be in the buying process is which is better? And does that matter in the process?

Tony Umholtz: Well, you know, typically most real estate professionals, realtors, are going to want a pre-approval letter that the buyer’s credit has been reviewed. So typically, that’s going to carry more weight in the real estate world. In today’s day and age, it’s a very competitive market, and knowing that you have a pre-approval is going to carry a lot more value when you’re up against other people who have a pre-approval and cash buyers. So I would say it carries a lot more weight. But if you’re still a ways out from purchasing, there’s nothing wrong with a pre-qualification. But if you’re serious and you’re really — you may make an offer, I really would advise, you know, I think having a pre-approval is the right way to go.

Tim Ulbrich: I think it’s worthy, Tony, that we’d spend a few moments talking about the different types of mortgages or loans that are available. Obviously we started the conversation with talking about when we might work with a lender, we talked about pre-qualification/pre-approval, but there’s more than one option that is out there that could have significant implications on not only rates but also down payments, how inspections are conducted, so talk to us at a high level about the different types of mortgage lending options that are out there for a home buyer.

Tony Umholtz: Great question. So we have the three main products that you’ll hear out there are conventional loans, FHA loans, and VA loans. And then of course there’s jumbo loans. And I’ll kind of go through at a high level what each of these are. Conventional mortgages are typically backed by Fannie Mae and Freddie Mac, not to get too technical and boring on this call. I don’t want to — I won’t get into the details of the secondary MDS market. But they’re essentially insured by government-sponsored entities because Fannie Mae and Freddie Mac are generally considered as government-sponsored entities, so when they insure a mortgage, an investor who buys that security has the — basically the intrinsic value, knowing the intrinsic value that the government’s going to back that investment. So if the home buyer were to default, the government’s going to reimburse the investor. So they are pivotal to the keeping our home mortgage market vibrant. Fannie and Freddie purchase so many loans. If we didn’t have those, it would be very much in trouble. The FHA is the Federal Housing Administration, can be very attractive. It has some programs for home buyers that may have a little bit of a challenge with credit or a little bit more flexible situation. So the FHA serves a big need. Typically, there’s home, there’s a cap per county, meaning that each county in the U.S. has a cap on the size of an FHA loan that’s allowed. And again, this is a government-backed mortgage as well. Then there’s VA loans, which VA loans are a great program, but it is kind of isolated to just a small sliver of the population who served our country. It would be for any veteran or active military. So that’s kind of what a VA loan would be. And it has its own guidelines as well. And then there’s jumbo loans. And what those are are loans that are above the conventional or conforming loan limit for a county or area. So the majority of counties in the U.S. had a $510,400 loan cap currently. Now that may change the beginning of the year 2021, but currently, that is where the limit is in most counties. You know, for example, in California, areas in California around San Francisco, Los Angeles, northern Virginia, Alexandria, Washington, D.C., New York City, you have a higher conventional loan limit in those markets, sometimes up over $700,000 depending on the county. But anything above — generally above $510,400 loan amount is considered a jumbo loan amount. And the significance of that is it’s not backed by Fannie or Freddie. So it’s not backed by one of those government-sponsored entities. It’s more private capital at risk, whether it’s a mortgage REIT, private like investment fund or a bank’s balance sheet. So a lot of jumbo loans are written by banks and are held on the balance sheet like just any other asset. So they’re just viewed with a different lens. So hopefully that was a high level, I didn’t want to get too technical.

Tim Ulbrich: No, that was great. Succinct. And I would reference our listeners to if you go to YourFinancialPharmacist.com/homeguide, all one word, we have a home buying guide that goes through several steps of the home buying process but also talks about each of those loans in more detail and I think builds upon the quick summary that you gave, Tony. And I think as I alluded to, it’s so important that our listeners understand these options. I think ideally before they even get too far down the path of searching for homes and beginning to think about where this home buying decision fits in because it will have significant implications on things like down payments, on rates and other types of factors. And so it’s an important decision to weigh and to understand. And we’ll talk in more detail about the pharmacist home loan option as I know that’s going to be of interest to many folks that are listening, how that compares to some of the options that you discussed, what that means in terms of down payments and credit scores and maximum loan amounts, which you already alluded to here a little bit, so hang with us and we’ll get there in just a little bit. Tony, you threw out the term REIT, and I know that’s something we haven’t talked a lot about on the show before. So I don’t want to go down a REIT discussion necessarily — we can cover that in more detail on a future episode — but for those that heard and may be wondering or hearing that for the first time, can you quickly define the REIT concept?

Tony Umholtz: Real Estate Investing Trust is what a REIT stands for. And again, we won’t go down too much into this rabbit hole, but that can encompass — a REIT can actually own real estate, right, can be publicly traded. They can own apartment complexes and all these different real estate assets, tangible assets, office buildings, shopping malls, data centers, you name it. There’s different sorts of REITs out there, and some are publicly traded, some are private. But there are actually what’s called a mortgage REIT. And there’s many that are publicly traded. And I’ll just throw out one, it’s called the Redwood Trust and it’s publicly traded. They are known for buying nonconforming jumbo mortgages. So that’s when I referenced that, there are actually REITs that buy mortgages that they have to originate them per their guidelines. But they are — they will essentially, if you originate it following their underwriting guidelines, they purchase the loan. That’s for jumbo mortgages.

Tim Ulbrich: And I want to spend a little bit of time talking about rates and something that it’s obviously a part of the lending process, people focus on it for good reason as I talked about on sharing my most recent experience refinancing our home with IBERIABANK/First Horizon rates matter. And we were able to go from a 4.625%, we bought here in the peak really of the market and rates in Columbus back in fall 2018 and refinanced that to a 30-year 3%. And my usual disclaimer will be inserted here as we talk about rates as we’ll talk about the makeup and nature of rates, it obviously can be and is very different based on the time period, based on what’s going on with rates and the economy, as well as based on factors that are specific to the individual. So as I mentioned, 3%, in no way am I trying to imply that that is what somebody may or may not get. We actually may see rates that are lower. Currently, some may be higher based on their own situation. But a general discussion about the makeup of rates is warranted as I know that’s such an important part of this process. So Tony, how is a rate determined? Kind of building off my point that it can and is different from person to person. And what factors are considered when somebody’s rate is being calculated?

Tony Umholtz: Great question. There’s a lot that goes into the interest rates. And the big factor is the market itself. So the interest rates are calculated really not by the Fed. Now, the Fed has a huge influence. And traditionally, I mean, I go back when I first started in the early 2000s in this business, the Fed had less power than it even does today as far as what they’re doing as far as mortgage securities. And that’s what they’re doing with buying bonds directly, which really keeps rates down. But the trading of the mortgage-backed security market is what dictates interest rates. So that is really why it can move from day to day. Right now, we’re in an economic crisis. I think the Fed has done an amazing job coming in and just stopping what could have been — as bad as things are, imagine if the Fed didn’t do what they did providing PPP to business owners, doing all of these things that they did to really backstop the economy. And I think that that’s been a really blessing for the U.S. But as a result, rates are very low, and the MBS market is what controls interest rates. We hear talk about the Fed Funds rate. The Fed Funds rate might be pretty much 0% right now, but that’s not really what dictates the mortgage rates. So it’s called MB — Mortgage-Backed Securities is what dictates where interest rates are going to go. But there’s a lot that goes into it. So the other big piece is of course the borrower themselves.

Tim Ulbrich: Yes.

Tony Umholtz: So their credit score is going to matter. It’s very highly sensitive to credit score. It also can be sensitive to loan-to-value. And what that means is what your home is worth compared to the mortgage amount. That can influence the interest rate you receive. A refinance compared to a purchase, oftentimes purchases receive a slightly better rate than a refinance will. The other factors are the property type. Condominiums are considered a riskier asset in the eyes of the lender than a single family home generally. You see a small increase in interest rate for a condominium. You also may see a small increase in interest rate for a multifamily property versus a single family property. And what I mean by that is a multifamily is considered to be a duplex, which is two units, a triplex, which is of course would be three units, and a quadplex, a four-unit property. Those can carry slightly higher interest rates than a single family home because of the property type. But even as a buyer, you know, if you purchase a condominium, there’s potential for risk for any of us. So the due diligence a lender does in assessing the condo’s what’s called warrantability, meaning its approvability as a condominium, just supports the buyer. It’s really like Big Brother looking over your shoulder when assessing a condo because the lender is going to assess the budget, they’re going to assess the viability of the project itself, make sure that the condo docs are in order. Essentially, they’re going to make sure it’s a viable project and protect both the buyer and the lender, but especially the buyer from special assessments. So condos are just looked at a as a little bit of a riskier asset class versus a single family home, generally. Also then the multifamily properties, duplex, quadplex, triplex, as we referenced, they’re going to potentially have other renters in the project and could add a little bit of a risk rate. So that’s why they have a slightly higher rate.

Tim Ulbrich: And I’m glad you differentiated that, Tony. I know — I feel like in a time period like this where rates are so low and it’s garnering so much attention, so many news articles out there about great time to buy, great time to refinance, everyone’s talking about rates. It almost becomes like a cocktail conversation, you know, where people are like, oh, you got what rate? You got what rate? And I think just reminding folks that at the risk of perhaps oversimplifying, what I heard you say there is that the rate, really three main buckets I hear is determining the rate: the market factors, which are changing of course day-to-day, you talked about the mortgage-backed securities, the individual factors of the borrower themselves in terms of their — looking at their credit scores, their debt-to-income ratio and obviously we know that’s different from one individual to another. And then the third bucket I heard there would be the actual type of lending and what’s unique to that specific property, whatever they’re looking at. So single family home versus the multiunit versus condos and then you even mentioned how it can be different on a purchase versus a refinance. So again, great summary and a good reminder that of course we’re looking at rates, we should be thinking about them, we know how they can impact a monthly payment, but really understanding that that can be different from one individual to another. So if I’m in a position, I found a house I want to purchase, and I’m looking to move forward with essentially writing up a purchase agreement, what things can or cannot be included in a purchase agreement? And the reason I’m asking this question, Tony, is I know we have had a couple folks from our community working through this process that may have realized some of this for the first time. And it’s worth talking to others about as well. So things that can or cannot be included in a purchase agreement.

Tony Umholtz: You generally when you’re going to — this is pretty universal for all lenders, you want to try to keep your purchase contract to the collateral, which is the actual piece of real estate that you’re looking to purchase. And you know, oftentimes, you’ll see a lot of other furniture, stereo systems, whatever, you name it, referenced in the contract, other items outside of the real estate that aren’t tangibly connected to the property. You don’t want to keep those in the contract for the appraiser or for the lender because we’re not there to finance personal property. We’re there to finance the actual real estate. So you have to be careful to keep that out. You can have another agreement for personal property with the seller. But you don’t want that to be part of the collateral for the appraiser view or for the lender. A lot of more experienced realtors will know this, but not everybody is aware of it. And if you’re buying a for-sale-by-owner and you’re working directly with a seller, it’s very common to see that.

Tim Ulbrich: Yeah. Tony, I want to go one step back before we talk about escrow accounts and then dig into the pharmacist home loan product in more detail. One of the things you mentioned that I think is of interest to our listeners is you mentioned the impact of credit scores on rates and how sensitive that can be. Can you give us some more information about what do you mean when you say how sensitive it can be? And perhaps that can help also guide or get folks thinking about strategies as they look at improving their credit and how that can impact the lending process.

Tony Umholtz: Another good point. So credit scores are — especially in conventional loans, especially on long-term fixed rates, so 30-year fixed especially — are going to be highly sensitive to credit. So someone that has a 680 credit score compared to a 740 credit score is going to have a different interest rate, clearly. And it’s even as granular as 700 to 720 or 740.

Tim Ulbrich: OK.

Tony Umholtz: There can be different movements in rate. One could have an eighth or a quarter higher rate because their score is 20 points below that 740 factor or if you start going into the 600s, it could be much lower than a 740. So it is highly correlated to credit score. And we actually have a program that we use for our clients where we’re able to boost the client’s credit score about 30 points in the processing time. Again, it just allows them to see — we have a program that will allow them to when we run their credit or give us what their credit score could be if they handle a few things on their credit, whether it’s paying down a credit card, paying down an installment debt, and that’s been a really good tool to help maximize not only qualifying but getting better rates. It’s highly, highly sensitive to — and certain programs have credit score minimums, right? You can’t go any — and it’s very sensitive on jumbo loans. A lot of jumbo loans will not go below a 700 credit score. It’s a big adjustment to both qualifying and interest rate.

Tim Ulbrich: Yeah, and as you mentioned, an eighth or a quarter of a point, that’s a big deal on $300,000, $400,000, $500,000, you know.

Tony Umholtz: Right.

Tim Ulbrich: Obviously people can run the numbers. So really being able to see that difference or being able to do some things to shore up that credit score could make a big long-term impact on the amount of interest that they pay over the life of the loan. Tony, let’s talk escrow. I know I mentioned this in detail when I talked and shared my refinance experience with IBERIABANK/First Horizon, but I think it’s one of those topics that for many, myself included, is just still kind of fuzzy in terms of really understanding how escrow works, pros and cons of pulling out of escrow, who may or may not have that options, what that would look like, what they should be thinking about. So give us kind of the main talking points around escrow. What is it? What’s the purpose? And what pros or cons may come from somebody looking to waive escrow?

Tony Umholtz: So escrows are just simply going to be your taxes and your insurance. Another word that is floating around are impounds is another word you’ll sometimes. But escrow essentially is just the taxes, your homeowners insurance, your flood insurance if you’re in a flood zone. So things that you’re going to pay no matter what, right? Even if you paid cash for the home, you’re going to owe your county or municipality or your state, and you’re also needing to pay for insurance to make sure your asset’s insured. So essentially, what lenders look for is typically at a 80% loan-to-value, a lot of lenders, I don’t want to say it’s universal because not all programs will allow it. But you know, some programs will allow you to actually waive escrow. What that means is you are paying the taxes and the homeowners insurance on your own. Now I want to say one thing about flood insurance. If you’re in a flood zone and you have a mortgage, even if you waive your escrow, like your homeowners insurance and your property taxes, you still have escrow for flood. That’s a federal mandate that lenders can’t get around. But you can waive the other two. You can have the homeowners — homeowners insurance is also called housing insurance, and you can waive those two items if you’re under 80% loan-to-value. If you’re over 80% loan-to-value, which a lot of first-time home buyers are, a majority are, you cannot waive them. The lender is required to escrow them. There really is pros and cons to having escrow. The majority of, again, of first-time home buyers are going to be over the 80% limit. So they’re going to typically be required to escrow. And a majority of people, even below 80%, I find want to have the escrow. And the reason behind that is you’re responsible for paying those lump sums on your own if you waive your escrow. So if you have an $8,000 annual property tax bill, and let’s say it’s due in November, which a lot of municipalities are, you’re paying $8,000, right? And if you have a $3,000 homeowners insurance bill around the same time, you’re paying $3,000. So most people like to have that spread out over the 12 months. And all the lenders doing is collecting each month 1/12 of your payment each month. Now, the cons are — of that is you don’t control it. Right? Meaning the lender does, and they’re holding the money for you. And right now, it doesn’t matter as much because interest rates are so low on deposits. So if you hold your money in the bank, you’re not really making much on it. But when interest rates go up and you can earn 2.5% on a Money Market account or more, the bank is holding your money and you’re not. So you can essentially earn interest off the money. That’s one of the cons I would say. And then the other thing would be just when you’re going to refinance, especially late in the year — and this is a key point I think people who are refinancing need to understand — if you’re getting close to the time when your taxes are due, the lender is going to have to collect a lot of tax. And it’s going to look like they’re rolling — I mean, if you were to refinance now, you’re almost rolling a year’s worth of tax into your mortgage. Now, the existing lender is going to give you back a check for everything they’ve built up in the escrow account.

Tim Ulbrich: Right.

Tony Umholtz: Right? So it will be a wash, but it’s going to look like a lot of money. Where if your escrows are waived, it’s a little bit cleaner. You don’t have all of that lump sum being moved back and forth. So that could be another pro to waiving escrow. But majority of people like the simplicity of having the lender take care of it, it’s one less for them to have to worry about, and just the ability of not having to stress over having to make lump sum payments on time.

Tim Ulbrich: Yeah, and I think, Tony, great points. And for those that do decide to pull out of escrow, you know, you mentioned being ready for that big payment or here, it’s divided into two payments. So you know, obviously there’s some strategies that can help that in terms of essentially creating a sinking fund for your taxes and insurance and every month contributing to that so you’re not caught off guard by that. But I think for everyone, individual situation, weighing the pros and cons and evaluating that as you’re going through the process if they have that option available to you based on loan-to-value.

Tony Umholtz: The one thing I did want to mention about escrow — sometimes, you’ll hear hey, there’s an escrow waiver fee or my rate is a slightly higher if I waive escrow.

Tim Ulbrich: Right.

Tony Umholtz: And some programs do have this adjustment. And the reason why is I mean, if you technically didn’t pay your taxes or your insurance, there could be risk to the lender. I mean, in some counties and states, if you don’t pay your taxes, someone could buy your tax deed. So there’s risk to the lender potentially if you didn’t do that. So I just wanted to make sure I outlined why there’s that fee that you’ll commonly see in the industry.

Tim Ulbrich: Great stuff. I’d like to wrap up our time together by talking about the pharmacy home loan as one option that folks may consider as they’re going through the home purchase process. And we’ve talked about it before on episodes 136 and 154. But I think it’s an opportunity that many of our listeners likely will want to consider and evaluate as they’re looking at all of their options. And what we know is one of the biggest barriers to pharmacists being able to purchase a home is student loan debt. And for most conventional types of loans, this obviously can greatly impact their debt-to-income ratio and certainly could affect someone’s ability to even get a loan or greatly reduce the amount that they could get approved for. So Tony, talk to us about the professional mortgage loan that IBERIABANK/First Horizon offers in terms of what it is, minimum down payments, term, max loan amounts, and things that they should be thinking about as they’re evaluating this among other options available to them.

Tony Umholtz: The product for pharmacists is going to — it’s going to be under that conventional loan bucket, essentially, even though it’s kind of a specialized product, because it’s not an FHA loan or a VA loan. But what it is is it’s got the ability for a pharmacist to purchase a home, if you’re a first-time home buyer, you can put as little as 3% down. If it’s a subsequent purchase, it would be 5% down. So very little down payment, and there’s no mortgage insurance. And I find that the rates tend to be better than normal conventional products by a bit of a spread, which can vary. But I find that can be a better rate than you can get ordinarily, even if you put 20% down. The max loan amount if $510,400, so it does kind of follow along — currently, that’s what the product we offer has a max of $510,400. It’s eligible for both a purchase transaction and a refinance transaction for both. But the real benefit’s just very little money out of pocket and the no PMI and a very competitive interest rate. So kind of the ability to have both of those makes it a very viable option for many. So that would be the biggest pluses. There is a biggie — you referenced student loans. It’s a little bit more lenient on the student loan calculation versus like some of the normal conventional products, I would say, like Fannie Mae-backed. It has a little bit more of a lenient way that they look at the student loan debt as well.

Tim Ulbrich: And talk about credit score impact here as it relates to the pharmacist home loan product.

Tony Umholtz: There is a minimum credit score of 700 with the pharmacist loan product. So you would have below 700, we couldn’t do the loan program. But 700 is the minimum. That is one thing we do have to keep in mind. So credit is important.

Tim Ulbrich: And I’m assuming just like other lending options, obviously the better the credit score, you get above 740 and beyond, I would assume then, you know, again, different person-to-person, but rates would be expected to get better.

Tony Umholtz: Right, right. The rates are going to be better at 740 up. I’ve even seen sometimes when you get higher credit, people will even get what’s called a lender credit for their rate too, which is kind of a rebate from the lender towards closing costs because there’s some add-ons or adjustments that are positive for better credit scores. So you’ll see that sometimes even as well, Tim. I think that yeah, credit scores really do impact the pharmacist product. 700 is going to be not quite as good as 740 or 720. Also as a kind of mini — if you are putting 3% or 5% down on a condominium, it may have a slightly higher interest rate than if one of your colleagues bought a single family home. So it’s something else to be aware of with the pharmacist home loan. And then same thing with a multifamily. I think this might be a good time to address that too is the — a multifamily is going to require a little bit more money down on the pharmacist product as well. It’s not going to be 3% down let’s say. A duplex might be 15% down. So you have to be very prepared for a much larger down payment if you try to buy a multifamily type property with this program.

Tim Ulbrich: Tony, one of the things you mentioned before we hit record that I think is — it would be helpful for our listeners to hear a brief overview that just highlights I think some of the unique circumstances that can happen based on trends that are occurring in the market at the time. Currently, you mentioned some of the things that you’re seeing around the quality of appraisals and how that can impact the lending process and the timeline moving forward. So tell our listeners a little bit more about that.

Tony Umholtz: Yeah, you know, in our dialogue there, Tim, just some of the things we’re seeing — and we do loans in a lot of different areas of the country, so it’s not subject to one market. But we’ve been seeing this inventory type. We don’t have quite enough inventory out there.

Tim Ulbrich: Right.

Tony Umholtz: I think home builders will eventually catch up, but right now, that’s the situation we’re in in many markets around the country. And you know, appraisals are starting to be done and they might be coming in a little bit higher values, and values are kind of going up at a pretty good rate right now as far as property appreciation. And in certain markets, there’s just not enough sales. And you’ll see some appraisals, every appraisal is scored. So they have a scoring mechanism that a lender’s analysts will look at, and that’s based upon comps in the area, adjustments in the appraisal, time since the last sale, so there’s a multiple things — I don’t want to get too technical on the appraisal side. But that’s how appraisals are scored. And oftentimes, lenders are required to do like a secondary review, which is called a field review or sometimes they’re required to even order another appraisal, depending on the lender or the situation. I’m kind of speaking in general because I’m trying to think of my whole industry here holistically. You know, the one thing that we have to be aware of is these field reviews. And appraisers are so busy with the volume right now between the purchase market and then the refinance market that they’re not always as timely as they used to be. So we used to be able to get a field review within a few days or two days. It might be a week. So it’s not that I’m seeing it on every transactions, by no means the case, but we’re seeing more of them lately. And it’s just — I think it’s because of where we are in the market cycle and the fact that there just isn’t that much inventory. So one thing to keep in mind is the appraisal is reviewed and is reviewed for quality. And sometimes those things come up too. So there is a multitude of factors in the lending process. And that’s why I always joke with people about this. There could be some — it’s like the airline flight with turbulence. There could be turbulence in the flight, right?

Tim Ulbrich: That’s right.

Tony Umholtz: But we’ve got to land safely is the key. And you never know. Sometimes it’s perfectly smooth sailing, but then there’s other things like this that are out of everyone’s control. But it’s just something to be aware of, you know, that these things can come up, even around the quality of the report. And if you hear that word, field review, that’s what it is. It’s a secondary look, and lenders are required to do that.

Tim Ulbrich: Tony, as always, great stuff. I feel like you provide great education, you succinctly explain what could be a very difficult process and appreciate you taking time to share your expertise. What is the best way for our listeners to reach out to you if they have questions or considering the pharmacist home loan product with IBERIABANK/First Horizon. What’s the best way to get in touch with you?

Tony Umholtz: Email is fine. I’m also old school, I do like phone calls, so I’m always welcome a phone call. I have a team of staff, some very hardworking and diligent individuals on my team that can also answer questions. Phone or email are always welcome. Those would be the best ways to reach me.

Tim Ulbrich: Awesome. We’ll link both of those in the show notes for our listeners, which you can access by going to YourFinancialPharmacist.com/podcast, find this episode and you’ll see that information listed in the show notes. And to learn more about the steps in consideration to getting a home loan, make sure to check out the post on the YFP site titled “Five Steps to Getting a Home Loan” by visiting YourFInancialPharmacist.com/home-loan. And as always, if you liked what you heard on this week’s episode of the Your Financial Pharmacist podcast, please leave us a rating or review on Apple podcasts or wherever you listen to the show each and every week. And if you’re not yet a part of the more than 6,000 pharmacy professionals across the country that are joining us in the Your Financial Pharmacist Facebook group, please make sure to check that out, join a community that is committed to helping and empowering one another on their path towards achieving financial freedom. Have a great rest of your week.

 

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YFP 168: How Blake and Zac Analyze Real Estate Deals


How Blake and Zac Analyze Real Estate Deals

Blake Johnson and Zac Hendricks talk about how they joined forces to build a successful real estate portfolio and investment strategy. They talk about their individual roles when investing in properties, the make-up of their current portfolio, and why they chose to focus on real estate investing. Blake and Zac lay out all the secrets on how to analyze real estate deals and break down the numbers on two of their own investment properties.

About Today’s Guests

Blake Johnson is a 2013 graduate of the University of Arkansas for Medical Sciences. Upon graduation, he married his wife Kristyn and he began working in a small town independent pharmacy. He worked there for 2 years and is now working in Conway, Arkansas at a local independent pharmacy. Upon graduation, Blake decided that paying off student loans would be a top priority, while still being able to travel and save for his retirement. After three and a half years, he was able to pay off his and his wife’s student loans. Since then, Blake has been able to increase his savings and start purchasing rental property. In his spare time, he enjoys traveling as much as he can and teaching others about finances.

Zac Hendricks is a 2013 Bachelor’s of Business graduate from University of Central Arkansas with an emphasis on Innovation and Entrepreneurship. Zac worked as an intern for a financial advising firm while finishing his degree at UCA. This is when he bought his first property. Upon graduation Zac got a job working in logistics at Maverick Transportation. While moving up in the ranks at Maverick he and his wife Mav purchased 7-8 more properties which eventually led to their finding financial freedom to change careers and working in the family business—Hendricks Remodeling. Zac and Mav find their most joy in using their business skills to fund missionaries in the 10/40 window and expanding the Kingdom of God.

Summary

Blake Johnson and Zac Hendricks met 7 years ago at a church they were both attending and decided to join forces as partners in real estate investing. Blake handles the financing and acquisition of properties, analyzes numbers and focuses on networking and finding deals. Zac assesses the homes with a quick inspection to determine rehab costs and rehabs the properties. They run numbers together to see if the deal is a good one. Zac’s wife manages the properties. Together they own 14 rental properties and a lot. They are currently renting 13 of the properties and are in the process of rehabbing one.

Blake breaks down their process for analyzing real estate deals and shares that there are several areas that need to be looked at, including accounting for capital expenditures, vacancy, and property management. Blake and Zac share the numbers from two very different real estate properties they purchased and the rehab process for each.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Blake and Zac, thanks for joining the show, and welcome to the podcast.

Blake Johnson: Good to be on here.

Zac Hendricks: Yeah, hey.

Tim Ulbrich: Appreciate you guys taking time. Excited to dig into this topic as we’ve been talking on the show for some time now wanting to bring more real estate investing content and happy to do that with Blake, who was on the show, Episode 082, with the ultimate mentor, Joe Baker, to talk about how he and his wife paid off $150,000 of student loans in 3.5 years. So excited to have him back on the show to talk about another part of his journey as real estate investing. And we’re also going to have his partner in real estate investing, Zac, join us to talk about how they work together, how they collaborate, what are their goals related to real estate investing, and my hope is as we have with other stories, that those that are interested and just hearing this for the first or second time, learning more, or perhaps taking that next step that these stories will not only be something that you can learn from but also something that you can take action. So Blake, it’s been awhile, how’s the debt-free life been treating you? And what have you guys been up to?

Blake Johnson: Debt-free life is incredible. I guess since the last time we spoke, my wife and I have done a lot of traveling, a lot of investing. It seems like when you’re out of debt, you can invest more. I guess that’s part of the reason to get out of debt. One of the big things that’s happened with us, we were able to adopt a child from birth, private adoption. And being out of debt made that a lot more smoother process. That was probably the most excitement that we’ve had in a long time. He’s actually turned a year old today.

Tim Ulbrich: That’s awesome. And congratulations. I know you and I had a chance to talk about that a couple weeks ago. I think just another example of the power of being debt-free and what that means for goals and being able to free up some of the cash flow and achieve some of those other things that are important. So Zac, excited that you’re able to join us today and really excited to hear more about your real estate journey and specifically how you and Blake are working together. Tell us a little bit more about yourself and ultimately why you got into real estate investing.

Zac Hendricks: Yeah, so we — my wife and I actually got into it kind of accidentally. My brother and I, whenever we were in college, we bought our first house together. We had no credit at all, I mean, we were broke joke. But we had a banker that we were close with. He said, “Hey, if you can bring some money, you can buy this house together.” So he helped us kind of get credit for that and then helped us buy the first house. My wife and I ended up buying that property from my brother when we got married. And we lived in it for a little while. Then we started moving around with the company I was with. And we had hardly any equity. It just didn’t seem like — it was so close to the university, the house was so close to the university that we said, it’ll be worth a lot more later on, so let’s hold onto it. So we rented it out and we didn’t know anything. My family has rental properties, my parents, but we didn’t know anything about it. So we got started in it and made a ton of mistakes. The first mistake was my wife let me be the landlord. That was a nightmare. We ended up with attic ladders torn out of the ceiling, three pitbulls left in the backyard, and about three dump trailer loads of trash in the backyard. So that was when my wife fired me from being a landlord, and now she does all of that. And anyway, so since then, we were moving around. We went to North Carolina, then we went Texas for a little while. And while we were moving, we decided, hey, let’s buy another property, just see how it is. So we bought one site unseen from North Carolina. It seemed like a pretty straightforward, easy deal, so we just bought it. And we realized that we could manage these properties from wherever we were and that it was really not that hard as long as you had the right systems in place. So when we moved to Texas, we ended up buying three or four more properties while we lived there and just realized, man, this is an awesome way to have some extra income, it’s a great way to just build wealth and at the time, we had set salaries so kind of like, well, this is the best way to kind of get ahead of the game. So in that time, we realized also if we’re not going to be doing ministry full-time, this is a great way for us to be able to support missionaries and other people that are local, and we can do a lot more in real estate than we can just with our regular 8-5 jobs.

Tim Ulbrich: So Zac, if I understood you correctly, you still have properties in multiple states? And then you guys are doing the property management for those?

Zac Hendricks: OK, yeah, let me clarify that. So actually, while we were moving around, we were buying properties in Conway. We lived in North Carolina and Texas. But we bought the properties in Conway.

Tim Ulbrich: Got it. OK. When I heard property management and how easy it was at a distance, I was like, oh, that’s interesting, love to hear more. So that makes sense. You were buying properties in Conway while you were in different locations. And Blake, talk to us about where your experience in real estate investing met Zac’s experience, ultimately how and why you guys came together — I’m assuming there’s some shared vision, perhaps different skill sets — and tell us a little bit more about what that collaboration and partnership looks like.

Blake Johnson: So Zac and I met about seven years ago at the church that him and his wife were attending at the time. And like he said, they moved off because of jobs. And funny thing happened, my wife and I were looking at rental properties, and we moved churches in Conway. And the first Sunday that we were there, Zac and his wife were visiting that church. And one thing led to another, we ended up in the same small group. And I can remember it vividly: We went out fishing on a local lake, and I started to express my love to want to get into rental property. So we talked back and forth, and we left it at, look, if you can find some properties, we can partner up. And so that started from there, and then our first deal, we landed two homes within the first deal. And so we’ve been there ever since.

Tim Ulbrich: And Zac, building off that, if we had to kind of divide roles and responsibilities that come with both acquiring, finding the deal, running the numbers, perhaps overseeing any work that needs to be done and then either renting it or selling it, how would you divide the roles and responsibilities and what each of you bring to the table.

Zac Hendricks: Yeah, so it was really interesting. My wife and I had kind of prayed about like the opportunities to find other people to get in with, and it just never really came. Blake and Kristin kind of came out of nowhere, and it ended up being just the perfect partnership because before, I was always the one finding the deals, and my wife was excited about it. She was ready to buy every house that we looked at, and I always had to tell her no or maybe, you know? Because she was just so excited about it. And then when Blake and Kristin came along, Blake just really dove into the acquisition side of things and also the financing side of things. So you know, I already had relationships with banks, he had relationships with some of the same banks, and so we both were kind of — we both still kind of handle the financing, but Blake analyzes things way more than I could ever dream of doing. He’s just so much more analytical than I am. His main thing is networking with people, talking with people, whether it’s wholesalers, whether it’s realtors, just other landlords, he’s really good about just meeting people, telling them what we’re doing, and then out of that, we found some deals, even networking with some local attorneys has helped. So then my role now, I mean, people ask me how we find deals, and I go, well I don’t know, you have to have a Blake, because I don’t look for deals anymore. You know, I’ll go and look at houses whenever we, whenever Blake finds one. I can kind of quickly do a ballpark of how much it’s going to cost to rehab or if it’s something we shouldn’t even be looking at or whatever and kind of a quick inspection of the property. But really, that’s the end of acquisition for me. And then we run the numbers together, so Blake usually has a — he can run numbers in his head super fast, so he usually just runs the numbers and tells me, yeah, let’s just do it. Let’s go for it. And then we kind of work from there. And then my wife, like I said before, she fired me from landlording, so she is the property manager. And so it really works well. We have two children, a 4-year-old — an almost 4-year-old and a 1.5-year-old. It’s great because she stays home now. She used to be a schoolteacher, now she stays home and manages properties full-time and then works for me with our remodeling company. So it’s really great because she handles the property management, she gets to be the bad guy and good guy where I just go in and I can fix things that are broken. So it works out really well.

Tim Ulbrich: So our listeners can understand before we go into the two recent purchases and kind of hear behind the scenes of how you guys think through and analyze those properties, if you could each talk for a moment — Blake, if you could start, and then Zac, talk about what is your portfolio — and I’m guessing there’s a lot of overlap, so feel free to clarify that. What is your portfolio? And types of properties you’re generally looking at investing in or specializing in as it looks to your portfolio? And then ultimately, what is some of the purpose, the vision, the why behind what you hope to gain from real estate long-term? We’ve heard a little bit of that, you just mentioned, Zac, what some of that has afforded to your family in opportunities, and Blake, I know you and I have had this conversation one-on-one. But I think it would be really helpful for our listeners to hear not only a little bit more about your portfolio and strategy but also what the why and purpose is for you and your family as it relates to real estate investing. So Blake, you want to start us off?

Blake Johnson: Yeah, I can start off. Zac and I, I don’t have any properties by myself. All of our properties that I’m involved in are in our LLC. Currently, we own 14 properties and the lot. So we can get into that later. That one’s a fun example. But anyways, we have 14 homes right now. 13 are rented, and one we’re rehabbing. And that’s where we’re at. Ultimately, my purpose down the road would try to get to 40 or 50 properties and have those paid off by the time I’m 50. I always want to be a pharmacist. I always want to be in the community. That’s what I went to school for. But if times get tough or if something happens health-wise, this is a fallback plan for replacement of your income and for retirement down the road. You never know how the economy’s going to be. People always have to rent homes. So this affords us a different avenue outside of the stock market. Asking about our purpose for the business, funny you ask that. Our corporate name is IHM Properties, which stands for In His Name. So our purpose for the creation of this business is not only to provide for our family financially down the road but also to be able to give back to missionaries overseas or to people locally. The wealth that we create is not only ours, but it’s to give to others.

Tim Ulbrich: And Zac, for you and your family and for the overall business, again, I’m sensing a lot of overlap, but anything else there to add?

Zac Hendricks: Yeah, no, he pretty well covered it. That’s our main goals, just to be able to have the financial freedom for ourselves but not just keep it to ourselves, be able to give back to others.

Tim Ulbrich: Awesome. So let’s dig into two recent purchases that you made as a part of your LLC. Talk through how you analyzed those deals to determine that you ultimately would move forward with them. And again, I think as we talk through some of the numbers and talk about your thought process, I think this will help our listeners see that are either building a portfolio or looking at that first one or just here to learn more get a little bit more information to hear from those that have been down this path. So before we crunch some numbers, Blake, give us a bird’s eye view of how you analyze deals. What’s your process? What are you looking for when a property comes your way? Where are you looking for properties? I heard Zac mention earlier some networking and things that are going on. Are you looking at the MLS? Are you primarily getting these from wholesalers or in contact with realtors? Numbers that you run? Talk us through not only where those properties are sourced from but then your thought process when you’re evaluating one of those.

Blake Johnson: OK, that sounds great. I think the first thing before we dive into the how and to the where and all that type of stuff is just to talk about a few figures that’s used in the rental business. There are just only a couple of them, but when evaluating a property, there’s three things that I look at. One of them is called capital expenditures or if you ever dive into the literature, that’s shortened for capex, which basically means your normal maintenance and also your long-term maintenance of the property. So your long-term maintenance is your roof, your heating and air units, your water heaters, all that type of stuff. So capex is one of the numbers that we look at. Another number that you have to run is one called vacancy. People always don’t stay at your house, and that would be nice if we had people stay there for 20 years straight. But your turnover is every couple of years, you’re going to have get new people in. You’re going to have to rehab it in between tenants. And so vacancy is a number that we run into our calculations. And the last one, if you have it — and I always recommend people to put it in there anyway — property management. Most people that start out kind of manage their properties themselves. They get tired of it anyway. So we always run that in all of our numbers. How we run numbers, when we find a house, the big thing we are looking for is the net cash flow. We’re not trying to pull any money off the business, but we want to make sure that these homes pay for themselves and has a little bit of room of a cushion so if interest rates go to 10 or 12%, there’s enough room in the numbers to cover that. So when we look at a house, we usually take — instead of looking at the purchase price, we look at what we think it will rent for and we take percentages off that gross rent. So for instance, if we use a home that we think will rent for $1,000, we use a 10% for capital expenditures, 5% for vacancy, and then 5% for property management. And so off that $1,000 rental home, we would use a number of $800 as our I guess gross margin. So if that gross margin can cover the payment, your taxes and your insurance and still net around $100 to us, that’s a good deal. And in any market, whether it’s an up or down market, you’re going to stay afloat. It’s a very conservative number, and it helps keep us — helps us sleep at night. So that’s how we run numbers. The second thing would be is a purchase price. I think Zac mentioned, we love to purchase all of ours with 0 money down, and that sounds intriguing, but the only way to get in homes $0 down is to have homes that need remodeling. So let’s take that $100,000 home, most banks if they’re local or small banks will lend up to 85% of the appraised value of the house. I would put appraised value in parentheses because appraised value is the value it appraises at after the repairs are done. Let’s use that $100,000 house, say we find it for $50,000. We go in it and see that it needs $20,000 worth of repairs, we can take that repair list to the bank, they’ll get it appraised, and the appraiser will say, “Hey, we’re putting in new flooring, we’re putting in new paint, I’m going to appraise this house at $100,000 after the repairs are done.” And so the bank on this home would loan up to $85,000. So as long as we can keep our repairs under the $85,000, so if it’s $20,000, we’re able to get in that house with $0 down. Still got really good equity.

Tim Ulbrich: And real quick on that, Blake, to me that also just goes to an important point about building some of those relationships. So what is the strategy there, you know, for folks that are looking to start their first or second property and not only is the analysis side of it or perhaps other pieces of it overwhelming, but then to begin to think about how those relationships are formed, what was your strategy in forming those relationships? And was it one bank that you were primarily working with? Or did it take you some time to find that lender that was a good fit?

Blake Johnson: I think one of the biggest advantages pharmacists have is our W2 income. The average salary across the United States is around $120,000, you know, that’s 3x the average wage for any normal working family. So that’s an advantage to pharmacists because what banks look at is not what your profit is from stocks or your profit is from bonuses. They want to know what your W2 income is. They look at what your salary and wages are. So as pharmacists, we have an advantage when we walk into a bank to forge that relationship. They want you. You’re a safe investor. You’ve got extra income coming in each month more than most people. And so that was an advantage for me. But on the relationship side, Conway’s a very small town. And we’re involved with a pretty good size church, and so out of our church, there’s two local bankers that I’ve developed relationships with. And those are the ones we use. And they’re local banks, so they’re real easy to work with. So we started working with them, and because of our conservative ways to approach purchasing homes and also just the income side, it makes financing homes pretty easy as far as that.

Zac Hendricks: Yeah, and I want to piggyback off that a little bit. With the finding a bank, if somebody’s new to investing and they’re trying to find a loan, find a lender, Blake hit on it, but the small bank, the small, local bank is perfect. A lot of the big banks just can’t — they don’t even care about you. And I don’t mean that in a terrible way. They have bigger fish to fry. The small banks, they care about their community, and they care about that you’re fixing up the neighborhood or that you’re just buying in the neighborhood. They care about that a lot more than they care about you. And so I’ve found that when you go to a big bank, you’re not going to find anybody that really cares a whole lot. But when you go to the small, local banks, they’re going to want to invest in a lot more.

Tim Ulbrich: So Zac, I can jive as Blake is talking about running numbers and analyzing and crunching it, like that’s speaking my language. What is not speaking my language is what I perceive to be your role, which is estimating rehab costs and kind of seeing that piece through. So talk us through when Blake calls you or messages you and says, “Hey, I think we’ve got a good one. I need you to look at it,” where does that knowledge come from that you feel comfortable walking through a property to estimate those costs? Where did you acquire that knowledge? What are the things that you’re thinking about, looking at? And you know, obviously also to protect yourself against some of the bigger items, I’m sure often what you expect and what is reality may not always line up. So talk to us about not only your process of doing that but also how you account for some of the margin of error that may happen just from the unknown.

Zac Hendricks: Yeah. So it’s been a learning process. I will say, I have an unfair advantage. My dad is a remodeling contractor. And so he’s owned — I actually work for him now — Hendricks Remodeling in Conway since 1987. So and he’s been in the business for longer than that. So there’s a little bit of an unfair advantage there because I’ve been around it my entire life. He put me to work for free whenever I was like 6. And so I’ve been around it, I’ve seen it, but the cost I didn’t always understand. I always knew what work went into a remodel, but I didn’t really understand the cost. And so that came in later, really with the first — whenever we were in Texas, we bought our first rehab project. And if anybody’s on here that listens to Bigger Pockets, they use the term BRRRR: Buy, Rehab, Rent, Refinance, Repeat. So that’s the strategy we’ve been at ever since that first rehab project. So before, we were just putting money in. And then we found that first rehab and we were like, oh wow, this is incredible. We don’t have to put money in. On that project, we lived in Dallas, and my brother at the time was working for my dad. I said, “Hey, run an estimate for me. How much is it going to cost to remodel?” And so I think we picked the property up for like $55,000. And then he went over there and he said, “Yeah, I mean, I think it’s going to cost blah, blah, blah.” I think the total cost was like $30,000. So I had him kind of walk me through what he was looking at as far as estimating goes. And so really, between my brother and my dad, they helped me understand the cost of things. And then from then on, it’s been experience. It’s just been we take one, we make some mistakes, now we know more. Now we know we’ve got to check the sewage every time. Now we know we’ve got to check the roof every time, the HVAC, there’s so many things now that we go, oh man, if I would have known that, that would have been better. So it’s really just getting into it. You can’t learn it without doing it in this business. You can’t just read a book or books. There is a really good resource called that Jay Scott wrote, it’s “How to Estimate Rehab Costs” is what it’s called. And double check me on the title. It is really good. It just talked about going from the top down for rehabs. I think he’s talking about mainly flips. But I read through that, and with some of the stuff I already knew, it really helped to just kind of oh yeah, I never really checked for rotted facia or whatever it is. I probably need to start checking that. And so he kind of gives you a little bit of a checklist — I don’t want to use a checklist, but whenever we walk through a house, I’m constantly just looking, just trying to figure out what issues there are. And then a lot of times, now me and Blake will walk into a house, and I’ll say, well, it’s going to cost this, this, this. And Blake will go, oh come on, we could do it for cheaper on this house. So there’s a little bit of back-and-forth there, and then we eventually come to a number.

Tim Ulbrich: That’s the sign of a good partnership. So appreciate that story. And I’m glad you mentioned the BRRRR concept as well, it’s one of the Bigger Pockets resources. We will link to those in the show notes, the estimating rehab costs book that you mentioned, the Bigger Pockets podcast, the Bigger Pockets blog. I’m sure we’ll talk about another Bigger Pockets resource at some point in the rest of the show. So we’ll link to those in the show notes, great resources. And I’m glad you mentioned BRRRR because Blake, it triggered my memory. One of the things I wanted to come back to, when you said nothing down, point of clarification: Are you referring to that when the deal was done at the point of refinancing, you didn’t leave any cash in the deal? But you ultimately had to obviously come with cash to purchase the property and do the rehab? Or do you have some other source of funds that you actually aren’t bringing cash up front to get started? Because I think that’s a hangup point for many folks getting started, even if they’re looking at a refinance down the road is that they still have the time period where they’ve got to purchase the property and fund the rehab and they may or may not be ready with that cash.

Blake Johnson: So yeah, that’s most of our properties that we do, the banks will let us come to closing with 10% of the purchase price of the home. But like I said, they’ll loan up to 85% of the appraised value. So the two local banks that we use, as long as the improvement plus that 10% down plus the purchase price is under the 85%, we’re able to pull our money back out. So on that $100,000 home, we’ll get it under contract, we’ll go to closing, the bank will provide the purchase price is $50,000, they’ll provide 85-90% of that, and then we’ll have to bring 10% of the purchase price down. But after closing, we have a pool of money that we can pull from to pay ourself back and also do the improvements. So you do have to have some money to come to the table to purchase the deal. But if you run your numbers and you can get your rehabs under that 85% margin, you can get your money back.

Tim Ulbrich: Got it. Thank you for that clarification. OK, let’s dig into a couple properties as examples of what you guys have been working on. One will be a little bit more traditional, the second we could categorize as maybe more interesting and creative, just to give two different examples and the contrast of how you approached each. So Blake, let’s start with the traditional property. Tell us about this one. How did you find it? Bedrooms, bathrooms, square footage, purchase price? And then we’ll have Zac talk through some of the rehab costs.

Blake Johnson: So most of our properties, I guess to clarify in the beginning of the question, all of ours are single family homes. We’ve tried a few duplexes. We’re actually looking at a few now, but we’ve looked at three and never made any of the numbers work. So all of our properties are all single family homes. And the first several came from the MLS. Up until about a year and a half ago, you could look on Conway’s website about once a month, find a deal. But it’s now been flooded with young investors, so the time of looking and finding a good deal on the MLS has really kind of gone away. So I’ve got relationships with a few lawyers, a couple of wholesalers in the area, and of course a bunch of realtors. And so the last several deals we’ve had have been from off-market deals from realtors or an estate type thing or an auction. So the first house that we’ll talk about is actually an estate purchase from a lawyer that I know. He’s the one that handles all of our LLC stuff. And I was discussing with him about how we were looking to buy some properties and if they ever have an estate sale come up where they’re needing a home purchased, we would be glad to do that. And about a day later, he texted us back about a house he had that was a four-bedroom, two-bath house. It was 1,800 square feet. And the guy had passed away over a year ago. The children were wanting to sell the house. So we went and looked at it. It’s 1,800 square feet, like I said, four-bedroom, two-bath. And we purchased it for $78,500. I’ll have Zac talk about some of the improvements that we made. But anyways, it appraised at — with the improvements — at $134,000. We put $20,000 into it and took a little bit more extra on the loan to cover a couple other projects we had going on. So our loan amount on that is $105,000. The good thing about that is our loan-to-value or how much we owe and how much it appraises for is 78%. So out the door on this one, we came out with 22% equity, which is music to our ears because anything below 80% loan-to-value ratio is really good and makes banks happy. So we’re pretty happy with that. It rents — we were excited; we got it rented for $1,350. So if you do the whole —

Tim Ulbrich: Wow.

Blake Johnson: Yeah, if you do the whole calculation like we talked about, the principle taxes and insurance on that is like $822. The capex or the 10% in rent is $135. And then the 5% for vacancy and property managing are $67 each. And so that one rents each month $258. So that’s one of our better deals there.

Tim Ulbrich: That’s awesome. And Zac, do you want to talk through a little bit of the rehab and what was included in there and what was or was not on budget along the way?

Zac Hendricks: Yeah, so this one is an oddball because we budgeted for a lot more than we ended up spending. Somehow or another, we ended up saving a lot of money. I think some of the subs that we used ended up being a lot cheaper than what we had used in the past. I think we budgeted like $27,000 for the rehab, and it ended up being like $17,000 or something like that. So that was a — we saved a lot of money on that one. Yeah, so it was really just a lipstick remodel is what I call it, anyways. We just — floors, paint, the guy had dogs, and they peed all over the floors. It’s a slab — it’s built on a slab, the house is. But somewhere along the way, somebody did a little addition on the front and had a little, a small — I don’t know if you can even call it a crawlspace, but it’s kind of a crawlspace, and it had wooden subfloors. So we had to tear all that out because the dogs — I mean, that smell is just terrible. So we tore out all the subfloors and then redid those. But that’s really, I mean, we just kills the whole house, and then it smelled like a brand new house. It wasn’t so bad. The next property that I think you’re wanting to talk about is a lot more interesting. This one was really basic: floors, paint, we put some granite countertops in, built a closet to make it an official bedroom, I mean, that’s really it on that one.

Tim Ulbrich: Yeah, and I think what was helpful about this one was just for folks to hear the numbers but also Blake, I like what you said about when I hear about you investing in Arkansas and I think you hear those numbers, 1,800-square foot, 4-bed, 2-bath, $78,500, obviously it needed some work, but there’s other people listening in other parts of the country that are like, I don’t even see those numbers exist, you know, in our part of the country. But what I heard you say is, you know, the relationships are really important. And here was a good example of a relationship with a lawyer. But you know, not necessarily just thinking you’re going to be able to find deals on the MLS but getting out to local meetups, taking advantage of those relationships, being a part of a community and getting creative in different ways to be able to find these types of properties and deals. So let’s dig into the other recent purchase. I guess again, you could categorize this as being more interesting, more creative, than the traditional one. So why don’t you start us off, Blake. Talk to us about this property. Why was it more interesting and I guess more nontraditional?

Blake Johnson: Sure. Before we dig into that, funny thing about the last house as far as rehab. We had to replace the ceiling fans. They had miniature ceiling fans in there. And pretty sure that Boeing sent some of their propellers into this place.

Zac Hendricks: Yeah, that was funny.

Blake Johnson: That thing was the loudest and most powerful fan I’ve ever seen in my life. It would just blow you away. The one other thing with that last house, something that you could let people know when they’re looking at homes is that one had two living rooms. It had the main living room and then there was an addition onto the house. Most of the time, you look at your rent, how much you’re going to charge for rent based on bedrooms and baths, and so that one already had three bedrooms, two baths, but we were actually able to spend $1,000 extra to frame in a closet, and we were able to increase our rent by about $150 a month. So if you run your return on investment there, it took us only eight months to recoup our costs in putting in a closet. So when you’re looking at a property, you’ve got to be creative because small additions like that can get you pretty good return. So let’s talk the second home. This one is really cool. So we bought this one at an auction. We actually paid cash for this. First auction we ever went to, nobody showed up at all. It was an auction that a local — the lawyer that sent us the first one told us about would be coming up. So we showed up on a Tuesday morning at 10 a.m., thinking that were going to be a whole crowd of people. About 9:59 rolled around, nobody rolled up, and then finally, we saw a guy, a gentleman walking up with a clipboard. He came up and I said, that’s got to be the guy. And sure enough, it was. Nobody else showed up, so we said, “What’s opening bid?” He said, “Open in bid is $35,500.” So we had to bid $1 over that. So we bought the property for $35,501. It was the craziest thing, he said he’s never seen where nobody shows up. So apparently we were lucky then. So this home is a two-bedroom, one-bath house. It’s around 1,100 square feet. But it’s in a really desirable area of downtown Conway. It’s right by downtown, a lot of people were tearing down homes, building up new ones, rehabbing them, I guess it’s like in your traditional Old Town downtown for people who are wanting to redo them and make them real nice. And so this one’s a two-bedroom, one-bath. I don’t want to spoil the fun, but we’re actually turning it into a three-bedroom, two-bath. Zac can talk about that. So we bought it for $35,500. Our rehab on the house is going to be right around $60,000. But the total value of the house is $125,000. So our loan on this house will be around $85,000, so we’ll have about $40,000 in equity.

Tim Ulbrich: Wow.

Blake Johnson: Yeah, the funny thing is — and we didn’t even know about it, when we purchased the house, we had gone and looked through the windows and some stuff, just to check it out because you can’t get in them at all. So we purchased the house, the next day we drove by, and Zac goes, Blake, this is big enough to split a lot off. I said, “There’s no way.” Sure enough, it was. We spent $1,000 and got it zoned off to have an additional lot. That additional lot is worth about $35,000, which is the same price we purchased the house for.

Tim Ulbrich: Wow.

Blake Johnson: This rezoning the lot paid for the purchase of the property. So our plans with that once lumber goes down the next year or so, is to build a new house there and rent that out. Anyways, that’s a fun part of that. I don’t know if you want to dive into the rent, all the numbers now or if we want to talk about the rehab and go on from there.

Tim Ulbrich: Yeah, let’s talk about the rehab and then we’ll come back to the rent. So Zac, do you want to talk about some of the rehab and the costs and what was involved and some of the creativity to turn that into a three-bed?

Zac Hendricks: Yeah, you bet. So yeah. So whenever we got this, we realized we could either tear this house down and really build two really nice houses. Or we could figure out how to make this house work. It was two-bedroom, one-bath. Those just don’t really rent that great. They do, but we prefer a three-bedroom, two-bath. And so we were trying to figure it out, my company, we have an in-house interior designer. So I just kind of put him on the task. I was like, man, we’ve got to figure out how to move some walls. I’ll work on the structure side of things, you do the interior part, make it look pretty. So he messed around with it, we went through probably five or six different design changes of how we’re going to do it. Finally, we figured it out, the best way to do it. We had to tear out two interior walls. So I’ll back up a little bit. I didn’t want to do an addition, a full-on addition, because I didn’t want to build out of the house and have to do all that. We can do that, but I’m in the business, I know how much it costs, I just didn’t really want to mess with it on this property. And so we said, if we’re going to do anything to add bedroom and bathroom, it’s got to be within the walls. So we tore out two interior walls and then were able to build a bedroom on the front side of the house and then build a bathroom in between the other two bedrooms — the original two bedrooms. And so — which we’re still in the process of that. So we just got done framing. But with that, we had to move front door, we had to add a window, change out a window, just to make it all right because the front door originally would have been right in the middle of the bedroom, of the new bedroom. So we had to move that over about 5 feet and put a window back in that bedroom for egress purposes. And then we ended having to reside the whole front. And then it’s in the historic overlay district of Conway, so if you’re doing anything to the exterior, it has to go through committee, a design committee. So they had a couple suggestions to make it look better. So with that, we ended up doing a little bit more than what we planned on. But it’s actually going to make it look really great. So can’t hate them for it. Yeah, so we’re in the process of the crawlspace, and it had a lot of foundation issues. Thought we’d fix them all on the front end, and then whenever we tore out some of the walls, found even more foundation issues. So we had to stop working on framing and work on the house for a little while. But now it’s actually a great house. Most of the lumber is new in that house now.

Tim Ulbrich: I guess it’s hard to go wrong when you mentioned the discovery of that extra lot that could be parced off that would have value equal to what you paid for it up front. So awesome bonus, but it sounds like it would have been a good property regardless, and obviously the creativity you had really helped in that. Blake, run the numbers for us on this one.

Blake Johnson: One of the questions you had is how did we finance it. So we paid cash for it, and then we went to a bank with an improvement list, and our total loan on this is going to be $85,000. So our projected rent is going to be around $1,200. The payment with taxes and insurance will be about $650. Our capex on $1,200 is $120, vacancy is $60, and then property management is $60. This is our best deal to date. And so just on the one home alone, we’re going to net profit around $316 a month. And that’s saving back for all those unknowns. So this is — normally we’re trying to get $100 a home, and this one, we’re getting 3x that amount.

Tim Ulbrich: That’s awesome. And I think for our listeners to hear two different examples — and obviously these are just a couple properties in your overall portfolio. And certainly want to mention that we’ve given two examples where the numbers are really good and you guys have been really successful overall. But you’ve also invested a lot of time, a lot of energy, a lot of effort, lots of relationships, lots of learning, lots of experience, lots of good connections. And so I don’t want to make this sound easier than it necessarily is but also don’t want to underestimate the work that you guys have put in to be successful and certainly I’m sure there have been some difficulties along the way. I do want to wrap up, Zac and Blake, I know we’ve talked about Bigger Pockets as a great resource. Other resources, books, podcasts, blogs, local meetups, what recommendations would you guys have for people that are looking to get started?

Blake Johnson: For me, the biggest thing, like we’ve mentioned, was Bigger Pockets. If you go on their website, they endorse several books. If you’re wanting to do your own landlording, Brandon Turner’s got a book that he wrote. They’ve got note investing on a home, so any facet of real estate you want to get into, there’s a book, there’s a blog or something you can get into. So if you want to educate yourself and get you a real estate degree or a doctorate in real estate, you can go on that website and come out pretty smart.

Tim Ulbrich: What about you, Zac? Other resources?

Zac Hendricks: Yeah, I mean, Bigger Pockets is probably the most. But part of it is getting inspiration from other people. So you know, reading books on it. We’re both — me and Blake are both big readers, so we’re reading about real estate as well. I went through a period where I think one year I read like 35 books just on real estate. And that was my college education for it, you know? I needed somebody else’s skills to kind of learn it. So there was a lot of them. I can’t name them all, but one of them I would say for inspiration purposes not for — I wouldn’t say it’s good for life goals, but it’s “Rich Dad Poor Dad.” It’s a great book for the overall goal of real estate and financial freedom and just really a business. But there were so many more good books out there. “Think and Grow Rich” is another good one. But there’s a lot of great books out there that people can read. But Bigger Pockets has a lot of resources. And honestly, going to Bigger Pockets and getting on the forums and saying, “Hey, I’m running into this issues,” I mean, there’s 1,000 people that can say they’ve had the exact same issue. So that’s where I’ve learned a lot is just saying, “Hey, I’m getting turned down on this,” or, “This isn’t working out,” or, “I’ve had this weird floor plan,” you know, people get on there and love to answer. And so that’s a great resource.

Tim Ulbrich: Great recommendations. We’ll link, again, to those in the show notes, Bigger Pockets website, Bigger Pockets podcast, they just launched recently a Real Estate Rookie podcast, which I think is fantastic. We’ll link to “Rich Dad Poor Dad,” Robert Kiyosaki, I think you mentioned “Think and Grow Rich,” Napoleon Hill, great recommendations. And I like what you said earlier, I can’t remember Zac or Blake, that you know, learning has its place and certainly there’s wisdom in getting that education, but I think — I’m only a property in, but I felt like I learned so much from that first property that the learning was helpful, but I felt like I was at that point where more books and more learning, I just needed to jump in and kind of figure it out and recognize that I was going to make some mistakes along the way and that it was a learning process and you build from those. And obviously here you guys are with a handful of properties and I’m sure many more ahead of you. And each one I’m sure the process gets a little bit more refined. I love seeing successful partnerships like this, you know. Not to say there hasn’t been challenges along the way. If there haven’t, awesome. But I’m a big fan when there’s shared values, when there’s shared vision and there’s good relationship, the value that can come from a partnership, especially when you have complementary skill sets and just being able to bounce ideas off of one another, to be able to move that forward, especially here as you guys have a shared vision for what you’re trying to do as your why behind real estate investing. Really cool to see and highlight this as an example. So Blake, Zac, really appreciate you guys taking time to come on the show and share your story with the YFP community.

Blake Johnson: Appreciate you having us on.

Zac Hendricks: Yeah.

Blake Johnson: It was a blast.

Zac Hendricks: Absolutely.

 

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