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Show Summary
In this episode of the Real Estate Pros podcast, host Q Edmonds speaks with Dani Hernandez, a real estate professional with a wealth of knowledge in the industry. Dani shares her journey into real estate, emphasizing the importance of communication, accountability, and core values in business. She discusses the challenges faced in the title industry and how her company, Stellar Title Company, prioritizes proactive communication and problem-solving. Dani also highlights the significance of building relationships and adding value in networking, as well as encouraging listeners to adapt and explore new strategies in real estate, such as novation. The conversation concludes with Dani offering her contact information for collaboration and further discussion.
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Investor Fuel Show Transcript:
Dani Hernandez (00:00)
If there are any wholesalers right now who are not tapping into the novation strategy, you are leaving so much money on the table. We close novations, we’re very familiar and comfortable with them.I find that that’s very hard for wholesalers to find is a title company that can close those types of deals. We can do that, no problem.
Quentin (01:51)
Hello, everyone. Hello. Welcome to the Real Estate Pros podcast. I am your host, Q Edmonds. And you know what I’m going say, I’m excited to be here, excited about my guests, excited about the value they’re about to bring to the conversation. ⁓ It’s always a pleasure and a privilege when I get to talk to different people and I get to see things from their perspective. And this is going to be no different. And so I am super excited to introduce you guys to.Miss Dani Hernandez. How are you doing today, man?
Dani Hernandez (02:21)
Hi, good morning. Thank you so much. I’m doing wonderful.Quentin (02:25)
Absolutely, absolutely. So glad, so excited to do this podcast with you. Excited for our listeners because listening to you talk, have a wealth of knowledge, very clear about what your business has to offer to this space. And so I’m going to be honest with you, Ms. Dani, I kind of just want to dive in. I want you to take us into your world, right? Tell us what things you’re mainly focused on. If you want to tell us a little bit of how you got started, I would love to hear that. But then also tell them what markets you’re operating in as well.Dani Hernandez (02:53)
Okay, perfect. So ⁓ I started out in real estate about five years ago. It’s pretty common. Everyone started finding out about you know, investing and all this stuff during the pandemic. I’m one of those I fell victim to the, you know, real estate by pandemic boredom. And so it was honestly one of the greatest things that ever happened to me. I started out doing some wholesaling, then I did a couple of flips. And then from there, I doubled into you know, the creative types of transactions. Sostep twos, novations, all of it. I’m curious. I like to just try stuff and see if I like it. And if I do, I continue doing it. If I don’t, just say, well, that wasn’t for me. And so it led me into an opportunity to join Stellar Title Company, which is an investment friendly title company all over Texas. And it’s wonderful because she is very, the owner is very open-minded to the creative types of transactions. Whereas, you know, the more ⁓ larger type
Title companies are more regulated and not so open-minded and their underwriters are a little more strict. Whereas here, we get to tap into the creativity of real estate. And I think that’s what’s wonderful. And that’s what really drew me in to being here.
Quentin (04:08)
Absolutely. I love it. So you hear you’re doing real estate, things are moving, things are rolling along. And I guess my question would be, it’s not always easy in this climate that we’re in with things changing. Like what’s been the key to keeping you guys actually running smoothly, keeping your eyes on the prize? Like what systems do you have in place? Like what makes the engine run?Dani Hernandez (04:35)
Well, first and foremost, it’s the vision of the owner, Crystal. She is clear set on her vision and very, very ⁓ strategic in how she executes. ⁓ Our process here is very, very efficient and everyone here is definitely on their A game. ⁓ She comes from being escrow for many years and is very experienced in closing all types of different transactions.And she’s found a way to make things efficient and has…
taught the team to be that way as well. So one of the biggest things that she prides herself on is like communication, communication, communication. No email goes left undone for the sundown method. And so even if it’s just a quick, I’m not sure, let me get back to you. Every email needs to get addressed. And that’s really, really important being in the title industry. If we’re getting phone calls all day long, we’re not doing our job because most of the time people call it’s because
hey, you what’s going on with this or they just don’t know they’re looking for an update. So one thing that she’s implemented that’s been really helpful for us is just being proactive and providing updates and responding to emails and not leaving people wondering. And yes, it’s difficult. You have to be a very high functioning multitasker to be able to do that because the volume is so massive. But everyone gets their response, whether it be the answer that they were needing or hey, let me look into this for you.
And that really sets us apart and that’s common feedback that I’ve gotten from a lot of our clients as well. But again, that was a calculated move on her behalf as far as implementing that into our expectations from Stellar. The biggest, biggest thing that is important to us is communication.
Quentin (07:03)
love it. Communication is key. I say it all the time, you we communicate and I know, you you talk about emails and, but I know we’re dealing with your owner. Sometimes there’s in-person communication. And I tell people all the time, communication works in three ways. 55, 38, seven. I say that’s the percentage. 55 % of communication is our body language, is what we’re doing with our hands and with, you know, I’m wide-eyed when you say something.Dani Hernandez (07:17)
Yes.Quentin (07:31)
38 % is actually the tone that we use. If it’s a harsh tone, if it’s a soft tone. And then the last percentage is actually the words that we say. So communication is so key when we talking to our partners, when we talking to our clients. And so I’m so glad that you guys are thriving based on communication because you’re absolutely right. Communication is everything. And so I want to ask you this, know, so ⁓ there’s always a point I like to get to in a podcast becauseA lot of times we talk about the success, but we don’t talk about the process and the journey to success. And so I know, you know, there’s times that moments get real, deals go sideways, times you have to pivot fast. And I was wondering if you could share a moment like that through your experience, through your lens, because I tell people all the time that’s watching, I don’t care where you are in your journey, you will get adversity, but it’s how do you respond to adversity? So I would love if maybe you could share a moment like that.
Dani Hernandez (08:28)
Yeah, of course. So obviously being, you know, title company, we’re in the industry of insurance, right? And so number one thing that insurance companies don’t want is claims. And so a big thing for us is making sure that we do things correctly, crossing all of our t’s, dotting all of our i’s to minimize claims. The other thing too is that, you know, the owner is really wonderful about just being, again, open communication. And if there is a problem,⁓ Let’s see how we can fix it. Let’s see if we can find the source of where something might have just, you know, fallen through the cracks, whether it be something on our end or another end, you know, we’re going to look into it. And our goal is to try to find a resolve before we get to a claim. ⁓ And she, that’s something that’s very important to Stellar Title Company. So yeah, of course there’s times where deals go south, but you know, that’s inevitable. We’re human, we’re human error. What matters more is how are you going to find a solution for that problem?
Are you willing to take responsibility and say, look, let me look into this, let me find a solution instead of saying, oh, well, that’s not my problem or, that wasn’t me, I don’t know, I can’t help you. People lack accountability in all industries and that’s hurt lots of businesses in the past and I don’t know if that’s something that was ever an issue here. However, I do know that that
She is very, very adamant on taking accountability and finding a solution, even if it’s something that was not our direct fault or a direct result of our work.
Because, I mean, in order to be successful, you have to solve problems.
Quentin (10:41)
Yeah, no, I love it. sounds like y’all have a great leader. It sounds like your business is awesome. Cause I keep hearing you throw words out like communication. Even you do all the word ethical, honesty, accountability. So it sounds to me that this business is solid with the core values that really makes you trustworthy, right? That makes people want to really be a part and make sure.and your clientele feel safe. And so I love everything that I’m hearing about the business for sure. And so Ms. Dani, I guess I’ll ask you this. What are y’all most focused on solving and scaling next? Like what’s the next real goal for the business?
Dani Hernandez (11:23)
So right now we are currently in the works of opening ⁓ a San Antonio branch and a Houston branch. We’re based out of Grapevine. We also have an office in Frisco. ⁓Frisco, no, sorry. Grapevine, Frisco, Houston, San Antonio. There we go. So we’re growing and it’s like, she’s always has all these new ideas and markets she wants to tap into. And I’m like, okay, which ones are we in? But of course, you know, we close all over Texas, which is amazing. And so right now the focus is just growth. Absolutely. And what’s gonna help us be successful in the growth is like you mentioned those core values.
Quentin (11:42)
Got you, got you, got you. Yeah.Dani Hernandez (12:02)
No company is perfect, everyone can improve, but I feel like as long as you have those core values to lean back on, you have no other option but to be successful. You know what I mean? Because that’s like the root and the heart of the company. And so if it’s healthy and positive and ethical, how can you fail?Quentin (12:26)
That’s almost a drop mic moment right there. Like, I love that. Like you’re right. How can you fail when you got those core values to build on when that’s the foundation? I’m with you. How can you fail? You know? And so I love it. You know, I love what I’m hearing. I love the fact that you’re scaling, want to scale around Texas. ⁓ I mean, listen, I see y’all possibly dominating the market. I see the market takeover coming very, very shortly. And so I love it. I love.Dani Hernandez (12:33)
Yes. Yes.Very shortly,
Quentin (12:54)
Yeah, I love it. love what I’m hearing. And I love how you give so much kudos to your, to the owner. love how just I can hear the core, again, the core values coming out of the business. And so to me, it lets me know that you guys value relationships. And I guess that’s why I want to talk about for a little bit about your perspective on when it comes to building relationships. So when it comes to building relationships and growing your network.Dani Hernandez (13:14)
course.Quentin (13:24)
What’s made the biggest difference for you, for your company?Dani Hernandez (13:28)
So the biggest difference for me, ⁓ and I haven’t been in this position for very long, was an amazing opportunity that came to me pretty recently. So I’m definitely in new waters, new territory, but it’s also very familiar to me. Because the first thing I do, no matter who I meet, is I always look for a way of how can I add value. A lot of times conversations, networking events, or…you know, for business development is very like, well, you know, send me your stuff, send me your stuff, you know, me, me, me, me, me. And that’s never been my mentality or my mindset. So every single time I meet someone, my mind is racing trying to figure out like, how can we collaborate? What problems do they have that I can solve? How can I add value to them and set myself apart from everyone else who’s just looking to constantly take, take, take, take. And from there, we have a mutual ⁓ relationship from the beginning to where you know that like,
if I ever need anything, I can call her she’s got a lot of resources. And I know in vice versa, if I call and say, Hey, you know, I’m really looking for looking forward to taking care of a file of yours. People aren’t going to just say like, yeah, I’ll send it and then never send it. You know what I mean? And that I think is the big difference in in what I do and how I cultivate my relationships is I’m always looking at how can I add value?
Quentin (14:45)
Now you talk in my language, think that I have a similar outlook. It’s how can I add value, right? I tell people all the time, I’m aI try to connect people together, connect processes together. Like, you know, I may not be as strong at developing something, but one thing I am good at is making sure I connect you with the right person that can get the job done. And I love Dani, I love the outlook about you. And I see that from…
Dani Hernandez (15:35)
Yes.Yes, absolutely.
Quentin (15:56)
You know, job, you know, people don’t know, you know, our backstage process, but she was like, listen, I like to ask questions too. Like you ain’t gonna be the only one asking questions. I got some questions I want to ask too. And they’re and when you’re a curious person, that lets me know you are a person that’s a connector, right? Because you’re curious about you, other people, what’s the process, how can there be a synergy, how they can be a confluence. And so I love it. And I guess since we’re right here,Dani Hernandez (16:13)
Absolutely.Quentin (16:24)
You know, when I talk to somebody like you that has that the perspective that you have, I like to open the floor up to see if like, is there any kind of encouragement or maybe even education or inspiration that maybe you want to give to the audience, viewers from your perspective about what you do and about like the life and business kind of meld together or whatever. So I just want to open up the floor. Like if there’s any kind of encouragement that you wanted to give.Dani Hernandez (16:39)
Mm-hmm.Yeah, no, first and foremost, yeah, of course. This is the juicy part for me. This is what I love talking I love talking about Stellar and how great we are and all those things. But to me, I’m ready for the conversations where I come and add value. And so I would say for the listeners, whether you’re an investor or a realtor or an buyer or investor, wholesaler, that
you always educate, like self educate and try to find new ways. studying the market is okay, isn’t important, but I mean, the market is only one of two things. It’s either a buyer’s market or a seller’s market, you know? ⁓ And the things that influence that is usually the rates and days on market and things like that. And so ⁓ just coming up and not being afraid to try the new strategies that are out there ⁓ because
I’ve seen that the people that stay stuck in just one way don’t make it very long. You have to be willing to adapt and change and pivot. so
there are any wholesalers right now who are not tapping into the novation strategy, you are leaving so much money on the table. We close novations, we’re very familiar and comfortable with them.
I find that that’s very hard for wholesalers to find is a title company that can close those types of deals. We can do that, no problem.
Whether you close with us or you don’t, if you need to start tapping into those innovations and they’re wonderful. ⁓ So basically what innovation is for those that you don’t know, it’s basically like the hybrid between a wholesale and a retail and it’s perfect. people overcomplicate, know, wholesaling and understanding like numbers and stuff. I’ve made it very simple because I’ve talked about this.
over and over and over. If you have a home that’s like 1990 and older, older, older, that’s going to be a cash deal, it’s going to be a wholesale, you’re going to run your formula, ARV 70 % minus your rehab minus your wholesale fee or whatever. But anything outside of that, so like 1990 to about 2015 is perfect for the Novation because they don’t qualify for a cash offer, because they’re just, you know, the sellers either owe or
you know, it’s just not distressed enough to where you can come in at a cash price to force appreciation and you know, take take it to that ARV. So when you’re looking at nobations, you’re looking at as is value. And it’s really incredible because that’s a majority of the leads that people pass up. So they’re either going from one end of the spectrum to the other, which is either a cash offer or sub two. And they’re leaving this like whole middle ground open of money, which is the novation. And it’s great because you can
Quentin (19:32)
No.Dani Hernandez (19:35)
get the paperwork that you need, find a realtor that knows how to do these types of transactions, find a title company that knows how to do these transactions. And basically what you do is you are getting a wholesale and putting it on the market. And the reason you’re putting it on the market is because the bones are still good and it’ll qualify for financing. So just because it’s a little outdated and it’s not as modern doesn’t mean that it’s not a good deal. And then of course, anything from like 2015 to current,it’s probably going to be better for a sub two, ⁓ maybe even like 2020 to current because they don’t have that much equity. And that’s going to be like the best way to analyze. to me, it’s very simple. The minute I see a property, I’m like, what year is it? What’s it look like? And I already know the end strategy. You can’t like one size does not fit all. So the more resources and solutions that you have in your pocket, the more opportunities are out there. And so like I said, I would love to implore
⁓ wholesalers to tap into novations if you haven’t already. Realtors start collaborating with wholesalers because I know that, you know, it’s so like, you know, opposite positive, but if you can find a way to just maybe like flip it and find two positives, you know, there’s again that collaboration and so much beauty can come from.
Quentin (20:49)
Well, y’all hear it. Miss Dani, the connector, she’s coming through. Listen, she’s connecting the dots, guys. Like she’s telling you, listen, there’s a way we can make this work. Like I absolutely love it. I absolutely love it. Like you are giving so much value to people. And I just, I’m glad. I’m glad to have you in this position to give these words of wisdom to nuggets. so listen, Miss Dani, listen, you didn’t drop the bomb. So listen, if,Dani Hernandez (20:53)
youThank
Quentin (21:15)
Before we wrap, if someone wanted to reach out to you, connect with you, maybe collaborate, I know you use that word, collaborate, or learn more about what you’re doing, what’s the best way for them to reach you,Dani Hernandez (21:26)
So the best way to reach me is on my email. It’s [email protected]. I’m sure that Mr. Q will be putting my contact down below, which is gonna be awesome. And yeah, just send me an email. You can send me email, ask me a question. We can connect on a phone call. We can schedule that. I’m at a lot of events all the time networking. So ⁓ I try to schedule when people have calls that way can give them my full time and attention and I’m not missing calls or missing meetings or anything like that.Email is the best way to get a hold of me and I work them every day. Like I said, we have the send on method. Every email gets answered before the end of the day, whether it be with the exact answer or just, hey, I’m gonna find this out for you and follow up.
Quentin (22:10)
Iit, I love it. Well, there she is. Everyone, Miss Dani Hernandez. Ma’am, thank you so much. Thank you so much for your story, your perspective. Thank you for your time. Thank you for the bombs of nuggets that you dropped. I really appreciate you coming through and really adding value to our audience. So again, thank you so much. Absolutely. So listen, listen, y’all heard Miss Dani? Y’all heard the nuggets and the value that she gave. If you’ve been following us, you know we just…
Dani Hernandez (22:21)
Thank you.Absolutely. Thank you so much for having me.
Quentin (22:38)
We just have incredible guests, just like Miss Dani that came on. so listen, I want you to see, make sure you subscribe. You do not want to miss out on these amazing conversations. so listen, Miss Dani, I thank you one less again. And to everyone else, listen, we’re going to see you on the next time. All right? Y’all have a good one now.
