Why Staying Calm Wins Real Estate Deals (Mortgage & Investing Insights)

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Show Summary

In this episode of the Real Estate Pros Podcast, Cindy Chaisson shares her extensive experience in the mortgage industry, discussing the challenges and stresses of the loan process, the rise of investment buying, and the impact of AI on real estate. She emphasizes the importance of building relationships with clients and managing stress during the buying process, while also sharing her unique journey from law enforcement to becoming a successful loan officer. Cindy aims to empower new investors and provide insights into long-term investment strategies.

Resources and Links from this show:

• • • Investor Fuel Real Estate Mastermind
    • Investor Machine Real Estate Lead Generation
    • Mike on Facebook
    • Mike on Instagram
    • Mike on LinkedIn
    • Cindy Chaisson’s Phone Number: (561) 246-9586

  Listen to the Audio Version of this Episode

  Investor Fuel Show Transcript:

  Cindy Chaisson (00:00)
  It was a buyer, it was an investor-buyer and great couple, right? Getting into their first investor purchase. And he was stressed, right? People get stressed about it. It’s finances, I guess. And so they made an offer on the home and the next day, I think it was the next day, that offer was accepted. And I called and he’s in the hospital. They had taken him to the hospital for a possible heart attack.

  said, listen, when we talked the other day before you made the offer, you were happy, you’re happy in your marriage, you’re happy in your home, you’re happy in your life. And I said, this house isn’t going to be something great if it gives you a heart attack.

  Quentin Edmonds (02:15)
  Hello everyone. Welcome to the Real Estate Pros podcast. I am your host Q Edmonds. And you know what I’m gonna say? I’m excited to be here today. I’m excited about my guest. Listen, she braved a quick blackout to be here. She was persistent. So I thank her for her time even already. I value her time. And I know you’re gonna be able to see things, some things differently through her lens. And you know, that’s what I love. I love when I get a chance to…

  talk to people and talk about what they do and look through their lens when it comes to their perspective fields. And so I am so happy to introduce you all to Ms. Cindy Chaisson. Ms. Cindy, how you doing today, man?

  Cindy Chaisson (02:59)
  doing awesome. Thank you. It’s nice to be here with you.

  Quentin Edmonds (03:02)
  Absolutely. I’m glad to have you here again. Thank you for your persistence to be here today. I appreciate that. so Miss Cindy, I actually, I want to dive in. I want you to tell people what your main focus is these days. Maybe tell them a little bit of an origin story, like how you got started, know, doing what you do. And then if you don’t mind, tell us what part of the world you’re in, if that’s okay with you. So.

  Main focus, the origin story and where you are in the world. So Ms. Cindy, you have the floor,

  Cindy Chaisson (03:34)
  Sounds great. Well, I’m in sunny Florida. And ⁓ I got here about 10 years ago. So I am a transplant Florida. came from California. That is how I made my decision to go into the mortgage industry. Moving from one side of the coast all the way over to the other side of the coast, I was self employed. So no matter what I did, I was going to have to start from ground zero. So I really put a lot of thought into what I wanted to do with my life where my passion was.

  and where I wanted to be. A little tidbit is I used to be a deputy sheriff back in California. And when I did that, at 36, I had never done a pushup. Well, I was doing about 1,000 pushups a day. And in a six month ⁓ academy, I was able to learn a whole new career and actually have the ability to be a deputy sheriff. So I took that same mentality. And when I came to Florida, I said, what do I want to do? I’m going to dedicate six months.

  and I’m going to learn every single thing that I possibly can and learn the pushups of the mortgage industry so that I can do the backend just as well as I could perform in the front end later. So I did that and really got into the processing and the underwriting knowledge side of learning why do loans fall out? How come that wasn’t caught? How can we prevent something like that happening? Because it’s devastating to a buyer. Then I went on and I did loan origination.

  And then I became a broker and I spent eight years being a broker, working with the lenders, always still getting my hands into the processing and direct contact with the underwriters. feel like I needed to know that part to help my clients best. And the last few years, I’ve really, really become passionate about investors and investing, ⁓ helping investors get into whether it be their first or their 10th home.

  I think the knowledge is out there now and the interest is out there now. The industry is really catering towards investors right now.

  Quentin Edmonds (06:23)
  I love it. You actually walked me right up into a question that I love to ask. And so for one, know, thank you, thank you for telling your journey, found your journey very, very exciting, like very, very informative. ⁓ I say a lot on this podcast, destiny has no wasted moments. Meaning like what we, the skills that we learn in whatever phase of our life,

  When we go to the next phase, we can apply those same skills. It may look different, maybe a different industry, but we can apply those same skills. So I love how you said you took the mentality of doing the pushups. You took that to the mortgage industry. I mean, that was brilliant. I love that you said you were going to take six months to learn. And so with that mindset, I want to pick your brain on.

  When it comes to personal strategies, what are some personal strategies that you have identified that help you out on the business side and personal side? And when I say that, some people, it may be consistency, it may be discipline, it may be meditation. What are your strategies that you use, that you know, help center you as a person to be successful?

  Cindy Chaisson (07:39)
  definitely is remaining calm in a time of a time of crises, right? So when you see a bank statement and somebody made some fantastic deposit that they weren’t supposed to make, or they went and bought a couch, you can’t panic at that point, you have to ⁓ take a close look at and go, how can we solve this? Almost everything is solvable, but you can’t panic. So ⁓ I have the ability to take chaos and kind of see a tunnel.

  through it and going, if I move all these things to the side, if I move this this way, I think I can get this to work.

  Quentin Edmonds (08:15)
  Yeah, yeah. Yeah, I absolutely love that you know. Chaos is only chaos until you make. Kind of order out of it until when it is what it is is chaos, but within that chaos you can bring order. You could bring structure so it only starts that way and people did you say Pete?

  Cindy Chaisson (08:39)
  Peace.

  Peace, yeah.

  Quentin Edmonds (08:42)
  What an

  incredible word. so I liked that. I liked that you said you’ve remained calm. And so if you don’t mind, if you’re up to it, I would love to know at least maybe one story when you had a chaotic moment in front of you and you made peace even in the midst of the chaos. Do you have any stories like that?

  Cindy Chaisson (09:04)
  I do have one with you saying it like that.

  It was a buyer, it was an investor-buyer and great couple, right? Getting into their first investor purchase. And he was stressed, right? People get stressed about it. It’s finances, I guess. And so they made an offer on the home and the next day, I think it was the next day, that offer was accepted. And I called and he’s in the hospital. They had taken him to the hospital for a possible heart attack.

  So he actually picked up the phone. I said, what are you doing? And I said, you shouldn’t be picking up the phone. Actually, I knew after I called him. So I didn’t know. I was just calling him. And he says, hey, I’m in the hospital. I said, no, no, no, you don’t answer my call when you’re in the hospital. You need to take care of you. And he said, well, this is just so stressful to me.

  this whole process of buying and you know, I might lose this, might lose this. said, listen, when we talked the other day before you made the offer, you were happy, you’re happy in your marriage, you’re happy in your home, you’re happy in your life. And I said, this house isn’t going to be something great if it gives you a heart attack.

  I said, so I think I need you to just take care of you right now. I can take care of all this stuff. And I said, I’ll let you know if there’s a time to stress about this.

  but there’s not gonna be. We already talked about everything. We already went through everything. I said, I know you’re nervous, but let’s try to be excited about it because there really is a great prize at the end. It’s the keys to a brand new home. And I said, so, let’s not do that. He ended up being fine. He bought the house.

  Quentin Edmonds (11:25)
  Great storytelling. Thank you. Thank you for wrapping up at the end and didn’t give us to be continued like on the cliff angle like So don’t say You ⁓ know, we was talking backstage and that’s one of the things you said you want to make it easy on people and that was a great story because you put him at ease like listen be concerned about your health everything else is gonna work out fine, and I’m glad to see

  Cindy Chaisson (11:35)
  to check in on him.

  Quentin Edmonds (11:53)
  that things worked out. So it’s just a testament to you because this is what you said you do. And he just gave me a story about you actually doing it. Putting people at ease with the process. And so I love to hear that from you. Miss Cindy, let me ask you, are your next real goals? Like, what are you looking to do within the industry? Or what are you looking to do personally? What’s your next real goals for you?

  Cindy Chaisson (12:15)
  I am starting a podcast actually that I so that’s why I was like I’ve already familiar with certain things about it. Just trying to let people know that being an investor is not out of their reach, you know, whether they’re in their young 20s or or 60s and older and have never been an investor. And like I said, the market is really catering to investors right now.

  and social media has made the information very accessible to people that it’s possible. However, they still don’t know how to get there, right? They hear that it’s possible, but a lot of people don’t think it’s for them. It might be possible for somebody else, but not for them. So I think of letting people know like, no, this is just a normal thing, right? I’ve bought one. If I bought one, you could buy one. Everybody could buy one.

  Quentin Edmonds (13:05)
  Yeah, I love it. And people need to hear that encouragement. And so I’m so happy to hear that you’re starting a podcast. And again, you you said earlier, one of your big things for you, one of your strengths would make you so special is that you help people overcome the fear of buying. And so I think, you know, you doing that podcast, putting it in long form, putting strategies out there, putting it out there where people can come back to it, you know, record it and come back to it and listen.

  I think that’s going to be a great, great tool for you and a great, great tool for people. So let me applaud you now and say congratulations. I know you’re just starting, but congratulations because that’s going to be a very, very fruitful podcast for people. I appreciate you for that. Absolutely. Absolutely. So now we’re talking about people. We’re talking about you connecting with, you know, I’m putting it out there, hundreds, thousands of people. ⁓ I want to talk about relationships. What are your perspective when it comes to building relationships?

  Cindy Chaisson (13:47)
  Thank you.

  Quentin Edmonds (14:04)
  is important for your business to build relationships, as relationships serves you well, like what is your perspective on relationship building?

  Cindy Chaisson (14:12)
  During the loan process, you end up having a relationship whether you want one or not. Because by the time we’re done, I might have never met this person in person, right? But I know everything about them. I really do, right? And I know about their family. I know everything, every up and down in their finances. And you end up, they tell you a lot, right? And when you tell somebody a lot about everything in your life, it opens up your soul to a

  having a friend, right? And so I get a lot of people that will call me later and just say, you know, hey, Cindy, I was going to make this decision about should I do this or this and it’s not buying another home, but it’s something about maybe putting a pool in or, you know, or something else. And that makes me feel good that, ⁓ like I said, during the loan process,

  I think trust is very, very important because of all the financial information. I try to look at every single loan as though it’s for myself.

  Or better yet, if it’s for one of my kids, my grown kids, right? I don’t want them to be in a bad position. It’s not just about doing a job for me. It is really trying to help them and put them in a better situation.

  Quentin Edmonds (16:06)
  Yeah, love it. Love it. Listen, wasn’t then think I was gonna ask you this question, but I’m gonna ask you. here we go. What do you find more rewarding? What do you find more difficult being a sheriff sheriff deputy or real estate? Which one is more difficult? Which one’s more rewarding?

  Cindy Chaisson (16:24)
  think real estate is more difficult, right? Definitely being a sheriff was my, that was the most fun job ever in the whole entire world, right? I mean, the stories from it, you wouldn’t even believe them. They’re just hysterical, right? It was just comedy all the time. Not a lot of, I mean, there’s a little bit of heart in being a sheriff, but like, you know, those people that come back to you and say, thank you for arresting me. What? You’re welcome.

  So, you know, but there’s not as many as those. When you help somebody buy a home or become an investor. Home is where the heart is right. mean, home is where your family is where you raise your children, where you take care of your parents, all kinds of different things. So home is really connected to people’s ⁓ heart.

  Quentin Edmonds (17:16)
  Yeah, absolutely. It’s kind of more rewarding. There you go. There you go. Listen, is there anything that you want to say that we haven’t said? ⁓ It could be about, you know, your business, what you do, just it could be a word of inspiration, education, motivation. Is there anything that you want to say that we haven’t said any topic that I haven’t covered so far?

  Cindy Chaisson (17:42)
  I guess if I were going to kind of put it out there to people, right? ⁓ Sometimes when they are rate, maybe just looking at rates, right? Or they hear like how I, I call it water cooler talk, right? Getting advice from everybody and anybody without really looking at like what the long term effect is. You and I have talked a little bit before and I had told you that I am an investor of my own and

  somebody would probably gasp at the interest rate that I purchased my investment home on. But it was not for the purchase at that moment, but for the purchase long-term. And I think people get panicked about, everybody wants to say, everybody wants the interest rate from COVID. Well, do you want another COVID? No, we don’t want another COVID. So let’s just go with the interest rate that works today. And no matter what the market’s gonna do, what the market’s gonna do.

  The real estate has always long time been a great investment for people. Even when it drops, it comes back.

  Quentin Edmonds (18:44)
  Yeah. Miss Cindy, I thank you so much. Listen, I think this is a great episode. I thank you so much for just your knowledge, for you sharing. What I like to say for the gift of your vulnerability, you know, sharing things that maybe you didn’t have to share, but you shared. So if someone wanted to reach out to you, connect with you, learn more about what you’re doing, how can they get in contact with you?

  Cindy Chaisson (19:06)
  Phone is always the best. Text is what people prefer, right? It feels like a safe spot. And that’s, I welcome that any time of the day. It is my personal cell phone that I give out. I don’t keep two phones. My phone number is 561-246-9586. I’m located in Florida, but you know, I do turn the phone off in the middle of the night, cause there would be some people calling at two in the morning.

  Quentin Edmonds (19:34)
  I’m sure Hubby, you shake that right? Yeah, yeah, absolutely. Miss Cindy, I want to sincerely thank you for your time because our time is very valuable. So thank you for your time. Definitely. Thank you for your story. I really, really appreciate you taking time out to tell us kind of the origin story and walk us up to what you’re doing now. I really appreciate that. And thank you for your perspective. Thank you for the way you think. Thank you for your servitude to people, really helping people. And I’m not going to know you for

  a little bit of time, but thank you for being consistent about who you are. That’s what I’ve picked up in a little bit of time that we’ve been with each other. So I really appreciate that. Thank you for being here today.

  Cindy Chaisson (20:14)
  Thank you so much for having me. It’s a pleasure.

  Quentin Edmonds (20:16)
  Absolutely same here. So listen y’all heard miss Cindy. You can’t tell me you didn’t get the value out of this conversation So definitely hit her up not to in the morning because you’re not gonna get But hit her up is definitely in Florida if you need her, but definitely make sure you are subscribed here You’re not gonna miss out on these valuable conversations that we’re going to continue ahead continue to have with incredible guests Just like miss Cindy. So thank you again, ma’am and miss Chaisson. I’m gonna take a shot at it

  Cindy Chaisson (20:46)
  you did a nice job.

  Quentin Edmonds (20:47)
  Absolutely. Thank you so much and everyone else will see you on the next time.