Conversations With Friends: A Realtor and Loan Officer’s Guide to Real Estate Success

Conversations With Friends: A Realtor and Loan Officer’s Guide to Real Estate Success

In the world of real estate, it’s easy to get caught up in the highlights—the big sales, the fancy open houses, and the Instagram-worthy moments. But the truth? Real estate is about the grind, the relationships, and most importantly, the trust we build with our clients and colleagues.

In this edition of Conversations With Friends, I sat down with my lender partner, Doug, to discuss what it really takes to succeed. Our goal? To give clients and colleagues alike a transparent look at the realities of real estate, while sharing practical tips and strategies for success.

Consistency Is Your Greatest Asset

Success in real estate doesn’t happen overnight—it’s built day by day, call by call, and deal by deal.

Jason: “Doug, I tell people all the time: the work you do today pays off in 60-90 days. Real estate is like planting seeds—you won’t see the flowers bloom immediately, but when they do, it’s worth the wait.”
Doug: “Exactly. And if you’re efficient and bold, you might see those results even faster. But you’ve got to stay consistent, no matter what.”

Think of real estate as a marathon, not a sprint. Each cold call, follow-up email, or listing presentation is a step forward. The key is to keep showing up—even when the results aren’t immediate. Over time, those seeds grow into a thriving business.

Cold Calling: It’s About Connection, Not Scripts

Cold calling often gets a bad rap, but for us, it’s not about hitting numbers—it’s about solving problems.

Jason: “I don’t even use a script when I cold call. I go into every conversation with one goal: to figure out how I can help this person.”
Doug: “And that’s what makes it effective. People don’t want to feel like they’re being sold—they want to feel like you’re listening.”

Imagine receiving a call from someone who genuinely cares about your needs instead of just reading off a script. That’s the approach we take. Cold calling isn’t about closing the deal on the spot; it’s about starting a conversation that could lead to something bigger down the line.

The Balancing Act: Work Hard, Set Boundaries

Real estate is a 24/7 industry—or at least it feels that way. But setting boundaries is essential if you want to avoid burnout.

Jason: “For me, 7 PM is family time. Unless it’s a true emergency, my phone is off, and my focus is on the people I care about most.”
Doug: “Same here. If we don’t protect our time, we can’t show up as our best selves for our clients.”

Here’s the thing: clients respect boundaries when you communicate clearly. By letting people know when we’re available—and when we’re not—we ensure that the time we spend with them is focused and productive.

Honesty: The Foundation of Every Relationship

In real estate, honesty isn’t just about ethics—it’s about creating trust and credibility.

Doug: “Jason, one of the things I admire most about how you work is your honesty. You’re not afraid to tell a client the hard truths.”

Jason: “Thanks, Doug. For me, it’s simple: I’d rather a client hear the truth now than face surprises later.”

For example, if a buyer is stretching their budget or a seller’s asking price is unrealistic, we’re upfront about it. It’s not always easy, but it’s the right thing to do—and it saves everyone time and stress.

Think Beyond the Transaction: Building Long-Term Wealth

Buying or selling a home isn’t just a one-time event—it’s part of a bigger financial journey. Our job is to help clients see the full picture.

Jason: “Doug, I always encourage clients with a great rate to hold onto their current property as a rental and use the equity to move up.”
Doug: “That’s such a smart move. And I help clients explore options like refinancing or using FHA loans for their next purchase.”

Here’s the beauty of real estate: it’s a tool for building wealth. By educating clients on strategies like leveraging equity or house-hacking, we empower them to make decisions that benefit them not just now, but for years to come.

Collaboration Is Key

For colleagues in the industry, the partnership between a realtor and a loan officer can make or break the client experience.

Doug: “Jason, what makes our partnership work so well is our communication. We’re always on the same page, which makes things smoother for our clients.”
Jason: “Exactly. It’s not just about closing the deal—it’s about making sure the process is seamless and stress-free.”

When realtors and lenders work together with transparency and mutual respect, everyone wins. The clients feel cared for, and the transaction flows effortlessly.

Real Estate Is a People Business

At the heart of everything we do is one simple truth: real estate is about people. Every client, every deal, every interaction is an opportunity to build trust and make a difference.

Jason: “Doug, I treat every client the same—whether it’s an $80,000 lot or a $10 million estate. Everyone deserves the same level of care.”
Doug: “And that’s why people keep coming back to work with you. It’s about relationships, not transactions.”

Whether it’s helping a young family find their first home or guiding an investor through a complex deal, our goal is to create value and build relationships that last.

Final Thoughts: Let’s Build Something Great Together

Whether you’re a first-time buyer, a seasoned investor, or a fellow professional in the industry, we hope this conversation gives you a deeper understanding of real estate: consistency, honesty, and a genuine commitment to people.

📲 Ready to take the next step? Contact me, Jason J. Rice, at 602-755-2338 or follow me on Instagram: @jasonjrice

📲 Connect with Doug: @dougisyourlender

Let’s turn your real estate dreams into reality—one honest conversation at a time.