104: Center for REALTOR® Development 104: Buying that First Home: Insights from a Gen Z Buyer and Generational Trends with Ali Whitley and Martin Whitley: Part 1

People are all different. With an open attitude on our part, they are a constant source of opportunity for education, and learning. I love learning from other people. One of my favorite topics over the last 10 years or more has been about generations. I’ve been learning and teaching about how people of different generations act and react since I began teaching the Senior Real Estate Specialist course in 2009. While stereotyping people is never good as a general rule, there are some things we can learn from studying cultural differences and commonalities within a group. My guests this month, Ali Whitley from Ohio and her son, Martin, will join me to discuss some characteristics of Generation Z and what we are seeing regarding their desires and actions around housing. We will also discuss the work and planning that Martin has done to help him purchase his first home. He’s very excited about it, and I’m excited for him! He shares some great insights and practical tips to help first-time home buyers focus on the goal of purchasing real estate. Ali Whitley is the current president of the Ohio REALTORS®. She is a successful agent and generous volunteer. Her leadership roles are myriad, and she also teaches courses. It’s such a pleasure to have her with us again on the Center for REALTOR® Development podcast, and what a treat to have her son join us today.   [2:12] Welcome, Ali Whitley and Martin Whitley! Martin will tell all about his recent purchasing experience, hitting his goal of buying a home by the time he was 21 years old. Martin is excited to be on the podcast to speak about his experience of buying a house as a Gen Z home buyer.   [4:37] Ali has been working with first-time buyers for years and helping other people’s children and grandchildren get into homes, and while she treats all clients equally, and advocates for her buyers, it was fun to deal with her son through this transaction, seeing it professionally and also as a family member.   [6:23] Sometimes, Martin needed to ask his mother a business question, and she would go into business mode. He says it was mostly easy to separate business from family. Ali always knows “which hat she is wearing, and at what time.”   [7:43] Martin is in Gen Z, which includes ages 12 to 27. Martin is 22. He bought a single-family house in Akron, Ohio. It only had small electrical issues. Martin hired an electrician to complete them.   [9:52] Martin had called 10 or 15 people and got three responses. Electricians were backlogged at the time. He considered what was the best deal and looked at reviews to select the business. Hiring a contractor to work for him was a new experience for Martin.   [11:01] Before buying the house, Martin had not noticed that the hookups for the washer were non-standard. He used “YouTube University” to get the right parts to hook it up himself. Martin was a set builder for the theater in school, so he could build things in the home. [12:49] Owning a home had been Martin’s goal since he was 15 or 16. As a young person, he saw his mom working as a REALTOR® throughout her career. He had a clear picture of what he wanted, and he made a plan to achieve it. [14:03] Before planning how to buy a home, Martin had started building savings habits toward buying a car. He worked three days a week in the school year and four or five days a week in the summer, saving to buy a car. That gave him a habit of saving money for what he needed and not spending it on wants. [14:44] He started working in cell phone sales and found stability in that business. He worked up a budget of what he needed to save and how he could achieve that amount. [15:57] Martin hears talk among his friends in Gen Z about the fear of the difficulty of getting a mortgage with a “gig” job when they can’t prove they have a steady income. Monica and Ali see education opportunities for real estate agents and freelancers to consult with tax professionals to prepare to buy. [18:20] Martin took the opportunity to build credit for himself. When he was 18, he got his first secured credit card with $300.00 down. He spent 10 to 20% and never had a rolling balance at the end of the billing cycle. After eight months still at 18 years old, he got his first credit score and it was in the 700s. [20:33] Martin has long been intentional about buying a home. It has been a roller-coaster of emotions for him. It has been one year since he bought it. He talks about the process of finding a house. He says that finding the house, putting in an offer, and having the owner accept his offer has been surreal. [21:18] Martin was determined to stay consistent about what he was doing. He didn’t budge from the vision of what he was looking for during the whole process. He searched for exactly what he wanted. Once or twice, he put an offer in on a home that wasn’t accepted. [22:00] Eventually, the home Martin bought came to his attention by word of mouth. Knowing what he was looking for was integral to finding it. [22:52] Martin was very intentional about preparing to put in an offer and how the process would go for each step. Ali helped him focus on goals, so when the roller-coaster of emotions and frustration came, Martin went back to getting to the end goal by going through the process. He made it happen! [23:28] It took work and focusing on his goal to buy a home by age 21, with the rooms and features he wanted.  [24:17] Martin says the timing was definitely right for that house to come to his attention to buy. Martin tells how he learned of the property. He and his mother were in Spain at the time. A colleague of Ali’s texted her that the house was going on MLS in 20 minutes. There were just a few pictures of it. [25:32] Ali reached out to one of her colleagues, Cyndi Kane, who went through the entire house and took about 40 pictures as a virtual showing. Martin saw the pictures and decided the house was exactly what he was looking for. He’s grateful to Cyndi Kane for making that effort. It was a competitive property. [26:24] With solid advice from Ali, Martin put in an offer that outbid the second-highest offer by $222.00! He wouldn’t have come up with that winning offer without the assistance of a real estate professional. [27:33] A lot of Martin’s friends are renting houses. Discussing his home purchase with his friends has given many of them the idea that it is possible. There seems to be a lot of negativity about home buying among Gen Zs, who don’t see it as possible for them. It is very expensive in certain areas. [27:59] There are areas where purchasing real estate instead of renting it could make sense for many people. [28:17] Martin was able to find grants and programs through mortgage lenders, which allowed him to make very low-down payments at the end of the process. He had saved money if needed but didn’t have to come up with much out of pocket. [28:52] Ali asserts that it is always important to work through the right lender. Find a lender who will speak to the client as you, the agent, would. The client needs a lender who is similarly professional. The lender explained to Martin the ramifications of certain decisions he could make. [29:53] Martin’s final word: “I would say it absolutely can be a difficult process, but it really is not impossible. With enough research and preparation, it is something that many more people can do. Depending on the situation, it could make more sense for a lot of people to pursue purchasing.” [30:23] Ali’s final word: “It is definitely possible. … It is challenging, but it’s something that you can achieve if you are focused and intentional, and you have a real estate professional who is going to help guide you through each step. Having a REALTOR® advocating for you is your best first step to make that happen.” [30:58] Thank you both so much! I look forward to our next chat!  [31:06] Such a great conversation with Martin and Ali. Make sure you join us for Episode 2, where we hear some great selling tips for all the generations from Martin and Ali. What a world of difference a good education in the right area makes! [31:23] What was your favorite part of this episode? The financial planning? That was huge! What stood out to me was that Martin had a goal, made a plan, and worked the plan. Then he got his desired goal! He tweaked the plan on the way and kept moving toward what he wanted. That is a life lesson! [31:50] What do you want? Make a plan. Work the plan. Get to the goal! [31:57] The Accredited Buyer Representative is available at Learning.REALTOR. An excellent elective for the ABR® is Buyers by Generation: Success in Every Segment. It’s a fun class with applications for working with our clients and other agents and getting along better with our family members! [32:24] Thanks for joining us! Watch for our next episode with Ali and Martin, where we discuss the other generations and some trends that we're seeing in the marketplace. I’d love for you to go out there and help someone in their 20s buy a house! [32:39] However, I have a different close this time. If you have family members who are in different generational groups (and who doesn’t?), go and spend some time with them and ask them about themselves and what’s important to them, and then just listen. [32:59] Great conversation can be and will be the bridge for any generational confusion. I believe it’s improved greatly, but there is still room for conversation and understanding. I hope you enjoy the journey! I’m Monica Neubauer from the Center for REALTOR® Development. Tweetables: “For so many years, I’ve been selling homes and working with first-time buyers, helping other people’s children and grandchildren get into homes and it was really a fun and different experience being able to deal with my own son through this transaction.” — Ali Whitley “Occasionally Martin would say, “I need to ask you a business question,’ and then we would go into business.” — Ali Whitley “There are absolutely areas where purchasing real estate as opposed to renting it really could make sense for a lot of people.” — Martin Whitley Guest Links: Ali WhitleyRE/MAX Crossroads in Akron NAR Resource Links ABR® Accredited Buyer’s Representative Buyers By Generation: Success in Every Segment Additional Links: [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica’s Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Ali Whitley is the current president of the Ohio REALTORS®. She is a successful agent and generous volunteer. Her leadership roles are myriad, and she teaches courses as well. Ali is the Director of Education with RE/MAX Crossroads in Akron and is an instructor of professional designations and certifications conferred by the National Association of REALTORS®. Whitley has been active in the Akron Cleveland Association of REALTORS® since 1997, serving as President in 2012, and has chaired and served on several committees. She also served as an RPAC Trustee from 2015‒2016. She was awarded the 2013 REALTOR® of the Year from the Akron Area Board of REALTORS® and was honored by Crain’s Cleveland Business as a Women of Note in 2012.