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Announcer: It’s time to enter the world of real estate in Oahu with Hawaii’s only true real estate radio show “The Team Lally Real Estate Show”. Grab a pen and get ready to take notes. For the next hour, Hawaii’s premiere real estate leader, Adrienne Lally and Attilio Leonardi will bring you the latest in real estate news and real world strategy on how they can guarantee to sell your home at a price and deadline you agree to or they’ll buy it. Now here are your hosts: Adrienne and Attilio.
Adrienne: Welcome to the Team Lally Real Estate Show. Home of the guaranteed sold program or we’ll buy it. If you have any questions, you can reach us at 799-9596 or check us out on the web at teamlally.com.
Attilio: Well, hey, everybody. This is Attilio. You know what I was doing? I was working out. Orange Theory. And as I was getting into the Orange Zone, this lady tapped me on the shoulder, I almost fell of the treadmill, she started asking me a bunch of tax and legal question. I said, “Those are great questions, but I highly recommend you seek the appropriate licensed professional. So if you hear anything on the show that sounds like legal advice or tax advice, it’s not.
Adrienne: Yeah, so contact your local professional for that.
Attilio: Contact your local professional.
Adrienne: Yes.
Attilio: Oh, wait, you’ve got some quotes?
Adrienne: I have quotes, and these quotes are courtesy of Hawaii Pacific Property Management.
Attilio: We’re going to jazz it up, too. I think after your quote, I’m going to do my joke.
Adrienne: Your joke of the day? Okay. While I’m reading the quotes, start thinking about your joke.
Attilio: I’m ready.
Adrienne: You’re ready? Okay.
Attilio: I’m ready.
Adrienne: Perfect. Alright, so this first quote is form Maya Angelou. “We may encounter many defeats, but we must not be defeated.” This next one is from… I can’t pronounce his name, but it’s a good one.
Attilio: Try it.
Adrienne: (laughter) Nikos Kazantzakis.
Attilio: Well, he has pearls of wisdom, but we’re not going to know how to say his name, but that’s okay.
Adrienne: Okay. “In order to succeed, we must first believe that we can.”
Attilio: Okay.
Adrienne: That kind of ties into our guest that we had last week about belief.
Attilio: Belief.
Adrienne: Believe that you can. Okay, and the last one is from Phillip Sidney. “Either I will find a way, or I will make one.”
Attilio: Yeah. Alright. Here’s my joke folks. I noticed something that local people, and I’m talking about myself because I’m local. Born and raised here in Hawaii Nei. Came here in 1967. Went to Kamehameha Imua. Anyways, so I learned this about—it’s my observation. Sometimes humor is about observing the place around you, and I noticed that local people with the parenting skills and the raising of the pets.
Adrienne: Okay.
Attilio: What would you call that? It’s not pet skills. You have parenting skills, but what would you call it for the pets?
Adrienne: Oh, I don’t know.
Attilio: Like pet training?
Adrienne: Well, I mean, people that have pets, sometimes they feel like their pets are their children, so I would say parenting skills would be—
Attilio: Well, I know there’s this one word. Steven, you know this word. This word that local people use with the pets, as well as, with the kids. Do you know what that word is? Shadup!
Steven: Oh.
Attilio: You hear the dogs barking. Like Uncle Willy, he lives next door, his dogs are barking all the time. This is all I hear every ten minutes, “Shadup!” And then the kids—I’m on a corner like, “Get the kids behind us.” They’re like raising a ruckus. Different neighbors—the parents. “Shadup!” Anyway, I would write a whole book about pet training and parenting for Hawaii, and it would have just that one word in it.
Adrienne: It’d be a very short read.
Attilio: How do you spell that? S-H-A-D-U-P. “Shadup!” Anyway, that was my—
Adrienne: Alright. So we have Duke on the line from Hawaii Pacific Property Management to talk about his property management tip of the week.
Attilio: Alright, Duke. Are you there?
Duke: I am. How are you guys doing? I’m in the car, so hopefully—
Attilio: Oh. It sounded like you just went under a waterfall.
Duke: Hope the Bluetooth works.
Attilio: Okay. No, we hear you perfectly clear. So what’s our PM tip of the week?
Duke: Why would you get a property manager who doesn’t have one stop shop all under one roof? We can take care of all your repairs. We can pay your GE taxes. We can do your appliance repairs or plumbing needs. We handle everything when you don’t even have to pay for it. We just take it out of your rent. We’re a one stop shop.
Adrienne: Wait, so what happens if your kitchen floods?
Duke: We call your insurance company. We go and meet the adjustor for you. You don’t even have to be on island for us to take care of your insurance claim.
Adrienne: What if—
Attilio: Whoa, whoa, hey—
Adrienne: Wait, wait. I have questions. What if there’s a burglary?
Duke: A burglary? Then we’d go to meet the police officer and make sure our tenants are okay. We make any repairs if they break into the window or the back sliding glass door. That’s where they’ll probably come in. We have all that in our portfolio. We’ve taken care of all those situations.
Attilio: Trust me, I’ve seen Duke. He shows up in his SWAT uniform and clears the home.
Duke: Yes. That’s right. I’m protecting my owners, and that’s my priority.
Attilio: He pounds on the door like HPD. What about, what about if the—what about clients who have mental issues? Do you take care of that? Or do you refer them out?
Duke: We can’t fix crazy.
Adrienne: No.
Attilio: Can’t fix crazy.
Duke: But we only have two goals that we go by enough: to protect your home and to put money in your account. Everything else is secondary.
Adrienne: I want to go back to the crazy. Because you guys have this excellent screening process that you do on your tenants. Tell us about that.
Attilio: Tell us about your eviction guarantee.
Duke: With the eviction guarantee, we promise that is you abide by what our standards are to pick your tenant. Which is a 620 credit score, background check, criminal check. We check their references and their last landlord, and if everything checks out, then we’re good. But if you want to insist as an owner to have us move in your brother-in-law, your sister-in-law, your tenant from the last house, your friend at work, and they don’t check out in those processes, then what happens is if we’ve got to go to an eviction with them, then you’ve got to pay for it as an owner.
Attilio: Well, in the words of Bulaea, you guys guarantee you might not have a mental tenant.
Adrienne: As long as—
Duke: We try to give opportunities. As best we can, but we can never say that nobody is—
Attilio: Mental.
Duke: Crazy in the unit, close to a divorce, have a break-up.
Attilio: Have a breakdown?
Duke: Or yeah. Have a breakdown, have a job separation. All these things come up in life.
Attilio: But you guys manage the risk by doing all the credit checks, the background checks, everything.
Adrienne: You have the resources.
Attilio: Yes.
Duke: We have the resources to manage the risk all under one roof.
Attilio: Alright. One stop shop. We like that.
Duke: One stop shop, yes. Exactly.
Attilio: You guys are like the spa center for property management. Facials. Can do manicures.
Adrienne: Well, yeah, you’re going to feel relaxed by working with them. That’s for sure.
Duke: Just like Team Lally. One stop shop.
Attilio: There you go. Alright, Duke.
Adrienne: Thanks, Duke.
Duke: Thank you.
Adrienne: Drive safely.
Attilio: Alright. Duke also has that rent guarantee. That is just redonkulous. What is it?
Adrienne: Basically if he doesn’t get your home rented within that firs thirty days, they’ll pay the rent.
Attilio: They’ll pay the rent. That is crazy.
Adrienne: It is.
Attilio: What?
Adrienne: It’s like good crazy, though.
Attilio: Good crazy. Alright. So that was Duke. If you want to get a hold of him and his team, you can reach him at what number?
Adrienne: 445-9223. That’s 445-9223.
Attilio: What if I’m inhibited and I don’t like talking to anybody. I just look at information on the internet.
Adrienne: You can go to hipacificpm.com.
Attilio: Alright. Where are we going now?
Adrienne: I think we’re going to go take a short break, but when we come back, we have a very special in-studio guest.
Attilio: She’s a world champion Krispy Kreme donut eater. She’s going to be our guest today in the studio.
Adrienne: So stay with us.
[08:22]
(Music out)
(Commercial)
(Music in)
[10:44]
Adrienne: Welcome back and thanks for listening to the Team Lally Real Estate Show. Home of the guaranteed sold program or we’ll buy it. I’m Adrienne.
Attilio: And I’m Attilio.
Adrienne: And if you have any questions, just give us a call at 799-9596 or check us out on the web at teamlally.com.
Attilio: Yeah, we do the show because our clients are worth it. That’s why we play that music.
Adrienne: Yes, they are.
Attilio: Alright. So do you want to bring Janyce on?
Adrienne: Yeah. We’re going to bring Janyce on from Dream House Drafting with her–
Attilio; Where’s our harp music?
Adrienne: With her design tip of the week.
Janyce: Good morning.
Attilio: Hey, so Janyce, we’ve got about—
Adrienne: There it is.
Attilio: Alright. Now I can feel so relaxed.
Janyce: Okay. So my tip of the week for this week is to get professional assistance when attempting to deal with the building department on your project.
Attilio: Gotcha. That’s good—that’s great advice. Who do you recommend that they talk to?
(laughter)
Attilio: We recommend that they talk to Janyce.
Janyce: Well, I think first and foremost, people should have an agreement with a design professional who did their job. I don’t recommend anyone going to the building department with their own set of plans. Just yesterday, somebody you guys know and I know well went to try to issue a building permit and was asked to provide a form that was totally not necessary. And when they texted me, I called them. Their permit was already a proved issue. There were no problems. They were supposed to just pay for their building permit, but they showed up as the owner and they got asked to provide something, and so when I saw the text, I called them, and I asked to speak with the clerk, and I was told that the form wasn’t going to be necessary, which I knew it wasn’t going to be necessary. So my recommendation is to try to have the design professional who did your job make arrangements for someone they use or they themselves. For Dream House Drafting, we do in-house permit routing and serve as the contact and advocate for our clients, but we are not able necessarily to take on general permit routing for other people’s projects.
Attilio: Alright. Janyce, that’s awesome information.
Adrienne: So, Jance is a great person to know. Especially if you’re going to be—
Janyce: Oh, thank you.
Adrienne: Designing or building a home or just a need a permit for something. You’ve got to give her a call.
Attilio: Alright. Thanks Janyce.
Adrienne: Thanks Janyce.
Janyce: Thanks.
Attilio: Janyce, yeah, she’s like the Siri of the department of planning and permitting. She’ll tell you how to proceed to the route. How can we reach her?
Adrienne: You can call her at 206-7107.
Attilio: On the internet?
Adrienne: dreamehousedrafting.com.
Attilio: Alright. Let’s get to our guest here. We have our favourite—
Adrienne: The Krispy Kreme eating donut.
Attilio: Let make it to where it like rhymes. Krispy Kreme, Krispy Kreme Critter.
Adrienne: Champion.
Attilio: She’s a Krispy Kreme Critter.
Adrienne: No, she’s not a Critter, she’s a Champion.
Attilio: Anyway.
Adrienne: I’m still not believing this.
Attilio: So, we have Jodie. Jodie, we heard that you can eat 12 Krispy Kreme donuts in one sitting. Is this true?
Jodie: It has happened on multiple occasions.
(laughter)
Adrienne: I didn’t believe him.
Jodie. It’s happened. Many times.
Adrienne: Because you are just like so rock solid and fit.
Attilio: She gets up at 4 o’clock in the morning and works out every day.
Jodie: And I like Krispy Kremes.
Attilio: Krispy Kremes.
Adrienne: Okay. So, the working out part kind of balances it out.
Attilio: When I’m running a 6-minute mile, I’m going, “Krispy Kreme. Krispy Kreme.” I just imagine a Krispy Kreme on a stick floating in front of me, and then I run harder.
Adrienne: Okay. So besides being the Krispy Kreme Eating Donut Champion, she is also the president of Pacific Rim Mortgage.
Attilio: Pacific Rim Mortgage. How long have you guys been in business?
Jodie: 11 years.
Attilio: 11 years. Oooo.
Jodie. Mhmm. Going strong.
Attilio: Here’s some statistics from the small business association. 95% of business are out of business after 5 years. Congratulations.
Jodie: Thank you.
Attilio/Adrienne: You’ve made it.
Jodie: Yes!
Attilio: You made it.
Adrienne: You’ve arrived.
Jodie: Woo-hoo! (clapping)
Attilio: Alright. So, local style. We’re going to talk business here in a little bit, but we still want to know more about Jodie. Jodie, in the house. Jodie, tell us about you. What high school you went to.
Jodie: I went to ‘Iolani.
Attilio: Went to ‘Iolani. Okay.
Jodie: Raiders.
Attilio: Go Raiders.
Jodie: Mhmm.
Attilio: And….
Jodie: Played soccer.
Attilio: What did you get put in detention for at ‘Iolani? Never mind. Don’t tell me.
Jodie: Lots of things.
Adrienne: She never went to detention.
Attilio: What was the funniest reason you ever got put in detention for? Tell me a situation.
Jodie: Well, nothing funny, but the thing that happened the most was being late to school.
Attilio: Oh, wow. Just now, here she is as an adult. She gets up at 4 a.m. No more late to nothing.
Adrienne: I know. She doesn’t have time to be late.
Jodie: Mm-mm.
Attilio: Don’t have time to be late.
Adrienne. She packs everything in her day.
Attilio: So let me tell you about this lady over here. So she gets up at 4 a.m. to go work out, and we asked her, “What the heck are you doing? Why are you working out at 4 a.m.?” Because she has a lot of stuff to get done for her clients. Okay. So that’s the kind of mortgage person, mortgage broker you want behind you and getting your home or refinance.
Adrienne: Because she just gets it done.
Jodie: Yes ma’am. We get it done.
Attilio: Alright, so—
Adrienne: So how did you get into the mortgage industry?
Attilio: Yeah, how’d you do that?
Adrienne: Is this something you’ve always been involved with or…?
Jodie: It was really weird. I was in graduate school at University of San Francisco, and I met someone who owned a huge mortgage company. And he independently owned about 20 branches in Washington, Oregon, and—I guess it was Washington and Oregon, and we became friends, and that’s kind of how I was like, “Well, I think I’ll do this in Hawaii.”
Attilio: Yeah, that’s like New York huge. That’s HUGE.
Adrienne: Huge.
Attilio: That’s huge.
Adrienne: So did he become like your mentor?
Jodie: He mentored me in many things. He vouched for me so that—because I started out as a broker, now we’re a direct and a broker, so we’re more of a hybrid.
Attilio: What’s that mean? Tell us more.
Jodie: So we’re a direct lender which does have its benefits because we have our own underwriting and funding. So it’s– a lot of agents prefer a lender—may prefer a lender that is a direct lender because we have more control to make sure that we’re going to be closing on time as per the contract.
Attilio: And who wouldn’t want that?
Jodie: And who wouldn’t want that?
Attilio: Crazy people.
Jodie: Right.
Attilio: And we don’t work with the crazy ones.
Jodie: Only crazy good.
Attilio: Only crazy good.
Jodie: Right.
Adrienne: And Jodie’s crazy good.
Attilio: So more control over getting the loan completed, done on time.
Jodie: Mhmm. But most people begin—well, I guess owners begin as a broker. And so when you’re a broker, your packaging up these loans, and you’re submitting them to these wholesalers and the underwriters and the funding team and etcetera. The entire ops is employed by the wholesaler.
Attilio: Okay.
Jodie: We still work together as a team, and it’s still a great model. I mean, there’s definitely nothing wrong with it, but so that’s how I started off. And he helped me to get my broker relationships.
Attilio: Gotcha.
Jodie: Which was huge.
Attilio: Yeah. So I’m a consumer, and we call up Team Lally and say, “Hey, you should call the crew over at Pac Rim”—no, we don’t say that, we say, “They’re going to call you.”
Adrienne: That’s right.
Attilio: So describe to us. What does this initial contact look like?
Jodie: We generally like to go—we like to communicate with our clients and our potential clients by just asking them “What kinds of questions do you have?”, “How can we help you?”, “What do you want to know about?” And that’s kind of how we start off the questions, so it’s, you know, “Adrienne asked me to give you a call. I wanted to—we’ll be able to map out the entire process and let you know what your monthly payments would be and the different loan programs, but first and foremost, let me know what do you want to know about.”
Adrienne: So what are the most frequently asked questions that you guys hear?
Jodie: Well, the funny this is, they ask how much they can afford.
Attilio: Yes.
Adrienne: Mmhmm.
Jodie: And I totally get the question because it’s like, I guess, how much can we qualify on paper according to some sort of algorithm or computer—
Attilio: Or formula.
Jodie: That says this is how much we qualify for, right? In reality, I kind of turn around, and I say, “Well, let’s talk about what you’re paying now. And how much excess do you have? Because if you’re paying a $2,000 rent now, and you’re struggling, even if the computer says you can qualify for a $250 mortgage, do you think you can?”
Attilio: So there’s a difference between qualifying and/or being approved for a loan and then what you can actually really afford.
Jodie: Mhmm. And I think that’s our biggest—one of our biggest differentiating factors is we really try to focus on education, and we try to focus on them understanding this huge life-changing event, and making sure that they’re going to have a plan and be comfortable.
Attilio: Yeah.
Adrienne: Now what happens if you pull their credit and their scores just aren’t high enough to, you know, to qualify? Like how do you help them through that?
Jodie: Right. So that happens often, and I always say that it’s never too soon to get started. A lot of times people are like—one thing that comes up is “Well, I’m handling my credit issues. I’ll call you in like 6 months.” And then I say, “How are you handling them? Who told you what to do? In what regards does that mean?” And they’re like, “Well, I’m going to close all my credit cards.” And I’m like, “No! That’s the worst thing you can do.” So if someone that we speak with isn’t quite mortgage ready, then we will help them to get where they need to be. We will educate them on what accounts should be open. What accounts should be closed. What should be paid down and how much it should be paid down by. It’s all formula because that’s how your FICO score is created.
Attilio: Yeah, so—
Adrienne: So you offer some consumer coaching.
Jodie: Definitely.
Attilio: Well, the most important thing, you know, one of the key things that Jodie said was she asked more questions. So for all you realtors out there listening to our show, sales people, people who want to be successful in general, it’s called the “How do you mean?” question. And Adrienne, give us an example of a “How do you mean?”
Adrienne: Well, that would be like, “Are you—
Attilio: They say….
Adrienne: They say, “I’m working with an agent.”
Attilio: And we say….
Adrienne: “How do you mean?”
Attilio: Or they say, “I’m getting my credit all fixed up.” And then we say, “Well, how do you mean?”
Adrienne: Tell me more. That’s interesting. Tell me more about that.
Attilio: I got my drunk uncle. I gave him two grand. He say he going to fix my credit. Oh, really? Then you’ve got to ask more questions. How drunk was he when he made this offer? So ask more questions. That’s what we love about Pac Rim. They’re going to ask more questions to truly help the client.
Jodie: Yes.
Attilio: Adrienne, your turn.
Adrienne: Okay. So you have a recent success story that you can share with us and our listeners about maybe someone you took through that process?
Jodie: My favourite story for that—it’s not recent. She’s been in her home now for three years. She’s become a great friend of mine. Family friend. Knows my kids. We see each other often. They called me after they had just fell out of contract.
Attilio: Yeah.
Jodie: And it was the day before they were expecting to get their keys.
Attilio: Oh, wow.
Jodie: So it was a bad one.
Attilio: That’s when you cue the Homer Simpson sound effect.
Jodie: Yeah. It was brutal. And so I said, “Well, let me take a second look.” And I looked at everything, and I said, “Here’s the thing. You’re not going to qualify right now, but I’m going to tell you exactly what you have to do., and we’re going to keep in touch, and you’re going to do it. And then we’re going to buy.” And so we kept in touch for about—it was bad. I mean, their credit scores were in the 400s. I don’t know what the previous loan officer was thinking about, you know, getting them into contract or anything like that.
Attilio: Oh, wow.
Jodie: But so we got her up to a 620. It took about 15 months. Then she owns, and she’s a proud owner. She has equity. She has gained wealth throughout these past 36 months. She has way more than she could have ever saved on what she was currently doing in her current situation, and all it took was some focused energy on maintaining the balances on the credit cards and then getting some letters for collections.
Adrienne: So has she continued to maintain her higher credit score? Like has that coaching followed through?
Jodie: She has excellent credit.
Adrienne: Oh, good.
Attilio: And so here we are today her hair is much more shiny and lustrous. Her eyes are brighter. She has mortgage interest deduction. She has a better credit score. Her kids listen to her and clean up after themselves. Just many benefits.
Adrienne: It’s perfect.
Attilio: So many benefits of homeownership. Anyway, so let’s talk more about that. Somebody’s listening right now, they’re like, “I want to stop the cycle.” I’ve got relatives like this. They’ve been ranting for like 58 years and like 3rd generation ranters. And they’re thinking—you know what, I think it’s a mindset? Would you agree?
Adrienne: I agree.
Attilio: Ranting is a mindset.
Adrienne: I do.
Attilio: Because it has nothing to do—it does have things to do with the job that you have, the income, and your credit score, but it’s a mindset that you’ve got to get past. It was one of your quotes. You gotta believe first.
Adrienne: Oh, yes.
Attilio: You gotta believe first that you want to be a homeownership.
Adrienne: Belief.
Attilio: Because there’s something out there for everybody.
Jodie: Definitely.
Attilio: So that person’s listening right now. Let’s reach down deep to that person that’s listening right now. What would be your advice to that person who’s thinking, “You know, I don’t have a good job. My credit score’s not that great. I’ve been a renter forever. How can I be a homeowner?”
Jodie: You know, I would tell that person that knowing is half the battle. So, yes, you might be correct. You might currently not be able to qualify; however, what you need to do is create a plan.
Attilio: Yeah.
Jodie: And that’s what successful people do. Successful people create plans, and we will be able to help you with that plan. We’ll be able to give you a very realistic target on what you can afford monthly and what type of price point that would give you which means what kind of—you can understand is this going to be a one-bedroom condo? Where is it going to be? And then definitely the steps, step-by-step that needs to be done in order to achieve it.
Attilio: Wait a minute. You said successful people have a plan? I thought they get up every morning and complain about their situation and don’t do anything different. I thought that’s what successful people do. No, they have a plan folks. Come closer to the ear. This is Attilio’s—you know, you remember your uncle when he’s trying to make a point, he just slaps you on the head. That’s what we do with a redo, every once in a while, we’ve got to slap you on the head and say, “Hey, you know what? You can be a homeowner. The first thing you gotta do is you gotta get up in the morning, write it on a piece of paper, stick it on your bathroom mirror, and look at it every day. ‘I am going to be a homeowner.’” Then you’re going to call this number which is?
Adrienne: Jodie what’s the best number for them to reach you?
Jodie: The best number is 488-5510.
Attilio: What’s that number again?
Jodie: 488-5510.
Attilio: 5510.
Adrienne: So if they call this number is it going to be you that answers or is it going to be one of your loan officers or what could they expect?
Jodie: It’ll be one of our concierge coordinators.
Adrienne: Mhmm.
Jodie: The concierge coordinator will find out the reason for the call and then they will connect you with– what we like making really cool titles—so they’ll connect you with one of our frontmen.
Attilio: Yeah.
Jodie: And frontmen are the people that make it happen.
Attilio: Are they all like debonair looking? They have like pinstripe suits. They have those kind of hats. Saddle shoes.
Jodie: They’re like super serious people.
Adrienne: Okay. So what is your title?
Jodie: Oh, so my title which finally got approved from our compliance attorney people.
Attilio: I thought maybe it was your brother.
Jodie: And him. Is Mortgage Genius.
Attilio: Mortgage Genius.
Adrienne: I like it.
Jodie: Mhmm. I like it, too.
Attilio: Is there an IQ test like an SAT or something you can take for that?
Jodie: Well, that’s what the attorneys wanted me to do.
Attilio: Take a test?
Jodie: Yeah.
Attilio: So somebody can call you out?
Jodie: I said, “Listen, buddy. I’m a mortgage genius. I’ve been doing this for 11 years. I’ve helped thousands of people attain home ownership. I’m mortgaging—“
Adrienne: So you have a track record?
Jodie: I have a track record. There’s no test.
Attilio: They just started with Apple and they got the genius thing going on. They work at the genius bar. They’re like high school kids with pimples on their faces, and they get to call themselves the Apple genius.
Adrienne: So we’re speaking with Jodie Tanga.
Attilio: The Mortgage Genius.
Adrienne: The Mortgage Genius. I introed her wrong. I feel so horrible, but she’s the Mortgage Genius.
Attilio: That’s what’s good about you. You learn.
Adrienne: Yes.
Attilio: And you correct.
Adrienne: I will never make that mistake again.
Attilio: She made it. She got up this morning. “I have a plan now. I’m going to call Jodie a Mortgage Genius from now on.”
Adrienne: Okay, so what’s Derek’s title?
Jodie: Oh, I don’t know.
Attilio: Call him the wizard of Oz because he just stays behind the curtain.
Jodie: He is the Wizard of Oz. He’s Business Development. He’s Ops. I don’t know what it is. I don’t think his— his title is Darth Tanga.
Attilio: Call him the Rear Admiral.
Adrienne: Okay. So you work with your brother, so you and your brother work together to run this company.
Jodie: Yes.
Attilio: I heard like if you guys come to a decision you can’t agree on, that you arm wrestle.
Jodie: No. We regular wrestle. (laughter) Regular style. Grecko.
Adrienne: So who won the last match?
Attilio: If you go to Pac Rim—
Jodie: Me.
Attilio: If you go to the office, the have one of those cages like W—you know, like—anyway. They got the cage match. “Alright. Today we’re deciding should we buy lunch for the crew? Derek says no. Jodie says yes. Results will be coming out of the cage match.”
Adrienne: Okay. So we have the frontmen. We have the Mortgage Genius.
Jodie: We have the concierge coordinators.
Adrienne: Concierge coordinators. Okay.
Jodie: Then we have the loan coordinators.
Adrienne: Okay.
Jodie: Which loan coordinators are very, very important once you get into escrow. So once things really get real, they’re the ones that make sure that nothing falls by the wayside as far as needing your inspections and your appraisal and any type of report or insurance quote that we need to provide to the borrower. That’s what they’re doing.
Attilio: I think you guys should like take a note from Phineas and Ferb. It’s a cartoon my 9-year-old likes to watch. And the nemesis character, everything that he comes up with it has an ‘inator’ at the end. So you should just like mash up words like—what is it? Loan what?
Jodie: Loan Coordinator.
Attilio: They should be the Loaninator.
Jodie: The Loaninators.
Attilio: The Loaninator.
Jodie: I like that. We can change that.
Attilio: “Yeah, I’m going to transfer you over to my Loaninator.” “The heck’s a Loaninator?”
Adrienne: You’ll find out.
Attilio: You’ll find out. And you know what? I heard you guys are funner. That’s our new word that we try to insert in every radio show now. Funner. People are like, “Why should we work with Team Lally?” Why Steven? Because we’re funner.
Adrienne: We’re funner. We’re going to coin that term. You guys are funner.
Attilio: And we like to have partnerships with businesspeople that are funner also, and they walk around saying that word. Oh, I looked it up. The domain names. 25 grand to buy that domain name.
Adrienne: So speaking of funner, tell us about some of these fun things that you guys do. I mean, I see that you have all sorts of events that you do with the team.
Attilio: Got anything coming up?
Jodie: We do.
Adrienne: Well, what’s coming up?
Jodie: We have our, I guess, sort of coming up we have out Holly Trolly event.
Attilio: Oh, yeah.
Jodie: It’s like our 6th annual.
Attilio: 6th annual.
Jodie: And we go to Kaka’ako Kitchen, and we have food and drinks, and then we all load up on the trollies and head over to Honolulu Hale and check out the Christmas lights.
Attilio: Now, are you guys going to go with the water balloons again this year like you did to throw at the on-lookers on the street?
Jodie: I think—no.
Attilio: And say, “Refinance now!” Boosh! The big white balloon. “Who you got your loan with? Get him with the super soaker!” Anyway.
Jodie: There were no water balloons or super soakers. Only holiday cheer.
Attilio: Holiday cheer? I got your holiday cheer right here with this mega super soaker.
Jodie: No, it was just holiday cheer, smiles, Santa hats, sparkles.
Attilio: Speaking of. We have our 11th one coming up, and we’re inviting Jodie and her crew. They can come check it out. What’s the 11th on?
Adrienne: We’re going to be at the pumpkin patch.
Attilio: Pumpkin patch.
Adrienne: Yes. And we’ll be there with Steven Storm.
Attilio: Steven Storm. Our awesome producer here in the studio. Down at the pumpkin patch.
Adrienne: Yes. So that’s on October 29th.
Attilio: Go to our website. RSVP if you’re one of our past clients. Sorry, if you’re not one of our past clients.
Adrienne: You could become one.
Attilio: You can look longingly from outside our VIP section. No, no, no.
Adrienne: No, but everybody—anyone can come, but our clients are going to get the VIP.
Attilio: Oh, everybody can go?
Adrienne: Yeah. They can meet Steven.
Attilio: They can be like, “How did those guys get the special package?”
Adrienne: Because they’re part of our Team Lally.
Attilio: Because they’re past clients.
Adrienne: Yeah. Past clients.
Attilio: How can you be a past client? Be a present one.
Adrienne: That’s right.
Attilio: Alright.
Adrienne: Okay, back to Jodie.
Attilio: Back to Jodie. Pacific Rim Mortgage. She’s in the studio. What’s a good number? They can call. People are like compelled right now. They want to call her. Her crew. What’s the number? Give us the number again.
Jodie: 488-5510.
Attilio: And again for those people who like to—what do you call them? They like the information? You guys had that term.
Jodie: Oh, the K-Bots?
Attilio: K-Bots.
Adrienne: The K-Bots.
Attilio: They like information before they call.
Jodie: Right.
Attilio: What’s your website?
Jodie: It’s www.pacrimmtg.com.
Attilio: Jodie doesn’t know.
Jodie: You don’t say ‘www’?
Attilio: So I have these two people—
Adrienne: He’s got these two pet peeves.
Attilio: These two things, my two pet peeves is the ‘www’ and reverse parkers. People who reverse park. You know, like you’re just running in to do a quick exchange, and you got this guy in this big old truck going back and forth like 58 times reverse parking his vehicle.
Adrienne: It’s because our stalls are so small and they have big trucks.
Attilio: Well, they should just pull in. Anyway.
Adrienne: It’s difficult.
Attilio: Go to stopreverseparking.org.
Adrienne: it’s difficult.
Attilio: We need to stop this madness right now.
Adrienne: Have you ever driven a big truck?
Attilio: Yes.
Adrienne: have you ever parked a big truck?
Attilio: Yeah, I went straight into the stall because I had to get into the 7-11 to get my slurpee. I don’t have time to do reverse parking. Anyway, back to Jodie. You’re always going off on these side tangents over here. Stick with the guest.
(laughter)
Attilio: Anyway. So do you have any other success stories you’d like to share with us?
Jodie: well, I mean—
Attilio: It can be a funny one. You got any funny ones?
Jodie: Funny….
Attilio: Oh, you know, let’s talk about Pokemon.
Jodie: Pokemon?
Attilio: What level are you on now?
Jodie: A really high one. I don’t even know.
Attilio: You don’t even know? I’m still stuck at 22.
Jodie: I’m not sure where we are, but we’ve been to, well, actually you’re not supposed to do this, but Derek, he went to Japan.
Attilio: Oh, he logged in as you?
Jodie: He logged in as Dylan, my son. So he got the Japanese Pokemon.
Attilio: Oh, wow.
Adrienne: Cool.
Jodie: And then we recently went to San Francisco for the 9ers game, so then we got the Bowl. I don’t know his names. I don’t know the correct terminology.
Attilio: Oris or something? Oril?
Jodie: Yes.
Attilio: Yeah, there’s like geographical Pokemon. You can only get them if you’re in those areas.
Jodie: Right.
Attilio: Yeah, you know Kalihi, they got the Spam Pokemon.
Jodie: But yeah.
Attilio: The Porka Dobu Pokemon.
Adrienne: Yep.
Attilio: Just like a bread, piece of chicken with legs running around. It’s hard to catch. But anyway, so back to Pacific Rim, do you guys—like if I go to your website and I just want to get educated on the process of buying a home—I mean, not buying, financing.
Adrienne: Or refinancing.
Attilio: Yes.
Jodie: Or refinancing.
Attilio: Got anything—what can I see if I go to your website?
Jodie: There is a ton of information on all the different types of loan programs, conventional loan, FHA, USDA which has some major big changes.
Attilio: Oh, wow, what are they?
Jodie: The funding fee – the upfront funding fee – is decreasing from 2.75 all the way down to 1%.
Adrienne: Oh, wow.
Jodie: Which is huge.
Adrienne: That is huge.
Jodie: So that’s really going to help for qualifications as well as the monthly recurring USDA fee. So similar to like a private mortgage insurance, that’s going to drop down from .85 to .35.
Adrienne: Oh, wow.
Jodie: So it’s huge. USDA is—
Adrienne: And when does that start?
Jodie: October 1st.
Attilio: Okay.
Adrienne: Oh, coming right up.
Jodie: And USDA is one of the 100% financing programs available which is property specific. It has to be in a rural area, but that’s pretty huge. I mean—
Adrienne: So when you say rural area, what areas of Oahu would qualify?
Jodie: So yeah, they’re not so rural, but—
Attilio: You’re talking about Kaena Point or something, right?
Jodie: Well, that would qualify, but—
Attilio: You can buy one house right next to the busted up truck that’s been out there for 20 years at Kaena Point.
Jodie: Yeah.
Attilio: Other places like what?
Adrienne: Surprising.
Jodie: Ewa Beach, Kapolei, I mean anywhere west of there, and then Ahuimanu.
Attilio: Okay. Temple Valley, yep.
Jodie: Anywhere north of there.
Attilio: Oh, nice. North Shoreside.
Jodie: Yeah.
Attilio: Oh, cool.
Adrienne: So how often do they review these rural areas—
Attilio: Or the geographical areas.
Adrienne: And reassess?
Jodie: So Hawaii is in a unique situation. It’s generally once every ten years along with the census.
Attilio: Yes. Population.
Jodie: But we had gotten granted of a beach in Kapolei specifically. We didn’t want to lose the USDA, and we were going to lose it, and so there was like a one-year extension. And that was about three years ago, so every year there’s—
Adrienne: An extension?
Jodie: An extension.
Attilio: Yeah.
Adrienne: Yeah.
Jodie: But we don’t know when this extension could end.
Adrienne: Right.
Jodie: So if you’re thinking about buying a home, and you want to use your USDA—
Attilio: What are you waiting for?
Jodie: Just do it now.
Adrienne: Do it now.
Attilio: Do the Nike thing. Do it now. I hear that they—
Adrienne: Just do it.
Attilio: Do it with somebody. Preferably Pac Rim Mortgage. Because you know the best time to become a homeowner is right now.
Adrienne: Yep.
Attilio: Here’s the deal, folks. You’re making a mortgage payment. You’re either making your own, or you’re making your landlord’s. It’s much better if you make your own.
Adrienne: So speaking of right now, what are interest rates doing? What do you see? The trends.
Jodie: They’re definitely fluctuating.
Attilio: Yes.
Jodie: But the general trend is going to be upward.
Attilio: Okay. Especially after the election, right?
Jodie: There’s just no way around it.
Attilio: Especially after the election?
Jodie: Yes.
Attilio: Yeah.
Jodie: It’s going to happen. And we’ve been anticipating it for a long time, and there’s just been some black swan type events like Brexit and stuff like that. That have caused this rate to remain artificially low.
Attilio: Okay.
Jodie: Which is great for those people who have not had a chance to refinance down into the 3% from the 6-7 that we’ve all seen in 2006, 7, 8.
Attilio: Now, you said Brexit. What is that? Like a cough condition? What is that for the people who don’t know what Brexit is.
Jodie: Well, so it’s when the UK departed.
Attilio: From the Union.
Jodie: Yes.
Attilio: And so it created the onward pressure.
Jodie: Yes. And there were concerns. There were some serious concerns, and the stock market took a hit, and it’s recovered, and rates went down. So rates are historically low. Listen, and what I like to say – and it’s my favourite analogy – is when it’s super duper cold, when you’re in a cold place enough to wear ten jackets to even not have blue lips, the likely hood that it’s going to get hotter is so much greater than the likelihood that it’s going to get colder.
Attilio: Yes.
Jodie: So when people are like, “Yeah, I’m the fence. I’ve been watching rates.” Why?
Attilio: Yeah. Don’t even bother. Find the home you want.
Adrienne: Just do it now because their rates are only going to go up.
Jodie: They’re only going to go up. They’re not—and even if they’re going to go down, I mean an eighth is going to save you $20 a month?
Adrienne: if that.
Jodie: It’s not worth it especially when you take into consideration the appreciation. The long-term wealth that you can gain through equity appreciation of the property. It’s just the rate is non—it’s a non-issue.
Attilio: Here’s the deal. Here’s our prediction, and we’ll make it right now. The longer you wait, the more expensive the—well, first of all, valleys are going up. Interest rates are eventually going to grow up, so the longer you wait, the more expensive this home is going to cost you.
Adrienne: or you might even be priced out of the home that you want. You’re going to have to settle for something smaller.
Attilio: Yeah, you know, supply is very tight here in Hawaii. I think we went to a broker’s farm, and the builders were all there pretty much representing 90% of the new construction. And they estimated that we’re about 50,000 units behind on demand here in Oahu. However, if you take a look at the affordability. The gap between what the average cost of a home is and what you can afford. As that gap gets wider, it doesn’t matter if demand is short, if you can’t afford it, you can’t afford it.
Adrienne: Right.
Attilio: And so do it now.
Jodie: And that’s another thing. Our parents and grandparents they had to make sacrifices. Different types of sacrifices than we have to make, you know?
Attilio: yeah.
Jodie: Like walking ten miles to school or whatever it was, but you’re not going to get that 4-bedroom, 3-bath house when you’re a first time homebuyer. I mean, you might. You might. But you might not. And I feel the sacrifice for something that might not be your absolute dream house is worth it because you’re going to get the long term health.
Attilio: Yeah. Short-term sacrifices.
Adrienne: Yeah It’s better just to start shoe where. And does build on it.
Attilio: Two best guys the tree. 20 years ago, and today, the best time to be a home owner. “Yeah I was twenty years ag, best day is the next day. You know, if it’s you and your hobby, and you get one child, maybe get two. Get a studio. Get two bunk beds, and then you have the kid’s hot rocker. If you’re in the military, you know what that means. You don’t even have enough beds for everybody. They’ve got to take turns sleeping in the bed. That’s called hot rocking because the bed’s warm when you get into it.
Adrienne: They have the bed schedule.
Attilio: But that’s an extreme example folks, and you know me, I’m so serious all the time. But I’m deadly serious about, and as serious as a heart attack, go be a home owner. There’s no reason why you shouldn’t be. You just need to check your ego at the door, make those sacrifices, and what are you willing to do? The only reason you’re not a home owner is because you choose not be one. That’s the truth and you hear it here on the Team Lally Real Estate Show home of the guaranteed sold program.
Adrienne: And we’re talking with the Mortgage genius, Jodie Tanga, of Pacific Rim Mortgage.
Attilio: What’s their number?
Adrienne: 488-5510.
Attilio: And what’s their website?
Adrienne: pacrimmtg – short for mortgage – .com.
Attilio: Alright.
Adrienne: No ‘www’.
Jodie: No, sorry.
Attilio: We’re going to take a break and come back, talk with Jodie some more.
Adrienne: We’re going to take a short break, so stay with us.
Attilio: Alright.
[41:24]
(Music out)
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(Music In)
[44:51]
Adrienne: Welcome back and thanks for listening to the Team Lally Real Estate Show. Home of the guaranteed sold program or we’ll buy it. I’m Adrienne.
Attilio: And I’m Attilio.
Adrienne: And if you have any questions, give us a call at 799-9596 or check us out on the web at teamlally.com.
Attilio: Man, I can’t get enough of that intro music. I’m like dancing like John Travolta. Can I get one of those white suits?
Adrienne: I could tell. I’m glad that this is not being videotaped So we were talking with Jodie Tanga, the Mortgage Genius.
Attilio: Mortgage Genius.
Adrienne: From Pacific Rim Mortgage. And I think during the break, we were talking about, well what happened? You said something.
Attilio: Well, you know, we were like “What’s the opposite of a Mortgage Genius?” And I’m going to not use any names to protect the idiocy—I mean the innocent, and we’ve been in this situation, folks. This is why you’ve got to Jodie.
Adrienne: It’s not fun.
Attilio: This is why you’ve got to call Jodie. We’ve been in escrow with somebody that’s preapproved. That means all paperwork supposedly was submitted to the lender.
Adrienne: Supposedly.
Attilio: Supposedly.
Adrienne: Is the key word there.
Attilio: We have not done the full autopsy on this situation. We’re at this last third of coming down the road to closing, and they’re like, “Oh. No. We can’t do the loan.”
Adrienne: They don’t qualify.
Attilio: They don’t qualify.
Adrienne: What?
Attilio: And we’re like, you know, if Jodie’s a Mortgage Genius, that would be what we call a Mortgage Idiot.
Jodie: Yes.
(laughter)
Attilio: So just to be frank with you about it. Anyway, how do you recommend that you—you know, if you’re talking with your realtor, yeah, that first step everybody starts looking at homes, but your realtor—
Adrienne: That is not the first step.
Attilio: That is not the first step.
Adrienne: The first step is to call Jodie.
Attilio: Call Jodie.
Adrienne: At 488-5510.
Attilio: See what you—she’s going to tell you what you’re qualified or approved for, but more importantly, you’re going to have a conversation about what they can afford.
Adrienne: And what’s comfortable. What makes sense.
Jodie: Yes. Yes. Yep.
Attilio: We should call the a pre-afford.
Adrienne: That’s right. Okay, so, Jodie do you have any final words of wisdom for our listeners?
Attilio: Yes.
Jodie: I guess for my final words, I would like to talk about something I’m sure you guys have touched on which is—
Attilio: Krispy Kreme Donuts?
Jodie: Well, yeah. I need a dozen of those. But definitely the competitive market, and how crucial it is to have a very good professional agent such as Team Lally, and a very good lender partner. Because if you—I know people that had submitted over 20 offers, and they still don’t—they’re not in escrow.
Attilio: Yes.
Jodie: And that’s because who your agent is matters, and who your lender is matters, and that’s because people know.
Attilio: Like Batman and Robin!
Jodie: Right. You need to find the right team for you, and you need to find someone that’s going to look out for your best interest and that’s going to educate you on the market on what needs to be done, and what shouldn’t be done.
Attilio: Yeah.
Jodie: That’s what we want to do. That’s what we want to do for our people.
Attilio: I’m telling you right now. Jodie’s in the studio; she’s got an awesome utility belt.
(laughter)
Attilio: It’s got all these gadgets in it.
Adrienne: She also has an awesome track record which is why we can call her the Mortgage Genius.
Jodie: Yes. Thank you.
Attilio: She’s the Mortgage Genius. Doing this for 11 years, worked with—
Jodie: Thousands.
Attilio: Thousands.
Adrienne: So she’s earned that title.
Attilio: She’s earned that title.
Adrienne: So you can—
Attilio: She took a test.
Adrienne: You can reach her and her team at 488-5510 or online at pacrimmtg—mortgage—.com.
Attilio: Speaking of mortgage geniuses, I think we’ve got the formula dialled in for success in the real estate industry, so we’re looking for people to join our team. What website should they go to? Then we’re bring on some of our awesome team members.
Adrienne: Okay. They can go to jointeamlally.com. Oh!
Attilio: See if you can make the cut.
Adrienne: And we have a career night coming up. October 3rd.
Attilio: When’s the career night?
Adrienne: October 3rd.
Attilio: No way! When?
Adrienne: October 3rd.
Attilio: Oh. Okay.
Adrienne: I think it’s like 5-6 or something. It’s on the website, go to jointeamlally.com.
Attilio: Alright, we’re bringing up Ray-Ray. Ray, Are you there? Ray, are you there? Are you there?
Ray: I’m here.
Attilio: Alright. What do you have for us today, Ray?
Ray: So we have members of the team taking classes today and in settlements, I have a couple things to talk about, if that’s okay?
Attilio: Sure.
Adrienne: Sure.
Ray: Awesome, so we have—Mike was doing an open house in Pakeke Street in Waianae Sunday from 2-5. It’s actually a single family home, I believe it was close to four bedrooms in the home, there. Very nice lot. Nicely updated recently. Great home. Mike will definitely be there. Do you need the exact address? I have it.
Attilio: No, you know what happens when you ring the doorbell. The doorbell will sound like, “West Side”.
Adrienne: And this one is in a USDA area.
Attilio: USDA.
Adrienne: Yeah.
Ray: Yeah. 100% financing.
Attilio: Alright.
Ray: Correct. And Jomeka is actually doing an open house in Enchanted Lake on Sunday, as well, from 2-5 in Kailua side.
Attilio: Alright.
Ray: So is that like North Side, then, if West side.
Attilio: It’s Kailua Side. Kailua Side.
Ray: Oh, Kailua Side.
Adrienne: That’s the windward side.
Ray: The windward side.
Attilio: Alright.
Ray: Yeah, it’s a huge property with upstairs, downstairs, two separate kitchens. A pool in the backyard was recently update, and it was pretty nice yesterday.
Adrienne: So bring your swimsuit?
Attilio: Bring your swimsuit.
Ray: Yeah. Bring your swimsuit. Pool party.
Attilio: As soon as you run to the door, go straight out to the pool—
Adrienne: Cannonball.
Attilio: Do a cannonball. Then when you come up, just say, “Hey, I’m here to see the home.”
Ray: We just received a phone call from Maui about how Grandma needs a tax exemption. So that’s obviously working in our market today.
Adrienne: Oh, that’s great. So talk to us about that. The grandma who needs a tax exemption. That date’s coming up, right? September 30th.
Attilio: September 30.
Ray: That date with property values is just going up and up and up. You know, grandma might not be able to afford to pay that tax bill.
Attilio: Property tax. So make sure she’s getting her exemptions.
Ray: [crosstalk] any solutions to help people with that.
Attilio: Yes.
Ray: And they can call us and find out all about it. What’s the number Adrienne?
Adrienne: 779-, oh, sorry. 799-9596.
Attilio: You didn’t take your [inaudible] this morning? Getting some memory loss?
Adrienne: You know, I need that green tea.
Attilio: You need some green tea?
Adrienne: I need the green tea.
Attilio: Oh, yeah, we’ve got Chris. I met Chris in the hallway, and he’s going to be on our show. Chris from Green Tea. Go ahead, Ray-Ray.
Ray: So the lady was actually asking the question that there was something that she could do in Maui for that.
Adrienne: Yes. Yes, there is. It’s all over the state. This home exemption. We can help.
Attilio: Alright, Ray.
Ray: I’ll definitely let her know. I appreciate you guys.
Attilio: Anything else Ray?
Ray: Have a great day.
Adrienne/Attilio: Alright. Thanks Ray.
Attilio: He just has a plethora of information. Look that up.
Adrienne: He’s so well informed.
Attilio: Look that up on Wikipedia – plethora.
Adrienne: He’s a–.
Attilio: Oh, look up the clip in the Three Amigos. They use that word. Plethora.
Adrienne: Okay, now we have Kapono. I think he’s trying got a couple of open houses that he’s going to be at.
Attilio: Kapono, what you got for us?
Kapono: I will just give you a quick taste of my grand open house that I’m going to be at on Sunday, but I’m going to be at one on Saturday, as well. Saturday—
Attilio: Wow.
Kapono: And Sunday, the grand open house, you have to come check this out. This home has it all. Over 3,000 square feet living space, 75,000 square foot lot. Come enjoy island living at its finest.
Attilio: Yeah.
Kapono: I’m going to be in the Enchanted Lake neighbourhood in Kailua. So if you want more information, just give us a call, and we can tell you exactly how to get to the open house or follow the red sign with [Yokosto?] Open Houses in Kailua on Saturday and Kailua on Sunday. Tuesday, I’ll be back in Ewa Beach. Tuesday back in Ewa Beach.
Attilio: Kapono’s just all over the place. Just look for his van. It’s wrapped. Follow him everywhere. Pull him over. Tell him “I want to buy a house.”
Adrienne: And then also on our website, we have a helpful link that shows all the open houses plus the Team Lally open houses.
Attilio: Alright. Thanks, Kapono.
Adrienne: Thank you Kapono.
Attilio: That house incredibly, ring the doorbell, it’s so new it’s going to go [wolf whistle].
Adrienne: Well, thanks for listening, and thank you to our sponsors.
Attilio: Gabe Amea and Jim Owens of Hawaii VA Loans.
Adrienne: Bradley Maruyama of Allstate Insurance.
Attilio: Jodie Tanga, she’s the Mortgage Genius with Pacific Rim Mortgage.
Adrienne: Nathan Baker of Pillar to Post.
Attilio: Ben and Tony Mamul with AAA Roofers.
Adrienne: Janyce Merlin of Dream House Drafting.
Attilio: John Speed with Kilauea Pest Control.
Adrienne: Duke Kimhan of Hawaii Pacific Property Management.
Attilio: If you want to get a hold of any of our sponsors, go to teamlally.com.
Adrienne: We also want to give a big thank you to Steven, our producer here in the studio.
Attilio: Chee-hoo!
Adrienne: Make sure to tune in next week. We’ll have an awesome guest talking about something that will change your life.
Attilio: Forever.
Adrienne: This is the Team Lally Real Estate Show home of the guaranteed sold program. If we can’t sell your home at the agreed upon price and/or timeframe, we’ll have it bought for cash.
Adrienne/Attilio: Thanks and aloha!