Todd Gulinson –

Todd Gulinson of Re/Max Fine Properties in Arizona specializes in providing relocation and real estate advice for relocating medical families throughout the Phoenix and Scottsdale area. Todd came and shared with us some great tips on homebuying for physicians, including:

  • Why the unique stresses physicians face make it imperative doctors find a Realtor and loan professional who understands the time constraints, location importance and all the moving parts involved
  • How to recognize if a Realtor has the efficiency and expertise to guide you to a flawless home purchase
  • Why he says you are actually buying two things when you buy a home
  • How mapping out the hospitals you will work out with neighborhoods can make finding the right home much easier

Josh Mettle: Hello and welcome to the Physician Financial Success Podcast. My name is Josh Mettle, and this is the podcast dedicated to advising physicians how to avoid financial landmines. Today, we’ll be talking with Todd Gulinson, with Re/Max Fine Properties in Arizona. Todd specializes in providing relocation and real estate advice for relocating medical families throughout the Phoenix and Scottsdale area. Todd, welcome to the show. How are you today?

Todd Gulinson: I’m doing great, Josh. Thank you so much for asking.

Josh Mettle: Yeah, absolutely. It’s a pleasure to have you here. If you don’t mind my friend, I think we should get right into it because you have an interesting background and history in real estate, and I would love to hear a little bit about that and then also how you got started down the path of serving the medical community.

Todd Gulinson: It sounds great, Josh, and thank you so much for having me on your podcast this morning. It’s a great pleasure.

Josh Mettle: My pleasure as well.

Todd Gulinson: Okay. In terms of my background and history, in terms of becoming a realtor and working with the medical community‑

Josh Mettle: Yeah.

Todd Gulinson: Let me start with the second half of that question. When I grew up ‑ my father is a retired infectious disease doctor. So, I grew up knowing all of the things that a father who’s a doctor has to go through.

Josh Mettle: Right.

Todd Gulinson: He is oftentimes away from the family a lot. The stresses are unbelievable, so I have the point of view and the perspective of being a son of a physician and seeing what it does to a family basically. Secondly, I have a brother out here who is a gastroenterologist and another – he lives in Scottsdale – and another brother who lives in Phoenix who’s an obstetrician-gynecologist.

Josh Mettle: Wow.

Todd Gulinson: These are my brothers. Yeah, I was able to see them go through medical school, residency, fellowship. So, on the same level as them, I was able to see what they had to do in order to achieve becoming a doctor. So I have a family perspective and I have the perspective from having my siblings and knowing what they had to go through and living with it for basically, they kind of joke around about how they’ve been in school for 20 years before starting a living.

Josh Mettle: I love it.

Todd Gulinson: Yeah.

Josh Mettle: That’s the best background I’ve ever heard.

Todd Gulinson: Yeah, when you consider that, and then, you consider that people start with what they know and what I knew growing up was the lifestyle of physicians. When I started out in real estate 8 or 9 years ago, I got my real estate broker license. First, I started working with a realtor for a few years, and then, I ended up opening up my own company. My own company was doing really good. It was small, like a mom and pop, and it was going really good, but then I got a dream opportunity. I got an opportunity to work for a company called Re/Max Fine Properties. It’s in Scottsdale, Arizona, and it’s won several years in a row the Top Re/Max Office in the Southwestern United States that includes Colorado, New Mexico, and California.

What this did for me was it allowed me to work with some of the top realtors in the world. We could compare strategies, take notes, help each other come up with ideas. This is incredible because we’re comparing marketing strategies and how to get people’s homes sold, as well as negotiating strategies for representing the buyer, and all kinds of other things that go into being in real estate. That, I believe has helped me tremendously as a realtor, and then, just as a little side note here, you know I don’t ‑ Re/Max doesn’t pay me to say this. I know there’s a lot of great other real estate companies out there, but Re/Max, you know, people call themselves and consider themselves international when they have one branch in one other country.

Re/Max is a truly global real estate company. I don’t think there’s any other company like that. They’re in over 90 countries worldwide. Why did this help me personally? Well, obviously it will help me market somebody’s home because we’re going to be able to syndicate to all those other countries besides the standard ways of syndicating, but it also helps me because people come to Scottsdale and Phoenix, physicians from all over the country. I already have colleagues that I work with from many countries and parts of the world from Asia, from the East, from the Middle East, from Canada. And normally, it’s not like they just have one office in a city, in a country. Normally, they have many like Calgary alone has like 9. That’s important. Basically, what ended up happening is you start with where you know. I know doctors, their lifestyles, their pressures probably better than any realtor that I know, and then I married that with my business early on in being a realtor.

Josh Mettle:  I think that’s great. I mean I have always said and I think sometimes the physicians that are traveling the path don’t necessarily identify and understand or at least have something to contrast against all of the additional stresses that they take on upon them, all the education and the boards and the state licensing. Then, being a mother and a father and a husband and a wife. It can be overwhelming. I have often tried to put that into context for my clients and say, “What you really want to make sure you don’t do or you try to avoid is to put a complicated real estate or complicated mortgage experience on top of what you’re already going through with relocating your family across this country, starting a new position, getting your licensing up and going.

But you know nobody understands that as good as you because you’ve seen it right there in your own family and then you got the history and experience to guide them through that is just a phenomenal background. I love hearing that. I applaud you for serving physicians that are like your family. That’s great.

Todd Gulinson: And getting to know them that well, you know. You get all of those things, but also on the fun side, I think you get to know their interests, their hobbies, their sense of humor, and their lifestyle as well as their stresses and stuff like that. I have oftentimes an instant connection when I meet a physician.

Josh Mettle: Yes.

Todd Gulinson: It’s a natural thing for me. It’s not something that you know I don’t try to figure them out like their something else. It’s just part of my background basically.

Josh Mettle: Yeah. Absolutely, and that kind of leads into question number 2. Allow me to go there. It’s my opinion, as I mentioned, that the relocating physician family just has more stresses than most homebuyers that are moving across town. Can you tell us in what you see, give us an example of what you see those additional stresses when you have somebody moving across town compared to the normal physician relocation where they’re moving across the country and may very well not know anybody or have ever been to the state they’re relocating to before?

Todd Gulinson: Sure, sure. Well, you know the first that comes to mind actually that I recently closed a transaction with a cardiologist, and the house was up for sale for $1.5 million. Let me just briefly explain to you. He’s very happy with the service I gave him, and he actually compared home shopping in the past to shopping for a car. He said at $600 an hour is basically what he makes, and working 80 hours a week, I don’t have time to go from one dealership to the next to the next, try out every single car, try to figure out how to negotiate with these guys, try to squeeze out you know whatever nickel I can to save the money because I’m spending so much money shopping for it, you know.

Josh Mettle: Right.

Todd Gulinson: “Basically, I could have already bought a car within the first few days – the day that I come into the dealership. What I’m looking for is somebody who can help me find the right car, who can help me negotiate for it.” And that applies to a house. Do you want to see every home? There’s 30,000 homes out there. Do you want to see every home or do you want to find the best home in the best community for you?

That’s where I come in as a real estate broker in terms of helping them because they are coming, like you said, they are coming from out of state, they are coming with families. They’re coming with family needs. Their kids may have communities that they need special needs that they need for their kids. Some doctors need to be within 5 minutes of the hospital. Some are okay with being 25 minutes from the hospital. It all depends on their lifestyle, and they are all typically, a lot of them have a contract that they have to start – a start date. They have to kind of hold this incredible enormous complicated thing and landing at the right time into a house sale. Basically, we start there. Basically, going back to that one gentleman, I bring him in to the office. I show them different houses. I get to know what they want, what they’re looking for‑

Josh Mettle: Sure.

Todd Gulinson: And I figure out what is the best strategy for them.

Josh Mettle: Yeah.

Todd Gulinson: Yeah. And so, I hope that answers the question.

Josh Mettle: Yeah. I mean what I think hear you saying is that you’ve identified that what physicians value the most is efficiency and expertise because they don’t have time to look at 30,000 homes. When you’re relocating across the country, and you’re maybe only in town for a day or two days and you have to make a really big choice there, so you need to be extremely efficient, you as a realtor, and then, they rely on your expertise because they may never have been to that area before. I think that’s perfect, and I think that’s exactly the difference that a relocating physician would really need in a realtor as opposed to the typical move across town buyer who is familiar with the area. If the project takes one month or one year to find the house, it’s all good. They have plenty of time, so efficiency and expertise. I think you’ve summed that up perfectly.

Let me move on to the next question then, and that is walk me through a typical physician family relocation. You were already kind of going there with you get them in the office, but I think you have a very specific plan and way to kind of flesh out what is the highest and most needed things for a client and a real efficient way to get through that. Do you want to kind of walk us through the process there?

Todd Gulinson: Yeah. There’s definitely a process there. The first thing I would do is I have a phone interview with them. I find out what are their family needs, what are their community needs. Some of the doctors are single. Some of them are married. Some of them have many children. Some of them have to be within minutes from the hospital. My brother, Scott, is an obstetrician-gynecologist. He’s okay with being about 15 minutes from the hospital because basically most pregnancies they can time fairly well, so he has a good idea, but he still has to be pretty close to the hospital. Other doctors, you know, have to be within a few minutes of it.

Josh Mettle: Yeah.

Todd Gulinson: It all depends. I first find out that information on the phone, and then, the next thing I would do is I find out most of them, believe it or not, want to buy. Some of them want to rent because they want to get to know the area. They understand that, and for some people, that’s a great idea. Other people realize that’s a year of rent that could have gone towards a home. If they could not have to move their family twice because it’s already a huge move all the way across the country, now we’re renting, now we have to move again. If they could figure out how to do it all at once, they would in a second.

That leads me to the question of, you know, some of them are cash buyers. A lot of them need a loan. I would get them in contact with a great loan officer such as yourself. Before we fall in love with the home because they’re going to have an idea. They’re always very smart people. They’re going to have an idea what kind of a home that they want.

Josh Mettle: Right.

Todd Gulinson: Now, let us get them qualified and see what they can afford. Even more importantly, what they can – by the way, most of them, even if they can afford and they’re comfortable with the specific thing now, they typically still would like to buy because they know after a year or two, they’ve kept up with the growth of the economy, and then it’s easier for them to move on. But anyways, I get them – you find out what they can afford, and even more importantly, if they get on this early, they can find the best loan for them. They can find out early obstacles. You’re not ready to buy a home, and then, you find out they don’t qualify even though their FICO score is great and their salary is great, but there’s something in their paperwork that could have been taken care of‑

Josh Mettle: Yeah.

Todd Gulinson: But it took months to take care of. You take care of it early, and only a great loan officer would be able to spot these things early and make it smooth. A person – I always say this to people, “You’re buying two things.”

They’re like, “No. I’m not buying a home. Don’t overwhelm me.” In fact, they’re buying two things: you’re buying a home and you’re buying a loan, and they’re completely different. They depend on each other, but they’re completely different. When I make that really clear that the second one which actually should be the first one‑

Josh Mettle: Yeah.

Todd Gulinson: Then, they get an idea of what I’m talking about. It becomes very clear. Then, what I do is they come in town, they get qualified. I’ll have them into my office. That’s sometimes the biggest obstacle right there. Because,  well, I’m busy. I can’t make it. Sometimes, you know, I would go out there if they can’t in a laptop meeting in a coffeehouse to go over things. However, most of them I can get them to come out because that one hour we spend in our office saves hundreds of hours later.

Josh Mettle: Yeah.

Todd Gulinson: There’s a giant map of Maricopa County on the wall, which includes Scottsdale and Phoenix and Cave Creek, Carefree all these areas I’m working – Gilbert, Mesa‑

Josh Mettle: Yeah.

Todd Gulinson: These areas I work. There’s great hospital chains there in fact. I’ll explain the different areas and why I believe they should focus on certain areas that will meet their needs. We’ll look at homes next to each other and compare notes on their case. I will then send some listings that I believe will meet their needs, and we will talk about them. Then, we’ll make arrangements and go see homes. That process right there will make it much easier.

Now, I do obviously, some people will need a temporary rental. That makes things a lot easier if they have to still keep a lot of their belongings in storage because they’re buying a home, but they’ll get a furnished rental. We’ll get them in there while we’re looking for their home. Other people do want to rent for a while, and that’s fine. I can help them out with that, too, but we’ll figure out the best way to help them out and make it a smooth transition. They usually have some lenders and people that can make it extra smooth as well. That’s basically my process.

Josh Mettle: I love it, and the visual of the huge map of Maricopa County on the wall is huge because you know I’ve been out to the Scottsdale-Phoenix area probably 20 times over the last couple of years, and I still get confused a little bit about the layout of that city. To be able to see that and then map out, okay here’s the hospital or here’s the hospital chain. You may be working at several of the different facilities, and then, here’s the neighborhoods that are surrounding it with an X number of minutes of driving time. That’s just a huge value add and immensely important, so I love your process there.

Todd Gulinson: Thanks.

Josh Mettle: I think that really takes up then, Todd, into kind of the crux of the idea that we have behind this podcast was we wanted to try and map out a flawless relocation plan. We’re going to take a chapter out of my upcoming book. We’re going to just kind of walk through the six steps to a flawless relocation, and if you don’t mind, Todd, I’ll take step number 1, and we’ll just banter back and forth on these.

Todd Gulinson: Okay.

Josh Mettle: Step number 1 to a flawless relocation and home purchase is to choose a mortgage professional who can educate and truly guide you. One of the biggest mistakes that I see is that clients will go out, spend an afternoon or a week in preparation for trying to find a loan and their process for doing such is, “Send me a rate quote. Send me a rate quote. Send me a rate quote.” The person who responds the fastest and also has the lowest rates, that’s the direction they’re going to go. That’s likely the person who gives them the quickest yes. What I find is that we get an unfortunate amount of business from the declined physicians that come back to us that are literally starting the packing of the Penske and about to relocate across the country within the next week or two. Then, when the loan finally makes its way to the underwriter, there’s a problem.

Todd Gulinson: Right.

Josh Mettle: And so, what I try to stress to people is this, “Look, the loan terms are important, but there’s a moment where you will pull up in front of your new home and you’re going to expect to meet your realtor and get the keys to your new house.” Whether that happens or does not happen is based on the decision of whom you choose to do your loan with. When you’re talking about just basing a decision off a rate or fee and not thinking about the importance of that moment when you arrive in front of your home and to collect those keys, that’s a mistake.

When I say choose a mortgage professional who can educate and guide you, you want to be able to talk to them about the particular challenges you might have with student loans, closing on an employment contract before you have your first paycheck stub in hand, jumbo financing potentially, less than 20 percent down. All of those things that add additional complexities to the typical physician situation, and you want them to be able to walk you through and advise you and educate you on how they’re going to navigate those circumstances. If you’ll just ask intelligent questions, you’re going to understand real quickly if this person is a professional and an expert and has a solution or if they’re just kind of playing lip service and wants you to go with the lowest proposal.

Todd Gulinson: Right, right. That completely makes sense. You know that reminds me of –and I’m not trying to what you’re doing is so unbelievably important, but I’m not trying to make a comparison, but when you search for a mattress store. This just reminds me of it, $99 for a store, people rush into that store and then you find out the mattress is meant for a hospital bed. Nobody can fit into it except one out of a thousand people.

Josh Mettle: Right.

Todd Gulinson: And they, they try to trick you. “Well, we have this for you and we have that for you. This one isn’t right for you.” Basically, what you’re looking for is you are looking for a person who is, as you said, an expert and somebody you can trust and somebody who’s honest and somebody who will find the right loan for that person. If you are shopping rates, you’re going to fall into the trap of somebody who’s advertising that $99 mattress and not the person who says, “Let’s look at what’s going to work for you.”

Josh Mettle: Yeah.

Todd Gulinson: So, I’m not trying to compare it to shopping for ‑ That’s also important, right?

Josh Mettle: Right! Your comfort, the quality of your sleep, but I understand exactly what you’re saying that the point is you know you can vet a mattress by going in and laying on it and going, “That’s not the right one for me. The challenge is it’s harder to vet a service provider because in reality, what you’re receiving for that person is not only the loan, but the experience of going through the process and how much pain, or lack thereof, the process has. And then, the end result where the rubber meets the road is the moment that you intend to put those keys in your hand. That’s just a hard thing to really fully understand, but the best way that I can do it is if you can find someone with a heart of an educator who can really analyze and educate you as you’re going through the process, you’ll start to feel that, “Hey, this person knows more than anybody else that I’ve spoken to. They duplicate my unique scenario and they have solutions.” That’s the feeling that you’re trying to find when you’re looking for a mortgage lender.

Todd Gulinson: Yeah.

Josh Mettle: Todd, do you mind taking step number 2, which is verify your lender’s reputation and maybe how you might do that?

Todd Gulinson: Sure, sure. Okay. First, you know, there’s a lot of information about people online.

Josh Mettle: Yeah.

Todd Gulinson: You can, the first step for most people would Google the person, find out what other people think of the company they work for. It’s important to have a strong backing behind the person. You don’t want to have a company that’s a one-person show.

Josh Mettle: Yes.

Todd Gulinson: You want to have a strong ‑ you want to know they come from a strong company. You want to probably ask them for some references. You know, anybody who’s been in the business for a while, who’s been successful has fans. You know, they should be really ready and able to give you give you some referrals. Talking to those people, I actually believe the truth will come out even if they’re really close to them. The truth always ends up coming out because you can interview the second person that adds you as a source for the first person.

Josh Mettle: Yeah.

Todd Gulinson: for the loan officer that you are thinking about using. I think that’s a great way to do it, but I also think also interviewing the lender, and you were getting into it a lot in what you were just saying. If the lender is asking you specifically the right question, and they’re digging for answers to find out what the right loan is for you, that’s a positive. If they’re trying to quickly promise you that they can do something before they look at your paperwork, that potentially is a red flag, you know. If they’re promising you a specific rate, and they haven’t even looked at things, you know basically rates change every day. Actually, rates will change throughout the day, and they change from lender to lender.

What you really are looking for is somebody who is a hard worker, who’s smart, who’s thorough, who’s honest, who’s fair, and who’s going to work to get the best rate for you. What I mean for the best rate for you, the doctor, there’s a different rates for somebody who’s going to be investing in a house as opposed to be living in a house, as opposed to what their credit score is, all kinds of factors that an expert lender will walk you through. You’re really shopping for the person because that person will get you a great rate and guess what, if they do a great job for you, they know, salespeople know if the person has done a great job, you’re going to get all the referrals. If they don’t, they’re not going to get anything. That’s the pressure over every salesperson’s head who has their heart in the right place.

Josh Mettle: That’s right.

Todd Gulinson: If they just want to do a deal and promise you something, then you know, that won’t work out. That’s why I say, you know, “Look for the person first. Don’t look for the rate.”

Josh Mettle: That’s good. Look for the person, not for the rate. That is a beautiful way to say. I might just also add the same thing goes for realtors. We’ll talk a little bit about your website coming up, but when you find someone who is a teacher of what it is that they sell, I believe you’ve found the right person, and I think that’s what you’re doing, Todd,  through your website. We’ll get there in a moment. Thank you for that.

If I may, I’ll go to step number 3 which is obtain a credit and income approval and this is a biggie. The genesis of all mortgage debacles, is that someone too quickly, usually the loan officer, too quickly took a snapshot of the client’s situation, handed them a preapproval letter, and they went out, found a home they love, wrote the offer, and unfortunately, the loan file doesn’t ever make itself to the underwriter till the end. There’s the big conflict in mortgage underwriting – in the mortgage industry rather.

Loan officers are paid to say yes. I have never made a dollar from any client that I said no to. That’s not really true because maybe I got a referral for being honest with them, but generally speaking, you don’t make any money for saying no. Loan officers are ingrained. They’re trained to say yes. It’s not that they’re evil. It’s not that they’re bad. It’s just that they have to say yes for the possibility of providing for their family.

Underwriters are paid to say no. They are the gatekeeper. They are the risk mitigator.

The problem with mortgage underwriting in the home mortgage process is in a typical situation, your documents, your employment contract, your credit report with all your student loans, the source of your downpayment, all of those issues that are more complex and are commonplace in the medical community, they don’t make it to the underwriter until typically the second or third week in a transaction. Most transactions are a four-week close. By the time you’re packing up your Penske, the underwriter is looking up your file for the first time. It’s important that you understand the difference between a preapproval, which is something that a loan officer prints out or some automated system prints out online and sends to you without really validating or reviewing any of your information or a credit and income approval.

A credit and income approval is when you start with an application. You provide all of the documentation ‑ student loans, down payment source, tax returns, employment contract everything that someone would need to provide in order to have a fully vetted and reviewed file. Then that documentation makes it past the loan officer to the underwriter, and the underwriter actually reviews that and issues a credit approval.

My advice is, if you think that your transaction has any of the telltale signs of a complicated transaction, which would include relocation, new employment, student loans, less than 20 percent down, jumbo financing, any of those types of characteristics, then, you simply insist on a credit and income approval. You simply insist on doing a little more work up front and actually getting the documentation to an underwriter, having them review it, and then, issue your credit approval letter.

Todd Gulinson: That would actually make a realtor’s job that much more comfortable and that much better because knowing that you can bank on the piece of paper that you’re holding in your hand, when you’re shopping around for a home means that you’re saving, once again, the doctor a lot of time.

Josh Mettle: Right.

Todd Gulinson: Because we know the range factor that they have, and it’s a lot more safe – what you’re talking about and most of the mortgage brokers, they will either get a prequalification or preapproval letter. A preapproval letter often means that the loan officer independently verified – they have looked at the bank statements and the pay stubs, they didn’t go as far as you’re going because the person who you’re in touch with is the underwriter ‑

Josh Mettle: Right.

Todd Gulinson: Who is making those decisions. They’re going to stop before the underwriters. You’re kind of going the extra mile, correct me if I’m wrong, and you’re verifying with the underwriter that all of these things are following within the guidelines and we’ll be approved. Is that right?

Josh Mettle: That’s exactly right. I mean we figure that we’re going to have to do that work at some point anyways, and why not do that service for a client before they’ve fallen in love and before you’ve gone out and tied somebody else’s home up and taken their home off the market. Why not do that up front? If there’s a problem like you said earlier, let’s tackle it a month or two months before you want to close, not the week before you want to close and you’re relocating you know across the country.

Todd Gulinson: Right, right. That makes a lot of sense. That makes a lot of sense.

Josh Mettle: Okay. With that, let’s go into step number 4 which is to carefully select your realtor. You want to take that one, Todd?

Todd Gulinson: Yes. You need to select a realtor who understands relocation.

Josh Mettle: Yeah.

Todd Gulinson: Understand doctor’s needs. You know, doctors have contracts. They have a start point to their job. They don’t have a lot of time to house hunt, you know. As I mentioned before that one guy who I was talking about earlier, I sent him 15 homes. He chose four to look at. The first one, he saw he wanted. Then you want somebody who has a lot of skill in negotiation and knows the community. You need to talk to them about the wherewithal of the community, and if they know it. Now, it doesn’t just mean you know, “Where’s the local gym and where’s the freeway.” When I – Just because it’s very fresh in my mind, it’s just the deal I’m talking about right now. Across the street, the property values were $150,000 less. Then, right around the corner, there were $80,000 less. Here, they had an extremely high value because they were really truly part of an area called Paradise Valley.

Now, there’s a lot of areas, for example, in Scottsdale that they say they’re Scottsdale and they’re Phoenix. They say that they’re Paradise Valley, and they’re actually Scottsdale. It’s not done by a plat where something is in a square. Then, there’s parts of Paradise Valley that are more expensive and sought after than other parts. Most people who live here don’t even know those details –

Josh Mettle: Right.

Todd Gulinson: to that degree, let alone somebody coming from across the country. It’s really important when you select a realtor to know that they have insight, specific insight. However, they need to explain that to you into the nuances of communities. They don’t have a lot of time to house hunt these people, so they need to be a good negotiator, and they needed to be a great educator. You need to interview the realtor. You need to talk to them about their approaches, their systems, you know for doing things because at the end of the day, what you want is you want to find a home as efficiently as you possibly can, that meets your personal needs and your professional needs and as little hassle and as smooth as possible so your transitioning, which is hard enough as it is, but I think it is one of the top 5 stressors is moving. It’s stressful as it is, so you need to find the right professionals that will help you do that, and so carefully select your realtor.

Josh Mettle: Very well said, and so, I would say if you do step 1 through 4, there’s probably a 95 percent chance that you’re going to have a successful and enjoyable relocation and everything is going to go well, but there’s two more steps that you could just to put the ice cream on the top, and that is to stay in communication. One thing we do, Todd, is we try ‑ There are seven steps throughout the loan process that we’ve broken down from the day we receive a purchase agreement to the day the loan records and there are seven different steps where we have our team push communication both to the client, the realtor, if there is a financial planner involved, mom or dad, or whoever the interested parties maybe.

You know, in a four-week transaction, which is typical, you’re going to get about two updates per week. If you’re not receiving that sort of communication from your loan officer and from your realtor throughout the transaction, it’s really your responsibility to step up and to say, “Hey. How’s the loan doing? My financing and appraisal deadline’s coming up. My earnest money is nonrefundable after that date. How is the loan? Am I all approved? We’re relocating. Don’t forget we leave Wisconsin on Wednesday, and we’re going to be in Arizona on Friday, and we plan to have keys for Saturday morning or the end of the day Friday.

All of those parts of the communication cycle need to continue throughout the transaction not just up until you find a home, but I would say at minimum at weekly basis until the day that you close. That’s just step number 5, I think is to stay in communication. That’s really very similar I think, Todd, to step 6, which is be proactive, but do you have anything to add along those lines as to being proactive?

Todd Gulinson: Well, at the end of the day, it’s the client’s, the doctor’s home, the doctor’s loan. Communicating very clearly is part of it. Maybe talk to them about ways of communicating. I think a phone conversation is really important to have hopefully once a week, if not once every two weeks, but during the day, a lot of these doctors prefer that you text them. You know, talk to them about the ways of communicating to your lender, your preferred way and you know be a team player with them because at the end of the day, they’re on your team. They’re on your side. They’re trying to help you achieve your dream. If you see them as part of your team, and somebody who’s there, who’s fighting for you, and you are proactive and trying to meet what they say they need, it’s going to be a great relationship. Yeah, I would do that, you know and have a great chance for success.

Josh Mettle: Yeah. I think you nailed it. I think you summed it up perfectly. That’s great. Thank you. Todd, I always know it’s a great interview and we had a lot to share when we’re about at the end of the period and there’s still more content, but I cannot end this interview until you share with us about Just tell us about the genesis of that site, where it all started, where it came from, and why our relocating physicians might find it useful.

Todd Gulinson: Okay, great. My wife and I actually designed this, you know. A lot of times, you’ll find these very, very slick website, and basically it’s just a realtor-hiring company. They have no idea about the content. The content kind of goes to the people automatically, and they don’t even realize what’s going on in their own website. My wife and I, we actually went to all these hospitals, organized all of this information for the website, even did some coding for it.

We took a photograph in the hospital, and then, basically, the reason for it is, now there is a giant assumption that I had to make with creating it, and I discussed that earlier. I focused on communities that are about five minutes or about 5-mile radius of each of the various hospitals in the different chains. Now, some doctors want to ‑ they might live in Gilbert and may want to live in North Scottsdale. I’ve had that happen with, you know, a few of my ‑ several of my clients actually, but those aren’t the kind of doctors that had to be at the hospital right away. But all doctors typically want to know about the communities near the hospital just in case it’s right for them. I figured this was a great, great starting point in terms of learning about communities around the hospitals.

Also most doctors, maybe they’re coming here and they have an interview with Banner, but they’re not aware of the other hospital chains – Abrazo, for example, Dignity, John C. Lincoln. This will, they can look at different hospitals in other various chains, a hospital network I mean, and they can pull down and find out which hospitals are groups and where those hospital are, because I also do it by hospital network, and I also do a search by city. Where in Scottsdale are these hospitals? Where in Phoenix are these hospitals? Glendale, Peoria?

That I find very, very helpful. You can do that. You can also, it says, global relocation. There’s a button there in case you’re not moving to Arizona but you need to find a great realtor. Every year, I go to Re/Max conventions. More than 7,000 from around the 90 countries show up, and we have a great network of realtors and they have a good way of finding out who’s good and referring somebody out of state. That’s what that part is for.

But then, there’s moving to Arizona. Fill out what you need there, and in terms of what you’re looking for when you’re looking to move, and I can personally help you with that one. You know, people go to Arizona, they have no idea about the different networks, about where the hospitals are, about the different channels are. The doctors, I don’t know of any other realtor who knows these things actually, specifically, who can even design a website about it. I’m not trying to like boast or anything like that, but I don’t know anybody who’s able to do that. I figured why not use where I come from, medical community, marry it with my skills in terms of helping out the doctors. In fact, that kind of goes to choosing your realtor. When you go to a city, a top topnotch producer might be doing short sale and this and that. This website will help you understand the area of Arizona and where the hospitals are, and I’d love to have a chance to work for you because this is a specialty of mine.

Josh Mettle: Yeah, absolutely, and I can attest that I haven’t seen anything in as great a detail as what you’ve put together there, and I don’t think I mentioned the URL. It’s Homes is plural, four is the number 4, and doctors is plural as well. If you relocating to the Phoenix area, you’ll definitely want to check that out. It’s going to save you a lot of time. Todd, thank you, buddy.

Todd Gulinson: If it’s just‑

Josh Mettle: Go ahead.

Todd Gulinson: Just one more thing. One more thing, if you don’t mind.

Josh Mettle: Please.

Todd Gulinson: I can be reached at telephone numbers that’s easy to remember. It’s 1-800-WOW-ARIZONA. You know, it’s very easy to remember, or my phone number, 480-788-1048. Feel free to call me as well.

Josh Mettle: That’s great, and can you – I appreciate your time. You’ve done a fantastic job. I look forward to working with more physician clients together, and we’ll make sure we’ll connect soon, my friend. Thanks for being so generous with your time today.

Todd Gulinson: Well, thank you so much. It was a pleasure and an honor to be on your podcast.