SPEAKER_01: 0:30

My name is Bruno Espinoza. I am with JDM title. And what I do, it's real estate. Love real estate, by the way.

SPEAKER_00: 0:40

So take me back to how you got started in all this. Tell me how you got to where you are today.

SPEAKER_01: 0:45

My title is business developing. I've been doing it for over 10 years. But real estate itself, I've been doing it for almost six years. I started in a mortgage company and I did my transition into a title company. And I just started about a month ago in a title company. And I love everything I'm doing now.

SPEAKER_00: 1:11

Awesome. So it sounds like you've kind of been around the block in this industry.

SPEAKER_01: 1:15

Yes, I I I've been in the business developing industry for, like I said, for 10 years. I love sales. I love helping people. I think it goes with my personality. Very outgoing, very happy. And I think I can I can relate to people in a way. So I love I love sales.

SPEAKER_00: 1:36

For sure. And so you work in an industry where trust and precision are everything. What does doing business with integrity mean to you and your team at JDM Title?

SPEAKER_01: 1:48

Integrity is a very important part of any job, I would say. I think in the title industry, anybody can do title, right? Anybody can have a title company. But not everybody can show trust. And not any not everybody can be effective and flexible when it comes to closing, right? So that's what we offer at JDM. We offer professionalism, we offer effectiveness, and we offer flexibility. And um with all them three that I mentioned, I also like to tell people that we show trust. And that you can reach out to us at any time. We'll be there for you.

SPEAKER_00: 2:49

That's awesome. How do your personal values align with JDM's title mission of providing smooth, transparent closings?

SPEAKER_01: 2:58

I will say that anybody can do sales, right? Anybody can be empathic about sales. That's what everybody can do. But also what you have to do is um you have to show a value proposition when it comes to sales. And when I come and talk to people, I always let them know that we are here for them. And what we offer, it's 100% real. Building trust, like I said, is a big part of it. And that's why I am well known because I build trust and people follow me because I am 100% real. And what I tell them, it happens.

SPEAKER_00: 3:40

Having that foundation of trust is such an important thing. I feel like it really just sets off the tone for everything that comes after that and that relationship you build with that client.

SPEAKER_01: 3:50

Yes. Yes. That's 100%. I'm 100% uh agree with you. And I feel like I keep mentioning this, but if you build that trust, if you offer them a value proposition, things will go smooth. And once you build that, they will never leave you. They will want to work with you no matter what.

SPEAKER_00: 4:12

What inspired your career in business development and real estate services?

SPEAKER_01: 4:17

My personality. I'll say for the most part is my personality. As I mentioned to you earlier, I'm a very outgoing person. I love singing, I love talking to people, I love telling jokes. You know, I'm like the clown of the party. I'm like the life of the party when I hang out with my friends. So I'm very, very motivated to helping people. And I'm very easygoing to finding out about the other person's personality. Like I said, I talk to anybody all the time. Even when I go to the supermarket with my wife, I'm talking to a random person right next to me. I already know their name, where they're from, what they do. As I said, my personality helped me build this career as a business developer, which is not easy because I always tell people you have to talk to a lot of people every day. And not every day you wake up in a good mood. Not every day you feel like talking to people, right? And what I have to do is like, even though I'm not in the in a good mood, I have to, you know, I just have to go and and be happy and and show people the good vibes, the good energy, and that's it.

SPEAKER_00: 5:37

I love the point that you made. It's so raw and human that not every single day we are just feeling 100%. And but it that but it's that it's that personable aspect of you that just I can tell it just keeps you going. And then once you get to that client and you're helping them out, it's all worth it. And it sounds like such a rewarding job to me.

SPEAKER_01: 5:58

That's right. You you um without even thinking about it, you're building a persona, right? You my my role is key. I'll say my role is key in any uh business because the approach that you give to people, I think is the main the main point here. If you make a good approach and if you make a good impact on other people, they will start trusting you. And then everything else goes easy after that.

SPEAKER_00: 6:32

Perfect. And speaking of rewarding, what do you find most rewarding about helping real estate professionals and clients close on their dream homes?

SPEAKER_01: 6:43

I work in a very environment, a Hispanic environment, right? My niche is uh helping Hispanic people for the most part. We help everybody, but in a way, we help a lot of Hispanic people. And most of them, they came to this country just to have a better life, to work, to have a better life for their families. And some of them are not well educated about the real estate industry, right? They just want to keep on renting, they think they can't they they're not able to buy a house. But once they do it, seeing that satisfaction on their faces, the happiness of their family, kids, uh some families even cry because they they thought they would never be able to buy a house, right? I think that's my biggest satisfaction. And being able to not just help that family, but being referred from that family to another family, that's I think that's just amazing.

SPEAKER_00: 7:46

It sounds like such a precious milestone that you are able to be a part of in their life and make it just easier and smoother.

SPEAKER_01: 7:54

Yes, because you you're not only helping them, but you're achieving their dreams. Because I think anybody likes to uh strive on something. You want to do something with your life, you have dreams. And I I believe that helping families to become homeowners, especially in my culture, that's just amazing.

SPEAKER_00: 8:21

The JDM team is known for being proactive and collaborative. How do you and your colleagues keep communication seamless across agents, leaders, and clients?

SPEAKER_01: 8:32

So what I like about JDM, it's um when it comes to like technology and when it comes to like communicating to to our our coworkers, uh, we have an email that five people are included in that email. So like I always say, once any, in this case, any realtor sends an email to our to my coworkers, there's five people involved. So there's no way you're not gonna hear an answer back from us. It's just as simple as that. And we're very, like I said, we're very professional. Uh, we take this very serious because you're not only helping somebody, you are building a reputation out there. And once again, same as helping families. If you give a good service to a realtor, that realtor is gonna come back to you. And that realtor is gonna be out there talking about you and referring you to other people, to other realtors, right? So I think communication, flexibility, and being professional is the main key.

SPEAKER_00: 9:42

For sure. I feel like, and also as you mentioned, there's so many different working pieces going behind the scenes to helping get the end result, and it's really fascinating just kind of getting to see how that that works.

SPEAKER_01: 9:54

Yeah, yeah, it's it's fun. Like I was uh explaining to you in the whole real estate process, you have the mortgage company, you have the real real estate uh agents, and then you have the title company, which the title company I think is like not like I wouldn't say the most important part, because I don't want my my realtors or or my loan officers to be mad at me, but I think we're the ones that close the deal, right? And if you close this the if you close this deal very smooth and you make the client's experience be amazing, I think that's what it's all about. If your client is happy, everybody's gonna be happy.

SPEAKER_00: 10:37

Absolutely. And to kind of go into that a little bit deeper, the title process can feel somewhat complex to clients. How do you help make it simple, clear, and stress-free stress-free for everyone involved?

SPEAKER_01: 10:52

So we try to make things very smooth and very simple. Uh, we have a whole process which we don't we try not to give our realtor and our client a headache. We take all the headache, right? It's all a it's a lot of paperwork. Think about it, it's a lot of legal stuff. If you think about it, there's a lot of money involved in a transaction. And I feel like we we just keep it very smooth for them. The less they get involved, the better. Because we're the ones that take the responsibility for it. We just want the realtor and the client to come prepare, to sign their documents, to have their key, and become a homeowner and be happy. That's all we want.

SPEAKER_00: 11:40

That's wonderful. You guys are doing the heavy lifting and they can get to what they have been waiting for.

SPEAKER_01: 11:45

Yes, exactly.

SPEAKER_00: 11:47

And how has technology changed the title and closing process? And how do you use it to create a better experience for clients and partners?

SPEAKER_01: 11:57

Technology is is amazing. I'll t I'll give you an example. When you work in title, the first thing the realtor needs to do is uh send an EMD, right? Uh earn his money deposit. And usually, like let's say, for example, our office is in Tyson's, Tyson's Corner, and the realtor is in Maryland. And usually going from Maryland to to to Virginia is a big headache. There's a lot of traffic, and sometimes they don't want to go all the way down to Virginia just to drop a check. So we have on our company's website a link where you can uh submit that check through the link, and you don't even have to drive. So that's the simple, that's easy, very flexible, like I said before. Uh, we try to make things smooth for you. We don't want you to have a headache. Leave the headache to us.

SPEAKER_00: 12:59

I love that. Seems like such a just simple, smooth transaction that they don't have to worry about. Just one less thing off their plate. Yeah. You build relationships with realtors, lenders, and investors daily. What's your philosophy on building long-term partnerships versus one-time transactions?

SPEAKER_01: 13:20

Value proposition. If you show them a serious value proposition, if you have a plan, if you are very clear about what you sell and what you offer, and you believe in a hundred percent about it, there's no way they will go somewhere else. I think that's the main key. You have to offer a value proposition. As I said, I can be the most outgoing person in the earth. I can make you laugh. I can tell jokes. I can be this, this, this, this, but that's all about me. What I want you to know is about my company. What I want you to know is what I can offer to you for you to be successful and for us to work as partners. Because what I want is not just a friendship or a transaction. I don't want this to be transactional. I want us to be uh become a partnership, right? Because if we work together as a team, and I know this sounds cliche, but if we work together as a team, things will go better. So I always like to listen to what my realtor needs or my loan officer needs, so we can see how we can partner up and make things bigger. Because everybody wants to grow, everybody wants to have more sales. But once again, this is not just transactional, this is a long-term relationship. And for that, you need to show a good value proposition. You got to be prepared.

SPEAKER_00: 14:59

Absolutely. And I feel that building those relationships and kind of having that core, it can also lead to things like networking and things like that, and just opens so many more windows for everyone involved. So it's really fascinating.

SPEAKER_01: 15:14

You you touch a very uh good point is key nowadays. If you don't have a good network, I'll say industry, or you don't have uh a few contacts in your phone, you are definitely in the wrong field. Networking is key in any field, especially in real estate. Uh, me myself, I I go to networking events almost every day, and I meet new people, and I meet amazing people that I would have never thought I would meet them. And next thing you know, I'm sitting down having coffee with them, I'm eating, you know, I'm having lunch with them and exchanging ideas and also getting like big information from them as well. Because every day you learn something new. So networking is key. The more people you know, the better, the better it will things will go, right? Like they say, it's not about how much money you have, it's about how many contacts, good contacts you have, right?

SPEAKER_00: 16:22

Absolutely.

SPEAKER_01: 16:23

It's about connections.

SPEAKER_00: 16:25

Connections and growth, and like you said, just having that relationship that you can kind of lean on each other and learn and and grasp new knowledge.

SPEAKER_01: 16:34

Yeah, because knowledge is power, but it's all about connections.

SPEAKER_00: 16:38

Absolutely.

SPEAKER_01: 16:39

You just can't do everything by yourself. You need to, you need partnerships.

SPEAKER_00: 16:46

Connections. I've said it before and I'll say it again. Teamwork makes the dream work, right?

SPEAKER_01: 16:50

Of course. It's like when you watch uh I always relate to um related to like a soccer game, right? You know, like Messi is like the best soccer player in the world, right? But he needs a whole team behind him to take care of it. He just can't do everything on his own. So like I say, you always, even though you you can be like the best of the best, or you can think you're the best of the best, you need a good team to su that is supporting you from behind.

SPEAKER_00: 17:20

100%.

SPEAKER_01: 17:21

Yes.

SPEAKER_00: 17:22

So while we've already touched on this, I want to ask when people think of working with Bruno and the JDM title team, what's the one thing you hope they always remember about the experience?

SPEAKER_01: 17:35

Excellent service. I don't even want them to remember me. Uh that would be great, but I want them to remember the experience and the service they got in the company. Because bottom line here, I want them to just be happy and I want them to come back. Yes, because of me, of course. But because of the company, because of what they did. Yes, I'm a big part of it, but I wouldn't be as successful as I am if I didn't have a good company behind me that is supporting me and supporting what I offer. Because it wouldn't work if I'm offering you a good value proposition, if I'm offering you different strategies. But if my company is not aligned with me and they're not supporting me, it wouldn't make sense. I wouldn't, I wouldn't be able to achieve my goals. Excellent service. And when I talk about excellent service, I talk about flexibility, I talk about doing things the right way, being professional. I want them to think that if they have a close-in on Friday at 8 p.m. out of like business hours, we'll be there. We'll take care of your client. Because I want them, I just want my realtors to be happy.

SPEAKER_00: 18:59

Absolutely. I think punctuality also comes into play.

SPEAKER_01: 19:03

Yes, definitely, definitely. Uh that's that's the main key. Right?

SPEAKER_00: 19:08

As we wrap up, is there anything you'd like to add that I haven't touched on today?

SPEAKER_01: 19:13

Not really. I just want people to know that I'm here to help anybody, I'm here to make connections, I'm here to to meet new people. As I said, I'm with JDM Title. We're located in Tyson's Corner, uh, off of um Spring Hill Road. A lot of people know Spring Hill Road and Tyson's Corner. We offer excellent service. As I said, anybody can do title. There's thousands of title companies, but not a not everybody can offer a good service, an excellent service, an effective service. And that's what we offer. We're very professional. We take things very serious. We want your client to be happy and we want to close your deal no matter what, and we want to make it as smooth as possible for you. Because what we want is like we want to take that headache away from you, and we just want you to start thinking about your next client, the next person you're gonna help. I don't want you to keep looking back and saying, Oh my god, I don't think I'm gonna close. They're not doing their job. No, I want you to just go with the flow and keep selling out there. And when you find for me, it's uh a very outgoing person, very fun. I do karaoke, real estate. It's fun because you see a lot of realtors that are very serious when you go to karaoke, they have great voices and they're fun, and that helps you connect even better and closer to them.

SPEAKER_00: 20:49

Absolutely. That's so fun.

SPEAKER_01: 20:52

I just want to thank you so much for the opportunity. This is just amazing. Thank you.

SPEAKER_00: 20:57

Thank you. Yeah, it was really inspiring to hear your story and to learn a little bit about JDM title and and just how you guys work. So thank you so much for joining me today. It was a pleasure having you, Bruno.

SPEAKER_01: 21:07

Oh no, thank you. Anytime.