Real Estate Agent Magazine recently sat down with Josh Roy, Team Leader and CEO of The Roy Group, to talk about his mix of hustle, heart, and commitment to both business and people.
REAM: What inspired you to become a real estate agent, and how did you get started in the industry?
JR: I got into real estate because I was passionate about building something of my own while helping people through one of the biggest financial decisions of their lives. Early on, I saw how many homeowners were frustrated with the process—delays, miscommunication, deals falling through—and I wanted to create a team that would raise the bar. I started out with just grit and a phone, knocking on doors and making calls. Over time, I built a system that could scale and serve families at a high level, and that turned into The Roy Group.
REAM: How have you adapted to changes in the Kansas market over the years to maintain such a high success rate?
JR: Kansas has seen its fair share of ups and downs—housing shortages, interest rate spikes, and shifting buyer expectations. We’ve stayed ahead by investing heavily in training, technology, and our team structure. Whether it’s adapting our marketing, refining our pricing strategies, or expanding our inside sales team, we always stay proactive rather than reactive. Flexibility is key, but so is consistency—especially in how we communicate with our clients.
REAM: What trends are you seeing right now, and how should buyers and sellers adapt?
JR: Inventory remains tight, and rates have pushed some buyers to the sidelines. But motivated buyers are still out there, and they’re focused on value and move-in ready homes. Sellers need to price strategically—buyers are pickier than they were in 2020. For buyers, patience and having your financing lined up is more important than ever. We’re also seeing more investors entering the market, taking advantage of opportunities others miss.
REAM: For someone looking to invest in real estate for the first time, what key advice would you give them?
JR: Know your numbers. It’s not just about buying a house—it’s about the return. Understand cash flow, cap rate, and what kind of rehab a property needs before making a move. Work with people who’ve done it successfully, and don’t try to shortcut the learning curve. I’d also say: stay disciplined. A great deal doesn’t usually come from emotion—it comes from patience and planning.
REAM: What’s one of the biggest challenges you’ve faced in a deal, and how did you handle it?
JR: One of our toughest deals involved a last-minute financing collapse—just days before closing. It was a dream home for the family, and they had already given notice at their rental. We pulled every string, called every lender, and found a solution through a local bank within 48 hours. It was a reminder that deals don’t fall apart—they’re saved or lost based on how hard your team is willing to work.
REAM: What specific causes or organizations do you support, and how did you get involved with them?
JR: In the past, we’ve supported organizations like the Wichita Children’s Home and the Kansas Food Bank. Both serve vulnerable populations in our community—kids and families who need immediate support and long-term care. Giving back to causes like these aligns with our mission of serving people, not just in real estate, but in real life. Whether it’s through financial donations, volunteer time, or raising awareness, we believe strong communities start with businesses that show up and contribute.
REAM: Can you share a story about a time when your charitable efforts made a meaningful impact?
JR: A local single mom was moving into her first home but had no way to move her belongings. She also couldn’t afford movers. We donated our truck, brought team members to help, and got everything moved in one day. She was in tears by the end of it. Real estate is more than transactions—it’s people’s lives. That day reminded us why we do what we do.
REAM: How do you work to maintain balance between your home life and work life?
JR: It’s not easy when you run a high-volume team, but I’ve learned to protect family time the same way I protect appointments. I schedule dinners with my family, unplug on Sundays, and make sure I’m present when I’m home. I also hire and train great people so the business doesn’t need me 24/7. Trust and delegation are critical.
REAM: What is something your colleagues would be surprised to learn about you?
JR: Most people don’t know I’m an introvert at heart. I love leading and being around the team, but I recharge with quiet time and close family. I also have a creative side—music, journaling, even some sketching. That’s not what most people expect from a sales leader.
REAM: Tell us a bit about yourself outside the office.
JR: Outside of real estate, I’m a husband, dad, and pretty serious Kansas (KU) football fan. I love coaching my kids’ sports teams, traveling with my wife, and doing anything outdoors—whether that’s a weekend lake trip or just grilling in the backyard. I’m all about building a great life, not just a great business.
