🏠 Aaron Peña (Part 3): Triage in Real Estate—Translating SEAL Team Discipline to Negotiations and Risk Assessment

How does the intense triage mindset of a combat medic translate directly to managing complex, costly civilian transactions? In Part 3 of this four-part series, former Navy SEAL Corpsman Aaron Peña shares his approach to applying the high-stakes discipline of the SEAL teams to real estate sales and negotiations.

Aaron discusses why real estate deals are "not high stakes" compared to the battlefield, detailing his Standard Operating Procedures (SOPs) for client management that instill Confidence and eliminate chaos. In a moment of levity, Aaron recounts a classic Failure and Resilience story from Second Phase BUD/S—the infamous Tread with SCUBA tanks and weights—where a minor gear failure turned into a full-blown chaotic battle with the instructors.

He concludes by defining the Four Pillars of Home Risk Assessment and gives expert advice on how to enter any stressful negotiation (home, car, promotion) with calm, clarity, and zero ego.

In this episode, you’ll learn:

• Military as an Incubator: Why the military provides a debt-free foundation for testing career paths, unlike expensive civilian degrees.

• SOPs for Success: Aaron's method for creating Standard Operating Procedures for clients, making complex real estate deals feel seamless and reducing client stress.

• The Tread Fiasco: A humorous anecdote from BUD/S Second Phase involving treading water with faulty gear, aggressive instructors, and a valuable lesson in managing chaotic attention.

• The Four Pillars of Risk Assessment: The essential, high-cost components Aaron checks first in any property: Roof, HVAC, Plumbing, and Electrical.

• Mission, Not Commission: Aaron's professional conviction to cancel a contract and lose a commission if the home requires costly repairs that would financially burden his client.

• Negotiation Strategy: Advice on how to approach stressful negotiations: remain calm, take 24 hours to de-stress, and collaborate without ego by seeking advice from your team.

⏳ Timestamps

00:12 Intro Hook: The chaotic and humorous BUD/S tread story conclusion

01:04 Military as a Test Bank: The value of the service as a debt-free incubator for testing long-term career identity

02:00 Triage in Real Estate: Managing complex deals with ease because "no one is shooting at us"

03:00 SOPs for Clients: Creating Standard Operating Procedures for home buying to ensure a seamless, non-sporadic process

04:20 Client Confidence: Assessing client reaction and adjusting criteria on the fly to provide assurance

05:50 The BUD/S Tread: Setting up the Second Phase underwater tread test with full gear

07:03 The Fiasco: A strap came undone, leading to cramping, instructor chaos, grabbing the ledge, and turning a routine test into a hilarious failure

09:27 The Retest: Passing the retest with ease on Monday, solidifying the lesson learned

10:00 Instructor Humbled: Becoming a First Phase instructor and being reminded of the daily BUD/S grind

12:48 Skill Bridge: Translating instructor tough love to the civilian world—modulating assertion and knowing your audience

13:50 Collaborate Without Ego: Why humility is crucial in leadership and why you don't need all the answers

15:50 Humility in Yemen: Aaron's leadership strategy asking senior Green Berets for help to ensure mission success

20:30 Biggest Mistake: Making large purchases (like a new car) that disrupt the debt-to-income ratio during the closing process

21:40 Transparency: Being upfront about all necessary closing costs (surveys, appraisal, inspection)

22:00 Four Pillars of Risk: The high-cost items (Roof, HVAC, Plumbing, Electrical) that must be assessed, especially in older homes

23:54 Mission, Not Commission: Canceling a contract and losing a deal to prevent the client from being financially burdened by repairs

25:00 Clearing the House: A humorous anecdote of clearing a rough neighborhood property out of habit and missing the SEAL teams

27:35 Negotiation Advice: Remain calm, de-stress for 24 hours, and leverage your resources (don't go at it alone)

29:27 De-stressing Clients: Taking the stress out of relocation for military families by dialing in critical criteria (schools, base proximity)

About the Guest

Aaron Peña is a former Navy SEAL Medic who applies the disciplined mindset of elite military operations to real estate. As an investor and realtor, he is purposefully focused on helping military families use their benefits to achieve financial success and resilience, ensuring every client experience is handled with the calm demeanor of a combat medic.

Connect with Aaron Peña:

LinkedIn: https://www.linkedin.com/in/aaron-pena73/

Facebook: https://www.facebook.com/aaron.pena.863363/

Instagram: https://www.instagram.com/aaron_pena7/

Compass: https://www.compass.com/agents/aaron-pena/

🔥 Don't Miss More!

This is Part 3 of 4. Subscribe now to catch the final part of Aaron Peña's conversation, where he discusses his community service outside of real estate and his ultimate vision for veteran financial growth.

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