Published in 2020. VA loan rules, funding fees and loan limits have changed since this was written, so some details below may be out of date. For today’s rules and numbers, book a call.
In this episode of Armed & Ready, Dennis Ferrara talks about how the small details in life that we work for make such a big difference in the ultimate outcome.
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Check out the full interview here:
Jason Wood
Hey, welcome to another episode of the armed and ready podcast. I'm your host Jason Wood, the VA loan guy. And today we have a great guest with us, Dennis Ferrara and Dennis is a Navy veteran. He was an anti sub warfare operator and he is now in the it world. And we got to spend a little, a little time to get it today. Wanted to share with you guys some of his experience and background and, and what he's up to nowadays. So I'm Dennis, thank you so much for spending some time with us this afternoon. Jason. Yeah, it's great to have you on the show. You're welcome. So as as we, we ask all of our guests here, why did you join the Navy? Why did you get in the military?
Dennis Ferrara
So I grew up in Strongsville, Ohio, a small suburb town outside of Cleveland. And I always wanted to see the world. I was, I would characterize myself as a young, immature young man at 17 growing up again outside of Cleveland, not knowing really what I wanted to do, if I wanted to pursue going to college. If I wanted to jump in some type of trade and I'd always fantasized and dreamed of seeing the world and reading national geographics. And so I chose join the Navy an opportunity to leave Ohio, see the world, potentially learn a skill or a trade and mature and grow as an individual.
Jason Wood
That's great. So how long did you spend in the Navy?
Dennis Ferrara
Four years. Seven months and 26 days. I extend it a little bit. My job, we had an opportunity to learn some new systems and equipment and to do so and stay within my squadron, I had to extend. So my original listening was four years, but tacked on an extra seven months or so at the end of it.
Jason Wood
That's cool. Okay. And so you were a warfare operator and you flew the P-3.
Dennis Ferrara
I was a computer operator, a systems analyst on P-3 Orion's acoustics. Think of if you've seen The Hunt for Red October, Jonesy who is listening? Typhoon submarine. We did the same thing in the air. So the P three Orion is a four propeller prop plane based on electric air frame and we flew all over the world.
Jason Wood
Is that the one with the big disc on top of it?
Dennis Ferrara
It is not. That's a a wax, a wax plane. Ours has a long tail at the end of it then that was a mad boom for magnetic anomaly detection.
Jason Wood
Okay. Okay. And so when you guys are, we're doing that stuff, are you flying low altitude, high altitude,
Dennis Ferrara
A multi altitude, so you would search at a higher altitude and then you would locate and prosecuted a very low altitude, typically easily two, 300 feet off of the ocean floor flying around like 300 knots. And yeah. So a lot of good times. Very exciting. Yeah. Mmm. And got to see a lot of great places around the world.
Jason Wood
Yeah. How big is the crew on that airplane?
Dennis Ferrara
The crew is 12 five officers, seven listed was back in the day. So this was in the late eighties, early nineties. And so you had three pilots, a navigator, a techo tech coordinator that made up the officer component. And then the enlisted, you had three anti-submarine warfare operators to acoustic or an electronic warfare that ran like ESM and radar. And then you had a technician that maintained and fixed any of the equipment and ordinance men who was responsible for buoys and things of that nature.
Jason Wood
Oh, that's really cool. You probably got to see and land in some pretty awesome places. What were some cool places you got to visit?
Dennis Ferrara
A really cool place is Indonesia Surabaya, Indonesia, small city, just on the Island of Java. If you know where Bali is, if you look on the main Island of Java, there's a small little town called Sierra by, actually, it's a big town, but it's probably like the second or third largest city in Indonesia. And it was the location of an old Russian air force base. And the Indonesian government was looking into purchasing P three Orions and my crew, we were lucky enough to fly there with the government contingency and a fly dignitary from the Indonesian government. And around while they were assessing whether they were going to purchase the plane or not. And so we were there for a week, 12 of us, we had our own hotel room or to me, our own floor of a Hilton hotel and Surabaya and ARDS and they took us out everywhere. But yeah, it was very interesting. I got the Royal treatment while you're there, the little treatment. That's pretty cool. Yeah, that's probably the most obscure, interesting place I've been.
Jason Wood
Awesome. That's really cool. So did you get to spend any time you know why you're San Diego?
Dennis Ferrara
I did. You know, primarily the squadron was based out of Moffett field, California here, up in the Bay area, San Jose barrier. But obviously traveled to San Diego a lot for work and Hawaii, San Diego. I did see our school in San Diego, which was survival, evasion resistance and escape school. It's a pow high school that people who are fully deployed, air crews that fly over, you know, far away from base special forces, things of that nature attend. Okay. Okay. And then Hawaii obviously transiting from, from, you know, the mainland too forward Eastern Asian countries, we would ride through a Hawaiian for sure.
Jason Wood
Right now. Did you guys just plain basically do like in refueling or were you guys able to land on carriers?
Dennis Ferrara
Nope, we were too big. But you know, we carried a lot of fuel and we were able to be airborne for 12 plus hours. We would shut down an engine when, when I was in new, you could shut down one engine called feathering and engine. I think some of the early aircrew cruel cruise could actually shut down two engines. That allows you to loiter and to conserve fuel and to extend your your mission.
Jason Wood
Oh wow. That's pretty cool. Yeah. Nice. And so after your, your stint in the Navy you got out obviously went civilian, what was, what was the deciding factor to get out? Were you just kind of done being in the military or was it something that kind of frustrated you or what was the change?
Dennis Ferrara
I knew it was going to be a very I knew one of listening was probably the duration of my service. You know, I was looking to, to, to grow to mature develop some skills, leadership skills, maybe, maybe even develop a skill that would translate to the civilian world. Unfortunately, tracking Soviet submarines is not a job that you find in the mercury news or the LA times in the employment section. But, you know, I was looking to, to develop some personal skills and to mature. And so my plan was to get out of the service and eventually go back East where I'm from and go to college. But I ended up meeting a woman, young lady out here falling in love and the rest is history. Never left, Cal never left California.
Jason Wood
Got it. Okay. So you're up in the Bay area right now, right.
Dennis Ferrara
Kind of the heart of everything it in our country. Right. So looking at Valley high tech area. Absolutely. And so you're, you're in sales now, right? And you had kind of an interesting path or an interesting story into that. So share that with us, you know, so as I was exited the service, yeah. Quickly recognized that I did not want to leave California. I met a gal and a want to start a life here potentially start a life with her and you know, you need to employment and you need some education. And so I was going to junior college and I had met a friend of mine in the service who was also following a similar path and he said, Hey, the company I'm working for has a, as an opera, as an opening for a driver. And I ended up interviewing with the owner of the company, founder of the company. And the job was to drive a delivery vehicle. It offered a lot of flexibility. The gentlemen that owned the company who turned out to be my lifelong mentor. Mark Klein was an ex Marine and I was the only one who went to the job. They were interviewing multiple people, but I was the only one who interviewed in a suit for $6 an hour, a driver job back in 1989 88 whatever year that was. And ultimately they chose a, actually in 1991 actually that was, and ultimately I got the job, I was able to go to school and I was able to take that initial $6 an hour driver position and parlay that into a 29 year career with the company. And now I manage all of the strategic accounts for a a hundred million dollar plus regional technology bar MSP.
Jason Wood
That's really cool. That's, that's quite a progression. Now for our listeners, some of them may not be old enough to know that when you were delivery driving, there was no GPS. There was, there was no ways or Google maps back then. So you're in the San Francisco Bay area trying to figure it out with a map.
Dennis Ferrara
That's exactly right. The old flip maps. Yup. You know, you would look up an address, it will give you a coordinate X and Y coordinate and you would drive it down and like, okay, I think I know where that is right enough to get you close enough.
Jason Wood
Exactly. Exactly. Yeah. I had, when I was in high school, I had a delivery job for a little bit and and they got it easy today with technology. I remember struggling to find some streets and some addresses back then. And I'm sure the Bay area is just that much bigger than where I was from. So there are probably some
Dennis Ferrara
Points was pretty tough. A lot of driving. Yeah.
Jason Wood
Yeah. So so you moved up from there and what was, you know, kind of the, the transition from when you started out as a driver, so, you know, entry level position. Sure. You know, now you're up, you know, pretty top level sales position, but what was, you know, just getting from the driver to that next step? What was that?
Dennis Ferrara
Well, you know, again, ambition was a big part of it. I I wanted more. Mmm. I was asking for more. I had a mentor and the gentleman that hired me that, that, that saw something in me and recognized that you know, this is a, I don't want to call it a foundational piece, but a block I could build upon to grow this company. These are the type of people I want in the company. These are the type of individuals that I think can help me take the company to the next level. And you know, I I consider myself a people person. People like to buy from people they like. They also like to buy from people they trust. I like to buy from people they trust. And I believe I have that that skill set and I have those characteristics, personality characteristics.
And for me, I think it's just around hard work. Luck has nothing to do with it. I used to think I was lucky, but you know, it's not about lock-ins about being prepared. It's about making choices that alter your life every day. It's, you know, small choices like what you're having for lunch. Two choices. How you, Oh no. Do you put in that extra hour of work? Do you make that extra call? Do you send that extra now? Those types of things that pay off later on down the road, right. Yeah. That extra, that extra often drive. I, I tell you know, the people that work in my organization, you know, do the, do don't worry about so much about the results in the outcome.
Jason Wood
As long as you're putting forth the effort consistently, which is the biggest key is that consistent effort. The results will come.
Dennis Ferrara
Yep. Do the right things a lot. Yeah, exactly. Do the right things a lot. So so now you've, you've worked way up and what, what kind of things did your mentor teach you that stuck with you and you too each to others now? Countability hold yourself and others accountable. Make good choices. Yeah. and then always make a decision. There are worse things than making no decision making the wrong decision. No decision is worse than making the wrong decision is what he always preached in the notes. So I've taken that doctor. Never there was an opportunity where I have to make a decision. I make it. Sometimes I'm right, sometimes I'm wrong, but I quickly make a decision and we move on from there. And if it's correct, we reap the rewards. If there was an incorrect decision, we alter a predator and recover, recover from it.
Jason Wood
That's awesome. Yeah. That's really good. Nice. And so you've been with this company since you got out of the Navy, right?
Dennis Ferrara
When I joined the company, we had maybe seven employees. Okay. Our revenue was approximately a million dollars a year and we were selling raw real tape and tape products for backups. If you ever, you know, the, the wrong computer reels and dispatched and things of that nature. And our business has evolved tremendously and a change has been constant. Yeah. For the last 30 years. And one of the reasons I've stayed off is I'm invested in the company. I've had an opportunity to help drive the direction strategy of the company as we've evolved, my role has changed throughout the 30 years. But what has kept me here is the change. It's stimulating. And if you're in the high tech field, and if you're in Silicon Valley, you recognize, or I guess anywhere in the globe right now, change is a constant and you have to adapt and evolve. And if you don't, Oh, you're going to be in trouble. Yeah. Well, especially the speed at which the technology changes now. You know, it seems that every year the technology changes that much quicker. Right. And evolves that much more. So it's, yeah, there's always constant change. So, I mean, I guess that's, that's an attractive thing, you know, for a lot of people in, in seeking out kind of a career is something that, you know, isn't a mundane repetitious thing
Jason Wood
Day in and day out. Right.
Dennis Ferrara
We're, we're, we're fighting being obsoleted no, I want to say daily, but it is the reality of the situation that we have to evolve where we will be obsolete.
Jason Wood
Right? Yeah. And with, as quickly as technology evolves, that's super pertinent. I mean, for every technology company, not just you guys.
Dennis Ferrara
I mean, for every, every business really, right. I mean you're changing. I think even that Corona virus right now is going to alter how we do business, whether it's significantly large commercial real estate, you know, development, right, where you've got 8,000 employees in the same building and how you work from home, what's important. So I think, you know, this is going to change how we do business. Every business going forward. Really, you see it in your business. You know, you're probably just a lot more zoom meetings, WebEx meetings, real estate, obviously. You know, my wife's a real estate agent and how that is evolving there, you know, how they are presenting homes, listing homes and showing potential clients homes. It's, it's, it'll change the world or has,
Jason Wood
Yeah, it has. I mean it's, it's made well in the real estate industry, especially for like your wife, you know, it's all, it's also virtual now. I'm still looking at homes and stuff, but it's different know it's it's definitely changed things quite a bit. And it's going to continue. I mean, I look at it kind of from like a global perspective on just corporate America and, and friends and stuff like that, working in different industries and you know, there's gonna be a lot more of this type of thing. Oh, zoom or WebEx meeting stuff happening rather than, you know, the company credit card and traveling to Chicago to meet with a client and then back the next day. You know, I think a lot of that stuff is going to start to slow down.
Dennis Ferrara
Yeah. I think we all add the question, could, could the, could you do business under the circumstances with these restrictions? And the answer for the last 90 days is then 45 days has been yes, no. Can we maintain it and and can we add, can we grow it I guess is the, the unknowns?
Jason Wood
Probably stems too, the comfortability piece, right? Like, especially, you know, guys like you and I who are in sales are so used to being relational and meeting with people face to face that the zoom stuff is, it was definitely like a necessary part. But I don't know if you're like me, but I'm, I'm anxious to be back into it sitting across the table from somebody you know, and having a coffee or some lunch or you know, something like that.
Dennis Ferrara
Yeah. And I think you know, there's two types of businesses. There's, you have your you have your customers that you probably have a personal relationship. You've done business in the past with them and this type of interaction is comfortable. They know you, they trust you. You're on a zoom meeting, you're able to process their loans, you're able to do everything. And then, you know, if you're trying to get new business, it's extremely difficult, difficult. I to quickly develop a relationship with somebody over zoom. I think it's easier and more expeditious if you're in front of somebody going to dinner, having lunch, no, just sitting in the same room to get a better sense of someone. I agree. Yeah, I totally agree. Well we're, we're going to be seeing ever continuing changes not only because of your industry, but you know, because of this code in 19 thing and stuff, it's going to continue to evolve and change everything for all of us.
Jason Wood
Where do you see the the future of Mmm, I would say like youngsters transitioning out of the military into corporate America.
Dennis Ferrara
You know, going forward, I see a lot of people that they, they really are very nomadic and they change. I don't need a company and stuff like that.
Jason Wood
And you've been with your firm for 30 years, which is remarkable. And definitely come into but where do you see if things, if you were to kind of forecast for youngsters making that transition one day from the military into corporate America?
Dennis Ferrara
Yeah. Well, first off, aye. You have to leverage the skills that you developed in the service. Those, that, that maturity, that accountability, those leadership skills. Mmm. Corporations, corporate America, small businesses, they're looking for that type of individual. Mmm. The reason I stayed with data and door for 30 years, it has been the stimulation. We've continue to evolve, change the product, set strategies, that technologies, it's kept me stimulated and as it allowed me to stay where, where have I been also the opportunities for, for financial and professional financial and professional growth. So, you know, I've been stimulated mentally and then I've had the opportunity to grow within the company and make more money. Cause that's very important, right? You're talking about financial security, you know, that's the reason we work. We work for financial security for our families and then to chart that, the path towards, you know, being able to leave a legacy potentially for your children and for your family. So I think, you know, leverage those skills that you have in the military and and then stay stimulated. It's the key I think. Yeah.
Jason Wood
Yeah, I agree with you. What are some things, you know, as we, as we wrap up our session together, what is like a piece of advice that you might leave somebody?
Dennis Ferrara
Mmm. Maybe that's at an upper echelon level in the company. Like you are too, that keeps you sharp and keeps you driven every day, you know, 30 years in the same industry. You know, I know I've been 19 years in my industry and there's times where I'm like, gosh, has it been 20 years yet? You know, like, you know, sometimes it wears you out, but what, what would you say to somebody who, you know, is it's pushing the years in their fields and yeah, obviously more, more tread left on the tire, but maybe not gas in the tank sometimes.
Jason Wood
You know, what, what do you, what do you advise people?
Dennis Ferrara
Well, I get up every morning and I still enjoy what I'm doing. Number one, 19 years you've got to, you had to show, I suspect you get up in the morning and you're like, what you're doing, you're looking forward to the day. Obviously there's aspects in both of our days probably that we don't enjoy giving bad news to individuals or you know, laying somebody off or, you know, professional related. But you know, you have to like what you're doing a hundred percent and number two, there has to be some type of longterm goal. What are you looking for? What are you working for? Again? Is it the ultimate financial security for your family, leaving a legacy for your relatives or is it retirement, you know, having a boat and a fishing throughout the day. There has to be an end goal. Something that you look forward to. Yup. Your vision of the future, what is it?
Jason Wood
Right, right. Absolutely. That's, that's Sage advice. Very good. Well, Dennis I thank you for your service in the Navy. Definitely a cool job. And and thank you for carving out some time for us on the armed and ready podcast. I think there's a lot that can be gained from, from this short episode with us together for anybody looking in making their transition into the corporate world. And just having some good nuggets of advice. I think he provided a lot of great value for people. So thank you so much for providing the information and spending a little time with us. I know you're busy.
Dennis Ferrara
You're welcome. Jason. I really appreciate being on the show and the opportunity to meet you.
Jason Wood
Yeah. Thank you so much. And anybody here listening is looking for a little additional information or to connect with us. Does it that VA loan guy got us and we can get you, I, any information that you want from this show or, or anything else. So thank you all for stopping by and checking out another episode of Armed and Ready.