Center for REALTOR® Development

Please Note: Effective August 17, 2024, all MLS Participants working with a buyer are required to obtain a written buyer agreement before touring a home. For details about this and other practice changes, please visit facts.realtor.

This is our 100th episode — 100 great episodes with so many amazing people who volunteered their time to help you be the best agent you can be! So many helpful topics for your business! Who has been with me on the whole journey, even if you missed a few? If you see me out on the road at Midyear, Annual, or in a class, greet me and tell me what your favorite episode was! I’d love to hear it!

Today, my guest, Brent Lancaster, and I talk about the often legally required, Buyer Representation Agreement. We recorded this before the proposed settlement from the NAR was released. While that settlement is still proposed, and not final, one of the key points in it is the importance of a signed agreement with our buyers. There certainly are many details to be clarified, but it seems this topic is even more relevant than when we recorded it last month, and we knew it was relevant then. This agreement with buyers to work together and get paid for the work you do is crucial to our work.

Brent owns a school and teaches CE classes in many states. He’s very familiar with the laws and agreements in many states. He brings so much wisdom to the conversation. I am thrilled to have him with me on this important topic! I hope you can join me for both episodes!

[3:47] Brent Lancaster is our guest for our 100th episode! Brent says he’s got fireworks and confetti! Brent is super excited and congratulates Monica on the 100th episode!

[4:36] The laws and agency status in each state are not the same. As we talk about this, we need you, the listener, to recognize there are nuances and local practices. Always confirm questions with your broker.

[5:11] We’re going to talk about buyer agency commitments. Not every state practices buyer agency and agreements differ by state. Some states are changing their laws. Watch for changes in your state. We’re recording this in March of 2024.

[6:24] First, know what your state’s default agency position is. Regarding clients and customers, you owe your clients a lot more than you do your customers. We need to be honest and truthful to everyone.

[7:20] You don’t owe your customers a fiduciary duty. You owe your clients a higher level of service: loyalty, obedience, confidentiality, and in some states, fiduciary duty. You also have the Code of Ethics, over and above the law.

[8:41] March’s episodes with Lynn Madison are about all the things agents do for buyers. The structure is changing and there’s no longer an MLS amount a buyer’s agent will get paid. You’ll need an agreement,

[10:22] Buyer’s agents have just been accepting the Offer of Compensation. You show different properties, do the same thing, and are offered three different levels of compensation. That’s going away. Now, you, the buyer’s agents are in charge of your level of compensation.

[11:27] Now you get to put your value on paper. A lot of agents haven’t done it. Change is hard even if you want to change. We’re at the point where it’s potentially obligated. Get on board, early!

[12:12] Brent says a conversation needs to happen before a contract. Brent sits with a seller or a buyer and explains his value and services. The Listing Agreement or the Buyer Representation Agreement is a summation of those conversations.

[15:35] Tell your buyer that to perform services for them to help them buy the house they want, you need to be in a client relationship with them. That’s what the Buyer Representation Agreement does. You must know what your value is. Do you struggle with your value? Go to Competition.REALTOR (now facts.realtor) for ideas!

[17:11] When do you have the buyer sign the Buyer Representation Agreement? What do your broker and state law say? Brent says to have the buyer sign before the first showing. Showing is part of your value.

[18:10] The first face-to-face contact when you present the Agency Disclosure, if your state has that, is a good time to present the Buyer Representation Agreement. A buyer consultation could be a good time.

[21:22] If the buyer already has an agreement with another real estate agent but wants to work with you, find out if the buyer has gone on showings and what work the other agent has performed. Buyers need to be educated. A buyer can’t work with two agents. An agreement can be terminated with written notice.

[23:13] REALTORS® have an affirmative obligation to determine if a buyer has a Buyer Representation Agreement. If an agent takes your client, ask if they asked the client if they had a signed agreement.

[24:51] If a buyer doesn’t want to sign an agreement, you make a business decision. Is it a buyer you want to work with? Is it a buyer? What’s going to happen if you don’t get paid? It’s no fun to be burned.

[26:40] What about unrepresented and unqualified buyers going into open-house homes? The NAR says 89% of buyers are represented by a real estate professional. Explain your value to the buyer!

[29:35] What if the buyer’s agent doesn’t get paid? Brent notes some scenarios. Agency Representation and compensation are separate things. Legal representation doesn’t guarantee compensation.

[31:15] A Buyer Representation Agreement is a contract. The buyer says the agent will do work for the buyer and the buyer will pay the agent for the work. No reasonable person expects agents not to get paid.

[31:55] The more the agent explains to the buyer how money flows in the transaction, the better off the agent will be. Brent covers negotiating cooperative compensation between the buyer and seller’s agents.

[34:48] Brent believes that the buyers’ agents who are strong enough to have the conversations about compensation are the ones who are going to get the deals.

[35:16] Monica encourages buyers’ agents not to be afraid to negotiate with the seller about compensation. The seller may not have chosen to make an offer but may agree to negotiate for a sale.

[36:05] Brent’s final words: “Get used to having the conversation! … Those who get used to having it sooner are the ones who are going to win! We’re entering into an awesome market! Buyers are going to be more plentiful. If you can have the conversation, you’re going to convert faster than anybody else!”

[36:33] Thanks so much to Brent Lancaster for sharing so much wisdom! I hope this conversation expanded your thinking about the benefit of having a signed agreement with your buyers. It is common for us to have agreements with service providers. We should have one too, with our clients.

[36:58] Please join us for the second episode, where we will discuss the individual components of the agreement and why they are important. We will also discuss some of the considerations regarding even more clarification for the agreement, moving forward.

[37:13] In these days, please listen to people who are creating solutions for you and your business in healthy ways. Your ABR® instructors are working very hard all over the country to help us all be more focused on the quality service we bring to our clients and to help us communicate that clearly.

[37:35] Go to Learning. REALTOR to get more information about quality training online or in your local area. Getting your Accredited Buyer’s Representative designation is more important than ever. If you got it more than five years ago, you might consider getting it again. It’s been updated and is so helpful! [38:08] Change can be good if we lean into the growth opportunities that it provides! Thanks for joining us! I’m Monica Neubauer for the Center for REALTOR® Development.

[39:17] When your clients ask you questions, have great conversations with them so you can go out there and help them buy those properties!

Tweetables:

“A lot of buyer’s agents have been staring at the Offer of Compensation and have just been accepting of what it is. Conceivably, I could show three different properties, do the exact same thing and essentially be offered three different levels of compensation.” — Brent Lancaster

“The sticking point is it’s different. A lot of agents haven’t done it before. It’s different and hard. Change is hard even if we want to do it. Now, we’re at the point where this agreement is something that’s potentially going to be necessary.” — Brent Lancaster

“[A Buyer Representation Agreement] is a contract where the buyer is saying ‘You’re going to do work for me and I’m going to pay you for that work.’ I don’t think that there’s anyone … that’s reasonable that expects agents not to get paid for what they do.” — Brent Lancaster

“That’s the market that we’re headed to and those buyer’s agents that are strong enough to have those conversations [about compensation], I think those are the ones that are going to win the deals.” — Brent Lancaster

Guest Links: LancasterInstitute.comBobBrooks.com

LinkedIn: Brent Lancaster

NAR Resource Links ABR® Accredited Buyer’s Representative

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

crdpodcast@nar.realtor

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

facts.realtor

098: “Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1” 105 More Ways REALTORS® Are Worth Every Penny of Their Compensation

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Brent Lancaster

Brent Lancaster combines his love of the business of real estate with his passion for education. As president/CEO of one of the nation’s oldest real estate schools, he offers a variety of solutions to the challenges agents face in today’s real estate environment.

In 2003, Brent developed his first online course and has spent every year since searching for innovative ways to bring quality and consistency to every agent using multiple delivery formats. Today, he continues to teach classroom instruction but has transformed the traditional brick-and-mortar classroom into a multimedia educational experience called On-Live™.

Brent is also the broker/owner of his own real estate firm, Brent Lancaster & Associates.

Please Note: Since the recording of this episode, NAR entered into a proposed settlement agreement that would end litigation of claims brought on behalf of home sellers related to broker commissions. To learn more, and to prepare for the practice changes taking effect August 17, 2024, go to facts.realtor.  

Welcome to Part 2 of my conversation with Lynn Madison! Today we are talking about different business models. As you refresh your presentation of what you do and what you charge, we want you maybe to consider some other options or, at least, some other parts of the business and we also want you to be aware of the possibility that somebody else might have a different business model; how are you going to be prepared for that? Go back to episode 098 to hear the start of our conversation on clearly communicating your value to your clients. Lynn Madison has received the REBAC Hall of Fame Award, the REBI Distinguished Educator Award, and Educator and REALTOR® of the Year, both from the Illinois Association of REALTORS®. She is also one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. We will link to the other two episodes where Lynn has been with us, in the show notes.

Welcome back, Lynn Madison, for Episode 2!

[2:25] So we just want to talk about maybe some of the different ways people can get paid, maybe some challenges we see, and what we hear from people talking about business models. [2:45] Your business model must be something that is allowed in your state. Your menu of services must not include options that are lower than the minimum services that the license law requires you to give.

[5:05] Competition.REALTOR (now facts.realtor) lists tasks you perform for clients. Are they in your business model? Lynn says your business model is what you deliver but be consistent. She talks about when inconsistency hurt her.

[7:44] If you provide different levels of service, have the client check and sign on a written document what level of services they are choosing, so there is no confusion or anger later. Be very clear about it.

[8:37] Lynn has a pledge of performance. In it, she offers her full level of service to every client. If she offered less service to some, she would need a separate pledge of performance for that level of service.

[10:07] Lynn teaches about six buckets: finding a suitable property, showing property, analyzing the market, writing a reasonable offer, negotiating the offer, and following the transaction through to the closing.

[10:47] People don’t like to lose out. When you have a buyer sign a Buyer Representation Contract, you move the buyer from customer-level service to client-level service. Lynn explains what that means by law.

[14:50] You’re going to want to have this Buyer Representation Contract signed with a compensation amount in it. You’re going to have to figure out how to talk about compensation with your buyers.

[15:33] Stop being afraid of talking about compensation. Explain what it is you do to earn the money you are making. Nobody works for free.

[19:34] Study in the last 18 months in your market, how long it took you to find a property for your buyer. Tell your client, in this market, it takes about four to six months to find a house. Would that fit your plans?

[22:54] Follow your state law regarding the contract and protection period. What if they buy something after the contract that you showed them? If the contract period is long, there must be an opt-out.

[26:52] Lynn wants to give her buyers premium-level services but if the buyer finds a house in two weeks instead of six months, that’s a good place to offer a menu of services. Also, Monica tells why this podcast episode is not an antitrust violation conversation in the discussion of business models.

[29:27] You can use a free Zoom account to meet with buyers, especially if out of town. Share your screen with them. Tell how they will be notified of new listings in MLS and other features and statistics.

[31:10] Statistics of days a home stays on the market can show the urgency of making a move to buy a home. You can show these electronically or on paper. NAR resources linked below can help.

[32:43] Lynn takes NAR resources and personalizes them for herself to show her clients her pledge of performance of what she will do for them to get them the right property at the right terms to the closing.

[34:40] How Lynn deals with appraisal disagreements.

[35:41] In this hour, Monica and Lynn have shared some of what they teach in the ABR® class. Be sure to take the ABR® designation, with Lynn, online, or locally.

[36:49] “If you’ve not read the book, Who Moved My Cheese?, get it and read it. If you think about what we’re going through, it helps you realize that you’ve got to change your mindset.”

[37:52] Monica thanks Lynn Madison. She gives us so much great information! What is your takeaway from this conversation? Can you bring some points back to your team or brokerage firm?

[38:05] Please share this podcast with your fellow agents. I am learning all the time and I am talking with some very well-trained and thoughtful educators. They want to help you and the people that they train to make the transition that needs to be made. Please share this as a resource for this time.

[38:31] The Center for REALTOR® Development offers excellent training and you can find live, live virtual, and online courses, designations, and micro-courses. Check out the ABR® offerings and the SRS offerings locally or at Learning.REALTOR.

Tweetables:

“Your business model cannot be something that is not allowed in your state. Some states have, for example, Minimum Services. If I have an exclusive agreement with my client, whether it's a listing or a buyer, I must give them a certain level of service.” — Lynn Madison

“I’m at a loss as to understand why a buyer would want to go [without representation]. But part of the problem is we haven’t been having these conversations with the buyers.” — Lynn Madison

“You’re going to have to figure out how to talk about compensation with your buyers. All of this ties back into your value proposition.” — Lynn Madison

“If you’ve not read the book, Who Moved My Cheese?, get it and read it. If you think about what we’re going through, it helps you realize that you’ve got to change your mindset.” — Lynn Madison

Guest Links: Madisonseminars.com

lynn@madisonseminars.com

080: “Talking Buyers, Contracts, Value, and Fees with Lynn Madison”

098: “Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1”

NAR Resource Links ABR® Accredited Buyer’s Representative

SRS Seller Representative Specialist

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

crdpodcast@nar.realtor

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Competition.REALTOR

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Lynn Madison

Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.

Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS®, a local independent with 28 offices. She was the manager of two different offices for First United. Prior to that, she was an award-winning salesperson — receiving their Salesperson of the Year honors.

Lynn speaks annually at the NAR conventions and is an ABR®, BPOR, GRI, SFR, SRES®, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR®, and BPOR courses.

Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS® her local 14,000+ member association.

At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships — RPAC and REBAC.

At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, and GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR’s Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.

Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011.

Lynn's Credentials

2016 President Mainstreet Organization of REALTORS®, 18,000 MEMBER ASSOCIATION

2011 REALTOR® of the Year — Illinois Association of REALTORS®

2003 REALTOR® of the Year — Main Street Organization of REALTORS®

Speaker at the NAR Convention since 1993

REBAC Hall of Fame

RPAC Hall of Fame

Conducts over 250 continuing education seminars annually

NAR and REBI Certified to Teach:

ABR®

SFR

SRES®

SRS

RENE

PSA

Welcome back, Friends! Our podcast has received another award from AVA Digital Awards, an international competition that recognizes excellence by creative professionals in the area of digital communication. We received a Gold Award for Podcast and Audio Production! 

We have another amazing award-winning guest today! She has been recognized as an amazing instructor, having received the ABR® Hall of Fame Award, the REBI Distinguished Educator Award, REALTOR® of the Year, and Educator of the Year, both from the Illinois Association of REALTORS®. She is one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. She was with us last year to talk about the changes in the industry and how to prepare for them. We will link to that episode in the show notes.

Today, we are going to dig in deeper with Lynn, specifically about ways to show your value to your clients. We must improve our skill in communicating what we do and how valuable our skills are to our clients. We have two episodes this month with Lynn, and I hope you can listen to both of them! They are worth your time!

[3:19] Build your value proposition; if you don’t quantify what you’re doing, you don’t know the value you bring to buyers.

[4:46] You need the client to know what you do for them. It is sometimes harder and more work to get a lower-priced transaction to the closing table. The average buyer doesn’t know the value you bring if you haven’t explained it to them.

[7:39] Lynn notes that “value proposition” is sales language and people don’t want to be sold, they want to buy a house. Tell the buyer about the value you bring them, not about your value proposition.

[8:29] A contractor building a house has a standards sheet showing what is included and some optional upgrades. Lynn talks about using a Buyer Representation Agreement. Lynn makes sure the buyer understands the “big bucket” things she does for them.

[11:38] A weekly call with buyers keeps them updated on what you have done for them to help them buy a house. Lynn thinks we all should be doing that.

[13:46] Lynn tells buyers that not all available properties are on the internet and not all properties on the internet are available.

[14:03] If you don’t consistently touch base with the buyer, they go out looking with other people. Stay in touch weekly with your buyers!

[16:59] Use your analytical tool in your MLS and communicate to your buyers what the market is doing. Lynn shares a recent example about pricing listings.

[18:34] It’s hard for buyers to see we have an inventory shortage when the houses are everywhere. Unfortunately, in many cases, we’re not communicating this to our buyers.

[19:24] In your weekly call with your buyer, share data, such as the updated absorption rate. In the market niche you’re looking at, what went under contract this week?

[20:03] Lynn shares a story from her travels. Lynn shares more facts about the absorption rate or month’s supply of inventory.

[24:36] You would have a license law problem and a code of ethics problem if you showed houses to someone in an exclusive contract to purchase with another brokerage company.

[28:16] If something changes along the way, you may need multiple consultations.

[31:23] Sellers are now recording the agent and buyers going through their homes. So we have to be careful what we talk about. This is a relationship business. We build relationships in person.

[33:54] Some websites pull the new listing data in the middle of the night. That puts them almost 24 hours behind the MLSs. This happens in a counseling session.

[34:36] Lynn’s last word: “NAR has a website called Competition.realtor. On there find ‘105 Things that Buyer Agents Do for Their Buyer Clients.’

[35:20] It might help you to formulate your value proposition. Find out what you’re passionate about, that your buyers have benefitted from, and talk about that.

[38:05] Kudos for doing your best to get your clients the help they need and want. The Center for REALTOR® Development offers excellent training and you can find live, live virtual, and online courses, designations, and micro-courses. Check out the ABR® offerings locally or at Learning.realtor.

Tweetables:

“You go too long without talking to somebody and you can’t figure out how to get yourself back on track.” — Lynn Madison

“Not all of the available properties are on the internet and not all of what’s on the internet is available. We have stuff in the MLS that they don’t see. Most MLSs do.” — Lynn Madison

“This is a relationship business and it’s hard to build a relationship if all you’re ever doing is communicating with somebody via computer and texting.” — Lynn Madison

“I talk with my buyers a lot about my having at least 10 different ways to make their offer stronger in a multiple-offer situation.” — Lynn Madison

Guest Links:Madisonseminars.com

lynn@madisonseminars.com

080: “Talking Buyers, Contracts, Value, and Fees with Lynn Madison”

NAR Resource LinksABR®

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

crdpodcast@nar.realtor

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Lynn Madison

Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.

Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS®, a local independent with 28 offices. She was manager of two different offices for First United. Prior to that, she was an award-winning salesperson — receiving their Salesperson of the Year honors.

Lynn speaks annually at the NAR conventions and is an ABR®, BPOR, GRI, SFR, SRES®, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR® and BPOR courses.

Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS® her local 14,000+ member association.

At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships — RPAC and REBAC.

At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR’s Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.

Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011.

Lynn's Credentials

■      2016 President Mainstreet Organization of REALTORS®, 18,000 MEMBER ASSOCIATION

■      2011 REALTOR® of the Year — Illinois Association of REALTORS®

■      2003 REALTOR® of the Year — Main Street Organization of REALTORS®

■      Speaker at the NAR Convention since 1993

■      REBAC Hall of Fame

■      RPAC Hall of Fame

■      Conducts over 250 continuing education seminars annually

■      NAR and REBI Certified to Teach:

○      ABR®

○      SFR

○      SRES®

○      SRS

○      RENE

○      PSA

We’re back with our second episode of the month to talk about connecting with people so that you will have clients throughout 2024. We call it filling your pipeline. Many of us focus on getting business. If we can spend time connecting with people with purpose, there generally will be a more steady flow of clients throughout the year. Did you apply anything you’ve learned from the first episode already? We would love to hear what worked for you! Our email address is in the show notes.

In this episode, we will look at the difference between online leads and live leads and a few marketing tips. February’s guest is Janet Judd. She’s a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024.

[3:08] Excellent content on your site makes the difference. Janet gives some great recommendations. 

[4:37] Janet hangs on to hits because they picked her. Respond promptly when they contact you. Janet suggests you host virtual tours and webinars on your site.

[7:08] Janet pays the website professionals for content, SEO, and marketing of her site. 

[10:25] Janet advertises in a neighborhood magazine to 55,000 homes a month. That’s generated a few calls that she puts in her pipeline to send a monthly postcard. 

[16:47] When her leads start responding more conversationally to her texts or emails, Janet knows it's time to set up a phone call with them to slowly but surely reel them in.

[18:46] Make sure you have testimonials on your website. Ask your clients for a testimonial right at the closing. 

[20:29] Janet is a worker bee. She volunteers and works hard. Active listening is one of Janet’s superpowers. If you can do that, it makes all the difference.

[22:13] Janet carries a wire-bound index card file in her purse to record notes about new contacts. For Janet, Top Producer is her “second brain.” Find your “second brain” that creates a flow.

[31:30] Be a resource. It creates credibility, trust, and an emotional connection. People decide with their emotions. The educational approach is her focus, now.

[33:50] I’m going to encourage our listeners to go back and listen to Part 1 of this conversation if they haven’t already where Janet talks about her system of keeping up with leads and clients.

[34:55] Some states allow incentives or inducements, some do not. Check your state law before offering one.

[36:08] Some agents hold R.S.V.P.-only open houses as a security issue and let only one person come in at a time. Don’t share your personal information online.

[38:08] Janet’s last word: “You need consistent, excellent service to your existing clients. That’s what’s going to keep you in the business. … Whatever you do, autograph it with excellence. 

[39:11] My favorite takeaway from Part 2 was the reminder that everything we do to improve our visibility will cost us time or money. What was your favorite tip from the 2nd episode? If you missed the first episode about great ways to connect with people in real-time, head back and hear Janet’s tips to get started.

[40:25] We’re going to be having several months of episodes focusing on tools to help you communicate more clearly, set excellent expectations, and create great experiences. What classes are you planning to take to improve your business? Go to Learning.realtor to find lots of live, virtual, and online classes.

Join us in March for more ways to improve your business model and to think a little bit differently. Thanks for joining us! Make some calls, tighten up your system, go out there, and sell some houses!

Tweetables:

“You also want to have a call to action on your website so that they know what to do. For me is just ‘Call JJ.’ Call Janet Judd.” — Janet Judd

“I truly believe the old ways are coming back again. So print media could be coming back. So I started doing that.” — Janet Judd

“It has to be ‘Janet-proof.’ That means I can’t break it, it’s easy to learn, it’s intuitive, I can get to it on my phone, and get that information that I need, right away … before I call them, and get all those notes.” — Janet Judd

“If I can get them on a phone call, I can usually get them.” — Janet Judd

Guest Links: Jane Judd on LinkedIn

NARRPR.com REALTOR® Property Resource

Slydial

American Greetings digital cards

Top Producer®

NAR Library

Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte

NAR Resource Links NAR.realtor/technologyABR®

SRS

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

crdpodcast@nar.realtor

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Janet Judd

Former Police Officer. First female hired by a 55-man department in St. Louis County — in the early ’80s. First female elected Class President at the St. Louis Police Academy. That’s why I teach the updated and revamped NAR REALTOR® Safety Course via Zoom and in-person. 2022 Chair of NAR’s Safety Advisory Council. Presented Safety Topic at the August 2021 Leadership Summit. First Hispanic to be elected President of Missouri REALTORS® and St. Louis REALTORS®. Missouri Real Estate Commissioner. 2023 Triple Play Instructor. 6000+ attendees from New York, New Jersey & Pennsylvania. NAR Appointee to the elite Professional Standards Advisory Council.

Janet Judd, CRS, CIPS, GRI, ABR, SRES, AHWD, RENE

RE/MAX Results Broker-Associate

2021 President Missouri REALTORS®

2016 Salesperson of the Year Missouri REALTORS®

2015 President St. Louis Association of REALTORS®

Hall of Fame Member Realtors® Political Action Committee

RE/MAX International Hall of Fame

St. Louis Magazine 15-year Five-Star Award

Recipient For Client Customer Service

www.JanetJudd.com

How is your business growing and flowing right now? I hope you have a pipeline full of clients who are looking right now or planning to buy or sell in the next few months. We know, though, that hope is not a strategy. We need better tools than just hope to get our buyer pipelines filled. We know that a whole lot is happening in the real estate industry right now. We will be having several months of focusing on tools you can use to communicate more clearly, to set better expectations, and to create great experiences for you and your clients. February’s guest is Janet Judd. She’s a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024.

As a reminder, this a two-part episode, with the second part coming later this month. 

[3:17] Janet is a solo agent in Missouri who has been selling real estate full-time for 38 years. She loves what she does and has a servant’s heart for volunteering. 

[5:42] You are the product when you’re meeting clients. They need to know that you’re engaging. You need to be credible and communicate to them the value of doing business with you. 

[11:08] Janet discusses an app that let’s you call someone’s voicemail when you can’t chat. 

[14:15] For Janet, a pipeline means knowing she will be able to have a buyer close on a property.

[15:00] Janet takes the most motivated ones out to show properties. She leads them along the pipeline with frequent contacts and suggestions. 

[16:04] Janet has buyers in the pipeline for months. She keeps all her contacts in the loop so they don’t run off with someone else. She gets them under a Buyer Agency Agreement as soon as she can. 

[21:05] When buyers know what they want, it’s easier to define and find it. Then you have to hold their hand and make sure they stay patient while you do your job. 

[22:00] Janet discusses the CRM she uses. She also keeps a file folder for every contact in the pipeline with notes. She goes through all the folders each day, making contacts as appropriate. 

[27:10] Sometimes you lose an opportunity. Ask people who may be a year from buying how often they want you to contact them. Janet discusses how to motivate them.

[29:34] Janet invites people to sign a Buyer Agency Agreement at the first meeting. She writes the agreement for a year. It’s a two-way commitment. Don’t disappear from view.

[33:15] Janet’s last word: “I really just want you to understand the fact that you’re the product. Help them make that emotional decision to work with you and be excited about the opportunity to work with them and help a dream come true — the American Dream come true.”

[34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!

Tweetables:

“I’ve been selling real estate full-time for 38 years. I don’t have a team. I’m a solo agent and I still love what I do and definitely have a servant’s heart for volunteering.” — Janet Judd

“Being a buyer’s agent, you’ve got to dance the way they want you to dance. It’s on their schedule. When they call, you’ve got to pop up!” — Janet Judd

“Help buyers to make that emotional decision to work with you; be excited about the opportunity to work with them and help a dream come true — the American Dream come true.” — Janet Judd

Guest Links: Janet Judd on LinkedIn

NARRPR.com REALTOR® Property Resource

Slydial

American Greetings digital cards

Top Producer®

NAR Library

NAR Resource Links NAR.realtor/technologyABR®

SRS

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

crdpodcast@nar.realtor

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Janet Judd

Former Police Officer. First female hired by a 55-man department in St. Louis County — in the early ’80s. First female elected Class President at the St. Louis Police Academy. That’s why I teach the updated and revamped NAR REALTOR® Safety Course via Zoom and in-person. 2022 Chair of NAR’s Safety Advisory Council. Presented Safety Topic at the August 2021 Leadership Summit. First Hispanic to be elected President of Missouri REALTORS® and St. Louis REALTORS®. Missouri Real Estate Commissioner. 2023 Triple Play Instructor. 6000+ attendees from New York, New Jersey & Pennsylvania. NAR Appointee to the elite Professional Standards Advisory Council.

Janet Judd, CRS, CIPS, GRI, ABR, SRES, AHWD, RENE

RE/MAX Results Broker-Associate

2021 President Missouri REALTORS®

2016 Salesperson of the Year Missouri REALTORS®

2015 President St. Louis Association of REALTORS®

Hall of Fame Member Realtors® Political Action Committee

RE/MAX International Hall of Fame

St. Louis Magazine 15-year Five-Star Award

Recipient For Client Customer Service

www.JanetJudd.com

We are so glad you joined us to help you start your new year! This episode’s guest is Matthew Rathbun. Matthew discusses business suggestions, strategies, and ideas to help you make your plans for success this year. This is Part 2 of the interview with Matthew on Business Planning. The first part was launched earlier this month. In this part 2 episode, Matthew leads us into a conversation about the people you’re partnering with in your business and gives some great suggestions when you consider the rhythm of work and home life. We would also love to hear your feedback on this new format with two parts and shorter episodes. 

[2:30] Matthew urges you to choose your sellers and buyers carefully. Allot your time and attention to the right people.

[7:30] Matthew explains that you are alienating your market if you post what a great time it is to buy. It is a very different marketplace today with a different cost of living and a weaker job market than past markets.

[8:27] Whatever you post in a public forum, consider how it impacts your target audience. Tell them you understand their pain points and villains and you have the solutions to their problems. 

[12:27] Matthew sits on the board of a housing non-profit. He had a recent conversation with a board member about the challenges people have coming up with the down payment.

[13:40] Matthew recommends apps that can function as your Personal Knowledge Management System. 

[16:49] Matthew discusses digital mind mapping and a powerful tool for this. 

[18:01] Matthew does his business planning in October and November to get ready for January. Do it when it’s right for you.

[21:43] Do not trade your family for your career. Your career is alluring; everyone’s feeding your ego. It’s an ego-driven industry. What your spouse and kids think of you is eternal.

[30:21] Matthew’s last word: He has a business planning workbook that you can download on this site. 

[31:15] Look for things like virtual assistants. Start budgeting; this market is going to create opportunities. 

[31:55] The world is changing rapidly. There is going to be a lot of opportunity in the changes with the right mindset and the right plans. 

[33:35] We hope you will consider taking the ABR®, the Accredited Buyer’s Representative designation, this year. You can learn more at learning.realtor.

[34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!

Tweetables:

“[Use a] Personal Knowledge Management System. Our brains were designed for creating ideas, not for remembering things.” — Matthew Rathbun

“It is not worth trading your family for this career. I have watched it happen way too many times.” — Matthew Rathbun

“I don’t expect my family to support my career. I think that’s a misalignment.” — Matthew Rathbun

Guest Links: Matthew Rathbun on Facebook

Canva Templates at Etsy.com

NARRPR.com REALTOR® Property Resource

MyStorybrand.com

Apple Notes

Evernote

Getting Things Done: The Art of Stress-Free Productivity, by David Allen

Apple Freeform

MindMup

Cofftivity

MyOutDesk

Matthewrathbun.com/resources/

NAR Resource Links NAR.realtor/technologyABR®

SRS

C-RETS class

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

REBI

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Matthew Rathbun

I’m unapologetically me. I love learning and sharing what I’ve learned with anyone willing to listen. It’s what I’ve done all of my life. I’m a restless and demanding learner myself, so I focus on people in the audience who want advanced information, a little humor, and actionable information when they leave. If a learner attends one of my sessions, I feel honored to have them there and feel that I have a duty to ensure that the time they have given me will be valuable to them. I believe that every moment with learners should count.

I still work with clients and actually practice the skills and information that I deliver in each class. I’m also a licensed broker in Virginia, DC, and Maryland and a licensed instructor in many states in the U.S. I am the Executive Vice President of a large multi-office firm in Virginia and oversee operations, risk management, and agent development among other things. Before becoming a broker, I was a high-performing agent and received a number of awards and accolades throughout the year including the Virginia Association Instructor of the Year, and was recognized by RISMedia Newsmaker Thought Leader in 2020.

My course offerings are pretty extensive and I’m always happy to create unique content if it’s within my knowledge base. I’m a certified CRS instructor and have contributed to or written various national certification and designation courses for RRC, REBAC, and REBI (all three NAR education institutes). My emphasis is on leadership development, technology, risk management, and advanced practice of real estate. I have a wide range of experience with risk reduction, including serving on the local, state, and national professional standards workgroups, MLS compliance committees, and various other industry opportunities that have given me broad exposure to what should be the best practices in the industry. I am an alumnus of the VAR Leadership Academy. As an author, I have contributed to many real estate industry magazines and online industry news venues.

A few accolades:

REBI National Distinguished Instructor of the Year 2021

CRS National Instructor of the Year 2020

Virginia Association of REALTORS® — Instructor of the Year 2007

RISMedia Newsmaker — 2020 Influencer

Virginia REALTORS® Graduate — Leadership Academy — 2007

Fredericksburg Assoc. of REALTORS® — Realtor of the Year 2020

Fredericksburg Assoc. of REALTORS® — President’s Award 2010

Fredericksburg Assoc. of REALTORS® — Code of Ethics Award 2011

Fredericksburg Assoc. of REALTORS® — Rookie of the Year 2003

Fredericksburg Assoc. of REALTORS® — Honor “Role”

Fredericksburg Assoc. of REALTORS® — Production Awards

Coldwell Banker Recruiter Award — Virginia

We are so glad you joined us to help you start your new year! This episode’s guest is Matthew Rathbun. Matthew will be discussing business suggestions, strategies, and ideas to help you make your plans for success in 2024. This is the first part of a series on Business Planning with Matthew this month. The second part will launch later this month.

[2:55] Matthew is the EVP of a Coldwell Banker company with 10 or 11 offices in the D.C.-Maryland-Virginia area.

[3:40] Matthew started teaching and has been teaching ever since. He is currently the president-elect for the Real Estate Business Institute, a good partner for CRD, providing lots of education to agents.

[4:20] There has been attrition in the industry. A lot of agents are not seeing a lot of production right now. When you plan for next year, you have to base it on reality.

[5:33] We are knowledge workers more than salespeople. The buyer hires you as a buyer’s agent for what you know. How do you provide clarity on your value as a buyer’s agent?

[7:00] A knowledge worker will say, “I know the market, what my capabilities are, and what my consumer base is and I’m going to build a strategic plan.”

[7:37] You can be a knowledge worker to your consumers and demonstrate that value to them. You can use your knowledge and say, “I’m the CEO of me.”

[9:21] What are we changing for 2024? Agents need to be much more precise with their goals to be able to look back and see what they’ve accomplished and why this is a good career for them.

[11:12] Matthew goes over tips and tools on how to interject your goals. Substantial industry changes are coming but most of our chaos is controllable.

[13:00] You’re controlling whatever chaos you can. Putting systems in place is so important. “You do not rise to the level of your goals, you fall to the level of your systems.” — James Clear

[15:48] With industry changes, Matthew says training will be a core part of any successful agent’s business.

[18:33]. Change is good. A bad change can be corrected to something better. Have a healthy mindset on addressing change. Lean into change and what it means.

[23:06] It’s time to add to your listing kit and improve the buyer consultation kit on your website. Market your value proposition for buyers. Matthew discusses what to do in the next 30 to 90 days.

[25:45] Agents need a better consumer persona. Who do you want to work with? Just saying you want to work with sellers or with buyers is not focused enough to reach the core consumer that you want.

[30:18] Matthew cites Atomic Habits, by James Clear as the most transformative book. He recommends other books. 

[32:50] Monica urges you to check the resources mentioned in this episode and Matthew Rathbun’s website linked in the notes. What education do you need to add to your life and business? The Center for REALTOR® development highly recommends ABR®, The Accredited Buyer’s Representative designation.

Tweetables:

“This is very much an industry where you get to eat what you kill. You hunt it. You kill it. Now you get to enjoy it, so to speak.” — Matthew Rathbun

“Change is good. I’ve always said change is good. Even if it’s bad change, it’s generally going to be corrected and lead to something that’s better.” — Matthew Rathbun

“Every successful CEO is a reader. That’s one of the common traits of all successful CEOs.” — Matthew Rathbun

Guest Links:Matthew Rathbun on Facebook

Canva Templates at Etsy.com

NARRPR.com REALTOR® Property Resource

Building a StoryBrand: Clarify Your Message So Customers Will Listen, by Donald Miller

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear

Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte

Getting Things Done: The Art of Stress-Free Productivity, by David Allen

Canva.com

Alignment.io

Trello.com

MyStorybrand.com

Freeform – app for iPads and iPhones only

MindMup.com

Coffitivity.com

Matthewrathbun.com/resources/

NAR Resource LinksNAR.realtor/technologyABR®

SRS

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

REBI

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page: Facebook.com/Monica.Neubauer

Instagram: Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Matthew Rathbun

I’m unapologetically me. I love learning and sharing what I’ve learned with anyone willing to listen. It’s what I’ve done all of my life. I’m a restless and demanding learner myself, so I focus on people in the audience who want advanced information, a little humor, and actionable information when they leave. If a learner attends one of my sessions, I feel honored to have them there and feel that I have a duty to ensure that the time they have given me will be valuable to them. I believe that every moment with learners should count.

I still work with clients and actually practice the skills and information that I deliver in each class. I’m also a licensed broker in Virginia, DC, and Maryland and a licensed instructor in many states in the U.S. I am the Executive Vice President of a large multi-office firm in Virginia and oversee operations, risk management, and agent development among other things. Before becoming a broker, I was a high-performing agent and received a number of awards and accolades throughout the year including the Virginia Association Instructor of the Year, and was recognized by RISMedia Newsmaker Thought Leader in 2020.

My course offerings are pretty extensive and I’m always happy to create unique content if it’s within my knowledge base. I’m a certified CRS instructor and have contributed to or written various national certification and designation courses for RRC, REBAC, and REBI (all three NAR education institutes). My emphasis is on leadership development, technology, risk management, and advanced practice of real estate. I have a wide range of experience with risk reduction, including serving on the local, state, and national professional standards workgroups, MLS compliance committees, and various other industry opportunities that have given me broad exposure to what should be the best practices in the industry. I am an alumnus of the VAR Leadership Academy. As an author, I have contributed to many real estate industry magazines and online industry news venues.

A few accolades:

■      REBI National Distinguished Instructor of the Year 2021

■      CRS National Instructor of the Year 2020

■      Virginia Association of REALTORS® — Instructor of the Year 2007

■      RISMedia Newsmaker — 2020 Influencer

■      Virginia REALTORS® Graduate — Leadership Academy — 2007

■      Fredericksburg Assoc. of REALTORS® — Realtor of the Year 2020

■      Fredericksburg Assoc. of REALTORS® — President’s Award 2010

■      Fredericksburg Assoc. of REALTORS® — Code of Ethics Award 2011

■      Fredericksburg Assoc. of REALTORS® — Rookie of the Year 2003

■      Fredericksburg Assoc. of REALTORS® — Honor “Role”

■      Fredericksburg Assoc. of REALTORS® — Production Awards

■      Coldwell Banker Recruiter Award — Virginia

This episode’s guest is John LeTourneau. Our topic is real estate investing. The Center for REALTOR® Development has a course that teaches this: Real Estate Investing: Building Wealth: Representing Investors and Becoming One Yourself. There is so much opportunity for you, our listeners, in this area. John is just opening the door of what’s possible. Let’s find out more.

[2:42] John became a broker and a REALTOR® in 2005.

[4:11] John started in residential but preferred B2B, so he worked as a non-REALTOR® commercial broker for several years at a large commercial firm. John shares a prospecting story.

[6:50] John does volunteer work for his local, state, and national associations and public speaking and education in the U.S. and internationally. Every hour he gives comes back 10 or 20 times in satisfaction, wisdom, and knowledge. 

[10:23] In commercial real estate, you are a product specialist and territorial generalist, or a territorial specialist and product generalist. John’s license allows these transactions: listing property, buying property, working with landlords, and working with tenants.

[11:22] John wants to reach the person who can spin off all four activities: a real estate investor. John can build a team and an income stream with that person.

[12:11] John’s specialty is helping people build multi-generational wealth through investment real estate. Through his connections, he can tap into local market resources around the country and find local knowledge.

[12:44] The IRS has a passive loss rule for full-time real estate professionals. Full-time real estate professionals can lose money on real estate. John describes additional tax advantages only for full-time real estate professionals.

[17:52] Your day-to-day brokerage activity will rarely be enough for you to retire. Start building sources of passive income. Figure out what it costs you to live every day and every year. That’s your freedom number!

[20:14] John believes that real estate, with its market advantages, in concert with a diversified portfolio of other things, is a phenomenal way to hit your freedom number. 

[24:04] John’s real estate investment advice. In most cases, single-family homes are among the worst investments you can make. You have a lot of risk buttoned up in one tenant in your expensive property. 

[31:33] John explains straight-line depreciation. When your rental cash flow surpasses the depreciation, it is a good time to sell. If the home is expensive, you can see if it qualifies for accelerated depreciation or cost segregation.

[36:41] Article 11 says you should not offer specialized services unless you have the skill set to do it. Refer it out or partner up with someone with that skill. Don’t put your commission ahead of your client.

[39:03] John shares some NAR statistics about the time and cost of a residential real estate transaction in the United States. 

[39:26] Getting a lead and making a referral of it in about 30 minutes and getting a referral percentage, is the best hourly rate you can make anywhere in the world.

[40:41] John describes a cycle of investments starting with residential, into industrial, then long-term net leases.

[43:14] The generational shift of wealth is where we as real estate professionals can consult in a great way.

[49:43] To get into commercial, coming from residential, the top-fourth of your database is in top positions in their businesses to give you referrals.

[50:27] John reviews the demographics of residential real estate agents contrasted with commercial real estate brokers. 

[53:30] Spending time in commercial will limit the time you spend in residential, so your residential income will decrease before you see income from commercial real estate. If you partner with a local mentor, you can get business quickly.

[55:50] Invest early, invest often. Don’t be the broker who dies broke. Please take advantage of all the things you have and invest in real estate. Build multi-generational wealth. The world’s in front of you!

Tweetables:

“In commercial, you’re either going to be a product specialist and a territorial generalist, …. or you’re going to be a territorial specialist and a product generalist.” — John LeTourneau

“What does my license allow me to do? My license allows me to represent four basic transactions: listing property, buying property, working with landlords, or working with tenants. So, there are four primary ways to monetize my license.” — John LeTourneau

“The number one indicator of success in commercial real estate is your ability and willingness to prospect consistently with people you don’t know.” — John LeTourneau

“Invest early, invest often. Don’t be the broker who dies broke. Please take advantage of all the things you have and invest in real estate. … Build multi-generational wealth.” — John LeTourneau

Guest Links: John LeTourneau on LinkedIn

Book recommendation: The Psychology of Money, by Morgan Housel

NAR Resource Links NAR.realtor/technologyReal Estate Investing (REI)

CRD Episode 057: Financial Planners, Insurance, and REALTORS® with Rich Arzaga

CCIM

IREM

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

John LeTourneau is currently the KW Commercial Managing Director for the E to P Group of 9 offices in the Chicago area. In his role, John oversees the strategy implementation and daily operations of the KW Commercial brand, with a special focus on mid-market commercial properties in the Chicago region.

During his career, John has represented landlords, tenants, investors, owner-users, and sellers in all aspects of commercial real estate; and looks to use this experience to leverage the KW Commercial platform. Mr. LeTourneau’s accomplishments include:

● Member of the Board of Directors, Illinois REALTORS®

● Immediate Past President, Mainstreet Organization of REALTORS®

● Member of the Board of Directors, Mainstreet Organization of REALTORS®

● Member of the Commercial and Government Affairs Committees at Mainstreet

● Member of the Illinois REALTORS® Commercial/Industrial, Leadership Development, and Public Policy

   Working Group

● Member of the National Association of REALTORS® Commercial Real Committee

● Overseas Member of the Institute of Professional Auctioneers & Valuers (IPAV),

   Dublin, Ireland

● Illinois Consulate Liaison to the Republic of Ireland

● Illinois State Legislative Contact for Senator John Curran

● Approved Continuing Education Instructor in Illinois

● Approved Instructor for NAR and REBAC

● Carries the CIPS, e-PRO, ABR, CRS, SRS, PSA, RENE, C2EX, AHWD, and GRI   

   Designations/Certifications

We are in a market that is now topsy-turvy. We are part of the major movements in the economy of our country and there are benefits and challenges in the flow of economics and of buying a home. Today, we are going to talk about a group of people who have had some tough times buying in recent years. We’re talking about our active-duty military and our veterans who use VA Loans to purchase a home. Working with VA borrowers right now could be just what your business needs. 

Jimmy Vercellino is our guest today. He’s going to educate us about these loans and he is going to show us how we can serve our veterans well in the homebuying process.

[3:01] Jimmy discusses his background. He served in the military and now helps veterans.

[6:51] Jimmy, as a Marine veteran, shares a common language with the veteran and active-duty military homebuyers he serves. If you, a REALTOR®, speak that language, you can better serve that client and there’s instant trust, differentiating you from competitors. 

[9:41] Getting veterans to learn about the benefits of VA Loans is the most important thing. The military doesn’t teach this. The VA doesn’t advertise it. Mortgage loan originators don’t understand it.  

[11:22] A veteran can get 100% financing. VA loans today no longer have a cap, as long as the veteran qualifies by income and credit. In addition, there is no PMI (private mortgage insurance). 

[13:00] A veteran can use more than one VA Guaranteed Loan at a time, as long as they have enough entitlement. These features can help a veteran create wealth through real estate. 

[20:09] A mortgage originator who dabbles in VA Guaranteed Home Loans hasn’t been properly trained. They don’t understand the nuances of the VA Home Loan Benefit. You want to work with somebody who has an in-depth understanding of VA Home Loan Benefits.

[23:15] The only time Jimmy doesn’t recommend a veteran consider a VA Loan is when they’re paying cash. He always wants veterans to have a VA Loan on the table as an option, so they can make an informed buying decision on what’s best. 

[24:46] Jimmy wants real estate pros to know that just because their client is putting 20% down does not mean they should use a conventional loan. Make sure that your client is getting all the options. 

[26:28] On Jimmy’s YouTube channel, linked at the end of these show notes, Jimmy interviewed a VA appraiser. A VA appraiser is not an employee of the VA. The appraiser said no appraiser should ever change the home value based on the loan type. 

[34:24] Va Guaranteed Loans are assumable. There is a lot of confusion that exists in this space. Two things have to happen to get a VA Loan assumed.

[40:13] Jimmy’s philosophy on providing value to military homebuyers is to ask them if they know the benefits of a VA Guaranteed Home Loan, listing them one by one. 

[42:00] If your questions have provided value to the military member or veteran, chances are they will answer yes. 

[47:35] The way real estate agents get paid is changing. At the same time, under current law, the veteran is not allowed to pay the REALTOR®’s commission. It will take creativity to figure out win-win solutions.

[49:12] The Military Relocation Professional (MRP) Certification Course from NAR never expires. Jimmy Vercellino teaches the all-day course. Agents that have attended it felt like they were more equipped to speak the language of active-duty service members.

Tweetables:

“[The relief of hearing your language in a foreign land] is the same thing that exists for veterans and active-duty service members when they have a REALTOR® who speaks their language; somebody who understands BAH, BAS, COE, DD-214, EAS, all of these types of things.” — Jimmy Vercellino

“You don’t want a mortgage originator who dabbles in VA Loans. … They haven’t been properly trained and … we don’t want to subject our buyers or veterans to somebody who doesn’t understand the VA Home Loan Benefit and, could delay your on-time arrival.” — Jimmy Vercellino

“The only time I don’t recommend a veteran consider a VA Loan is when they’re putting down 100%.” — Jimmy Vercellino

“I tell my agents to be teachers; to bring the good word of VA Loans to veterans and active-duty military. As I said … VA doesn’t teach it, mortgage lenders don’t understand it, therefore, veterans don’t know it.” — Jimmy Vercellino

Guest Links: Jimmy Vercellino

VAloansforvets.com

Jimmy Vercellino on YouTube

Jimmy interviews Appraiser Jay Josephs on the VA Appraisal Process Jimmy Vercellino on LinkedIn

Email Jimmy@VAloansforvets.com

NAR Resource Links NAR.realtor/technology

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

The MRP Certification Course from NAR

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

My name is Jimmy Vercellino, and I am a proud veteran of the United States Marine Corps and Operation Iraqi Freedom. I was born and raised in the San Francisco Bay Area, but at the age of 18, I made the decision to defend my country and leave home by enlisting. During my time in the Marine Corps, I traveled across the world visiting countries such as Japan, Korea, Thailand, Australia, and Singapore, and Fallujah, Iraq. I am a veteran of Operation Iraqi Freedom.

I met my beautiful wife Sylvia while stationed in Kaneohe Bay, Hawaii, and we decided to relocate to Arizona in 2005 and get into the mortgage industry. I had a hard time transitioning from military to mortgage. I devoted myself to the Veteran and active-duty home buyers and their families here in the Phoenix area. I went all in, I started educating real estate professionals and veterans about how the VA Home Loan Benefit works. Today, I’m fortunate because I get to serve veterans all across this great nation. I lend in all 50 states. My mission was to serve all veterans and active-duty military as a trusted advisor for all their VA Home Loan financing needs. I have always had great love, respect, and admiration for veterans who have served the United States and I wanted to give back.

Now, I have risen as one of the country’s top VA Home Loan mortgage originators. Being a licensed and certified instructor with the Arizona Department of Real Estate, I proudly teach continuing education for real estate professionals in the Valley. It is my passion to partner with servicemen and women every day to help them find the home of their dreams in the country they call home.

I now live in beautiful Phoenix, Arizona, and enjoy spending time with my wife Sylvia, daughter Sylvia Ann, and son Christian.

VAloansforvets.com

602-908-5849

Today we are talking about a topic that we all need to pay attention to. Many of us don’t like this part of our business. Our guest, Holly Mabery, is going to break it down to a simple plan for us to follow. What’s the topic? Marketing! Holly brings this huge concept to a manageable part of your business. She is also one of the subject matter experts for NAR’s Marketing Strategy and Lead Generation course. Let’s join Holly for some great information on marketing and a few laughs about this potentially overwhelming topic!

[3:38] The most successful agents are the ones who show up with value and substance to their clients. That’s the key to building your business. 

[4:00] Before selling a house, you have to figure out how to market yourself to get listings, how to market the listings, and then how to re-sell the house each time the buyer goes back to it. Clients will come to you because of how you show up and the consistency with which you show up.

[9:17] Holly coaches new agents to know the purchase contract better than anybody in the market. 

[12:33] Holly discusses three things to help with marketing. 

[22:02] If you spend a dollar, you should back that up in free ROI tenfold. If you can’t do that, don’t spend that dollar.

[24:08] Every time you earn a designation, like the Accredited Buyer Representative, put that certificate on LinkedIn and promote yourself. Every time you do an educational video put it on LinkedIn.

[24:55] Your phone is your second biggest tool, after your resume. Start using your phone! 

[26:54] Do a quarterly e-newsletter with a calendar. Spotlight a specific business. Include one real estate stat. 

[29:35] Google will let you send out 500 emails daily. Use MLS drip campaigns for targeted marketing. Look for opportunities to help people.

[35:01] Don’t be overwhelmed by the number of platforms. Pick one to start and focus on using it for 30 days. 

[36:36] If you can explain to your buyer or seller the ways they can get out of a contract, that builds trust.

[37:57] Ask for reviews. Ask people who loved you to talk about it. Rate My Agent is a great tool to use. 

[43:47] Your value proposition is to earn the trust of your client and take care of their needs. Identify what job your client is hiring you to do while you treat everybody equally. 

[53:07] Find your specialty; residential resale or new homes? Find that nuance. Where are you already showing up online? Accentuate that.

[55:35] Always be yourself! Be yourself authentically because people want to work with you. They want to refer you. If you’re anything but yourself, that will take more time, energy, and effort and burn you out faster. So always be yourself and show up in that way.

Tweetables:

“When you start to think of marketing, it’s huge, it's nuanced, and it’s layered. My best advice to everybody out there right now is to take a deep breath; inhale and exhale. It’s going to be fine. You can do it. Find your niche and be authentically yourself.” — Holly Mabery

“Show up. One thing at a time. Learn your contract first. Period.” — Holly Mabery

“You are the glue that puts the pieces together. [Your client] has all the pieces. You are the glue that pulls it together and helps them understand how it works.” — Holly Mabery

Guest Links: Holly Mabery, VP of Operations at eXp Realty

eXprealty.comHolly Mabery on LinkedIn

Rate My Agent

Related Episodes:

“Lead Generation Through Relationships with Sean Carpenter”

“The Champlain Towers Collapse: What REALTORS® Can Learn”

“What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac”

NAR Resource Links NAR.realtor/technology

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Holly Mabery brings a contagious enthusiasm for all things real estate. A full-time REALTOR® since 1998, her passion for our industry led her to serve as the 2012 President of the Arizona Association of REALTORS® and she remains active on state & national committees. Holly is a VP of Brokerage Operations for eXp Realty and a former state-designated broker of Arizona supervising & training over 1800 agents. Holly is the Co-Creator of the Arizona REALTORS® Leadership Training Academy, a strategic planner, industry speaker, and instructor whose goal is to build strong communities with each transaction working with clients, REALTORS®, and associations.

Hollymabery.com

Do you want to know about AI, and specifically, ChatGPT? Alex is here to tell you all about it! Alex is a true tech person with a teacher’s heart. He will explain some of the inner workings of Natural Language Programming, which is what ChatGPT is: language. There are layers to this, and more changes are coming; changes that will make using ChatGPT even easier. So, let’s get some tips and some education from Alex Camelio!

[2:36] Alex looks for technologies that change the way we do business. For example, the Snapchat and Reels trend of holding your phone upright to watch video was a small, fundamental change to video. [4:31] When Alex sees fundamental changes in people adapting and working differently, that’s when he starts thinking there’s a revolution or a trend that’s sticking around. He sees that with AI. 

[6:10] In a few months, Alex will be at NAR for two sessions involving AI. He discusses the sessions. 

[7:49] AI has limitations; it tends to lie or “hallucinate” when it lacks information to draw from! If you don’t give it good instructions and directions, it makes up something. 

[10:40] Alex Camelio is the CEO of Agent Inner Circle (AIC), agentinnercircle.com, a free community of about 40,000 agents. AIC publishes free content and articles to help agents in marketing and business practices.

[11:06] Alex had taught himself to code and has been coding since he was 10 or 11. About 15 years ago, he started a tech company, Barcode Realty, and sold it to Lone Wolf. 

[13:30] Alex believes that ChatGPT was a publicity stunt by OpenAI. OpenAI has been working on the Large Language Model (LLM) for years. Their mission statement is “Making artificial intelligence available for the world.” 

[18:25] ChatGPT learns over time. The apparent reason for the release of ChatGPT is to gather as much data as possible. It took off as a consumer product but is meant for the AI side of the world more than the consumer product side.

[19:47] Alex shares his thoughts on privacy. We carry an active listening device with us, day and night. If we want to go back to privacy we will need to make major cultural and government steps to protect it. 

[22:18] OpenAI, the creator of ChatGPT has an API behind the scenes. An API allows your website and server to connect to ChatGPT and the data, and use the AI through your website instead of through the platform. 

[23:18] An enterprise customer of OpenAI GPT has settings that allow them to change the creativity and other components of how the AI responds. 

[29:25] Alex predicts it will become less complicated to use AI. Alex has been building a tool called ChatGuide that gives access to a lot of these features. 

[35:18] Alex is setting up bots at ChatGuide that are cold-call teaching bots that pretend to be home sellers. You can chat with it and it will give you objections while you try to make a listing appointment. 

[39:01] Think about ChatGPT as if you were bringing on an assistant. You would take time to train the assistant on what you want. 

[45:38] CrystaKnows builds a DiSC profile on someone from social media. It’s a sales tool for agents who want to speak in the personality language of the person they’re talking to.

[52:45] Alex thanks Monica for having him on the show. He leaves you with a bit of philosophy. Will AI take your job?

[57:33] Don’t get too distracted by all the shiny objects, because they’re sure flying around, now! Your clients and friends are still out there, planning their lives, and you’re the one to help them at the perfect time. So, go talk to some folks and sell some properties!

Tweetables:

“I always look at technologies that will … change the way we’re doing business in some form. … In the last few years, there were … Snapchat and Instagram Reels. The trend there was vertical video. … Somebody said, ‘We need to hold our phones upright.’” — Alex Camelio

“AI can be very good at writing … but it also has some limitations. … If you just tell it to write something, it will commit Fair Housing violations, or it will make stuff up. … It tends to lie or ‘hallucinate’ … when it has a lack of information to draw from.” — Alex Camelio

“Think about [ChatGPT] like you’re bringing on an assistant. … An assistant shows up on their first day to work for you. Are you going to be able to say, ‘Write me a property description,’ and then expect a perfect property description … their first try?” — Alex Camelio

“The prompt to make a good property description is probably going to be anywhere from two to four times the length of the property description. … Think about it like you’re training an assistant. … A brand new assistant comes into your office; they have no idea.” — Alex Camelio

Guest Links: Alex Camelio, owner and founder of Agent Inner Circle

https://agentinnercircle.com/ChatGuide.ai (software referenced)

Alex Camelio on LinkedIn

Chat GPT is at chat.openai.com

AIPRM

CrystalKnows

DiSC

NAR Resource Links NAR.realtor/technology

Additional Links:

JASPER

ZESTIMATES

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Alex Camelio Throughout his career, Alex Camelio has personally helped over 15,000 Agents and Brokers, including some of the Top REALTORS® in North America. His passion for marketing, technology, and business development has translated into more than a decade of cutting-edge contributions to the real estate industry.

As the CEO of Agent Inner Circle®, a 40,000-member real estate agent community, Alex focuses on providing agents with education and actionable strategies to grow and optimize their business, ultimately building some of the most successful careers in real estate today. Alex is an internationally recognized educator who’s shared his thoughtful and energetic presentations with various National Associations and industry organizations.

Prior to AIC, Alex was the Co-Founder and President at Barcode Realty, a company focused on bringing cutting-edge mobile technology to the real estate industry, which he later sold to Lone Wolf Technologies

September is Safety Month at the NAR. We have a great episode with Andy Tolbert to help you stay aware and keep yourself safe as you do your job. I am so glad to have Andy Tolbert in this episode with me today. Andy lives in Florida, where she’s a speaker, real estate investor, and safety professional! So, join us for this episode about safety while selling!

[1:17] September is NAR Safety Month. The dangers to real estate professionals seem to be increasing — or are we just knowing more about the dangers?

[2:17] Andy has been in real estate for 20-plus years. She is a Florida broker associate, a state-permitted instructor, and an instructor and member of the Florida REALTORS® faculty. She has trained loan officers and real estate investors and is a self-defense and firearms instructor.

[3:29] Andy and her husband have written a book called The Safer Agent. It’s the real estate agent’s guide to make a ton of money and be safer doing it!

[4:54] Andy discusses her number one safety rule.

[5:37] Andy also teaches REALTOR® Safety and body language to law enforcement officers in Florida.

[7:08] Andy shares information about why certain people were targeted. Prisoners who have been charged with attacks were asked this question.

[9:07] Andy discusses the fight-or-flight physiological response of your body to danger.

[13:39] Andy discusses the four levels of awareness.

[14:37] Deciding where you need to be on that level of awareness scale involves three things: Where you are, whom you are with, and what you are doing.

[17:07] Andy says you need to train yourself not to ignore your gut feeling.

[20:58] Andy always tells her classes that she’s using the pronoun “he”, but it could be “she,” a child, an old person, or an animal that is used to get you to drop your guard.

[26:33] Andy discusses the steps to take before you show a house.

[40:28] How do you keep safe when entering a damaged home, such as from flooding or fire? Make sure it has first been officially inspected and found safe to enter.

[44:02] Facebook Marketplace is starting to have scams.

[51:21] Andy bought a property in mountain country. She discusses that going to a rural property is a big commitment.  

[53:04] A lot of people don’t realize how serious a matter REALTOR® safety is. According to the Bureau of Labor Statistics, in an average year, more than 50 real estate professionals die on the job for all reasons.

[54:16] If you are a broker, Andy stresses that you bring safety standards and training into your office and be serious about it. Don’t just make it a page in your new agent’s manual.

[58:39] So, what was your takeaway thought? This may be a great episode to take to your broker to open or continue the safety conversation in your office.

[59:14] Please review your personal and office safety policy this month. It is Safety Month, so be thinking of safety this month and all the time!

[59:32] At Learning.REALTOR, the Center for REALTOR® Development offers a whole webinar series on safety for your benefit and you can use those if you need to develop a new policy. We want you to be safe.

Tweetables:

“They’ve gone into prison, and they’ve interviewed guys that are in prison for attacking people on the streets and they've said, ‘Why did you pick the person you picked?’ And the answer is, ‘Because they weren't paying attention.’” — Andy Tolbert

“I’m never going to blame you for being a victim of something. However, let’s look back at the situation. Was there something you could have done differently that wouldn’t have made you a victim today? Usually, there’s something you could have done differently.” — Andy Tolbert

“If you are a broker and you’re listening to this, I want to super-duper stress to bring safety standards into your office. Bring safety training into your office. And be serious about it!” — Andy Tolbert

Guest Links:

Andy Tolbert on LinkedIn

The Safer Agent: The Real Estate Professional's Guide to Protecting Themselves & Their Customers, by Andy Tolbert

NAR Resource LinksNAR.realtor/technology

NAR Safety Webinar Series

“074: REALTOR® Safety Tips with Tracey Hawkins”

“044: Safety Tips for REALTORS® with Donny Allen”

Additional Links:

FOREWARN®

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Andy Tolbert

Andy has been in real estate for 20-plus years. She is a Florida broker associate, a state-permitted instructor, and an instructor and member of the Florida REALTORS® faculty. She has trained loan officers and real estate investors and is a self-defense and firearms instructor. About ten years ago, she was asked to bring safety training to the real estate world. She is now a real estate safety professional.

In this episode, we are talking about emerging technology. Dan Weisman and Dave Conroy work at NAR and are sharing with us their knowledge about technology in the real estate industry. We’re talking AI — yes, we all love ChatGPT — Chatbots, Fractional real estate, and what they see for the future of cryptocurrency. They have some software suggestions and usage tips for us as well. So, join us for this informative episode!

[2:31] Dan Weisman and Dave Conroy are the Directors of Emerging Technology at NAR.

[3:51] If agents do not feel they are able to keep up with emerging technologies, Dan encourages them not to feel bad. Even Dave feels on some days it’s like drinking from a firehose and keeping up with emerging technology is his full-time job. [5:05] Proptech is any form of property technology. Dan and Dave also look at the adjacent industries of construction tech, financial tech (fintech), insurance tech, and mortgage tech. [6:59] There is no shortage of data to feed proptech tools to help agents get a better understanding of their market and customers and complete more transactions. [8:49] Dave explains the amount of data over the past 10 years has grown exponentially. Ninety percent of our data was created in the last 10 or so years.

[10:59] Some companies are backed by NAR, Second Century Ventures, and Reach. Plunk is one of them. They’ve got an AI-powered valuation model that digs into MLS showing data.

[15:09] Dan discusses AI products he and Dave have been researching for years similar to ChatGPT. 

[16:37] When you log into Amazon, it offers things you might be interested in, whether or not you have been thinking of it. That’s AI based on your habits, predicting your next move.

[18:22] ChatGPT feels like having a human-level intelligent personal assistant to answer questions about anything; how to write an email, recipes, and no shortage of help for REALTORS®.

[21:16] There will still need to be a person involved with the end product to make sure it’s written as you want it, the information is the way you want it to be displayed, and that it’s accurate.

[22:32] Monica points out that CRD is teaching classes on applying ChatGPT.

[24:53] ChatGPT is powerful but make sure you understand what problems or what areas you’re trying to be better at to increase your revenue, increase your business and provide better service.

[25:36] If Dave were recommending to a REALTOR® how to incorporate one of these large language models, Bard or ChatGPT, into their workflow, he would suggest they use it as a creative muse.

[27:03] Dan discusses image generation.

[30:54] Dan and Dave discuss ways to keep in touch and to join their monthly proptech meetups.

[33:56] Cryptocurrency has disappointed Dave who was bullish on it early. Make sure the tech you’re looking at isn’t a solution looking for a problem.

[38:03] Fractional real estate or fractional ownership of properties isn’t new, but there are new ways to get access to it.

[44:45] Global funding for technology is down. What does that mean for the United States agents?

[48:48] Automated listings use AI to analyze listing photos to help assist agents in creating listings.

[50:32] Some of the changes coming to real estate may require agents to be much more efficient. Agents can improve their efficiency with some of the AI tools discussed in this episode.

[57:46] There are lots of basics in our industry that are about people and relationships, and they’re based on that relationship. Technology is a tool to help us, not remove us from our clients’ lives. 

[58:19] You can follow up with Dan and Dave on LinkedIn to learn more. If you want to expand your tech knowledge, NAR also offers the e-PRO® certification. 

Tweetables: 

“You need to also know that it’s still a machine that was trained by someone that’s pulling data from somewhere. … It’s like 90% accurate. There’s still that 10%, which can get you in a lot of trouble sometimes. … Test it out but … verify everything.” — Dan Weisman 

“I would suggest that you just use [ChatGPT] as a muse; like a creative muse. …  It helps me get from zero to one. I feel like if I can just get started with something, finishing it is so much easier.” — Dave Conroy 

“How we operate has changed, and most of it is due to technology. It can be overwhelming but what’s most important is to understand the problem you’re trying to solve and what technology may be out there to help you solve it or at least be better at it.” — Dan Weisman 

“People will try a new piece of technology and it doesn’t work right out of the box, so they dismiss it. I would urge your listeners, please don’t dismiss technology because it can be very hard to predict how quickly the technology will advance and be adopted.” — Dave Conroy 

Guest Links:

Dan Weisman at NAR

Dan Weisman on LinkedIn

Dave Conroy at NAR

Dave Conroy on LinkedIn

ChatGPT

Dall-E 2

GetPlunk.com

Generative AI

Flock

Fractional

Summer

ListAssist

Emerging Technology with NAR

iOi Summit

Meetup.com/proptech

NAR Resource LinksNAR.realtor/technology

Additional Links: 

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! 

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Dan Weisman

Dan Weisman is a Director of Emerging Technology within the Strategic Business, Innovation & Technology group at the National Association of REALTORS®. In his role, he focuses on how the intersection of business processes and technology may impact the real estate industry. 

Dave ConroyDave Conroy is a Director of Emerging Technology within the Strategic Business, Innovation & Technology group at the National Association of REALTORS®

Everyone is adapting to the technology they need, in their work and life. We want you to have the best tools that will benefit you and your clients. In this episode, Ali Whitley discusses working with our mature clients. The Seniors Real Estate Specialist® Designation (SRES®) is an amazing class that the Center for REALTOR® Development offers. This class discusses things you need to know. We discuss the technicalities of senior living, reverse mortgages, estates, taxes, and more. We also discuss helping our mature clients get established in communities and be connected in the ways that help them best. Thanks for joining us!

[2:22] Ali is an educator and loves all things education. She is happy to be the chair of the Emerging Business and Technology Forum for NAR this year.

[4:56] A person of the same age could have a very different lifestyle than another person. It depends on your activity and health and your ability to be active.

[8:16] Ali talks with clients about their interests. She finds out their activity level and the things they like to do.

[9:07] Art museums, libraries, and different types of opportunities in your community may have senior or 50-plus programs. When you get plugged into something, you find more to do. Do pre-work and find links for your clients to find their way.

[10:39] If we have things available for someone and we can start to identify it for them, their interests and their ability to meet people is going to “explode,” so they’ll be able to be connected in their communities.

[10:59] The Seniors Real Estate Specialist designation covers three generations: Gen X, Boomers, and the Silent Generation. These generations have different characteristics. They are very diverse in technology.

[11:59] As real estate professionals, we help clients across any technology abilities, know where they are, and meet them there, encouraging them to use technology in their transactions and their lives.

[12:20] Stereotypes are helpful for some conversations but don't ever over-assume things. Ali sees different generations using technology differently.

[13:36] Video chats and social media are useful for people to keep that connection and feel that they’re in the know with their community and their family.

[15:18] Ali sees older people using video doorbells to keep an eye on who’s coming up on their porch and when they’re getting deliveries and having visitors. They’re using health trackers and video medical appointments.

[16:52] When Monica’s parents find something that satisfies a need that they have determined, like their Ring doorbell, they are thrilled to have the technology. But they still don’t want “all of that technology.”

[20:15] We need to talk with our clients and learn their communication preferences.

[20:40] Our young clients don’t want to talk on the phone but our older clients want to talk on the phone and see us in person. This is a relationship-building business. We need to build the relationship in a way that the client is comfortable.

[26:19] There are all sorts of opportunities to use technology to make connections but face-to-face or voice-to-voice are important for people to feel connected.

[26:39] Ali is the chair of the Emerging Business and Technology Forum that works with the REACH program. The REACH program comes out of Second Century Ventures, the strategic investment arm of the National Association of REALTORS®.

[28:08] NAR chooses both REACH commercial and residential companies for technology that may be utilized in homes or businesses. Ali recommends some digital technology clients can use. 

[32:40] Ali suggests looking at the REACH program and Second Century Ventures to see all the REACH programs and classes.

[34:58] The Seniors Real Estate Specialist is one of many excellent offerings and you can find out more at Learning.REALTOR.

Tweetables:

“A person of the same age could be in a very different lifestyle than another person. It really depends on your activity level, your health level; how you really feel about yourself, and your ability to have activity.” — Ali Whitley

“Maybe someone had a real interest in something particular and their job took them in a different direction. Now, as they’re retiring, they can start to take those classes that they thought that they would enjoy.” — Ali Whitley

“As REALTORS®, we need to help clients across any technology abilities and we need to know where they are and meet them there and see if we can help to encourage new technology within their transactions.” — Ali Whitley

“They can see your smiling face on the video or they get to meet you in person and they get a feel for who you are, and then later, if … you’re sending a text, or you’re sending something through email, now they can put your face to it.” — Ali Whitley

Guest Links:

Ali Whitley, REALTOR®

ABR, CIPS, CRS, GRI, SRES, SRS, AHWD, e-PRO, PSA, RENE, RSPS, SFR, C2EX Endorsed RE/MAX Crossroads

Aliwhitley.com

Prisid.io

REACH

Second Century Ventures

REACH Program Companies

nar.realtor/newsroom/second-century-ventures-announces-14-companies-for-2023-reach-scale-up-program

NAR Resource LinksSeniors Real Estate Specialist® (SRES®)

NAR NXT, The REALTOR® Experience

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

CRD@NAR.REALTOR

Crdpodcast.REALTOR

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.REALTOR — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Ali Whitley

Ali Whitley is an active Residential Real Estate Agent and Director of Education at RE/MAX Crossroads. In addition to guiding buyer and seller clients through successful transactions, Ali is passionate about professional development and education. A skilled negotiator and experienced REALTOR® for over 26 years, she shares this expertise and empowers fellow agents as an educator and mentor, and as an instructor of Designations and Certifications. Ali is active in local, state, and national REALTOR® Associations, currently serving as President-Elect of Ohio REALTORS®, NAR Director and Chair of the Emerging Business and Technology Forum. She has been recognized as AABOR REALTOR® of the Year and as a “Woman of Note” by Crain’s Cleveland Business. Ali is committed to excellence, fostering an inclusive environment focused on sharing strategies for growth and success

In this bonus episode, we are joined by a member of the NAR staff, Alexia Smokler, a staff executive to NAR’s Fair Housing Policy Committee. That description does not begin to convey all the work that she does on our behalf and on behalf of the clients we serve. She has been key in developing the Bias Override class and Fairhaven.realtor. We are excited to discuss the programs she manages as well as learn what agents are doing in the marketplace, in this bonus episode!

[1:40] Monica welcomes and introduces Alexia Smokler, the Director of Fair Housing Policy and Programs for NAR. 

[2:19] Alexia discusses several of the educational programs she delivers such as Fairhaven, implicit bias training, NAR’s Fair Housing Champion award, and licensure reform efforts under the ACT Initiative, which NAR rolled out after the Newsday investigation in Long Island.

[3:52] Monica asks Alexia for definitions of Fair Housing, DEI, and Implicit Bias.

[8:18] Alexia discusses the difference between prejudice and discrimination.

[8:50] It’s important to distinguish that you can be engaging in discrimination without holding feelings of prejudice. This is discussed in the Implicit Bias course. 

[13:06] Alexia describes the Bias Override course. The problem with mental shortcuts is when they’re about people and they’re based on stereotypes. 

[16:57] The Bias Override course brings new terms to your mind. It helps you describe things you have felt and gives a name to it. Monica speaks of the trip she and her daughter took to Japan where there are not a lot of Westerners. 

[19:02] Alexia ties Monica’s Japan experience to the Bias Override course. She had the experience of being the minority and being the out-group. 

[20:53] Alexia speaks of studies that show that discrimination shrinks the economy. The wealth they would have generated that would have created more jobs does not get created.

[21:56] Morgan Stanley’s study found that lending discrimination had kept five million people out of home ownership nationwide.

[25:03] The wealth gap is not just attributable to differences in income. It’s also because of the historical support of White people to become homeowners.

[25:48] Alexia tells how the government involved itself in home ownership. They created the FHA which distributed loans according to redlining maps and most of the mortgages went to White people. 

[26:54] Black GIs were not able to get mortgages from lenders. They didn’t get to buy a house and pass that wealth down. 

[28:53] Lending discrimination is a big problem and it’s not just against People of Color. It’s also against women and people with disabilities. Loan officers need more Fair Housing training. Monica cites the books The Sum of Us and The Color of Law.

[31:30] In a couple of decades, we’ll be a majority-minority country. There will be no one majority group. We need to be ready to serve different kinds of people or we will miss out.

[32:56] Fairhaven.realtor is an interactive real estate simulation. You go into a fictional town and your task is to sell four homes in six months. You go through different scenarios where you encounter different kinds of discrimination taken from real Fair Housing cases or members’ FAQs. 

[43:09] The Fair Housing Champion Award was launched as part of the culture change around Fair Housing to celebrate people who are helping clients overcome historic barriers. Alexia discusses one applicant who stood out. 

[49:28] Alexia’s final word: What agents do is much more important than a transaction. It’s about the wealth that’s generated from a transaction that will impact generations. 

[50:37] The minimum that agents can do is to keep the highest standard of compliance with the law and take training and classes. Alexia offers ideas on how to help make it better in your community.

[53:04] All NAR certification and designation courses give you skills that help you level up your business so you can serve all your clients and your community better. 

Tweetables:

“DEI supports Fair Housing. So, if we’re inclusive, if we’re diverse, and if we’re open to different perspectives, then it naturally follows that we’re going to treat consumers better because we have that lens on how we approach everybody.” — Alexia Smokler

“Once you start making those assumptions, you’re down a dangerous road.” — Alexia Smokler

“Black folks earn 60% of the income that White people earn. But they have only about 12% of the wealth. … The average wealth of a White person [with] a high school education is higher than the wealth of a Black or Hispanic person who has a college education.” — Alexia Smokler

“Loan officers need more Fair Housing training.” — Alexia Smokler

Guest Links:

Alexia Smokler

asmokler@nar.realtor

Fair Housing Champions: https://www.nar.realtor/fair-housing/fair-housing-champion-award

Bias Override Class: https://www.nar.realtor/fair-housing/bias-override-overcoming-barriers-to-fair-housing

The Sum of Us: What Racism Costs Everyone and How We Can Prosper Together, by Heather McGhee

The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein

Long Island Divided

NAR Resource Links At Home With Diversity®

Bias Override Class

Fairhaven.REALTOR

NAR’s ACT! initiative

Additional Links:

Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

Crdpodcast.realtor

Learning.REALTOR — for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.Realtor — List of all courses offered

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Alexia Smokler

Alexia Smokler represents NAR’s positions on Fair Housing to Congress and federal agencies and leads NAR’s ACT! initiative, which emphasizes Accountability, Culture Change, and Training to advance fair housing in the industry. She led the development of Fairhaven: A Fair Housing Simulation, and Bias Override: Overcoming Barriers to Fair Housing. Alexia also oversees NAR’s discrimination self-testing program for real estate brokerages, NAR’s fair housing real estate licensure reform efforts, and other projects aimed at closing racial and ethnic homeownership gaps. Alexia serves as staff executive to NAR’s Fair Housing Policy Committee and writes and speaks regularly on fair housing issues to audiences around the country. Her 2021 cover story for REALTOR® Magazine, Repairers of the Breach, won several awards for excellence in business-to-business journalism.

Before joining NAR, Alexia worked in fair housing enforcement at HUD, on the staff of Congressman John Conyers, Jr., and with nonprofit civil rights organizations. She is admitted to practice law in Maryland and holds a law degree from the University of California, Berkeley, School of Law; a master's degree in public affairs from Princeton University’s School of Public and International Affairs; and a bachelor’s degree in government from Smith College. She lives in Alexandria, Virginia.

In this episode, we are joined by Mandy Neat who is going to discuss commonalities in homebuying trends with Generation Y (Millennials) and Generation Z. With significant cultural changes happening at increasingly fast speeds, we see notable differences in these generations. While we never want to generalize, there are some markers with these generations that can help us understand our clients better. In this episode, we learn more about these generations and how we can manage their expectations with preparation and communication. We want to help you be able to help them!

[5:20] Mandy discusses the different generations. She brings up a conversation with a Gen Z about what he would want in a house. 

[7:33] Gen Y is the next largest home-buying group after Baby Boomers.

[11:06] Mandy sees that people are not going right to college from high school. They see housing as an asset. Some are buying investment properties. 

[15:46] Younger Millennials are becoming first-time home buyers. They are trying to pay off their student debt, while Gen Z is avoiding going into student debt.

[18:55] COVID-19 changed house-buying habits. At the beginning of COVID-19, Younger Millennials and Gen Z-ers jumped into the market without fear.

[21:48] Gen Y and Gen Z want everything to be easy to understand. Home buying is potentially complicated and may take time. Mandy discusses the Consumer Financial Protection Bureau (CFPB) as a resource.

[27:55] Younger people go to an app on their phone to get information. Real estate professionals need to get in front of technology trends.

[30:11] Mandy talks about DPA (Down Payment Assistance) which can help clients buy a house. She also discusses knowing your Confirming Loan Limit.

[34:44] Mandy shares that a lot of Gen Z-ers are using family gifts. There are All-In-One Loans where the home buyer can set up a GoFundMe account to be applied toward a down payment. Lenders are coming out with products to help young borrowers.

[37:11] TikTok and YouTube make everything look so easy when it comes to home updates. People are opening their minds as to what is possible.

[41:12] Mandy is seeing more people buying homes with spaces to work from home and have a social life at home. There is a lot of openness in floor plans.

[44:19] Millennials care more about walkable city living rather than their apartment. Gen Z-ers are buying out of the city in more affordable growing areas. 

[47:35] Mandy comments on what she observed recently in Wichita, Kansas, with a community full of Gen Z-ers, built around diversity. 

[51:56] Mandy hopes that all generations will allow Gen Z and the younger Millennials to get in the conversation of infrastructures, jobs and how to make a difference.

[52:40] If you enjoyed this episode, there are classes you can take to enhance your knowledge: ABR® (Accredited Buyer’s Representation), and the Buyers by Generation: Success in Every Segment course.

Tweetables:

“It’s just how their brains are wired. They have so much information. At 18, there’s no reason not to go out and purchase, instead of paying all this tuition money, and build your legacy for your wealth in the future. It’s an amazing generation.” — Mandy Neat

“We need good loan officers. We need to empower the mortgage industry to take time with people … and show them the numbers … and … professionals in the real estate community that are willing to … go over it with them to make sure all their questions are answered.” — Mandy Neat

“You can obtain a Down Payment Assistance Program and offset your down payment. Try to negotiate closing costs with the seller. You can come in with a minimal amount and own a half-a-million-dollar asset. What other country can you do that in?” — Mandy Neat

“Gen Z and Millennials have this great thing where lenders are coming out with products to help them collect money to buy a house.” — Mandy Neat

Guest Links:

Mandy Neat, REALTOR®

Deputy Commissioner, Arizona Department of Real Estate

Mandy Neat

Mandy Neat at Realty One

Arizona Association of REALTORS®

WeSERV

Consumer Financial Protection Bureau (CFPB)

Foreign Investment in Real Property Tax Act (FIRPTA)

NAR Resource Links The ABR Designation

The CIPS Designation

Buyers by Generation

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

Crdpodcast.realtor

Learning.REALTOR -  for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD.Realtor - List of all courses offered

If this conversation has helped you realize that perhaps more conversation about generations would be helpful, there are classes you can take: the ABR® and an elective, Buyers by Generation: Success in Every Segment. crd.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Mandy Neat

Mandy Neat is the 2023 Treasurer for the Arizona Association of REALTORS®. She serves on committees and as a member of the board of directors for the local association WeSERV, which is the West and Southeast REALTORS® of the Valley, where she is also a Past President. She serves with the Arizona Association of REALTORS® and the National Association of REALTORS®. She obtained her license in 2004 and has continued to serve her community as an advocate for home ownership as well as assisting other professionals to succeed. She truly believes in her value statement of making you matter. As a current managing broker of Realty One Group, she puts her agents’ needs and their clients first, daily.

Our guest for this episode is a long-time REALTOR®, trainer, and world traveler. Do you have a dream to travel somewhere? Is there a place that you already love in the world? For example, have you been to Cabo San Lucas eight times? Wouldn’t it be great if you could be a connector with buyers and sellers with agents in Mexico? In the Caribbean? In Europe? In Asia? You can do that with your favorite areas in the U.S. and the world! In this podcast, Ginni Field talks about selling real estate and expanding your business in new ways. We also talk about international buyers and sellers in the United States with a focus on the Certified International Property Specialist (CIPS) designation. Join us on this podcast and expand your vision beyond your local area.

[6:10] Monica asks the audience to stick with this episode to hear the interesting stories Ginni and Monica will share with consideration for the huge and growing influx of international immigrants, residents, and investors.

[7:53] Ginni discusses what she learned from experiences in France, Belgium, Luxembourg, Spain, Portugal, and Germany.

[11:56] When traveling the world, you have the opportunity to visit small towns and explore their history. Find people in your community from these areas and connect with them. You may be able to help them buy a home.

[14:14] In most of the world, business is based so much on relationships. In America, relationships are huge and you need that network, but overseas, relationships are crucial.

[15:18] In the Americas, the process of buying a home is a family affair. If they don’t know you, they’re not doing anything with you. When they know you and begin to trust you, business happens.

[17:36] Where Ginni was teaching, there were good universities and schools everywhere, providing a place to build your business.

[18:08] Find your niche and get connected to it. Be a part of those market areas and people. What businesses bring people into your market area, that hire people from other countries?

[18:34] Foreign resident buyers may become citizens and still may be very connected to their foreign community.

[21:42] When Ginni talks to people with work visas, they tell her they want to stay when their visa is over. Parents of foreign students in universities also will buy a home for their student in the U.S. with the hope of the student staying and the parents moving there because they own a home.

[22:44] The Open Doors fact sheet says foreign students spend over $5 billion. Ginni gives estimates for several California universities. Do outreach at universities.

[24:05] Look at the industries in your local community and where folks are coming from. Then begin to do outreach. Go where they are and network with them.

[24:31] Refugee groups that settle in an area don’t have the money to buy a house at the time, but as they become established, they work and build businesses, and become qualified to buy houses.

[26:00] Ginni tells of a man who immigrated to the U.S. with next to nothing, wanting to build his life. Now, he is a millionaire, owning multiple buildings and worked hard to get there.

[27:21] CIPS talks a lot about non-resident foreign buyers. These are investors buying houses more as investments than as homes. California attracts more than $1 billion in foreign direct investments from Japan, the UK, France, Canada, and Germany.

[30:07] The fluctuation of exchange rates plays an important role in these investments. Fluctuations can cause a buyer to cancel.

[32:14] The CIPS designation course teaches about the global market. If you’re not paying attention to global opportunities, you’re leaving profitable business on the table.

[35:55] The world is more connected now than it ever was. Inflation is happening around the world. Pay attention to the world economy or you will miss out on tremendous opportunities.

[36:33] There are investors for commercial properties, condo communities marketed internationally, college students, and refugee communities. There are many ways foreign investors purchase American real estate.

[37:19] When you grow with these communities, learn about their visas and their needs, and connect them with lenders, you can help them.

[38:22] Go to the HR departments of hospitals and colleges. Find out at the source how you can be a resource for their students, staff, employees, and medical professionals.

[44:32] Look for international real estate conferences in a search engine and you will get a list of conferences you can attend. A list is also provided in the back of a CIPS manual.

[48:11] Ginni notes that when you get your CIPS designation, you are part of a Facebook networking group. You can find an agent in the target country in minutes through the networking group

[52:15] It’s such a powerful thing that you can create a relationship no matter where somebody is in the world. We’re all so interconnected.

[52:38] Ginni’s final word: “The most important thing is don’t discount the global community. Don’t discount the fact that the world really is a marble, that we are all so interconnected. And build that business and get the CIPS designation. It’s such an important designation.

Tweetables:

“I want to share with you and your listeners the importance of global real estate, paying attention to it, and getting their Certified International Property Specialist designation. Don’t miss out on opportunity!” — Ginni Field

“It’s all about the relationship and trust. … When you look at the Americas, it’s a family affair. The process of buying real estate is often a family affair with a hierarchy. And if they don’t know you, they’re not doing anything with you.” — Ginni Field

“The fluctuation of exchange rates — you have to be paying attention to that. It matters more for the investor buyer than it does for the person who’s going to live in the house. ... If the exchange rate fluctuates just enough, that deal might be gone.” — Ginni Field

“When you get your CIPS designation, you‘re now part of a networking group through social media, as well.” — Ginni Field

Guest Links:

Ginni Field, REALTOR®

ABR, AHWD, CIPS, CRB, C-RETS, ePro, GRI, MRP, PSA, RENE, RSPS, SFR, SRS, SRES

Real Estate Trainer, Business Consultant, Risk Management Consultant, Business & Life Coach

ginni@ginnifield.com

www.ginnifield.com

858-774-7063

NAR Resource Links

The CIPS Designation

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio

Ginni Field

Ginni has been in real estate since 1986, beginning her career in Fairfield, CT, and moving to San Diego, CA, and continuing her real estate career in California. Throughout most of her real estate career, Ginni served in brokerage management positions in both states with her largest office consisting of 250 agents creating profitable real estate offices in each location. Ginni has also served as Vice President of Leadership Development for an international real estate franchise sales company where she developed agent and leadership curriculum for agents and brokerage leaders. Ginni continues to write real estate training content as well as work with real estate companies as a consultant and as a coach to individual real estate agents and teams.

Achievements and Awards:

●      REALTOR® Associate of the Year 1991 Greater Fairfield Association of REALTORS®

●      President, Greater Fairfield Association of REALTORS® 1998

●      REALTOR® of the Year 1998, Greater Fairfield Association of REALTORS®

●      Former Director, Connecticut Association of REALTORS®

●      President, North San Diego County Association of REALTORS® 2004

●      Former Director, California Association of REALTORS®

●      Regional Chair, Region 29, California Association of REALTORS® 2006

●      Executive Committee, California Association of REALTORS® 2007

●      Director, National Association of REALTORS® 2004‒2010

●      Former Member, National Association of REALTORS® Professional Development Committee

●      Former Chair, Real Estate Business Institute Professional Development Committee

●      Member, Real Estate Business Institute Learning Experiences Committee and Strategic Thinking Committee

●      Former Director, Greater San Diego Association of REALTORS®

●      Former Director, San Diego Multiple Listing System

●      Inducted into the REBAC Hall of Fame 2013

●      CIPS Instructor of the Year 2018

●      Senior Real Estate Specialist Outstanding Service Award 2021

In this episode we welcome Matt Difanis and Robert Morris. April is Fair Housing Month, as people know, and we gratefully, as an organization, are getting more education and more awareness on the need for us to be more systemic, and more attentive, in order to provide excellent care to all who come to us. Matt Difanis and Robert Morris have been instrumental at the national level with course materials, ethics reconsiderations, and other conversations that are helping us pay more attention. They teachboth the At Home with Diversity course and Bias Override. They are grateful to be sharing these classes and this information with our members. In this episode, they share their stories on what has led them to be so committed to getting the message of Fair Housing out to others.

Matt: 

[1:40] Let me start by saying none of this was on my radar up until just a few years ago.

[2:00] I had the privilege of serving as the 2018 President of the Illinois REALTORS® and that meant I was on the leadership teams starting in 2016. And 2017, the year I was President-Elect, Illinois, like a lot of other associations, including NAR, was prepping for 50-year Fair Housing Act retrospectives and commemorative activities.

[2:20] As Illinois prepared, I got my first bit of exposure to the absolutely awful history of our industry’s involvement in housing discrimination

[2:59] So, I went from unaware to aware, not just of our history of housing discrimination but also the hangover effect that still exists.

[5:09] And so when you look at people who make it through to leadershp, it’s important to recognize, they’ve had to be the minority of the minority who were willing to just go find a battering ram and just find a way to break through it.

[5:28] And then, I had the opportunity after my time on the Illinois REALTORS® leadership team, I had the opportunity to serve as the 2020 President of the NAR Pro Standards Committee.

[5:46] We were doing things virtually. And George Floyd was murdered on viral video, and the country was on fire, and we had a proliferation of hate speech.

[6:04] Because of numerous requests made to them, President Vince Malta kicked over a request to my committee to look and see if there was a possible code of ethics solution.

[6:57] You don’t get to be a REALTOR® and engage in bigoted hate speech anywhere.

[7:17] That led to the opportunity to do speaking and training. So, it’s a genuine passion of mine.

Robert:

[9:23] “Now mine’s a little bit different. As you guys know, I consider myself, maybe it’s just my opinion, a Southern Gentleman, and I have been reared in the South my entire life. And so, as an American who happens to be Black, living in the South, it has always been an adventure.

[10:28] So, my walk has been that way the whole time. I’ve gotten into this particular arena because I want to change hearts and minds.

[10:59] And the other part is the fear factor that has always been associated with things that are different, things that people don’t necessarily understand.

[11:16] And so, my philosophy is that I meet people where they are because everybody’s at a different stage, they’ve been exposed to different things, and depending on the culture that they’ve been reared in, depending on the influences that they’ve had.

[11:38] One of the things I talk about is how culture affects us and that if we were reared in a culture by people that trusted us or by people we trusted and we loved, and they taught us things, based on their point of reference.

[12:21] So I’d ask the question, “Why do you feel the way you feel about me if I have never done anything to you?”

[13:06] So how are you going to respond now, based on what that is? So I think that discovery is important.

[13:26] And my mission — and like Matt, I have been blessed to be exposed to tens of hundreds of people, to share thoughts with them.

[12:53] So, in that walk that I’ve had, now for probably 20 years — that has been the mission, that I want people to have a better understanding of all of us and where we are, and just understanding that we are all just human beings.

[14:41] I’ve never heard a person on a donor’s list make that sort of request. They just want to live and we’re more alike than we are different.

Monica:

[15:33] And now you’re talking about something that is even more near to you. I’ll briefly share my story as well because I came into it very differently and my experience is more international.

[16:05] When I got older, I went to New York City, and then, ultimately, I went to live overseas, in another culture.

[16:38] I was looking around, looking at the way people were talking to me and treating me and the way they did things, and I said, “These people really do not view the world and think about things the same way I do.

[17:09]  My mother was a Swedish immigrant. But the Swedish culture wasn’t that different. It is kind of different from the Southern culture. But I’d always been in kind of a multicultural situation without realizing it. This really opened my eyes.

[19:44] I call myself a hobby sociologist because I find so much of this fascinating. But then there came a time when I became more involved.

[20:41] After seeing the memorial park in Tulsa,things opened up for me even more, and then, of course, the journey that Matt described about so many of the changes that happened in 2019 with the Newsday report (on housing discrimination).

[22:22] People need to be exposed to different stories, and different journeys, and when they are… just like me, to grow and then finally find a place to speak what I had learned.

[22:52] This journey has been fun in many respects. I feel very grateful to have had it. But isn’t that the perspective that we all want to take, hopefully, when we go through something that’s hard or different, that it changes us for the good?

Discussion:

[23:57] Monica stresses Robert’s point about fear and his question, “Have I caused you to feel that way? Has anybody actually caused you to feel that way in a personal engagement?”

[24:36] People are not born prejudiced. In their formative years, they were taught it or observed it from the people that mattered the most to them.

[30:18] Robert teaches that the construct has been put together for those who were in authority and power. Robert talks about meeting people where they are. The Fair Housing Act covers everyone.

[34:10] They discuss equity and equality.

[49:11] Robert says we need to revisit constructs that are not equitable, and that involves changing hearts and minds.

[53:31] Robert explains the terms Black American and African American.

[58:04] Matt shares two favorite books.

[1:01:41] Matt’s last words: Matt was very trepidatious about going into unfamiliar spaces where he was going to be the outlier. Most of White America don’t take that opportunity. Matt invites you to seek out and enter unfamiliar spaces as a listener.

[1:02:56] Robert says, with Dr. King, I’d love to get to a place where I’m not judged by the color of my skin but by the content of my character. In America, if you work hard, you should be able to experience the American Dream.

Tweetables:

“And then [I] looked at the lack of inclusion that I was oblivious to, but like in 2017, the Illinois REALTORS®Board of Directors, the whole board: 100% white and 68% male! Home to a city many of you have heard of, Chicago. We didn’t look like the state at all!” — Matt

“It’s not just about Black and White. There are a lot of different pieces to that puzzle.” — Robert

“We need to be able to give people targeted resources to offset structural disadvantages that we collectively as an industry inflicted on large swaths of our population.” — Matt

“As human beings, mindwise, you might say, ‘Yeah, it’s bad, but I kind of like the gig I’ve got.’ and … ‘I don’t necessarily want to give up that.’ That’s human nature.” — Robert

“We’re not that much different. … All of the things that you would want in your family are what all families would want. And hopefully, we can find a way as we travel this journey that we can become closer and better in those respects.” — Robert

Guest Links:

Robert Morris — Linkedin.com/in/robertmorrisseminars

Harvard Implicit Bias Test — Project Implicit

Implicit.harvard.edu/implicit/user/agg/blindspot/indexrk.htm

Matt Difanis Website — Mattdifanis.com

The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein

Caste: The Origins of Our Discontents, by Isabel Wilkerson

The Sum of Us: What Racism Costs Everyone and How We Can Prosper Together, by Heather McGhee

NAR Resource Links

Nar.realtor/fair-housing

Nar.realtor/fair-housing/fair-housing-compiled-resources

Fairhaven.REALTOR

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

New! Home Finance Resource (HFR) Certification

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bios

Robert Morris

Robert Morris has been actively involved in real estate sales and training since 1985. He recently received the Tennessee REALTORS® Educator of the year award for the second time and served as President of the Middle Tennessee Association of REALTORS® from 2020‒2021.

Robert graduated from the NAR Leadership Academy in 2022 and serves as a NAR Director from Tennessee REALTORS® for 2022‒2024. He has also been inducted into the Real Estate Buyer’s Agent Council (REBAC) Hall of Fame for 2022. Robert is an international speaker, certified instructor, and professional development consultant on the Dynamic Directions, Inc. team and he is committed to making a positive difference in the lives of every person he meets.

Matt Difanis

Matt considers himself the world's most improbable DEI and fair housing evangelist. Matt served as the 2018 President of the 50,000 member Illinois REALTORS® trade organization. During his four years on the state leadership team, he went from unaware of any of these issues to aware, then concerned, and eventually outraged. In the last few years, he has developed a reputation for building bridges to historically marginalized groups that have been impacted by housing discrimination — particularly the Black community.

Matt served as the 2020 Chair of the National Association of REALTORS® Professional Standards Committee, which is charged with updating and interpreting the NAR Code of Ethics. During his time leading that group, he advanced a series of proposals that eventually became Standard of Practice 10-5 in the Code of Ethics — a ban on discriminatory hate speech by REALTORS®. That journey has landed Matt in the pages of The New York Times, in a Bloomberg Businessweek feature about housing discrimination, as a live guest on Bloomberg Quicktake, and as the exclusive guest for a full hour on the Tavis Smiley Show on KBLA in Los Angeles.

Matt is a full-time practitioner and multi-office broker-owner in Champaign, Illinois, where he leads a highly inclusive real estate team. On Sunday mornings, you can find him in the tech booth of Pilgrim Missionary Baptist Church, a historically Black church, where he runs sound and the live stream, as well as doing volunteer photography.

Matt earned a bachelor’s degree in psychology and his juris doctor from the University of Illinois.

Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. In this episode, she is going to share national data with us from NAR and discuss what she sees coming in the future. All of our crystal balls may be broken, but there are definitely patterns that can be seen. The core of Jessica’s research focuses on analyzing trends for both NAR members and housing consumers. Through the management of surveys, focus groups, and data analysis, she presents new and innovative ways to showcase results. Let’s see what she will teach us in this episode!

[2:46] Jessica thinks we’re in a moment of transition when existing home sales data show 12 months of decline but the decline seems to be getting smaller.

[4:24] Our current sales numbers are lower than in 2019, before the pandemic. They are more in line with 2014 sales numbers.

[6:51] The typical homeowner has been in their home for 10 years and has $210,000 in home equity.

[7:14] In some scenarios, not only investors but a large share of primary residence repeat buyers are paying all cash for a home, because of the housing equity they have.

[9:34] Home mortgage interest rates had gone down for several weeks continually before going back up to 6.3% from 6.1%.

[10:53] Jessica says to pay attention to what happens after the Fed meets. NAR tracks interest rates and puts out a statement every Thursday on social media.

[12:30] Jessica explains the indirect effect that the Fed raising interest rates may have on mortgage loan interest rates.

[13:41] Jessica hopes that existing home sales in spring will be stronger than it was in the previous two months. She is starting to see early signs of it.

[15:52] Jessica breaks down corporate investors. We know that they’re present in the market, but has their share of the market gone up?

[16:41] The investors of 2022 pushed first-time homebuyers out of the market.

[18:18] In March of 2022 there were five-and-a-half offers for every home that was listed.

[19:02] Jessica discusses credit card debt, student loan debt, and daycare costs. How are first-time homebuyers going to save a down payment when they use their credit card to buy eggs and milk?

[22:01] Jessica believes that awareness of low-down-payment programs in communities is low. Putting that information out there for potential buyers is incredibly important.

[25:15] Jessica discusses the aging population and the housing market. In the next three years, every Baby Boomer will be over the age of 60.

[26:36] Retirees are looking for newer homes with bells and whistles where they can age in place.

[33:54] Jessica shares a few of her favorite data points.

[37:31] Jessica also shares that a lot of first-time homebuyers are trying to get out of their parents’ homes and move into home ownership.

[38:08] Jessica shares her links for NAR Research at NAR.realtor. You can also subscribe and share infographic posts from NAR Research on Instagram, Facebook, and Twitter.

Tweetables:

“We released our existing home sales data and it showed a continual decline — 12 months of decline — but it seems like the decline is getting smaller. … [It] is not necessarily a normal spring market; … interest rates are still high, but a more normal spring market.”  — Jessica

“Buyers are coming back. They understand now that rates are higher but they may actually have an opportunity in the market, especially first-time homebuyers.” — Jessica

“It’s also your long-term future. It’s also the long-term savings and the gains that you have in home ownership that you don’t have as a renter.” — Jessica

“Only 26% of the market was first-time homebuyers last year. In a healthy market, it would be 40%. So we really lost first-time homebuyers last year.” — Jessica

Guest Links:

Dr. Jessica Lautz

NAR.realtor Research section

NAR Research on Facebook

NAR Research on Instagram

NAR Research on Twitter

Email data@nar.realtor

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

New! Home Finance Resource (HFR) Certification

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. In 2021, Dr. Lautz was named one of Housing Wire’s Women of Influence, a list representing 100 of the most influential women in leadership in the housing industry. In 2022 and 2023, Dr. Lautz was named RIS Media Newsmaker in My Influencer and Crusader categories, respectively.

With interest rates rising, we are seeing changes in the mortgage industry. Not all lenders, though, are created equal. They have various levels of education and experience, just as real estate agents do. They need to be the expert in the loan department for our clients. Like so many areas of our work, we need to have some knowledge of the process to help our clients, and be on top of the process. In this episode, our guest, Debra Killian, has been in the mortgage business for over 25 years. She has financial, banking, accounting, and business experience. She has also been a contributor for the Home Finance Resource Certification Course. In this episode we are going to discuss loans, lenders, money laundering and so much more!

[3:41] This episode will touch on the importance of having an understanding of all the major loan types, and the best ways that we can work with lenders to improve the experience for our clients.

[4:32] Deb explains that there are so many misconceptions about how the mortgage lending business works. There are differences between banks, credit unions, mortgage bankers, and mortgage brokers. Most real estate agents don’t see the big differences between these lenders.

[5:16] The first big difference is the licensing and education requirements.

[8:07] There is a fine line between representing your client with questions and asking too many questions of the lender. The missing piece is understanding why the lender is doing what they are doing. There are so many moving parts.

[14:19] Just as agents need to have a formal consultation with their clients, so do lenders, to get to know them and share all the information. Filling out the application online is not the way to do it. Deb says technology has really hurt the process in a lot of ways.

[15:13] Deb discusses 10 questions every originator must ask their customer before starting an application.

[16:24] The originator needs to set the expectations with the customer and also with the REALTOR® from the standpoint that there is a high level of trust between the agent and the originator.

[19:06] Deb explains lender turn times, and how they affect the contract date. How many delays will there be from missing documents? Deb tells how the inspections and appraisal fit into the timing.

[22:02] Deb’s advice to REALTORS®: Don’t write the contract until you’ve got the agent and the lender on the phone to set the contingency date and closing date and lock the loan.

[25:03] Deb discusses conforming and non-conforming loans.

[32:27] Deb discusses pre-approval and pre-qualification letters.

[34:07] Contingency dates may vary by location. Deb explains how a mortgage contingency date can protect the seller.

[42:13] Deb talks about fee sheets. They are specific to all service providers involved, such as the title company and the attorney.

[47:25] Deb shares statistics. Over the last five years, according to a December 2022 report, over $2.3 billion has been laundered through U.S. real estate.

[49:00] Most crimes involve money laundering because they don’t want to pay tax on the money and they’re trying to hide it.

[52:50] A real estate agent cannot advise someone how to convert cash into usable funds. If a client asks, direct them to a financial professional, their bank, title company, or an attorney.

[54:39] If you’re required to comply with anti-money laundering, you must take annual education.

[55:40] Money might be laundered if it is in large amounts of cash. Deb explains beneficial ownership.

[1:01:42] Deb gives some history of anti-money laundering legislation.

[1:02:56] Deb’s final word: “If you can develop good, strong relationships with the lenders that you work with, individual originators (not the company reputations), … Let them do their job, you do your job. We need to stay in our lanes but we need to be communicating about what’s going on in those lanes.

 Tweetables:

“There are a lot of lost opportunities when we run into problems because then it becomes heads butting against one other sometimes. Many times it is for that reason because the customer didn’t give us what we needed.” — Debra

“There is no reason for any experienced originator not to know every single piece of paper that an underwriter’s going to ask for. … We don’t have to wait until the file goes to underwriting, wait for the approval to come back, and say, 'Now I need five more things.'” — Debra

“There are these misconceptions about things and nobody asks those questions.” — Debra

“Nothing’s risky with full disclosure. If a buyer understands that they’re taking a three-year ARM with a 9% interest rate and they understand what that means, and they understand what’s going to happen after three years when that ARM expires, … then it’s not risky.” — Debra

“[The agent could tell the mortgage originator] Don't be surprised if something goes wrong here because they’re not being upfront.” — Debra

“There is no right way to do the wrong thing” — Debra

Guest Links:

Debra Killian

deb@cloes.online

cloes.online

 Additional Links:

Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

New! Home Finance Resource (HFR) Certification

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:Debra Killian, our guest, has been in the mortgage business for over 25 years. She has financial, banking, accounting, and business experience. She started originating retail residential mortgages in 1994 and has overseen and managed over $1 billion in closed mortgages, representing thousands of buyers. Debra has a passion and a unique background and lots of experience in writing and delivering her courses to mortgage and real estate professionals. In 2011, Debra co-authored The Mortgage Professional: National Residential Mortgage Loan Originator, a textbook for the 20-hour pre-licensing course for U.S. Licensing and Mortgage Loan Originators. Debra was the driving force, author, and instructor for the MBA School of Loan Origination. In 2018, Debra founded cloes.online, an online education platform for real estate finance. She is an NMLS-approved provider and course developer and trainer.

This episode discusses important ways of working with buyers, including understanding what buyers want, expressing the value that REALTORS® bring to the table, and how to get compensated in a changing environment. We take a closer look at how REALTORS® can improve their systems with buyers. How do we best serve our buyers, and what does that look like moving forward? Lynn Madison is an ongoing contributor and instructor for the Accredited Buyer’s Representative (ABR®) designation. She will be sharing her wisdom in this month’s episode!

[4:05] Agents have told Lynn that what they have learned in the ABR® class assisted them in doing a better job for their clients.

[4:36] ABR® has been updated to show how to make a buyer’s offer stronger in a multiple-offer situation.

[7:01] Your value proposition is what you do, why you do it, and how that is important to the buyer.

[9:17] Too many agents think their job is done when the contract is signed. The ABR® class talks about the Code of Ethics, the Rules, and Multiple Offers.

[10:09] Lynn tells buyers when the contract is signed that her role on their team is the quarterback. She explains team dynamics.

[12:22] ABR® covers working with first time home buyers and discusses the Buyer Representation Agreement.

[18:31] A significant portion of the ABR® course talks about the Buyer Counseling Session.

[26:34] NAR statistics show that home buyers are staying in their houses for eight to ten years when they used to stay in a house for five to six years. The world has changed in 10 years.

[29:01] Why would you show houses to a buyer you have not had a counseling session with and has not been pre-approved by a lender?

[32:18] Lynn shares from her 15 years of experience as an expert witness in real estate suits against REALTORS®.               

[35:09] Agents want to take care of their buyers, but you also need to take care of yourself. The risk management side of this is so important.

[39:33] Lynn wants you to know one word: Safety. Even in daylight, be careful. Check out Episode “074: REALTOR® Safety Tips with Tracey Hawkins,” linked below.

[40:45] Lynn gives advice about Contract Consultations. It is our responsibility to explain the contract to our clients.

[56:11] You will never get compensation if it is not spelled out at the beginning of your representation of a buyer in a Buyer’s Representation Agreement. This is a major paradigm shift in the way we’ve been doing things.

[59:25] Lynn explains that without the buyer broker offer of compensation, sellers would be getting lower offers.

[1:03:49] Buyers and agents are having conversations on Facebook that are a mess! Your buyers and sellers are going onto the internet and getting their information about houses. Lynn discusses what you can do.

[1:07:21] Lynn’s final word is Education! You need to take your designation programs and keep yourself educated. Be better today than you were yesterday. That’s how you grow.

Tweetables:

“One of the great things about being involved with ABR® as long as I have been here is I’ve watched it grow along with some of the agents who have taken it, and taken it more than once, by the way. … We change the ABR® class as the business changes.” — Lynn

“We need to know how to write a contract that has a reasonable chance of being the chosen one, as I call it. If we’re going to end up in a multiple-offer, we cannot just keep throwing money at it because, after a while, the buyer doesn’t qualify anymore; the property isn’t going to appraise.” — Lynn

“We’ve got to find ways to make our buyers’ offers stronger; more appealing to the sellers, and we’ve got that! We did a change to ABR® to put in there how to make the buyer’s offer stronger in a multiple-offer situation.” — Lynn

“I don’t know why you would want to go out and show houses to a buyer you have not had a counseling session with and you have not had pre-approved by a lender.” — Lynn

Guest Links:

www.madisonseminars.com

lynn@madisonseminars.com

847-757-5710

“065: Agent Consultation and Client Expectations with Ali Whitley”

“074: REALTOR® Safety Tips with Tracey Hawkins”

“044: Safety Tips for REALTORS® with Donny Allen”

Additional Links:

Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

As a primary author of the ABR®, SFR, and PSA courses and a contributing author of SRS and RENE, Lynn brings intelligence, street-smarts, years of expertise, and humor to the sessions she facilitates. As a past president of the Mainstreet Organization of REALTORS®, her local association with 20,000+ members in Illinois, as well as serving on too many local, state, and national committees to list, she has a passion for real estate that she brings to her classes and a vast array of knowledge that she gets from being on all those committees. Lynn has been honored as an Illinois REALTOR® of the Year, REBI Distinguished Educator Award as well as being a REBAC Hall of Fame award winner. Her years as the VP of Career Development for one of Chicagoland's largest brokerages, along with her top production status gave her the background she needed to transition to training, which is where she now focuses her talents.

She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees.

Locally Lynn has served on the Board of Directors for her 20,000+ local association, Mainstreet Organization of REALTORS®, and proudly served as President of Mainstreet in 2016.

Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011 and most recently was honored with the Distinguished Educator Award from the REBI division of NAR for 2022.

www.madisonseminars.com

lynn@madisonseminars.com

When you talk to some serial entrepreneurs you need to put on your seatbelt! Lots of us, as REALTORS®, have that entrepreneurial bent, starting and running our own businesses. Imran Poladi started young selling real estate.  He served as Vice President of NextHome Real Estate since the launch of the company in 2014 until July 2022. He has mentored brokerage owners and as a speaker, he’s taught thousands of agents concepts of business, real estate, and living life.

In this episode, we are talking about business planning. But we’re also talking about living life the way you want to live it. Though Imran loves business, he also likes taking control of his life and changing it up sometimes. He lives in California. You can read his full story at ImranPoladi.com.

[4:11] Business planning comes around every year. Imran shares his take on this topic.

[6:41] Some people start their business planning at the end of December. Imran says you need to know what your budget looks like in the fall.

[9:22] Every year, you rebuild your business. Do you want to grow your business? Do you want to maintain your business? What are the elements you consider when you’re planning your business?

[9:53] Imran works backward. He operates off a “need” goal and a “want” goal.

[15:14] Imran cites the Five Love Languages, by Gary Chapman. Imran teaches a version of this in his speeches around the country. He speaks of the Five Love Languages of Real Estate.

[21:18] Every individual has personal motivations. It doesn’t help you to ask someone else what you should be motivated by. You already know what your motivations are.

[23:05] Start your blueprint by understanding what you’re not willing to do.

[27:58] When you try something, you learn from what happens when you try it. You’ll learn new communication skills. You’re going to learn something with everything you try.

[31:11] Imran shares the 30-30-40 rule.

[37:36] Before making a big change, talk to the people that it affects. Are you setting the foundation that when the change happens, you’re prepared for it?

[39:32] Make sure that ultimately the change ends up making you happy in what you’re doing.

[43:56] If you look at your beginning business and try to imitate someone’s established business, it can set you back in your career.

[55:07] Where can you go to get a one-to-four or one-to-three return on your lead generation spending?

[57:40] The key is finding how you get to your top 100 connections. Imran cites the book 1,000 True Fans.

[59:26] People can’t get to know you if you’re hiding who you really are. Live according to your core principles so people know what to expect of you.

[1:04:20] Imran says, if you want to do really well in business, you have to connect with people who have the same drive as you, the same enthusiasm as you, and the same willingness to learn as you.

[1:07:58] If you want to hear more suggestions or direction for business planning, we have Episodes 8, 9 and 63. You can find them at CRDpodcast.com.

Tweetables:

“Let’s line up your business planning in two formats: ‘need’ goal, ‘want’ goal. And then let’s go for the ‘need’ goal first so that way you create the foundation.” — Imran

“It’s always important for us to figure out who is our customer, who are we helping, and where do we get the joy in helping them?” — Imran

“When you start with figuring out what it is that’s the ‘no,’ it creates the blocks … for the ‘yeses.’ … What is your ‘no’? If you know what your ‘noes’ are, then you can configure your ‘yeses’ to them.” — Imran

“If you’re strategic about it, everything works.” — Imran

“The question then becomes why are you standing in front of that machine [of online lead generation] putting a dollar in and getting 75 cents out? And keep doing it? That’s how you have to look at your business.” — Imran

Guest Links:

Imran Poladi

ImranPoladi.com

The Five Love Languages: The Secret to Love that Lasts, by Gary Chapman

Tommy Choi

1000 True Fans: Use Kevin Kelly's Simple Idea to Earn A Living Doing What You Love, by Jon Longhurst

“008: Business Planning, Part 1: The Principles with Mark Given”

“009: Business Planning, Part 2: Applying the Principles with Misty Woodford, Trish Myatt, and Barry Owen”

“063: Real Estate Business Planning for 2022 with Brent Lancaster”

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

 Christine Hansen and I had such a great conversation that came out for our December episode, that we decided to continue it for you for a Bonus Episode! And at this point, we got to know each other a little bit better and you can hear us just talking so excitedly; we are so happy to be talking about this holiday topic, hospitality! We’re having a conversation about, what does that look like? Hosting people with less stress. And being a good guest for the holidays, and beyond! Christine also gives us some great ideas for transferring these principles into your real estate business. We also talk about ways to have fun that are simple and intentional!

Just as a recap, Christine Hansen is the Broker-Owner of Century 21 Hansen Realty in Fort Lauderdale, Florida. She’s been an agent for many years and she’s been very active in association leadership at the local, state, and national levels, recently on the leadership team for NAR. Christine is passionate about well-being in the lives of REALTORS®! I am thrilled to bring you this Bonus Episode with Christine Hansen.

[3:01] To Christine, hospitality means you invite people to your home, or you’re invited to someone’s home. Christine and Monica talk about how to be a good host (and have an easy time hosting).

[4:37] As a guest, if you’re invited to bring something, find out what will work within the venue. If you bring something that doesn’t go with the dinner, it’s a gift.

[5:53] If you are anxious about hosting dinner in your home, you can order and bring things in.

[7:25] We put way too much on ourselves when it’s really about friends getting together for laughs, to break bread, and create some amazing memories.

[8:44] For years, Monica and her husband would serve everybody pizza that they made and a salad. Or they prepared a taco bar. It comes down to your comfort in serving a simple meal so you can have companionship.

[9:52] Think about a theme. It makes it fun and it creates an expectation for the evening.

[10:34] When you’re a guest, if you say you’re coming, don’t cancel at the last minute. Your commitments matter.

[11:20] Now after the pandemic, we’re getting busy again. Monica stresses the importance of being with people and being present and the importance of community.

[11:49] Monica has heard people say they don’t want to plan something because no one will commit. Choose what you want to do and what’s important to you, and do it.

[12:36] There are so many things dividing people. When you can build community, by getting together, laughing, eating, and playing games together, it means so much.

[16:14] When REALTORS® are with buyers and sellers, you are kind of hosting them. One of the things you can do to be the best host is to not overwhelm buyers and sellers with too many choices or decisions. Christine did a role-play with two of her agents.

[17:23] Christine asked each agent in the roleplay how they felt.

[26:34] Have confidence in yourself as a REALTOR® to let your clients know that you have the right to some time off. Don’t spend hours of your vacation working on deals. Make it normal. Tell your customers, “I will be out of town this week and my co-worker, Susy, will be overseeing everything.”

[28:51] This is setting expectations. When we set good expectations and don’t surprise people, it goes well. Don’t “sneak” out of town and be unreachable to your customers without letting them know.

[30:03] Christine used to hold massive parties. She loved looking around and seeing the house filled with joy and people talking with holiday cheer and spirit. That warmed her heart. Now, she holds smaller casual game nights. She sees people laughing and talking and she says, this is what life is about.

[33:15] Christine’s final word: “I wish everyone so much joy. Make each day count. Again, it’s “the present,” which means the gift. Each and every one of you is unique and you deserve to have the most amazing life.

Tweetables:

“As a host, … come up with some things that are easy for your guests to bring because they don’t want to walk in the door empty-handed. And as a guest, if you’re invited and they do ask you to bring something, … find out what’s going to work within the venue.” — Christine

“If these are your friends and you’re welcoming them into your home, they’re going to love being in your space just the way it is.” — Christine

“We put way too much on ourselves when it’s really about friends getting together for laughs, to break some bread, and create some amazing memories. So, be you and there’s nothing wrong with ordering in from a restaurant and then plating it.” — Christine

“I cannot be in the kitchen cooking and having people there. I’m not a big cook. I need my concentration!” — Christine

“Every single time I’ve ever felt like, ‘Oh, man, I’m tired, I wish I hadn’t said yes,’ and I’d go, I’ve had the best time! … Remember that our life is made up of nice little times of memories and experiences, all lumped together. You want to be able to have those.” — Christine

“We project people’s opinions on us more than we have to.” — Christine

“What are you doing [by telling your client that you’re going on vacation]? Setting expectations. And when we set good expectations and don’t surprise people, it goes well.” — Monica

“At times [in a party], I just make myself pause and I look around the table and I see people laughing or talking and I’m like, ‘This is what life is about!’” — Christine

Guest Links:

Christine Hansen

You Can Heal Your Life, Study course by Louise Hay

Ron Phipps, 2011 NAR President

Stand Up For Your Life, by Cheryl Richardson

Dare To Lead podcast, by Brené Brown

You Can Heal Your Life, by Louise Hay

Episode 8 with Mark Given

Episode 9

Episode 36 with Keith Davis

Episode 63 with Brent Lancaster

Episode 46 with Sean Carpenter

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Christine Hansen Bio:A REALTOR® for more than 30 years, Christine has been active in local, state, and national association leadership for many years. In 2018, she was the REALTOR® of the Year for what was, at the time, REALTORS® of the Palm Beaches and Greater Fort Lauderdale Association. 2018 Florida REALTORS® President. 2019 Florida REALTORS® — REALTOR® of the Year. 2019 NAR REALTOR® Party Director. 2020 NAR Vice President of Advocacy. 2021‒2022 on the NAR Executive Committee. She has been a NAR Director almost continuously since 2006. She has held numerous committee and task force posts with the REALTORS® of the Palm Beaches and Greater Fort Lauderdale Association, which is now Broward, Palm Beaches, and St. Lucie REALTORS®. She is the Broker-Owner of Century 21 Hansen Realty in Fort Lauderdale, Florida, a full-service 80-practitioner-strong real estate company. Her mother, Anita Hansen, was a REALTOR® and founded the Hansen company. Her daughter and son-in-law are also REALTORS® in Florida. She comes from the family business! Christine is a life coach and a trained mediator. She is also active in charitable activities, locally and nationwide.

Licensed in 1987, obtaining Brokers license in 1989

2007 President of Great Fort Lauderdale REALTORS®

2009 NAR leadership team

2017 NAR Liaison of Member Communications

2018 Florida Realtor President

2019 Florida REALTORS® — REALTOR® of the Year

2019 NAR REALTOR® Party Director

2020 NAR Vice President of Advocacy

2021‒2022 NAR Executive Committee

Designations & Certifications: CRB/CIPS/GRI/AHWD

Licensed since 2007 to teach You Can Heal Your Life by Louise Hay

Broker/Owner Century 21 Hansen Realty which was established in 1977

2nd tier Hall of Fame RPAC 2021

WCR Member since 2003

Christine Hansen

Broker-Owner

Century 21 Hansen Realty

3010 E. Commercial Blvd.

Ft. Lauderdale, Fl 33308

Est. 1977

954-817-4881 call/text

As a REALTOR®, there’s always more we can be doing in our job. When we aren’t actively selling, we’re working on marketing, getting new business, or planning our systems for improving our work with our clients. We will never be completely finished with our work; our to-do list.

We are entering into a holiday season with a different, changing market after some challenging times. The change just continues to swirl around us, doesn’t it? Are you taking care of yourself? It’s a serious question that you should pause and consider. If you are not being intentional with your relationships, your stress level, and your plans to manage your business (instead of your business managing you), then I encourage you to have a listen to my conversation with Christine Hansen about taking care of yourself and managing your life better.

Christine Hansen, a REALTOR® for more than 30 years, has been active in local, state, and national association leadership for many years. In 2018, she was the REALTOR® of the Year. Christine is also a life coach and a trained mediator. Let’s hear how she has figured out some ways to take care of yourself in real estate!

[6:10] Christine explains what wellness is. Wellness is about priorities and making sure that the first thing you prioritize is yourself.

[7:06] Christine explains why wellness has become a hot topic.

[9:44] Christine has always felt she wanted to help people to be the best version of who they are. Wellness is a journey, not a destination.

[11:44] Because you are on a path, you may take some missteps. You can always evaluate if the path is right for you and make new choices to correct your path. It’s believing in yourself and trusting that you are complete as you are.

[12:56] A lot of our choices are based on pleasing others. We say yes to things because we don’t want to let people down. We have to choose to prioritize ourselves.

[15:12] Christine explains the effect of guilt and how it leads to self-sabotage. You take away things that could be victories for yourself and you add heartbreak.

[16:56] It takes being intentional. Christine says to give yourself “intention time” every morning. Christine welcomes in the day by saying she is healthy, whole, and complete. Then she looks at the intention of her day.

[18:28] Instead of labeling yourself a workaholic, say you get pleasure from doing things that you love. You are passionate about the things you get to do each day. Have a pre-set answer for when people ask you to do something.

[21:39] If you want to do volunteer work, but the timing is off, answer with confidence, “Not now.” Don't allow yourself to be spread too thin, it will lead to feelings of guilt and letting yourself and your family down.

 [25:01] Christine asked a leader in a leadership training course, “When do you get to be able to just breathe and be happy with where you are?”

[26:33] Christine has noticed that REALTORS® living in the present, that are “taking stride,” are better connectors. They’re giving people an experience. Clients want to be around agents that are at peace, not hectic agents.

[27:26] You need to do a self-check and make whatever shifts are necessary for you to live your best version of yourself.

[27:53] Instead of thinking you “should” do something, consider that you could do something, or could choose not to do it. It gives you more focus and power.

[29:41] Don’t tell yourself that tomorrow you will do something if you already know you won’t do it. Be careful with what you say to yourself. Own what you say.

[33:11] Go back and think of things you were told or that you believe and ask, “Is this still true to me, today?” If not, reframe it to what is true to you. Reframe how you see yourself.

[37:10] Let your feelings be the compass to direct you to make healthy choices. Disconnect. [43:29] The holiday season is rushed and busy, and then we crash into the winter months of January and February, that are often not busy for real estate agents. Christine says you want to pace yourself for the holidays. Don’t try to do everything and be everywhere.

[49:45] If you are feeling overwhelmed about decluttering, one quick and easy thing to do is declutter your car. Get all the stuff out of it and get it cleaned. It will make you feel better. Clean up your workspace, home office, or office in your brokerage; you want it to be a positive reflection of your intentions of being successful and enjoying your work.

[50:50] Have a place set aside for meditation or special quiet moments and sit at peace as you transition from the holidays to the winter. What would some change create for you? Would it give you joy?

[52:41] REALTORS®, you know what you have on your plate for the holidays with family expectations or travel. Prep things now to leave at the office to be mailed on certain dates, while you are traveling. When you are celebrating, you won’t be worried about mailings but you can be present because you’ve prepped.

[54:44] Please, please, please, stop watching the news. Don’t wake up in the morning and put the news on. You won’t have your spirit lifted up by negativity, sensationalism, and drama.

[55:27] Christine suggests some wellness resources.

[57:36] All of us need to have grace with ourselves, take it easy on ourselves, we need to be our best advocates.

Tweetables:

“[Wellness] is about making sure that the very first thing that you prioritize is yourself. And it’s not being selfish and it’s not negative. It is about taking care of who you are. Because … you cannot give what you do not have. And so you must give to yourself.” — Christine

“When did we stop living our lives in the way that we choose and start living our lives at the timing of everybody else? … We’re basically accessible 24/7 without safeguarding the things that we need.” — Christine

“We need to give ourselves permission to be curious and courageous and … able to make mistakes without beating ourselves up … about it. … It’s … having that belief in yourself and trusting that you are complete as you are. … That’s where the journey starts.” — Christine

“When you focus on true wellness, it’s about having a foundation of belief and trust within yourself; that you have the courage and the respect to be able to say, ‘Thank you for asking, but no.’ Or … to say, ‘If I say yes to this, I’m letting myself down.’” — Christine

“Often, we will say yes to good, and then we miss out on great.” — Christine

“When you have guilt, it always seeks some sort of punishment. And punishment always seeks some sort of pain. If you have guilt, you’re setting a path of self-sabotage because you will somehow believe you deserve to either be disappointed or hurt.” — Christine

“Give your family the best of you, not the rest of you.” — Past NAR President Ron Phipps, quoted by Christine

“When you’re feeling overwhelmed, I want you to take a breath and I want you to slow things down.” — Christine

“We ‘should’ ourselves to death. … I think we need to take ‘should’ out because ‘should’ is a guilt word.” — Christine

“We beat ourselves up way more than we ever let on. We need to give ourselves a break.” — Christine

“Stop lying to yourself. Make a deal that if you already know you’re not going to do [something] don’t say you’re going to do it. Start to be careful with the thoughts you think and what you say to yourself. … Own the things that you say.” — Christine

Guest Links:

Christine Hansen

You Can Heal Your Life, Study course by Louise Hay

Ron Phipps, 2011 NAR President

Stand Up For Your Life, by Cheryl Richardson

Dare To Lead podcast, by Brené Brown

You Can Heal Your Life, by Louise Hay

Episode 8 with Mark Given

Episode 9

Episode 36 with Keith Davis

Episode 63 with Brent Lancaster

Episode 46 with Sean Carpenter

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Christine Hansen Bio:

Licensed in 1987, obtaining my Brokers license in 1989

2007 President of Great Fort Lauderdale REALTORS®

2009 NAR leadership team

2017 NAR Liaison of Member Communications

2018 Florida Realtor President

2019 Florida REALTORS® — REALTOR® of the Year

2019 NAR REALTOR® Party Director

2020 NAR Vice President of Advocacy

2021‒2022 NAR Executive Committee

Designations & Certifications: CRB/CIPS/GRI/AHWD

Licensed since 2007 to teach You Can Heal Your Life by Louise Hay

Broker/Owner Century 21 Hansen Realty which was established in 1977

2nd tier Hall of Fame RPAC 2021

WCR Member since 2003

Christine Hansen

Broker-Owner

Century 21 Hansen Realty

3010 E. Commercial Blvd.

Ft. Lauderdale, Fl 33308

Est. 1977

954-817-4881 call/text

Today, Antoine Dupont and I get practical with YouTube marketing and a few video tips, as well. Antoine teaches what he does. Learn how to create videos that create value and produce leads with people who already trust you because of your video presence. It’s a great conversation.

Antoine Dupont is a keynote speaker and marketing consultant and strategist specializing in digital marketing. He’s an in-demand consultant for discovering the strategies that work. Let’s hear those strategies that will work and consider why we aren’t doing them already.

[6:28] Antoine talks about the three things you should be doing to promote yourself and to stand out in this content-saturated world.

[6:52] Antoine has traveled three times around the earth this year alone. He spends a lot of time on planes. He pays attention to what people are doing on their phones.

[8:05] Inside the airport, people are watching videos because they have Wi-Fi. On the plane, they often play video games, without Wi-Fi. If we are on our phones consuming content, so are our clients. Videos work and they will generate leads. The purpose of video for agents is pure lead generation.

[9:11] Creating video is the best way for an agent to get organic attention on themselves. If an agent cannot afford to pay for high SEO, being on YouTube is totally within the agent’s control and it can trump all the rest of the ways that you get organic attention.

[11:28] Antoine’s strategy is thinking about what it is that people want, like, and need.

[12:14] Antoine does a lot of research to answer those three questions.

[13:41] Antoine says to make notes of what you see in the first ten results.

[15:56] Another great tool for real estate agents is answerthepublic.com.

[18:40] Agents sometimes make a mistake with video, trying to leverage YouTube as a lead generator. Your first objective should be to provide value.

[19:37] People are looking for tips, hacks, and secrets on how to find the best home for themselves, and how to know if this home is better than that home. Answer those questions.

[20:08] Antoine generates so many leads through his channel that come to him, without him selling anything.

[21:02] Antoine shares what his approach would be if he suddenly decided to become a real estate agent in Nashville, Tennessee without knowing anything about Nashville.

[21:50] Antoine would start creating content, starting with, “One of the issues that people have with buying homes here is X, Y, and Z.

[22:19] Over time, with Antoine doing video, after video, after video, people are going to say this guy knows his stuff, this guy’s an expert.

[22:54] Monica elaborates on Antoine’s comments about building a business in a new area.

[24:11] The reasons many agents don’t follow these steps are that they are too busy, they don’t know how, or they don’t like the way they look or sound.

[27:38] Even well-loved speakers can be uneasy about how they look and sound. Keep pushing forward anyway and create video content.

[29:26] Monica shares how she created a six-video series this week for her daughter on the steps to buying a home and converting it to an Airbnb or a rental property.

[30:30] Going onto all the platforms is not ideal for most agents. You can be mediocre on every platform or you can be an expert on one platform. Each platform requires separate expertise. Choose the platform that you’re most comfortable with.

[31:52] Each platform requires its own expertise. Antoine explains why he doesn’t do Instagram. He recommends that real estate agents pick YouTube, and become experts at it.

[34:00] Monica and Antoine discuss video creation.

[39:15] The thumbnail is the picture people will see when they scroll by your video on their phone or desktop. It is the image people click to watch your video.

[41:38] For YouTube, make a thumbnail that will make the people in your audience want to click on your video. Go to a freelancer to make amazing thumbnails for your videos.

[42:48] Draw a shot plan. You can use a screen from a scene in your video for the thumbnail but you want to make it an appealing graphic so people will want to watch it.

[46:53] The thumbnails should be consistent with the tone of the videos. They need to match your personality in the videos. Don’t be something you’re not.

[47:52] Customize how you produce your video for that market. How your audience resonates with you is very important.

[52:11] Monica suggests resources for more information and education.

Tweetables:

“I want to remind you that we have all of these back episodes and they’re always there if you need that specific piece of information.” — Monica

“The three things you should be doing to promote yourself and to stand out in this content-saturated world are, 1.) Video, 2.) Video, and 3.) Video.” — Antoine

“Whether it’s on Instagram, on TikTok, on Facebook, or on YouTube, the only difference is the way they’re holding their phone. So if they’re watching Instagram or TikTok, it’s upright. If it’s sideways, then it’s YouTube.” — Antoine

“One of the things that are helpful for agents to understand is creating video is, if not the only, certainly the best way for them to get organic attention on themselves.” — Monica

“Think about it for a second, what Google wants me to do; is it that Google wants me to come only one time and never come back, or does it want me to come over and over? So it’s going to try to give me the best possible answer they can find for me.” — Antoine

“It doesn’t matter what Colleen — my wife — and I think about it. None of our opinions matter. What matters is what YouTube and Google and AnswerThePublic are telling us.” — Antoine

“The fastest growing demographic on YouTube is 45 to 65, which are people with a checkbook.” — Antoine

“People are trying to leverage YouTube as a lead gen and it is a strategic mistake. Your first objective should be to provide value. First and foremost, provide value. Forget about lead gen. Lead gen is going to be a result of you providing value.” — Antoine

“We’re generating so many leads for us through our channel and we hardly ever ask for anything. It comes to us. And the reason why it comes to us is that we provided so much value in the forefront that people come to us as, … ‘Can you help us find a guide in Paris?’” — Antoine

“Look — just get out there. Write a script. Get some ideas of content to create and start shooting. And that’s really it. The thing that’s in your way is that you’re not starting.” — Antoine

“In order for me to execute Instagram properly, I need to have a strategy and I need to have the resources to execute that strategy properly. And currently, I don’t. … Pick a platform and become great at it. … I would recommend for a real estate agent, pick YouTube and do YouTube.” — Antoine

“I know it’s daunting, I know it’s overwhelming, but this is what your audience out there wants to consume. It’s video. So better get started now!.” — Antoine

“Let’s do it! That’s what they want. Let’s provide it. Let’s bring the future to right now!” — Monica

Guest Links:

Antoine Dupont Antoinedupont.com

AnswerThePublic.com

Airbnb

Upwork

Fiverr

Netflix

YouTube Studio

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

 Additional Bio:

Antoine Dupont is a keynote speaker, marketing consultant and a strategist specializing in digital marketing. He’s an award-winning marketing agency owner and a speaker at national and international conferences. He combines 18 years in marketing with 15 years in the hospitality industry. His first job out of college was working for Gordon Ramsey in London at Le Gavroche. Antoine travels the world, sharing his strategy and methodology with marketers and business owners. Real estate is only one of the industries he contributes to. His goal is to improve lead generation and business growth via his proven marketing strategies.

October is part of National Hispanic Heritage Month! Gonzalo and I are excited today to have this conversation that needs to be discussed, but not everybody knows how to talk about it. On this podcast, we talk about a lot of things real-estate-centric and I‘m so excited about what has come out in the last few years of having conversations about different people groups in America. Today we’re going to talk with Gonzalo about the group that we refer to as Latinx. There are different terms and we’ll dig into what they mean with Gonzalo.

[1:04] Monica presents the topic.

[6:04] Gonzalo explains neither Hispanic nor Latino is a race. It is a culture and ethnicity, not a race.

[7:02] Hispanic is a term used by the government. Hispanic is somebody who descends from a country or culture where Spanish is the main language.

[8:53] What matters is how the person identifies, as Latinx, or Hispanic. People often identify as Latinx. People talk about Latin culture, not Hispanic culture.

[10:31] It is important never to label somebody else; let them label themselves.

[11:05] Latinx is new. The intention of Latinx is to make it non-gender-specific.

[16:23] National origin can be a tricky topic for Hispanics. It is a point of pride. Never assume where somebody is from.

[20:12] Also, national origin is a protected class, so be very careful asking people where they are from.

[22:11] Highlight things that you have in common instead of things you don’t have in common. Always consider how the receiver of the question would feel about the question. “Tell me more” is a neutral question.

[26:21] Whether a person is first-generation or has been here for generations makes a difference to them. It’s important not to make assumptions about people based on their appearance.

[28:28] A mistake real estate agents make is asking the client if they would like an agent who speaks Spanish. That is the customer’s choice to request, not the agent’s choice.

[32:00] An agent who is having communication issues with a customer should look for a remedy.

[33:15] The most important part is understanding the customer’s needs. Language isn’t the top priority. The decision-making should be similar to any other customer call. Gonzalo explains a non-discriminatory approach.

[35:16] There have been conversations going on about race in the United States for several years. Race is an unspoken important element in our culture and our lives.

[41:17] In most Latin American countries, home ownership is not as accessible as it is here in the States.

[42:44] Many people come to the States and don’t realize the opportunities they have for homeownership. Education about opportunities is important. In the U.S., you have to borrow money first before you qualify for a mortgage, which will take education in the Latinx communities.

[44:12] Gonzalo talks of high-context and low-context cultures. In the U.S., we tend to be very transactional, especially around real estate transactions. In Latin culture, people like to be friends and want to feel connected.

[45:35] Communication is important. In conversation, they don’t go into business right away. Friendly small talk comes first. A Latinx customer may feel mistreated by a U.S. agent’s directness.

[48:22]  We are all humans and we all care about our customers. Be sure that you show that care.

[50:48] Gonzalo has made greater connections with his customers. He feels he had become more sensitive to the customer’s cultural needs.

[51:32] Throughout Gonzalo’s career, he has had customers around the world. He likes going and meeting customers in other countries and it’s such a good experience.

[53:54] Multi-generational housing is common in Latin culture. It has to do with access to homeownership.

[58:29] It is important to remember the diversity of the Latinx community. There are different cultures in each country.

[1:00:50] Monica invites you to expand and start getting to know your Latinx neighbors.

[1:02:01] Gonzalo recommends biographies in general for learning about people from different cultures.

[1:03:34] Monica thanks Gonzalo for sharing and being such a needed voice in our industry. Monica invites you to look at additional resources to continue this important conversation.

Tweetables:

“We are in the middle of National Hispanic Heritage Month and we at NAR are thrilled to share this conversation with you.” — Monica

“What’s going on at the border is such a small part of this conversation and it’s dominating the conversation.” — Gonzalo

“Neither Hispanic nor Latino is a race, meaning that Hispanics or Latinos come in all shapes and colors. Many people tell me, ‘Oh, you look Latino,’ when really Latinos look so different [from each other].” — Monica

“We don’t say, ‘I’m a Hispanic,’ we say, ‘I’m a Latino.’ … We talk about the Latin culture. We don’t talk about the Hispanic culture.” — Gonzalo

“Sometimes that’s a challenge when you deal with people from a culture that you are not familiar with. You tend to say or ask questions that you didn’t think through if it was right or not.” — Gonzalo

“Don’t ask a question if you don’t really care about it.” — Gonzalo

“When I go to another country and people laugh at me, I laugh with them. I try not to take myself too seriously. I’d rather throw it out there and try and have them laugh. I’m OK with that.” — Monica

“The Hispanic/Latino community is so large, that doesn’t mean everybody has to get along and they’re all the same.” — Gonzalo

“In most Latin American countries, home ownership is not as accessible like it is here in the States.” — Gonzalo

“In America, sometimes, it’s even the opposite. It’s like, ‘Oh, don’t do business with your friends, then you’re going to deteriorate your friendship relationship.” — Monica

“Even though I grew up in the South, I continually have to remind myself and train myself just to slow down.” — Monica

“A lot of my … U.S. customers have created greater connections with me because I have treated them with that kind of extra care that I showed to my international customers that they felt like I offered something different that other agents weren’t offering.” — Gonzalo

“The future is customer care and customer service because if a computer can do it, a computer will. So be a better human.” — Monica

“The diversity … is so important. [There are] different cultures, even inside each one of our countries. … We are not all the same in any way, shape, or form. We come from so many different places. The geography … is also very diverse. Never make assumptions!” — Gonzalo

“As the world becomes more computerized, we need to keep our focus on being exceptional humans. Take one of these NAR Diversity classes to expand your understanding of people who are different from you. … We can all use a bit more understanding and compassion.” — Monica

Guest Links:

Garcia Mejia https://gonzalom.watsonrealtycorp.com/

Additional Links:

Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Gonzalo Mejia is an 18-year veteran of the real estate industry. He has been an agent, broker associate, managing broker, and now team leader of the Dream Home Team in Jacksonville, FL where they are one of the top producing teams in their market. One of their specialties is global business, and they work with customers from all over the world.

Gonzalo has a background in financial controlling and used to work for multinational companies in the USA and South America.

With over 25 years of experience as a leader, instructor, and speaker, Gonzalo is a licensed real estate instructor in Florida and an approved instructor for REBAC, RRC, REBI, and Florida REALTORS®. He has been a featured speaker at several national and international events.

HBO — The Latin Explosion

Monica Neubauer

www.nar.realtor/nar-en-espanol

NAHREP.org

Fairhaven.REALTOR®

Did you know that September is Safety Month at NAR? This month, we are talking with Tracey Hawkins about being intentional regarding safety in the general course of business.

REALTORS® can be at risk when meeting strangers at empty houses, or meeting sellers at their houses alone. It is key to be prepared and use proactive solutions. Even though the likelihood of something happening may be small, the fact is the risk does exist. Our guest will inform you of these risks and will share some information that may surprise you, including stories of crimes against agents. You may not realize who the majority of the victims are. In this episode, you will find out and will learn so much more. This episode shares crucial information to keep you safe on the job.

Disclaimer: Some topics discussed in this episode may not be suitable for children.

[2:23] Monica introduces Tracey Hawkins and shares her biography.

[3:20] Monica welcomes Tracey to The Center for Realtor® Development Podcast to talk about safety and security.

[4:17] Tracey says that we’re more aware of incidents with REALTORS® thanks to social media and more reporting. Incidents have always happened and continue to happen. Tracey talks about these crimes on social media. There are many forums where real estate agents talk about these crimes, so we’re just more aware of them.

[5:18] The most important part of Tracey’s message is “Let’s prevent these crimes,” using lessons learned. Tracey talked at the 2021 NAR Conference about lessons learned. She looks at the crimes against real estate agents, and without blaming the victim, let's learn from what happened in those crimes and let’s pledge to do better.

[5:53] In the last two-and-a-half years, there has been a focus on male agents being victimized and the question is, why? In 2017 for REALTOR® Magazine, Tracey wrote an article about crimes against male agents. It was the most-read article of the year. She rewrote the article for RIS Media. In the last while, in almost every crime against REALTORS®, a male agent has been the target.

[6:43] Most recently, a male agent was murdered by his 85-year-old client. The agent had only communicated with the client online. It seems the client had bought the home after only seeing it virtually. After he closed on the house and moved in, he decided he didn’t want it and wanted to “return” it. When the agent met the client at the home, the client shot and killed him and then shot and killed himself.

[7:55] Tracey talked to an agent who knew the situation. The agent’s opinion is that the solution is that no one should be able to close on a house without seeing it in real life. But in the pandemic, that was not realistic. Many homes have been sold virtually without any problems. This was a case of a disturbed person. We can prepare but we can’t prevent everything.

[9:30] Tracey shares a story from California. A brother and sister had inherited a property. The sister wanted to sell it but the brother didn’t. Two real estate agents and a home inspector met them both at the property. The brother pulled out a gun and shot the two agents and the home inspector. The agents were wounded and the home inspector died.

[9:57] Tracey has always recommended agents follow the CITO (Come Into The Office) protocol for the first meeting. Failing that, the first meeting should be virtual, on Facetime, or similar. The pandemic made agents more apt to use virtual meetings. During the virtual meeting, you can gauge the disposition of the client, such as if there is a conflict between the sellers.

[11:06] Tracey suggests being more productive during a virtual meeting. Share your screen and show a few properties virtually. You can rule out properties without driving to them.

[12:34] The stories Tracey shared were not random strangers showing up. They were a client and potential clients. This opens up awareness beyond what we have been taught. Tracey has talked to thousands of agents and is active on social media. She has conversations with agents who think they have nothing to worry about. Criminals have cars; there’s no such thing as a safe neighborhood.

[13:45] In the “nicer” neighborhoods, where you think you’re safe, that’s where criminals assume that the rich agents are. Tracey shares a recent story from Las Vegas of an assault against a female agent in a model home in broad daylight. It can happen anywhere, anytime. Always be alert and aware.

[14:27] Tracey’s job is somewhat challenging. She works hard to get the message out to male agents. You may not think you need to hear what she has to say but it could save your life or save them some trouble.

[14:54] Monica returns to the idea of showing properties virtually, especially for clients who cannot conveniently come into the office. It’s a great first step for safety and also for having a conversation about where the client wants to live and what kind of house they want. Before getting in a car and driving around, the agent will get a better vibe of what the client wants. It builds the relationship.

[16:03] Burglaries also happen. An agent in Tennessee was opening the door for clients. A gunman approached and said, “Run for your life!” The agent trusted his gut, threw his keys, and ran. He was not shot. The gunman stole the car, which was later recovered by police tracking his iPad still in the car.

[17:05] In Florida, a male real estate agent was in front of a listing and a gunman approached and abducted the agent. They drove to two ATMs where the gunman stole $500 at each ATM and then shot and killed the agent. Be aware, be alert, and know that it can happen. The male agents always tell Tracey how big they are, but they can be victimized, too.

[18:59] Tracey teaches agents to lead with safety and be the agent who is constantly talking about safety. When a caller asks you to come to their property, inform them that company procedure requires you to check them out and get some background information before you visit a property. That’s for everyone’s benefit.

[20:06] Don’t assume that the person in the house is fine because they own a house. It might even be someone who has “jacked” the listing and is pretending to be the owner.

[20:34] Forewarn® for Real Estate is an app for REALTORS® that does a basic background check in a few minutes. Tracey has interviewed them for a couple of her articles. If some of the agent victims had used Forewarn®, they might never have met their assailants. Forewarn® reports on criminal convictions, but many criminals have not been caught. So Forewarn® is a layer in your safety process.

[21:28] The U.S. Department of Labor considers real estate sales and leasing a high-risk, hazardous occupation. You meet strangers in empty houses. Build safety into your business. Let clients know safety requires you to check them out before going to meet them. Let clients know they have to get valuables, guns, envelopes, and prescriptions out of sight in an open house. Be the safety agent for your clients.

[23:17] The agent must say out loud to the seller, that the agent cannot be responsible for belongings in the house. The agent can make a waiver for the seller to sign. Provide a checklist of things for the seller to lock away or hide to keep them safe. Tell the seller, no one should know who lives in this house. Take down family photos. You will represent safety to that seller and stand out from other agents.

[26:50] If the house is empty, you can offer to go by and check that it is locked and secure. But you may be taking on liability with this offer.

[28:40] Monica asks Tracey about these practices: Before going to meet someone at a house, on the phone get their full name, phone number, email address, their REALTOR® if they have one, and who is coming with them to the showing. Also, tell them you will be checking their driver’s license outside the house. If unexpected extra people show up, you have a chance to find listen to your gut feeling.

[30:58] Tracey loves that Monica is listening to her gut feeling, instinct, intuition, or whatever you want to call it. All agents need to do that. If your gut is telling you you’re not safe, believe it and get out of the situation. If you do not have the first meeting in your office, meet at a coffee shop where you are known, where if something happens, it will be noticed. Or borrow vendor meeting rooms in different parts of town.

[33:59] Tracey’s sister, an agent for 34 years, only meets new people at her office. You meet a professional at their office. Wherever you meet, let the client know you have a safety plan that includes knowing whom you are meeting and that you will need some information. Be consistent for one and all, so you don’t get into trouble with fair housing discrimination. Make it your everyday safety practice.

[35:40] When you rented a movie at Blockbuster, you showed your ID. Of course, it is reasonable to show an ID to make the largest financial transaction of your life. A legitimate client will accept safety practices. It needs to be a part of your safety plan and it needs to be consistent.

[36:20] Tracey’s tools for safety include smartphones and smartwatches. You can call for help or show your location from your watch. Set up the safety settings of your smartwatch and smartphone. Google Maps has a free location-sharing feature. Every agent needs to use it. Google Calendar can be shared with your office for your work appointments. Google View can show a street view of where you are.

[38:30] Someone should always know where you are. But, whenever there is Bluetooth or Wi-Fi connectivity, your information is being shared, so be on alert. You might be playing golf, but somebody knows where you are.

[39:55] Tracey’s suggestions about carrying weapons. The number one defensive weapon agents use is pepper spray. Next are firearms, and then knives. Know the difference between tear gas, Mace, and pepper spray. Mace is a brand name. You want pepper spray. Look for OC (Oleoresin Capsicum) on the label. The spray has an expiration date. Test it. Know how it’s going to spray when you need it.

[41:17] Any safety tool, whether it’s your phone, or whether it’s a gun, or your pepper spray, needs to be accessible. In some cases you want it to be visible, like pepper spray, as a deterrent. Practice and test the pepper spray every six months.

[42:24] Tracey sells pepper spray to agents. She tells them to take it outside and practice with it, become familiar with it, and test it every six months.

[43:04] Some agents tell Tracey their husband wants them to have a gun but they are afraid of it. If you are afraid of a gun, you’re not going to carry it. If you are not comfortable using it, it is more likely to be taken from you and used against you. If you are comfortable with a gun, take care of the legalities first. NAR does not have a policy on guns. They refer you to your regional or local association.

[43:57] If you get the clearance of your local board or association, talk to your company and find out if they have restrictions on carrying a firearm. Then, don’t just get a license and call it a day. Enroll in firearm safety classes and be there regularly. Practice regularly so it becomes muscle memory and when it becomes time to use it, you are confident. Tracey shares a Colorado story where an agent had to shoot.

[45:18] If you are going to take martial arts or self-defense classes, you need to be committed. You need to do it. Tracey shares a Virginia story where an agent was hit 10 to 12 times in the head area with a wrench. She was a black belt. She put up a fight. She survived, with a long road to recovery. Enroll in self-defense classes, take more than one class, and take them regularly. Get muscle memory.

[45:59] All of these things are layers in your safety plan. First, be proactive. Then have weapons of pepper spray or firearms. Take self-defense classes. Tracey wishes proactive safety education was mandated. Monica believes proactive safety education is working for some of us and shares a story of an alert agent who protected herself from a potential assault from someone lurking around an open house.

[47:54] Tracey says that 71% of REALTORS® surveyed have not taken a safety class. Tracey wants to change that. Meanwhile, she tells agents to rely on their gut, but also not to judge a book by its cover. Look at photos of Sam Walton and Ted Bundy. You would not know from looks which was the richest man in the world and which was a serial killer. Look at behavior. Judging wrongly could cost you your life.

[50:30] Monica recommends a book, Verbal Judo, and asks for Tracey’s recommendations on de-escalation. Tracey tells of an agent who showed up for a listing appointment and walked into a sibling dispute. She said she would go back to her car and when they reached a decision they could come out and invite her back in. Tracey also suggests a fake phone call to retreat from an uncomfortable situation.

[52:29] Having an implied witness to whatever may happen is helpful. Tracey has group discussions and role-plays in her classes. Agents learn from each other when they hear the different stories and the techniques others have used. Role-playing prepares you for situations that might take you off-guard when it’s hard to think on your feet.

[53:54] Safety education needs to be a part of new agent orientation. New agents have no clue what they don’t even know.

[54:54] Tracey’s last words for the episode: Agents are interested in putting video content on social media. Use those platforms to talk about safety! Be the safety agent for your area. Post safety tips. Be a resource. Provide safety content for people to copy instead of sending out the same email every other agent is sending. Lead with safety. Use expert-created content that Tracey and others have curated.

[56:25] Monica thanks Tracey for caring about us and sharing this important safety information.

[58:14] Monica invites the listener to listen to Donny Allen’s episode on safety, Episode 44. He discusses different things than Tracey discussed. Monica invites you to share Tracey’s episode with your friends to help them be safer in these crazy times.

[58:52] Check out the new Center for REALTOR® Development website at Learning.REALTOR.

Tweetables:

“I live and breathe real estate safety.” — Tracey

“I think one of the reasons there are not more [crimes against REALTORS®] is the proactive preparation that agents are making.” — Monica

“There are things that we can do but we can’t prevent everything.” — Tracey

“Use that virtual opportunity to be more productive. … Take that time in your first meeting to share your screen and show a few properties and you can rule out properties that just are not a fit, right there virtually, so you’re more productive and you’re working safely. So the two go together.” — Tracey

“My job, without inducing fear, is to let agents know that it happens everywhere. It happens at all times. And if one more person says anything to me about ‘I only go to good neighborhoods,’ I’m going to scream!” — Tracey

“Ask the police about ‘good neighborhoods’ and how many times they go there for domestic violence!” — Monica

“The nicer neighborhoods, … that’s where the good stuff is and that’s where criminals assume that the rich agents are. So when I look back at crimes against real estate agents, I see them happening in model homes. … It can happen anywhere, anytime. You need to always be alert and aware.” — Tracey

“My job is always challenging. People don’t think they need to hear what I have to say when what I have to say could save their lives.” — Tracey

“When you hear that the U.S. Department of Labor considers real estate sales and leasing a high-risk, hazardous occupation, then that makes you pay attention. You make a living sitting in empty houses waiting for strangers to walk in. You make a living meeting strangers in empty houses.” — Tracey

“Someone should always know where you are when you are working, no ifs ands or buts about it. That means open houses.” — Tracey

“Any safety tool, whether it’s your phone, or whether it’s a gun, or your pepper spray, needs to be accessible. In some cases you want it to be visible, like the pepper spray as a deterrent.” — Tracey

“Enroll in [firearm safety] classes and be there on a regular basis so that it becomes muscle memory; when it’s time to use it, you are confident.” — Tracey

“If you are going to take a martial arts or self-defense class, you need to be committed. You need to do it.” — Tracey

“That’s one of the things about proactive education, that when people are applying it, we don’t know what we’ve thwarted. So, we have to just believe that it’s working even though we don’t know it and that’s the good news is we believe that it’s working for some of us.” — Monica

“It easy to put [safety] off. Until it isn’t. We don’t want any of you to be a statistic. So if you don’t have a policy already, I would encourage you to set it this week. Put that on your goal list. And attend a class this month.” — Monica

Guest Links:

Tracey, the Safety Lady — Tracey Hawkins www.safetyandsecuritysource.com/about

www.nar.realtor/safety

Verbal Judo: The Gentle Art of Persuasion, by George J. Thompson and Jerry B. Jenkins

realtor.libsyn.com/44-safety-tips-for-realtors-with-donny-allen

Forewarn for Real Estate

Additional Links:

Micro courses found at Learning.REALTOR

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

“Tracey, the Safety Lady” Hawkins is a former real estate agent who has taught thousands of agents across the country to live and work safely for over 27 years. Hawkins is the real estate safety writer for The Close and a safety expert and contributing writer for the National Association of REALTORS® REALTOR® Magazine, MNNews, realtor.org, contributing writer for the National Association of Residential Property Managers/NARPM, Houston REALTOR® Magazine, and RIS Media.

Tracey, the Safety Lady” was selected to speak at the National Association of REALTORS® national conference in 2021 and 2022! Tracey has also presented at the Triple Play REALTOR® Convention and EXPO. She has been recently selected as a 2022 RISMedia Newsmaker in the Crusader category.

She was selected to speak nationally for the National Association of Residential Proper Managers (NARPM) and realtor.com in 2021.

She has created the country’s only real estate agent safety designation, the Consumer Safety and Security Specialist (CSSS). She also created the only broker, manager, and owner office safety policy certification workshop with an office safety policy handbook and the property management safety certification program.

In this episode, Leigh Brown asks if you believe we are in a new market shift in real estate. You will be able to get some great insights and suggestions from Leigh as she is one of the most well-known speakers and thought leaders in the real estate industry. She has been selling real estate for several years and is the founder of One Community Real Estate® in Concord, NC. She has written three books, hosts two podcasts, and speaks all over the country. Leigh and Monica discuss the information REALTORS® can get from their MLS, their Chamber of Commerce, as well as the news, in order to inform their clients of the most up to date information. They also discuss the importance of networking, and using data to help make decisions. Leigh insists that REALTORS® need to keep current on changing conditions and educate their buyers and sellers with the most relevant information in order to navigate this market shift.

[2:35] Monica welcomes Leigh Thomas Brown to The Center for Real Estate Development Podcast to talk about The Shift. Leigh compares the shift in real estate now with the shift in ’07.

[5:23] You have to figure out the new conditions in a shift. In March of 2020, a house that earlier would have sold in minutes was sold in seven days. Now it takes longer. The busiest REALTORS® see the changes in the marketplace first. Once you see them, you need to educate sellers and buyers or you will get behind the REALTORS® who will figure out the shift and leapfrog you.

[7:16] In the big recession in 2007, REALTORS® didn’t see the shift, didn’t get educated quickly enough, and didn’t adapt their expectations quickly enough. If you’re not dialed in, you can hurt people.

[8:11] Monica watches her local group's Facebook pages to stay current with local market conditions. It’s also great to see local REALTORS® supporting newer REALTORS®with their experience.

[10:43] Going to in-person events allows you to build relationships that will last through your career. Take classes to network with long-time mega-listing agents. There is no better resource for an early-career REALTOR® than a long-time agent who has been through a shift. They know how to conduct themselves when the phones stop ringing and everything seems to be coming apart.

[12:46] Leigh tells how she acted in 2007 when her phone stopped ringing. Going to events would have helped her. An experienced agent would have reassured her that houses will still be bought and sold.

[13:56] Leigh defines a shift as market conditions that cause people to behave differently in real estate. She notes several market conditions that have happened together. An agent can see a shift first by keeping track of Days on Market and price reductions on MLS.

[17:04] Leigh lists some of the conditions defining the current shift, showing how complex the real estate market is. Being a real estate professional doesn’t mean being a financial/business expert but you need to be aware of what’s happening. It helps you talk to your clients who are also reading the news. Real estate is a financial tool as well as a living and home tool.

[17:50] Monica refers to Episode 70, featuring Josh Cadillac, about the different areas that affect the real estate market and how to talk to clients about them.

[19:43] Leigh tells how an agent in her office used statistics from MLS. MLS is much more than bedrooms, bathrooms, and prices. Put the best information possible into the MLS so every agent has the information for their clients to create a match. Check out the History button on every comp property. Print it out and attach it to the comp. Highlight all the times it has changed price.

[23:55] Let people know markets are fluid in a shift. Also, every house is a combination of condition and price. Look at Feedback on the listing to see more about the house.

[26:02] Call your MLS and ask the data person to do training at your brokerage. Learn how to use the Statistical Analysis Module (SAM) to look at the month-over-month of ZIP Codes or neighborhoods to come up with an accurate market value price. You will be the most educated REALTOR® at the table. Most listings occur at the end of the month. Things change every day.

[30:01] The future is coming at us quickly. Dig into the data now. Take classes at your MLS or have them come to your brokerage. Learn it now. Only REALTORS® can dig in and analyze the last six weeks of data. The three-month data doesn’t matter. Monica shares an anecdote about how they first saw this shift. Using the data is a skill all agents need to have right now. Train your client with the data.

[32:30] Look at the NAR profile of home buyers and sellers. Clients want greater transparency. They wish we told the story better. When you’re discovering all the data points, explain what they mean to your client. You will have a client that understands where you’re coming from.

[33:32] Train your clients to understand the data. They will receive it, own it, and make informed decisions about what to do. This is what Monica calls proactive real estate work  If you will set up the systems and do the work proactively, then you won’t have a problem later. Leigh reminds us that everything we do has to center on the best outcome for the client and it’s up to the client to determine the best outcome.

[34:39] One of the top complaints to any state Real Estate Commission is “My REALTOR® made me…” When clients understand the decision they are making, they will not feel pressured to make a bad decision. Give them as much information as possible in writing so they can decide. This also protects you from going against Commission guidelines. The client wants to trust you to act in their interest.

[37:18] Leigh shares some best practices. Human behavior, when something doesn’t feel right, is to pull back and stop. Agents don’t have that luxury. Right now in our marketplace, there are people who need to sell. If we do not effectively tell them how to get out of the market, then we are hurting them. Learn the language of short sales and foreclosures. Leigh explains why.

[39:55] Prospecting is not about you. Leigh’s father taught her that if you take care of people the right way, money will find you. That's what REALTORS® must remember, going into a market change. Stop thinking about money; think about somebody else’s best interest and the money will find you. Pick up the phone and call your contacts to say, “Hi! If you need something, I’ve got you.” You don’t need a script.

[44:01] If this time has afforded you a pause and you need to take a month if you have money in the bank and you’re OK, then take a break. REALTORS® have worked seven days a week since COVID-19 started. You have to be a businessperson when it comes to your time. That includes putting up guardrails. If you’re not rested, you’re not capable. Find your balance between work and rest.

[47:45] Real estate is not going to stop being wildly competitive. Every pre-licensing school is full. If you want to maintain or grow, you have to make specific business choices.

[48:30] Leigh explains how to talk to buyers in a shift. Buyers have a built-in need to win. They’ve been getting beat up. You have to explain to the buyer that sellers and even banks are not accepting 20%-off offers. They have to get their equity. Banks also sell in bulk deals that exclude individual buyers. Don’t wait for a repo.[51:54] Inflation is not over; the monthly payment is lower now than it will be later! Tell buyers to focus on the monthly. The buyer needs to get a pre-approval letter updated for every property they look at. Talk to your buyers about PITI-plus. The “plus” is a buffer for inflation for fuel and food. Talk to your buyers about how they can stay in that house. Your job is to help people think logically about an emotional transaction.

[53:41] You should know how long people stay in their houses, on average, in your ZIP Code. Ask your local Chamber of Commerce. Be the person who has the data for your clients. With the right data, people can buy houses.

[54:36] If your client insists on making offers at 30% off, refer them to a REALTOR® who is willing to do that; which is why you show up at networking events, to build a stable of amazing REALTORS® who have different business models and mindsets so that, at the end of the day, the client is best served by the REALTOR® who fits what they're looking for.

[55:04] Leigh’s final word is, Do the work; pay attention to the information, take the classes, train your clients, train your sellers, and keep moving. Without REALTORS®, home ownership dies; the American Dream dies; REALTORS® are the ones doing the work in the field, every day, giving some neighbor the hope that they can buy their first house.

[55:48] Monica thanks Leigh Brown for joining the Center for REALTOR® Development podcast!

[55:56] Leigh shares three takeaways from this episode: Get education in person, to network. Build your knowledge of statistics and how to use MLS data. Call and care about your clients![56:23] The Center for REALTOR® Development has migrated all of its educational tools to one website: Learning.REALTOR. Contact your local association to see what’s happening in your area!

Tweetables:

“We have been through some changes in all of these years and so, when they say The Shift, I’m like, ‘Well, all right, let’s see where this new road’s going. You know, not a big deal, maybe I’m even glad!’ But a lot of our listeners, as crazy as their lives have been, they’re not necessarily excited about this!” — Monica

“That was what I felt like on March 13th of 2020. Of course, the COVID-19 lockdown started on Friday the freaking 13th. The phones stopped ringing for a minute and then they started ringing and it was, ‘What do we do?!’” — Leigh

“I got you, baby! I know what to do when the market goes stupid and sideways because I’ve been through this and frankly I would rather not think about how many years it’s been since the shift last time, in ’07!” — Leigh

“The managing of expectations is the hardest thing for REALTORS® to adapt to because we see it first. The busiest REALTORS® see it first.” — Leigh

“It’s one of the under-sung beauties of REALTOR® world is that there is an actual desire to work together; not collusion,… but from a knowledge, information, expertise, and competence standpoint.” — Leigh

“If you’re an early-career REALTOR®, there’s no better resource than somebody who has been through this. … They know how to conduct themselves. They know how to maintain a sense of calm and confidence when everything … looks like it’s just coming apart at the seams.” — Leigh

“There’s a new problem. I’m going to define it and I’m going to help my clients get where they want to go. 100%!” — Monica

“[A shift is] anything in the external market that causes people to behave differently in real estate.” — Leigh

“When you call your MLS, that data person will come to your brokerage and do a training session and show you inside scoops and they love it.” — Leigh

“Because markets are fluid, all you have is your data. So if you take in that month-over-month view of the ZIP Code, you’re going to be the most educated REALTOR®at the table.” — Leigh

“When everything goes smoothly, it’s not because it just went smoothly, it’s because you prepared well and everybody joined in the journey together.” — Monica

“Everything we do has to center on the best outcome for the client.” — Leigh

“Be curious. Ask better questions. What’s their need?” — Monica

“Care about your people. Genuinely care about your clients, your friends, and the business will come.” — Leigh

“Until interest rates are higher than the rate of inflation, we’re not at the end of the pain for buyers. You've got to tell your buyers, right now is still a good time to buy! It’s not going to get easier! It’s cheaper, monthly-payment-wise than it will be later! … Focus on the monthly.” — Leigh

“Go back to that [average stay in houses] data and MLS may not have it but your Chamber of Commerce will. … So you know that number, you know the interest rate, you’ve got your lender on speed-dial, and you’re focused on PITI-plus, people can buy houses.” — Leigh

Guest Links:

leighbrown.com  |  leigh@leighbrown.com  |  704.507.5500

Facebook: leighbrownspeaker https://www.facebook.com/LeighBrownSpeaker/

YouTube: leighbrownspeaker https://www.youtube.com/leighbrownspeaker

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

LinkedIn: leighthomasbrown https://www.linkedin.com/in/leighthomasbrown/

On the Clubhouse app: @leighbrown

Twitter: https://twitter.com/LeighBrown

Podcast: Crazy Sh*t In Real Estate https://www.crazyshitinrealestate.com

https://podcasts.apple.com/us/podcast/crazy-sh-t-in-real-estate/id1153262163?mt=2

Great Recession

Days on Market

MLS

ZIP Code

Episode 70 with Josh Cadillac

Josh Cadillac's website

Chamber of Commerce

Additional Links:

Micro courses found at Learning.REALTOR

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Leigh Thomas Brown

Certified Professional Speaker™ (CSP®) international keynote speaker who happens to be hilarious in an almost-inappropriate-but-still-family-friendly way. Leigh uses her decades of experience as the go-to expert for REALTORS® to help any organization get on track with goal setting and achievement. She knows the secret to solid relationships with clients to ensure that they keep coming back again and again. She talks fast, and every word of it is gold. Leigh’s messages are bold, powerful, and full of a contagious energy that breaks through barriers and skyrockets your organization towards success.

A wife. A mama. A runner, singer, and pianist, who enjoys cooking, gardening, and needlepoint. A child of God and a follower of Jesus. Trying to get life right, one mistake at a time.

This episode, with Chris Linsell, covers one of real estate's most popular topics: CRMs. Chris is an expert reviewer of customer relationship management systems, or CRMs, the organizational tool that all real estate professionals need to have in some form. He discusses how to use a CRM, why you should use one, and the benefits of having this system in your business. Chris and Monica discuss many important tools for real estate professionals, including broker-centric systems that many of you have access to in your brokerage firm, as well as their favorite independent systems for you to consider. Listen in for timely expertise on CRMs and more office tech.

Announcement: The Center for REALTOR® Development has migrated all of its educational tools to one website: Learning.REALTOR.

[1:51] Chris Linsell is an expert and reviewer for customer relationship management systems.

[4:09] As a consultant, Chris stays up with tech and real estate trends; he needs to know a lot about a lot of things.

[8:18] We all must manage customers and relationships. Most agents think of a CRM as difficult technology and software. Technology provides the tools we use to create the business that we want. Those tools are often based on the internet. But don’t overcomplicate things.

[11:01] If you want to scale, you are going to need better technology. You cannot share a spiral notebook or an Excel sheet with your associates. Agents need to keep up with leads and current clients, their deals, and their client database.

[14:21] Chris’s top CRM recommendations for real estate professionals. [23:56] Compared to general-purpose CRMs, these real-estate-based CRMs give you an amazing number of tools in one piece of software, Chris explains how CRMs substitute for tech stacks.

[27:22] What are CRM best practices?

[31:30] Chris advises Monica to commit to one consistent place to enter contacts, so she will have all her contacts together. Also, get tech support. Your brokerage may offer you a CRM, but have an exit plan in case you leave.

[37:11] Chris always coaches agents considering a CRM to ask themselves three questions: Can they commit to it for at least one year of subscription? It takes time for a CRM to build value. Does this tool solve one major problem? Does this tool provide the opportunity to effectively exit it if needed?

[39:53] The software is constantly upgrading.

[42:38] More best practices for CRM use.

[50:35] Additional tasks:

[54:14] A CRM is only as valuable as the time you put in on it. In the beginning, you will put more time into it while you learn to use it.

[55:17] What do agents need to know about predictive analytics? Predictive analytics is the use of big data to understand better and make better predictions about what’s going to happen next. Chris shares an example of predictive analytics for lead generation for the next 12 months.

[57:50] Big data sells predictive analytics to real estate companies; small companies can access the same insights as large corporations. Chris gives an example of how you have already used predictive analytics over small sets of data. Predictive analytics tools use larger data sets for greater accuracy.

[59:44] Chris lists some predictive analytics tools for real estate agents. He predicts that predictive analytics will be pretty mainstream within a year. Monica has been watching the vendors for a while!

[1:04:00] Chris’s final word of advice!

[1:05:21] Monica thanks Chris Linsell for bringing his wisdom, experience, and a willingness to call her out for the flaws in her systems! Who is helping you learn and level up in areas of your life? Every day is an opportunity to learn something new in business or life. Are you looking for those nuggets and the people who will share them with you?

Guest Links:

https://theclose.com/real-estate-tech-companies/

https://theclose.com/predictive-analytics-overview/

https://theclose.com/real-estate-lead-management-strategy/

https://theclose.com/best-real-estate-crm/

https://theclose.com/market-leader-real-estate-lead-conversion/ ChrisLinsell.com

TheClose.com

The Matrix

Excel

“The Best Real Estate CRM for 2022: In-depth Reviews & Pricing”

LionDesk®

MarketLeader®

Zillow®

BoldLeads

BoomTown

Elevate Social ProTM

AI

Elevate Real Estate CRM Review + Video Walk-through

Jasper

IxactContact®

TopProducer®

PropertyBase

WiseAgent

Follow Up Boss

Tech Stack (Solution Stack)

Facebook

MLS

Gmail

ReMax

Coldwell Banker

Real Estate One

Keller Williams

EXP

“Compass acquires Contactually”

Outlook

MailChimp

SlyBroadcast

Slydial

Offrs

Revaluate

NAR Annual

Additional Links:

Micro courses found at Learning.REALTOR

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Chris Linsell is a REALTOR®, real estate coach, writer, technology analyst, and content strategist based in the United States. He is a hands-on real estate professional with more than 10 years of experience buying and selling anything from modest starter homes to massive waterside compounds. As a digital and content strategist, he’s worked with teams (real estate and non-real estate alike) to realize their lead generation and overall business goals by finding new ways to demonstrate their expertise and authority in their local markets.

Chris is a Writer and Technology Analyst for The Close, the internet’s leading source of actionable, strategic insight for and by industry professionals. At The Close, his job is to be up-to-date on the latest and greatest technology platforms, real estate strategies, and best practices that the leaders of our industry are using to buy and sell more homes every year. He is a thought leader in the real estate space, regularly hosting webinars and group coaching calls, as well as being a featured speaker at events like the National Association of REALTORS® Annual Conference. Linsell is also a contributor to publications like Apartment Therapy, Bank Rate, Fit My Money, EOE Journal, Mashvisor, and Constant Contact. He is also a regular contributor to industry-leading media like the Keeping It Real Real Estate Podcast

Do you have a succession plan for your business when you want to leave it? Whether you have created a business that you wanted to do for life, or you decided, “I’m going to move on and take a different direction for my life, or for my business,” this conversation on phasing out of your business, and creating long-term financial resources and assets, is for everyone. Our guest, Renee, will help you see ways to invest in yourself and your business to meet your long-term goals.​

[2:32] Renee Williams is passionate about holistic business success, which includes finances, strategic planning, and retirement with passive income. She hosts the Agent Exit Podcast. Exit Strategy is huge! [3:43] Renee and Monica talk about bucket lists, plans for retirement and Monica’s current Big Why.

[5:05] Renee talks about “someday” goals and being intentional in making them happen.

[6:42] Research shows that anticipation and planning for something can provide as much enjoyment as the activity itself. Take a phone video of yourself telling what your ideal exit strategy would be. Watch it in a year and see what steps you’ve taken.

[10:15] It’s a lot easier to make the transition to exiting production when you have a written plan! What does exiting production look like if you want to keep some income after your last commission check?

[11:50] Ways to exit production:

Sell your business. Invest in rental properties. Revenue share or profit share, depending on your brokerage. Receive equity in the brokerage if offered or in another business. Draw down on your Solo 401(k), IRA, funds you have already set aside, and savings.

[13:11] 1. How to sell your business. Renee recommends Nick Krautter’s book, The Golden Handoff. Nick shares step-by-step instructions to sell your book of business to a known broker.

[15:57] Selling your entire business includes the database, assets, name, logo, team, and more. You may need a business broker to help you.

[18:53] As part of your planning, hire a third party to look at your business and tell you what needs to be renovated or fixed.

[22:03] If your brand is your name, it will be hard to sell your business. Rename it long before you sell it.

[25:58] Renee tells how she refers clients to other agents when she is busy.

[30:10] 2. Real estate investing is low-hanging fruit and there are many ways to invest.

[32:50] Monica invites you to listen to her episode on referrals with Gary Rogers and her episode on cash-based investing with Rich Arzaga for information.

[35:17] 3. If your brokerage offers revenue-sharing or profit-sharing, take advantage of it!

[38:12] 4. Are you with a brokerage that will allow you, if you are a top producer, to own equity in the brokerage? Ask. Times are changing for brokerages, too. They may be looking to share the burden.

[41:55] Get someone to represent you in selling your business. There are many ways to structure a sale.

[43:10] 5. Savings — when you have a transaction complete, you need to put some into the business, use some for personal expenses, set some aside for taxes, and put some into savings until retirement.

[44:51] Renee is heavily into real estate investments; her husband has stocks and some crypto. Solo 401(k)s and self-directed IRAs can both be invested in real estate.

[46:18] Monica suggests listeners listen to the Rich Arzaga episode linked below for information about finding an investment advisor who is knowledgeable about real estate.

[47:23] Renee’s advice: go to Financialwellness.realtor. There are great tools to help you figure out what your financial goals are for your age and what kind of plan you need.

[52:07] Knowing your “number” so that you can sustain the lifestyle you want after you exit production.

[52:30] Looking at what debt you can pay off now so you can get to your exit number. Social Security may not be enough for you.

[54:04] Renee’s final word is you don’t need anybody’s permission to plan your exit! Write a plan and make it plain. It is absolutely doable!

[55:05] Monica invites you to go back through past episodes to find topics you need to help you be more successful in your business. Use this podcast as a library! The earlier episodes are as relevant today!

Tweetables:

“We have to be intentional if we want ‘someday’ to actually happen. … Have an actionable plan so someday occurs. … Planning is free! It doesn’t cost you anything to write a plan!” — Renee

“If you think real estate is expensive now, just wait! Just wait! It’s going to get higher! So, there is never a bad time to buy a duplex … a triplex, or a quad!” — Renee

“Get a property manager. If you get too many [units], then you hire a property manager.” — Monica

“The equity is just going to be phenomenal. There’s just really no reason for us not to be purchasing some sort of real estate.” — Renee

“It’s good for us to get help … because we don’t know everything!” — Monica

Guest Links:

Renee Williams Group

Renee on LinkedIn

Agent Exit Podcast with Renee Williams

Nar.realtor/research-and-statistics

Financialwellness.realtor

NAR's Center for REALTOR® Development Podcast: Gary Rogers

NAR's Center for REALTOR® Development Podcast: Rich Arzaga

NAR's Center for REALTOR® Development Podcast: Melanie McLane and Rob Mehta

NAR's Center for REALTOR® Development Podcast: Bryan Bergjans and Juanita Charles

Additional Links:

Micro courses found at Learning.REALTOR

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Renee Williams is a former loan officer and corporate strategy administrator turned investor, REALTOR®, Director of Operations, and small business coach. For over a decade, she provided organizational support on billions of dollars in mergers, acquisitions, joint ventures, and divestiture transactions for her corporate job, all while having a real estate license and investing on the side. Now she’s leveraging that experience to help seasoned women entrepreneurs create a business they love and secure the future for themselves and their families.

Real estate is intertwined with the economy in so many ways, and real estate agents can sometimes have a hard time connecting these external factors with the home buying process. Our guest, Josh Cadillac believes in closing customers for life, which means building expertise on a deeper level that goes beyond the specifics and square footage of a home. When you give your clients context within the home buying process, not only does it help their future, but it means you’re on a path to creating a lifelong customer.

[3:00] Josh and his background in real estate.

[5:30] Josh talks about his motto, “Close for Life.”

[6:45] It’s an important part of Josh’s life to do work that you’re proud of, to have a life you’re proud of.

[7:40] Diving./, into the actual raw product real estate agents sell.

[10:20] Sometimes there’s a disconnect between real estate agent and customer. Why is that?

[14:55] Real estate agents need to make the case on why a customer should trust them.

[20:45] Sometimes just talking to your customer about the market and reciting facts can provide a lot of insight and trust with them.

[25:45] Older real estate agents need to understand that the world, and the market, are much different than when they first started selling properties. They need to provide context to the younger homeowner.

[32:50] Homeowners in distress still can grab an amazing price for their property. A real estate agent has to set the frame right so that they get the most out of the property.

[33:25] We are not in a 2008 bubble. There are not a lot of people in negative equity positions.

[34:00] Why do investors love real estate in times of high inflation?

[39:35] Real estate has always been a good hedge against inflation.

[44:00] Josh shares his thoughts on motivation and how you can motivate your customer to be more excited about the home buying process.

[50:35] We need to stop trying to close deals and start trying to close customers for life.

Tweetables:

“A path to a fulfilled life is to take every part of your life, and have it /./.be something you do with excellence.” — Josh

“Because of the inflation we’re seeing, real estate tends to be more attractive to investors. The reason for that is real estate tends to appreciate when there’s inflation and rents tend to go up.” — Josh

“A house tends to be the perfect hedge for inflation. If you’re renting, your rent will go up, but your wages usually won’t go up. Wages tend to trail inflation.” — Josh

Guest Links:

Joshcadillac.com

Josh on LinkedIn

Nar.realtor/research-and-statistics

Additional Links:

Microcourses found at Learning.REALTOR

Crdpodcast.com

Learning.REALTOR for NAR’s Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Joshua Cadillac

ACE, CCIM, CDPE, MCNE, CRS, CRB, ABR®, GRI, RSPS, CSSA, CCFA, CIAS, MRETE, e-Pro, SFR®, BPO-R, CFA Master, TRC, LMB, AHWD, C-Rep, M-rep, CPMS, CIPS, DPP, PSA, ASP, SRS, LGC, CAM, LHI, Leed AP, RRP, LMA, LMR

Prior to entering the real estate industry as an agent, Josh was a commercial real estate investor and business owner of restaurants and other related companies. He started in real estate full time in 2008 and within the first two years, earned his broker license and many of the most prestigious real estate-related designations that exist. After a few years, Josh transitioned into a leadership role at the brokerage where he worked, assisting, training, and even mentoring agents to help them achieve success and reach their full potential in real estate. During this time, he learned the mistakes that many agents make that successful agents avoid and developed his philosophy of “not just closing deals but closing customers for life.”

Investors are one of Joshua’s specialties and one of the many clients he enjoys working with. Joshua has a robust knowledge of the financial aspect of real estate and has worked as an investor himself, successfully flipping numerous properties both distressed and non-distressed. Josh took his passion for investing and helping agents close more deals (and customers) they already had and put together the ACE 2-day training course. Recognizing the tremendous lack of financial literacy that exists in popular culture he also wrote an easy-to-understand guide to how money works called The Roadmap to the American Dream.

Since then Josh has written several courses on how to achieve excellence in the various parts of the real estate business. He continues to work with clients in buying and selling their property, honing his skills, and making sure the information he provides is the most accurate and relevant it can be for the agents he teaches.

When he isn’t busy closing deals and teaching, Josh enjoys a number of interests and hobbies including writing, ballroom dancing, reading, playing board games, watching a great movie, and traveling the world

The National Association of Real Estate Brokers (NAREB) was formed in 1947 by nine African American Founders as a response to the denied access African American brokers were experiencing when it came to selling homes. With 75 years in existence, the association lives by five important pillars: 1) Civic and Faith-Based Engagement. 2) Women Invested In Real Estate — WIRE. 3) Diversity, Equity, Inclusion of Small Business. 4) Multigenerational Wealth. 5) Government and Policies. Our guest and President of NAREB, Lydia Pope, explains further why these five pillars have been foundational towards everlasting change in the community.

[2:45] A bit about Lydia and her background in real estate.

[4:40] The history behind why the NAREB was founded.

[7:10] What are the five pillars of black ownership?

[9:10] Homeownership has dropped for black homeowners. Why is that?

[10:15] African Americans and blacks still face loan discrimination today.

[11:50] As a broker, it’s important that you be a champion for your clients in all areas of their home buying process, not just the physical house itself.

[17:00] Women have been at a disadvantage when it comes to applying for loans.

[20:35] NAREB has a program to educate real estate agents on all facets of the real estate industry, not just being a licensed agent.

[23:15] How is NAREB thinking about multigenerational wealth?

[27:30] It’s important to educate our seniors so that they have programs to fall back on as they get older. As homes have repairs, seniors might not be as aware of how to fix these damages.

[32:30] Lydia shares ways people can connect with their local community partners.

[37:00] If people can’t afford to be a homeowner, it hurts everyone in the community.

[40:00] What are some of the different ways you can access capital?

[44:50] If real estate agents don’t know, then they are unable to inform and educate the community.

[47:50] Everyone should be passionate about closing the wealth gap.

Tweetables:

“Women have challenges with loans. Actually, black women have one of the highest rates when it comes to loan declines and higher interest rates and loan pricing.” — Lydia

“Real estate is not about being a licensed real estate agent. There are more pieces to a real estate business. There are so many areas people can branch off to.” — Lydia

“The voices are being heard through America. It takes groups getting together. We all have one thing that we’d like to accomplish: homeownership and being in support of closing the wealth gap, especially when it comes to African American ownership” — Lydia

Guest Links:

Lydia Pope

Nareb.com

Nareb.com/profile/lpope/

2021 State of Housing in Black America

Additional Links:

Microcourses found at Learning.REALTOR

Crdpodcast.com

Learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Lydia Pope has been in the Real Estate Industry since 1995. She is Owner/President of E & D Realty & Investment Co, Inc. (www.edrealty1.com), E&D Realty Property Management Division, and E&D Construction Company. Some of her past and current accomplishments are 1st Vice President of the National Association of Real Estate Brokers, Inc. (NAREB), Past President of the Women’s Council of NAREB, Mt. Pleasant Advisory Board, Ohio Housing Finance Agency Committee, Cleveland Realtist®Association Past President & Chair, Cleveland/Akron Legislative Committee, NAACP Member and more.

This episode covers some of the great ways you can engage agents and consumers with the support of the brokerage. Every brokerage has its unique way of doing things, so it’s important to really understand the culture of the organization you’re in and the benefits you have access to. Chris Whitten breaks down his consumer-centric brokerage model that empowers his agents to be well-connected in the community. What do you need to know about joining a brokerage? Chris answers all of this and more!

[6:30] How do you have both a customer and agent-centric approach? Chris knows you can have both.

[7:45] In business, you have to have hedgehogs! Chris explains his analogy.

[9:05] Chris has a giving back program for his office to help and support the community they serve.

[13:50] How can you take the spotlight off of yourself on social media and shine it more on the people you serve? Chris offers an example.

[17:20] Chris talks about another ‘hedgehog’ incentive he does within his business. He’s taking advantage of the lack of inventory!

[19:05] You have to understand fully what your brokerage is providing.

[25:10] Because Chris spends his time in the community and building the relationships, agents do not need to shift through a lot of leads to get to one yes.

[30:05] Being part of the community is really rewarding work. Yes, it’s great you sold a house, but it’s even better to know you are helping the charities around you.

[32:25] How do you build better relationships?

[39:00] Sounds simple, but you have to treat everybody like people.

[39:40] People are buying you at the end of the day. They’re hiring you, so what makes you interesting?

[41:40] Chris’s model that he’s built is about being a REALTOR® for life for the family.

[45:20] How does Chris encourage his agents and helps them with their goals?

[47:55] Find your why, even if it’s not real estate related!

Tweetables:

“Every listing in our office for ten years now has had a professional photoshoot and a video guided tour.” — Chris

“I love real estate because it’s a vehicle to pay your bills, but also do what you’re passionate about and do good. I am doing a lot of my non-profit work through my real estate business and both are thriving.” — Chris

“The line between agent and customer is --- we’re all people!” — Chris

“Subtle branding. A lot of REALTORS® don’t understand that. You want customers to feel warm and fuzzy.” — Chris

Guest Links:

Chris Whitten

Premeerrealestate.com

Premeerrealestate.com/agents/chris-whitten

Additional Links:

036: Brokerage Basics and Beyond with Keith Davis

Microcourses found at Learning.REALTOR

Crdpodcast.com

Learning.Realtor for NAR’s Center for REALTOR® Development, home to NAR’s Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Chris Whitten is the 2021 Rhode Island Realtor of the Year he has been active in Rhode Island leadership for many years – He has Been on the local and State Boards of Directors and was the MLS president for 2019 and 2020.  He has awards in Real estate and from his community. You will hear more about his work in the community and his background as a Radio Personality. He is the owner and broker for Premeer Real Estate in Smithfield, RI and 2 offices in Massachusetts.

We all know that social media can be a time-wasting black hole. We also know it can be an amazing tool to connect with loved ones, friends, and potential clients. How do you balance both without feeling overwhelmed? Today’s guest, Harrison Beacher knows how to get the most out of your social media presence, without the overwhelm! In this episode, he offers strategies to create a comprehensive social media plan so that you can build connections with intention.

[1:30] A little bit about Harrison and his background in real estate.

[5:00] What social media platform should you choose?

[8:20] Harrison shares some of his favorite ways to optimize social media.

[8:40] What was the last thing that made you stop scrolling? What kind of content do you like to consume?

[10:30] Consider taking a quick 101 photography class to better understand what makes a good picture.

[11:20] Should you have people in your photos or should it be a selfie?

[14:40] How do we increase the engagement we currently have on Instagram? Hashtags!

[19:10] Remember, we need to have an abundance mindset. Engage with other people using your hashtag.

[24:50] It’s okay to make mistakes or have typos. Harrison sometimes goes back to reword things in a better way. It’s just important to be intentional with the content you’re sharing.

[30:50] Public posts, whether business or otherwise, should be welcoming and open to everyone.

[35:35] Are you struggling to create a social media plan? Harrison has some tips for you!

[41:35] What topics can you/should you talk about as a REALTOR®?

[45:15] With your photos, use it as an opportunity to tell a story. People do read the descriptions!

[48:05] When you become a local expert, there’s so much opportunity available to you.

[48:40] Instead of thinking about social media as a sales tool, think of it as a community-building tool.

[50:15] Harrison talks about the importance of a good mindset and why it’s key to your success.

[54:25] Create good routines and systems, and those will carry you forward during the days you feel slow or down.

Tweetables:

“It’s okay to rip off and duplicate some of the best practices other people have. Take the idea or concept and create something similar.” — Harrison

“The mindset we need to have to help consumers and grow our businesses is an abundance mindset. When we connect, we build community.” — Harrison

“Social media is free to tag that location, be intentional about the story you tell, and attract more people to that story. It lets the people who live there be reminded of you.” — Harrison

Guest Links:

Harrison Beacher

Coalitionpg.com

Linktr.ee/hlbeach

Instagram

Additional Links:

Microcourses found at Learning.REALTOR

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio:

A native Washingtonian and washed up D1 college football player, Harrison Beacher is a Managing Partner of the Coalition Properties group, serving the entire DC metro area Affiliated with KW Capital Properties. Harrison was honored by the National Association of REALTORS® and included in REALTOR® Magazine’s 30 under 30 Class of 2016. Harrison currently serves as 2022 president for the Greater Capital Area Association of REALTORS® (GCAAR), and also serves as an at-large director for the DC Association of REALTORS® (DCAR). Harrison serves as a 2022 Chair for the Broker engagement council and serves as a National NAR Director. A retired DJ, Harrison loves making playlists for his team events, sharing funny memes & Tik-toks, and traveling to places with delicious food, drinks, great music, nightlife, warm weather & culture. Harrison is a national speaker and coach on the topics of social media optimization, mindset, Diversity, and inclusion

Gary Rogers knows a thing or two about networking. The saying might be overdone but it is true: Your network is your net worth. But, did you know a lot of REALTORS® do networking the wrong way? Instead of trying to spin your wheels, here’s how you can leverage agent-to-agent referrals that create a collaborative relationship with you and your colleagues and not a competitive one. The ripple effects are immense. Gary shares his expert tips in this month’s episode!

[1:30] Gary Rogers is very intentional in networking with the goal of giving and receiving referrals. How do you become a great resource? Gary has some advice for you.

[3:55] Gary shares his overview process for finding agents and why referrals are important to him.

[4:40] He explains further on referrals as a true business source and shares some of his own experiences.

[7:20] How do we meet or find these agents? Gary shares some tips on how to be an agent someone wants to refer.

[11:40] When considering someone for a referral, what kind of criteria do you look for? Gary shares his insights.

[13:21] Taking the time to interview the client, knowing what’s important to them; always works in matching them with the right agent.

[16:15] In rural areas where there are not a lot of agents, what are some of the ways to get good referrals? Gary shares more tips.

[19:50] Getting the right agent with the right expertise comes in handy. It sets the right expectations from both the agent and the client.

[20:55] Gary is currently working on a project for residential agents wanting to move into commercial and shares a sneak peek of what’s in store with that.

[21:35] Referrals don’t need to be from across the country. Gary also talks about how to get great local referral opportunities.

[35:15] Has Gary ever been in a situation where he made a bad fit? What did he do in that situation?

[39:10] Gary talks about how early-career agents should be reaching out to get referrals and why it is very important.

[42:55] How can you market yourself and get your name out there? Gary tells his story of traveling for classes and meeting agents in that way.

[46:10] Making the effort to go to the sources goes a long way in marketing yourself. There’s a two-way street in referrals.

[47:05] Gary shares more tips on how we market ourselves. What should you put on your website to attract your market?

[52:25] Gary also talks about business cards and how we can make use of them more effectively when we network.

[57:30] Sending referrals vs drawing more income. Gary closes the episode sharing his key principles.

Tweetables:

“What do we look for when we network or look for an agent? We’re looking for some commonality, either between us or more importantly between the receiving agent and the client.” — Gary

“Even if you’re an introvert, you become an extrovert the minute you put your REALTOR® hat on.” — Gary

“If you really do think how we’re supposed to help each other, what better way than drive referrals back and forth.” — Gary

“Focusing on sending out referrals pays off quicker and is more sure because you have a trusted audience.” — Gary

Guest Links:

Gary Rogers

Refergary.com

Inrealtygroup.com

LinkedIn

Examples of Social Media for Agents:

Tiktok.com/@itsthatrealestatechick

Tiktok.com/@amybartoncotney

Instagram.com/sweethomeauburnal

Refercyndee.com: (Linktr.ee/cyndeehaydon)

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Guest Bio:

Gary Rogers has been a REALTOR® for over 30 years. During that time, he has served in various roles in the association, including State President, NAR RVP, and NAR Director. In 2018, he chaired the Meeting and Conference Committee. He is currently serving as a Director of the REALTOR® Relief Foundation, 2021 NAR Director, and will be the Chair of the 2022 NAR Leadership Academy. He was the 2005 REALTOR® of the Year for his state and has been awarded Distinguished Service awards by both his local board, GBAR, as well as the Massachusetts Association of REALTORS®. Gary is the broker-owner of RE/MAX On The Charles in Waltham Massachusetts

As many of us started to incorporate technology into our real estate business to make things easier and more automated, something else started to drop by the wayside: relationships. Throw the pandemic into the mix, where it was highly discouraged to be face-to-face with our customers, and we are now faced with a big need in the market for personable and friendly real estate agents that can connect with clients on a deep level. Ali Whitley is here to help shed some light on how you can improve your relationships without doing a complete rehaul of how your business operates. It’s not as complicated as you might think!

[3:45] Why is it so important to have a consultation with your client before you walk them through different houses?

[6:50] If you don’t take the time to get to know your clients, their why’s and motivations, then what are you really doing?

[7:20] It’s easy to just get into the habit of sending a text, but that doesn’t lead to connection.

[15:25] A good real estate agent is the source for a lot of their clients. To become a source, you must be seen as trustworthy.

[15:55] When does it make sense to talk about money? Monica offers a handy script.

[19:50] If you’re going to be meeting with buyers or sellers, you really want to set up several meetings.

[21:10] How does Ali set the expectation with her clients when she does a contract consultation?

[29:35] Understanding the buyer/seller's expectations and making sure that they’re reflective of what the market is willing to pay.

[37:00] A lot of clients today are educated. They are doing their own research, but sometimes that research is missing a few pieces. This is a great opportunity for a REALTOR® to step in.

[40:00] Communicating your value as a real estate agent

[42:35] Don’t be afraid to shine and show your value through storytelling! Ali shares how.

[47:45] At the end of the day, it’s about empowering your client to make the best decision for them. Real estate agents add immense value by walking clients through a very stressful and emotionally overwhelming process.

Tweetables:

“If a computer can do it, then the computer will do it before long. We need to focus on what the human element is.” — Monica

“We need to know if we’re able to help them. If their expectations are not accurate for what the market is willing to bear, then we need to address that up front.” — Ali

“If the agent doesn’t know their value, how can they present that to anybody else?” — Ali

Guest Links:

Ali Whitley

AliWhitley.com

LinkedIn

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Ali Whitley is a Residential Real Estate Agent and Director of Education at RE/MAX Crossroads in Akron, Ohio. In addition to serving buyer and seller clients, Ali is passionate about professional development and education. She enjoys sharing her love of knowledge with fellow agents as an educator and mentor and as an instructor of REBAC and REBI Designations and Certifications. A REALTOR® for 24 years, Ali has been active in local, state, and national associations, having served as an NAR Director and member of the Commitment to Excellence committee, a longtime Director and current Treasurer-Elect at Ohio REALTORS® and President of her local association in 2012. She was honored as Akron Area Board of REALTORS® REALTOR® of the Year and as a past “Woman of Note” by Crain’s Cleveland Business.

 What does a good real estate team look like? The answer can be very varied and diverse, and it’s also very individual to your specific needs. However, our guest has identified some key principles on when it makes sense to move forward with a team based on your unique situation. Brandon Martens is the Team Lead for The InRealty Group of Hegg REALTORS®. He is passionate about leading his team with kindness and drive and often speaks on these topics. This episode focuses on what real estate agents should look for when joining a team, some of the benefits of joining a team, and tips for starting your own team!

[3:35] Brandon has put his team within another brokerage firm. He shares some of the benefits of doing it this way.

[6:20] When does it make sense to join a team vs. being on your own?

[8:00] What should agents be looking for before they join a team?

[10:00] Does it make sense for more experienced real estate agents to join a team or is this a better move for a newbie?

[14:45] Brandon shares some of his responsibilities as a team lead and how he helps support his staff.

[21:20] How does financial compensation work when you’re a part of a team?

[22:15] No matter what deal you get yourself involved in, it has to be a win-win for everybody.

[25:45] Brandon breaks down his team and how each member plays a critical role within the company.

[29:15] If you want a good team, you have to think about everyone involved and actively create win-win situations for everyone.

[32:45] Brandon talks about the importance of having team events for your company.

[37:25] Monica shares why she loves Brandon, how he educates others, and his work ethic.

[41:35] Brandon shares some of his tips on how to start a successful team.

[44:45] Don’t bring someone on if they don’t have good morals or ethics. You have to hire based on character.

[47:25] Brandon shares his final takeaway.

Tweetables:

“Don’t base joining a team based on leads. Leads are what they are. You’re still going to be spinning your wheels qualifying leads.” — Brandon

“It’s really hard to have a good relationship and shake someone’s hand with a fist. If your hand is wrapped around the money as a team leader or an agent, you’re never going to be a good fit.” — Brandon

“In regards to bringing people on your team, you cannot hire anything except for character. You have to hire based on character. You can train any skill you need to.” — Brandon

Guest Links:

Brandon Martens

Inrealtygroup.com

LinkedIn

Additional Links:

CRD’s Working with Teams in Real Estate | Podcast Episode 11

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Brandon Martens: When he isn’t speaking, Brandon is the team lead of InRealty Group of Hegg REALTORS® and one of the top-selling REALTORS® in the Sioux Falls, South Dakota real estate market. He is the President Elect for the South Dakota REALTORS®. His passion for “Leaving Real Estate Better Than He Found It” shows up in his daily routine and through his leadership. It extends beyond his own team though in his national and local focus on the true rights of homeownership through advocacy. He continues to enjoy working daily with clients and in his community.

Do you have a date on your calendar to start business planning for 2022? Agents with a plan are more likely to reach their financial goals than those who “wing it.” However, there can be a lot of moving pieces involved before you can get a clear picture of what to focus on first. Our guest, Brent Lancaster, is not only knowledgeable in real estate, but he loves to educate agents on the business of real estate. This episode focuses on fun and practical ways to plan for your business in 2022 and highlights some of the important strategies to consider when balancing life and work.

[2:00] A little bit about Brent and his experience in real estate.

[4:50] Whenever you Google “business plan,” the search results show something very complex and overwhelming.

[5:25] If you’re a single agent and not part of a big team, Brent shares what you need to focus on first.

[13:00] If you want to be number one in your industry, there’s going to be a cost. What are your priorities?

[18:50] Focusing on what you can control.

[19:35] What kind of data or information should an agent gather to fully flesh out their business plan?

[25:20] Marketing and money go together. Take an in-depth look at what you’re spending on, and really assess if it’s working or not.

[30:25] Brent shares ways to make a business planning session fun.

[35:40] If you have a team, ask them what their personal financial goals are. You have to find the motivation behind why your team does what they do.

[39:50] Whenever you hit a milestone, be sure to celebrate your wins with the team. These positive moments really drive up motivation, productivity, and morale!

[45:00] Brent shares why you should attend real estate conferences (and sales conferences) outside of your market.

[47:10] Monica shares some additional educational resources agents can leverage in their business.

[49:35] Monica has a new book out! Link in the show notes.

[51:15] How do you plan for both business and life?

[55:35] Brent’s biggest tip? Stop telling your clients to call you “anytime”! You need some peace of mind.

Tweetables:

“When you’re looking at planning in 2022, set aside some money. How much money do you want to spend on an annual basis on marketing? Put a number on it.” — Brent

“When you find out what drives people, later down the road, it helps you as a team leader to refocus them; to help them remember what their goal was.” — Brent

“I prefer work/life harmony. You have total permission to love what you do and to work hard at it.” — Brent

Guest Links:

Brent Lancaster

BobBrooks.com

Additional Links:

Microcourses found at Learning.REALTOR

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s book:

Monicaneubauer.com/books/straight-talk-for-real-estate-success/

Guest Bio:

Brent Lancaster combines his love of the business of real estate with his passion for education. As president/CEO of one of the nation’s oldest real estate schools, BobBrooks.com, he offers a variety of solutions to the challenges agents face in today’s real estate environment.

In 2003, Brent developed his first online course and has spent every year since continually searching for innovative ways to bring quality and consistency to every agent using multiple delivery formats. Today, he continues to teach classroom instruction but has also transformed the traditional brick-and-mortar classroom into a multimedia educational experience.

Brent is also the broker/owner of his own real estate firm, Brent Lancaster & Associates. He lives in Baton Rouge, Louisiana with his wife, Laura, his two children, Leyton and Nate, and Lilly the office dog.

Are you a REALTOR® who would consider themselves a leader? The NAR’s Leadership Academy provides leadership training and networking opportunities for all levels. In this episode, Shannon Buss joins Monica to talk about leadership, professionalism, and the benefits of the leadership academies. They discuss how we can lean into leadership and professionalism in the industry, how we lead as real estate agents, and how we can improve leadership skills to benefit our businesses, our client experiences, community position, and industry strength.

[3:35] Why the Leadership Academy is offered at all levels, and what benefit it has for agents in this program.

[7:48] Every single job in NAR is critical to what we do in NAR; every job in the association is just as important.

[9:29] The importance of leaning into the current job or level, and how exposure to new ways of thinking can help you improve yourself and how you live your life.

[12:57] Shannon shares some of what she learned during her time in the Leadership Academy and how it impacted her life, especially outside of real estate.

[15:40] Professionalism is getting somewhere in your career and having fun while doing it.

[17:19] Monica and Shannon talk about what happens on the local level for Leadership Academies.

[21:05] There are many volunteer leadership opportunities in real estate, and they offer several benefits for agents who step into those roles.

[28:30] Shannon shares what agents can do to level up their professionalism in consumers’ eyes.

[32:32] Networking is incredibly valuable, not only for REALTORS®, but for clients.

[33:30] Professionalism is also about our behavior, tone, and body language.

[38:40] When it comes to problem-solving, doing anything proactively to prevent a problem is the most effective problem solving.

[42:05] As an agent, you lead where you stand. You are leading when you show up to show a house or show up to a meeting at your brokerage. You may not call it leadership, but that’s what leadership looks like.

[45:45] Pay attention to who the helpers are, and lean into them for advice.

[48:00] Shannon’s final word for listeners.

Tweetables:

“It was a turning point in my leadership path because it was like a weight off my shoulders. I can just do this job right in front of me and do it 100%, and I’m making a big difference.” — Shannon

“It taught me how to be a better human being really, even outside of real estate.” — Shannon

“Good leadership should be enjoyable. The best leaders do have fun and have a relaxed nature. They’re fun and they’re comfortable.” — Monica

“Meet people where they are, not where you want them to be. That’s the biggest piece.” — Shannon

Guest Links:

ShannonBuss.com

Leadership Academy:

nar.realtor/about-nar/leadership-and-staff/leadership-academy

https://www.onlinelearning.realtor/A/Product/Details/5676/realtors%C2%AE-excelling-in-association-leadership-real-/

nar.realtor/education/leadership-development

Additional Links:

Crdpodcast.com

onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Our guest today, Shannon Buss, has been leading in the association at all levels and in her community for years. She is the 2020 & 2019 Vice Chair for the Leadership Academy Advisory Group. She has been on many national committees even before she became a NAR Leadership Academy Graduate in 2014. She is very active with the Women’s Council of REALTORS®, serving in leadership roles at the state and national levels. She was the 2020 President, Rhode Island Association of REALTORS® and among her many awards, she was inducted into the REBAC Hall of Fame in 2012. She sells real estate in Rhode Island and is an instructor for many NAR courses.

Real estate is happening all over the world, whether we are following other markets or not. When we connect with agents from other countries, they can help us understand culture and client expectations, which in turn helps us successfully conduct business globally. This episode is all about the benefits of being an International REALTOR® Member (IRM). Our guests Tarun Bhatia and Ana Beatriz Muñoz Ruiz join Monica to share their experience as IRMs, some of the different real estate practices and traditions in their respective countries, as well as their favorite membership benefits. There are several important links mentioned in this episode — please make sure to visit the “Guest Links” section for all resources discussed in this episode.

[3:00] NAR’s international department helps agents from around the world learn different ways to practice real estate, and provides networking opportunities.

[4:30] Tarun introduces himself and his work in India.

[6:30] Anna introduces herself and her work in Mexico.

[9:52] Indians invested almost 7.8 billion dollars in the U.S. in 2017; Indians living in India are investing in the U.S. real estate market, and Indians living in the U.S. are investing in the Indian real estate market.

[13:07] The REALTOR® brand is still a growing thing in India — there is a difference between a REALTOR® and a real estate agent.

[16:00] Many people who go to visit Cancun decide to live there as well; Ana joined NAR to connect with buyers and brokers to be more comfortable working with other people in the organization.

[20:29] The top five foreign buyers in the U.S. are Canada, Mexico, China, India, and the UK, but these only account for a third of all buyers in the U.S.

[22:00] Vastu Shastra is an interesting part of the real estate culture in India that comes over when Indians invest in U.S. real estate.

[26:47] Another difference between the U.S. and India is how they use (or don’t use) a CRM or MLS.

[29:02] Culturally, personal relationships come before business relationships in Mexico. They also have legal rules where the bank is involved with foreign buyers as an extra layer in the process.

[33:05] In both Mexico and India, personal relationships matter the most.

[36:30] Ana shares tips for U.S. agents and buyers for how to buy real estate in Mexico — please visit the links below for the CIPS landing sites, which have information on finding the right agent in Mexico.

[41:35] Many Indians are investing in the U.S. to bring back into the country of India, and there are a lot of business opportunities as people try to make it big between India and the U.S.

[44:30] Tarun talks about how Indian laws help protect people during transactions, as well as the real estate laws that restrict who can buy property.

[47:43] Ana and Tarun share some of the many benefits of being an International NAR member.

Tweetables:

“NAR U.S. has been around for more than 100 years, so they have perfected the art of training education courses, which we are still trying to learn in India. We get access to your training programs and a number of valuable business tools.” — Tarun

“Relationships are still crucial in both markets. Knowing the people so you can connect to find what you need is still crucial.” — Monica

“Most importantly, the broker should be someone who has experience, knows the market, and is ethical. I think that’s the most important.” — Ana

“It is not only about learning and networking with REALTORS® in the U.S., it’s also about telling your clients back in India that you are open for business throughout the world.” — Tarun

Guest Links:

For the Global Real Estate Summit:

Nar.realtor/videos/2021-nar-real-estate-forecast-summit-global-update

Youtube.com/playlist?list=PLJ8nxcZniP63CYknxxweCc2Y-y8UA4Y5i

For more information on certification in Mexico, visit: CIPS Designation Page

Nar.realtor/education/designations-and-certifications/cips-designation

To find a reputable agent in Mexico, Search for a CIPS Designee Agent

Nar.realtor/designations-and-certifications/cips-designation/cips-search

To learn more about the Indian tradition of Vastu Shastra, the design philosophy

En.wikipedia.org/wiki/Vastu_shastra

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Ana Beatriz Muñoz Ruiz

brealtyco@gmail.com

Ana Beatriz Muñoz Ruiz is a broker in Cancún, Mexico. She has a communications degree from UNUM, in Mexico City. She focuses on residential beach properties and is a strong promoter of the market-to-market program. With over 20 years of experience and a solid reputation, she has a proven track record in the real estate industry and a deep understanding of the market in Mexico.

Ana is a CIPS, ABR, and TCR. She is an active partner of AMPI, FIABCI, NAR, and CILA and has been an advisor in the international direction of the National AMPI, Cancun section president, and AMPI’s chief delegate to Europe. She is a Member of CILA and Treasurer of FIABCI México.

Ana prides herself on professionalism and enjoys helping people. She takes particular pleasure in encouraging sales teams to enhance their skills to achieve the established goals. Ana is a constant learner, enjoys travel, and like all good Mexicans, LOVES to enjoy life.

Tarun Bhatia

President@narindia.com

Partner — M/s Shaloo Agencies

President — NAR India 2021-2022

2021 NAR U.S. Board of Director

Chairman — International Affairs, NAR India 2018-2022

Chairman — Association of Property Professionals, Delhi NCR

Past Treasurer — NAR India 2017-2019

Past Chairman — Education Committee, NAR India 2017-2019

M: +91 97 1717 0808 Email: president@narindia.com

Tarun works as a partner at M/s Shaloo Agencies, a real estate consultancy firm in existence since 1980 in Delhi NCR with offices in New Delhi and Gurugram. With a timeline of more than 29 years of experience in the industry, he enjoys the trust of his clients, developers, and fellow REALTORS®.

Tarun is a graduate from the Shri Ram College of Commerce, Delhi University, India and a post-graduate in Finance from ICFAI, Hyderabad, India. Tarun strongly believes in integrity, transparency, honesty, hard work, and maintaining professional relationships with clients, developers, & fellow REALTORS®. He has always tried to bring energy, creativity, experience, and personal knowledge to work. He also believes in sharing best practices and knowledge with fellow REALTORS® & developers.

As a REALTOR® consultant, Tarun specializes in both residential and commercial projects of reputed developers of Delhi NCR and has successfully consulted for projects ranging from residential, commercial offices, commercial retail, hospitality, warehousing, logistics, and education sectors. Over the years, his firm has received a number of awards from these developers.

Tarun loves to spend quality time with his family and is passionate about animals, nature, traveling, photography, reading, sports, music, history, and mythology.

The collapse of the Champlain Towers has been a mysterious and important event in the real estate world, especially for the families deeply affected by the tragedy. It brought to light some of the essential things to note for environmentally-challenged properties; all buildings do degrade and are affected by the elements of nature. Our guest, Linda Olson is a REALTOR® and environment consultant in Florida. This episode focuses on how we can best advise our clients when they are purchasing condominium properties or properties in environmentally challenged areas. What can the rest of us learn from the tragedy in Surfside?

[2:55] Linda’s background and what she does today as an environmentalist and REALTOR®.

[5:52] Building codes in Florida and the state’s rules and regulations.

[11:13] Regulations differ from state to state, and even between the state and local levels. Most areas leave it up to the local governments to decide building codes, etc.

[15:00] Causes that contributed to the Champlain Tower collapse, and environmental factors that came into play specifically due to location.

[25:50] The difference in the inspection process between residential real estate and condo buildings.

[28:50] What REALTORS® can do to help their clients when they are purchasing a unit in a condo.

[33:13] A “condo checklist” that you could use with your clients so they have an idea of what types of things to check out before buying a property.

[38:12] Monica shares some information from Robert Norlund about the physical and financial health of a building and its homeowner’s association, and a few of his tips for REALTORS®.

[42:05] Predictability in the natural wear and tear and degradation of properties and the life expectancy of buildings, and how appraisers use this when valuing a property.

[46:45] Upkeep and maintenance of apartments compared to a condo or townhouse

[49:20] REALTORS®’ responsibility to educate our sellers and our buyers, to act as professionals, and to advise our clients of the concerns to be aware of, and what they should consider prior to closing on a property.

Tweetables:

“Even if there are building codes, when inspections are done by the local government, they are only looking to make sure that the building code standards have been met at a minimum. They don’t inspect the quality of the work.” — Linda

“I think it’s part of our responsibility as REALTORS® to be able to advise our clients as to things that may affect them before they purchase a property. If you don’t take the time to learn how it can affect it, you don’t have any advice or assistance that you can give your clients.” — Linda

“Deferred maintenance is a big deal. If we don’t take care of things when they come up and replace them when appropriate, the building will go back to the Earth.” — Monica

Guest Links:

Linda Olson

EducatorLinda.com

Robert Nordlund

Reservestudy.com

NPR Article

Npr.org/2021/07/19/1016940192/why-steady-low-condo-fees-should-…

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

Questions? Comments? Email us at crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Additional Bio:

Linda Olson, REALTOR®, GREEN is with D. Basile Real Estate, LLC in Melbourne, Florida. Linda specializes in all non-residential property types, especially vacant land.

Linda brings a unique perspective to the real estate field as she also has 20 plus years of experience as an environmental consultant. Linda uses this experience to assist Owners and Buyers regarding the intricacies of developing/optimizing/selling and buying environmentally challenged property. Linda also uses this expertise to assist Landlords and Tenants with property leasing.

During both Linda’s environmental and real estate careers, for more than 10 years, she was actively involved with the local Home Builders and Contractors Association. The additional knowledge that she gained from this association and the contacts she has with builders, remodelers, and distributors of products gives her unique information and insight into “green” building techniques for improving a home’s energy efficiency.

Using both careers, since 2010, Linda has authored and teaches courses that have been approved by the Florida Department of Business and Professional Regulation for continuing education for REALTORS®. Linda has been a Florida REALTORS® Faculty Member since 2013.

Since 2016, Linda has been an approved instructor with the Georgia Association of REALTORS® through their Partners in Education Program and an approved provider and instructor through the Tennessee Real Estate Commission.

The classes that Linda has authored and teaches in Florida, Georgia, and Tennessee are centered on environmental concerns, green/energy efficiency, commercial real estate, the development process, residential construction and negotiating, networking, and commercial and vacant land contracts.

Linda has been awarded the National Association of REALTORS® Green Designation and is an approved Instructor for the NAR’s Green Designation Program as well as their Discovering Commercial Real Estate course.

Linda has a Bachelor’s degree from Michigan State University in Wildlife Management and a Master of Science degree from the University of Florida in Ecology. She is a member of the National and Florida Association of REALTORS®. Linda is married, has five rescued cats, and resides in Cocoa, Florida and Morganton, Georgia.

In property management, service animals, emotional support animals, and pets, in general, are big considerations that will come up for potential tenants. As REALTORS®, property managers, and landlords, it’s important to know how to do things right to help honor those tenants who really do need the help that comes from having a service or emotional support animal. Cynthia DeLuca is on this episode to share her expertise and knowledge on how service and emotional support animals are protected under federal law. She also shares some best practices on questions you can ask and how to put a policy in place so you have consistency among all potential tenants and situations.

[3:35] - In 2020, many more people got pets that may be service or emotional support animals. In the real estate community, there are protections in place for these animals and clients who have them

[6:45] - Cynthia and Monica discuss how the Americans with Disability Act protects service animals and what qualifies as a service animal

[9:35] - This comes into play for REALTORS® because a potential tenant cannot just claim that their pet is a service animal and trained; they must be trained for the disability

[15:18] - Cynthia and Monica discuss other things that are common with service animals but are not required, and how regulations can differ by state

[18:05] - Cynthia and Monica discuss the Fair Housing Act, how it protects emotional support animals, and the specificity to one industry

[20:26] - Cynthia’s work with HUD helped to create an order under the Fair Housing Act that clarifies how they feel the law should be applied, giving landlords more freedom to discern what they will allow for their properties

[24:10] - The FHA defines an emotional support animal as an animal that provides emotional support that alleviates one or more identified symptoms or effects for a person’s disability

[28:25] - Service animal and emotional support animal protections and exemptions

[30:57] - Cynthia discusses how landlords, property managers, and REALTORS® can handle situations with potential tenants who have a service or emotional support animal, including what questions to ask to find out if they are covered under the ADA

[33:38] - She also shares different questions to ask to see if it falls under the Fair Housing Act

[35:30] - If the animal isn’t covered under the ADA or the FHA, you would treat that animal as a pet. Once the animal is protected under federal law, property managers and REALTORS®  must modify their existing rules to allow the animal

[43:15] - Once an assistance animal is allowed to live in the residence, they don’t necessarily get a free pass to exist however they want

[45:35] - Cynthia talks about the importance of having these guidelines in writing: the 2 questions under the ADA, the 2 questions under the FHA, and then the documentation you would request if it’s not obvious

[49:20] - Remember to always keep the hierarchy of law in mind. The federal law will overrule any state or local ordinances

Guest Links:

The High Heels Landlord: A step-by-step guide for women to successful real estate investing, by Cynthia DeLuca

Fill’er Up: The High Heels Landlord’s Guide to Filling Your Rental Property, by Cynthia DeLuca

Hud.gov/sites/dfiles/PA/documents/HUDAsstAnimalNC1-28-2020.pdf

cynthiadeluca.com

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR's Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Guest Bio:

Cynthia began her real estate career in 1999 and quickly became a top producer. A few years later, she decided to open her own real estate company, which grew to the largest independent real estate company in Central Florida. In 2016, Cynthia sold her company, which consisted of 6 offices and over 135 members on her team to one of the nation’s top 350 Real Estate companies.

After selling her real estate brokerage, Cynthia decided to focus her career on helping other REALTORS® reach a higher potential. An instructor since 2001, she has been there, done that, walks the talk, and loves to share her experiences with others so they can excel in their career.

Cynthia’s love of real estate goes beyond her professional career. Cynthia purchased her first rental property almost 20 years ago and as the saying goes, the rest is history. She now manages a portfolio of rental properties together with her husband.

After being asked a multitude of times how she got started, Cynthia wrote a book called The High Heels Landlord, available on Amazon. Her second book, released in late 2018, named Fill’er Up, is also available on Amazon.

Cynthia has been featured in both Florida REALTOR® Magazine and the National REALTOR® Magazine. She has received the prestigious Florida REALTORS®’s Educator of the Year award along with the Orlando Regional REALTORS® Association’s Educator of the Year award.

Cynthia’s passion is property management and investment properties. In her spare time, she collects more rental properties and visits her favorite hangout, Lowe’s.

Cynthia has spoken at thousands of engagements at local, Florida, and National Association events.

CynthiaDeLuca.com

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Sustainability is an evolving topic in our culture and in many industries, and real estate is no exception! In this episode, expert Melisa Camp joins Monica to discuss sustainability inside our homes, as well as in the construction of new homes. They talk about new ways to take care of the resources we have, the opportunities in the industry, and how to tend to our health and finances on this journey.

Sustainable products are much more accessible and affordable than they have been previously. As we’ve all spent so much time in our houses during this pandemic, Melisa and her family have looked into ways to make a healthier home. Air quality can be improved by natural ventilation, air filters (MERV 14 or higher or a HEPA filter), and air cleaning (usually a portable device). Many utility companies offer an energy audit, which is a great place to start. Some other easy fixes anyone can do are weather stripping, sealing your ductwork, and foam air sealing. A tankless water heater is another good option to conserve water and energy if that’s something you’re looking to replace. Plants are another great way to improve your air quality!

For listeners with families, there are several ways you can get your children and your family involved in making more sustainable choices. Melisa shares some things that she has done including different school initiatives, contests, and recycling crayons and sneakers. Finding ways to involve the children is a great way to make sustainability part of their lifestyle. Melisa talks about “upcycling” and some of the things she has done recently to minimize waste in her house. In addition to environmental waste, there is also digital waste! Our digital activities take energy and resources, and it’s not something we tend to think about on a day-to-day basis.

There is a lot happening in the solar industry right now. Solar power is a renewable, clean source of energy. Melisa shares her experience with solar power on a house she built last year; because the tenant doesn’t use that much energy, it’s actually a net-positive home. If you use solar power that’s connected to the grid, your community benefits from any energy you don’t use. If you’re off-grid, your extra energy goes into a battery to be used at a later time. If you have the capital, Melisa suggests purchasing or financing solar panels, rather than leasing them.

One thing to note as an agent when it comes time for the appraisal — make sure you use the green and energy-efficient addendum. The appraisal process is extremely important in getting a good value. As the REALTOR®, you need to be a good communicator, and that starts with contacting the lender so you can get a competent solar appraiser. Whether you’re a listing agent or a buyer’s agent, take the lockbox off the house so the appraiser has to call you before going out, and you can vet their experience. For listing agents, collect any information about modifications or efficiencies early and often so you can have a more successful transaction for your client.

Green housing differs from region to region. For agents in different areas, you should look into what incentives might be available in your market, as well as what energy options are most efficient in your area. Some places are better for solar power, and other places may be better for wind power.

The construction industry is helping to eliminate waste and inefficiency. They continue to get more efficient as they are learning, and building codes continue to raise the bar. Melisa talks about what some custom builders do with their waste by donating what they can from old properties, as well as including healthy features, like the sound in a space and natural lighting. It takes building to the next level with a focus on health.

Sustainability and climate restoration are what Melisa has devoted her life’s work to. All REALTORS® should take NAR’s GREEN Designation coursework — it will change the way you do business with your clients. Our future is up to us taking action today, and it starts with small changes and educating ourselves.

Tweetables:

“That’s the biggest advice I would give to anybody, is just start. You don’t have to do it all right now, just find some low-hanging fruit.” — Melisa Camp

“The kids are my why — why do I care about all of this? Because I care about leaving the place better than I found it for the future generations.” — Melisa Camp

“You have to balance what you need, what you can afford, what’s available, and what’s your lifestyle.” — Monica

Guest Links:

Thecrayoninitiative.org

Gotsneakers.com

Pvvalue.com

WellCertified.com

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Melisa Camp has been a REALTOR® for 13 years. Melisa lives in Arizona and has been teaching on green-related topics for 10 years in her company, Elite Education. She is the President of a non-profit she started in 2016, called Sustainable Real Estate Education.

Camp has served with NAR in many ways — on the NAR GREEN Resource Council she was awarded the EverGreen Award in 2011 on NAR’s Sustainability Group Committee and she has presented at NAR Annual for six years.

The Center for REALTOR® Development has some new online education coming up soon that Melisa has been a part of — more to follow on that soon!

Melisa’s other interests — motherhood, of course, and foremost — are working with the USGBC and helping with the Green Team at her children’s school. Melisa has served on the Board of Directors for the Arizona Association of Realtors®.

Greenhomesphoenix.com

In the real estate industry, we always need to be aware of leveling up our financial situation. In this episode, Rich Arzaga joins Monica to talk about all things financial wellness. Rich shares information about licensing, credentials, and how financial planners get paid, as well as some things to look out for when choosing a financial planner. They also discuss different investment platforms and insurance options. This episode is packed full of great information for any REALTOR®, whether you already have a financial plan or are just getting started.

The title “financial advisor” is a broad term — not everyone you hear about being a financial advisor has the same license or credentials. If you are seeking out a financial planner for your financial situation, make sure you look for someone who is licensed and credentialed. These people are licensed in giving advice or offering different investment options. Rich shares some of the different license numbers, and what goes into being able to earn each license. To find the right financial planner for you, ask the questions about what licenses they have and what that means, as well as what credentials they hold. The CFP® (CERTIFIED FINANCIAL PLANNERTM Practitioner) designation is going to easily set financial planners apart from one another.

Financial planners get paid in a few different ways. When you pay a fee for service, the financial planner is creating a plan for you, but not managing the money or offering insurance products. As you get to a higher level of need, many advisors fall off and you may need to find a different advisor who is certified to handle more advanced planning like taxes, stocks, investment real estate, etc. A more advanced advisor can help to mediate conversations between other professionals that handle specific aspects of financial planning. Beyond financial planning, there is asset management. These advisors get paid either on commission or a fee.

In addition to license and area of expertise, some other things Rich recommends when trying to find the right financial advisor is chemistry — you want to be able to build trust and make a connection with them. If you’re paying someone, you want to trust that you can follow the advice they give you, much like a trusted REALTOR®! Another thing to consider is the company; some companies are very formulaic. Because everyone’s situation is different, it’s hard to put people in a formula that is true to their intentions. If you’re able to work with an independent advisor, that will give you a better shot at more individualized planning.

A frustration for REALTORS® can be that some financial planners don’t specialize in investment real estate, and aren’t sure how to treat directly-held real estate. Rich became a financial advisor because he was passionate about real estate and now teaches financial planners how to help clients with their real estate questions. If you’re looking for someone who can help with real estate, look for an advisor who specializes in cash-flow-based planning. Cash-flow-based planners can integrate directly-held real estate to be part of your financial plan.

There are several independent investment opportunities as well. About 17% of the population are self-investors. Rich talks about some of the different platforms available for anyone who wants to dip their toe in the water of investment. Platforms like Robinhood, Schwab, TDAmeritrade, and Fidelity all offer something a little different for whatever level of investment you are at. It’s never too early or too late to start investing, and we are fortunate to have many options!

Rich shares some new information around health care that has come about from the American Rescue Act. Regarding life insurance, don’t be afraid to explore this, especially if you have people depending on you. Term life insurance will do for most and there is more flexibility in companies, but if you are going to do cash value, do your research to make sure the company is strong.

Some other insurance options are long-term care and disability insurance. As people get older, one of the biggest risks they face in the balance of their financial life is the need for long-term care and the expense that comes with that. Rich shares some calculations based on the trends for long-term care, the overview of the risk for the family. Disability insurance is quite pricey, but the question for every REALTOR® to ask themselves is if you became disabled today, would you be short in your financial plan or would you be okay? As you are shopping for disability insurance, get as long as your plan requires, or you need; if you can’t afford that due to cost, give yourself at least two years to be able to get your situation under control.

The NAR’s Center for Financial Wellness is a great program and resource for financial literacy for REALTORS®. The nice thing about this resource is that it is industry-specific, not just general financial planning. It’s also free!

Tweetables:

“You may grow out of your partner that you’re with if you’re growing your net worth and your situation is more complex. You’re going to need someone with a little more depth.” — Rich

“Finding somebody that you can trust is really very important, otherwise people who don’t have that chemistry maybe don’t take that advice.” — Rich

“That’s how you get the help. Find somebody that’s a CFP®, who does financial planning, that uses cash-flow-based technology.” — Rich

Guest Links:

rich@cornerstonewmi.com

view my website!

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

nar.realtor/cffw/live

financialwellness.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Rich Arzaga is a CERTIFIED FINANCIAL PLANNERTM, a CCIM, an Accredited Investment Fiduciary®, an inactive REALTOR®, and the Founder and CEO of Cornerstone Wealth Management. He is also a long-time Adjunct Professor in the UC Berkeley Personal Financial Planning program.

Cornerstone Wealth Management, Inc.

LinkedIn

“How Real Estate Financial Planning Became Our Niche”

Inspired to be Our Clients' Most Valued Asset®

Rich Arzaga, CFP®, AIF®

CERTIFIED FINANCIAL PLANNER™ PRACTITIONER

Accredited Investment Fiduciary®

rich@cornerstonewmi.com

view my website!

Center for REALTOR® Development 056: Residential Real Estate Disclosures with Bruce Aydt

While laws on this topic vary from state to state, good disclosure by the seller helps everyone involved in the real estate transaction. In this episode, guest Bruce Aydt joins Monica to talk all things disclosure. They discuss what should or should not be disclosed when it comes to current property status, past repairs, psychologically stigmatized properties, and work done without permit. This episode is full of risk management information that REALTORS® can use to help their clients.

The purpose of disclosure laws is to ensure that the buyer knows everything that the seller knows about the property. It is also a protection to sellers, as long as they are honest in their disclosure, because they will minimize their risk of legal ramifications later. As a seller, if you’re wondering whether you should disclose something, then you should probably disclose it. A good general guideline for what to disclose is that if the issue or condition of the property affects the desirability or value of the property, then it is something that needs to be disclosed. The contract from state to state or area to area will help guide sellers.

When it comes to past repairs, Bruce’s general rule for risk management is to disclose the history of all major repairs, including anything significant in terms of repairs or replacements. If it’s not disclosed, this could put the seller in a position where they think something is fixed but it isn’t really fixed. When preparing a seller disclosure statement, it is important to disclose in very specific terms. Just like any work done to our cars, try to keep track of any receipts or paperwork for any work done on the property.

Monica and Bruce discuss the concept of “should have known” — it exists in some states, but not in others. If the seller has evidence or information that would indicate to a reasonable person that the condition existed, that’s the “should have known” standard. What the average person would know is an indication of a problem that should be disclosed.

When it comes to prior information that you may have gotten from the previous seller disclosure or something you learned from living in the house, relevant information should be shared. Anything that affects the current property should be shared. Neighbors, real estate agents, flippers, and heirs could all know information about a listing. Whether a seller is exempt will depend upon your state property disclosure law.

Another aspect of disclosure to consider goes beyond the physical appearance or integrity of the property. Many states have laws about psychologically stigmatized properties — these laws hold real estate agents not liable for the failure to disclose the psychological impact on the property (murder, suicide, or other felonies). While most real estate agents do not have an obligation to disclose these things, there are other factors to consider: determining whether the information is fact or fiction, checking state laws, determining relevance, and discussing disclosure with the seller.

Another element of disclosure is any work or additions done on the property without permits. This has been an evolutionary area, and the power of local governments is pretty strong in the enforcement of these laws. Even if your seller disclosure statement doesn’t have this on it, it should be disclosed, especially for electrical and plumbing projects.

What happens when a buyer does an inspection and doesn’t want to purchase the property? Your contractual documents should be your main reference for navigating these conversations, primarily on how much of the disclosure and inspection reports should be included. There can be legal consequences if prior inspection items aren’t disclosed. As a real estate agent, you can’t give legal advice to your clients, but you can decide if you want to continue forward with a listing.

The easiest, most practical risk management rules are two things: disclose any major defects in the property that exist currently, and also disclose the history of any major repairs. Remember if you’re asking yourself whether you should disclose something, your answer is probably yes!

Tweetables:

“The whole purpose is to give the buyer the opportunity to know everything that the seller knows about the property that’s of any material nature.” — Bruce

“When we talk about psychologically impacted properties, what we’re talking about is things that don’t affect the physical structure of the house.” — Bruce

“It’s better to disclose these events that occurred at some point in the process than to let the neighbors tell the buyer.” — Bruce

Guest Links:

BruceAydt.com

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

crd@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Bruce H. Aydt, DSA, ABR®, CRB, GRN, SRS

Bruce Aydt is a REALTOR®, attorney, and educator from St. Louis, Missouri. As a second-generation REALTOR®, Bruce grew up in the real estate business and has worked in virtually every aspect of real estate companies. Bruce has been in management as well as in-house legal counsel to companies for over 30 years.

Bruce has been involved in REALTOR® Association work throughout his career. He has served in leadership roles as President of both Missouri REALTORS® and the St. Louis REALTORS®. Bruce has been part of the National Association’s Enlarged Leadership Team three times, has chaired the NAR Professional Standards Committee, Legal Action Committee, and State Leadership Forum, and received the National Association’s Distinguished Service Award. He is a nationally recognized educator on real estate and association leadership issues and is one of the three co-trainers for the NAR Mediation Training Seminar. He lives in St. Louis, Missouri with his wife, Lisa, has two grown children and three fabulous grandchildren.

BruceAydt.com

There are so many benefits for real estate agents and REALTOR® members of local associations. Adorna Carroll is on the show to talk about everything that associations have to offer their members. Monica and Adorna share some of the benefits of joining an association, as well as best practices for engaging with your local, state, or national association.

There are several values that associations can bring for agents, especially in the real estate industry where there is a three-way partnership between the local, state, and national association. The local association is the first point of contact for many REALTORS®, helping to orient the members and share industry best practices, ethics, etc. The local association also helps members understand what happens at the state and national levels.

Another huge benefit of associations is networking! The opportunities are abundant both for you as an agent and for your clients. You have the opportunity to connect with people outside of your market, increase your reach, and work with people who are experts in a discipline other than your own. Networking across disciplines also benefits your communities and the populations you serve.

Adorna and Monica talk about some other committees involved in the local, state, or national associations. Many associations have an educational committee, but Adorna views this more as professional and career development; associations should be focusing on getting a variety of people in front of their members who are going to present the best information for growth. Be intentional and pick good courses that are going to further your career.

The Ethics and Arbitration option is a big part of the associations and what they’re about. There is a code of ethics in the real estate industry that helps to define the boundaries for REALTORS®. Adorna talks about some policies that help to define how agents should conduct themselves.

The Government Affairs division is important for advocacy across the industry. The RPAC, or REALTORS® Political Action Committee, is an important vehicle for getting funding, strong lobbyists, and unity in the industry. This committee is on all levels, and forming personal relationships or political contacts is where the work can really get done.

Some of the other committees they talk about are the YPN, the Young Professionals Network or Your Professional Network. This was originally created for younger real estate professionals to network and has morphed into a leadership and mentorship program. Most associations also have a finance/budget committee, hopefully with people who have a finance background and good checks and balances in place.

There is a shared relationship between association volunteers and association staff. Annual training is key to establishing a productive relationship between both parties. The association staff manages the business and works for the corporation. The volunteers bring creativity and define the horizon line for the association and the members.

Adorna’s last words for listeners are that getting involved in associations makes the most sense for your business. Not only will you get to know the people you will be working with, but you’ll learn so much along the way that it is guaranteed to be a great investment for your business.

Tweetables:

“Go beyond competency and go for proficiency.” — Adorna

“If real estate is your career, politics is your business.” — Adorna

“Getting involved makes good sense for their own personal business. It’s an incredible opportunity and an investment in your business.” — Adorna

Guest Links:

Adorna’s Website

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Adorna O. Carroll, DSA

ABR®/M, SRS, CRB, CRETS, RENE, PSA, SFR®, GRI, e-PRO®, C2EX

Adorna currently owns and runs three real-estate-related businesses and has had a personal team for over 25 years.

As the President of Dynamic Directions, Inc., we are a training and consulting firm that has an extensive faculty of consultants and trainers. Adorna trains REALTORS® all over North America and has authored numerous residential designation and certification courses, the SRS, RENE, several CRB courses, C-RETS, and the new agent training program called The Right Start all part of the REBI — Real Estate Business Institute.

In 1997 she completed her term as the State President for the CT REALTORS®, was the 2001 Region 1 VP, an NAR Liaison in 2002, 2003, and 2007, RPAC Trustee in 2004, the 2005 NAR VP & Liaison to Committees, NAR’s Chief Political Fundraiser in 2006, a member of the RPAC Hall of Fame, the REBAC Hall of Fame, the 2016 President of the REBI — Real Estate Business Institute and is the 79th recipient of NAR’s Distinguished Service Award.

Adorna.com

The need for affordable housing exists in communities across the country. This episode’s guest, William Baylor, joins Monica to talk about current federal affordable housing initiatives, as well as the personal initiatives he’s involved with in his own market of Birmingham. This episode will provide ideas and resources for how agents can help find rental and purchase opportunities in their marketplaces that are affordable for people with a lower median income.

Affordable housing has been something that people have been attempting to do since the turn of the century. The industry definition of affordable housing is when you pay 30% or less of your income towards housing costs. In political housing circles, affordable housing refers to housing that uses some sort of public assistance to support families or individuals who lack the means to pay the market rate in an area.

Governments at every level must ensure that there are enough subsidy funds available to meet the needs of their community. William talks about some of the things the federal government is doing for affordable housing, including Opportunity Zones and some relaxed criteria by the FHA. Partnerships between different levels of government are vital to ensuring that communities, and the land, are protected.

When you start looking at the makeup of a city, the number two contributor to any city’s general funds is property tax. The number one contributor is sales tax, which is driven by those property taxes. It is imperative that the government incentivizes builders to develop areas across the country, either through tax credits or reducing regulations around zoning laws. Zoning should meet locally defined community needs; it is at the heart of growth for a city. There are several different HUD counseling programs that help people get ready to become homeowners. For REALTORS® at large, being familiar with these programs will be a great way to help educate your buyers.

On the local level, getting people to see the importance of having affordable housing is the first step. In Monica’s market, there is a group that oversees renovations and has built smaller, affordable apartments. In William’s market, they are working with the county commission to develop a comprehensive affordable housing plan. There are many parties involved in this initiative (including real estate agents), to hopefully create a plan that could be replicated in other areas as well. Having the REALTOR® buy-in is crucial for creating these opportunities in your communities.

Affordable housing initiatives include both rental and purchasing opportunities. These go hand in hand, as every time a first-time home buyer closes, it opens the door for someone to have a new rental opportunity or someone on the waiting list to get a first-time buying opportunity. Some cities will set aside income-based housing that may eventually become market value properties. This will vary across different locations depending on which community groups are involved. For real estate agents, if you’re helping your buyers purchase in one of these areas, you want to be able to give them this information upfront.

The Home Investment Partnership Program includes things like stabilization programs, community development block grants, and neighborhood stabilization programs. Funds from this program give communities the opportunity to create homeowners, especially for those with low to moderate income.

William and Monica talk about transitioning out of the eviction moratorium we were in during the times of COVID-19. Some of the things they are doing to help manage this is providing resources to help renters stay inside of their homes, including government-funded rental assistance. Qualified tenants can apply for assistance through programs in their area. William talks about some other groups that help when tenants may be displaced from affordable housing.

As REALTORS® and community stakeholders, it’s important to take the time to plan and examine the community you live and work in to look for the areas to make improvements. When looking at affordable housing and other community issues, take a step back and work together to create what you want it to be. Working with government affairs directors can help you as a real estate agent increase awareness about products and resources available in your area.

Tweetables:

“Affordable housing is not just about new construction, but it’s a cohesive and harmonious thing where all groups are working together to make it really happen.” — William

“When people are invested in their community, then they’re also committed to spend money in their community and the commercial will build up as the residential strengthens.” — Monica

“The heart of what we do is REALTOR®-driven. When you see the dedication and hard work that REALTORS® put in every single day to create opportunities of ownership, it strengthens your commitment.” — William

“We should rely on rental assistance and strengthen rental assistance as much as possible, so we can make sure even the least of these are served and have the opportunity to remain homeowners, or even create new homeowners.” — William

Guest Links:

Nar.realtor/videos/fha-condo-rule-its-impact-on-realtors-and-co…

Nar.realtor/washington-report/nar-supports-streamlined-fha-cond…

Nar.realtor/newsroom/nar-asks-hud-to-consider-potential-solutio…

Birminghamrealtors.com

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

William Baylor works with REALTORS® and Home Ownership Champions to amplify their voice, vision, and value so they can make a successful impact on the real estate industry, their communities, and the world. With more than a decade of experience in the Government and Non-Profit sector, a passion for making meaningful connections with others, and an insatiable appetite for helping others maximize their potential, Will feels that Home Ownership Advocacy isn’t just an occupation but also his vocation. He is a graduate of Auburn University with a Personal Certification in Economic & Community Development.

He is the Chairman of the Jefferson County Affordable Housing Taskforce, a coalition of community stakeholders who have joined together to create Affordable Housing in Jefferson County and all of Alabama. Today, in addition to serving on the Jefferson County Affordable Housing Taskforce, William is Vice president of Government, Legislative, and Community Affairs for the Birmingham Association of REALTOR®.  He’s Staff Liaison of 12 committees at BAR touching all industry matters from strategizing local legislative efforts and activations on behalf of the Association, to Community Development.  His days are filled with letter writing, consensus building, and conversations with stakeholders, partners, and leaders across the country, telling our story and fighting for the future of our businesses, industry, and REALTOR® values.

Birminghamrealtors.com

Photos are a must-have when it comes to marketing a home for a listing. In this episode, photographer and real estate agent Brian Copeland shares his thoughts on the importance of great photos for your listings. Brian and Monica discuss the equipment and software that real estate agents can use to get the best photos (and the best price) for their listings.

In the climate of the pandemic, virtual showings have become more important than ever. Real estate agents have to become “digital professionals” — capturing the full scope of the property with your virtual deliverables. Houses selling sight-unseen have also become increasingly more common, and a large part of that is due to the level of care agents and photographers put into getting the photos just right.

Brian brings some elements of the music industry to his photography approach. As REALTORS® you are Artist & Repertoire directors of homes, overseeing and managing your brand as a whole. It is important to bring a standard to aerials, 3D photos, and stills — you never know what future business you may get (or not get) because of the photos you’ve presented on your listings. For real estate agents who may not have it in their budgets yet, make sure you learn how to take attractive photos on your phone or with the equipment you do have.

Brian and Monica talk about some of the best photography equipment, software, and education resources. You can make almost any equipment work for you; it really comes down to process and using your eye to get the best shots. Some of the equipment that Brian uses are a Canon 6D, as well as a Canon glass, and several different lenses. Nikon and Sony also make quality equipment if you’re looking for a camera, but the cameras on iPhones are much better nowadays and can be a viable option. When it comes to software, Photoshop is a great option, and there are other lighting and editing software and apps out there. Lightroom is the standard. For education, one of the best resources is Kelby One. There is also great content available for free on YouTube.

If you go the route of hiring a professional, make sure you understand the copyright laws. The person who actually takes the photos owns the copyright to the photos. As real estate agents, it’s great to have a conversation up front about copyright, so you both understand the usage of the photos. If you find that your photos have been used, always approach the other agent with professionalism.

Houses will sell more when they look better. Decently staged and professionally photographed could bring your seller the anticipatory price, rather than the comp price. To get the best price, it’s also important to pay attention to the quality of the full package: 3D, aerial photography, and video. Brian talks about some of the best equipment and software for capturing 3D images and how you can upload them to listing sites, and gives advice for using a drone to capture aerial shots.

When it comes to the video for the listing, DJI Products are great to help stabilize your current equipment. Video has SEO strategy for real estate agents, as well as a way to market the property. Most of the MLS have guidelines about what part of your brand can be in the video, so make sure you understand what can be included. As a tip, record an intro and outro that can be used for all of your videos. Brian and Monica talk about some different approaches to video — a walkthrough versus more of a teaser to the house. If you are doing a walkthrough or a virtual tour at request, you have to be quite thorough since the buyer may not lay eyes on the house themselves. This is a great opportunity to establish a sense of trust with your clients as you are candid about the property.

Photography is an art form that takes years to perfect. As REALTORS® you want to deliver the best quality product — if that means hiring a professional, do so! If that’s not in your budget, make sure you take the time to educate yourself on how to get the best shots, what equipment you can afford, and best practices so your portfolio can stand out! It takes time to learn and you will get better.

Tweetables:

“Give them that extra level of supplemental digital leadership, and give them the risk; sight-unseen happens all the time and you just have to make sure you’re being a great digital supplemental resource.” — Brian

“It’s all a matter of how you use it. You can use any camera with the right lens, the right glass, to your benefit — given that you have a good eye.” — Brian

“Communication fixes a lot. Kind, professional, nonaccusatory communication helps a lot.” — Brian

“When you build up that social trust, that digital trust, with your client, they will continue to come back and they’re going to tell their friends.” — Brian

Guest Links:

Kelbyone.com

Immoviewer.com

Theta360.com

Dji.com

Doorbellnashville.com

Additional Links:

Crdpodcast.com

Onlinelearning.realtor for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Brian Copeland (M.S., B.A., CRS, GRI, CIPS, e-PRO®, ABR®, Broker) prides himself on one-on-one buyer and seller service. Brian was the 2011 Nashville REALTOR® of the Year. He has been one of the most sought-after real estate speakers in America, emceeing and keynoting some of the largest conferences in the profession. He served as the 2017 President of Tennessee REALTORS®, 2019 Vice President of the National Association of REALTORS®, and advocates for property rights at the local, state, and national association levels. He’s been named as one of the 100 Most Influential Real Estate Leaders in America as well as one of the Top 200 Power Social Influencers.

After years of volunteering, speaking, traveling, team management, brokerage management, and sales, Brian recreated his entire sales business in 2019 to focus on being a solo agent. Brian knows with an ever-changing marketplace, sellers and buyers must have one point of contact and full concierge service.

He is a graduate of Carson-Newman University and holds a master’s from The University of Tennessee, Knoxville. Brian and his spouse, Greg, make their home on a Nashville farm with their two children Micah and Esther.

Although we are in a multiple-offer market, the appraisal process remains a challenge for real estate agents across the country. In this episode, Candy Cooke joins Monica to discuss some of the best ways to work with appraisers to make more deals. In a fast-moving market, everyone involved in the transaction is a team. It is crucial for REALTORS® and appraisers to work together to get people in homes.

Candy has a list of items that she provides to the appraiser. You can still talk to the appraiser until the appraisal is turned in. In her “appraisal packet,” she includes a copy of the contract, either the survey or property details that define the bounds, the list of anything that has been done to the house, and any information about comps that would be helpful for the appraiser. The more you can provide upfront, the less they will have to ask about. When providing comps, the best thing you can do is find other properties that would appeal to the same buyer. It is best to give your packet of information to the appraiser before they go to the property. If you are able, you also want to provide other offers if you’re in a multiple-offer situation.

The best way to get the packet to the appraisers is to make the appointment with the appraiser and the listing agent. You want to make an appointment and make sure the exchange will be secure. You could also send the report over via email. In that case, you don’t need to meet them at the property. It is incredibly important to keep the line of communication open with the appraiser! This will improve the working relationship for everyone involved.

When working with appraisers from out of the area, real estate agents should ask if they normally work in that area; there is a standard of competency that should make it easier to work across state lines. There are other certifications (green/clean houses, etc) that appraisers should be transparent about their competency in before entering into a transaction. As a REALTOR®, if you are not comfortable with the appraiser, Candy advises going back to the lender or loan officer with your concerns. If needed, you can then escalate to a compliance officer and note that the consumer will suffer.

Ultimately, the appraiser is hired by the lender to make sure there is enough equity in a house to sustain a loan. They want to ensure that the lender will get their money back. Once the appraisal report is delivered and the deal is closed, the appraiser can no longer be in communication with the agent. Candy explains what happens in a situation where the appraisal comes in below the contract price. The people who actually use the system, their appraisals are usually successful.

In every transaction there are three jobs working concurrently: the listing agent is trying to get the highest price for their seller, the buyer’s agent is trying to get the best price for their buyer, and the appraiser is there to help the lender make a financial decision. It is part of the listing agent’s responsibility to get any pertinent information to the appraiser, especially if the appraisal came in below the contract price.

Candy shares her experience with appraising properties with basements, as well as rural properties. For the rural properties, she creates her own “land grid” that compares different land properties in the area. For unique properties, there is a recommendation on how far back in time and distance to get comps, but since that is just a recommendation and not a requirement Candy encourages agents to do a little bit of both to get a well-rounded grid. A helpful tool for any agent is the NAR’s RPR, or Realtors Property Resource®. All your CMA’s should be done in RPR!

Candy’s final word for listeners is to remember that although everyone has a different job, everyone is working together to make sure everyone is happy and deals are able to get done. This episode is full of tips and resources to improve relationships with appraisers. How can you apply these in your own practice?

Tweetables:

“You don’t go after the value, you go after the data.” — Candy

“We all have different jobs, but if we all work together and we cooperate we can make it work. We’re not out there to knock you guys down.” — Candy

Guest Links:

Candy has a private Facebook that you can join. Here is the link.

Facebook.com/groups/cookedre

Here is a link to the list of items to give to the appraiser before the appraisal.

Monicaneubauer.com/wp-content/uploads/2021/02/Cooke-Appraiser-Ch…

ANSI Square Footage Guide. 

http://www.monicaneubauer.com/wp-content/uploads/2021/02/ANSI-Square-Footag…

Additional Links:

www.crdpodcast.com

www.onlinelearning.realtor for NAR Online Education

www.training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@nar.realtor

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/Monica.Neubauer

Instagram

Instagram.com/MonicaNeubauerSpeaks

Additional Bio:

Candace Cooke has been involved in the real estate industry for 37 years. She is licensed in Texas as a real estate broker, certified general appraiser, and instructor. Candy is active in the Texas REALTORS® and serves on several committees at the local, state, and national level of REALTOR® organizations. She is currently President of the Real Estate Business Institute, an affiliate of NAR and serves as Secretary on the Texas Real Estate Commission Education Standards Advisory Committee. Education is her passion. She was recently awarded 2020 Texas REALTORS® Educator of the Year.

Candy is one of the Senior Instructors for the Texas REALTORS® and currently teaches several “Train the Trainer” classes. As a member of the Texas REALTORS® Professional Standards committee, Candy strongly believes REALTORS® need to always “do the right thing” which is strongly promoted in her classes. Candy was a member of the first class for NAR’s Masters of Real Estate (MRE) program and then went back and did it again. She believes you can never stop learning in this business.

Candy’s enthusiasm for any subject she teaches is contagious. Her classes routinely book to capacity and she uses Zoom to teach so her interaction is far-reaching. She actively broadcasts classes live in order to serve more students across the state. She lives in Central Texas with her husband Mike and enjoys canning and knitting when she's not teaching.

In an active seller’s market, there’s a huge advantage for real estate agents who utilize multiple offer strategies. There are inventory issues in many of the markets in our country right now, which can be difficult for buyers, sellers, and agents alike. In today’s episode, Dale Chumbley shares several best practices for real estate agents to help your buyers or sellers win in a multiple-offer market.

If a property is priced properly, it’s going to be competitive. As an agent, the best thing you can do is educate your client and let them know what to expect in the given market and how you’re going to help them through the process. It can also be helpful to have data to show the buyer, but don’t go back more than three months, especially in a changing market! Monica and Dale talk about some of the ramifications of overpricing; if you really want to drive competition, you may even want to price slightly down.

Dale talks about what elements make an enticing offer. One of the biggest things he does is call the listing agent to figure out exactly what the seller’s pain point is and what would help. Establishing this good relationship with the listing agent creates a better stress level for everybody. If you can give a seller a month rent-back free, you can improve the net to the seller without having to see the appraisal come higher. Having strong offers where you can improve the net to the seller is important, especially in these multiple-offer deals. Dale talks about the low appraisal addendum in his market, and how it can give the seller peace of mind.

A clean offer is a strong offer. Completely fill out the purchase and sale agreement, and establish respect in the transaction. Having all forms filled out sets a good standard for moving forward. There are also some other best practices, such as not asking for repairs upfront, and an easy way to make comparables with closely related properties. In all of these situations, a call to the listing agent made all the difference. As a real estate agent, make sure you are creating these positive relationships! Bringing the lender into the fold can also be beneficial.

Love letters and escalation clauses are more risky and controversial pieces of the closing process. As a listing agent, it’s important to explain to the seller the consequences and liability of accepting love letters. These are falling out of best practice — it’s more important to know if they are qualified or not. An escalation clause is a document that states how much the buyer is willing to pay over the list price or highest other offer, up to a certain point. For both love letters and escalation clauses, many sellers are putting it in the listing whether they want to accept either. It is more encouraged to put your best offer forward, and as a real estate agent, you want to be able to present your buyer a signable offer.

Monica and Dale talk about finding some “off-market” or hidden properties that aren’t in the multiple offer market. As an agent, it’s important to keep an eye out on these listings or even neighborhood apps to get a feel for what might be out there. Vendor partners can also be incredibly helpful in getting clients.

For a listing agent, communication with the seller for their timeline and needs is the most important thing to establish. Pricing will be different depending on when they need to be out, their expectations, etc. It is important to set expectations and explain the value of pricing their home properly.

Dale’s final word for buyers is: be patient — trust your real estate agent, be patient in the process even though it can be challenging. When it comes to pricing, it’s important to provide perspective for your clients. In the long run, sometimes the win isn’t getting the best deal, it’s getting the home that you want.

Tweetables:

“Really the main thing is educating them [the buyer], knowing your market, knowing your numbers, knowing your statistics, and knowing the value of pricing your homes.” — Dale

“Just because it’s a crazy market, buyers do not buy just any house.” — Monica

“It’s not just the price, but it’s also the strength of the offer.” — Dale

“People think that high money and fast closing is the win. Sometimes fast closing isn’t the win. Sometimes slowing it down and being accommodating to what the seller needs is far more powerful.” — Dale

Guest Links:

Clarkcountyrealestateguide.com

Real Living — The Real Estate Group

Additional Links:

Crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

MonicaNeubauer.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Dale Chumbley

Dale Chumbley is a second-generation REALTOR® in Vancouver, Washington who has been selling real estate since 1994. He also spent eight years working in the Clark County Department of Assessment & GIS in the Land Records Department. This experience gives Dale a knowledge and expertise that no other REALTOR® in Clark County, WA has.

He was named by Inman News one of the 100 Most Influential Real Estate Leaders in the country for 2010. He is the founder of 365 Things To Do In Vancouver, WA on Facebook. In 2014 Dale served as his local Association’s President and was named REALTOR® of the Year. Dale was named one of The Top 20 Social Influencers of Residential Real Estate 2016 by Swanepoel Power 200 nationally. In 2016 he served as VP of Membership for Washington REALTORS®. In 2018 Dale was Chair of the National Consumer Communications Committee. Dale served as President of Washington REALTORS® in 2019.

He is currently a National Director for the National Association of REALTORS® (NAR) and Chair of Member Communications Committee for NAR.

Dale is recognized nationally for his mix of traditional real estate and technologically cutting-edge marketing. In his spare time, Dale dabbles as a DJ, enjoys photography, musical theatre, and sharing his city with anyone who will pay attention.

Dale has been seen on the stage at industry events such as Inman Connect New York and San Francisco, Inman Agent Reboots, REBarCamps across the country, a variety of events in Vancouver, BC and Toronto, Hawaii Association of REALTORS® Annual Conference, WA Association of REALTORS® Leadership Conference, NAR MidYear and Annual Conference, REALTOR® Party Training, CRS Sellabration, Florida YPN, RETSO, BuzzRE, BuzzRE Orange County, and Non-industry events such as #140Conf and Back Fence PDX.

This episode is all about cybersecurity and protecting your information. Juanita McDowell joins Monica to share her effective and easy-to-implement tips to keep your data safe. They talk about what cybersecurity is, what we really need to protect, and best practices for several different platforms that agents use regularly in their business.

Tweetables:

“First of all I would challenge people, don’t get it if you don’t need it.” — Monica

“One of the problems that we have is that we’re thinking of the hackers as an individual. Today, our hackers are no longer individuals. They have the sophisticated software that can run bots all over the place.” — Juanita

“I always tell my agents anything you type on your computer and you send out into the world, you need to know that it could be read by anybody and everybody in the world.” — Monica

Guest Links:

Juanitamcdowell.com

Youtube.com/channel/UCWp3Yrya05q7xbhD8wVccFw

Last Pass

1Password

Avira

Malwarebytes

Avast

Boxcryptor

Carbonite

iDrive

Private Internet Access VPN

Additional Links:

www.crdpodcast.com 

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Juanita McDowell

Juanita is an international speaker and educator. Every year, her training firm delivers over 200 seminars to entrepreneurs, corporate employees, and associations across the globe. A former Engineer and Global Sales Executive, she speaks on topics such as Technology, Sales, and Marketing. Businesses and associations that have hired Juanita include AT&T, LG, the CDC, and the U.S. Chamber of Commerce. Her expertise has been published in Fast Company magazine and the Investor’s Business Daily. Juanita is a YouTube Partner with over 2.5 million views on her videos. She’s also a member of the National Speakers Association and she volunteers as a Technology Partner for Habitat for Humanity.

www.JuanitaMcDowell.com

NAR has a new opportunity for you, our members! NAR has partnered with Columbia College for a higher education opportunity in real estate. NAR Academy at Columbia College seeks to facilitate excellent college and certificate programs for agents, brokers, and other industry professionals. In today’s episode, Marc and Raj talk about the courses offered through NAR Academy as well as some of the many benefits of pursuing this education.

Marc was part of NAR’s initial efforts for a degree-granting, accredited institution called REALTOR® University. This program recently graduated their last student, but they saw that there was a greater need for a larger offering at the Bachelor’s and Associate’s level, rather than just at the Master’s level. The partnership they found in Raj and Columbia College is exactly what they were looking for. They’ve created NAR Academy, with the goal of filling the gap when it comes to real estate by offering a larger variety of college certificates and degree programs.

The course offerings cover the business of real estate and the different areas that are crucial to real estate (marketing, finance, etc). They offer five real estate-specific programs: Real Estate Leadership certificate, Digital Marketing for Real Estate certificate, Real Estate Negotiation certificate, as well as two degree programs: an Associate’s in Real Estate Management, and Master’s of Business Administration (MBA) with an emphasis in Real Estate Management. These programs are a great start for people who want to get a College education, or for those that want to finish a degree, and also provides the best of both worlds in terms of accredited College education and NAR benefits.

One of the great things about NAR Academy is that it is flexible with people’s schedules, and also accept transfer credits for anyone who has previous higher education. The online courses are taken in eight-week sessions, and students can choose the pace at which they want to complete the programs.

The certificates are “stackable” — if you take the certificate courses, you could apply those credits to the Associate’s degree. If you are pursuing the Master’s, you take the same courses as other MBA students, and then you can take emphasis-area courses in real estate. As a member of NAR, you also get a $100 scholarship per class.

NAR Academy helps people get to the next level of their career, and also builds relationships for life. Columbia College offers several distinct benefits for anyone interested in this higher education — remote learning, accreditation, and the partnership with NAR. The partnership is really to benefit the members — what they are doing is the highest and best use of educational time and dollars. What would you do if you could pursue further education in your real estate business?

Tweetables:

“The goal here with NAR Academy at Columbia College is to offer a larger gamut of college credit-bearing certificates and degree programs. We want to have programming available to REALTORS® that would benefit them in different areas.” — Raj Sachdev

“This can provide a distinct competitive advantage to members. Students can be exposed to new ideas as well as emerging issues and trends, and really have that conceptual and theoretical backing to the real-world practice that’s so important.” — Raj Sachdev

“For our members, it’s an opportunity to network and expand your client base. Not only are you gaining education, but you might be gaining access to a referral and client base you didn’t have before.” — Marc Gould

Guest Links:

Nar.realtor/nar-academy

Ccis.edu/NAR

Additional Links:

Crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Marc Gould is Senior Vice President of Member Development for the National Association of REALTORS®, overseeing a wide range of leadership and professional development programs for REALTORS®.

Since joining NAR in 2006, Marc has launched both the Commitment to Excellence Program and Center For Financial Wellness. He fostered the growth of the Center for Specialized REALTOR® Education, NAR’s wholly-owned training and credentials subsidiary, in both membership and course offerings. He oversaw the creation, acquisition, and integration of multiple NAR credentials including the Senior Real Estate Specialist and Green designations. Marc was also instrumental in the creation of REALTOR® University, an accredited distance learning program that offers a master’s degree in real estate, and serves as its Dean of Student Services.

Marc earned his MBA from Loyola University Chicago and his BA in political science from the University of Michigan. He achieved the rank of major as an officer in the United States Army, serving in positions as varied as platoon leader in an infantry battalion to command staff at the brigade level.

Marc and his wife Amy live in Chicago with their son.

Dr. Raj Sachdev

Dean and Assistant Professor

Robert W. Plaster School of Business

Columbia College

Dr. Sachdev holds several degrees and certifications including a degree from Oxford University.  A specialist in the areas of business, law, and technology, he was formerly a visiting researcher at UC Berkeley and is published in different disciplines. He has taught over 50 courses at various academic institutions including some as an instructor at Stanford University. Dr. Sachdev speaks internationally at various prominent institutions and industry conferences including having given a TEDx talk. He has been awarded for his teaching excellence and is a licensed lawyer.

Growing awareness among real estate professionals has resulted in a clearer understanding that fair housing in America is still an issue. Bryan Greene is the Director of Fair Housing Policy at NAR, and he joins Monica to discuss the state of fair housing in America. He talks about the history that led us to where we are today, as well as what tools NAR is using to help their agents start making a change and help create a more fair and equitable industry.

Bryan worked in government for 29 years before making the transition to NAR. He shares his background, and how his desire to make a difference is what led him to work within the real estate industry. Housing is one of the biggest civil rights issues, but also one of the avenues where the industry can have the biggest impact.

Along with some recommended reading, Bryan shares the history around segregation in housing. It started out as a private practice, in the form of covenants, but was adopted as official government policy. These policies created patterns — such as generational wealth — that continue to show up today, even though the laws have changed over time.

Bryan was hired in a new position as the Director of Fair Housing Policy at NAR. After reading and viewing footage of agents interacting with clients in Long Island, the disparity was apparent. He talks about his role to respond, accept responsibility, and explain to the public how NAR would address these issues. The two things that stuck out were the need for accountability and a culture change.

They are triangulating the issue from all sides: mind, heart, and body. Their acronym is ACT!: accountability, culture change, and training. They are doing more immersive training where agents can practice and react to different simulated situations. One of the best ways to learn in any business is from your peers — one of the initiatives they have is to highlight those agents that are successful and practicing fair and equitable real estate.

Moving from education into action is one of the most important ways things can start to change. In addition to these videos and profiling different agents and companies, they are also looking at what effects this issue of segregation has on the economy. There is data that shows if some of the larger metro cities were less segregated, their GDP would be higher. School districts and how agents discuss them with clients are another avenue NAR is exploring as a means to promote fair housing. There’s more to consider than just a district’s test scores.

The many tragic events in 2020 have highlighted the thread of injustice and housing segregation. But 2020 has also been an opportunity for many people to learn, and begin to change. REALTORS® have a responsibility to make things fairer, but other parties like lenders, insurance companies, and other parties can also contribute to the disparities we see.

The law prohibits discrimination on the basis of race, national origin, and religion; while these shouldn’t have anything to do with housing, they historically (and even still) have, and they have had an enduring impact. As more awareness has come up around these issues, there are action steps you can start taking today. There are many communities around the country that recognize what has happened in the past and are taking steps to change things now. The real estate industry can engage with some of these same politicians and strategies, especially at the local level, to make things right.

Tweetables:

“I believe that right now NAR is the most effective place to make a difference on civil rights issues.” — Bryan

“It immediately thrust me into the role of responding, making sure that we accept responsibility for what we see, and explain to the public and the Hill how we were addressing these issues.” — Bryan

“If we could make real progress on some of these issues regarding segregation, we could start to turn the corner so that the next time we have something tragic, maybe we won’t fare as poorly.” — Bryan

Guest Links:

Nar.realtor/fair-housing/fair-housing-book-recommendations

Nar.realtor/fair-housing/fair-housing-podcast-recommendations

Realtorparty.realtor/state-local-issues/issues/fair-housing.html

Nar.realtor/fair-housing/fair-housing-makes-us-stronger-commemo…

Projects.newsday.com/long-island/real-estate-agents-investigation/

Reading:

The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein

American Apartheid: Segregation and the Making of the Underclass, by Douglas Massey and Nancy Denton

Sundown Towns: A Hidden Dimension of American Racism, by James Loewen

The Color of Money: Black Banks and the Racial Wealth Gap, by Mehrsa Baradaran

Additional Links:

Crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Bryan Greene, Director, Fair Housing Policy, at the National Association of REALTORS®

Bryan Greene is the Director of Fair Housing Policy at the National Association of REALTORS®. Bryan is responsible for representing NAR on all fair-housing-related federal regulatory and legislative matters to ensure the interests of consumers and the real estate industry interests are protected. He also manages NAR’s new 45-member Fair Housing Policy Committee which allows NAR to focus more attention on the public policy issues surrounding fair housing and equal opportunity while better supporting its strategic priority of enhancing housing equality.

Before joining NAR, Bryan served for ten years as the highest-ranking career official in HUD’s Office of Fair Housing and Equal Opportunity (FHEO), where he oversaw the policy direction and operational management of the 600-person office enforcing the nation’s housing anti-discrimination laws. Under Bryan’s leadership as FHEO General Deputy Assistant Secretary, HUD pursued large-scale, high-profile cases that addressed systemic discrimination and provided widespread relief. Bryan also managed HUD’s Fair Housing Assistance Program (FHAP) and HUD’s Fair Housing Initiatives Program (FHIP), which together provided over $70 million to state and local government agencies and nonprofit organizations fighting discrimination in local communities.  Bryan held several senior positions at HUD over three decades at the agency, including a stint as the Associate Deputy Assistant Secretary for Economic Affairs in HUD’s Office of Policy Development and Research (PD&R), where he worked to reduce regulatory barriers to affordable housing. Bryan was the 2007 recipient of the Presidential Rank Award, the highest federal honor bestowed upon federal senior executives for outstanding service.

Bryan earned his degree in Government from Harvard University.

Social media is a huge part of real estate, especially in today’s climate. Social media is the modern method of communication, and also allows small businesses and individuals to have a broad impact. Katie Lance is an industry social media expert and has been focusing on how to help REALTORS® make the most of their business through social media. In today’s episode, Katie and Monica talk about content optimization, some of the heavier aspects of social media, and how we can be intentional with the time we spend on social media.

One of the biggest new developments in social media is Instagram Reels. These are short videos up to 30 seconds — since they are quick and fast-paced, they are usually playful. In a business context, it allows business owners or entrepreneurs to present information in a more creative way. Reels are versatile because you can share them in your feed, or repurpose them for other platforms. Every platform is a little different, and providing the context on other platforms is important when using the same content.

Another feature of Instagram is Instagram TV, which allows you to share longer videos in your feed. The preview options allow you to build some excitement around the full video content. With a longer video, you can also put a teaser at the beginning to keep people engaged until the end. You can also upload longer videos to YouTube — really make the most of the content you’ve created by sharing it multiple times!

There are heavy aspects to social media, and as it has grown, we’ve become a product of social media. Katie shares a few tips on how to manage your social media with this information. Check your privacy settings at least a couple of times a year, to make sure they are the way you want them. Also, be careful what you’re clicking on and what you’re sharing. Katie also talks about being intentional when you go on social media — maybe set yourself a timer, or make sure there is a purpose for why you’re on.

Katie and Monica talk about how to handle politics and other hot topics in the industry. If you are going to share things on these topics, make sure you’re authentic to your own views but also respectful. Don’t try to be all things to all people — you may end up seeming a little vanilla. Also, remember aspects of privacy; instead of engaging publicly, you can also engage privately on social media through DMs. This is a great way to learn people’s stories and build relationships.

LinkedIn is a great place to get your feet wet with more professional social media. When people search for you, it’s one of the first things that come up. Make sure you keep it updated and keep it specific as well. It’s an easy platform to connect professionally, and also has a blog feature. With the other platforms, there are also elements of control so you can share relevant contact information without having to share everything.

Katie’s final thoughts: Social media is rented ground. Think about what assets you can create that can go with you wherever you go, even if social media changes. If you put a video on Facebook live, download the video so you can share it elsewhere later. Your content should also be more than just your listings. The goal is to engage people by keeping them curious and having some fun. Be intentional with your time and strategy on social media, and start today!

Tweetables:

“Reach is one thing, but engagement — I have hundreds of comments on Reels. For anyone who feels a little stuck with Instagram, and you’re trying to grow your following and engagement, I definitely would encourage you to play around with it.” — Katie

“We should plan that way even if we don’t want everything publicly visible. We should know that if we put it out there, it could come back to you.” — Monica

“The thing that a lot of agents do wrong is that they try to be all things for all people.” — Katie

Guest Links:

The Website: KatieLance.com

The Podcast: Katielance.com/category/podcast

The Videos: Katielance.com/category/getsocialsmart-show

Instagram: @KatieLance

Additional Links:

Crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Katie is the CEO and Co-Founder of Katie Lance Consulting. Katie is a nationally known keynote speaker at conferences and events. For the past 10 years, Katie has been working with real estate agents and brokers to help them get smarter about how to use social media to grow their business. Her specialty is in helping real estate agents and brokers achieve big results using social media without spending a ton of time! She is also the author of the best-selling book, #GetSocialSmart and the founder of the #GetSocialSmart Academy. Katie has been named one of the most 100 influential people in real estate by Inman News and is a frequent contributor to The Huffington Post. She lives in the San Francisco Bay Area with her husband and two beautiful boys.

Today’s episode is about lead generation and getting new business. Our guest, Sean Carpenter, shares his definition of relationships, and several different ways you can generate leads using “RELATIONSHIPS” as an acrostic. REALTORS® are always trying to generate new business, and the best way for agents to do that is through consistency, value, and RELATIONSHIPS.

Relationships are the key to the real estate business. Most agents spend more of their time on business support when they should be focusing on business development. Building and maintaining relationships is a great way to encourage business development activities.

R: Return Calls, Relocation

Returning calls in a professional and timely manner is one of the easiest things a REALTOR® can do to build relationships. Having a system in place for checking your calls and voicemails can keep you in control of your phone. Getting to know other agents or brokers around the country can help future incoming business. Regional and national networking is a critical way to grow your business.

E: Eager Learner, Email, Expired

It’s never too late to learn something new — explore new sources of information so you have more conversation topics and can see things from different perspectives. When it comes to email, you want to make sure you’re sharing quality messages — make sure it has a specific subject line, and because most people consume email on their phone, you want to make sure it’s to the point. Sean’s biggest tip for expired listings is to ask the homeowner if they still want to sell. This is a great jumping-off point to determine how to move forward. To avoid competition, reach out on expired listings that are older, rather than the more recent listings.

L: Loyalty Cards, Look Around You, Listen vs. Talk

As REALTORS® , we are trying to earn loyalty from our clients. You can create a loyalty card as part of your customer loyalty program, by partnering with businesses in your area for incentives. Look around you, metaphorically and physically, for clues and signals for people making a move in the near future. This can help with potential clients. Looking around your community lets you create with intention and changing perspective. Sometimes listening instead of talking can allow you to find out what problems, opportunities, and excitement the people in your community are facing. Listening will help you relate!

A: Attitude, Ask, and Appointments

One of the most important ways to get more business is by bringing a good attitude to everything you do. Your attitude influences everyone around you. Ask and appointments go hand and hand. As an agent, take opportunities to focus on appointments. You won’t sell anything if you don’t have an appointment, and you can’t have an appointment unless you talk to people. Set at least three appointments a week.

T: Thank You Notes, Target, Twitter

Write handwritten notes! The gesture of a handwritten thank you note is immeasurable. This meaningful act is a great way to show appreciation for past clients. Know who your target audience is, and make sure what you’re doing throughout the day is working towards getting business in those avenues. Finally, Twitter is a great social media platform to listen, engage, share, and support.

I: Instagram

Instagram is another great social media platform to engage. Have a presence on Instagram, by looking and sharing. Leaving comments on stories and posts will drive traffic to your account as well. Commenting purposefully is huge for earning awareness.

O: Open Houses, On Purpose

During this time of COVID-19, following safety practices and precautions is very important. But you should still have them, whether in person or virtually. Open houses are a great way to create relationships — not only with buyers but also with potential sellers as well. Be in control of your schedule so that you are operating your business on purpose — everything should be done with intention.

N: Nametags

This is maybe the second-most important aspect after attitude. When you see someone you know from a previous relationship, or out in public wearing a nametag, use their name! Using people’s names is a small way to express gratitude and make them feel valued.

S: Sales Meetings, Schools

Sales meetings are one of the most important ways you can stay informed, as well as a way to find potential buyers. Being active in a child or grandchild’s school is another way to gain top-of-mind awareness.

H: Have Fun, Happy Hour, 4H Club

Build relationships, solve problems, and have fun. No matter what you’re doing, find a way to make it fun. Having a happy hour with friends or clients is a great way to support your local businesses (and grow your own) and develop relationships. Sean shares the way he puts seeds in the ground to grow and maintain your network. This includes handwritten notes, hot sheets, happy birthdays, and high fives. This is an easy way to touch at least 25 people in a short amount of time.

I: Ice Cream Social

An ice cream social, or a similar idea, is a good way to show your appreciation and gratitude for people in your community — teachers, firefighters, etc. This is marketing for you, and a way to support local businesses. Put good energy out, and the business will come back to you.

P: Preparation, (Past) Clients

If you want to get good business, you have to be prepared. Keep your database clean and organized, so your sphere of influence is prepared. Make sure you are still touching your past clients on a regular basis. You can decide what schedule is right, but you never know when past clients will become your future clients.

S: Schedule a Time, Serious

Make sure you schedule a time to do your lead generation, client appreciation, etc. If it’s not in your schedule, it’s probably not going to get done. And finally, be serious about your business, but don’t take yourself too seriously.

Everything you do could turn into an opportunity if you take advantage of listening and acting on it. There are tons of takeaways here — which ones can you apply to your lead generation today?

Tweetables:

“Relationships are the key to our business. We all think that the house is what we focus on, and that’s just the widget we use in our business. It’s about the people that live in those houses and the relationships we have with those people.” — Sean

“When you bring a good attitude, other people feed off that. You either lighten up a room because of the attitude you bring, or you lighten up a room when you leave.” — Sean

“Your name is the one thing in this world, that even if you lost everything tomorrow, you still have your name.” — Sean

Guest Links:

Twitter @seancarp

Carpscorner.net

Facebook.com/seanmcarpenter

Additional Links:

Crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica’s Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Originally licensed as a REALTOR® in 1998, Sean Carpenter is the former Agent Development Director for the Ohio NRT companies. He jumped back into a sales role with Coldwell Banker, serving buyers and sellers throughout Central Ohio. He founded Sean Speaks in 2018 to expand his speaking, consulting, and facilitation opportunities. His most popular sessions focus on creating memorable customer experiences and maximizing social and digital media, as well as business planning, leadership, and sales.

Formerly recognized by Inman News as one of the Top 100 Most Influential Leaders in Real Estate, Sean was named as one of the “Top 20 Most Influential People in Social Media for the real estate industry” by The Swanepoel Trends Report for the third year in a row. Sean recently received the Joseph McKinnon Award from the Columbus REALTORS® as their 2017 Instructor of the Year.

Sean’s mission is to “teach with passion and enthusiasm instilling confidence and excitement in his students,” and he lives by his philosophy — build relationships, solve problems, and have fun.

Today’s episode is all about what goes on behind the mortgage curtain. REALTORS® work closely with lenders and need to know how to ask better questions of the experts. Our guest, Michael “Smit” Smith, shares advice on how to choose more qualified lenders and what questions you can ask to work better with lenders.

It is important for REALTORS® to have some knowledge of the lending process, so they can communicate effectively with the lender. This communication is a two-way street, with the lender communicating just as much with the agent. The REALTOR® has a lawful obligation to their client, so they should be leading the conversation and guiding the deal. There are important aspects of both roles, so communication and partnership are key so everyone is on the same page throughout the transaction.

The contract is really in control of the transaction, and the date of closing should guide the lender and their processes, as well as the REALTOR® and their processes. As a listing agent, you should make contact with any lenders prior to meeting with their clients to consider any offers.

Smit talks about the policies of many banks, and how they handle the process of underwriting. Some banks have private mortgage lending, but the majority of banks require that a property is identified before underwriting. One of the most important questions a REALTOR® should ask any lending company is whether they qualify a borrower separate from their property, or whether their underwriting process only begins when everything is in with the property.

Making a call to a lender is incredibly important in establishing a relationship. Especially in this time of COVID-19, talking on the phone is really the most genial and personable way to get to know someone you will be working with throughout the transaction.

Michael has a list of questions that REALTORS® should have in their arsenal in order to vet lenders to make sure that they’ve done their homework. He talks about what things you can ask your clients to provide, and things that are off-limits.

Questions from Michael “Smit” Smith for the lenders:

1. How pre-approved are they?

2. Have you talked with or met “our” clients?

3. What paperwork have you received?

4. Have you verified funds needed to close the transaction?

5. Can you provide evidence of funds?

6. Has the client made an application?

7. Have you run it through an Automated Underwriting System — AUS?  Desktop Underwriter — DU —  (Fannie Mae) or Loan Processor — LP — (Freddie Mac)?

8. Are there any outstanding conditions not met?

9. Have you pulled a tri-merge credit report?

10. What is your appraisal delivery time?

11. Can you close in 30 days?

12. How long have you been in lending?

13. Will you make a pre-emptive call to the listing agent?

There are three main lending groups that most residential agents work with: the bank, mortgage lender companies, and mortgage brokers. Each group has their own underwriting processes. Mortgage brokers provide options for the borrowers, but if they don’t have delegated underwriting they turn the package over to a lender.

For agents, put together your own list of five to 10 questions that you ask any lender to get to know their process. If you understand what it is, you can better work in partnership with them for the benefit of your client.

REALTORS® can also do a few things to help the lenders. Having open lines of communication is absolutely key. You can also check in with them to see if there is any documentation you can get from the client to make sure the lender has everything they need. In the case that there’s an addendum, make sure you get in contact with the lender and provide it if needed. Make sure you also keep an email record of your communication.

Michael talks about some of the reasons contracts might be extended. It all comes back to communication and relationship. The lender should be communicating with agents at least once a week with progress on the deal. The agents should also be reaching out to the lender, so everyone is holding each other accountable.

With the final words, Smit shares the most important questions to ask. The main question you want to ask is how pre-approved is the client, or ask whether an underwriter has seen the file. You can also use their NMLS number to get an idea of their experience. With the questions you ask up from, you as the REALTOR® can set the tone for the whole deal.

Tweetables:

“You need to make sure that right upfront, you are setting up a stage with that lender that we need effective, continuous, contiguous communication throughout the entire process.” — Michael “Smit” Smith

“A lender can make or break a deal.” — Michael “Smit” Smith

“Real estate should be open and notorious. There shouldn’t be any hidden agenda; it’s a contract.” — Michael “Smit” Smith

“We need to be an advocate for our client. Once you stop being an advocate for your client, you just failed your client, and you failed the transaction, and you failed yourself.” — Michael “Smit” Smith

Guest Links:

SmitsRealEstate.com

Additional Links:

Crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Michael “Smit” Smith

Michael Smith, a.k.a. “Smit” has been working in the residential real estate industry for over 20 years. Smit’s trifecta expertise combines his experience as a real estate broker, owner, and mortgage lender and his degrees in economics and law bring a well-rounded approach to his teaching. Smit’s NAR designation courses have been taught throughout the Pacific Northwest.  His passion for real estate, finance, and teaching has led him to create and launch several custom courses as well, addressing current trends such as Survival Skills in a Changing Market (COVID-19), What you should Know about STR (Short Term Rentals), and Real Estate Finance for REALTORS®. Smit’s classroom is an energetic experience as he drives towards a high level of participation by students. You will enjoy his style of teaching, where “Smit Happens” quite often and with memorable results.

He works in Kirkland, WA with Windermere Real Estate and can be found at SmitsRealEstate.com

REALTORS® are being targeted more and more over the past ten years. With September being REALTOR® Safety Month, Donny Allen joins Monica on the show today to talk about safety on the job —best practices to keep yourself and your clients safe. Monica and Donny discuss effective ways to help REALTORS® live in confidence, not in fear.

Donny grew up on large farms and ranches and had to learn to defend himself from the different animals and also gained a heightened mindset of awareness. When he got started in real estate, he found he had a passion for teaching REALTOR® safety.

When you think about safety, it’s not just physical safety; it’s our reputation’s safety and financial safety. Situational awareness is key to the real estate business now more than ever. Some vulnerable situations are meeting clients at unfamiliar properties, sitting in an open house alone, and even issues like cybersecurity.

Donny shares safety tips for meeting strangers or new clients. If you don’t know the client, try to meet them at the office first, rather than meeting them at the property. If you’re able, take someone to go along with you. Also, be conscious of what time you are meeting new clients, and arrive early to get a lay of the property. Monica talks about the protocol she uses for herself when meeting clients. It is important to have some sort of consistent system or policy so all potential clients are treated fairly. If you run an office or a brokerage, it is important to have an office policy as well. There also needs to be training around agent safety so everyone is aware and follows the same policy.

Donny and Monica talk about the public reaction to some of these safety precautions. For the majority, these safety measures are met with positive response because it protects not only the REALTOR® but also the client.

In any situation, it’s important to approach your decision based on your training and experience. Donny shares some statistics on the self-defense weapons REALTORS® carry. If you don’t think you can use a weapon for defense, don’t carry it. Regardless of what philosophy you adopt in your own business, make sure you have a plan for getting out of potentially dangerous situations, and practice that plan so you can execute it should you ever need to.

Donny shares some of the statistics on how many agents have experienced safety concerns, whether a physical attack or cyber attack. Thirty-three percent of all REALTORS® have felt uncomfortable in a situation. Monica shares her own experience with this.

There are some safety apps you can download to your phone to help keep you safe. It will come down to what is best for you, but some apps Donny recommends are CentraLock, SupraBox. Many smartphones also have an emergency SOS feature. A battery-operated noisemaker that you keep on your person can also be very effective. While these apps and devices are valuable, don’t put all of your comfort in an app. Make sure you have some sort of backup.

Donny’s parting thought for agents is to have a plan and practice different scenarios. Take a self-defense class, and always be willing to ask for help or take a buddy. The most important thing is to trust your instincts and increase your situational awareness.

Tweetables:

“I believe that with good planning, people are aware and prepared and they don’t need to live in fear.” — Monica

“That’s exactly what I want to point out. I want to bring your awareness to not only what you’re doing, but what they’re [the client] doing as well.” — Donny

“We’ve talked a lot about weapons, but I would always say getting away from the situation is best.” — Donny

Guest Links:

Donny’s Website

Nar.realtor/safety

Nar.realtor/safety/56-safety-tips-for-realtors

Additional Links:

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Donny Allen

ABR®, CIPS, CL, CLHMS, CRB, CRS, GRI, MGRI, MRE, PMN, SRS, AHWD, e-PRO®, PSA, SFR®

Donny Allen is a Broker/Owner and Agent with Keller Williams Realty of Southwest Missouri located in Joplin, MO. Donny began his real estate career as a salesperson with Century 21 Associated Ltd in 1996.  Donny holds the ABR®, CIPS, CL, CLHMS, CRB, CRS, GRI, MGRI, MRE, PMN, and SRS designations in addition to the AHWD, e-PRO®, PSA, and SFR® certifications. He has been teaching, training, mentoring, and coaching agents for more than 24 years. Donny is a graduate of the 2006 Missouri REALTORS® Leadership Academy and the 2017 NAR Leadership Academy and he was inducted into the NAR RPAC Hall of Fame in 2017 and the REBAC Hall of Fame in 2019.

Donny is a hard-working REALTOR® who lives to help and serve at a high level in his chosen profession.  What you may not know… is that Donny has a passion to serve and protect his REALTOR® family and others by educating and training them in the areas of safety and security. Donny is an approved NAR Safety Instructor. The Center for Specialized REALTOR® Education allows approved instructors to present Real Estate Safety Matters, a course designed to educate and expand upon some key safety concerns, tips, and best practices.

DonnyAllen.com

Today’s environment has provided opportunities for REALTORS® to help their communities grow. One of these ways is to create your own media source as a mouthpiece in your community, which is exactly what our guest has done. Aaron Masliansky joins Monica on the show today to talk about the podcast he created, and the impact it’s had on him both personally and professionally.

In these uncertain and unprecedented times, we need some new solutions for marketing opportunities and ways to connect with our clients and followers. Aaron invests with his community through his podcast that highlights the many different people in his area and shares their stories. He talks about what hurdles he overcame to actually get started on the podcast, and how the focus of the podcast evolved over time.

Aaron talks about the impact of his podcast. Not only is he garnering more attention for himself and attracting guests to be on his show, but he’s also been able to do interviews with very notable people in and around his community. As he learns from his guests, there is a change within as well as a change in others.

Aaron uses the skills he’s learned from real estate to help guide his conversation in interviews with his guests. Just letting people speak is important; you learn through the conversation and the more you practice, the more you can hone your technique. Don’t let your uncertainty keep you from moving forward — you’ve got nothing to lose!

There are many outlets to explore, depending on what you’re interested in and what you’re good at. It’s not necessarily the medium that matters, but what makes you feel comfortable and what resonates with you. There isn’t one right way to create content for your followers or your community. The podcast medium does allow for more in-depth conversation than some other mediums.

Aaron and Monica talk about how you can reach success through the podcast medium. While success is different for everyone, Aaron’s success comes from being to shine a light on the guests who come on his show, and make a positive change in their lives. Aaron and Monica talk about the impact the podcast has had on Aaron’s real estate business. One of the best ways to get business is to be well-connected in your area, and not just in the real estate business! Continue to show up in person and in ways people can see you.

Monica and Aaron talk about finding a platform that works for you. Whether you’re introverted or extroverted, like photography or prefer writing, there is a platform for you to create and have your voice heard. The most important thing is keeping it authentic for yourself.

The possibility of burnout is real and likely, especially if your content is in addition to a full-time job or other obligations. Aaron talks about the way he has streamlined his podcast production, as well as other tips and tricks he has for preventing burnout.

If you want to do something like this, make sure you give it some time. Don’t worry if it’s not perfect right away. It may take time to get the results you want. Have some fun while you figure it out! Aaron’s final word for listeners is to go to what you enjoy and be passionate about whatever you do. You never know what doors you might open for yourself or others.

Tweetables:

“It doesn’t matter the medium. I don’t think the medium matters, it’s how you feel comfortable.” — Aaron

“Because I have this platform, I have given someone this opportunity to have the light shined upon them.” — Aaron

“One of the best ways for REALTORS® to get business is to go about their life in the community they live in.” — Monica

Guest Links:

Skevanston.com

Links to the Podcasting Handouts on Monica’s website:

funtentionalliving.com/wp-content/uploads/2018/06/Getting-Started-wi…

funtentionalliving.com/wp-content/uploads/2018/06/Getting-Started-wi…

Additional Links:

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Episode with Mor Zucker

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Aaron Masliansky lives with his family in Skevanston, which is an area of Skokie that has an Evanston mailing address and school districts. Residents have dubbed the area Skevanston because of the mix of both towns.

Aaron is a REALTOR® at Dream Town Realty in Evanston and is connected with his local and global community. He is a Young Professional Ambassador with the Chicago Council on Global Affairs. a fellow with the UNA Chicago Engage an Embassy Fellowship, on the Global Real Estate Council at the Chicago Association of REALTORS® and on the Young Professional Committee with Illinois Holocaust Museum & Education Center.

Today’s episode is all about the data! Our guest, Jessica Lautz, is the VP of Demographics and Behavioral Insights at NAR, where she focuses on different trends in the industry and how this directly affects different housing markets. In today’s episode, they discuss the transforming market due to COVID-19 and trends that the data is reflecting. They also discuss the impacts of this data for the coming months, and what the next few months look like for agents across the nation.

It’s important to know about and understand data as a REALTOR®. Understanding the nuances of the data helps you track changes in preferences and demographics, as well as other aspects that can help you plan for the coming months. The data can also help you see the bigger picture around trends you may be noticing in your own market. Monica talks about how she has applied surveys and data in two of her own listings.

Jessica talks about some of the trends that we are seeing during this time of COVID-19. One of the big trends is getting houses move-in ready so that when sellers are ready to put their houses on the market they will be ready for the buyers. They also talk about the contrast of downsizing — in size and money — while some people are looking for larger spaces to accommodate work and school from home.

REALTORS® can access this data and research on social media and on the NAR website: nar.realtor/research-and-statistics. Jessica talks about the process of gathering their data, and some of the data sources they use, including their members and information from government sources. They extract the things that are important for consumers to understand. This content is great for agents to share with their clients in their regular communication.

Jessica talks about some of the results of COVID-19 that will impact the next six to eight months, or maybe even longer. Two of the biggest things cropping up are more office space, but also more outdoor space for recreation or gardening. There is also an increase in multi-generational housing; they also talk about the potential for a baby boom and pet adoption. Monica and Jessica discuss how these trends affect different demographics of home buyers.

Jessica and Monica talk about the specific demographic of younger and older Millennials, and how Wi-Fi and working from home has been a big shift in where they are buying, and when they are buying. They also talk about what trends they are seeing in older generations, in terms of their debt, retirement, and multi-generational housing.

The data shows that there is a strong recovery for the economy right now. Monica and Jessica talk about the importance of affordability in this market, and the inventory shortage. Interest rates are low right now so some buyers are able to enter the market. As agents, if you dig into your markets and go beyond the MLS, you might find the inventory to help your clients.

It’s important to have patience right now in this transforming market. COVID-19 is changing so much about real estate, and buyers are receptive and eager for the personal relationship with their REALTOR®. 

One of the recent things Jessica has looked into is how legalizing marijuana has affected the commercial sector and residential real estate. There is an increased demand for storefronts and warehouses in the commercial sector, but Jessica talks about some of the complications it is causing for the residential areas. Looking at the laws in states where it’s legal and connecting with agents in that state can be helpful to apply to your market.

One final tool they highlight is NAR’s Right Tools, Right Now program. This program features new resources and discounted classes to support real estate professionals during the COVID-19 era. Using these resources can provide the information you need to work with new consumers who are out there and ready to buy.

Tweetables:

“When we close a data set, it’s like a box of chocolates — you don’t know what you’re gonna get until you really start diving into it. You start seeing what people’s opinions are and how they’re changing.” — Jessica

“Without understanding what’s going on in local markets, we can’t grab that data.” — Jessica

“Go look for the inventory. I think sometimes it’s out there, and if you can get it in advance, you’re doing everyone a service. Plan for the long-term rather than live in the urgency of the day-to-day MLS.” — Monica

Guest Links:

Instagram: @narresearch

Twitter: @NAR_Research

Facebook: NAR Research

Nar.realtor/right-tools-right-now

Additional Links:

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Dr. Jessica Lautz is Vice President of Demographics and Behavioral Insights at the National Association of REALTORS®. The core of her research focuses on analyzing trends for both NAR members and housing consumers. Through the management of surveys, focus groups, and data analysis, she presents new and innovative ways to showcase results. Jessica received her Doctorate of Real Estate from Nottingham Trent University in the UK. She has a Master’s Degree in Public Policy from American University and undergraduate degrees in Political Science and Law and Justice from Central Washington University. She has four cats and enjoys yoga and wine.

In this episode, Monica and her guest discuss another area of real estate that is adapting during this time of pandemic: the closing process. Many of the recent topics have focused on how to navigate the environment we’re in with social distancing. The online and mobile methods of closing that Marvin talks about today are ready to be put into the mainstream process. Be on the lookout for them and add them to your tool belt!

The closing situation has been shifting for a while, but COVID-19 has forced some changes in terms of where, when, and how closings are happening. Traditionally there have been two primary ways of closing: table closings and escrow closings. Over the past few years, it has gradually moved online. This allows agents, buyers, and sellers to review documents before it’s time to sign them.

Marvin shares the history of online closings; when it first started, there were only about three or four companies doing these transactions. RON (remote online notarization) transactions authenticate the identity of the buyer or seller and the notary. Because of the nuance of lender documents, hybrid transactions have been popular to accommodate signatures and other specifics. Many lenders have their own RON platforms.

With this global pandemic, people were forced to make changes in a short amount of time. The definition of “in-person” had to change so that things like notarization could be done on video instead of face-to-face. Another method is a PRON transaction (paper remote online notarization), which is like a mail-away closing, where they receive and sign the papers on video and send them back to the lender. Marvin shares some different specifics of how these scenarios could play out, especially if the parties are in two different states or one party isn’t technically savvy.

While some of the technical aspects of closing transactions are worked out online, the elements of support and celebration are missing when their REALTOR® can’t be there. Most of the remote platforms allow multiple people to be on, so the agent could “be” there remotely. The convenience of these different transactions (RON, PRON, RIN) will likely carry forward even after emergency orders are lifted.

The title/escrow industry is different all over the country, based on the local practice. RON and PRON have to adapt to the different laws of each state. As an agent, it is good to know what these laws are and what is available for an online closing.

These efforts have come from many different organizations to get new options in motion: NAR, MISMO, and ALTA. This trifecta working together helped to make sure processes were standardized, and all different perspectives and needs were considered and met. Everything is in place, and it’s time to start adopting some of these methods. There is also still the option to have your paper closing.

Marvin shares a quick explanation of title insurance, and why it’s good for clients. It primarily protects homeowners against financial loss, so they get what they pay for. It protects against the unknown. There are many things that are brought together by the title company, and it ends up being a very valuable service.

As an agent, check with your escrow or title professional to see what options are available to help your clients during these changing times. The more you know, the more power you have to help your buyers and sellers.

Tweetables:

“It’s really come all the way from having to go somewhere, to now the transaction is sort of coming to you as the buyer, seller, or REALTOR®.” — Marvin

“That’s kind of the trifecta. When you look at MBA, NAR, and ALTA, that’s a lot of people really coming together to make it all work.” — Marvin

“We can keep doing the paper in-house closing as we want to, but we know that this option is available for the client who needs or wants, and we’ll jump in when we need to.” — Monica

Guest Links:

Blog.stewart.com/stewart/author/mstone/

Linkedin.com/in/marvstone/

Additional Links:

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Marvin Stone

Senior Vice President, Business Integration / Innovation Council Leader

Acting as a strategic business partner focused on industry outreach to real estate, mortgage, and title agencies. Leading Stewart’s Innovation Council that is focused on discovering and leveraging technology solutions for strategic business outcomes. Actively involved in ALTA efforts to advance the industry, including the Best Practices Task Force, ALTA Registry Design Group, ALTA Fintech Workgroup, Closing Insight Advisory Board, Signing Professionals Workgroup, MISMO Fee Naming Group, MISMO eClosing workgroup and more. A frequent speaker at real estate, mortgage, and title events, having spoken at ALTA, National Settlement Services, state MBA events, and REALTOR® strategic planning events. I actively discuss and follow numerous innovation topics on Twitter with thought leaders from around the world on topics such as innovation, mortgage technology, real estate/proptech, Fintech, automation, robotics, artificial intelligence, Internet of Things, and more — Follow me on Twitter at Twitter.com/MarvinStone for daily updates.

Prior to joining Stewart, he served as chief information officer for a large, West Coast title agency, as well as holding customer-serving technology positions with other national underwriters. Previous to entering the title industry, Marvin was in a management role for a national mortgage lender.

In this episode, Monica and her guest discuss another area of real estate that is adapting during this time of pandemic: the closing process. Many of the recent topics have focused on how to navigate the environment we’re in with social distancing. The online and mobile methods of closing that Marvin talks about today are ready to be put into the mainstream process. Be on the lookout for them and add them to your tool belt!

Even though financial experts don’t agree on where we’re headed economically, there are still principles that can help you improve your financial situation in any market. Today’s guest, Ryan Bokros, joins Monica to talk about some of these practical principles that you can start applying today. They cover expenses, savings, lending, the current market climate, and what you can do now to make sure you come out of this time successful.

One of the most important basic financial rules is to treat your business finances like you would your personal finances. Keep a separate checking account and a savings account, and a credit card specific to a purpose. For agents, as you start to get in touch with your expenses, go through all of your monthly fees and really identify where your money is going, and how often you are utilizing the products of those charges. If it’s not an essential part of your business, start looking here first for places to gain control. You can prioritize products or software by things that provide a benefit — making you money, or helping you stay more connected.

Ryan and Monica discuss some of the kinds of marketing and different apps people might be using where you could save money, especially during this slower time. If you can’t correlate a cost per lead to close, this would be a good place to cut costs. You also need to watch out for annual subscriptions; you can look through your credit card bills to help track these things.

Savings is an interesting discussion; a big part of savings comes back to lifestyle and how that correlates to the income that you have. Prospecting income in real estate is different because you don’t necessarily have a paycheck every two weeks. Ryan talks about a quarterly savings structure, and using more of a chunking method instead of giving a percentage of a check, for example. It is wise to keep at least a few months of cash in an emergency fund that you can access when/if needed. This will be especially important as things start to turn in the coming months. As you cut your expenses, don’t forget to save!

Today’s lending environment is very fluid, even from day to day. When giving your clients information, keep it broad. Give them enough information that they will come to you when they are ready or have questions. If you don’t have one person that you would trust to do your own mortgage, then you’re behind on being able to provide the best advice to your clients. A trusted relationship with your own lender is crucial to be able to share the best information to your clients. Ryan and Monica talk about how the big banks can help predict trends that may trickle down to smaller, local bank lenders. Keep your finger on the pulse for yourself, and also build those trusted relationships so you can supply information to your clients.

Ryan and Monica briefly touch on our current situation with the forbearance issue and deferrals. All of the banks are going to handle these differently when it comes time for people to pay these back. They talk about the likelihood of an inventory struggle coming out of this, and what consequences may follow. As agents, we don’t have to understand all of this, but we do have to understand that there is change happening that we may not fully understand yet, but that will affect us and our clients. We may need to step back and focus on advising, rather than buying or selling. This will be the difference between agents who come out successful from this time and those who don’t.

When it comes to the financial part of your business, be a learner. Be discretionary with your spending, and also intentional about your learning and where you’re getting your information. Keeping people informed can help keep anxiety low, and help clients make good decisions. As an agent or a client, make sure you are always looking at real numbers. Spend some time looking at your finances, and make sure you are set up for success.

Tweetables:

“For many of us that are in real estate, the chasm between our business expenses and our personal expenses is really close.” — Ryan

“Having that emergency fund is huge for a self-employed person because quite frankly, it helps you sleep better.’ — Monica

“The people who came out of that with successful businesses were the people who took a step back during that time and said ‘What can I do to effectively make sure that I’m the best person for the consumer right now.’” — Ryan

Guest Links:

Ryanbokros.com

Financial wellness.realtor

Mint

Additional Links:

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Ryan Bokros has been serving Houstonians in many aspects of the real estate industry for over 14 years. He is a practicing REALTOR® and the Director of Market Development for JP and Associates, REALTORS®. He has been recognized by the Houston Association of REALTORS® as a Top 20 Under 40 Rising Star in Real Estate. Ryan attributes much of his success to being an early adopter of technology while maintaining face-to-face relationships. He holds a belief that technology should enhance the consumer experience, not take away from it. Ryan has developed and executed in-brokerage training programs geared toward engaging the next generation of real estate professionals to understand service through technology. Using his experience as a practicing agent, Ryan has been able to give back to the industry by helping other agents be better at serving their clients. As a respected speaker and educator, Ryan has traveled North America teaching agents how to be more productive with technology tools and streamline their processes to become more efficient. Ryan also proudly serves on many levels of the National Association of REALTORS® and the Texas Association of REALTORS®. In 2019 he served as Chair of the NAR Residential Economic Issues and Trends Forum as well as a member of the Research Committee. He also led the Texas Association of REALTORS® MLS & Technology Committee as Chair for 2019.

In today’s dynamic world, the methods and means of communication are shifting, especially for REALTORS®. Maintaining relationships is a key part of the real estate business. Kim Cameron is the special guest on the show today to share some of her systems for staying in touch with past clients and friends. She and Monica talk about the importance of what they are doing now, and how some of these practices may carry forward even once we are out of this time.

Kim talks about her mindset when she is checking in with her clients. When you approach the relationship from service rather than sales, it helps to establish long-term relationships when they need help with real estate. Having these routine conversations keeps both you and your clients energized, and you can check in on things not related to real estate. This may also help you find businesses or organizations that may need some support during this time.

What we do today is going to affect our business down the road. Kim talks about what preparations she is making as she plans for the remainder of the year. REALTORS® are able to work remotely pretty easily, but they now are empowering their clients to be able to participate in real estate virtually. Kim talks about using FaceTime and a photographer to be able to list properties with very minimal contact or exposure. She also has been hosting virtual happy hours that offer an open forum for clients to ask real estate questions.

One of the most important things Monica has found during this time is constant contact, especially when working through challenging situations. It’s important to communicate what you know with your clients, and invite a cooperative approach to keep each other informed. As you connect with and continue to help your clients, it’s also important to find a way to celebrate wins with your clients and find ways to adapt during this time. Kim and Monica talk about some “drive-up” closings and other ways they are able to tweak their arrangements to still provide that personal connection.

Kim shares some of the systems she uses to communicate with her team and her clients. One of these is the “Weekly 35” which outlines 35 different ways of communication each week, including hand-written notes, phone calls, and compliments. She also talks about how they have adapted this during our time of social distancing. She also talks about some of the ways they strategically maintain relationships with the top 50 or so clients in their database. Monica has a 4-3-2-1 system that she focuses on.

Monica and Kim talk about the potential shifts and changes we might see coming out of COVID-19, specifically a slower market. Real estate is local, so it will vary from market to market, but will likely be slower overall. Kim shares her tips for keeping up with her clients during a longer process. The number one thing is to organize your finances. If you can get your business financially lean, you will be more profitable. Focus on the more economical ways to contact your clients, such as phone calls vs. newsletters. Share the actual data that you can with your clients about your specific market. Kim shares some of the ways she works on price reductions with her clients to adjust to the market.

Regular and intentional communication is what will help you and your clients get through this difficult time. You can cater your content to the needs of your clients, and also remain empathetic towards their situation. As a REALTOR® you may have to have some hard conversations, but do it from a place of caring.

To wrap up, Kim shares some of her final thoughts on moving into a new normal. They’ve shifted to try to prevent clients from going out to see properties, to save time, and practice safe social distancing. Changing how we communicate with clients about showings may also change the approach for house hunting. As you are communicating with your clients, now and as we move out of this time, listen between the lines for what your client really needs.

Tweetables:

“The big part of the motivation is just showing you care. Those little calls go such a long way. Right now, since we don’t have as much face-to-face time with people, those calls are deeper and more meaningful.” — Kim

“I thought it would feel impersonal, but what I’m finding is it’s not because we’re actually having more face-to-face time with the client that we have in the past.” — Kim

“Worst-case scenario, you are showing someone that they are thought of and cared about and you feel glad to connect as well. If that’s the worst-case scenario, it’s all up from there.” — Monica

Guest Links:

Realtystlouis.com

Facebook.com/KimCameronGroup/

Additional Links:

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

Kim is an undiagnosed real estate addict; she lives and breathes real estate from her core since 1997. Kim hails from St. Louis and offers a background in building, rehabbing, property management, and mortgage lending. She built her successful real estate team in 2005 with her husband/business partner Sid and has never looked back. Kim is also a high energy speaker, trainer, and top producing REALTOR®. As an RPAC Major Investor, Kim is committed to advocacy, protecting property rights, and homeownership. She serves the RRC Board of Directors with past service as a Region 6 & Region 8 Vice President, Missouri RRC President, Finance Committee, and Masterminds. Kim serves on the Missouri REALTORS® Executive Committee, RPAC Chair for St. Louis REALTORS® and is the Recipient of 2019 Elizabeth J. Mendenhall E3 Award from Missouri REALTORS® for Energy, Empowerment and Experience.

In our changing times, REALTORS® have had to learn to adapt in a way that allows them to serve their clients, while also complying with new laws and policies surrounding COVID-19. Virtually viewing and virtually showing properties is becoming more popular and attainable. In today’s episode, Craig Wilburn shares some of the developments his team has made in creating a process to continue facilitating the viewing of properties during this time. Craig and Monica also talk about some different platforms you can use to create these virtual showings, and what you can do for buyer’s agents to help them out.

Even before it was a necessity, Craig has been taking advantage of technology to do some virtual showings. Social distancing has required him to look into all the different aspects of his business and how they carry these out. Craig talks about his first virtual open house experience, and how they structured it for themselves.

Some of the logistics of their first virtual open house were to run it on their team/business page, but you might want to consider hosting it on whatever page gets the most likes/traffic. Craig also talks about the personnel involved, and how each person played a specific role to help interaction. You can also create a watch party, which can help engagement. Monica also shares some other things she did for her own Facebook live event.

There are ways to get sellers involved! They can help by hosting a virtual tour. Craig and his team came up with their own process to help sellers that has 10 steps, including a CDC-safe walk-through, virtual consults and listing appointments, and emailing documents for electronic signatures. He also talks about the way they handle onboarding, closing, and moving processes remotely.

One of the things Craig created during this time was a forum for buyers, sellers, and contractors to help everyone stay connected during this time. Craig talks about what they do for the seller and seller’s agent, as well as the buyer and the buyers’ agent. They are doing the most they can to help people navigate through this time that we’re in. These protocols are to keep everyone in the industry safe and still able to practice real estate. Monica discusses some additional different ways to connect people remotely when it is essential to buy or sell.

REALTORS® can help buyers’ agents who want to use video for transactions, by creating a visually stimulating product. Craig and Monica talk about three main ways to do this: Matterport, using the live video, and a short video walkthrough with commentary that can be shared with buyers’ agents. Zillow also has a 3D option and video through their Premier Agent app. Zoom has also been a great alternative for getting your clients what they need during this time. Craig and his team have been able to get clients who otherwise wouldn’t be selling, due to their creativity in finding ways to continue their business.

Some of the main platforms you can utilize for speaking and video are FaceTime, What’s App (especially for international clients), Zoom, and Skype. It’s important to use something that’s easy to access and simple to figure out; it should be easily integrated into what you’re already using and doing. Some apps for creating video on your phone are InShot and Quik. 

If you are able to do something during these unprecedented times, do it! Be supportive of other agents in this industry. For people who need to buy or sell right now, your creative approach will be crucial in helping them.

Tweetables:

“It’s an opportunity for us to get out there and be visible and be present, and do it in a way that’s respectful of what’s going on. If you can find a way to add value to people who really do have to buy and do have to sell, this is a great way to do that.” — Craig

“For those of us that are still able to practice, for now, we have to be really diligent about how we do that, and make sure that everyone knows we are putting every protocol in place to follow the rules, so we can stay essential in the transaction.” — Craig

“It’s a great alternative right now for getting people what they need. I think the main part is what we are doing is being creative. We’re thinking outside the box, and we’re giving people alternatives. You can do almost anything virtually.” — Craig

Guest Links:

TDynamo.com

Facebook.com/teamdynamokw

Covid – 19 Questionaire items from Craig’s team - http://funtentionalliving.com/wp-content/uploads/2020/04/COVID-19_REAL-estate-Questionaire-1.pdf

Virtual Showings Infographics - http://funtentionalliving.com/wp-content/uploads/2020/04/Virtual_Listing_info-scaled.jpg

Additional Links:

Matterport

InShot App

Quik

rebinstitute.com

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Monica's Facebook Page

Facebook.com/FranklinMonica

Additional Bio:

For more than 17 years, Craig Wilburn, the Founder of Team Dynamo, has established the understanding of the real estate market in Gainesville by leading his team to over 1,300 units and over $303 million in the greater Gainesville area. Craig has spoken in dozens of cities about real estate, earning the title of Gainesville’s Number 1 People’s Choice for Real Estate, and gaining the award of top-selling real estate team at Keller Williams Gainesville Realty. More impressive is the fact that Team Dynamo’s top sources of business come from past clients and area referrals, which verifies the endorsement for Team Dynamo.

Craig began Team Dynamo in 2005; it is now 13 strong — including a Director of Sales, Director of Community Engagement, Listing and Buyer Specialists, Inside Sales Agents, and a dedicated administrative support staff. Family man, speaker, REALTOR®, wholehearted husband, and impassioned leader, Craig is a family man and father of five kids which is his highest honor and role. You will often see Craig’s family as an extension of the team in full support of Team Dynamo. Craig’s devotion to the Gainesville area runs deep. He actively serves on various boards for local charities and nonprofits. He’s an esteemed member of the National Association of REALTORS® (NAR) and on the President’s Circle of the NAR’s Political Action Committee (RPAC), which lobbies for legislation that betters the industry and protects buyers, sellers, and agents. In addition to these commitments, Craig is a sought-after speaker and real estate educator. With an enthusiasm for paying it forward (along with a trademark smile), he inspires and encourages fellow and aspiring professionals in Real Estate. Craig believes that better REALTORS® make for a better community and he is committed to making that a reality.

Craig attributes Team Dynamo’s continued success and growth to the meaningful relationships the team has built among clients and within the community. Through exclusive, unrivaled customer service combined with a streamlined, systems-based methodology, Team Dynamo will remain the team in Gainesville known to be trustworthy, genuine, creative, compassionate, and driven to provide its clients with nothing but the absolute best.

Establishing a work-life balance is important in overall life management. In today’s episode, Cheryl Knowlton returns to the show to talk about life management in real estate. It can be challenging to set boundaries when you don’t necessarily work a traditional nine to five job. In this episode, they talk about making shifts in our business, what systems you can put in place, and the importance of making time for yourself and the people you love. As you listen, take a breath, and use this opportunity to think about what changes you may need to make.

Many people get into real estate for the job flexibility, but sometimes this flexibility can backfire and turn into too much work or end up taking an emotional toll. Cheryl talks about some statistics about some realities in real estate. One of the biggest factors to upset work-life balance is expectations — of what the industry really is and what it requires.

Cheryl shares her own journey of getting into real estate. She started on the mortgage side of things, and after getting her real estate license, she had to change her mindset and her skill set. Education and designations were instrumental in getting her to where she is today. Education can help you restructure and improve your business in ways that will remove stress from you and your clients.

Cheryl shares a resource you can use to identify and diagnose what aspects of your life are out of balance. Knowing this can help you pick out the pain points that you need to adjust to balance things out. Use the code BONUS with the Self-Assessment link below to find out yours. She talks about the importance of having a coach or accountability partner and setting measurable goals.

If you are struggling to find balance, it is important to get feedback from others. You can identify which area is causing you stress, and then focus on fixing that. Monica talks about taking a sabbatical, and how this helped to reinvigorate her business. They talk about things you can do on sabbatical, to refuel not only in business but also in your personal life.

Cheryl talks about her daily schedule, and how having systems in place helps her keep her business structured. Anytime anything isn’t working, we need to create a new system to figure out how to make it work. Monica and Cheryl talk about some of their business systems, including a transaction coordinator, an assistant (if you can), and also people to help with other chores so you can take things off your own plate.

Make today count — whatever systems you are putting in place for your business or personal life, it’s important that it’s affording you more time to be with the people that you love. When you’re with them, try to make sure you don’t have any outside distractions so you can be in the moment. Setting these types of boundaries is especially important for individuals who don’t work a traditional nine-to-five job.

Setting goals for your personal life can also inspire you to work harder. Having goals that are beyond paying the bills can keep you motivated. Cheryl talks about 10 areas in her life and the goals she is working toward in each area. She also shares how she is able to find joy in each area, even when it’s hard. As you set these goals for yourself, make sure they are things you are in control of. When you control what you can control, everything else seems to fall into place.

Tweetables:

“Anyone who has any business background at all, you don’t have to have an MBA to know that starting a business of any kind is expensive, and it requires blood, sweat, and tears.” — Cheryl

“No matter where you are in your real estate career, education is the key to get you behind the wheel of that Ferrari and help you drive it successfully.” — Cheryl

“Any time we do something, even if it’s a small thing, that creates marital harmony or greater happiness in ourselves, that has ripple effects on every aspect of our lives.” — Cheryl

Guest Links:

Cheryl’s Book

Cherylknows.com

Workpurposefully.org

Self-Assessment

Clever Fox Planners

Passion Planner

High-Performance Habits: How Extraordinary People Become That Way, by Brendon Burchard

Presence: Bringing Your Boldest Self to Your Biggest Challenges, by Amy Cuddy

The 5 Second RuleTransform your Life, Work, and Confidence with Everyday Courage, by Mel Robbins

Additional Links:

rebinstitute.com

crdpodcast.com

Online learning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Additional Bio:

Cheryl Knowlton is the CEO and Chief Energy Officer of Dynamite Productions, Inc. A 20-year veteran of the real estate and mortgage industries, Cheryl works with real estate professionals who want to increase confidence through compliance and elevate their expertise through education. Cheryl is a proud member of the National Speakers Association and holds the highly coveted Certified Speaking Professional (CSP) Designations as well as the Distinguished Real Estate Instructor (DREI) designation, given by the Real Estate Educators Association. She also holds fifteen designations and Certifications bestowed by the National Association of REALTORS®.

A record-breaking recruiter, licensed broker, and real estate sales and mortgage expert, Cheryl specializes in enthusiastically empowering excellence by consistently delivering highly engaging, timely and relevant content. Cheryl’s programming ensures that today’s real estate licensees and brokers have the tools they need to hit the ground running to raise the bar of professionalism in the real estate industry.

Cheryl is the author of Burn the Hamster Wheel: Stress Management Strategies for Today’s Real Estate Professional. She is consistently working to fight overwhelm and burnout and to “burn her own hamster wheel” in her personal and professional life through long runs, loud concerts in the car, weekly massages, and playing with her grandbabies and her dog, Buzz Lightyear.

It’s important for agents to know about brokerage models and how they can best use the services to their advantage based on their needs. In today’s episode, Keith Davis is on the show to talk about good practices and processes for brokers, and how they can build a great culture for their agents. They cover the importance of brokerages being a supportive resource for their agents and how authenticity can enhance the customer experience not only for agents but their clients as well.

Keith has been the managing broker for two offices in Virginia for Nest for about four years now. Each state operates differently in regards to how many offices you can be over as the principal broker. It all depends on what services a brokerage office is trying to offer.

One of the most important aspects of a brokerage is risk management, and the second piece is training for expertise in the real estate industry. At Nest, they stress this training so that their agents can understand vendors in other industries and better help their clients. You need someone who understands the roles of other partners in a real estate transaction, that can explain it to the buyer and the seller. It comes down to brand management in addition to risk management.

Keith talks about the importance of finding and training agents that are in line with the values of the brokerage firm. Brokerages need to be focused on who is in line with them, the culture they are trying to cultivate, and the business they are trying to attract.

There are many different brokerage models, and in the market, there is a space for everyone. At Nest, they look at as many different industries as they can to get ideas about their business model. Monica and Keith discuss the different advantages of physical versus online retail. It is the same thing with brokerages — what is the statement that is received when people walk into your establishment? Keith talks about some of the things they do at Nest to build this culture and make this statement, including a party to thank their clients each year.

Part of the value proposition of a brokerage firm is the confidence of being in front of the client. Confidence is improved when you have clear products in front of you that you can use with your clients. Some of these products include data and marketing; the brokerage can provide access to these tools.

Monica and Keith talk about competing brokers. It’s important to be a resource for your agents, rather than part of the competition. Choosing not to compete can really help strengthen the sense of trust in an office. This can be more difficult in smaller markets.

They talk about the difference between being out in the sales field versus management. This has shaped the way they approach the growth of their agents at Nest. A full-service brokerage impacts their sellers and buyers on a daily basis that makes them excited about the service they are receiving. You also have to decide the length of relationship with clients — when does it start and when does it end?

The least expensive customer is the one you already have. Keith talks about the importance of hanging on to the agents they have and creating an environment that helps their agents thrive. When their business grows, your business will also grow.

Keith’s last word for brokers is that the most important factor is authenticity and being true to your own voice. If what you’re creating is true to you as a broker and how you want to treat clients, then you will be set up for success in the future. Authenticity and genuine relationships allow businesses to grow.

Tweetables:

“If you don’t have a working knowledge of what your vendor partners are doing and what their role is, your ability to assist your client is limited.” — Keith

“That’s what people want from real estate. They want to have an agent who is connected with them beyond just being able to show them property.” — Keith

“Authenticity is that you are focusing on a thing that is true for you.” — Keith

Guest Links:

keith@nestrealty.com

Additional Links:

CRD Episode 24 with Pete Blank

homebot.ai

rebinstitute.com

crdpodcast.com

OnlineLearning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Additional Bio:

Keith Davis is a Founding Partner and Principal Broker of Nest Realty, a brokerage based in Charlottesville, VA. Nest currently has 15 offices across Virginia, North Carolina, Tennessee, Kentucky, and Georgia. Keith’s first foray into real estate began after college when he worked for a regional mortgage company, first in production and then, compliance. This took him into the start-up world where Keith worked with several companies in high-growth mode, focusing on new product launch and IP commercialization. During this period, he earned his MBA from UNC’s Kenan-Flagler Business School with a concentration in real estate development and finance.

Keith began selling real estate nearly 15 years ago, where he has worked exclusively in the residential arena, representing developers, builders, homeowners, and buyers. After helping to found Nest in 2008, he initially worked in sales and is now the Broker for multiple offices and works with the Lead Brokers at the other offices in business planning, coaching, training, and general support. In the Charlottesville office, he has developed a two-year new agent training program that assures that even new agents exhibit a level of expertise that supports the Nest Brand in the marketplace. He oversees the firm’s data management efforts, including publications as well as risk management and training.

Nestrealty.com

The Real Estate Tech Guru Craig Grant joins Monica on the show today to do a tech overview in the real estate industry. They discuss several different tech items that are around or will be around in the next 5-10 years, and how this will directly affect REALTORS® and agents. This is a great episode to familiarize yourself with tech concepts that are prevalent in today’s real estate climate.

The first tech item they talk about is the next generation of cars. Right now cars are starting to integrate with smartphones and AI; down the pipeline, there will be developments that will change real estate. 100% autonomous driving is going to change the look of a car, and what kinds of garages and car-related amenities people will need.

Smart homes are growing more than we realize. Over 50% of US households have a smart speaker, like Amazon Alexa or Google Home. You can get three smart devices and qualify yourself as a smart house. Smart house technology is going to continue to grow, especially now that younger generations are interested in real estate. Smart home technology can also provide companionship for the aging generations. For safety, it is crucial that your devices and your network are locked or password protected. Craig talks about a few other things to think about as a REALTOR® in a smart home.

The third piece in the tech world is internet-based tools. Today, most agents rarely have to go into the office because the cloud allows people to be more mobile and work remotely, rather than in a physical office. EXV is one of the fastest-growing companies, and they do everything through an internet portal. Craig and Monica also talk about the tech arms race and the implications on REALTORS®.

Big data and predictive analysis is the collection of massive amounts of information, then using that data to predict what will happen in the future. This stuff already exists in the real estate market, but there are developments that will allow it to work with your MLS. It’s like getting coupons on the things you already buy.

Artificial intelligence is when a computer is learning your behaviors, and attempting to act like a human. The most common form of this is a chatbot, where a computer is available to respond to clients at any time of the day. In the next few years, we may see where your CRM can basically work as your personal assistant. AI also influences algorithms. This helps both buyers and sellers by providing more detailed searches and descriptions.

Craig and Monica talk about some cybersecurity concerns, and what type of things REALTORS® have control over. Most don’t realize how many problems they could create in the tech/legal world. Agents often collect more information than they really need. They talk about some of the specific types of information we don’t need and encourage REALTORS® to just stop collecting it. PII and wire transfer fraud are the two biggest offenders when it comes to cybersecurity concerns. Letting vendors handle this information can remove you from these situations. Craig talks about some other things you can put into practice to help protect you from data breaches.

iBuyers are another facet of technology in the real estate market. The problem with the iBuyer model is that while the sales pitch is awesome, they wrap in other costs in the inspection and closing costs. People who sell their house through an iBuyer are losing about 15% in a transaction.

Augmented reality is being used with virtual staging, and virtual reality could be used to do a rendering on a property before anything is even built. While augmented reality is already mainstream, virtual reality will be mainstream in probably the next 10-15 years.

The last tech item they talk about is 3D printing homes (contour printing). It’s already happening, and the idea is that you can build an entire house all through 3D printing. This would greatly diminish the time spent to build a house, as well as money spent on labor. The major builders are working on this to see how they can build entire communities.

Most REALTORS® are scared of the technology, but this stuff will help the business. Don’t be afraid to reach out and learn new things — you never know how it will boost your business!

Tweetables:

“Your relationships are still the best way for you to get business and maintain business, and that’s what people want in the real estate business. That’s going to be what we carry on into the future as we adapt to these things.” — Monica

“I think a REALTOR® needs to understand it, they need to learn how to sell against it, and give their customers options and realize it’s out there.” — Craig

Guest Links: 

https://craiggrant.info

https://reti.us

Consumer Electronics Show

Additional Links:

OnlineLearning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses from NAR and its affiliates

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNxBlog.com

Additional Bio:

In addition to being the CEO of RETI.us, the Real Estate Industry’s Online Home for Technology Education, it is because Craig Grant has an amazing ability to present technology topics in a fun and easy to follow way that the average REALTOR® can not only understand it but go home and apply the knowledge and tools they need to succeed in today’s fast-changing real estate marketplace.

With over 150 speaking engagements around the country each year, including some of the industry’s top events with sessions for NAR, many state associations, national franchises and more, it is easy to see why Craig is considered the Real Estate Tech Guru.

Craig has a collection of very popular classes that deal with helping today’s REALTORS® use all facets of technology, the Internet, websites, social media and more in their business and daily lives and would be a great addition to your educational calendar.

Background

Craig Grant grew up loving all things technology and the Internet. After graduating from the University of Florida he spent nearly a decade as the regional manager and corporate trainer of the New York Times Regional Media Group. Craig then created The Real Estate Technology Institute (RETI) and EasyRealtySites, two companies whose focus is on creating partnerships with REALTOR® associations and companies and helping elevate their members through technology education, training, and solutions.

Craig is a certified GRI, CRS, e-Pro® and RPR® Instructor for all technology and marketing courses, a member of the GRI Task Force & former Chairman of the Florida REALTORS® Education and Technology Committee.

In his spare time (that isn’t spent online) Craig is a sports fanatic who can be found participating in or watching sporting events with family and friends.

Resort and second-home properties can be located anywhere! They are becoming more and more popular in small towns, as well as the coastal cities and mountains.  In this episode, Holly Mabery joins Monica to talk about her own experience working with investment and second home clients in Sedona, AZ. She shares ideas for marketing, building connections with buyers, and highlighting what’s so special about your community.

More and more, real estate is becoming a great leverage tool. Homeownership has expanded to where people have a second home for personal enjoyment, and also more people are choosing to invest in real estate rather than another avenue. A hybrid they are seeing more and more is when people buy a house and can use it for personal use 14 days a year and rent it out the rest of the time, and it still counts as an investment property. This trend is increasingly becoming more popular as a gateway to making memories with family and friends.

The resort and second home market has shifted from the mountains or the beach to more small town, slow-paced areas. As an agent, there’s an opportunity to accent your local lifestyle that can make a huge difference in marketing. People will always need a place to live, but as agents, we can show people how to live in your market. Showcasing what you love can help build connections with clients.

There are a few different options when it comes to financing for investment and second home properties. Working with a local lender is key. For second homes you’re typically looking at 20% down, and investment properties are usually 25% down plus an interest rate.

Some challenges that come with investment or second homes that are being rented out is that the owner has to be available 24-hours-a-day. In many instances, you have to live within a certain distance of the property. Some unexpected costs to note could be a property manager, furniture in the unit, replacing appliances, etc.

The resort/second-home certification goes through making good choices in investment properties. It allows you as the REALTOR® to become a trusted advisor to investors. You’ll get an understanding of the financing, as well, so you can help your clients make the best choice for them.

Another important thing to be involved in is government in your area. Either get involved yourself or get connected with a group that shares frequent updates about what is going on in the area, so you know how to be proactive with what’s going on. If you already involved, maybe you can be that resource for your market/community.

Homeownership is the biggest investment someone is going to make in their life. It’s a financial, emotional, and family investment. As REALTORS®, if we help them navigate and negotiate, it makes a huge difference. Focus on what you love about living there, and what investors can expect if they live there. Highlight local businesses and bring them to the forefront.

Other resources to check out are city parks and recreation, or your county health services. Both usually have different programs depending on what’s going on. As you get to know potential clients, you can address their interests, hobbies, and concerns so you can start to assist them in feeling at ease.

Holly and Monica talk about furniture in the property. When it comes to furniture in the property, best practice is to do it on a separate bill of sale. The seller needs to get very specific about what they are leaving behind. Sellers need to make sure they remove any personal and valuable items before the property goes on the market. Once the seller creates the list, it needs to be made available to potential buyers. Make sure your separate bill of sale is contingent on a close.

Holly talks about some things to keep in mind when working with investment and second-home buyers. It’s important to over-communicate, especially since they may not be local. Using programs like Zoom or Google Hangout can be helpful. It also allows you to set up expectations ahead of time.

Some things you want to be able to note are what potential buyers can expect to be able to do year-round in your community and what amenities they will be provided (internet service, etc). Holly has also recently started tracking direct flights and doing some reverse marketing to find your feeder markets. One of the things that Holly does is create a lifestyle map around the areas where she has potential buyers.

As we start this new decade, embrace what you love about where you live and tell that story every day. Instagram is a powerful medium for advertising what’s great about where you live.

Guest Links:

Hollymabery.com

AZheartland.com

Additional Links:

OnlineLearning.REALTOR for NAR Online Education

Training4RE.com — List of Classroom Courses for REBAC and REBI classes.

CRD@REALTORS.org

Host Information:

Monica Neubauer

Speaker/Podcaster/REALTOR®

Monica@MonicaNeubauer.com

FuntentionalLiving.com

FranklinTNBlog.com

Additional Bios:

Holly Mabery is a third-generation REALTOR®, growing up and still working primarily in the Verde Valley, Prescott, and Sedona areas of Arizona. She obtained her real estate license in 1998 and has had a varied career over those 21 years working in residential resales, land, multifamily, and foreclosures.

In 2012, she served as President of the Arizona Association of REALTORS® and was honored with the Arizona Association of REALTORS® 2012 REALTOR® of the Year Award. In 2014, Holly was recipient of the Distinguished Service Award for the Arizona Association of REALTORS®. In addition to her volunteer work, Holly is Co-Owner of REal Chaos Solutions, a real estate training school and is a national instructor for several designations and certifications.

Holly loves the Northern Arizona lifestyle and serving the communities she has lived and grown up in. On any given weekend or free time, you can find Holly and her family taking in all that Northern Arizona has to offer. “We love adventuring and some days that’s hiking in Sedona, first Saturdays in Jerome, Beer School, paddle boarding on the Verde or Wine Tasting in Cornville; I absolutely love where we live,” says Mabery.

As we approach the end of another year, it’s time to start thinking about business strategies and what we can do to boost our business in the new year. In today’s episode, Monica speaks with Cheryl Knowlton and Kristy Hairston about some book suggestions for building your brand, personal development, and business strategies. Both guests stress the importance of reading, and with a curated list like this, you’ll know right where to start!

Cheryl Knowlton

Cheryl loves to read! Not only physical books, but Audible is a great hack to get more books in. Both Cheryl and Monica have their book lists on their websites, and you can also check out Goodreads, a social media platform for book sharing.

The first book they discuss is Never Split the Difference, by Chris Voss. Chris was the chief hostage negotiator for the FBI, and the book focuses on different types of negotiations. In some cases, you literally can’t negotiate for half of whatever is at stake, and this book teaches you the skills to never settle for half of what you want. You can also access Chris’ material on YouTube.

Cheryl and Monica discuss the idea of a win-win situation if you never split the difference. The book provides scripts and scenarios that can help you navigate different situations. They also talk about the “black swan” as a key to negotiation, and how knowing what the black swan is can change the course of the deal.

The next book is Unfu*k Yourself, by Gary Bishop. Though the title is a bit colorful, it is a great personal development book. It helps you be intentional about the things that are hijacking your life. The companion workbook is an aid to help you work through these things and make real changes. The way to make fundamental changes is to make promises with ourselves, and hold ourselves accountable to those promises no matter what.

Think and Grow Rich for Women, by Sharon Lechter is a great book about not only how to make money, but also talks about other motivations beyond just making money. Money means different things for different people. It uses the same language and terminology as the original, and has a lot of great quotes and affirmations, especially for women.

The last two books they discuss are both from author Sally Hogshead. Fascinate is geared toward understanding branding in corporations. She took this same information and put it into How the World Sees You, which focuses more on branding for individuals. There is also a code in the back of the book for a quiz to determine your primary and secondary advantage, and how to use them.

Books allow you to connect with very powerful people without having to be physically with them. Reading can make you a better real estate professional, husband or wife, son or daughter, and all-around human being.

Kristy Hairston

Getting Everything You Can Out of All You’ve Got, by Jay Abraham has 21 ways you can outperform your competition. It focuses on mindset and looking at other industries for principles you can apply to real estate. These steps can help you form your brand around the customer experience. The book also provides tips on how you can get clear on who you are and what you’re setting up for yourself.

Kristy and Monica go in-depth about the customer experience, and how we can draw on different industries and apply those ideas to real estate, especially getting consistency in your customer experience from open houses to closing gifts.

Ninja Selling by Larry Kendall focuses on the flow Kristy referenced. Sometimes we don’t have a referral-based business because we aren’t “in flow” with them. It focuses on two types of flow, auto-flow and live-flow, and how you can continue to deliver to your current customer base. It will help you identify your “Ninja 9,” nine successful habits that are done each week.

Kristy talks about how she combines the ideas and principles of the two books mentioned to better suit her business.

The book To Sell Is Human, by Daniel Pink is a research-heavy book that breaks down the different layers of information about our careers and industries. There are case studies across several different industries that can help shift the mindset for REALTORS® in how they present themselves and their product. This book is great for people who are looking for thoughtful insight and data.

In this business, don’t forget to be uniquely you! Do that with a system and a brand for yourself.

Guest Links:

Goodreads

Cherylknows.com

Workpurposefully.com

Never Split the Difference, by Chris Voss

Unfu*k Yourself: Get Out of Your Head and Into Your Life, by Gary John Bishop — the book and the companion workbook

Fascinate: How to Make Your Brand Impossible to Resist, by Sally Hogshead

How the World Sees You: Discover Your Highest Value Through the Science of Fascination, by Sally Hogshead

Think and Grow Rich for Women: Using Your Power to Create Success and Significance, by Sharon Lechter

Burn the Hamster Wheel: Stress Management Strategies for Today’s Real Estate Professional, by Cheryl Knowlton

Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, by Jay Abraham