Filtra per genere
NAR’s Center for REALTOR® Development
NAR’s Center for REALTOR® Development podcast focuses on education in the real estate industry and is hosted by Monica Neubauer, an award-winning industry leader, speaker, and instructor based in Nashville, TN. The podcast discusses formal and informal sources of industry knowledge, including NAR education and credential programs. This podcast is for REALTORS®, REALTOR® associations, real estate and allied professionals, real estate educators, education providers such as schools, and consumers.
- 100 - 098: Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1
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
080: “Talking Buyers, Contracts, Value, and Fees with Lynn Madison”
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’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
Tue, 05 Mar 2024 - 39min - 99 - 097: Filling your Buyer Pipeline with Current and Future Clients: Part 2 with Janet Judd
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
American Greetings digital cards
NAR Resource Links NAR.realtor/technologyABR®
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’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
Tue, 20 Feb 2024 - 42min - 98 - 096: Filling your Buyer Pipeline with Current and Future Clients: Part 1 with Janet Judd
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
American Greetings digital cards
NAR Resource Links NAR.realtor/technologyABR®
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’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
Tue, 06 Feb 2024 - 35min - 97 - 095: Strategies for Successful Business Planning in the New Year: Part 2 with Matthew Rathbun
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
NARRPR.com REALTOR® Property Resource
Getting Things Done: The Art of Stress-Free Productivity, by David Allen
NAR Resource Links NAR.realtor/technologyABR®
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’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
Tue, 16 Jan 2024 - 35min - 96 - 094: Strategies for Successful Business Planning in the New Year: Part 1 with Matthew Rathbun
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
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
Freeform – app for iPads and iPhones only
NAR Resource LinksNAR.realtor/technologyABR®
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’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
Wed, 03 Jan 2024 - 36min - 95 - 093: Investing in Real Estate is More than the Purchase with John LeTourneau
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
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’s Facebook Page
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
Tue, 05 Dec 2023 - 58min - 94 - 092: VA Loans, Helping Veterans, and Improving Business with Jimmy Vercellino
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
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!
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’s Facebook Page
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.
Wed, 08 Nov 2023 - 55min - 93 - 091: Marketing your Business and Value with Holly Mabery
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
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!
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’s Facebook Page
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.
Tue, 03 Oct 2023 - 58min - 92 - 090: Embracing the World of AI with Alex Camelio
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
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!
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’s Facebook Page
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
Wed, 20 Sep 2023 - 58min - 91 - 089: Awareness is Your Best Safety Tool with Andy Tolbert
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
“074: REALTOR® Safety Tips with Tracey Hawkins”
“044: Safety Tips for REALTORS® with Donny Allen”
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’s Facebook Page
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.
Tue, 05 Sep 2023 - 1h 00min - 90 - 088: Emerging Technology in Real Estate with Dan Weisman and Dave Conroy of NAR
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
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!
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’s Facebook Page
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®
Tue, 01 Aug 2023 - 59min - 89 - 087: Tools and Tech for Working with Mature Clients with Ali Whitley
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
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!
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’s Facebook Page
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
Wed, 05 Jul 2023 - 35min - 88 - 086: Committed to the Conversation: Why is the Homeownership Gap Still So Wide?
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
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
NAR Resource Links At Home With Diversity®
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’s Facebook Page
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.
Fri, 23 Jun 2023 - 54min - 87 - 085: Rethinking What You Know About Gen Z and Millennial Homebuyers
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
Arizona Association of REALTORS®
Consumer Financial Protection Bureau (CFPB)
Foreign Investment in Real Property Tax Act (FIRPTA)
NAR Resource Links The ABR Designation
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’s Facebook Page
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.
Fri, 09 Jun 2023 - 54min - 86 - 084: Networking to Expand your Global Business with Ginni Field
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
858-774-7063
NAR Resource Links
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
Learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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
Wed, 03 May 2023 - 55min - 85 - 083: Personal Stories on Awareness, Fair Housing, and Bias with Robert Morris and Matt Difanis
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/fair-housing-compiled-resources
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
New! Home Finance Resource (HFR) Certification
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 10 Apr 2023 - 1h 06min - 84 - 082: Spring 2023 Housing Market Data Update with NAR’s Dr. Jessica Lautz
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:
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!
Learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
New! Home Finance Resource (HFR) Certification
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Wed, 22 Mar 2023 - 41min - 83 - 081: Lending and Laundering Money with Debra Killian
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:
Additional Links:
Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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’s Facebook Page
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.
Thu, 09 Mar 2023 - 1h 06min - 82 - 080: Talking Buyers, Contracts, Value, and Fees with Lynn Madison
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:
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!
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’s Facebook Page
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.
Tue, 07 Feb 2023 - 1h 11min - 81 - 079: The Philosophy of Business Planning with Imran Poladi
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:
The Five Love Languages: The Secret to Love that Lasts, by Gary Chapman
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”
“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!
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’s Facebook Page
Instagram
Instagram.com/MonicaNeubauerSpeaks
Wed, 11 Jan 2023 - 1h 09min - 79 - 078: Hospitality Tips for the Holidays and Beyond with Christine Hansen
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:
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 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!
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
Monica’s Facebook Page
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
3010 E. Commercial Blvd.
Ft. Lauderdale, Fl 33308
Est. 1977
954-817-4881 call/text
Tue, 20 Dec 2022 - 35min - 78 - 077: Personal Wellness with Christine Hansen
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:
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 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!
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’s Facebook Page
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
3010 E. Commercial Blvd.
Ft. Lauderdale, Fl 33308
Est. 1977
954-817-4881 call/text
Tue, 06 Dec 2022 - 1h 02min - 77 - 076: YouTube Video Marketing and More with Antoine Dupont
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
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
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’s Facebook Page
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.
Mon, 07 Nov 2022 - 54min - 76 - 075: Sharing insight into the Latinx community with Gonzalo Mejia
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!
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’s Facebook Page
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.
Monica Neubauer
www.nar.realtor/nar-en-espanol
Fri, 07 Oct 2022 - 1h 06min - 75 - 074: REALTOR® Safety Tips with Tracey Hawkins
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
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
Additional Links:
Micro courses found at Learning.REALTOR
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’s Facebook Page
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.
Tue, 06 Sep 2022 - 59min - 74 - 073: The Shifting Real Estate Market with Leigh Brown
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
Additional Links:
Micro courses found at Learning.REALTOR
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’s Facebook Page
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.
Tue, 02 Aug 2022 - 57min - 73 - 072: Best Practices for Using a CRM System with Chris Linsell
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:
Set up an automated branded text messaging and email message combination for new contacts. Look at how your CRM integrates with other tools, like ringless voicemail drops. The CRM has a list of tools that can be used.[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
“The Best Real Estate CRM for 2022: In-depth Reviews & Pricing”
Elevate Real Estate CRM Review + Video Walk-through
Gmail
“Compass acquires Contactually”
Additional Links:
Micro courses found at Learning.REALTOR
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’s Facebook Page
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
Tue, 05 Jul 2022 - 1h 07min - 72 - 071: Succession Plans and Maximizing Financial Opportunities with Renee Williams
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:
Agent Exit Podcast with Renee Williams
Nar.realtor/research-and-statistics
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
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’s Facebook Page
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.
Mon, 06 Jun 2022 - 57min - 71 - 070: What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac
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:
Nar.realtor/research-and-statistics
Additional Links:
Microcourses found at Learning.REALTOR
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’s Facebook Page
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
Mon, 02 May 2022 - 54min - 70 - 069: Visions and Tools for Homeownership with Lydia Pope
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:
2021 State of Housing in Black America
Additional Links:
Microcourses found at Learning.REALTOR
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’s Facebook Page
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.
Mon, 04 Apr 2022 - 51min - 69 - 068: The Consumer-Centric Brokerage Approach with Chris Whitten
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/agents/chris-whitten
Additional Links:
036: Brokerage Basics and Beyond with Keith Davis
Microcourses found at Learning.REALTOR
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
Monica’s Facebook Page
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.
Mon, 07 Mar 2022 - 50min - 68 - 067: Social Media Optimization and Mindset With Harrison Beacher
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
Additional Links:
Microcourses found at Learning.REALTOR
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
Monica’s Facebook Page
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
Thu, 10 Feb 2022 - 1h 00min - 66 - 066: Agent-to-Agent Referrals with Gary Rogers
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
Examples of Social Media for Agents:
Tiktok.com/@itsthatrealestatechick
Instagram.com/sweethomeauburnal
Refercyndee.com: (Linktr.ee/cyndeehaydon)
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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
Mon, 03 Jan 2022 - 1h 01min - 65 - 065: Agent Consultation and Client Expectations with Ali Whitley
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
Additional Links:
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’s Facebook Page
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.
Mon, 06 Dec 2021 - 51min - 64 - 064: Keys to an Effective Real Estate Team with Brandon Martens
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
Additional Links:
CRD’s Working with Teams in Real Estate | Podcast Episode 11
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
Monica’s Facebook Page
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.
Mon, 22 Nov 2021 - 50min - 63 - 063: Real Estate Business Planning for 2022 with Brent Lancaster
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:
Additional Links:
Microcourses found at Learning.REALTOR
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’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.
Tue, 02 Nov 2021 - 59min - 62 - 062: Living and Learning Leadership as a REALTOR® with Shannon Buss
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:
Leadership Academy:
nar.realtor/about-nar/leadership-and-staff/leadership-academy
nar.realtor/education/leadership-development
Additional Links:
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’s Facebook Page
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.
Mon, 04 Oct 2021 - 52min - 61 - 061: Networking with International REALTOR® Members with Tarun Bhatia and Ana Beatriz Muñoz Ruiz
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:
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’s Facebook Page
Instagram
Instagram.com/MonicaNeubauerSpeaks
Additional Bio:
Ana Beatriz Muñoz Ruiz
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
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.
Mon, 20 Sep 2021 - 59min - 60 - 060: The Champlain Towers Collapse: What REALTORS® Can Learn with Linda Olson
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
Robert Nordlund
NPR Article
Npr.org/2021/07/19/1016940192/why-steady-low-condo-fees-should-…
Additional Links:
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®
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.
Wed, 01 Sep 2021 - 54min - 59 - 059: Service and Emotional Support Animals with Cynthia DeLuca
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
Additional Links:
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.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
Instagram
Instagram.com/MonicaNeubauerSpeaks
Tue, 03 Aug 2021 - 52min - 58 - 058: Sustainability for Home and Health with Melisa Camp
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:
Additional Links:
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’s Facebook Page
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®.
Wed, 07 Jul 2021 - 1h 00min - 57 - 057: Financial Planners, Insurance, and REALTORS ® with Rich Arzaga
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:
Additional Links:
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’s Facebook Page
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.
“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®
Tue, 22 Jun 2021 - 1h 08min - 56 - 056: Residential Real Estate Disclosures with Bruce Aydt
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:
Additional Links:
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’s Facebook Page
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
Tue, 01 Jun 2021 - 54min - 55 - 055: Learning, Networking, and Leading with Associations with Adorna Carroll
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:
Additional Links:
Onlinelearning.realtor for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 03 May 2021 - 56min - 54 - 054: Affordable Housing and How to Participate with William Baylor
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…
Additional Links:
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’s Facebook Page
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.
Mon, 05 Apr 2021 - 51min - 53 - 053: Photography & Selling Houses Sight Unseen with Brian Copeland
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:
Additional Links:
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’s Facebook Page
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.
Mon, 22 Mar 2021 - 46min - 52 - 052: Improving the Appraisal Process with Candy Cooke
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.
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.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’s Facebook Page
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.
Mon, 01 Mar 2021 - 1h 06min - 51 - 051: Winning Multiple Offer Deals with Dale Chumbley
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:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 01 Feb 2021 - 1h 16min - 50 - 050: Cybersecurity for every REALTOR® with Juanita McDowell
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.
Some agents will collect the same information as an online lender, with full disclosure to their client, so there is someone else they trust with this information. By law, personal information has to be protected. When it comes to sensitive information, the “biggies” are social security numbers and date of birth — especially birth year. As an agent, if you feel like you need to collect this information, it is your responsibility to destroy it when it’s no longer needed (shred) and protect it upfront (encrypt before making any digital copies). There are certain things you should never put online if you can avoid it; if a hacker or bot gets your information for one site, it is likely they can apply that information to other sites that may be more sensitive. When it comes to passwords, it’s no longer just a strong password — 2-step verification is key! When creating your password, incorporate lowercase, uppercase, symbols, and numbers. Once you have a strong password, a 2-step verification is an extra layer of security when you sign in from an IP address it doesn’t recognize. If passwords are a challenge for you, use a password locker like LastPass or One Password. You can also create a “master” password and add a memory jogger that is unique to each site you use your password for. We store so much information on our computers and phones, it’s important to safeguard those devices with passwords as well. Make sure those types of devices are virus protected as well. Juanita shares some best practices for using Dropbox, including what you should not post to Dropbox, features within Dropbox that you can use, and doing health checkups to see what all is accessing your DB account. With all the different systems we engage with every day, it’s incredibly important to know what they do and what’s the best use for them. Spend some time and take inventory of what applications and systems you are using, and do some security check-ups to make sure your apps are up-to-date. With subscription-based platforms, the user is the one that needs to tighten them up and make sure they are secure. If you use Google, Juanita’s homework assignment is to go to myaccounts.google.com and do a security checkup of your account. Although it’s convenient, it’s not the best idea to store passwords in your browser. A password locker would be better. All of your devices need a backup system! You need to make sure that your files are being backed up to a reputable cloud, and you want to double-check the security settings. Be very careful about what sensitive information you store in your CRMs. Do your due diligence in picking a CRM provider. The number one thing when it comes to email is to SLOW DOWN. Don’t open attachments or click on links from people you don’t know, and take a second look from people you do know. You can hover over a link or an email address to make sure it looks legitimate. The other thing about email is to make sure you are checking and responding on a secure network. A VPN is a virtual private network, and it creates a secure tunnel for any of your computer traffic when you’re in a public setting. Anything that is posted on social media could be read by anyone or everyone. Even if you delete a post, someone could have already saved or shared this with someone else. There are privacy settings on many social media platforms that can help you recover your data if it’s compromised. You should also set up 2-step verification for your social media accounts. If you have an account you aren’t using anymore, just take it down. One of the best tips for working with virtual assistants is to create a separate login and password just for them, so they have access to the systems but not your password. Once they are done, change the password so there is no longer access tied to it. It is also important to ensure they have a secure network and their own computer. When it comes to home security, make sure you change the default password for your router. Trust your gut when it comes to home security and investigate when things seem off. Juanita’s best practices: stay off free wifi networks unless you have a VPN, create strong passwords, make sure you backup your data. Keep your apps up to date, and know where all of your data is. For agents, put together a data security policy so you know exactly what to do if you are hacked.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:
Youtube.com/channel/UCWp3Yrya05q7xbhD8wVccFw
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 04 Jan 2021 - 1h 11min - 49 - 049: Introducing NAR Academy at Columbia College with Marc Gould and Raj Sachdev
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:
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 07 Dec 2020 - 53min - 48 - 048: Ensuring Fair Housing for All with NAR’s Bryan Greene
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:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 02 Nov 2020 - 1h 13min - 47 - 047: Elevating Your Brand with Social Media with Katie Lance
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:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 19 Oct 2020 - 1h 09min - 46 - 046: Lead Generation through Relationships with Sean Carpenter
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
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica’s Facebook Page
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.
Mon, 05 Oct 2020 - 58min - 45 - 045: Understanding the Mortgage Process with Michael “Smit” Smith
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:
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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
Mon, 21 Sep 2020 - 1h 06min - 44 - 044: Safety Tips for REALTORS® with Donny Allen
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:
Nar.realtor/safety/56-safety-tips-for-realtors
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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.
Tue, 01 Sep 2020 - 54min - 43 - 043: Building Better Community Connections with Aaron Masliansky
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:
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:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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.
Mon, 03 Aug 2020 - 1h 02min - 42 - 042: Talking Data with NAR's Jessica Lautz
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:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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.
Mon, 06 Jul 2020 - 1h 03min - 41 - 041: The Future of Digital Closings with Marvin Stone
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/
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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!
Mon, 01 Jun 2020 - 48min - 40 - 040: Financial Considerations for You and Your Clients with Ryan Bokros
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:
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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.
Mon, 18 May 2020 - 1h 02min - 39 - 039: Business Practices for the New Normal with Kim Cameron
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:
Additional Links:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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.
Mon, 04 May 2020 - 50min - 38 - 038: Virtual Showings with Craig Wilburn
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:
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:
Online learning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Monica's Facebook Page
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.
Mon, 20 Apr 2020 - 54min - 37 - 037: Life Management in Real Estate with Cheryl Knowlton
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:
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:
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
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.
Tue, 07 Apr 2020 - 1h 06min - 36 - 036: Brokerage Basics and Beyond with Keith Davis
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:
Additional Links:
CRD Episode 24 with Pete Blank
OnlineLearning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
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.
Wed, 04 Mar 2020 - 59min - 35 - 035: Technology Advances to Watch with Craig Grant
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:
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
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.
Tue, 04 Feb 2020 - 1h 00min - 34 - 034: Resort and Second-Home Properties with Holly Mabery
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:
Additional Links:
OnlineLearning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
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.
Tue, 07 Jan 2020 - 1h 04min - 33 - 033: Book Reviews for 2020 Business Building with Cheryl Knowlton and Kristy Hairston
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:
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
Ninja Selling: Subtle Skills. Big Results., by Larry Kendall
To Sell Is Human: The Surprising Truth About Moving Others, by Daniel Pink
Real Estate Tech Reboot: Tips for Leveraging Technology to Grow Your Real Estate Business, by Kristy Hairston
Additional Links:
OnlineLearning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bios:
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, 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 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.
Kristy Hairston
Kristy Hairston is an energetic, driven and compassionate leader. For the past 11 years, Kristy has chosen real estate as the vehicle to use those qualities to add value to family, clients and fellow REALTORS®. She is the Principal Broker at Parks Realty in Nashville. She is a national instructor and was awarded the Educator of the Year award in 2018 by Tennessee REALTORS®. “The most rewarding part of being an instructor is the satisfaction that comes from helping others grow their businesses.” Kristy is the 2020 President of the Greater Nashville REALTORS®. At the core, Kristy is a life-long learner and goal-setter. She has served on the Tennessee REALTORS® Forms committee for four years. She had a really interesting experience that helped all of us by being the Co-Chair for the NAR Conference and Expo for 2018–2019. You might have seen her on the big stage!
Tue, 03 Dec 2019 - 1h 05min - 32 - 032: Best Practices for Historic Homes with TJ Pierce and Michelle Drum
Today’s episode is all about historic homes. These homes have unique architecture and features that set them apart. Monica interviews two different guests about mid-century homes and antique homes. They share information about what REALTORS® should know when it comes to renovating and listing these properties.
TJ Pierce — Mid-Century Homes:
Homes older than 50 years are now considered historic homes. These mid-century homes are homes that were built in the ’50s and ’60s, with the more technical definition spanning 1947-1972. These homes followed specific architectural trends (usually a ranch style home). These homes were built so people could stay in them for their whole lives and shared many common features. While the time frame is the biggest qualifier for a mid-century home, TJ shares some of the other common characteristics of these homes.
The architect is very important for mid-century enthusiasts. There are two different approaches: mass production and the nuance of an architect-grade home. Builders were putting up homes at a rapid rate for Vets returning from war, as well as more individualized homes for important people and the common person.
When it comes to renovating these homes, the best practice kind of falls on two different ends of a spectrum. Some people prefer an untouched home to re-enhance the original features, while others like to keep the structure but bring in new features. If you choose to renovate, you’ll get the best premium if you keep renovations era-appropriate.
Monica and TJ discuss listing these homes, and whether sellers should renovate before they list it on the market. There are many mid-century experts that can provide tips and ideas for ways to update your home appropriately. As REALTORS®, if you understand mid-century architecture or have an expert who does, it may be worth it to update it before listing. If not, it may be better to let someone else come in and do the work.
To market these homes, it may be beneficial to make some connections with other people who already market to the mid-century enthusiast community with other products. It’s also important to use the appropriate hashtags on social media. In many markets across the country, if you have a listing that has the mid-century style, find those experts and agents to network with.
TJ shares many resources that are linked below that provide great content on mid-century architecture and homes. He also shares why they started their company, and how they seek to help the people in their local market and across the globe.
Michelle Drum — Older Homes
This portion of the episode focuses on homes that were built in the 1800s and early 1900s. When looking for older houses, it really comes down to structure and stability. Some of the most important structural things to look for when listing an antique house are pest infestation and authentic features.
Michelle talks about her own home renovation property, and how she and her husband curated it to be as authentic as possible for the next generation. The story of a property is essential for REALTORS® when it comes to listing these homes. When people are looking for an old home, they’re looking for a story, not just a building.
As an agent, you can help buyers find the story by going back to look at the deeds or historians to see if you can give a name to the house. It will give it a complexity that other properties don’t have. Creating these connections between historians and agents can be very beneficial.
Michelle talks about some of the renovation/restoration considerations for older homes. When people want to update an older home with modern amenities, some of the most important things to consider are flooring and color schemes.
Michelle shares some best practices for listing an older home. The number of bathrooms is usually an issue — she recommends having an original floor plan, and also one with some proposed changes a buyer could make to make it more family-friendly. You may also want to get a quote for central A/C. Anything to get ambiguity off the table will help the listing. Antique houses can also be hard to photograph, so you want to make sure you consider room size, lighting, etc.
It is good to give some of the story in the MLS listing. You can share the rest of the story and history of the property at the showing. Putting your home on the national registry won’t necessarily increase the value. If a property becomes part of the city's historic register, it may increase the value a little bit.
Michelle shares some of the resources she has for people who want to learn about old homes. Most states have a Historical Preservation Commission, and you can also connect with lecturers and builders to learn more about the architecture and style of these older homes.
Everybody should find what they love, and really dig deep to learn as much about it as you can. This will bring in buyers and sellers for your career.
Additional Links:
OnlineLearning.REALTOR for online education offered through NAR’s Center for REALTOR® Development
Training4RE.com — List of classroom courses for NAR and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bios:
TJ Pierce
For the Mid Century Section:
Instagram.com/boisemidcenturyhomes/
#midcenturyhome
#midcentury
Instagram.com/stussiluquedesign/
TJ Pierce is the owner and team lead of a real estate company based in Boise Idaho called Mid-Century Homes. He is also a Co-host to a podcast called Next Up — Mid-Century Homes where they highlight the people, the places, and the work of folks that are making an impact in the world of mid-century design and architecture.
TJ and his team spend as much of their waking time as possible helping make mid-century dreams come true and you can find out more about their work on the web at mid-centuryhomes.com or you can find them on Facebook and Instagram @boisemidcebturyhomes.
Michelle Drum
Gustavewhite.com/eng/associate/336-a-614-4001805/michelle-drum
Facebook.com/MichelleDrumNewportRealtor/
Michelle Drum specializes in the sale of historic & coastal properties in Rhode Island. She lives in a nationally registered Schoolhouse that she and her husband are always in the process of restoring. She puts her Ivy League education in Historic Preservation to good use helping buyers and sellers.
RI Historical Preservation & Heritage Commission
Tue, 05 Nov 2019 - 1h 13min - 31 - 031: Working Successfully With Home Inspectors with Scott Frederick
One of the most important things that can help your inspections go smoother is to have a good relationship with your home inspectors. This not only benefits you as the REALTOR® but also benefits your client. An excellent REALTOR® and an excellent inspector is a fabulous combination to help create a better experience for buyers. Today’s guest, Scott Frederick, joins Monica on the show to talk about how we can foster better relationships between REALTORS® and inspectors, including what to look for in an inspector and communication skills.
The U.S. is about 50-50 between states that require home inspectors to have a license and those that don’t. Inspectors should be a member of ASHI or NACHI, especially in states that do not require a license. ASHI is the American Society of Home Inspectors, and InterNACHI is the International Association of Certified Home Inspectors. ASHI tends to be more credible, simply because of the guidelines and requirements it takes to become certified. When looking for a home inspector, you should look for at least one of those certifications.
Training for home inspectors involves a technical instruction background, but almost as importantly, good communication skills, good grammar, punctuality, and time management are key to becoming a good home inspector. There is usually a mentor/shadow period, where you train with an experienced inspector. As an agent, it’s important to do your due diligence to find an inspector to help with the real estate transaction.
The most important part of Scott’s job is to build the relationship between the client, the buyer, and the REALTOR®. He talks about some of the customer service standards they use on their team, starting from the first call to the systematic inspection of the house. During the inspection, they set up shop, go over what the client ordered in terms of the inspection, and get the expectations of the buyer upfront. Get an unbiased opinion from the beginning so the inspection can be thorough and honest.
The way you present yourself from the beginning of the inspection and instill confidence in yourself and your ability will put the client at ease. The inspection is also an opportunity for the client to do their own walk-through and identify anything they are concerned about.
Communication is key between inspectors and REALTORS®. Agents need to learn how to be facilitators of information between inspectors and buyers. To be a good communicator, you have to be able to give and receive. As a REALTOR® or an inspector, try to create a good dynamic between you and the other people, so collaborating is productive and easy. As REALTORS® and home inspectors work together over the course of their careers, it creates a camaraderie that leads to good questions and open communication.
If there is an issue with the house that comes up during the inspection, it’s important to engage the conversation so that the buyer can hear all the information from the inspector themselves. It is all about how you phrase the problem verbally as well as in your report. Scott’s team addresses issues in three tiers: 1. Safety 2. Structural Defects 3. Cosmetic Defects. When presenting issues, make sure to offer solutions as well.
Whether the agent is at the inspection or not, they are the ones who will be negotiating with the broker. It is important that the inspector leaves thorough comments about any necessary repairs so that the agent can effectively negotiate these. One of the worst habits an inspector can get into is deferring everything to another expert. Agents can help with this by providing feedback to inspectors on what they would like to see. A REALTOR® is just as important in creating a good inspector as an inspector’s time in the field.
Sometimes it may be a good idea for the inspector to come back after any repairs are made to ensure that they were actually done as the receipt says. Scott does this as a courtesy, but if the relationship is there between the REALTOR® and the inspector, hopefully, something can be arranged at a fair price to provide a level of comfort.
When it comes to older homes and inspections, you want to make sure you find an inspector who is knowledgeable about old homes. As a REALTOR®, you can ask questions to make sure you are going to hire a qualified inspector for the home in question. Cosmetic issues are going to differ between old and new homes, and that’s something to keep in mind during inspections.
When it comes to cosmetics, it comes down to dollars and cents. Depending on cost, cosmetic issues could become larger or more important issues. Scott brings awareness to cosmetic issues but differentiates based on the cost of repair. From there, it is up to the REALTOR® to negotiate price.
The final thing Scott reiterates for REALTORS® is the importance of building relationships with inspectors. The more that you know each other and what you want from each other, the better the work relationship is, which ultimately provides the buyer with the best customer experience. Developing open lines of communication is key; it is all a collaborative effort.
Some additional courses for more information on this topic:
Guest Links:
Additional Links:
OnlineLearning.REALTOR for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bios:
Scott Frederick, Pillar to Post Franchise owner, Kirkwood, MO in the Greater St. Louis area.
Scottfrederick.pillartopost.com
Franchise Owner/Home Inspector
Franchise Owner since 2013
Retired St. Louis City Firefighter
Former owner of Frederick Renovations
ASHI certified home inspector
InterNACHI certified home inspector
CE Educator
Married with two children
Enjoys fishing, boating, and spending time with his family
Tue, 01 Oct 2019 - 1h 06min - 30 - 030: Divorce Situations in Real Estate Sales with Laurel Starks
For clients who are in some phase of the divorce process, the house is often the largest asset in the case. As REALTORS® in these cases, you can help your client navigate through the real estate aspects of doing what’s best for the family and the property. Laurel discusses her work as a court-appointed real estate expert and shares helpful tips for divorce cases that are also great tips for regular listings.
It’s important to note that the court has jurisdiction over most things in a divorce case. The first thing that needs to be established is whether the court has made any specific orders regarding the house and the client; the client would be whichever person is on the title. The orders can indicate anything from the list price to certain terms defined. The house often comes into play with other aspects of the case as well.
The title company usually disperses the proceeds, but as the REALTOR®, you want to make sure the title company gets a copy of an order that dictates how these should be dispersed.
Laurel has been involved in some legal work during her real estate career. In family law, the court and attorneys are accustomed to working with experts. In her work, Laurel is a real estate expert that is appointed by the court to handle the real estate aspect of the case, making recommendations and making sure the court orders are followed. Usually, an agent on the deal would be the court-appointed expert.
When you get a client who may be recently divorced, the first step is to do an intake to gather information, like who is and isn’t in the house, any court orders, who is on the mortgage, etc. After that, you would generally want to visit the property and do a walk-through; in divorce, there is often evidence of distress. There may be opportunities for improvement so they get the most money. These should always be suggested with discretion and sensitivity for the situation. Asking probing questions to get more information may be uncomfortable, but as REALTORS®, you must own your professionalism. You can’t best help your clients without all the information.
Proactive communication is especially important in these cases. When it comes to education, it’s really important to take the position of not being attached to the outcome. It’s not about trying to get them to list the house, it’s about giving all the information so the family can make the best choice for them. Communication helps establish trust and neutrality.
In Laurel’s practice, when they do the intake and the walkthrough, she never meets the clients twice. She meets with the parties separately and will alternate appointments. You want to avoid having too much communication with one client to make it look like you’re taking sides. Each situation will be different, but it’s important to gather all the information so you are considering both person’s needs. Laurel shares some best practice tips for when it comes to communicating through emails.
In these situations, it is very common to have pacing issues. One spouse may be ready to sell the house and get everything done, while the other is still grieving the loss of both their house and their marriage. You may have to slow down and get the other spouse on board before you get too far.
When getting a lawyer involved, you want to keep them reasonably updated, but don’t bombard them with too much communication. Some things to update lawyers on: when the listing agreement has been signed, the terms, once the house is on the market, when the house is in escrow, and when they are ready to close. Don’t involve the lawyers unless you absolutely need to.
There are some things to prevent early on in a divorce listing. Make sure you know who all is on the title, and make sure the title will respect a Power of Attorney in the situation that the client themselves is unavailable. This is helpful even for a regular listing. You also want to check loan payment amounts that may be affected by previous loan modifications. Laurel recommends ordering a mortgage payoff early on. Knowing how to prevent land mines is key — if you think or know something may be a problem, address it sooner rather than later.
Reverse mortgages can be used as a tool in divorce when one person wants to stay in the house or to help a buyer when they want to move into a new house. A spouse who wants to keep the house has to qualify all on their own. With all the expenses surrounding divorce, oftentimes they don’t qualify. Laurel is a proponent of not staying married to the mortgage. Reverse mortgages only apply to clients over the age of 62. In normal mortgage situations, you usually will have to refinance to get one person off the mortgage, or sell the house and take the proceeds to find a new living situation.
The rules for ownership and how things are dispersed vary from state to state. When it comes to listing agreements, some states take a listing agreement with whoever is on the title. In some states, you also need both parties to sign the listing agreements. It’s important to look up your state’s regulations. This determines who the client is — whoever you are taking the listing agreement with.
If you’re working with friends or people you are familiar with, it’s important to establish professionalism. You should treat it the same as a situation with a new client, and make sure all the education is provided and you’re still following through with all necessary procedures.
There are some warning signs when entering divorce real estate situations. One is to make sure your client has an attorney; as a REALTOR®, there is no legal pull, and your client may need help navigating the court system. If one party is trying to sway your allegiance, maintain boundaries and neutrality. Another big warning sign is that lawyers can write into orders a right of first refusal. This can affect the basic rules and regulations of real estate sales. If you take on a case where one spouse wants to buy out the other, make sure that option has been detailed out up front so you don’t run into anything later.
As REALTORS®, it’s not your position to create a sense of urgency to list and sell a property, but you can help motivate them if they are experiencing grief or anger. It starts by building trust with your client. If you can seek to understand their goals and concerns, you can help guide their actions.
Children are the unintended casualties in divorce cases. Sometimes parents will use the children as pawns to try to sabotage the sale. There is not an obligation to the kids, but you can help to advise your client on how they can help their children through the situation.
Divorce listings are very complex listings. They far surpass agents trying to hit their sales goals; it’s about meeting people on their worst day and helping them rebuild.
Guest Links:
Additional Links:
OnlineLearning.Realtor for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bios:
Laurel Starks is a recognized expert in family law real estate, has sold over $120 million in divorce sales volume throughout Southern California, and is often regarded by her peers as the pioneer of the divorce real estate niche. In this capacity, she has advised, consulted, and testified in hundreds of divorce cases, and serves as a court-appointed expert in the disposition of real property. Attorneys, judges, and other legal professionals have come to rely on Laurel’s knowledge, judgment, integrity, as well as her ability to explain complex real estate matters to those affected by them.
In 2016, Laurel was recognized as an Inman Innovator by Inman News for her pioneering work in the divorce real estate field, and in 2017, Laurel Starks was recognized once again by Inman, as an Inman Influencer for her contributions to the real estate industry.
Laurel speaks at numerous events around the country each year and is equally at home addressing ordinary homeowners, REALTORS®, or a room full of judges and attorneys. She is the founder and owner of the Divorce Real Estate Institute for real estate agents.
Laurel is the author of The House Matters in Divorce: Untangling the legal, financial and emotional ties to the house in divorce.
Tue, 03 Sep 2019 - 1h 07min - 29 - 029: Multi-Platform Marketing for Maximizing Content
Today’s episode explores modern marketing: how we create and share content, who we share it with, and how it’s made available to the public. This episode is a recording of the panel Monica hosted at the 2018 REALTOR® Conference and Expo. Guests TJ Pierce, Mor Zucker, Jamie Slough, and Dave Caskey speak about how they have utilized their social media marketing in their businesses. No matter where you are in your business, there will be a takeaway for you to apply to your work.
Content can be anything that you want to share, from photos to a blog, to videos; there is something for everyone. Multi-platform marketing uses the content you created and distributes it across several social media platforms. For example, content from this podcast appears on Instagram and a blog, and a video is uploaded to YouTube. Monica talks about some ways you can create content from your listings, and on which platforms you might want to share it. Sharing across several different platforms will allow you to connect with several different audiences and demographics.
Advice from TJ:
Start with the platform you are most comfortable with, and branch out from there. At Mid-Century Homes, they build their digital library with pictures from their phones and use an app called Canva that allows you to use your own photos to create a content layout. They also use professionally made content like photos, their website, and videos.
You can also share other people’s content and engage with other businesses on the various social media platforms. This has been especially important for Mid-Century Homes because they’ve been able to share other content with a niche audience they know will appreciate it. They can engage with their own audience while attracting followers from the audiences of other businesses. TJ talks about how they use the different platforms of Facebook, Instagram, and their website and about how much they budget for it. Some of the live events they have are home tours, Instagram, and a first-time homebuyer class. 45% of their business has been in off-market deals because they knew how to work their marketing platforms!
Advice from Mor and Jamie:
Don’t wait for opportunity — create it! They focus on using marketing and technology to sell homes, rather than selling homes and having to use those tools to do it. They create two main ways: their blog (The Denver Ear) and by using PR and relationships with the media.
Being intentional about fostering relationships with the media and creating news in your business is huge in getting your content out there. Jamie describes some of the content they’ve created, through community events, or stories about properties. When writing these, there always needs to be value for the consumer added. Once you have a press release, you can distribute the content across several platforms, and drive traffic back to your website.
Mor talks about The Denver Ear, which is a blog that focuses on community, lifestyle, and business, rather than real estate. When you’re selling real estate, you’re really selling the community around the property. As your blog gets more exposure, local businesses may start to connect with you about their news. This is a more indirect and long-term strategy, but Mor wanted to create the blog outside of their real estate website to bring people in the back door. The conversion seems to be higher for these people because they’ve taken the time to navigate to the real estate page from the blog.
The most important thing about blogging is that it doesn’t matter how often you blog, but each post needs to have high-quality content. Find unique things to write about, and be aggressive about making connections with businesses and media. When it comes to blog content, focus on your interests; people will want you to be their agent because they resonate with who you are as a person.
Eventually, you want to start connecting your blog to your real estate business, but there are several ways to get creative about this that aren’t necessarily just putting the real estate information on your blog each time you post.
Advice from Dave:
REALTORS® are connectors; we connect with people and then we connect those people with homes. Across the different platforms, it’s important to know your audience. This is not only for what you post but also how you engage with others on these platforms. Dave covers several different platforms and offers suggestions about what is appropriate on each.
Quality over quantity — while it is important to get followers, you want to make sure they are the right followers and actual consumers of your business product. Knowing your target audience will help you decide how to prioritize. Dave talks about the distribution of their content; they will post content and then each of their agents will post the same content on their professional pages and they’ve just increased the chances of people seeing this content.
Q&A:
You can “reuse” content — maybe you go back to an article once every year and update it with relevant information.
When hosting live events, you might consider offering door prizes or make it appear that it’s sold out so there’s some hype around it. The pre- and post- is usually the most important outcome of the event, especially how much it gets your name out during advertising.
Instagram is primarily for catching people’s attention visually. For residential real estate, it’s also about promoting the lifestyle.
There are often “sign-in walls” to get agents’ contact information, and this is usually for the agents to build up a database. As agents, it’s important to note what’s working for consumers and what’s not, so we can pivot if something isn’t working.
Video content between social media and your website should be different. On social media, you want videos to be fun and engaging. Videos on the website may be a little more professional and directed towards a specific purpose, like a 360-degree video of a property.
Guest Links: See additional bios below for guest links
Additional Links:
OnlineLearning.Realtor for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bios:
Mor Zucker
Facebook @TeamDenverHomes
Instagram @TeamDenverHomes
Since the first year she pursued a real estate profession, and every year since then, Mor Zucker’s marketing and technology initiatives have placed Team Denver Homes, her co-founded real estate team's website, #1 among the most viewed agent websites, and her blog the #1 most viewed blogs in Denver, Colorado.
Her innovative approach to marketing has led her to become a public speaker at conferences such as Inman Connect, Who's Who in Luxury Real Estate, ENCON, WFG's REfresh and multiple brokerages’ MarTech conferences around the world.
Her marketing and technology efforts have garnered her the distinguished REAL Trends Game Changers Award (2019), RISMedia's 2019 Newsmakers Award (2019), “Best Overall Marketing Package Agent” award (2017), the "booj" award (2016), and she has been nominated by Luxury Real Estate for "Most Innovative Marketing Technique" (2018, 2016, 2015, 2014); "Best Overall Marketing Package" (2018, 2016, 2015); and "Outstanding Social Media Savvy" (2018, 2016).
In 2018 Zucker joined the Forbes Real Estate Council as an Official Member. The council is an invitation-only community for executives in the real estate industry. Members of the council have the opportunity to submit thought leadership articles and short tips on industry-related topics for publishing on Forbes.com.
Zucker is the Founder of the website, The Denver Ear, a local lifestyle blog that focuses on local events, restaurants, and family activities in Denver. The Denver Ear currently has over 140,000 unique readers per month.
Jamie Slough
Jamie’s diverse background affords her a unique perspective and skill set to provide the best to her clients throughout all aspects of the transaction. In addition to Marketing Director for one of the top brokerages in Denver, she has also been a real estate coach and co-founded a successful real estate team, before branching out as an individual REALTOR® at Madison & Company Properties.
“I’m proud of the impact I’ve been able to have on the industry through these opportunities, and now I really want to focus on the most important part – my clients!”
Jamie is also a member of Who’s Who in Luxury Real Estate and has won multiple awards including Luxury Real Estate’s “Best Overall Marketing Package” in 2017 and was named one of RISMedia’s Real Estate Newsmakers 2019.
Jamie works with clients in all price points, all over the world. She specializes in the marketing of luxury listings and has been named one of the top referring REALTORS® in her brokerage in 2017 and 2018 due to her military affiliations and networks, truly supporting her clients worldwide.
Through all of Jamie’s accomplishments, what she prides herself most in, is her honesty and integrity in everything she does, leaving a positive impact on the industry – one client at a time.
TJ Pierce
Instagram @boisemidcenturyhomes
Podcast: Next Up! Mid-Century Homes
TJ Pierce is owner and team lead of Mid-Century Homes in Boise, Idaho. He created the business back in 2016 with no prior real estate experience. He ventured into the industry with 10 years of corporate sales experience with both Xerox and Canon. He provides comprehensive services to mid-century enthusiasts not only in Boise, Idaho but across North America, as opportunity allows. If you have any connections with architecturally significant mid-century architecture, he welcomes you to contact him.
Dave Caskey
Instagram @CaskeyandCaskey
Facebook @CaskeyandCaskeyRE
With over 40 years of combined experience in the Manhattan Beach market, Jennifer and Dave Caskey, along with their professional team of licensed agents and administrative staff, offer the highest level of service with uncompromising attention to each client’s individual real estate needs and goals. From initial meeting to final closing, you can count on Caskey & Caskey to set the standard for all of your real estate transactions. Jennifer and Dave don’t just work in Manhattan Beach — they live here, play here, and have raised their three sons here. As locals, The Caskeys provide a unique perspective and insider knowledge that directly benefits their clients.
Caskey & Caskey has built a loyal client base on a reputation for outstanding service not only during a transaction but for the many years thereafter, with one of the highest repeat client rates in our industry. Our award-winning multi-channel marketing platform is designed to provide an omnipresent reach that spans all markets. Attention to detail combined with a depth of experience, a personalized approach, and commitment to the community is what makes Caskey & Caskey the top real estate team in Manhattan Beach.
Dave and Jennifer are involved with over 40 local charities and community organizations. This dedication to serving their community is the foundation of their success. The South Bay isn’t just home — it’s the heart, the foundation, and the soul of the Caskey family. Dave and Jennifer take great pride in their community and are pleased to help worthwhile, effective organizations that make lives better.
Tue, 06 Aug 2019 - 1h 26min - 28 - 028: Land Sales with Jeramy Stephens and Justin Osborne
All real estate begins with the land. Today’s episode features two guests who are experts in land sales. Jeramy Stephens (Arkansas) & Justin Osborne (Colorado) are both members of the REALTORS® Land Institute (RLI) and join Monica on the show today to talk about how land sales differ from residential sales. They discuss the different types of land and the certification that’s available for land agents, as well as some of the important things to note about land sales in the East and the West.
Jeramy Stephens has been in land and real estate for many, many years. He is currently the president of REALTORS® Land Institute (RLI). RLI is part of the NAR family and provides expertise, camaraderie, and resources for real estate professionals. It also offers the Accredited Land Consultant (ALC) designation.
There are several different types of land: agricultural land, timberland, recreational land, and transitional land. The RLI promotes education to understand different land uses and purposes for these types of lands. Just like in other facets of real estate, there are different specialties in the land business, and they each have their own rules.
There are six required courses to get the ALC designation and 104 hours. The three core classes are Land Investment Analysis, Land 101, and Transitional Land. In addition to these three core classes, there are “elective” classes, depending on where your interests lie. A portfolio of $10 million is also required.
When looking at the value of land, it’s important to consider what it’s being used for or what it’s been used for in the past. As a residential agent, if someone comes to you with a piece of land, you can ask questions to determine its highest and best use. Then you can direct your client to an expert in one of those areas, who can appraise or assess the land appropriately. Some land properties are comped regionally, so they are compared with other similar properties in neighboring states or regions. When it gets to a specific activity, it needs to be priced as close in proximity as possible.
Jeramy’s passion is farmland, which tends to be a little bit easier to price than some other types of land property. Despite some of the struggles farmers are facing, the demand for ag land is still quite strong. Farm and ag land are also a potential investment opportunity. There is a lot of due diligence required for farmland, so it’s important to know what to do and who to ask when you need help.
Residential real estate agents and land agents can work together to meet their clients’ needs. If you’re not the one to help them, be the one to get them another agent. You want to make sure that as a Realtor®, you are operating in your area of expertise, and referring your clients to someone else when it’s not your area of expertise.
Jeramy is also interested in developmental or transitional land. This is taking raw land, usually on the outside of a growing community, and figuring out zoning, sewage, water, taxes, etc. This process can take a long time and varies from state to state. These properties can be a win-win for the agent and the community, but it’s important to make sure it’s done right so everyone benefits from it.
There are some new developments in technology in land sales, including better maps and more complete data. Having all of this technology makes things work a lot faster and smoother. The company Jeramy works for offers 360-degree land tours of properties, so clients can see properties on their computers before seeing the land.
In the Eastern United States, one of the biggest things to consider is wetlands and water rights. Mineral rights are also important, though maybe more so in the West. There are also many areas in the East that are developing and bringing more people in, and this is especially important for agents who work with transitional land.
Jeramy’s final word is to remind and encourage REALTORS® that we’re all professionals in what we do. Know what you do, what you do well, and what’s best for your client!
Justin Osborne is joining us from Durango, Colorado. He is currently president of the Colorado chapter of the REALTORS® Land Institute and an RLI instructor.
One of the biggest challenges in land real estate is figuring out how to price it. It can be on the market for a couple of years, and sometimes they have to travel over 200 miles to find comps for a similar piece of land. The potential market is pretty vast in the West, but Justin tries to remain within the same state due to changing property values.
As a buyer’s agent, it is important to do due diligence on a property, including inspections on the property and the infrastructure. Properties need to be brought up to code before closing or handled properly after closing. The permit process in Justin’s area is relatively easy, but all the different landscapes will affect how long it takes to get the property ready. Sometimes large transactions get held up because due diligence was not done before the property was listed. When the proper due diligence is done, those listings normally sell for higher than the listing price.
Recently Justin has noticed people coming from Arizona, California, and even Florida to purchase these large parcels. Location is important — people tend to want properties that are closer to national hubs.
In the West, especially, water is key. Just because water is on your property, you don’t necessarily have the right to it. It’s important to make sure you’re working with someone who understands water and the rules surrounding it. Mineral rights are the same way. The state of Colorado has a lot of laws in place that protect the property owner.
With the large tracts of land out West, there are cases where they are downsizing to make the properties a little smaller and more affordable for some investors. It is important to realize what your clients want, especially in terms of privacy, to determine which size property is best.
In the West, there are also several National Parks to consider. It is a risk to own a property that is sitting on leased land. Buyers should do their due diligence on the risk associated with ownership of this property before buying or developing that land.
Out in the West, there is a lot of opportunity for things that are hard to put a value on. Many buyers are looking to establish some type of family legacy, or find a place where they will be able to go and unplug.
Similar to what Jeramy says, Justin encourages REALTORS® to be prepared and know where to go to get the right information. If you don’t know, offer to find out or provide an additional resource for your clients. Don’t be afraid to be the source of the source.
Guest Links:
REALTORS® Land Institute Website
Additional Links:
OnlineLearning.realtor for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bio:
Jeramy Stephens is a Partner and Managing Broker at National Land Realty (NLR) where he oversees the company’s Mid-South region office in Little Rock, Arkansas. Jeramy is an Accredited Land Consultant (ALC) with the REALTORS® Land Institute (RLI) and currently serves as the National President for the organization. He has also held several positions at RLI as Vice Chair for the Education Committee and Arkansas Chapter President.
Jeramy has over 20 years of experience in the real estate business, working in the Farm Credit system and land industries. He is a three-time winner of an Agent of the Year award for a National Real Estate Company and was recently named National Land Realty’s Arkansas Top Producer for 2016, 2017 and 2018.
He is an Arkansas native and graduate of Arkansas State University where he earned a Bachelor of Science degree in agriculture business with an emphasis in Farm Management and Ag Marketing. Jeramy is licensed in Arkansas, Louisiana, Mississippi, Oklahoma and Tennessee where he specializes in selling agricultural, recreational properties (specializing in duck hunting properties), timberland and commercial development properties.
Nationalland.com/jeramy-stephens
870-672-3250
Justin Osborne has been selling Real Estate since 2002 when he was still in college. He attended Fort Lewis College where he received a degree in Business Administration with an emphasis in Marketing and a minor in Agribusiness.
He is with The Wells Group in Durango Colorado and has consistently been a top producer in both volume and total number of deals closed. He was just recently awarded the Colorado Land Realtor® of the Year by the Colorado Realtors® Land Institute for 2016.
Due to selling more vacant land than any other broker in all of Southwest Colorado the past few years, and his sincere passion for the outdoors, Justin is currently the president of the Colorado chapter of the REALTORS® Land Institute. Justin is also involved in the REALTOR® Land Institute at the national level, as he is currently a board chairperson of both their Future Leaders Committee as well as their Chapter Development Task Force. He is also one of their instructors.
His community involvement includes being an assistant coach for his son’s DYSA competitive soccer team, recent past president of the Durango High Noon Rotary Club, and past area chairman of the La Plat County Ducks Unlimited. He is also a certified PSIA Cert 2 ski instructor at Purgatory in both alpine and telemark skiing.
Justin sells residential, commercial, vacant land, farm & ranch, and recreational real estate.
Wellsgroupdurango.com/broker/justin-osborn/
970-946-3935
Tue, 02 Jul 2019 - 1h 25min - 27 - 027: Realtors Property Resource® (RPR®) — Accessible Data with Veronica McManus
Today’s episode is the final installment of a three-part series that highlights some of the NAR member benefits. RPR® helps REALTORS® provide and analyze data for your clients when they request it. Today’s guest, Veronica McManus, is the director of industry relations with RPR®. In this episode, she and Monica discuss some of the benefits of this program for REALTORS® and their clients, as well the many reports available in the system and how to engage with them.
Veronica is in her 7th year with RPR®, and she works with MLSs and associations to encourage their engagement and usage of RPR®. She and her team are the connection between RPR® and the REALTORS® that use it. Realtors Property Resource® is a parcel-centric property database that contains over one hundred million property records from over 300 data sources on commercial, industrial, residential, and land parcels across the country.
RPR® originated when the NAR noticed that clients were coming to their REALTORS® with this data already. They housed it in a central location so their REALTORS® can provide accurate data to their clients. The public seems to love this data, so it’s important to know how you can best engage with the product. For a basic beginning webinar, visit the blog: blog.narrpr.com.
One of the key benefits for the RPR® is that once their client comes to them about a house or a piece of property, the REALTOR® can immediately look up the address of the property and access the data. One of the things that sets RPR® apart from accessing information on your MLS is the report section where there are many different reports that can be created, how they can be shared with the consumer, and the quality of data they contain.
Some of the reports they have on RPR® are property reports, mini property reports, sellers reports, valuation reports, market activity reports, school reports, and property flyers that can be easily linked to other platforms. They also have neighborhood reports that share economic, demographic, quality of life, and market statistics. The REALTOR® is able to put up to 10 PDF documents into their reports. Veronica describes how we may use some of these reports in our marketing.
Many of the reports are very long, but you can go into the report details and pick and choose which information is most pertinent or most appealing to you and your clients. You can go in and create a custom template that will easily generate your reports going forward. This also makes it easier to create a report that suits your clients’ needs, in a very short amount of time! This has helped REALTORS® get a client because they are able to connect with them quickly.
You have the ability to go into reports and suppress some of the estimated values for values. If you’re responding quickly to a lead, they don’t necessarily need to have the RVM. This keeps people from getting too far ahead with pricing with the customer.
The AVM is the automated valuation model, and the RVM is the REALTOR® valuation model market. This was one of the biggest data points NAR hoped to deliver with RPR®. This can be compared to the data that other places are using, such as Zillow. There are some differences between RPR® and Zillow. To determine the RVM, RPR® uses the averages of three different algorithms and also looks to the MLS for accurate and up-to-date information on active and pending list prices. The RVM also show you details, so you or the client can know which comps were used to estimate the price. The reports are also very helpful to share with your industry partners, as they add value to both you and your partner.
The REALTOR® is bringing their wisdom and experience when they interact with the reports within RPR®. They know what is going on in the markets and have often seen the properties, so they are able to change and engage the data in ways other companies are unable to provide.
Some of the other tools RPR® has to offer are traffic counts, flood maps, and heat maps. You can also view distressed properties on RPR® and provide resources to those homeowners. Some other ways REALTORS® are using the resources provided by RPR® are while door knocking and during open houses; utilizing the app has been a game changer for many people! When you can have some of the general information available for people asking questions, it creates a strong initial impression and makes the REALTOR® central to the transaction.
If you’re not using RPR®, now is the time to start! Your competitors are likely using RPR®, and they are closing more business. Visit the blog for more ideas on how to use this free member benefit to save money, save time, and close more deals.
Guest Links:
NARRPR.com — Realtors Property Resource®
Blog.narrpr.com — RPR® blog
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®
Additional Bio:
Veronica McManus is a director of Industry Relations with RPR®. Before she joined RPR®, Veronica was a full-time agent, office manager, and education director. A REALTOR® since 1994, she was her association’s past president, REALTOR® of the Year, and Massachusetts Women’s Council of REALTORS® State President. A graduate of the Instructor Training Institute, Veronica is a certified continuing education instructor in Massachusetts, Rhode Island, New York, and New Jersey. She also has her broker’s license.
Tue, 04 Jun 2019 - 1h 03min - 26 - 026: Professionalism and C2EX with Hagan Stone
Today’s episode is the second part of a three-part series that highlights some of the major NAR programs being offered. The Commitment to Excellence (C2EX) program explores professionalism and its application to professional life. Monica and Hagan talk about some key points of professionalism, as well as breaking down the way the assessments work. All of this is so we can improve excellence in our own lives as well as in the industry!
The Commitment to Excellence program came from a strategic planning aim to look at what the REALTORS® of the future would look like. Professionalism needed to increase across the association across the country, to continue to keep the industry strong. C2EX is the initiative that gives members a voluntary pathway to the highest level of professionalism in ten key areas of the business. There have been 19,000 members that have signed up so far.
The program was designed for REALTORS® at any skill level to come in and learn key points from the ten areas. When you first take an assessment, the program puts together a personalized learning path based on the knowledge you already have and the knowledge you need to gain from the ten areas to be endorsed. Monica and Hagan talk about some of the specifics of the quiz, and why it’s important to have an open mindset while working through it.
Whenever they present the C2EX program, there is an influx of people who sign up for the program. A key part of the story is marketing and letting people know about it. People seem to enjoy the assessment to figure out strengths and weaknesses, and these assessments could also be done in a large group, focusing on each person’s result. It can be an important tool for team building.
One of the goals of the C2EX program is raising the bar and raising the goals for REALTORS® around the country. Professionalism is all thinking about the end user and being prepared in each action to make sure the transaction goes smoothly. Some of the traits that C2EX covers are: trust & integrity, client service, and professional reputation. It is meant to help improve everyone in the profession, not just those who are new.
Client service includes making sure the client has a copy of all the documents they should’ve signed and going over the contract with them. Communication is another aspect of professionalism. Getting to know which communication medium your client prefers will go a long way. Take the time to understand how your client best communicates and use that throughout the process. It is also helpful to have one day a week, or something set in stone, to catch the client up on what happened that week.
Reputation is another facet of professionalism. We don’t often get a chance to redeem ourselves when it comes to our reputation, but you have to keep it in mind so that you keep it untarnished. We have our experience, time, and reputation to offer for our clients. Having a good reputation in your market positively impacts the experience of your client. To manage your reputation online, be careful about what you post. You represent your clients in addition to just yourself. You want to make sure your reputation paints you as someone who is considerate, someone who understands our code of ethics.
The Commitment to Excellence program is split into smaller sections, so you can tackle them one at a time. It becomes a lifelong learning tool. You may receive a notification to retake a certification if something in that realm has changed.
Trust and integrity are incredibly important for professionalism. Our clients trust us with one of the largest financial transactions they will have in their lives. As agents, we need to look for ways to build trust by staying on top of communication, being prepared, and sharing all options with your client. Put building trust at the forefront of your decision-making when it comes to your client. You also want to develop a sense of trust with your clients, so they feel like you’ve also listened to them.
Hagan and Monica discuss some final thoughts on professional. Some of the things Hagan does are to connect with the REALTOR® when an offer is coming through, and also make sure that your voicemail reflects you as a professional. When it comes down to it, be respectful of your other colleagues in the business. We’re all working toward the same end goal for our clients.
Log into to take the C2EX assessment: login to www.C2EX.REALTOR®. Choose to be the best you can be in the business. This program will help you sustain your business in a professional manner!
Guest Links:
TNREALTORS®.com/hagan-stone-2/
Parksathome.com/agents/HaganStone
Additional Links:
OnlineLearning.REALTOR® for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bio:
Hagan Stone, REALTOR®, ABR, CRS, affiliate broker of Parks in Brentwood, is 2019 President-Elect for Tennessee REALTORS®.
A veteran of 19 years in real estate, Hagan has previously served as Secretary-Treasurer (2018) and Division 2 Vice President (2015-16) for Tennessee REALTORS®, and President of Greater Nashville REALTORS® (2014). He is a recipient of the Nashville Emerging Leader Award for RE Services (2014) and a graduate of NAR Leadership Academy (2010).
Locally, Hagan also has chaired multiple committees including Professional Development, RPAC/Legislative, and Nominating, and he was named REALTOR® of the Year in 2010. On the state level, Hagan’s leadership positions have included RPAC Trustees Vice Chair (2014). Nationally, he has chaired NAR’s RPAC Fundraising Trustees (2017) and its Leadership Academy (2015), among other roles.
When it comes to his approach to real estate, Hagan credits his father’s influence. “He has been a small-business owner and entrepreneur for more than fifty years. The greatest lessons he has taught me have been accepting hard work, taking leaps of faith and never settling for the status quo.”
Born in Nashville, reared in Clarksville — which he considers home — and a 24-year Nashville resident, Hagan is a proud Tennessean who also loves to travel and experience different cultures and customs.
He is a 1996 graduate of Belmont University with a bachelor’s in Communications Studies and a minor in History. He and his wife, Laura (a nurse practitioner at St. Thomas West), are the parents of Catherine, 14, and Dawson, 13.
Tue, 07 May 2019 - 53min - 25 - 025: Cultivating Financial Wellness with Kasey Stewart
Now that you’re in the real estate game, what’s your plan for your money? What are your plans for retirement? In today’s episode, in an interview-style episode, Monica and her guest, Kasey Stewart, talk about defining financial wellness, how to achieve it, and what resources can help you manage your money for the future.
In 2017, NAR’s president wanted to help REALTORS® prepare for retirement. In a career where they get paid commission checks, planning can be hard for REALTORS®. The Center for REALTOR® Financial Wellness covers several different areas of investment. You can also set goals for yourself and explore the resource library.
Kasey shares some statistics about their members. 43% are not preparing for retirement and 42% are not prepared for a financial emergency.
What does financial wellness mean? For Monica, it means she is in a place where she doesn’t have anxiety about her finances. This includes having reserves, having some idea of retirement, and flexibility and finances to tend to personal or family issues. It’s a subjective term depending on your situation — it may be different for everyone. Think about what you need to feel financially healthy.
Every form of debt has interest that will compound. Debt can also cause anxiety and might even physically manifest itself. If you’re in debt, work on getting out of debt. There are people who can help you get out of debt, but be careful with the help you choose. Once you pay off your debt, it might be a good idea to roll those payments over into another account, maybe for retirement or a savings account.
As independent contractors, it’s important to keep your business reserves separate from your personal reserves. To create a budget as an independent contractor, write down all of your necessary expenses in your personal life. Also, do this for your business, so you have a number that you know you need to get by each month. At some banks, you can set up different accounts to set aside the money to pay your brokers, your taxes, and other anticipated expenses.
To build her reserves, Monica has a business checking account (you could also open a personal checking account for your business funds), and only uses it for business expenses. Monica also uses financial software to help her keep up with her finances. She uses QuickBooks, but there are many different financial software packages you can use. NAR members can get a discount on QuickBooks Self-Employed for $5/month. A couple of ways to build up your reserves are to take a percentage of each closing check and distribute it to your different reserves; if you find you’ve had a generous season, you can move larger chunks of money.
How do we prepare for retirement as independent contractors? Paying for retirement can be difficult if you don’t get consistent paychecks. One of the first things you can do for the future is to improve your amount of business today. You need to define what amount of money would make you feel comfortable for retirement. There are also different avenues you can use to fund your retirement: stocks, bonds, IRA’s, etc. Investing in stocks can be a good way to start funding an account to purchase real estate down the road.
The closer you get to retirement, the more conservative you should be. It would be wise to work with a financial investor that can help you modify for your level of comfort, and also help you understand how your real estate investments play into that. Invest in what you know! You can also determine which type of IRA you might want to invest in.
There are several different ways to invest in real estate: buy a rental property for long-term tenants, Airbnb-type rental, commercial properties, or a real estate investment trust. When considering these avenues, think about your tolerance for management and your tolerance for risk.
Estate planning is part of the financial wellness program. It’s incredibly important to have a will and a Power of Attorney, in case anything should happen to you.
For more information, visit financialwellness.REALTOR®. Financial planning is important for people just getting into the industry or people who have been in the business for a while and are starting to look ahead toward retirement.
Guest Links:
Additional Links:
OnlineLearning.REALTOR® for NAR Online Education
Training4RE.com — List of Classroom Courses for REBAC and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bio:
Kasey Stewart is the director of Member Development at National Association of REALTORS®, and the program director for the Center for REALTOR® Financial Wellness.
Nar.REALTOR®/REALTOR®-benefits-program
Nar.REALTOR®/center-for-REALTOR®-financial-wellness
Tue, 02 Apr 2019 - 51min - 24 - 024: Creating the Customer Experience with Pete Blank
Great customer service is one of the key ways we can set ourselves apart from other people in the industry. Everybody wants (and expects) a great customer service experience. Pete Blank joins Monica on the show today to talk about his customer service background working for Disney. They share ideas about customer service through a discussion of the seven guest service guidelines Disney uses, and fit them into the real estate industry.
Now that so much is available online to consumers, customer service in real estate has become that much more important. The face-to-face connection is something clients value and the way we present ourselves and our product contributes to the customer experience. This is similar to the idea at Disney that employees are always in “the show.” For real estate, this would involve staging, materials, etc.
At Disney, they teach that the relationship between you and the customer has to be number one. Pete discusses a little bit about these guidelines and relates them to the real estate industry. The first one is to 1) Make eye contact and smile. This is perhaps a bit easier in the real estate industry as much of the contact is one-on-one, but make sure you’re always presenting a good front when you’re meeting with clients, or in a situation where you may be around potential clients.
The second is 2) Greet and welcome each and every guest. This one is also applicable for when you are out and about. When you’re out in public in your community, it’s important to consider that you may be around potential clients. Note how you want to present yourself to someone who knows you’re in real estate but you may not be having a direct interaction with. You are your own brand.
The next guideline is 3) Seek out guest contact. This one is related to the second guideline in the fact that you may always be around potential clients. In terms of real estate, so many people own homes or want to own homes. There is a general curiosity about the market. As an agent, you can try to share some market research when you’re out in public (in appropriate situations). This will help you be top-of-mind for people that you’ve helped previously or they’ve heard of you through this sharing of knowledge in different environments.
One of the most important reasons is 4) Provide immediate service recovery. Pete shares a story about something he experienced during his time at Disney. What’s important here is if a client brings you an issue, we try to fix it with service first. Rather than offering a discount or some sort of bonus item during the time of the transaction with your client, we look for a way to placate the issue with service first. This will make your client feel valuable.
These standards (the rest to follow!) are non-negotiable. Big businesses may already have these established, but if you are a solopreneur starting your business, take some time to write down some non-negotiable standards for yourself that you will use to serve your clients.
Getting back to the guidelines, number 5) Appropriate body language at all times. As with any industry, when you see employees who look disinterested, this can skew your whole perception of the business. In real estate, this could you be how you look before you meet a seller for a listing. You don’t necessarily want to be wrapping up previous business when your new client shows up. Your body language should show your client that they are the most important thing during your meeting.
Number 6) Preserve the magical guest experience. We don’t want clients to see the nitty-gritty of how things work. This would involved keep the “backstage” parts of processes out of the customer experience. Monica mentions that in real estate there is a line between letting the public know what you’re doing (how much time it’s taking, etc) and also sharing too much. The important thing is how you’re sharing this information. It’s okay to express the work you’ve done, but it’s not okay to complain about the process, especially to your client. As a real estate agent, you can provide your clients with some information about all the different things you do for them, so they know you are creating value for them.
The last service guideline is to 7) Thank each and every guest. At Disney when you leave for the night, people are stationed on the way to say thank you for visiting and provide salutations. In real estate, the close of the transaction is not always the end. You want to make sure you close the transaction with a thank you. This differs from agent to agent — some may prefer different gestures of gratitude.
An important part of the close of a transaction is a review or a post-event survey. Some things to keep in mind are the length — you don’t want it to be too long or too involved; testimonials are usually a good bet because customers can put their own stamp on it. Even calling it a testimonial rather than a review, may get better results and more response. If you have an exceptional experience with a customer or someone involved in completing the transaction, you may want to consider a well-placed gift.
A new development in the industry is working with real estate teams. Many teams don’t have the same longevity as Disney employees, and it can be a challenge to keep up team encouragement. One of the most important things when working on any team is to set up some expectations for team operations, communication, etc. The other aspect is personalities; when you get the team together, take some time to do an activity to get know your team members outside of the business transaction.
The final topic Pete and Monica discuss is getting third-party vendors who share your customer service values and habits. This comes down to setting expectations and maybe also having a brief training with your third-party vendors so everyone is on the same page about the customer experience.
One of the main focuses of the Disney model is savoring the experience. Once the experience is over, we want our clients to look back on it fondly and appreciate how simple it was. As a real estate agent, you want to try to create an experience that clients will look back on and tell others about.
Guest Links:
Additional Links:
OnlineLearning.REALTOR® for NAR Online Education
www.Training4RE.com - List of Classroom Courses for CIPS, REBAC, and REBI classes.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Additional Bio:
Born and raised in St. Petersburg Florida, Pete and his family visited Walt Disney World Resort every year since the park opened in 1971. One day, while walking down Main Street U.S.A. in the Magic Kingdom, he told his parents, “One day, I'm going to work here.”
In 1989, while attending the University of Florida, he spent a summer as a Disney Cast Member making memories for guests while working in the Magic Kingdom parking lot. That three-month adventure confirmed what he believed… that this was the right company for him.
After a stint as a television sportscaster, he returned to Disney in 1994. Over the next 13 years, he managed various areas of Disney's theme parks and resorts, where he learned what it takes to run a world-class organization.
Pete was blessed to spend the majority of his time working at Disney University. While there, he led the Traditions program, which is known worldwide as one of the premier employee orientation programs. He also facilitated college-level courses to thousands of Disney College Interns and was a Segment Learning Manager for Walt Disney World, Disneyland Resort, and the Disney Cruise Line.
Today, he is the Training and Organizational Development Manager for the Personnel Board of Jefferson County in Birmingham, AL. In this role, he manages a department responsible for providing leadership and management training to over 7,000 local government employees across 23 agencies. His training team has won multiple awards, including Training Magazine’s Training Top 125, HR.Com's Leadership 500, and eLearning's Top 100.
In addition, he works with organizations and associations all across the U.S., helping them achieve their goals in the areas of leadership, employee engagement and customer service. Some of his clients include DirecTV, Southern Company, LG, Regions Bank, and Coldwell Banker.
His first book is Employee Engagement: Lessons from the Mouse House. His next book, Pick Up the Roach! Why Great Leaders do the Little Things, is due out in 2019.
Tue, 05 Mar 2019 - 1h 05min - 23 - 023: Working with First-Time Homebuyers with Rich Sands
First-time homebuyers are a niche market among all buyers. They all have in common that they have never bought a house before, so the processes involved are new to them. So much of the journey in working with first-time buyers is about educating them and asking better questions to understand where they are and what they need to move forward. In today’s episode, Monica and her guest, Rich Sands, discuss many ways that we as agents can help our clients who are first-time homebuyers.
Working with buyers and sellers are two different ends of the same spectrum. Having systems are true for working with both; you need effectiveness and efficiency. Thirty-three to 39 percent of buyers are first-time homebuyers. Some challenges that first-time homebuyers face in today’s market is that mortgages are harder to get and prices have gone up. The main thing that makes first-time buyers unique is that they have never done this before. As an agent, you have to have an educator mindset.
For many first-time homebuyers, you have to figure out what the money situation is. Will they be paying cash or have you arranged for financing? Most will finance their first property, and you can usually find properties that are less than or equal to the cost of renting. One of the challenges of being an agent is working with people from different generations. Each one poses a different set of needs and desires. What is important for agents is finding a good lender for your clients.
When looking for lenders, look for lenders who do the products that are most beneficial for first-time homebuyers (HomeReady and Home Possible®). You want someone who is able to effectively implement these programs, not just someone who knows about them.
Some of the associated costs with owning a home are the transaction costs — closing cost, fees, etc. — as well as maintenance costs like electric and cable bills or regular service. A good idea for agents is to have a checklist of some of the other costs homeowners have in addition to their mortgage. This will help your clients be prepared for all costs so they aren’t blindsided.
As we mentioned before, first-time homebuyers are not all young. There are first-time homebuyers from a wide range of ages; with that comes a wide range of experience, situations, and financial background. There are systems we can use to inform our clients. We can help explain the process of buying a home, both looking for one and then writing the contract. They also need help with financing and understanding the market. One of the best things we can do as a REALTOR® is to understand what they want and what they’re trying to accomplish. Working with first-time homebuyers also requires a lot of patience.
Being a great listener and a great asker of questions is crucial to understanding what your clients want. The three most important questions you can use to clarify are “What do you mean?,” “Why is that?,” and “What else?” When we give ourselves permission to slow down and really be with our clients, we will be able to hear them better and determine their needs.
An agent also has to be a great explainer. They have to be able to take any aspect of the process and make it concise and understandable and present it in a way that works for the recipient. Another requirement is that an agent be technologically flexible. It’s also important to have strong leadership qualities.
If you are someone who really enjoys helping people and wants to help first-time homebuyers, you can market to your sphere of influence to find those buyers. As a REALTOR®, it’s important to be aware of what’s important to different generations, so when you’re introduced to them and you want to move into something new, you’ve already learned about some ways to adapt. Another way to find first-time buyers is to make sure you have a good website and have a social media presence. You can find the right platform based on your skill set; if you can write, make a blog. If you have a personality, maybe think about video. And if you have a lot of information, maybe the podcast route is the way for you. You can get started by sharing to a wider audience your answers to questions from clients.
As a REALTOR®, we have to be the person that our buyers need. It’s not necessarily changing who we are, but being flexible so that we can understand and accommodate first-time homebuyers. Instead of thinking about them as a transaction, think of them as people who are going through one of the most fundamental aspects of the American dream.
Guest Links:
Mental Toughness Training for Sports: Achieving Athletic Excellence, by James E. Loehr
Guest Bio:
Rich Sands has been a teacher his whole life. He started out as a high school teacher and a running coach. He became a REALTOR® and also the Director of Education of Coldwell Banker Residential Brokerage in Colorado.
There isn’t a time when Rich Sands doesn’t remember leading a class full of students. For fifteen years he brought out the best in high school students. He took that leadership to the real estate industry where he rose to the position of Director of Education, Coldwell Banker Residential Brokerage, Colorado and revolutionized the company’s training services for more than 2,000 managers, agents and staff.
Now, an experienced international presenter, instructor, and keynote specialist, Rich specializes in helping people master their sales skills in any situation. His flagship presentations, “Why Your Grandparents Should Direct Your Marketing,” and “Creating Listing Abundance” integrate the key practices needed to engage and impress consumers of all kinds.
Presently, he is President of Rich Sands Seminars and works closely with international real estate franchise systems, independent brokerages and companies in all industries that want to bring out the best in their people. As a NAR/REBAC and Certified CRS instructor, he conducts dozens of courses each year for the National Association of REALTORS® and Council of Residential Specialists.
Rich and his wife, Linda, live near Denver, Colorado. She is a kitchen and closet designer and an elliptical girl. He has two sons: Matt and Ryan and two step-daughters: Angela and Alicia.
Additional Links:
Center for Realtor® Development — Onlinelearning.Realtor
CRDpodcast.com — Podcast Website
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Tue, 05 Feb 2019 - 1h 05min - 22 - 022: Using Video to Enhance Your Business with Jeremias “JMan” Maneiro
No matter what the stage of your business, you can always get started using video in your business. There are several ways to consider using video in your business: to film an intro, open houses, to go live on Facebook, or connect with local businesses. Monica’s guest, Jeremias “JMan” Maneiro, joins her on the show to discuss these different ways to use video in your business, as well as what equipment to use. All of these discussion points can help you improve and strengthen your connections with your clients.
As we’ve entered into 2019, it is a time of video. It is a great way to build rapport with your clients and get to know them before an initial meeting. Community video is a great place to start. You can share things about restaurants, amenities, accessibility; you want to make the communities where you live and sell appealing to others. Another way to do community videos is to interview business owners and share it with the people. This not only helps you but also helps promote the business itself; it’s a win-win! You can also stream live events going on.
An even easier place to start may be listing videos. You already have all the content and the listing, and it could be a great way to do the marketing. JMan does a “coming soon” video where he does a live walk-through of the home and shares it on his business page. Everyone has equal access to the listing, and the clients can see when agents leave comments on the video, which boosts the quality.
You do have to be careful when you do Facebook live videos — be strategic about how you are “conducting business” between personal and business pages. You also have to respect your clients’ privacy. It is the same as when you’re staging for photographs — you want to make sure only things that should be on display are on display.
There are options for more formal videos. Animoto and iPhoto are great applications where you can import images and videos to produce a stylized video. You don’t have to be in these videos, but you should brand it so people know who you are and where you are.
More recently, drone video has entered the video marketing strategy. They can provide some really awesome shots but it may an instance where you want to hire a professional to help you. There are so many different things the drone allows you to see.
Some of the most popular business videos are virtual open houses. This allows you to take interested buyers on a virtual tour of the house and also leaves the option to provide feedback or questions via some sort of form, so you are reacting to the video you just saw. This also allows for live engagement.
Nearly all social media platforms have the “story” feature — these are a GREAT way to start! They are short clips, but they also only stick around for 24 hours, so there’s a little bit less pressure. These story videos encourage you to keep your message to-the-point, as well as get frequent practice with pretty little effort.
The goals of your videos should not necessarily be the number of likes, but rather about connecting with your audience (quality over quantity). You can work to create custom audiences, so the people that are seeing your videos have really been tuned into your videos previously.
Now that you know all the benefits and different avenues for video, how can you incorporate it into your business? One thing to expect is that you won’t be happy with every (or maybe any!) take. It takes time to get used to how you look and sound on video and one thing Monica recommends is to give herself one take, even if it’s not live. Each video is a learning opportunity, so as you get started, you can learn as you keep producing more videos. One of the beauties of video in our culture is that it does allow for you to be authentic and gives room for your human mistakes.
One thing JMan has is a quick introduction video for his team. He has a small team, but a short introduction video allows clients or even other agents you may be working with to put a name with a face so they can get to know the whole team, rather than just you. They can feel like they are connected with the team at all points of the transaction.
You don’t need to have a ton of fancy equipment. If you have a smartphone, that’s a good place to start. There are some additional lighting options to enhance what your phone does. Next is the audio; they make external microphones. The lavalier is a style that both JMan and Monica talk about to get better-polished videos. You can use apps and tools to get better angles, and there are also devices such as gimbals that act as a tripod so you don’t have to recruit others to help.
One final type of video is the Matterport. This is a camera that does a high-res 360-degree scan of every room in the house and creates a virtual, immersive, 3D experience.
If you’re ready to get started on video, just remember to be you. Be authentic, and focus on building relationships.
Guest Links:
Guest Bio:
Jeremias "JMan" Maneiro, full-time licensed agent, it's my career, not a hobby.
Associate Broker — Highest form of licensing in Real Estate you can achieve. Department of State recognizes that you have the expertise and experience to be your own Broker/Owner but that you have decided to associate with a company.
Aggressive and experienced negotiator; I work with everyone from first timers to luxury home buyers and fight to get you the best price and terms with the least amount of stress to you.
I exceed the expectations of my clients by providing immediate response to their needs and better service through the mastery of today's technology. Instant access to e-mail, internet, and cell phone.
New home construction specialist; I help my client from contract to closing. We can determine what development, floor plan, structural and product amenities best fit your needs and budget.
My highly successful 30-day marketing program will sell your home faster and for the most money possible.
I am a life-long resident of Rochester — born in the City and raised in Greece, New York.
My custom home feedback system gets accurate and honest feedback from showing agents quicker and more often. This means the house will sell faster because we are more in tune with the market.
Additional Links:
Center for REALTOR® Development — Onlinelearning.REALTOR®
CRDpodcast.com — Podcast Website
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 08 Jan 2019 - 57min - 21 - 021: Helping Buyers with New Construction with Marion Napoleon
In today’s episode, Monica and Marion Napoleon talk about helping buyers with new construction — a topic that is important to both of them. The population in America is growing and demographics are changing.There are more single family homes as people are marrying later and divorces at all age levels create a need for more separate housing. Another factor is that people are living in more multi-generational housing situations. This together has created a general need for more housing. They explain some aspects of the process, how you can provide value as a real estate agent, and some tips for custom builds. Hopefully, this episode will help you understand why they love helping buyers with new construction, and why you should, too!
Buyers tend to like new construction because it gives them options. They are not worried about multiple offers and perhaps, most importantly, they are able to customize their homes however their budgets will allow. A lot of agents shy away from new construction, but it can be great for commission and helps to boost earnings. There is also a team that comes with new construction — a real estate professional, a sales agent, and a construction manager. All of these people are here to help the client get a new house.
One of the most important things for new agents is to get to know your area. Make note of what’s around you and connect with the new home agents so you can learn their processes and their products. You want to build up a “toolbox” so you can help your buyers make the right decision. Both Monica and Marion organize the information they collect into a Dropbox or Google Drive, as a buyer’s book. That way all the information is consolidated and easy to share with your clients.
There are several options when it comes to the payment. With home builders, there is already a real estate commission set aside for REALTORS®. This is something to educate and explain to your buyers up front, so they understand that it’s set aside whether they use it or not. As an agent, you can communicate with the builder and let them know what types of properties you might be looking for with your new buyers.
If you come into new construction in the middle of the transaction, it’s not too late! If you know that your client has started looking, you know that the interest is there, and you can do your research on other areas and show them some other options. If they want you to be involved, you can be. Don’t walk away anywhere in the transaction, because you can still provide value.
As buyers’ agents, there is a lot of value you can bring to a new construction transaction. As real estate professionals, you bring additional global knowledge to the transaction. You can present yourself as a consultant for the entire process, not just the new construction piece. This is especially important when it comes to the contract — you want to make sure you go through the whole contract with your client to make sure everything is understood and how the client wants it. If you are involved, you can troubleshoot proactively, rather than learning about problems once they’re a big problem.
When a big problem occurs, that is when buyers’ agents really show their value. You become an advocate for their clients and will go to the builders on their clients’ behalf. As a professional, you can mediate the issues and also find other options.
A home inspection is a must for new construction. When you get the inspection, don’t sign until everything that needs to be corrected on the inspection actually gets corrected. The inspection should ideally happen right before the walkthrough with the builder. Then you can bring the list to the walkthrough, and the builder can fix what needs to be fixed or provide a good explanation (in writing) as to why it can’t be fixed.
When looking at builders, you can direct buyers to do their own research so they feel confident in their choice. A great resource for consumers is the National Association of Home Builders (NAHB). Usually, they can see for themselves the quality of the construction, but you can also help ensure the process goes smoothly regardless of who they go with by encouraging an inspection (or inspections) along the way.
Custom builds can be a great option if you have the finances, the time, and the creative vision. The process of the custom build can be very overwhelming, because you have to find a floor plan, and also often have to find your own builder. The biggest thing to consider with a custom build is cost — the client is paying for every single thing they choose. You also have to consider the land involved, as well as working with the county/city for building permits, etc.
Another thing to consider as an agent is the payment on custom builds. You want to make sure these terms and agreements are negotiated and agreed upon up front. The commission often becomes a line item, and as an agent, you want to cover all your bases.
One of the last thoughts from Marion is to really educate yourself as a REALTOR® on new construction and then educate your buyers on new construction. If you sprinkle new construction into your other listings that you’re showing your clients, they may fall in love with something they didn’t even know was out there.
At the end, Monica lists some classes concerning new construction that are available at onlinelearning.REALTOR or training4re.com.
Guest Links:
Guest Bio:
Marion Napoleon is the broker/owner of Unlimited Realty Solutions in Grand Prairie, TX. She has over 17 years of experience as a real estate professional. She works with all kinds of buyers, and is a national speaker with the National Association of REALTORS®, as well as speaking on motivational topics. She is trained and certified to help you reach your goals and aspirations in every area of your life. For over 30 years, Marion Napoleon has devoted her life to changing the lives of others. Marion is a Real Estate Broker and Instructor, Certified Life Coach, Author, Nationwide Corporate & Christian Motivational Speaker, She is also Former Dallas Cowboys Cheerleader.
Additional Links:
National Association of Home Builders
Center for REALTOR® Development — Onlinelearning.REALTOR®
Real Estate Business Institute
CRDpodcast.com — Podcast Website
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 04 Dec 2018 - 56min - 20 - 020: Tax Cuts and Jobs Act of 2017 with Dale Carlton, Jr.
There have been some very significant changes made to the tax codes that are effective this year, 2018. In this episode Monica is joined by Dale Carlton, Jr., who has worked in real estate since the mid 1990s and has been an attorney since 2001, about how the new tax laws affect: real estate professionals, their businesses, and their clients.
The Tax Cuts and Jobs Act of 2017 provides the opportunity for people who made the same money in 2018 that they made in 2017 to see a reduction in the amount of tax they will have to pay. Currently, we all pay according to marginal tax rates — everyone falls in a tax bracket. Each of these tax brackets is going to be reduced. There will be some differences in deductions, and there is also something called qualified business income deduction — a deduction on profits.
The first thing to note is that the marginal tax rates have been lowered, and overall the amount of tax you pay on your taxable income will be a few percentage points less. Dale talks about some of the implications of this as well — there will likely be a decrease in the number of itemized deductions filed. What this means for real estate agents is that people will no longer have an advantage by owning real property as a home, because the standard deduction will exceed the amount of their mortgage interest and their other taxes owed. This corresponds to Section A on the 1040 form.
By raising the standard deduction, they removed some of the deductions we had previously. In the loss of the standard deduction, we lose of some of the aspects of the deduction regarding living in the same residence for two of the past five years. They also maximized the amount you could deduct of state and local income taxes along with real estate taxes and maximized the amount you could deduct from those groups to $10,000.
There are essentially four deductions that are still allowed: charitable contributions, home mortgage interest deduction, state and local income tax and real estate taxes combined, and then any medical expenses above 7.5% of your adjusted gross income. The $10,000 max of the state/local income tax and real estate can be added to charitable contributions, home mortgage interest, and medical expenses; if all of those added together are less than $24,000, you’ll want to take the standard deduction. If they are more, you would keep them itemized.
The home mortgage interest deduction includes your primary residence and a second home. You could write off the interest for these two as long as it was acquisition indebtedness.
The two changes that most agents need to be aware of is that they did away with personal exemptions. In 2018, there are no exemptions for any person, all are removed. They have, however, amended the rules regarding the child tax credit. They have doubled the child tax credit and increased the phase-out limit to start at $200,000 for single filers and $400,000 for married filing jointly.
For further clarification on the deduction for people who had owned a home for two out of the last five years, this is still intact in the way that we’re used to it. This is the profit of a sale on a principal residence. As long as you’ve lived in it for two of the previous five years, you could take up to $500,000 worth of gain and not have to pay tax on that gain. This was advantageous for real estate agents and investors.
Qualified Business Income Deduction: if you have a minor that can work for you in your business, they can get paid up to $12,000 without having to pay taxes. This is also a business expense you won’t have to pay taxes on. There are some rules with this deduction that will affect how we take our money. Everything changed in August — a lot of smaller business owners went to bat to protect them with these new tools. Instead of a tax bridge, you get 20% off your taxable profit, with up to a 25% qualified business deduction. If your taxable income is below the new thresholds, you will still qualify for this qualified business income deduction. Dale discusses even further some of the implications of the changes on this tax.
To make sure you are getting the qualified business deduction, you must get in with your accountant before the end of the year to make sure you’re set up correctly. You will also have to set up a corporation so that you can pay part of your money as salary and receive the other part as dividends from your company.
Having your finances for your business in a separate account is crucial -— you can get some good software, and you can run all your finances through the business account. Running your profit and loss for your accountant will be that much easier if your accounts are separated. Keeping better records will save you and your accountant a lot of time.
There were some changes in some of the ways business expenses are being looked at. Previously you could get a deduction on entertainment expenses, and now that is zero. There is discussion happening in regards to the 50% meal deduction in your business. Membership dues have also been removed, to social type places.
These are tax law changes that are occurring now. Most accountants right now are still filing 2017 returns until mid-October. From the middle of October through the end of the year is their chance to get caught up on the new changes, and will begin meeting with their clients. Be patient with your accountants as they get up to speed on the new changes — they will take care of you!
Dale’s Links:
Additional Links:
Center for REALTOR® Development — Onlinelearning.REALTOR®
CRDpodcast.com — Podcast Website
General info from NAR regarding Tax Cuts
Dale Carleton Bio:
For 16 years Dale has been representing Buyers and Sellers in Northwest Arkansas. He has personally sold well over $100 million in properties and constantly ranks as a top real estate agent in Northwest Arkansas. Dale spent 8 years with another company where they did over $3 billion in sales while he was an Executive Broker and Senior Vice President for the company. He has spent the last 8 years as the Broker/Owner of Carlton Realty, Inc. and continues to represent many of the clients he has worked with since he first started in the real estate business.
Dale is well known in the Northwest Arkansas area for taking a straightforward, direct and honest approach to real estate. His past clients will tell you that he does not like to talk fluff and is often very blunt about the market and what he feels is the best professional decision in any circumstance. Below are those things that separate Dale from other real estate agents in Northwest Arkansas.
Licensed Attorney for over 13 years. 2015 President of the Council of Residential Specialists (the largest and most respected professional real estate designation). Sells between $10-$15 million in real estate annually. Personally invests in real estate by owning multiple rental properties. Represents a number of renovators in Northwest Arkansas, including Mark Zweig, Inc., allowing him a better understanding of the remodeling needs of homes. Has built many homes in Northwest Arkansas. Is respected as one of the top 20 real estate educators nationally, and is invited to speak in 20-30 states annually. Has been a state real estate educator teaching many of the local agents their license and continuing education courses. Consults with large real estate companies across the nation on best practices for representing clients. Sits on multiple boards and invests his time and money into Northwest Arkansas.Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 06 Nov 2018 - 1h 03min - 19 - 019: Let’s Talk About Communication with Chris Donaldson
It’s easy to forget, in the real estate industry, that communication between people is as important as it’s ever been before — especially with the rise of technology. This is an issue in business and among people, in general. One of the most popular forms of communication these days is through our phones, though very few people actually use it as a phone. As a REALTOR®, it’s important to be aware of which forms of communication our clients are using so we can use their preferred method. This is also true for communicating with other REALTORS®. In this episode, Monica and Chris talk about different types of communication, as well as different attitudes to use while communicating.
Remember that we have to be professional 24/7 when it comes to communicating via technology. Just because we’re not speaking with someone face to face, it doesn’t mean our tone can’t be interpreted or perceived as rude. This is something to be aware of as you’re communicating with your clients and other people in the business. Early in the relationship, treat communication formally, and respond to the communication pattern of the other person once you’ve established the relationship.
There are four different personality (DISC) types and each type has a different preference for communication. You have to be able to work efficiently and well with all of those people. You don’t have to be like everyone you work with, but you have to be able to communicate with them professionally.
You may also need to rely on several different types of communication to relay the same message. If you’re sending along attachments, or maybe an offer, you may also send a text or give them a quick call to let them know those things are on their way. Monica refers to this as the trifecta of communication. Waiting on only one method of communication could cost your client a deal.
Email is an especially sensitive form of communication. Things can get lost in transit or it’s very easy to make a typo when entering an email address that could cause your email not to get to its intended recipient. There are also many third-party systems that handle email, and you could potentially unsubscribe from emails that might be important. Chris shares a tip — separate your business and personal worlds in your email. Make sure your real-estate-related items are going to a separate place from any personal emails to help ensure you’re not missing important information you need. This will also help you compartmentalize distractions during the day.
Chris shares a strategy he has for maintaining his emails — the four D’s. The first one is Delete: delete emails that aren’t important, or “junk mail.” The second one is Delegate: get things to the appropriate party right away. Don’t use your inbox as your to-do list. The third one is Do: respond to things that are time-sensitive but also take time each day to make sure you are responding to emails that need your attention. There are apps in the app store that manage emails that may have more features than the ones that come with your phone.
When communicating with text or email, make sure the people you are communicating with know who you’re are. That is, make sure in the text or email you have some type of signature so the recipient knows who are you and can get back in contact with you depending on the situation at hand. Make it easy to let people know who you are. One big takeaway: as REALTORS®, one of our big goals is to reduce resistance for our clients. Meditate on the systems in your business to see what you can do to make things easier for your client.
Challenge from Chris: Think about the question, What makes me an expert? As you continue to interact with your clients and consumers, make sure you are able to communicate what you do well. This also helps the REALTOR® understand their own self-worth and the position they have in the industry, and also provides something to build upon. Make sure you identify problems and share with your clients how you are going to solve them.
It is also important to keep your clients updated, regardless of what’s going on. Monica talks about a template-type email that could be sent the same time each week that keeps clients in the loop. Chris shares an example of a daily follow-up, and the “no update update.” If you’re working with a client on an issue, make sure you update them on the progress. Even if you don’t have an answer, let them know you’re still working on it so they don’t wonder about it.
Being an awesome communicator really helps client retention, especially during times when the market changes. The tougher the market, the communication is likely needed. Tailoring your approach to suit the client’s needs really goes a long way. If they think and know you are doing everything you can, the relationship stays strong.
Technology and communication are amplifying your ability to have one-on-one conversations with your clients. You have to prune both sides, the tech and the personal relationship, to create effective communication between you and your clients.
Monica’s final tips: When you get an email, make sure you send a quick reply to acknowledge the email. For emails, think about using a strong subject line to make it stand out. If you work in teams or with assistants, make sure the transfer of communication is clear, so the right person is getting the right information.
Guest Links:
Personal hub: thechrisdonaldson.com
Facebook: @thechrisdonaldson
Instagram: @thechrisdonaldson
Twitter: @christalksdaily
Youtube: tv.thechrisdonaldson.com
Additional Links:
Center for REALTOR® Development — Onlinelearning.REALTOR®
Additional Bio:
Chris Donaldson is a real estate broker, popular keynote speaker, teacher, business coach, entrepreneur, and leadership expert. A businessman with a teacher’s heart, everything Chris touches begins and ends with the goal of helping you achieve what you want.
Jumping into the world of real estate while still just a college student, he quickly transitioned his love of teaching to become one of the youngest certified real estate instructors ever in his home state of Louisiana. Now the CEO of Donaldson Educational Services, Founder/CEO of Donaldson Training Solutions and active real estate broker, his daily mission is to make YOUR life and career better.
Passion and enthusiasm to help others are evident in everything Chris touches. Whether that simply means helping you obtain that new license you desire, making sure you understand your license requirements, compliance, and continuing education, or doing his part to help you excel with “next level” training to help you succeed — it is all under the umbrella of the businesses and efforts Chris works on each day. The goal is simple, that someone benefits from any of the programs, courses, books, free content, or anything else that is created by Chris and his amazing team.
Chris currently lives in New Orleans Louisiana with his beloved “watchdog,” Putter. While not working on his businesses, he enjoys golf, fitness, and not burning down the kitchen trying to cook. Giving back to the community through various charitable foundations is always at the top of mind, especially those that can directly affect the lives and futures of those the organizations serve.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 02 Oct 2018 - 1h 03min - 18 - 018: Working with Lenders with Daniel Green
Monica first came across Dan while she researching mortgage reports. He actually started two separate ventures — first, was The Mortgage Reports, and second, he recently moved into a broader personal finance field with his project Growella. This project extends beyond mortgage and real estate, although that’s where Dan’s passion lies. In today’s episode, Monica and Dan discuss relationships and communications with lenders and details about some of the products, as well as suggestions on how to keep in touch with clients.
There are many people who want to buy a home but don’t think it’s possible because they’re not getting access to the information that lets them know how possible it really is. It really means a lot for people to own their own home, and it is a privilege here. For the next generation of home buyers, many of their opinions about finances were shaped by the negative attitude in the economy in the previous decade. One of the things Dan strives to do with his team is to empower people to let them know yes, you can get a home.
As REALTORS®, we need to recognize that we don’t know it all, and it’s important to have a mortgage lender that you know and trust and that you can recommend to your clients. How can real estate agents work with lenders and help facilitate the process without giving advice on something we don’t know about? When REALTORS® are working with mortgage lenders, both the REALTOR® and the lender are working toward the same goal. The situation for each buyer will be different, and in the end, both parties want to do what’s best for the client. As a REALTOR®, it’s important to read and keep up with mortgage-related news so you can be aware of when your client may be missing a piece of information. In these instances, it’s important to refer your client to a lender, who can handle the details of the situation better than you can.
It may be more likely you’re in a situation where you don’t know your client’s mortgage lender. It can be hard to put your faith in someone you don’t know, but we must remember that any mortgage lender who is serious about their business will hold each of their clients to the highest regard. Lenders who you don’t meet face to face often put a different standard of care on being available for communication.
Proactive communication will help everybody be in the know more quickly and can pave the way for easier communication moving forward. It can prevent a lot of miscommunication and potential drama. Many lenders are using their open communication as a selling point to clients. This helps REALTORS®, as well, and it’s important for REALTORS® to respect the two-way channel of communication between themselves and the lender.
There are several different types of loans. Conventional mortgages are any mortgages that are backed by Fannie Mae or Freddie Mac. They make up about two-thirds of all loans that are done. The stereotypical conventional mortgage borrow no longer exists. This is in contrast to the FHA, which used to be thought of as a home affordability product, and used to have a stigma attached to it for several years. There are also VA loans, which are loans that are available to people who are active military or veterans. They are most well-known for being 100% mortgages (the average down payment is 2%). The USDA loan (United States Department of Agriculture) are also 100% mortgages, and they offer lower interest rates as compared to other loan products. These are meant to promote home ownership in less densely populated areas.
For these four types of loans (conventional, FHA, VA, and USDA), many borrowers can move interchangeably between these four. You can’t necessarily know what’s best for you client without talking to a loan officer. Dan talks about some mortgage options that exist within these four categories, and the goal of the mortgage lender is to figure out which option is going to be best for the borrower for their specific home in this time. It is a constantly moving target, trying to find where a borrower fits best at any point in time.
Jumbo loans are a subset of a larger group of products called portfolio loans. These are non-government supported loans, where the mortgage lender keeps the interest. Some of the loans don’t meet the government’s requirements. A jumbo loan is a loan that is too big to meet the government’s rules. There are other mortgage programs that meet government regulations, but the lender still wants to keep the interest. Dan talks about a few different varieties for medical professionals, teachers, and first responders within a community.
The market has broad, overarching products from the government, and then individual products from different banks. It is a good idea to talk to two or more lenders, so you can get the best possible product and the best possible price. It’s important for lenders to communicate those niche products because buyers need them! By talking to a mortgage lender early in the process, you set yourself to be in a position where you are in control of your options.
Dan shares some current statistics regarding conventional loans and the FHA loan. They each have different insurance regulations and different interest rates. Right now, the FHA is good for people who have below-average credit scores and are buying multi-unit homes. People who previously held FHA loans have been refinancing their FHA loans into other categories. It’s a strange situation right now but it could change at any time. It is a good point of contact if you need to contact your clients.
Many states have organizations within the state that offer first-time borrower programs or other specialized programs. States try to promote home ownership within their state lines, and there are some quality programs out there. Many are trying to reach out to first-time home buyers. Many states also have down payment assistance programs. These programs are very beneficial and it is definitely worth researching which programs are available for the area your client is buying in.
Education is one of the most important ways to reach and inform your clients. Younger buyers typically want the education but part of the challenge is having the benefit of experience. You can’t get everything online, and you need to talk to people who are experienced and who spend a lot of time researching.
There are several other niche products with more narrow markets than the categories previously discussed. They might be the right product for a specific person, but it’s important to discuss with a loan officer who understands how the products work and whether they will really be beneficial for you or your clients.
For condominiums and other communities where there are a lot of investors, sometimes homeowners have a hard time getting a loan. There has been a loosening in requirements for condos, especially when it comes to investors. They now allow more investors in a building, but still make a loan to your borrowers. This is a great example of how mortgage lending is changing based on today’s market.
Is it a good thing for clients to buy down a mortgage rate? The idea here is that there is some type of market rate, and by pre-paying some of your mortgage interest, you can get a lower interest rate. A home buyer can get access to lower mortgage rates by paying an upfront fee. There is a reverse to this, where if you accept a mortgage rate that is higher than the market rate, the mortgage lender will give cash to you. Dan prefers this second option because even though you pay a little more each month, you are able to stay as liquid as possible.
One important takeaway for real estate agents is that they shouldn’t necessarily be concerned with the interest rate that their client has. The lowest interest rate is not always going to be the lowest cost. What you want to be looking for is the lowest overall cost. For a lot of people, the zero closing cost mortgage is often the best option. The main job of REALTORS® is to get your clients to a good lender, who will present them with all the options. It is important to stay up to date on what’s happening, so you can be informed for your clients.
Additional Links:
Guest Links:
Center for REALTOR® Development — Onlinelearning.REALTOR®
CRDpodcast.com — Podcast Website
Guest Bio:
Daniel Green lives in Cincinnati, Ohio. He’s currently the CEO of Growella, a publishing company that helps Millennials do more with their money and get more from their life. Dan’s last project, the popular mortgage website, The Mortgage Reports, was recently acquired, which was his third sale of a web-publishing business.
As a part of Dan’s successful entrepreneurial career, he has spent a chunk of his time writing software and lending his expertise as a top-producing mortgage loan officer. Dan’s market insights earned him a reputation as a top mortgage market commentator. Dan has been frequently cited in print, on the radio, and on television.
Before Growella, Dan founded and directed, the popular mortgage blog The Mortgage Reports (http://themortgagereports.com). The Mortgage Reports is widely recognized as the top consumer-focused mortgage blog in the country. The site offers unbiased mortgage loan advice to first-time home buyers, seasoned homeowners, and real estate investors; and, has been informing its readers for more than a decade.
Dan Green lives in Cincinnati with his wife and three children, all of whom enjoy living an active and healthy lifestyle. When Dan is not busy running road races and web publishing companies, he can be found playing hockey, goofing in the kitchen, or logging 40-mile weeks on the streets of Cincinnati. Dan is also a self-taught guitarist and enjoys playing and singing loudly for his two dogs — a Great Pyrenees and an Old English Sheepdog.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 04 Sep 2018 - 1h 10min - 17 - 017: Tech in Real Estate, Part 3: The Virtual Office with Sam Powell
In the last installment of the summer series on technology, Monica talks with our guest, Sam Powell, about the virtual office. Since beginning her real estate venture, Sam has been working towards being 100% paperless and 100% virtual. In this episode, she talks with Monica about the equipment she uses, the programs and applications she uses, tips for being successful and mobile, and also a little bit about her marketing and branding strategy. If you’re looking to go virtual or paperless, this is an episode you won’t want to miss!
One of the main things to be mindful of if you’re wanting to step into the mobile/virtual office experience, it’s important to have good battery management. Charge everything every night so you can grab and go when you need to. In addition to the hardware she needs for her work, she completes the virtual office by also bringing her marketing with her. She has branded stickers and labels that fit her devices as well as branded shirts, so when she is out working in the community she is marketing and networking.
When Sam is out and about, people recognize and notice her logo and she is able to start conversations and forge connections with people she maybe wouldn’t otherwise if she kept to herself. Sam and Monica talk about how their interactions in the community enhance communication and allow REALTORS® to polish their people skills.
Sam talks about her approach to using her phone to talk live with clients versus communicating via text or email. Like many of us, Sam doesn’t like being caught off-guard and prefers when clients send a text or email about what they want to discuss so she can be prepared with the necessary information. She is prompt in getting back with her clients. Often she leaves her phone on Do Not Disturb while she’s focusing on a project. Whatever your system is, if you’re proactive to train your clients, they will know how to work with your system.
Communicating via text and email also automatically allows client communication to be documented. It can also allow some privacy if you are working on location; there are less likely to be people around that may know your client. On the reverse, having a phone conversation or meeting face-to-face can allow for more clarity and emotion, especially with any questions or issues about a deal. After you have a phone or in-person conversation, you can always follow up with an email to review and recap the issues discussed, and then the conversation is documented.
To take client notes paperlessly, Sam uses Evernote. This program allows a one-stop shop; you can upload photos along with your notes. The notes in Evernote are mostly for Sam herself, and then to share information with the clients and it’s usually via detailed email. Sam also uses the electronic notepad that comes with computers and puts in notes that come in from the client. There are a few other applications and places where you could store this kind of information: Google Docs, OneNote/OneDrive (Microsoft), and Dropbox. Using things like Word and Excel can also help you organize client information and data as well as track trends.
One of the nice things about a mobile office and using some of these programs is that it’s easy to get set up on multiple devices. Sam tells the story about her mobile office being stolen from her car, and how quickly she was able to get back up and running after it was stolen. It also makes it easy to train additional members of your team.
When working out in the community, Sam always tries to be able to connect to the wifi in a minimum of two ways. She uses a Verizon hotspot, and her phone can also function as a hotspot. For a backup third solution, you can use the wifi at the location that you’re at, but you want to make sure it is a secure network, since you may be handling sensitive or secure client data. If you’re having to use data, you can conserve data by not sending attachments in email messages. You can paste the link to Dropbox or Google Docs where these files are stored and then they can access live documents. You can also train your clients to find the information they need in these shared folders. It also provides a place for clients to leave notes too, so there is little misunderstanding. This is helpful when comparing appraisals and reports for full disclosure.
If you use a hotspot frequently to connect to the internet, there are protection devices you can use. Please don’t use public wifi to run your business. There are lots of tools to help you, so don’t let this discourage you from pursuing the mobile office — just do it with care!
Another big point of the virtual office is flexibility. They make battery packs so you can charge your laptop without sitting near an outlet. Being proactive about working remotely is one of the most important things in being successful in working remotely. There are also battery packs that allow you to plug into a traditional outlet.
Sam talks about the hardware she uses to run her virtual office. When she’s home, she uses a Mac cinema screen connected to a MacBook Air. When she travels, she uses the Macbook. She also carries her iPad mini; it ends up being the same configuration that she has at home, just a smaller version. Since you’re paperless, you don’t need to worry about a printer. Your computer, hotspot, and phone should do the trick!
Circling back to her marketing techniques and brand set up, Sam talks about her approach to picking a location. She likes to switch it up and feeds off the environment around her. She also likes to explore her immediate neighborhood/community. Some agents will frequent the same few places, which allows you to get to know the staff and regulars that can provide connections.
Sam’s final thoughts for the episode: It can be really beneficial to be intentional about having someone else sit across from you from time to time and work side-by-side. It can be an opportunity to learn from your peers as well. In a day, Sam likes to set up shop once in a location and stay there until she has to drive to an appointment or something. She will sometimes post on Facebook where her mobile office is for the day and that allows people the opportunity to stop by and talk.
Additional Links:
Guest Links:
Center for REALTOR® Development — onlinelearning.REALTOR®
Crdpodcast.com — Podcast Website
Guest Bio:
2014 President of Women's Council of REALTORS®
Top Producer 2012 & 2013,
Awarded by the Chicago Association of REALTORS®
A real estate professional since 2002, Sam is passionate about making the industry better by educating consumers regardless of if you work with her or not, peer-to-peer sharing no matter what company you work for, or through her volunteer work as the 2016 Women's Council of REALTORS® Illinois State President, 2014 Women's Council of REALTORS® Chicago Chapter President, Game Day Operations Manager of the Chicago Force, a Women's Semi-Professional Tackle Football Team (2013 National Champions), as well as an active member of the Chicago Association of REALTORS® Professional Standards Committee. You can follow Sam on facebook.com/askforsam to see what she's up to at any time.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 07 Aug 2018 - 1h 04min - 16 - 016: Tech in Real Estate, Part 2: "Pay to Play" — Marketing on Social Media with Mor Zucker and Jamie Slough
Today’s guests have noticed a discrepancy in what REALTORS® are doing in person, versus their presence online. There hasn’t been a strong emphasis on online marketing. Mor Zucker and Jamie Slough from Denver bring their outside knowledge and background into their real estate business, specifically by using social media to bring them business and keep them top-of-mind with their clients. Social media is at the forefront of their business and they adapt the other aspects of their business to that as well.
One of the important aspects of how they use social media is in their intention — they post when it makes sense and try to be authentic in their posts. If you’re wanting to make social media part of your routine, it may be helpful to use a page manager so you don’t get distracted by the social media apps. You can also create a business page for your Facebook, and you can do this by going to business.facebook.com. The material on this avenue is all based on making it a business account rather than a personal page. They also make it a task to create an update on social media about new announcements or happenings in their business.
With the rise in technology, clients themselves now have access to all the listings on MLS as well as other off-market listings. The role of the REALTOR® or agent is expanded to being the voice of the industry as well as a transaction manager. The competition is high online, and you can’t necessarily depend on what you’ve been doing in the past to be effective now. You have to at least have a presence online, or it could end up being a huge detriment to your business; social media is where the people are. Agents need to focus on getting their social media up and running so they can stay in touch with the clients they already have.
Jamie and Mor have had a lot of success and positive feedback about their social media presence. One of the big things they focus on is making the post interesting, and include a lot of lifestyle items in their posts. They also discuss the importance of investing in your social media; you have to pay to play. As an agent, before you decide that social media doesn’t work for you, make sure you are investing the same amount of money into social media advertising as you are any print advertising.
They do share some of their business posts on their personal pages, but it’s very strategic. You don’t want to clog your personal newsfeed with your business posts. Mor also has a lifestyle blog (The Denver Ear), and the crossover here is very intentional as well. One recommendation she has for this is to write what you know about; your expertise will show through. On the lifestyle blog, the only advertisements they use are exclusively for their real estate business. The blog is linked on their real estate website as well, so it works as a two-way street. They defer to their clients for ideas and recommendations for the lifestyle blog. This helps to keep previous clients engaged and involved.
This idea of the lifestyle blog can be translated to other outlets in the same way — maybe you have a video blog or a podcast; the crossover can be shared with any marketing outlet. In their social media journey, Jamie and Mor learned that you can’t do everything well, so it’s better to choose one or two avenues that you excel in and push really hard at, and don’t try to do everything.
The call-to-action varies, based on the goal of the post or the ad campaign. But in everything they do, the overall goal is to direct people to their website. From their post, they lead people to their website where you might be prompted for further information. Directing traffic back to the website helps them track statistics and evaluate results. As an agent, your website needs to add value to your clients. Always think about the consumer and why they should come back to your website.
Facebook ads are a big way to advertise. When you go through the business page (business.facebook.com), you have more control, and it also tracks and provides analytics of your marketing. They also do A-B testing; by changing different variables, they can test what combination will maximize their return. Some other tips Jamie and Mor have for Facebook ads: 1. People are visual creatures. Make sure your ad is mostly visual — a photo with a bit of written content is more effective. 2. Make sure you are intentional about what it is you’re trying to achieve with your ad. Jamie and Mor have been experimenting with using video on their ads. When doing video on social media, always think of your viewer. People also like when other people are in your videos and your clients can relate.
Don’t let the fact that you think you can’t do something prevent you from exploring and experimenting with different technology. Many video apps are user-friendly, and you won’t know what works for you until you give them a try. One new thing Jamie and Mor are trying is Facebook Pixels. This essentially grabs data from your website on the people that transition from Facebook to the place you’re converted them to, and holds that data so later you can determine how to retarget those people. It’s quite simple — it’s just copying and pasting one line of code. You need to update your ad based on that pixel.
Before you spend any money marketing online, make sure you are ready to respond to your clients and viewers. Systems need to be set up for the appropriate follow-up. You have to be ready to follow up with any inquiries you might get online. It’s important to respond promptly, so it’s a good idea to make this part of your daily schedule. It is valuable to advertise your listings to other agents as well.
Final thoughts for today’s episode: Everyone has an ability that they are excellent in. As an agent, take what you’re excellent in and showcase that online. As soon as people see what you’re doing, you’re going to get more business. Everyone has access to the tools Jamie and Mor are using, but it’s about changing your mindset to make them work for you.
Additional Links:
Center for REALTOR® Development — onlinelearning.REALTOR®
Crdpodcast.com — Podcast Website
Guest Bios:
Jamie Slough and Mor Zucker, two accomplished Broker Associates with Kentwood Real Estate Cherry Creek, have established themselves among the upper echelon of the nation’s real estate professionals who specialize in the marketing of luxury properties.
The duo’s comprehensive marketing and technology backgrounds, coupled with their affiliation with the world’s foremost luxury property networks, have enabled the top producing brokers to secure distinctive listings while others fall short.
Slough and Zucker have won multiple awards for their work including the 'Best Overall Marketing Package Agent' Award (2017), the 'booj Award' (2016), and are multiple-time award nominees for categories such as, 'Most Innovative Marketing Technique' & 'Outstanding Social Media Savvy'.
Mor Zucker is also the Founder of the website, The Denver Ear, a news and media outlet that focuses on local events, restaurants, and family activities in Denver. The Denver Ear currently has over 150,000 unique readers per month.
Website & Social Media Links:
Instagram: @Teamdenverhomes
Facebook: Team Denver Homes — Kentwood Real Estate
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 03 Jul 2018 - 1h 07min - 15 - 015: Tech in Real Estate, Part 1: Social Media Strategy with Marki Lemons Ryhal
Today’s episode is the first in a three-part series on technology; this episode focuses on social media and how we use can use it in our real estate business. So many people engage with social media every day — we and our clients are all in. Today’s guest is Marki Lemons Ryhal and she joins Monica today to talk about the vast ways that we as REALTORS® can use social media to help ourselves and our clients. There are free and paid ways to use social media. Marki is teaching REALTORS® all over the country how to improve social media presence and make social media work better for them.
Many real estate agents are having success on Facebook, Instagram, and LinkedIn. Facebook is good to reach a large number of people because about two-thirds of internet users have Facebook, regardless of age. Instagram is popular because we are a visual society, and we can get information quickly and succinctly on Instagram. Marki also uses LinkedIn, but this is more useful for those in commercial real estate. As a commercial agent, you could use LinkedIn to join the Employee Assisted Housing Program and connect with Human Resource directors. For people who may be focusing on more niche markets, Snapchat and Pinterest can be other good platforms to utilize. Twitter is a popular platform, but there is the character limitation; a good way to utilize Twitter is to post photos and short videos.
Many agents feel overwhelmed by all the media and finding a balance between being a good business person and being authentic across all these different platforms. It’s important to go back to your business plan and focus on who your business plan needs you to be in front of. After defining your customer (or who you want to be your customer), and looking at the demographics and profiles, pick the media that will best reach these clients. You want to engage with the tools they already have and use.
Marki talks about Community SEO, and how you can utilize social media to start showing up on the platforms you use. If you tag the location when you’re using social media, people will start to know who you are. You can do things in the community offline, but post it online. The focus on getting out in the community is important because people want to do business with people they trust. You will also have a higher conversion rate from the people that you meet, versus the people you haven’t met. You learn to leverage social media to get your community activity onto the web.
A hashtag is a pound sign followed by a word or a group of words. Hashtags can filter or streamline a conversation. People can search by hashtags, so it’s important to be honest and use your hashtags correctly. You might consider creating a branded hashtag custom just for you. Marki warns about being a little cautious when using hashtags because if you use something too generic, you might expose your competition. It’s a balance between using phrases that are commonly searched, but also set you apart from your competition.
Facebook is a treasure trove of information for our clients. Marki talks about some specific ways REALTORS® can use Facebook to enhance their business. Facebook is the largest and probably most accurate listening device because people share all of their business in real time. As people share their life events, you can begin to gauge motivated sellers. You can also use this to help bridge the gap between the online and offline relationship.
REALTORS® share content consistently with consumers that they don’t engage or interact with. You have to think about how to educate the consumer and be first in mind, but don’t give them content that the consumer won’t engage with. Using platforms and mediums that can deliver the content they will interact with (videos, photos) will lead to a higher chance of success. Most people do business with the first person they interact with, so it’s important to make sure your social media presence is strong and respectful.
Facebook has a feature of lists, where you can separate people into groups like you might on an email distribution. Marki uses the Facebook Messenger app to talk to potential clients and other network connections. It serves as an extension of her client relationship management system. Marki describes some specific ways she uses Messenger and Chat Bots to enhance her relations with her customers.
As real estate agents, we often think about the things we like and don’t like, but we have to put ourselves in the shoes of our consumers and how they like to shop. This can help you shape your online presence so you’re reaching your consumers.
When creating your social media profile that is friendly and business-appropriate, it can be helpful to start with a clean slate. You want to tell people what you do, but avoid describing it like you would in the MLS. You want to include where you do business, adhere to license law, and the REALTOR® Code of Ethics (include the company that you work for). You want to talk to people in the manner that they’re searching. Marki also recommends using emojis, and maximize the character count. Write a bio up to 160 characters with what you want to be known for at the very beginning. Then you can use this basic bio and tailor it for different platforms. Your bio serves as the introduction to you, and you want it to be something that will help bring you to the top.
Videos can be a really helpful tool for using social media for real estate. One of the best platforms for videos, photos, and messenger is Snapchat. It is also a little bit more of a casual platform and can allow you to connect with your consumers in a more light-hearted way. You can use Snapchat to post to Instagram and Facebook stories as well, but you want to be strategic about what content you overlap across platforms so it’s not exactly the same across all three.
What are some ways to market a property or yourself as a real estate agent in an authentic manner? A great way is to utilize live videos to do previews to open houses, highlight price changes, or updates to the property. If there is a marketing event for the property, you would want to live stream that as well. Facebook, Instagram, and Snapchat all have the options for live content. Video content also lets you post across multiple platforms (including YouTube and podcasts) without creating new content for each video. Some apps Marki recommends are Quik by GoPro and Animoto. In a video, you can also share a landing/lead capture so they can leave their contact information and you can add them to your CRM.
Marki talks about how to be intentional about marketing on your social media platforms. Marki and Monica both recommend time blocking; Marki does an hour every day Monday - Friday. If one solid hour is too much, you can break it up into smaller chunks. You want it to be on the calendar to make sure you still make social media efforts.
Marki’s final advice for listeners is to video every single day. People care about if you can solve their buying and selling problems. She encourages everyone to create video content! If you don’t want to do live content, take your photos and turn them into videos because you want to give consumers what they want, where they are.
Additional Links:
Center for REALTOR® Development — onlinelearning.REALTOR®
CRDpodcast.com - Podcast Website
Guest Links:
Guest Bio:
Licensed Managing Broker, REALTOR®, avid volunteer, and Major Donor, Marki Lemons-Ryhal is dedicated to all things real estate. With over 25 years of marketing experience, Marki has taught REALTORS® how to earn up to a 2682% return on their marketing dollars.
As a REALTOR® Marki has earned the several sales award, the REALTOR® Achievement Award, and the President’s Award from the Chicago Association of REALTORS®.
She is a five-time REALTOR® Conference and Expo featured attendee, one of 80 speakers selected to speak at the REALTOR® Conference & Expo three times, and an Inman closing Keynote speaker.
By consistently offering sound industry analysis and professional guidance, Marki’s expertise has been featured in Forbes, Washington Post, Homes.com, REALTOR® Magazine and has also been included on CBS News Chicago and CBNC.
Marki holds a Bachelor of Science degree in Management from Chicago State University, a Master’s in Business Administration from Saint Xavier University, and over fifty real estate related licenses, certifications, and designations.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 05 Jun 2018 - 1h 06min - 14 - 014: Senior Market, Part 2: How Elder Care Professionals Can Help with Barbara Boone McGinnis
Continuing last month’s episode and conversation about the Seniors Real Estate Specialist® (SRES®) Designation topics, today’s guest joins Monica to talk about the legal side of things. Barbara will discuss estate planning, probate, trusts, and what you can do as a real estate professional. This episode is full of great information and advice, and it’s important to remember that as real estate agents, we may need to recommend an Elder Care professional to our clients in order to best serve them. Topics discussed offer a great place to start and some ideas to share with our clients, but ultimately people like Barbara will be able to give our clients the best information.
Barbara works at a firm that specializes in Elder Law — the primary focus is helping older people (or the families that care for older people) navigate the healthcare system, estate planning, asset protection, and post-mortem issues. Many people immediately turn to real estate when things change in their life; REALTORS® get called in when sometimes their clients may need to be referred to other professionals first. One of the things they advocate at Barbara’s firm is to be proactive as you’re approaching older age, and becoming aware of what’s in your community. Many things have changed over the last several years and many of them for the better.
Barbara and Monica talk about the importance of planning a will and what estate planning looks like for people. A will is a written declaration of what your wishes are for your assets are at your death. It is good for everyone to have as well, as soon as they have something that’s worth protecting (assets, children). When it comes to estate planning, it should be thought of as a process rather than an event. As our lives change, estate plans may change in focus. Estates often include Powers of Attorney, usually one for healthcare and one for general business purposes, which is what REALTORS® would likely be looking for. There are ordinary and extraordinary Powers of Attorney, and each one allows different scopes of authority. When dealing with Powers of Attorney, it’s important to understand that every POA is not exactly the same, and understanding the authorities that are allowed.
There are different competencies for POAs and can be effective immediately or effective upon some future, contingent event. As a real estate agent, you may be working with adults that don’t have full capacity. Legally, they are competent until they are adjudicated not, but they may have limited capacity depending on what type of decision is being made. This capacity may be something of concern for real estate agents. In this case, agents can go to the client's Power of Attorney or a family attorney or could go to their closing company attorney. As an agent, if you’re unsure about a client’s capacity, a respectful approach would be to ask your client if they have a Power of Attorney, to serve as a sounding board for security measures. That way the POA can protect all parties involved, but the older client can still feel like they are in control of the decision. You could also ask if there’s another professional advisor they’d like to run the decision by.
Some other documents that are part of estate planning are HIPAA release, as well as a will substitute, like a trust. Trusts are legal documents that permit you to transfer assets either prior to your death or after. The grantor is the person that sets up the trust, and it’s their purpose for having the trust that guides how it’s used and what language needs to be in there. The trustee is the manager. The principle is the asset that is titled to the trust; beneficiaries are the persons who are supposed to benefit from the trust in life, as well as remainder beneficiaries that will inherit the asset after the death of the grantor. Some are very wealthy, but you really don’t have to be super wealthy to benefit from a trust. A trust is a good way to manage assets of a vulnerable person. The takeaway here for real estate agents is to be able to offer clients the trust without putting children (or someone else) on the deed.
What about probate? Probate is not just about transferring title to a named beneficiary; it is also about cutting off claims of creditors. REALTORS® general prefer real estate to go through the probate process because they can be assured there aren’t outlying, lingering creditors. There are ways of transferring real estate that may avoid probate. Barbara talks about some of the different ways you can own property that would prevent the property from probate. If you die without a will, a judge will say how the assets are going to pass. You may have full probate, or something called muniment of title, which serves the purpose of transferring title (not full probate).
There are many small details that can change the outcome of a transaction. There may be a general answer to a general question, but you may find something out later on that could change the answer. There could be laws or practices that differ from state to state that could change whether you can sell a property under probate. Barbara shares some examples in the state of Tennessee, and how that compares to what she sees in other states. This could play into inheritance tax as well. There is an estate tax on the federal level (the exemption is 11.8 million), and the inheritance tax is a state tax in different states.
One of the things they talk about in the Senior Specialist Designation class is Medicaid. Medicaid is a federal set of laws that is administered on a state level. It’s designed as a safety net program for categorical eligible people for medical insurance but also serves as a payer for long-term services and support. A lot of people think that having Medicaid pay for their care at the end of life might be a good idea because they’re afraid their assets would be used up having to pay for nursing care. There are several types of mature adult housing before nursing care, and Medicaid does not cover those expenses. Assistance for these types of expenses may differ state to state; Barbara shares how TennCare works in Tennessee.
There are income restrictions that govern whether a person can use Medicaid. You have to look at income versus net worth, and sometimes you can protect your net worth through the use of an irrevocable trust. This requires some planning because there is a 60-month lookback for Medicaid. There is usually a workaround for the trust, but you wouldn’t need to address this until the point of application. There are so many ins and outs and they differ from situation to situation. It’s important to help your clients find the professionals they need to figure out how they can benefit most.
When people decide they need the help of an elder care attorney, what options do they have? It may seem expensive upfront, but will likely save a client money in the long run. Many people are surprised by what Elder Care Law firms can offer. It’s important that other professionals, who have likely worked with adult clients for much of their lives, are aware of elder care law professionals. Fees typically would be 1-2 months of nursing home care, so it’s affordable and reasonable value. Elder Care Law is a growing niche in the US; it seems to resonate with younger people that are looking for a truly meaningful career.
As people are aging, we need more care. The laws continue to change as well, and when you’re dealing with so much government regulation, it’s important that you’re working with someone who is staying on top of the changes. It’s always the law that’s in place at the time a person passes that will impact a state recovery for Medicaid recipients.
To learn about social security benefits, there is a lot of information on the social security administration website. To get the best information, going to a certified financial planner is the wisest course of action. They should be able to recommend when you should start taking your social security, whether you should draw from your spouse or on your own, and what to do it you’re widowed or divorced.
There is a lot of information out there on the topic of elder care. It’s important to consider all of your sources, and streamline it down to your options and planning proactively for the future. People should get started early, and know that their estate planning is a process, rather than an event they can check off on their list of things to do.
Guest Links:
Facebook: Takacs McGinnis Elder Care Law
National Elder Law Foundation - Find a Certified Elder Law Attorney in your area.
Center for REALTOR® Development — onlinelearning.REALTOR®
Crdpodcast.com - Podcast Website
Guest Bio:
Barbara Boone McGinnis, CELA
Barbara is certified as an elder law attorney by the National Elder Law Foundation and as a Certified Elder Law Specialist by the Tennessee Commission on CLE and Specialization. She is also a VA-accredited attorney. Before receiving her license to practice law in Tennessee, Barbara spent more than 20 years as a Registered Nurse and Gerontological Nurse Practitioner.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 01 May 2018 - 51min - 13 - 013: Senior Market, Part 1: Current Tips & Trends for Mature Clients with Bobbi Decker
Real estate is for people of all ages. As we age, sometimes our lifestyle and living situations need to change. Today’s guest, Bobbi Decker, joins Monica on the show today to talk about the Seniors Real Estate Specialist Designation® (SRES®) and what kinds of things you will learn in the class when you get the designation. As we work with our mature clients, it’s not about the transaction — it’s about helping them with their next lifestyle.
Bobbi, who has now been in real estate for 35 years, got started working with mature clients when some of her first clients came back to her looking for new solutions as they began to age. For many of her clients, she’s been part of their story as she’s helped them with their lifestyle changes. One of the things that are important to her is to help make sure that as her clients age, they don’t get ripped off and lose what they’ve spent a lifetime building.
As a REALTOR® working with mature adults, you’ll likely encounter some from the GI generation, the silent generation, and the Baby Boomers. Having been raised in different times, they are each looking for different things and approach transactions in a different way. Those in the silent generation are generally stoic and reserved, and risk-averse. Baby Boomers, on the other hand, are really redefining what it means to retire.
While Bobbi doesn’t plan on ever retiring, many Baby Boomers are getting to the age of retirement, turning 65 at the rate of 10,000 per day. Some of them have saved up their money, but others have spent their funds traveling, supporting kids and grandkids, and their finances aren’t quite what they hoped going into retirement. Bobbi has a friend who is developing retirement communities in Central America that will offer affordable retirement housing for mature clients. Bobbi has been traveling around to Costa Rica, Ecuador, Panama, and Nicaragua to see some of the locations for these retirement communities.
Bobbi shares some of the things to be aware of if you’re interested in purchasing some of this international real estate. The biggest thing is the infrastructure in some of these countries: making sure the water gets connected, and you actually have hot and cold running water. You also want to make sure you know of the local customs and expectations, as well as tax laws. Getting help from a REALTOR® who is connected with NAR can help you get the answers you need.
Not everyone wants to retire outside of the United States. There are still many options for people wanting to change their lifestyle after retirement. Many of the older clients are looking for places where they can get a little extra help, like nursing homes or assisted care. These types of communities have really come along as well, and they’re changing for the older generations because of the Baby Boomers who are worried about their parents. Some of these new facilities are very nice, but they can be expensive. Some people will use the money locked up in their current house to help pay for retirement living.
Where Monica lives in Tennessee, there are several different options for senior living — independent living, assisted living — and these are financed in different ways. If you’re looking for a place to live after retirement, don’t be afraid to ask questions about what’s going on in your community. There are affordable options for everyone. Being surrounded by some kind of community can also help increase quality of life in retirement.
For agents, when you’re working with mature clients who are looking for senior living, there usually isn’t payment for agents to help in these situations. But the marketing departments at assisted living and retirement centers are very nice and are usually willing to work with REALTORS® to answer questions and learn about options.
The SRES® coursework is meant to help teach real estate professionals how to help their 50+ aged clients. It’s not always about age — it’s about a stage of life and need of the individual. When you’re consulting with your clients, make sure to listen to the needs and desires of your clients and make suggestions that would work best for them. There are many places and universities that are offering opportunities for these clients to be involved in the community as well. These extracurricular activities also can help the quality of life for our mature clients. SRES® also lets REALTORS® make these people like family before clients, as you sit down and discover where your client wants to go, what they desire, and most importantly, what they need.
Both Monica and Bobbi share some stories of solutions they’ve found for their clients, from staying in their current home, finding assisted living or independent care, or living with your kids or a caretaker and having a daytime option for socialization. If you’re a client that’s ready to start looking for a place of living for your next stage of life, look for REALTORS® with the SRES® designation! They are trained to look at the options and the bigger picture.
Another benefit of the SRES® class is to get access to the vendor list to help build a team that will help their clients. They may need an elder care attorney, a finance person, or someone who can help them sort out their stuff. This stuff is their memories, and you have to be very careful and respectful in how you deal with this. Your clients can take the opportunity of the services these vendors provide.
The longer you wait when you’re looking at options for assisted care, the fewer options you have if your health deteriorates. Older people can still feel rejection if they are unable to live in a community they wanted to live because of their health condition. It’s important to think about this and help aid your clients in finding a place that is going to accept them and provide good care.
Some of Bobbi’s final thoughts on today’s topic are to get the experts involved; get the people involved who know what they’re doing. If you’re trying to do legal things yourself, there could be tax ramifications involved and other expenses for your clients. An SRES® designation will give you the list of vendors that can help provide expertise in some of these situations. Your clients will notice when you take the extra time to care for them during the whole transition to their new lifestyle as they age.
Additional Links:
Guest Links:
Website: Bobbidecker.com
Facebook:Facebook.com/BobbiDeckerTodaySothebysInternationalRealty
Linked In: Linkedin.com/in/bobbidecker
Center for REALTOR® Development — OnlineLearning.REALTOR®
— Use coupon code PODCAST to get 15% any regularly priced course
Live Designation Classes — Training4RE.com
Guest Bio:
Bobbi Decker has excelled in the field of real estate for over 33 years. She lives in Burlingame, CA. Her education, experience, designations, and achievements exemplify her skill and leadership as a REALTOR® and Broker Associate. In addition to her professional virtues, she is a dedicated and generous contributor to the community. As a talented video producer and host, Bobbi also enjoys creating video programming for the community on her favorite subjects including real estate, Bay Area women’s achievements, and the senior population, as well as creatively weaving it into her professional work as a REALTOR®.
Bobbi, a dedicated problem solver, and motivational leader, passionately approaches and accomplishes her many professional and community opportunities. Some of the highlights of Bobbi's career are:
• Seniors Real Estate Specialist (SRES®)
• Certified Real Estate Specialist (CRS)
• Graduate Real Estate Institute (GRI)
• Certified Luxury Home Marketing Specialist (CLHMS)
• SAMCAR Board of Directors 2007-2013
• REALTOR® of the Year – 2008
• Lifetime Achievement Award for Sales Production since 1990
• American Business Women’s Award of Achievement
• Santa Clara County Woman of the Year Nominee for Communication
• San Mateo County Board of Supervisors Commendation Award for Service to the Community
• Real Estate with Bobbi Decker – Host/Co-producer
• Bay Area Women – Host /Co-producer
• Living Longer Living Better – Host/Co-producer
• Television and Global Live Streaming – go to PenTV.TV for on-air and streaming schedule
• Radio – Wall Street Business Network, Real Estate Radio LIVE every Friday, 3-4pm, 1220 am radio, live streaming worldwide at KNOW.biz
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR
Tue, 03 Apr 2018 - 58min - 12 - 012: International Real Estate with Mark Makoto Kitabayashi
As the world keeps growing, global business and international real estate are becoming more common and more popular. Mark Makoto Kitabayashi lives in Washington State and teaches the certification class for Certified International Property Specialists. He joins Monica on the show today to talk about aspects of the global real estate market, and how REALTORS® can help clients involved in these transactions. Monica and Mark talk about how to develop rapport with foreign clients, what things to focus on, cultural differences, as well as some of the technical aspects of completing these kinds of transactions. Today’s episode is a wealth of knowledge — you won’t want to miss out!
Mark is a first-generation immigrant; his parents came here from Japan when he was twelve years old. He went to school in Los Angeles, and before he got involved in real estate, he was doing international corporate travel and international import/export. He’s been doing real estate for about 17 years, and actually got into international real estate via his first real estate client who was Vietnamese.
Homeownership is a dream of most people in this world. Here in the States, we know this as the American Dream, but around the world, everybody wants to have a safe place for their family. But if you’re looking to buy real estate somewhere other than your country, there may be some cultural differences to keep in mind as you go through the process of acquiring the real estate. As agents, it is our job to help them achieve their dream of homeownership, no matter the culture. If you have that foundation, you can do a great job.
The culture in the U.S. is heavily influenced by immigration. Globalization and the progression of technology (and tools that allow information to spread more quickly) have contributed to the way we do business and how people look for and find houses. There are many ways to communicate with people about finding areas and this helps give everyone the opportunity to meet international clients.
The Certified International Property Specialist designation is about learning about foreign buyers or local buyers who are foreign-born. It teaches American REALTORS® about business in other cultures. Our perception of what global business is may differ but, for Mark, all global business starts locally. The goal is to understand how different cultures or different parts of the world handle business and how they handle real estate specifically. There are typically two types of international clients. The first is people locally who are foreign-born and probably speak English as a second language, looking for real estate locally. You could also have clients abroad that are looking for property in your area.
When working with domestic foreigners, the biggest thing is that they want to work with someone they can trust. Knowing their first language would be helpful, but building a trusting relationship can help grow your business with other people in that culture. There are two aspects to keep in mind when working with domestic foreigners or international clients. The first is understanding their understanding of how the real estate transactions are conducted in the countries that they’re from.
There are two big groups of different culture: high context culture and low context. In high context culture, the relationship is more important and personal space is very large (less physical contact). Low context is agreement-driven and personal space is very small. In high context, the relationship usually comes first before negotiations start, unlike low context, where the start of a negotiation is usually the start of the relationship.
As an American REALTOR®, you can do some pre-emptive research about the culture where your client comes from to better understand what processes they’re used to. In addition, there is nothing wrong with asking questions or sharing what you understand to make sure that’s how they understand as well. It is better to ask than to assume.
When it comes to negotiation, the key is communication, communication, communication. In our low context culture and the ease of text and email, it’s important to establish a method of communication that is right for that clientele. This might be a text, but they also might prefer a phone call or a visit. Another aspect is considering a bargain — in some cultures, this is one of the first things that is addressed. Comparing how things work here to how they work in the culture where your client is from can also be very beneficial. This should be done in a professional and respectful manner. Mark shares a story of a low context versus high context culture that he experienced when working with a Vietnamese client, and how bargaining is different. Essentially when working with domestic foreigners, it’s important to educate them on the real estate norms in the U.S. without being blunt or overpowering to them.
In some cultures where back and forth negotiation is more common, as a representative of a domestic foreigner, you may find yourself in a situation where you are the go-between and can offer something else to sort of halt the negotiation. As a representative of the seller, understanding our own client as well as the opposite side makes a whole lot of difference.
What are some of the other details involved in international real estate? For Mark, with his global business background, he found that the CIPS class really helped him learn the cultural aspect of exchanges but also learn how real estate was transacted in different places around the world. If you have friends from other cultures, you can also have an open conversation to learn more about each other’s cultures and as a REALTOR®, you can learn how you might best conduct business with other people from their culture. Other cultures may also have rituals or traditions that become a part of the real estate transaction, and as a real estate agent, you have to be sensitive to things and help work around them to satisfy your client. Monica and Mark talk specifically about some aspects of Asian cultures and share some stories they’ve experienced with their own clients.
Mark shares some ideas of topics you can discuss with your clients to start the conversation. Food is usually a good icebreaker for any culture. You can ask for restaurant recommendations in your area. Immersing yourself in their culture, or learning about their culture, can help you start to build the trust with your client.
There are some technical aspects of foreign real estate to consider as well, such as currency conversion. Arrangements for closing dates, etc., may have to be made to accommodate the time it takes to convert the currency and get it sent to the correct channels. One thing Mark recommends is having your currency converted and sitting in a U.S. bank before you even begin any transactions. This will allow you to complete the transaction more quickly and can eliminate the exchange rate frustration as well. If your clients are living in the U.S. on a Visa, they can usually get a mortgage. For these types of transactions, it is good to have a team who understands all aspects of a transaction like this. This could include an immigration attorney and a lender who understands foreign buyers.
One of the benefits of the CIPS designation is that you could learn things that you didn’t even know you didn’t know. It is also a great way to network and find colleagues that may be able to give you advice on other cultures. The NAR also has global reports where you can learn more about other countries.
For people who want to start serving an international market, begin by incorporating this into your business and action plan. This could be as simple as attending a cultural event — it doesn’t necessarily mean you jump right into a foreign transaction. If you have a good business model that serves foreigners, you can successfully help more of those clients find a home and also grow your own business at the same time.
When working within the context of global business, you have to remain Fair Housing Compliant. There is a fine line between discrimination and preferences. As a REALTOR®, you have to be neutral and treat everybody equally. You also need to let your client know about the fair housing laws in the United States.
Your global business starts in your local marketplace. As times move forward, it’s going to be hard to avoid global business. It’s important to start incorporating it into your business and action plan now, so you can be proactive about working with foreign investors and domestic foreigners. When you’re more educated about these subjects, it will be more fun for you and your clients. Don’t be afraid to ask questions!
Guest Links:
Facebook: Facebook.com/markkitabayashi
LinkedIn: Linkedin.com/in/mark-kitabayashi-4b5712b/
Twitter: Twitter.com/MarkKOlympia
Additional Links:
Center for REALTOR® Development — OnlineLearning.REALTOR®
— Use coupon code PODCAST to get 15% any regularly priced course
Live Designation Classes — Training4RE.com
CIPS Designation:
NAR.REALTOR®/education/designations-and-certifications/cips-designation
At Home with Diversity Certification:
NAR.REALTOR®/designations-and-certifications/at-home-with-diversity
Guest Bio:
Mark Makoto Kitabayashi, Managing Broker (CIPS, AHWD, SRES, ASP, CSP)
Mark has been a REALTOR® in Washington State since 2000. He is part of the Management Team at Windermere Real Estate/Puyallup. He is one of the top producers in the area for the last 10 years and actively involved with REALTORS® Association at all levels. Thurston County REALTORS® (Local Association) President in 2006 & 2010. Washington State Association President in 2013. At the National Association Level, he has been on the Board of Directors since 2011 and involved in the Global Business Alliance Division since 2006. Currently, he is the President’s Liaison to Japan, and in 2017, He was part of the Enlarged Leadership Team as Committee Liaison to All Global Business. In 2019, he is in line to become Regional Vice President for Region 12. He is a licensed CE instructor for Washington State and is also teaching NAR Designation Classes, such as CIPS & AHWD. His extensive international marketing, R&D, and sales experience of over 25 years add extra dimensions to his expertise.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 06 Mar 2018 - 1h 05min - 11 - 011: Working with Teams in Real Estate with Matthew Rathbun
Teams are an increasingly popular method of serving clients in the purchase and sale of a home. Today’s episode is all about teamwork in real estate — whether you want to build a team, join a team, or communicate better with a team. Our guest, Matthew Rathbun, comes with firsthand experience from his own firm of setting up agents with success for team building. Monica and Matthew will discuss what a healthy team looks like, how you can start building a team well, and for new agents, helping them understand what they need from the team, what they are getting from the team, and what they need to provide for that team.
After years of observing teams and being a part of them himself, Matthew has learned what works with teams and what doesn’t. Most states have neglected the team concept, which has left brokers and REALTORS® to figure out things on their own. A number one failure is that teams become an agent and an assistant and they get to a point where they just start throwing people together as a team, rather than sitting down and making a plan for moving forward. We typically default to what we do best, and when you look for people to fill out your team, you want someone whose skills and traits are compatible with yours, but not exactly the same.
Another thing to consider as a team leader is the element of training. When you’re ready to hire or bring someone new on your team, you have to have a plan to allow a period of time to train them to be able to do what you want them to do as part of your team. If you’re going to invest time to train this person, you want to make sure they’re the right person. Matthew suggests using online personality tests and a two-system interview process. It’s also important to find a firm and environment that supports teams — not just a place to work, but things like technologies, policies, and training. Business planning is a huge part of starting a team. You need to consider what a new member of your team will need, and there needs to be a conscious effort about hiring people that the company can support.
Teams are the future because the job is getting harder — it’s almost impossible for one person to do it all on their own without dropping the ball on something. This allows sharing of responsibilities, but it is important to make sure you have a plan before you jump into it. As instructors, our job is to help people have healthy teams. A very healthy team is a great work environment.
What about lead generation in teams? A team should provide new members with some leads, with the expectation that they eventually start to generate their own business. There should be a balance between personal production and supporting the team. As a team leader, it’s also important to be aware that you are potentially training people to go out and start their own teams or move on to new teams. While they are on your team though, it’s important to train them to be the best they can be.
When it comes to administrative help, Matthew recommends using any of the virtual assistant programs out there in the beginning. The virtual assistant sites probably have someone with experience and ideas that could work for you. You can potentially save money by hiring a virtual assistant at a lower hourly rate. This is probably not a long-term solution but can be good in the interim until you find and can afford the right person to bring on.
When you get to the point when you’re ready to hire someone, you want to have a written job description. You need to have something to hold them accountable for and they need to have something to measure up to. Every team is unique in what positions they need to have filled but it all needs to be written out, from a practical standpoint, as well as for legal purposes.
Setting up expectations is one of the most important parts of setting up a successful relationship. This helps establish the relationship with you and your team members, as well as among your team. If you look like you have your stuff together, you will have more success finding a good fit for you. A good team needs to have structure and vision to help itself grow.
With a huge influx of newer and younger agents, they might be expecting education and mentoring. As a team leader, you are taking responsibility for people’s livelihoods. Once you find the right person, you have to intentionally spend time with them cloning your good skills, as well as sharing where you’ve made mistakes so they don’t do the same thing.
With large teams, communication can be very difficult, both within the team and between the team and the client. Having a good rapport with the buyer agent and the client is crucial to continued business. A big part of the systemization of your team should be focused on how you can communicate literally, clearly, and well. If you have a transaction coordinator, they should be introduced early on to the client and the opposing agent of the team and all communication should funnel through one person (or one or two people).
There are different levels of rules for every state and also every broker. Matthew and Monica discuss some of the legal aspects of agency. The broker needs to make decisions about dual-agency and make sure the client signs an agreement if that’s the case. Team Leaders should ensure that listing specialists are not sharing more information than they have to with buyer specialists. Any potential conflict of interest should be disclosed. If you think of the team as an entity, it makes it much easier to make the rest of those decisions.
Financial splits are specific to your team, how many people, and what they’re doing. Every situation is different, and in many cases states do not allow agents to pay other agents, so the broker becomes responsible for this. You have to start with what the broker permits. If you’re starting a team, there should be a higher percentage of compensation for agent-generated business than team-generated business. A portion of everything that comes in should go into an account for fees. It’s important that the team leaders not go crazy with high splits.
What should a new agent be looking for in joining a team? You have to look at the total value package of the relationship. The commission itself isn’t the only number you should look at. Matthew’s opinion is that new agents shouldn’t start off on a team. Team members should be looking for people who are a doing a moderate amount of production and could benefit from the training of the team, both for themselves and the team as a whole. It is a great opportunity for a new agent to join a team if the broker isn’t providing what a team leader can.
There is a new C-RETS designation — it’s now one day instead of two days. In cutting out a day, they’ve amped it up a notch; there are some fundamental things that they have to cover, but they are looking for people who are clear-minded. The class is focused on the business mindset of a team leader and practical things a team leader should know how to do.
In closing, the team concept is incredibly important for risk aversion issues as well as increasing your production. But you have to do it well. This requires training and learning from the successes and failures of others. Look for materials outside of the industry. You’re an entrepreneur! Treat it like a business and get a mentor to help you.
Guest Links:
LinkedIn: Linkedin.com/in/matthewrathbun1
Twitter: Twitter.com/mattrathbun
Facebook: Facebook.com/mattrathbun
Website: TheAgentTrainer.com
Additional Links:
Center for REALTOR® Development — OnlineLearning.REALTOR®
— Use coupon code PODCAST to get 15% any regularly priced course
Live Designation Classes — Training4RE.com
Certified Real Estate Team Specialist
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 06 Feb 2018 - 1h 10min - 10 - 010: Smart Home Technology with Chad Curry
As society becomes more forward-thinking, smart technology is moving into our homes. Todays’ guest, Chad Curry, joins Monica to talk about smart home technology and other pieces of technology that affect REALTORS® and homeowners. In addition to discussing what types of technology are emerging, Chad shares several resources that can help inform consumers about how people are using smart home technology and what benefits there are.
Chad works as the Managing Director of the Center of REALTOR® Technology. Founded in 2001, its initial purpose was to help improve data standards in the real estate industry. Since he took over in 2011, they’ve started looking at emerging technology, and what smart home technology means for consumers, as well as autonomous vehicles and artificial intelligence. They have a lab where people can come see what they’re doing and are involved in outreach.
There are several different types of smart home technologies — some of these include smart hubs, thermostats, smart locks, cameras, and air-quality systems. You can visit their website (see below) for handouts for these different verticals, that describe the pros and cons as well as how they work and why people are interested in them. For REALTORS®, you can share these with your clients as well.
Smart technology really started to grow with the Nest thermostat. It has a lot of features that allow you to save energy. Currently, they test about 80 different devices in their lab. Many people consider these devices to be for younger buyers, but really they are for all sorts of consumers. At the Center for REALTOR® Technology, they are looking at partnering with the University of Illinois to create a smart home for people who want to age in the place. The main goal is home energy management, and also creating universal design systems that make it easier to access things in the house. This includes voice activation that could control the lights and the locks.
Devices like Amazon Echo and Google Home both have numerous business they partner with and are compatible with several devices. Right now these devices communicate one-way, but they do allow for a lot of control and a lot of freedom. The instant connection with the voice activation can also save time by cutting out micro-interactions and prevent distraction (if you aren’t having to use your phone to access them).
Some devices may stay with the house or may move with the individuals. They are usually so connected with a person’s phone, but they can be reset if the homeowner wants to leave them behind. CRT has developed an application called Smart Home Checklist that allows you to walk through a house with a client with smart home technology and identify which devices they want to leave behind, and then they can use the list to know which devices they need to reset for the next homeowner.
REALTORS® need to remember that even if you are not using the products, your clients could potentially be using them. REALTORS® need to be knowledgeable about them because they are part of the transactions. You have to think about what’s important to your buyers in owning a new home, and Chad provides some resources that can help facilitate these conversations with your clients.
When it comes to privacy, we need to think about what privacy means for us. Some people aren’t comfortable with having the voice assistant devices in their homes. Some of these have mute buttons that deactivate the microphone when it’s on so it won’t pick up what you’re saying. Letting some data be accessible to companies can provide a benefit to the consumer. Chad shares some examples of what he benefits from when he travels. There are some digital identify projects being worked on that may provide us more control over our online data. When it comes to showing a house that has smart home technology, you want to be aware and talk about this with a potential buyer.
Monica and Chad talk about the smart city movement, and examples in Chicago and Toronto where projects are monitoring things like air quality, temperature, and humidity, as well as foot traffic and car traffic. There are matters of privacy, but Chad explains some of the measures in place to protect privacy. The data collected from these projects is valuable for commercial real estate, as well as for urban planners.
Insurance and utility companies often offer rebates or discounts for installing smart devices in the home. The Center for Real Estate Technology is working the Department of Energy on a project called the Home Energy Information Accelerator. This provides data sort of like a Carfax for the home. Having this data allows you to take action on improving the efficiency of the home, and also allows you to have the history of that data that you can share with potential buyers to increase the value of the home.
There are some other smaller smart home technologies available. There are air quality sensors, and Chad talks about some sensors they are working to develop that will collect data for the whole house on how the home performs. Chad also talks about the Roomba vacuums and how they learned that as they move around the room they create a map of that space. On the subject of robots, there are certain tasks that computers and robots can take over, and in some cases, that’s fine because it allows us to focus on other areas of work that focus on elevating the work itself. The in-person interaction remains incredibly important for the emotional aspects of buying a house.
Blockchain is usually presented in the context of bitcoin or other crypto-currency. It is a type of database where there is a historical database of things that are changed, rather than things being overwritten. Chad talks about how this database can benefit REALTORS® by making transaction time more efficient. Having a higher degree of visibility and transparency is only good for the industry. Blockchain may also allow people to be assigned digital IDs, which will allow websites to ask permission to access different parts of data.
Self-driving cars are another way of the future. An average car owner uses their car about 5% of the time they own the vehicle. This allows a lot of downtime for the vehicles to be parked somewhere, and in some cases that might cost a lot of money. With autonomous vehicles, your car could take you to work and then work as an Uber or something before it comes back and picks you up from work. They may also make driving safer and decrease traffic and parking violations.
People are worried about the future of work, but Chad thinks it’s not something to be worried about. The type of work may change, but there will likely be a lot of opportunities to work with our hands. Maker spaces are becoming more popular, where people have access to things they wouldn’t normally have for themselves. This access to tools can help people create things they wouldn’t otherwise be able to create.
Additional Links:
Center for REALTOR® Technology Website
Center for REALTOR® Development – OnlineLearning.REALTOR®
Live Designation Classes – Training4RE.com
2018 Classes:
Two-Hour E-Learning, or Eight-Hour Classroom class on Smart Home Technology
Guest Bio:
The Center for REALTOR® Technology is a multi-disciplinary technology research and development group at NAR. We investigate emerging technologies and determine how they would be used to support REALTORS®. CRT also offers consultation to members on their web properties and strategies for improving their technological acumen. Check our work out at https://crtlabs.org.
* Research, write and develop white papers and thought pieces on various technology topics and how they affect the future of real estate.
* Designed the layout, charts, and graphs for the annual Technology Survey.
* Overall lead in initial implementation of http://www.REALTOR®.org using latest technologies, such as Responsive Web Design, HTML5/CSS3, and jQuery in 2011.
* Collaborate with multiple departments, senior management, CEO, and association members to improve technologies and promote innovation.
* Present to audiences ranging from state and local associations to crowds of 600+ at national industry events.
* Board member of the Real Estate Standards Organization, the standards body that oversees the RETS standard as well as others.
* Team Lead for the Case Studies Group in the newly formed Internet of Things Council.
* Member of Illinois Technology Association.
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 02 Jan 2018 - 1h 11min - 9 - 009: Business Planning, Part 2: Applying the Principles with Misty Woodford, Trish Myatt, and Barry Owen
Successful business planning comes when we develop the habits to utilize them. There are three guests joining Monica on the show today, to talk about how they’ve been successful with their business planning. Misty Woodford has been in real estate for about 10 years and formerly owned her own brokerage. She no longer owns her firm and now works with Benchmark Realty and is actively selling. Trish Myatt has been in real estate for nearly 14 years, and right from the start got into a good system and long-term planning. Barry Owen was in the Army for 12 years and has been in real estate for 24 years. He owns his own firm and teaches and still does some selling but mostly runs the company.
Why is business planning so important? For Misty, the motto that stuck with her is “failing to plan is planning to fail.” Having a plan allows her to continue to move forward with tasks, following the plan like a roadmap. It is a stress reliever for Trish, and having a plan allows her to have something to come back to when things start getting crazy. Barry uses business planning because it gives him a place to go — it boils down to whether what he’s doing right this minute is contributing to where he wants to go.
When making her business plan, Trish reflects on what worked for the past year and what she wants to carry over and tries to look ahead to see where the market is going, to see if there are any proactive changes that need to be made. Barry starts business planning for the next year on the first day of the fourth quarter. He tries to think of three big priorities to hit in the next year and uses the remaining time in the quarter before the new year to figure out how he’s going to turn those goals into practical steps he can achieve. Misty sets aside three days towards the end of the calendar and sets three business, personal, and spiritual goals. By November she likes to have what the plan will look like for the next year.
It’s important to schedule in family time and time away from the business as well, as well as any marketing events you want to do for your clients. Trish talks about her “pumpkin run” and how she uses time to show appreciation to her clients.
Making time can be difficult, but you just have to do it. Planning it as part of your day and guaranteeing you will do it is vital for making sure the business is supporting the clients. Barry does this first thing in the morning each day, so he doesn’t have to think twice about anything during the day. This makes it easier to deal with obstacles as well. Clients often understand that you need time away from them to best help serve them when you are helping them. Misty turns her phone off at a certain time each night.
When working on your plans, it’s important to consider how much business you want to do, your finances, and take a look at what systems you have that help you focus forward. Misty lays out what she has to have, what would be nice to have, and what is the dream level. Knowing what is enough in all those areas is an important start. Also understanding what you can delegate or refer to other people can help redefine success for you and your business plan. Barry’s plan is about moving forward every single day towards a better quality of life.
Financial planning is incredibly important as part of your business plan. Trish focuses on the synergy between business purchases and how they come back to reward her. Sometimes investing in something personally can help you focus on making smart business decisions. Misty talks about giving yourself permission to know what you thrive on and allocating resources for the other things. Spending your money on the right things is also important to make sure your business is sustainable. Barry ended up outsourcing for some positions he needed to be filled and it’s been a huge help to his business.
Barry, Trish, and Misty talk about some of the software and technology they are using in their businesses. Some of the things they are using are Commissions Inc, Brokerment, Top Producer, QuickBooks, and Wise Agent.
The panel shares some tips for keeping up with their businesses. Trish uses the checklists in Top Producer to follow up with clients and maintain to-do lists for each day. Misty also utilizes checklists but she uses the Wise Agent program to help manage transactions. Members of the panel also still use paper planners, as well as Gmail and Barry uses Google Drive as a backup. Having these systems is beneficial, but only if you have the right habits to utilize them! Having an accountability partner is very useful for getting the most out of systems and making sure you’re getting done what you’ve said you’re going to do.
Barry’s final closing thoughts are about the idea of 80/20 — 20% is the vital few or the stuff that must be done and 80% is everything else. If someone wants to succeed, they have to know who and what the 20% are. This can help prioritize your projects and organize your day.
Trish has brought some of her customer service background to her real estate business. She uses her systems to manage customer information so she can recognize their house anniversaries, birthdays, and annual reviews. For people who aren’t too high tech, you can still grow a big and healthy business.
For Misty, the key to making business planning and time management work was knowing who she was as a person and knowing what she needed the systems to do for her. Finding what worked for her is what made her do it.
Education is a huge help to stay focused on your business and provide creative ideas. It doesn’t have to be real estate-centric. You can also learn from peers that you admire — don’t be afraid to ask them for tips!
Monica shares three final tips for successful business planning. The first is setting an appointment: set an appointment with yourself to do your planning, then actually go to the appointment — make it a priority! After you have met with yourself and done your planning, meet with a friend who can hold you accountable to stick to do you plan. The second tip is to choose one new system that can help you improve your business next year. Her third tip is to find or pick a new source of education for yourself. Is there an area of your business where you are weak? Find a source of education that will help you grow in that area.
Additional Links:
Center for REALTOR® Development – OnlineLearning.REALTOR
Live Designation Classes – Training4RE.com
Guest Links:
Misty’s Links:
Facebook.com/mistywoodfordrealtor
Trish’s Links:
Barry’s Links:
Guest Bios:
Misty Woodford
Misty Woodford is a 3rd generation REALTOR®, currently serving as a REALTOR®, trainer, teacher, and coach in the Middle Tennessee real estate market. Misty’s primary focus is residential resales and buyers working with new construction in the Williamson County and immediate surrounding areas. Licensed in TN for 10 years, Misty owned her own brokerage for the first 8.5 years of her career. Needing a life focus change, she closed up shop and joined Benchmark Realty in February 2016. When Misty isn’t selling or teaching, you can find her chasing her two young children around Franklin as they pursue their wildest dreams.
Trish Myatt
Trish Myatt is a Broker with Benchmark Realty in the Greater Nashville area. A native of the region, Trish has a wide knowledge of where the market has been and pays attention to where it is heading. With 13 years in the business, she holds the ABR, CRS, SRES, and ASP designations and serves as a Director for both her local and state associations. She is excited to serve on her first NAR committee in 2018. A long-time supporter of RPAC at the Golden R level, Trish understands the importance of staying on top of local, state, and national legislation that impacts her clients. Ask her about the annual “Pumpkin Run” and you'll learn how she cultivates her strictly repeat and referral business.
Barry Owen
Barry Owen is a Broker/Owner of the firm Pareto Realty in Nashville, TN. The Pareto Principle is the 80/20 rule — The Vital Few — and Barry models his life and business after this model, focusing on what he considers to be the most important items every day first. His career started in the Army as an Engineer. He went on to be a consultant in the field of Organizational Development and Transformation. In 1993, he started his career in Residential Real Estate. During that time he has been a founding member of several real estate offices, Principal Broker, and Career Development Coach. He has served on the Greater Nashville REALTORS® Board as a Board Member, Committee Member, and Ombudsman. He loves to blog, coach and train. His program to help agents live High-Performance Lives is called, “The Life Rhythm Way.”
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Tue, 05 Dec 2017 - 1h 04min - 8 - 008: Business Planning, Part 1: The Principles with Mark Given
Running your business like a business is crucial for getting value for your business. Today’s episode is the first of two episodes that touch on the business planning aspects of real estate. As REALTORS®, it is crucial to plan and be wise in the real estate business and think of yourself as a business person. Mark Given joins Monica today to talk about a number of things that should become part of your business plan: finding a mentor, how to foster a good broker relationship, the cost of training (or not having training) in several areas, as well as niche positions in the market and keeping up with your past clients. They also discuss aspects of building a team and being proactive in your business.
When an agent is starting a real estate business, there is a lot to consider in getting started. One big aspect to consider is the cost of getting into the business; not only getting the license, but also membership fees, marketing expenses, and the out-of-pocket expenses until your business can sustain itself and support you.
One of the first things a new agent has to do is find a brokerage firm. You need to find a good fit with your broker, so they can help nurture you and gain momentum. Looking for a brokerage firm that has potential mentors, a good educational program, and a culture that connects with who you are. Looking for mentors both within and outside the company is important in getting honest answers to some important questions. Learning to ask good questions is a huge part of the real estate industry.
Understanding the money aspect of real estate is important in showing a profit and actually making money in your business. You likely won’t be closing on any deals right away, and you have to budget for the periods of time that you don’t have any revenue. Some expenses include gas, marketing, MLS and association fees, and other additional business fees. Taking a class that talks about the cost of running your business is a great idea for new agents — you don’t want surprises that might cause stress that would prevent you from performing at your highest level. You also don’t want to get ahead of yourself; don’t spend it before you make it!
Training should be part of your business plan as well. Not only for new agents — there is always new information to be learned. It is very beneficial to do more training besides what is required for your continuing education. This can help grow your own confidence, and make your business more successful.
Most agents run their real estate business as a generalist. There are plenty of agents who succeed running their business this way, but Mark has found that agents that take the time to specialize in a given niche often become the “go-to” person for that niche. If you’re going to run your business like a business, it’s in becoming really good at some part of a business that you become recognized as the best person for that part.
Keeping up with your clients after a sale is a great source of ongoing business. Many of the most content REALTORS® are providing service for clients they have worked with before. When thinking about where business is going to come from in your marketing, think about clients you have worked with before and had a good experience with. Consumers should have an ideal agent, and agents should also have an ideal consumer. Making an effort to keep in touch with previous clients is not rocket science, it’s people science. Part of building your business properly is to show both competence and care.
The team model has been making a rise in the real estate industry. When you have a team, you have to think about the financial side and compensation, as well as the skill side. You want to have a well-rounded group of people with different abilities and skills. It is important to communicate and hire in a way that matches up the right people together in a team. These things are important to consider before you start or join a team — make a business plan before jumping into it. Another thing to consider as you are building your team is preparing someone who is going to take over for you when you’re ready to move on. Build your business so it’s a sellable business and also one that current clients will continue to use even when you’re gone.
It is crucial for people running a real estate business to have better systems. Some of these systems include contact management systems or systems that track your business’s profit. Your management systems are only as good as the information you put in them. You need to have some systems in place to make sure you’re doing things in a timely manner, and following up with your clients. There are many companies that already have these systems in place — take advantage of them! Start your day by making a plan for what you need to get done that day.
One final aspect is being proactive in your business. When you’re proactive in your communication, both you and your clients will have more peace. Running a business is about having a plan for how you’re going to spend your money, how you’re going to get trained, and how you’re going to give great customer service to your clients.
There was a lot of information covered in today’s episode, and Mark’s advice is to take one area and start focusing on what you can do to improve in that area. Even though they seem simple, the more focused and organized you get in these aspects, the better our businesses are going to run. Building your business like a business will give it real value.
Guest Links:
The 7 Habits of Highly Effective People®, by Steven R. Covey
The On-Purpose Person: Making Your Life Make Sense, by Kevin W. McCarthy
The On-Purpose Business Person: Doing More of What You Do Best More Profitably, by Kevin W. McCarthy
Books coming out in 2018:
Trust Based Leadership
Trust Based Success
Trust Based Selling
Additional links:
Visit the Center for REALTOR® Development Online Learning Platform:
Onlinelearning.REALTOR® Coupon Code: Podcast
Find a Live Classroom Designation or Certification Class at Training4RE.com
Center for REALTOR® Development
Guest Bio:
After attending The Ohio State University and graduating from Elon College, Mark spent 20 years as CEO of a multi-state retail sales and rental company that grew to 47 locations. He spent the next 18 years as a REALTOR®, volunteer, and community leader. All along the way, Mark has invested tens of thousands of hours speaking and teaching the Trust Based Philosophy systems, leadership skills, sales skills and personal master systems with companies and organizations just like yours.
Mark has been teaching real estate courses nationally since 2004. He has trained or spoken in 46 states for mega, large, and small private companies for nearly a hundred associations, and at the NATIONAL ASSOCIATION OF REALTORS® annual Convention and Mid-Year Meetings.
He was twice the President of Roanoke Valley Lake Gaston Board of REALTORS®, President of the North Carolina CRS Chapter, served on the NRA Professional Development Committee and has served on many additional committees for the NAR, the North Carolina Association of REALTORS® and his local board.
Mark has been honored as REALTOR® of the Year for his local board and NC CRS of the Year as well as many other REALTOR® and non-REALTOR® honors.
In addition to his speaking and teaching career, Mark is a prolific author; evidenced by his Trust Based Philosophy book series and his Amazon #1 Best Selling book, Finding My Why: Ernie’s Journey. Mark has also co-written four other books and writes his weekly blog, Mark’s Minute, which is read by thousands of people every week.
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Tue, 07 Nov 2017 - 1h 10min - 7 - 007: The Role of Staging in Selling Your Home with Helen Bartlett
Staging is a very important aspect of getting your house ready to put on the market. While the home-staging professional can come help and bring their wisdom, every home seller is a stager. In today’s episode, Monica and Helen Bartlett will discuss some inexpensive ways to stage your home so it’s ready for buyers, as well as virtual staging and some other aspects of staging and the processes involved.
Home staging is preparing your house to go on the market so that it sells quickly and gets the highest dollar by appealing to the most number of people. Some examples of staging are painting, cleaning, making repairs, or updating your home — the goal is to create a warm and welcoming house that will capture a buyer’s attention. Buyers want to see how they can live in that house.
Home staging is more than just decorating. The difference between the two is a house versus a lifestyle. Staging allows the buyer to focus on the house and their emotional and psychological connection to it. It is especially important to stage a vacant house because when there’s nothing else to look at, the buyer may start to focus on the negative things. Once a buyer is connected to a house, they are willing to pay more for it, and a staged house may sell more quickly.
When a professional stager comes into a house that’s occupied and needs attention, one of the easier ways to highlight a home is to “edit” existing pieces of the house and de-clutter the house of things that can make the space feel outdated. Painting and updating the light fixtures are two of the least expensive ways to make a home seem relevant. These types of updates can make a home feel move-in ready, and when a home feels move-in ready for a buyer, they are willing to pay more.
What are some of the types of ways a stager can bring value to a transaction? They bring their wisdom and experience to help pick good paint colors or appropriate light fixtures. A first consultation might be getting the feel of the space and setting a plan for staging, and then another consultation might be helping the seller move things around.
Everyone selling their home should at least have a stager consultation. In a consultation, a stager can give advice to a homeowner about things to put away. An hour-long consultation could lead to value in the thousands of dollars and runs at a reasonable rate. For REALTORS®, you can make a consultation part of your business model, especially if you don’t particularly have an eye for decorating.
When Helen is getting people ready for staging, her advice is to take out things they don’t want in their next house, personal pictures that could distract the buyer, or collections. Everything left in the room should serve a purpose. There are also things that should be taken out to prevent them from being broken or stolen.
Vacant staging is a bit more involved, but it’s equally important for helping a buyer to connect with a house. Adding furniture will allow buyers to see how they might utilize the space for the stuff they have and their lifestyle. There is a lot of upfront work involved in vacant staging, including what needs to be done to prepare for the staging days and then getting the inventory back out after it sells.
Staging usually costs anywhere from .5% - 3% of the list price, depending on where you are in the country.Typically, a staged home will net anywhere from 7% - 10% more than an unstaged home, which will likely more than cover the staging cost. The home will also likely sell more quickly, which will save you money on holding costs.
Every home can benefit from some level of staging. Though it is a seller’s market in many places in the country right now, with a little bit of staging, you can get multiple offers or even over asking price.
As a REALTOR®, having a stager as part of your team can be beneficial for both you and the seller. You will be appealing as an agent if staging is something you can offer your seller, and the stager can also help to share their best advice for the sellers, and that can help preserve the relationship between seller and REALTOR®. Home stagers are on the same team as the real estate agent, because it’s about making a successful transaction for the REALTOR® and the homeowner.
With the rise HGTV and DIY, many people feel that they either don’t need to make any changes to their house or feel that they can stage it themselves. While the latter may be true, many buyers are not looking for houses to which they would have to make updates. They often don’t have the money or the time — there aren’t as many people that are into fixing up houses as there used to be.
When a house is competing with new construction, staging becomes even more important. While being the first homeowner of a house is exciting, many existing houses may have more amenities for the same price. Staging can help get your house ready to compete with new construction homes.
Virtual staging is when someone is working digitally online, and they add furnishings or different paint colors to the pictures of the house. Personally and professionally, Helen feels like virtual staging could be good for new construction plans. For existing homes, virtual staging may not be the best route to go. As a buyer, when you go to see a house that was virtually staged, you may feel like you weren’t shown what was represented through the virtual staging, because it may not always be an accurate representation.
Helen’s final advice on staging: Sometimes it can be hard as a homeowner to have a home stager come into your home and tell you the things you should change. As homeowners, it’s important to keep an open mind, because, in the long run, it’s a service that will help them. Everyone benefits from successful staging — the seller benefits from a quick sale at top dollar; the buyer benefits because they’re excited about making the space work for their lifestyle; and the real estate agent benefits from the referral business that could come from the successful transaction.
Guest Links:
Links for Helen Bartlett:
Website: KansasCityHomeStagers.com
Book: Home Staging — The Power That Sells Real Estate, by Helen Bartlett
Facebook: Facebook.com/kansascityhomestagers
Twitter: @refinedinterior
Instagram: @Kansascityhomestager
LinkedIn: Helen Bartlett
Email: helen@kchomestagers.com
Additional Links:
Visit the Center for Realtor Development Online Learning Platform:
Onlinelearning.REALTOR® Coupon Code: Podcast
Find a Live Classroom Designation or Certification Class at Training4RE.com
Center for REALTOR® Development
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Tue, 03 Oct 2017 - 1h 00min - 6 - 006: Negotiations in Real Estate with Darren Kittleson
Negotiations are a crucial part of all real estate transactions. Improving your skills in negotiating is the topic for better serving your clients this month. Darren Kittleson joins Monica to define what a win-win transaction is, and how to achieve one. As a real estate agent, it’s important to react professionally during a transaction, so your clients are put in the best situation. They will discuss creative ways to negotiate more effectively, so in the end, there is a favorable outcome for your client.
We negotiate far more often in our lives than we realize. As kids, this is something many people do naturally, but somewhere along the line we lose that natural ability. Approaching negotiation with the attitude of a child may lead to surprising outcomes, and allows you to hone your skills as a professional negotiator. Just ask — the worst thing that can happen is someone says no. Darren suggests negotiating on a daily basis to practice the skill, so it’s there when you need it in a real estate transaction.
In almost every culture in the world, there is a negotiation expectation that is unique to that culture and in the United States, it is not a familiar place. From a real estate perspective, taking the time to learn strategies for negotiation is one of the value proposition items that can increase your worth as an agent. Your negotiating skills could potentially yield a better transaction position on behalf of your client, and this can really help to set you apart in your market.
There are a number of places in a real estate transaction — as well as in the relationships between an agent and a client — that provide an opportunity for negotiation. Some of these places include: during the interview to be a client’s listing agent, negotiating the listing price, negotiating the contract and finding out the client’s motivation. Ideally there’s negotiation happening at almost every step of the transaction.
Negotiations are not always about the price. There are other terms and conditions that can be negotiated to get the best outcome for your client. Some of these include the timing of the sale, and making sure the right offer will close or appraise. Darren refers to these as strategies of the transaction — and urges you to make sure that, as a REALTOR®, you consider all the factors that could help your client.
Most people want to have a win-win situation in real estate transactions. While there are some agents that think they have to have a win-lose outcome, everyone will benefit for future transactions by striving for a win-win. This starts by setting expectations with the client — letting them know that your goal is to negotiate a win-win so they understand your discussions and the decisions you make together. One of the best strategies that an agent has is to get in touch with the agent on the other side before the transaction gets started; they may be able to provide information or terms and conditions that would be helpful to know up front. Communicating voice-to-voice will be more effective in setting up the relationship for a win-win transaction. Knowing everyone’s key terms up front is helpful, because while they could be a non-issue on your side, they could be the selling point that makes it a win for the other side.
One of the keys in negotiating is to recognize that everybody will have their own perception coming into it, and that is their reality. As an agent, you have to work in the realm of what they believe to be true. There has to be an understanding that as an agent you will advocate for your client, but still be friendly with the other party. Operating like this leads to better outcomes for everyone. When it comes to emotion, you need to stay level-headed during negotiations, though it may be an emotional experience for your clients. Don’t let negative emotions take over and become a factor. Monica works to recognize the personality types of the parties involved, and tries to come up with a decision that is acceptable to all.
As a consumer, if you express your motivation to the agent, that helps the agent guide the transaction to get what you are looking for. As an agent, you have to ask the right questions to figure out what is important to the client. It has likely been several years since they were last having this conversation, and leading questions help agents get the desired terms. We do the customer a disservice if we don’t dig deep and figure out what’s really important to them. Revisit motivation each time there is a conversation about the sale, to keep up with any changes that might affect the timeline.
How does technology play into real estate transactions? Darren discusses the effectiveness in communication methods. He references a study that showed that the greatest effectiveness in expression of feeling and intent comes from body language and tonality — aspects you can only gauge in a face-to-face or voice-to-voice interaction. With text or email, there is an archive of what was said or what exchanges were made. This can be a benefit or a disadvantage depending on the situation. With access to only the words, you may not get the full meaning behind the message.
As agents it’s important to be involved with other agents in your market. Building connections and rapport with other real estate agents can help get better outcomes for both sets of clients.
Monica talks about the book Getting to Yes. This book recommends that in order to resolve differences, you have to separate the people from the problem. This goes back to recognizing who the professionals are in the transaction, and removing the emotion. When agents are driven by emotion, the problem and the people get intertwined. From the beginning of the transaction, it has to be about the issues rather than the emotion — both when communicating with the other side, and with your own client.
Educate your clients right from the start! Proactively setting the stage for negotiations from the beginning can make a transaction much smoother, because people will know what to expect. The education process should continue throughout the transaction, and it’s important to take the opportunity to have teachable moments. As agents, you can be more effective if your client is educated and aware of what is going on in the negotiation. This can help grow your own business, if your clients refer you to their friends or family.
Think outside the box for creative negotiations. Monica describes a situation in which creative concessions were made to improve the value of the house. If you can’t bring the buyer and seller to an agreement on one aspect, it’s important for agents to think about alternatives that could solve the problems to get everyone to agree. This makes for a better emotional experience for the client, and could potentially lead to greater earnings or savings, depending on the situation.
Darren teaches a class called The Real Estate Negotiation Expert that is a certification created back in 2016 by the Real Estate Business Institute. It seeks to fill the gap in the skillset around negotiations. This two-day certification course teaches strategies, techniques, and planning, and also provides opportunities to try these out in different negotiation situations. By improving this skillset, you increase the opportunity to better serve your client as well as grow your business.
Darren’s final thoughts: For real estate agents - your becoming a better negotiator really is an opportunity to increase revenue for your business. For consumers - a skilled negotiator in your corner will probably help you get more money (or the terms and conditions you want) out of a deal, as well.
Guest Links:
Darren’s Website: DarrenKittleson.com
Education Resources:
Center for Real Estate Development online learning: onlinelearning.REALTOR®
Getting to Yes, a book by Fisher, Ury and Patton
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Tue, 05 Sep 2017 - 56min - 5 - 005: Sustainable Housing: The Green Movement with James Welch Mitchell
In today’s episode, James and Monica talk about the Green Movement in Sustainable Housing. They will discuss the ways we are seeing a growing interest in energy efficiency in homes in general, as well as the more specific ways people want to improve their way of life with varied energy methods. As REALTORS®, it is important to represent these features as the benefits that they are, and maximize the financial benefits that come with them. James will share his tips and tricks on sustainability in housing.
Green homes are becoming more mainstream, especially in the new construction world. Code has gotten more strict in creating healthier homes that use less utilities. More durable materials and features are being utilized that help to save people money. Some of these features include: tankless water heaters, CFL lighting, and Energy Star label mechanics — such as furnaces and windows. James and Monica bring up a good point that this movement is very regional; what works best depends on the conditions in that area. One thing that works regardless of region is wall systems. New construction homes have a lot more insulation and keep the air in the home condition longer.
Solar panels are one of the features that you can actually see on the house. It is a statement that in your house you stand for sustainability and leaving a greener footprint on the environment. There are different options for solar panels that REALTORS® should know about how they can add value for the seller and the buyer. There are several different ways to acquire them (lease, finance, or buy outright). Solar panels are an efficient way to create energy, but there are additional ways to save energy as well. There are a lot of different value points for going with solar, and money is just one of those. For REALTORS®, if solar panels are leased, that will need to be addressed in the contract for the house.
Most electric/energy companies will do a free or low-cost energy inspection of your house. If you’re considering making energy-efficiency or renewable energy updates to an existing home, the energy audit is the best place to start. It will tell you where your opportunities are to make these changes. These audits may also be required to get access to local rebates and incentives.
How can REALTORS® help their buyers see the value of these features in a home? As REALTORS®, you can learn what to look for, and where, on appliances, as well as certifications and guides so you can help your buyers understand what features are available, as well as what the benefits of those features are.
As sellers, you should definitely focus on the energy efficient aspects of your house. By listing energy-efficient features, or energy-star certification, you can increase the value of your home as well as the value of the neighborhood. Getting the information out there, and accurate, is a selling point as well as an education point for the marketplace and other REALTORS®. It is the job of the REALTOR® to communicate the value; REALTORS® are the key to progressing the green homes movement, specifically as existing homes start to get updated. Another important thing sellers (and REALTORS®) can do is show the savings gained from switching to energy-efficient appliances.
Some of these energy efficient features require a certain amount of higher-level explanation. As a REALTOR®, you have to be able to explain how newer technologies work, and their benefits, as well as providing information about maintenance costs and people who are able to work on them. Don’t be afraid to ask questions of your sellers as well! Their knowledge can help you learn more about the green housing movement and how to sell it. All of these help instill confidence in the buyer in terms of what they’re getting, and how it can work for them.
Working with appraisers is an aspect of the green housing movement that is still being worked out. There are local and national studies that examine the average value of a solar panel that’s owned, but there are other upgrades that aren’t as well known. James talks through some of the important points of working with appraisers, starting by talking with the lender to explain the unique features and get a competent appraiser. There is a document you can attach to the contract (Residential Green Appraiser Addendum) that can provide information about the features of the home. It is also important to document the energy savings that previous customers have enjoyed, as well as other documentation that shows the HERS ratings or energy audit and ratings, so appraisers can see the value as well. Once the appraiser approves it for the premium value, it goes to the underwriter. The underwriter also has to verify that they feel the energy features provide value as well.
What are some of the common things people are putting in existing homes to increase energy efficiency? Solar panels are a popular addition, and often spur the conversation for additional ways to create energy efficiency in homes. Insulation as well as air sealing are also some popular updates. Air sealing is one of the most important factors in keeping your home comfortable and decreasing cost of utilities. Many of the smart-home technologies help provide additional comfort and convenience — you can track and manage usage from your smart phone!
There are loan options and energy-efficient mortgages for green homes. REALTORS® can help their clients by finding lenders that have programs that help people buy older homes and include costs for energy efficient upgrades. With these mortgages, it’s a traditional home loan that lets you borrow more money so you can put in energy savings measures. To obtain these loans, you have to have the energy audit to show the current condition, as well as to determine what measures you can do. This will also help to figure out the savings and what the new value would be. An item is approved if you will save more money over the time of the mortgage than you put in. There are a few extra steps, but it’s important to know about these things to help your client. These loans create opportunity to put in features that are going to provide longevity for the house.
If you don’t have your Green Designation, it’s a great place to get educated so you’re aware of what exists out there and how you can use that information as a REALTOR®. Start small and continue to educate yourself and experience these things, so you can talk about them with your buyers. Green housing is a great opportunity to pay it forward.
Additional Links:
Visit the Online Learning Platform:
Onlinelearning.REALTOR Coupon Code: Podcast
Take a Designation or Certification Class at Training4RE.com
Green Resource Council - http://greenresourcecouncil.org
Guest Links:
James Welch Mitchell
http://www.thegroupinc.com/our_realtors/info/JamesMitchell/
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Wed, 02 Aug 2017 - 54min - 4 - 004: Short Term Rentals with Brian Blaesser
In the previous episode, Monica and her guest discussed short-term rentals as one of the main forms of income growth in real estate. In today’s episode, Brian Blaesser joins Monica to talk about different aspects of short term rentals. Short term rentals have become a mainstay of the tourism industry in many resort towns, and with the rise of Airbnb and VRBO.com, there has been a rise of short term rentals in all parts of the country, in all kinds of neighborhood settings. Many people are buying real estate and using it for a short term rental. Brian shares tips to know, information about what regulations you might encounter, and how agents can help their clients who are hoping to acquire short term rentals.
Brian talks about six points for people to understand when it comes to the law and the legal rights to use property. These points can help guide anyone who is interested in doing short term rentals in the way they think about their environment in the government jurisdiction they’re in.
The first point: The right to rent is a core property right. There are three things you can do with your single family residence: you can live it in, you can rent it, or you can sell it.
The second point: Renting is a residential use. With things like Airbnb where investors own multiple properties, it is starting to edge into the territory of being a business. Even if it may be, it doesn’t defeat the residential status of the property.
The third point: You have the right to use your property for productive purposes, but it can’t interfere with your neighbor’s use and enjoyment of their property, or injure the community at large. Provided the behavior on your property does not cause a private or a public nuisance, you have the right to rent.
The fourth point: Because it is a core property right, it can’t be turned into a privilege.
The fifth point: While a vacation rental may be considered a business that could be subject to a business or occupational tax, renting is still a residential use, and remains that core property ownership right.
The sixth point: There are registration and licensing schemes that some communities are proposing to inspect and monitor what people are doing with their rental properties.
One of the ways agents can help their clients who want to acquire short term rentals is to know the local, state, and federal regulations that may apply in this situation. In terms of local regulation, it is important to know what approach the community takes — usually under the land use zoning codes or non-zoning regulations. A community may only allow rentals in certain zones, or have regulations about how many rentals can be in one community. Zoning only regulates the use, not the user, so this is something to keep in mind when knowing your rights. An example of non-land use or zoning restrictions would be a licensing or registration requirement or quantitative/operation restrictions.
There are some concerns about how short term rental “businesses” are structured. If you purchase a property in a community that you are unfamiliar with, it’s important to learn the neighbor character of the area to see if it’s a viable possibility for a short term rental. You need to be aware of how much your short term rental may have an impact on the quality of life of a neighborhood.
Many Home Owners Association have covenants that were set in place before short term rentals rose in popularity. Some may have points that try to challenge having short term rentals in the neighborhoods. You should find out if there is a restriction in the documents from the start, but even if there’s not, you may be subject to them later. Despite what state law says, these documents function as a private contract and you could still fall under those restrictions.
As it stands right now, many insurance companies don’t offer homeowners insurance policies that include coverage for business-related risks or properties that are renting out regularly. There are some other types of insurance, like host protection insurance, that provides hosts with commercial liability coverage.
What happens when a rental home becomes a nuisance? There are requirements where the property owner can address third-party or tenant complaints that come in. It may be a good idea to have a local contact person (if you are off-site), but there could be situations where community members take it to some type of municipal court. This can be prevented by ensuring you understand what is acceptable in that neighborhood. Landlords can also mitigate the risk of liability by following an extensive application process.
Brian has some tools to help REALTORS® who want to be involved in this facet of the industry. REALTORS® should get involved right at the beginning in any kind of meetings or workshops that a local official establishes. As a REALTOR®, it’s important to know the ordinances of a community, and try to help shape the dialogue. The National Association of REALTORS® has a program called the Land Use Initiative Program that allows REALTORS® to be involved in the shaping/responding to legislation at the local and state level that may affect real estate interest. Brian’s team at Robinson & Cole analyzes the ordinances, and can help provide talking points and other support. They provide questions that can be asked to local attorneys to help work some of these issues out. The program is provided free of charge to members of the association.
Brian is involved in another program that focuses on being proactive in regards to regulations short term rentals, that proposes their own legislation to improve regulations on the real estate industry. The program is called Customize State Legislation. Through this program, they have been able to pass legislation that has been very helpful to the industry.
Brian encourages agents to remember that your ability to operate efficiently and effectively in your communities does depend upon the set of regulations that are in place, or may become operative if you don’t pay attention to what’s going on. Always be aware of what’s going on while you’re still doing your transactional work.
Guest Links:
Land Use Initiative Page – This is a REALTOR® Member Benefit and is only accessible to REALTOR® Members:
Nar.realtor/smart_growth.nsf/pages/landuseinithome?OpenDocument
Parties in the National Association of REALTORS® to contact about the Land Use Initiative:
Adriann Murawski
National Association of REALTORS®
Email: amurawski@REALTOR®.org
Joe Molinaro
National Association of REALTORS®
Email: jmolinaro@REALTOR®.org
Education Resources:
Online Learning Platform Use coupon code: Podcast
Guest Bio:
Brian Blaesser is a partner with Robinson & Cole LLP, and heads the real estate development practice in the firm’s Boston office. His practice includes commercial real estate development, leasing, single-family and multi-family development, environmental and renewable energy law, and land use litigation. He is in charge of Robinson & Cole’s consulting work for the National Association of REALTORS®. Along with his team, they have prepared over 1000 analyses for NAR of state and local land use plans and regulations in the U.S. and Virgin Islands. He has also written various books and articles on real estate development issues, including Discretionary Land Use Controls.
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Tue, 04 Jul 2017 - 46min - 3 - 003: Real Estate Investing with Ron Phipps
In today’s episode, our guest, Ron Phipps, joins Monica to talk about how to get involved in real estate investing, and to discuss the benefits and the best ways to get started. Real estate investing is a great way to build wealth and to prepare for long-term cash flow for the future. This is a great opportunity for real estate agents, investors, and the general public. In addition to the benefits, Monica and Ron talk about some of the downsides to real estate investing, and the risk involved with different kinds of units.
The big picture: Why is it so great to invest in real estate? The history of real estate investment goes all the way back to the founding fathers and their recognition of the value of private property rights. They understood that self-reliance for citizens was important, and property is a very effective tool by which the citizens can become financially self-sufficient and independent. Ron talks about the difference between the net worth of families that own property versus renting property, as well as the difference between generations, to show how real estate investing can be an effective tool for saving.
Ron and Monica talk about the importance of real estate for your overall long-term savings portfolio. Real estate has a lot of functionality beyond monetary gains, since it provides one of our basic needs. The demand will continue to be there, as we all need a place to live. Ron breaks down some numbers in terms of population size and family size to support the increase in demand. It is important to work with a real estate agent who understands the investment piece and the demographics to be successful (understanding which types of units are necessary, amount of space, etc).
Some of the benefits of real estate investing: First and foremost, it is a very good way to create wealth and also have flow. You don’t always need a lot of money to put down, up front. It is one of the few vehicles where you can leverage the money for a more expensive asset, and use money earned from rent or other expenses to pay off the mortgage. In these situations, you have appreciation and depreciation at the same time. Additionally, you have an asset that in the longer-term will appreciate. Real estate is a great way to build wealth and be able to pass it down through generations. For some, the fact that real estate is a tangible asset can provide a great sense of comfort and relief to those who invest.
What are the different motivations when picking a property? Some people opt for a property that cash flows all the time, where other people are maybe more concerned with a property being easy to manage, and not make as much. You have to decide what you’re trying to do by investing. Ron talks about the aims of international investors, as well as some different factors to consider when deciding how you are going to invest. Once you know what your end goal is, it is critical to find a REALTOR® that knows about the investment side as well as the market area.
It is also critical to be a real estate agent that knows about the investment side. The National Association of REALTORS® has come out with a course that has two focuses: the first is to encourage REALTORS® to make investments, and the second is to train them on the vocabulary of real estate investment and what strategies they can use to help their clients. The investor is a more reliable (and frequent) customer than a family looking for a house. As REALTORS®, becoming an investor can help you focus back on your core business, and can also help you be more qualified to help your clients make sound investment decisions. This includes providing your clients with a network of resources to help when problems arise, as well as discussing disadvantages with their clients.
Some of the disadvantages of investing in real estate: 1) lack of liquidity, 2) you can’t sell the property overnight, 3) there are risks and expenses, and 4) the variability of market conditions. As an investor, it is important to be aware of these things.
There are a lot of avenues for financing. Ron talks about some of these different avenues — including researching smaller entities for better lending, leveraging other properties, and using IRA money to fund investment property. Depending on where you live or where you feel comfortable investing, you can start with small numbers. Keeping your original properties can help increase your cash flow as well. Monica and Ron again talk about the importance of getting together with a professional about what goals you’re trying to accomplish, and doing due diligence to cover all your bases.
Some important things to consider with your investment property are the cost of maintenance, insurance, and current rent rates. After considering these things, if the numbers don’t work, you may want to consider moving on to a different opportunity. It is important to be disciplined about these numbers to help ensure a successful investment.
There are many opportunities for building your education in real estate investment. Ron recommends the class Building Wealth, Representing Investors, and Becoming One Yourself. This one-day course will provide resources, tools, and networking to help REALTORS® secure their future through investing. Monica suggests the Real Estate Investors Networks (REIN) — look in your local area for these networks. There are many additional opportunities in your local communities as well as within the state. Explore the different opportunities around you to see what kind of education you can find, or financial assistance. The National Association of REALTORS® is a very valuable tool for understanding different market areas and demands.
Ron’s final advice is to use common sense and engage the professionals to help you in your pursuit. Real estate is a great tool to become financial independent, but the professional advice will make the journey a lot less painful.
Guest Links:
Ron’s Websites:
NAR Education Sites & Resources:
Link to information about the class:
http://www.rebac.net/content/real-estate-investing
National Association of REALTORS®
Onlinelearning.REALTOR® - Use coupon code: podcast
Host Information:
Monica Neubauer
Speaker/Podcaster/REALTOR®
Tue, 06 Jun 2017 - 51min - 2 - 002: Military Real Estate Tips with Bryan Bergjans and Juanita Charles
In this episode of the Center for REALTOR® Development, guests Bryan Bergjans and Juanita Charles join our host Monica to discuss several aspects of serving as a real estate agent for military personnel. This episode will cover VA loans and how they can be used, as well as what you can do as a REALTOR® to best serve your military customers. As a real estate agent working with military relocation, you never know what kind of variables you might dealing with, and our guests today talk about how to navigate them.
VA loans are really just like any other loans, but there is some work that needs to be done beforehand. You have to establish eligibility and entitlement up front; it’s beneficial to have the Certificate of Eligibility (COE) before looking for loan terms and turning in loan applications. A veteran or active duty member is eligible for a VA loan after they have completed a minimum amount of time in service, and must show eligible service and character of service to the VA. Differences in loan between active duty members and veterans is the funding fee. The funding fee can change based on whether the client as used it before, whether they were active duty or a reservist. It can also be affected by a resident’s disability.
There are some stipulations for what types of properties a VA loan can be used to buy. Active members and veterans are not allowed to use VA loans to buy rental properties, investment properties, or second homes. The loan benefit is used for primary residents only.
Bryan shares some tips for how agents can know how to better help their military clients. One of the biggest a greatest things you can do is over communicate: keep both spouses involved in the process, and know the situation for the whole family. Be mindful of the properties you are going to show them; they should be safe, secure, and sanitary. You must also consider time frame to find a place, what’s available, and how long they’re going to be there.
In the second half of the episode, Juanita Charles shares her personal experience with coming back to the States and needing to find some place to live. As someone who has been through the process both as a client and as an agent, her advice to agents is to really get an understanding of your client’s situation, and what they expect.
Early occupancy allows for the buyers to move in early without actually owning the house yet. While they cannot make changes until the ownership passes, this may allow some members of the family to get settled in before the active military personnel arrives, or vice versa.
When helping clients get settled, it may be nice to give them a little gift basket with some of their interest in the area, and try to get them integrated into some circles. As a REALTOR®, it is important to make sure you’re aware of your client’s time frame, as well as explaining the process and costs to the clients. Talk to them about situations where they may have to leave earlier than anticipated. All of these tips are very important for helping military clients get acclimated, but kindness is one of the greatest things you can give your clients.
Additional Links:
Crdpodcast.com - Podcast Website
Center for REALTOR® Development
Guest Links:
Reach Bryan at: military@caliberhomeloans.com
Guest Bios:
Bryan Bergjans began his career in mortgage banking in 2002, and currently serves as the national director of military and VA lending, with Caliber Home Loans. In addition to his work with Caliber, he serves in the Navy, and also is an instructor with the National Association of REALTORS® for the Military Relocation Professional Certification.
Juanita Charles served in the military, and currently works as a Realtor® in Clarksville, TN, serving active duty and military veterans.
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Thu, 18 May 2017 - 1h 19min - 1 - 001: Pricing Strategies in the Market with Melanie McLane and Rob Mehta
This first episode of the Center for REALTOR® Development podcast focuses on pricing strategies. Our guests provide some different perspectives on pricing strategies in today’s real estate market for both buyers and sellers. Melanie McLane and Rob Mehta share their expertise on both basic and more advanced areas to consider when pricing homes. In addition, they talk about how REALTORS® can work best with appraisers, AVMs, and how to use Realtors Property Resource® (RPR®) tools.
In a comparative market analysis (CMA), a REALTOR® will want to look at solds, current listings, and expireds. Solds should be as similar as possible to the subject property, and current listings allow REALTORS® to share how a seller’s home compares to others on the market. Expireds often exhibit aspirational (wishful) pricing - which in turn can help set a realistic prices for sellers. Other things to look at when comparing cost, value, and price for a client are absorption rates and supply and demand. Melanie talks about how all these factors can work together to test the market and get the best options for your clients.
Melanie shares some of her experience as an appraiser and in working with appraisers. As a REALTOR®, it is important to form a good relationship with appraisers. Take them out to lunch and ask them questions and learn from them - you can use each other as a resource! The more they know, the better than can accurately appraise a property. A good appraiser will check the comps to find similar properties and take into account adjustments - which will never be the same across different prices ranger in the market - and compile a report that should then be reviewed by the agent to ensure the facts are right.
In today’s market, Automated Valuation Methods, or AVMs, are very popular. A standard AVM (such as Zillow) uses public record data; for an AVM to work, the data has to be correct. It will not pick up the difference between some sales and comps, or closing costs. There are new processes being rolled out concerning AVMs that may prevent people from getting appraisals done. Melanie discusses Fannie May’s Collateral Underwriter and Day 1 Certainty, and how they may affect other aspects of the market.
In the second half of the show, Rob Mehta discusses some of the same strategies above from the perspective of a seller. For AVMs, he checks multiple sources to pull reliable data, then will fine-tune the data by looking for nuances in the market. Rob is very big proponent of RPR® tools. With RPR®, you can see public data as well as MLS data; you also have the ability to modify your research and searches to reflect public record information more accurately. It is a great way for agents to obtain high-quality data that clients want, without having to look in too many places.
Additional Links:
NAR’s Pricing Strategy Advisor Certification
Melanie McLane’s Facebook Business Page
Realtors Property Resource® (check out the app too!)
Onlinelearning.REALTOR® - Use coupon code: podcast
Host Information:
Monica Neubauer
Speaker/Podcaster/Realtor
Wed, 26 Apr 2017 - 1h 14min
Podcast simili a <nome>
Global News Podcast BBC World Service- El Partidazo de COPE COPE
- Herrera en COPE COPE
- The Dan Bongino Show Cumulus Podcast Network | Dan Bongino
- Es la Mañana de Federico esRadio
- La Noche de Dieter esRadio
- Hondelatte Raconte - Christophe Hondelatte Europe 1
- Curiosidades de la Historia National Geographic National Geographic España
- Dateline NBC NBC News
- 財經一路發 News98
- La rosa de los vientos OndaCero
- Más de uno OndaCero
- La Zanzara Radio 24
- L'Heure Du Crime RTL
- El Larguero SER Podcast
- Nadie Sabe Nada SER Podcast
- SER Historia SER Podcast
- Todo Concostrina SER Podcast
- 安住紳一郎の日曜天国 TBS RADIO
- アンガールズのジャンピン[オールナイトニッポンPODCAST] ニッポン放送
- 辛坊治郎 ズーム そこまで言うか！ ニッポン放送
- 飯田浩司のOK! Cozy up！ Podcast ニッポン放送
- 吳淡如人生實用商學院 吳淡如
- 武田鉄矢・今朝の三枚おろし 文化放送PodcastQR
![アンガールズのジャンピン[オールナイトニッポンPODCAST]](https://is1-ssl.mzstatic.com/image/thumb/Podcasts126/v4/a3/d0/03/a3d0036b-fb99-56ad-928e-2fdabbea43b6/mza_8898289893618631728.jpg/300x300bb.jpg)
