NAR’s Center for REALTOR® Development

Please Note: Since the recording of this episode, NAR entered into a proposed settlement agreement that would end litigation of claims brought on behalf of home sellers related to broker commissions. To learn more, and to prepare for the practice changes taking effect August 17, 2024, go to facts.realtor.   Welcome to Part 2 of my conversation with Lynn Madison! Today we are talking about different business models. As you refresh your presentation of what you do and what you charge, we want you maybe to consider some other options or, at least, some other parts of the business and we also want you to be aware of the possibility that somebody else might have a different business model; how are you going to be prepared for that? Go back to episode 098 to hear the start of our conversation on clearly communicating your value to your clients. Lynn Madison has received the REBAC Hall of Fame Award, the REBI Distinguished Educator Award, and Educator and REALTOR® of the Year, both from the Illinois Association of REALTORS®. She is also one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. We will link to the other two episodes where Lynn has been with us, in the show notes.   Welcome back, Lynn Madison, for Episode 2! [2:25] So we just want to talk about maybe some of the different ways people can get paid, maybe some challenges we see, and what we hear from people talking about business models. [2:45] Your business model must be something that is allowed in your state. Your menu of services must not include options that are lower than the minimum services that the license law requires you to give.   [5:05] Competition.REALTOR (now facts.realtor) lists tasks you perform for clients. Are they in your business model? Lynn says your business model is what you deliver but be consistent. She talks about when inconsistency hurt her.   [7:44] If you provide different levels of service, have the client check and sign on a written document what level of services they are choosing, so there is no confusion or anger later. Be very clear about it.   [8:37] Lynn has a pledge of performance. In it, she offers her full level of service to every client. If she offered less service to some, she would need a separate pledge of performance for that level of service.   [10:07] Lynn teaches about six buckets: finding a suitable property, showing property, analyzing the market, writing a reasonable offer, negotiating the offer, and following the transaction through to the closing.   [10:47] People don't like to lose out. When you have a buyer sign a Buyer Representation Contract, you move the buyer from customer-level service to client-level service. Lynn explains what that means by law.   [14:50] You're going to want to have this Buyer Representation Contract signed with a compensation amount in it. You're going to have to figure out how to talk about compensation with your buyers.   [15:33] Stop being afraid of talking about compensation. Explain what it is you do to earn the money you are making. Nobody works for free. [19:34] Study in the last 18 months in your market, how long it took you to find a property for your buyer. Tell your client, in this market, it takes about four to six months to find a house. Would that fit your plans?   [22:54] Follow your state law regarding the contract and protection period. What if they buy something after the contract that you showed them? If the contract period is long, there must be an opt-out.   [26:52] Lynn wants to give her buyers premium-level services but if the buyer finds a house in two weeks instead of six months, that's a good place to offer a menu of services. Also, Monica tells why this podcast episode is not an antitrust violation conversation in the discussion of business models.   [29:27] You can use a free Zoom account to meet with buyers, especially if out of town. Share your screen with them. Tell how they will be notified of new listings in MLS and other features and statistics.   [31:10] Statistics of days a home stays on the market can show the urgency of making a move to buy a home. You can show these electronically or on paper. NAR resources linked below can help.   [32:43] Lynn takes NAR resources and personalizes them for herself to show her clients her pledge of performance of what she will do for them to get them the right property at the right terms to the closing.   [34:40] How Lynn deals with appraisal disagreements.   [35:41] In this hour, Monica and Lynn have shared some of what they teach in the ABR® class. Be sure to take the ABR® designation, with Lynn, online, or locally.   [36:49] “If you've not read the book, Who Moved My Cheese?, get it and read it. If you think about what we're going through, it helps you realize that you've got to change your mindset.”   [37:52] Monica thanks Lynn Madison. She gives us so much great information! What is your takeaway from this conversation? Can you bring some points back to your team or brokerage firm?   [38:05] Please share this podcast with your fellow agents. I am learning all the time and I am talking with some very well-trained and thoughtful educators. They want to help you and the people that they train to make the transition that needs to be made. Please share this as a resource for this time.   [38:31] The Center for REALTOR® Development offers excellent training and you can find live, live virtual, and online courses, designations, and micro-courses. Check out the ABR® offerings and the SRS offerings locally or at Learning.REALTOR. Tweetables:   “Your business model cannot be something that is not allowed in your state. Some states have, for example, Minimum Services. If I have an exclusive agreement with my client, whether it's a listing or a buyer, I must give them a certain level of service.” — Lynn Madison   “I'm at a loss as to understand why a buyer would want to go [without representation]. But part of the problem is we haven't been having these conversations with the buyers.” — Lynn Madison   “You're going to have to figure out how to talk about compensation with your buyers. All of this ties back into your value proposition.” — Lynn Madison   “If you've not read the book, Who Moved My Cheese?, get it and read it. If you think about what we're going through, it helps you realize that you've got to change your mindset.” — Lynn Madison   Guest Links: Madisonseminars.com lynn@madisonseminars.com   080: “Talking Buyers, Contracts, Value, and Fees with Lynn Madison” 098: “Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1”   NAR Resource Links ABR® Accredited Buyer's Representative SRS Seller Representative Specialist   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Competition.REALTOR   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks       Guest Bio Lynn Madison Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.   Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS®, a local independent with 28 offices. She was the manager of two different offices for First United. Prior to that, she was an award-winning salesperson — receiving their Salesperson of the Year honors.   Lynn speaks annually at the NAR conventions and is an ABR®, BPOR, GRI, SFR, SRES®, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR®, and BPOR courses.   Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS® her local 14,000+ member association.   At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships — RPAC and REBAC.   At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, and GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR's Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.   Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011.   Lynn's Credentials 2016 President Mainstreet Organization of REALTORS®, 18,000 MEMBER ASSOCIATION 2011 REALTOR® of the Year — Illinois Association of REALTORS® 2003 REALTOR® of the Year — Main Street Organization of REALTORS® Speaker at the NAR Convention since 1993 REBAC Hall of Fame RPAC Hall of Fame Conducts over 250 continuing education seminars annually NAR and REBI Certified to Teach: ABR® SFR SRES® SRS RENE PSA  

Welcome back, Friends! Our podcast has received another award from AVA Digital Awards, an international competition that recognizes excellence by creative professionals in the area of digital communication. We received a Gold Award for Podcast and Audio Production!  We have another amazing award-winning guest today! She has been recognized as an amazing instructor, having received the ABR® Hall of Fame Award, the REBI Distinguished Educator Award, REALTOR® of the Year, and Educator of the Year, both from the Illinois Association of REALTORS®. She is one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. She was with us last year to talk about the changes in the industry and how to prepare for them. We will link to that episode in the show notes. Today, we are going to dig in deeper with Lynn, specifically about ways to show your value to your clients. We must improve our skill in communicating what we do and how valuable our skills are to our clients. We have two episodes this month with Lynn, and I hope you can listen to both of them! They are worth your time!   [3:19] Build your value proposition; if you don't quantify what you're doing, you don't know the value you bring to buyers.   [4:46] You need the client to know what you do for them. It is sometimes harder and more work to get a lower-priced transaction to the closing table. The average buyer doesn't know the value you bring if you haven't explained it to them. [7:39] Lynn notes that “value proposition” is sales language and people don't want to be sold, they want to buy a house. Tell the buyer about the value you bring them, not about your value proposition.   [8:29] A contractor building a house has a standards sheet showing what is included and some optional upgrades. Lynn talks about using a Buyer Representation Agreement. Lynn makes sure the buyer understands the “big bucket” things she does for them.   [11:38] A weekly call with buyers keeps them updated on what you have done for them to help them buy a house. Lynn thinks we all should be doing that.   [13:46] Lynn tells buyers that not all available properties are on the internet and not all properties on the internet are available.   [14:03] If you don't consistently touch base with the buyer, they go out looking with other people. Stay in touch weekly with your buyers!   [16:59] Use your analytical tool in your MLS and communicate to your buyers what the market is doing. Lynn shares a recent example about pricing listings.   [18:34] It's hard for buyers to see we have an inventory shortage when the houses are everywhere. Unfortunately, in many cases, we're not communicating this to our buyers.   [19:24] In your weekly call with your buyer, share data, such as the updated absorption rate. In the market niche you're looking at, what went under contract this week?   [20:03] Lynn shares a story from her travels. Lynn shares more facts about the absorption rate or month's supply of inventory. [24:36] You would have a license law problem and a code of ethics problem if you showed houses to someone in an exclusive contract to purchase with another brokerage company.   [28:16] If something changes along the way, you may need multiple consultations.   [31:23] Sellers are now recording the agent and buyers going through their homes. So we have to be careful what we talk about. This is a relationship business. We build relationships in person.   [33:54] Some websites pull the new listing data in the middle of the night. That puts them almost 24 hours behind the MLSs. This happens in a counseling session.   [34:36] Lynn's last word: “NAR has a website called Competition.realtor. On there find ‘105 Things that Buyer Agents Do for Their Buyer Clients.'   [35:20] It might help you to formulate your value proposition. Find out what you're passionate about, that your buyers have benefitted from, and talk about that.   [38:05] Kudos for doing your best to get your clients the help they need and want. The Center for REALTOR® Development offers excellent training and you can find live, live virtual, and online courses, designations, and micro-courses. Check out the ABR® offerings locally or at Learning.realtor.   Tweetables:   “You go too long without talking to somebody and you can't figure out how to get yourself back on track.” — Lynn Madison   “Not all of the available properties are on the internet and not all of what's on the internet is available. We have stuff in the MLS that they don't see. Most MLSs do.” — Lynn Madison   “This is a relationship business and it's hard to build a relationship if all you're ever doing is communicating with somebody via computer and texting.” — Lynn Madison   “I talk with my buyers a lot about my having at least 10 different ways to make their offer stronger in a multiple-offer situation.” — Lynn Madison   Guest Links:Madisonseminars.com lynn@madisonseminars.com   080: “Talking Buyers, Contracts, Value, and Fees with Lynn Madison”   NAR Resource LinksABR®   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered     Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks   Guest Bio Lynn Madison Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.   Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS®, a local independent with 28 offices. She was manager of two different offices for First United. Prior to that, she was an award-winning salesperson — receiving their Salesperson of the Year honors.   Lynn speaks annually at the NAR conventions and is an ABR®, BPOR, GRI, SFR, SRES®, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR® and BPOR courses.   Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS® her local 14,000+ member association.   At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships — RPAC and REBAC.   At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR's Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.   Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011.   Lynn's Credentials ■      2016 President Mainstreet Organization of REALTORS®, 18,000 MEMBER ASSOCIATION ■      2011 REALTOR® of the Year — Illinois Association of REALTORS® ■      2003 REALTOR® of the Year — Main Street Organization of REALTORS® ■      Speaker at the NAR Convention since 1993 ■      REBAC Hall of Fame ■      RPAC Hall of Fame ■      Conducts over 250 continuing education seminars annually ■      NAR and REBI Certified to Teach: ○      ABR® ○      SFR ○      SRES® ○      SRS ○      RENE ○      PSA

We're back with our second episode of the month to talk about connecting with people so that you will have clients throughout 2024. We call it filling your pipeline. Many of us focus on getting business. If we can spend time connecting with people with purpose, there generally will be a more steady flow of clients throughout the year. Did you apply anything you've learned from the first episode already? We would love to hear what worked for you! Our email address is in the show notes.   In this episode, we will look at the difference between online leads and live leads and a few marketing tips. February's guest is Janet Judd. She's a 2022 REBAC Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. [3:08] Excellent content on your site makes the difference. Janet gives some great recommendations.    [4:37] Janet hangs on to hits because they picked her. Respond promptly when they contact you. Janet suggests you host virtual tours and webinars on your site. [7:08] Janet pays the website professionals for content, SEO, and marketing of her site.    [10:25] Janet advertises in a neighborhood magazine to 55,000 homes a month. That's generated a few calls that she puts in her pipeline to send a monthly postcard.    [16:47] When her leads start responding more conversationally to her texts or emails, Janet knows it's time to set up a phone call with them to slowly but surely reel them in.   [18:46] Make sure you have testimonials on your website. Ask your clients for a testimonial right at the closing.    [20:29] Janet is a worker bee. She volunteers and works hard. Active listening is one of Janet's superpowers. If you can do that, it makes all the difference.   [22:13] Janet carries a wire-bound index card file in her purse to record notes about new contacts. For Janet, Top Producer is her “second brain.” Find your “second brain” that creates a flow.   [31:30] Be a resource. It creates credibility, trust, and an emotional connection. People decide with their emotions. The educational approach is her focus, now.   [33:50] I'm going to encourage our listeners to go back and listen to Part 1 of this conversation if they haven't already where Janet talks about her system of keeping up with leads and clients.   [34:55] Some states allow incentives or inducements, some do not. Check your state law before offering one.   [36:08] Some agents hold R.S.V.P.-only open houses as a security issue and let only one person come in at a time. Don't share your personal information online.   [38:08] Janet's last word: “You need consistent, excellent service to your existing clients. That's what's going to keep you in the business. … Whatever you do, autograph it with excellence.    [39:11] My favorite takeaway from Part 2 was the reminder that everything we do to improve our visibility will cost us time or money. What was your favorite tip from the 2nd episode? If you missed the first episode about great ways to connect with people in real-time, head back and hear Janet's tips to get started.   [40:25] We're going to be having several months of episodes focusing on tools to help you communicate more clearly, set excellent expectations, and create great experiences. What classes are you planning to take to improve your business? Go to Learning.realtor to find lots of live, virtual, and online classes. Join us in March for more ways to improve your business model and to think a little bit differently. Thanks for joining us! Make some calls, tighten up your system, go out there, and sell some houses! Tweetables:   “You also want to have a call to action on your website so that they know what to do. For me is just ‘Call JJ.' Call Janet Judd.” — Janet Judd   “I truly believe the old ways are coming back again. So print media could be coming back. So I started doing that.” — Janet Judd   “It has to be ‘Janet-proof.' That means I can't break it, it's easy to learn, it's intuitive, I can get to it on my phone, and get that information that I need, right away … before I call them, and get all those notes.” — Janet Judd   “If I can get them on a phone call, I can usually get them.” — Janet Judd   Guest Links: Jane Judd on LinkedIn NARRPR.com REALTOR® Property Resource   Slydial American Greetings digital cards Top Producer® NAR Library Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte   NAR Resource Links NAR.realtor/technologyABR® SRS   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks   Guest Bio Janet Judd Former Police Officer. First female hired by a 55-man department in St. Louis County — in the early '80s. First female elected Class President at the St. Louis Police Academy. That's why I teach the updated and revamped NAR REALTOR® Safety Course via Zoom and in-person. 2022 Chair of NAR's Safety Advisory Council. Presented Safety Topic at the August 2021 Leadership Summit. First Hispanic to be elected President of Missouri REALTORS® and St. Louis REALTORS®. Missouri Real Estate Commissioner. 2023 Triple Play Instructor. 6000+ attendees from New York, New Jersey & Pennsylvania. NAR Appointee to the elite Professional Standards Advisory Council. Janet Judd, CRS, CIPS, GRI, ABR, SRES, AHWD, RENE RE/MAX Results Broker-Associate 2021 President Missouri REALTORS® 2016 Salesperson of the Year Missouri REALTORS® 2015 President St. Louis Association of REALTORS® Hall of Fame Member Realtors® Political Action Committee RE/MAX International Hall of Fame St. Louis Magazine 15-year Five-Star Award Recipient For Client Customer Service www.JanetJudd.com

How is your business growing and flowing right now? I hope you have a pipeline full of clients who are looking right now or planning to buy or sell in the next few months. We know, though, that hope is not a strategy. We need better tools than just hope to get our buyer pipelines filled. We know that a whole lot is happening in the real estate industry right now. We will be having several months of focusing on tools you can use to communicate more clearly, to set better expectations, and to create great experiences for you and your clients. February's guest is Janet Judd. She's a 2022 REBAC Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. As a reminder, this a two-part episode, with the second part coming later this month.    [3:17] Janet is a solo agent in Missouri who has been selling real estate full-time for 38 years. She loves what she does and has a servant's heart for volunteering.  [5:42] You are the product when you're meeting clients. They need to know that you're engaging. You need to be credible and communicate to them the value of doing business with you.  [11:08] Janet discusses an app that let's you call someone's voicemail when you can't chat.  [14:15] For Janet, a pipeline means knowing she will be able to have a buyer close on a property. [15:00] Janet takes the most motivated ones out to show properties. She leads them along the pipeline with frequent contacts and suggestions.  [16:04] Janet has buyers in the pipeline for months. She keeps all her contacts in the loop so they don't run off with someone else. She gets them under a Buyer Agency Agreement as soon as she can.  [21:05] When buyers know what they want, it's easier to define and find it. Then you have to hold their hand and make sure they stay patient while you do your job.  [22:00] Janet discusses the CRM she uses. She also keeps a file folder for every contact in the pipeline with notes. She goes through all the folders each day, making contacts as appropriate.  [27:10] Sometimes you lose an opportunity. Ask people who may be a year from buying how often they want you to contact them. Janet discusses how to motivate them. [29:34] Janet invites people to sign a Buyer Agency Agreement at the first meeting. She writes the agreement for a year. It's a two-way commitment. Don't disappear from view. [33:15] Janet's last word: “I really just want you to understand the fact that you're the product. Help them make that emotional decision to work with you and be excited about the opportunity to work with them and help a dream come true — the American Dream come true.” [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!   Tweetables: “I've been selling real estate full-time for 38 years. I don't have a team. I'm a solo agent and I still love what I do and definitely have a servant's heart for volunteering.” — Janet Judd “Being a buyer's agent, you've got to dance the way they want you to dance. It's on their schedule. When they call, you've got to pop up!” — Janet Judd “Help buyers to make that emotional decision to work with you; be excited about the opportunity to work with them and help a dream come true — the American Dream come true.” — Janet Judd   Guest Links: Janet Judd on LinkedIn NARRPR.com REALTOR® Property Resource Slydial American Greetings digital cards Top Producer® NAR Library NAR Resource Links NAR.realtor/technologyABR® SRS   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Janet Judd Former Police Officer. First female hired by a 55-man department in St. Louis County — in the early '80s. First female elected Class President at the St. Louis Police Academy. That's why I teach the updated and revamped NAR REALTOR® Safety Course via Zoom and in-person. 2022 Chair of NAR's Safety Advisory Council. Presented Safety Topic at the August 2021 Leadership Summit. First Hispanic to be elected President of Missouri REALTORS® and St. Louis REALTORS®. Missouri Real Estate Commissioner. 2023 Triple Play Instructor. 6000+ attendees from New York, New Jersey & Pennsylvania. NAR Appointee to the elite Professional Standards Advisory Council. Janet Judd, CRS, CIPS, GRI, ABR, SRES, AHWD, RENE RE/MAX Results Broker-Associate 2021 President Missouri REALTORS® 2016 Salesperson of the Year Missouri REALTORS® 2015 President St. Louis Association of REALTORS® Hall of Fame Member Realtors® Political Action Committee RE/MAX International Hall of Fame St. Louis Magazine 15-year Five-Star Award Recipient For Client Customer Service www.JanetJudd.com

We are so glad you joined us to help you start your new year! This episode's guest is Matthew Rathbun. Matthew discusses business suggestions, strategies, and ideas to help you make your plans for success this year. This is Part 2 of the interview with Matthew on Business Planning. The first part was launched earlier this month. In this part 2 episode, Matthew leads us into a conversation about the people you're partnering with in your business and gives some great suggestions when you consider the rhythm of work and home life. We would also love to hear your feedback on this new format with two parts and shorter episodes.    [2:30] Matthew urges you to choose your sellers and buyers carefully. Allot your time and attention to the right people.   [7:30] Matthew explains that you are alienating your market if you post what a great time it is to buy. It is a very different marketplace today with a different cost of living and a weaker job market than past markets.   [8:27] Whatever you post in a public forum, consider how it impacts your target audience. Tell them you understand their pain points and villains and you have the solutions to their problems.  [12:27] Matthew sits on the board of a housing non-profit. He had a recent conversation with a board member about the challenges people have coming up with the down payment.   [13:40] Matthew recommends apps that can function as your Personal Knowledge Management System.    [16:49] Matthew discusses digital mind mapping and a powerful tool for this.    [18:01] Matthew does his business planning in October and November to get ready for January. Do it when it's right for you. [21:43] Do not trade your family for your career. Your career is alluring; everyone's feeding your ego. It's an ego-driven industry. What your spouse and kids think of you is eternal.   [30:21] Matthew's last word: He has a business planning workbook that you can download on this site.    [31:15] Look for things like virtual assistants. Start budgeting; this market is going to create opportunities.    [31:55] The world is changing rapidly. There is going to be a lot of opportunity in the changes with the right mindset and the right plans.  [33:35] We hope you will consider taking the ABR®, the Accredited Buyer's Representative designation, this year. You can learn more at learning.realtor.   [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!   Tweetables:   “[Use a] Personal Knowledge Management System. Our brains were designed for creating ideas, not for remembering things.” — Matthew Rathbun   “It is not worth trading your family for this career. I have watched it happen way too many times.” — Matthew Rathbun   “I don't expect my family to support my career. I think that's a misalignment.” — Matthew Rathbun   Guest Links: Matthew Rathbun on Facebook Canva Templates at Etsy.com NARRPR.com REALTOR® Property Resource   MyStorybrand.com Apple Notes Evernote Getting Things Done: The Art of Stress-Free Productivity, by David Allen Apple Freeform MindMup Cofftivity MyOutDesk Matthewrathbun.com/resources/   NAR Resource Links NAR.realtor/technologyABR® SRS C-RETS class   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered REBI   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks   Guest Bio Matthew Rathbun I'm unapologetically me. I love learning and sharing what I've learned with anyone willing to listen. It's what I've done all of my life. I'm a restless and demanding learner myself, so I focus on people in the audience who want advanced information, a little humor, and actionable information when they leave. If a learner attends one of my sessions, I feel honored to have them there and feel that I have a duty to ensure that the time they have given me will be valuable to them. I believe that every moment with learners should count.   I still work with clients and actually practice the skills and information that I deliver in each class. I'm also a licensed broker in Virginia, DC, and Maryland and a licensed instructor in many states in the U.S. I am the Executive Vice President of a large multi-office firm in Virginia and oversee operations, risk management, and agent development among other things. Before becoming a broker, I was a high-performing agent and received a number of awards and accolades throughout the year including the Virginia Association Instructor of the Year, and was recognized by RISMedia Newsmaker Thought Leader in 2020.   My course offerings are pretty extensive and I'm always happy to create unique content if it's within my knowledge base. I'm a certified CRS instructor and have contributed to or written various national certification and designation courses for RRC, REBAC, and REBI (all three NAR education institutes). My emphasis is on leadership development, technology, risk management, and advanced practice of real estate. I have a wide range of experience with risk reduction, including serving on the local, state, and national professional standards workgroups, MLS compliance committees, and various other industry opportunities that have given me broad exposure to what should be the best practices in the industry. I am an alumnus of the VAR Leadership Academy. As an author, I have contributed to many real estate industry magazines and online industry news venues.   A few accolades: REBI National Distinguished Instructor of the Year 2021 CRS National Instructor of the Year 2020 Virginia Association of REALTORS® — Instructor of the Year 2007 RISMedia Newsmaker — 2020 Influencer Virginia REALTORS® Graduate — Leadership Academy — 2007 Fredericksburg Assoc. of REALTORS® — Realtor of the Year 2020 Fredericksburg Assoc. of REALTORS® — President's Award 2010 Fredericksburg Assoc. of REALTORS® — Code of Ethics Award 2011 Fredericksburg Assoc. of REALTORS® — Rookie of the Year 2003 Fredericksburg Assoc. of REALTORS® — Honor “Role” Fredericksburg Assoc. of REALTORS® — Production Awards Coldwell Banker Recruiter Award — Virginia

We are so glad you joined us to help you start your new year! This episode's guest is Matthew Rathbun. Matthew will be discussing business suggestions, strategies, and ideas to help you make your plans for success in 2024. This is the first part of a series on Business Planning with Matthew this month. The second part will launch later this month.   [2:55] Matthew is the EVP of a Coldwell Banker company with 10 or 11 offices in the D.C.-Maryland-Virginia area.   [3:40] Matthew started teaching and has been teaching ever since. He is currently the president-elect for the Real Estate Business Institute, a good partner for CRD, providing lots of education to agents.   [4:20] There has been attrition in the industry. A lot of agents are not seeing a lot of production right now. When you plan for next year, you have to base it on reality. [5:33] We are knowledge workers more than salespeople. The buyer hires you as a buyer's agent for what you know. How do you provide clarity on your value as a buyer's agent?   [7:00] A knowledge worker will say, “I know the market, what my capabilities are, and what my consumer base is and I'm going to build a strategic plan.”   [7:37] You can be a knowledge worker to your consumers and demonstrate that value to them. You can use your knowledge and say, “I'm the CEO of me.”   [9:21] What are we changing for 2024? Agents need to be much more precise with their goals to be able to look back and see what they've accomplished and why this is a good career for them.   [11:12] Matthew goes over tips and tools on how to interject your goals. Substantial industry changes are coming but most of our chaos is controllable.   [13:00] You're controlling whatever chaos you can. Putting systems in place is so important. “You do not rise to the level of your goals, you fall to the level of your systems.” — James Clear   [15:48] With industry changes, Matthew says training will be a core part of any successful agent's business.   [18:33]. Change is good. A bad change can be corrected to something better. Have a healthy mindset on addressing change. Lean into change and what it means.   [23:06] It's time to add to your listing kit and improve the buyer consultation kit on your website. Market your value proposition for buyers. Matthew discusses what to do in the next 30 to 90 days.   [25:45] Agents need a better consumer persona. Who do you want to work with? Just saying you want to work with sellers or with buyers is not focused enough to reach the core consumer that you want.   [30:18] Matthew cites Atomic Habits, by James Clear as the most transformative book. He recommends other books.    [32:50] Monica urges you to check the resources mentioned in this episode and Matthew Rathbun's website linked in the notes. What education do you need to add to your life and business? The Center for REALTOR® development highly recommends ABR®, The Accredited Buyer's Representative designation.   Tweetables:   “This is very much an industry where you get to eat what you kill. You hunt it. You kill it. Now you get to enjoy it, so to speak.” — Matthew Rathbun   “Change is good. I've always said change is good. Even if it's bad change, it's generally going to be corrected and lead to something that's better.” — Matthew Rathbun   “Every successful CEO is a reader. That's one of the common traits of all successful CEOs.” — Matthew Rathbun   Guest Links:Matthew Rathbun on Facebook Canva Templates at Etsy.com NARRPR.com REALTOR® Property Resource   Building a StoryBrand: Clarify Your Message So Customers Will Listen, by Donald Miller Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte Getting Things Done: The Art of Stress-Free Productivity, by David Allen   Canva.com Alignment.io Trello.com MyStorybrand.com Freeform – app for iPads and iPhones only MindMup.com Coffitivity.com Matthewrathbun.com/resources/   NAR Resource LinksNAR.realtor/technologyABR® SRS   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered REBI   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks   Guest Bio Matthew Rathbun I'm unapologetically me. I love learning and sharing what I've learned with anyone willing to listen. It's what I've done all of my life. I'm a restless and demanding learner myself, so I focus on people in the audience who want advanced information, a little humor, and actionable information when they leave. If a learner attends one of my sessions, I feel honored to have them there and feel that I have a duty to ensure that the time they have given me will be valuable to them. I believe that every moment with learners should count.   I still work with clients and actually practice the skills and information that I deliver in each class. I'm also a licensed broker in Virginia, DC, and Maryland and a licensed instructor in many states in the U.S. I am the Executive Vice President of a large multi-office firm in Virginia and oversee operations, risk management, and agent development among other things. Before becoming a broker, I was a high-performing agent and received a number of awards and accolades throughout the year including the Virginia Association Instructor of the Year, and was recognized by RISMedia Newsmaker Thought Leader in 2020.   My course offerings are pretty extensive and I'm always happy to create unique content if it's within my knowledge base. I'm a certified CRS instructor and have contributed to or written various national certification and designation courses for RRC, REBAC, and REBI (all three NAR education institutes). My emphasis is on leadership development, technology, risk management, and advanced practice of real estate. I have a wide range of experience with risk reduction, including serving on the local, state, and national professional standards workgroups, MLS compliance committees, and various other industry opportunities that have given me broad exposure to what should be the best practices in the industry. I am an alumnus of the VAR Leadership Academy. As an author, I have contributed to many real estate industry magazines and online industry news venues.   A few accolades: ■      REBI National Distinguished Instructor of the Year 2021 ■      CRS National Instructor of the Year 2020 ■      Virginia Association of REALTORS® — Instructor of the Year 2007 ■      RISMedia Newsmaker — 2020 Influencer ■      Virginia REALTORS® Graduate — Leadership Academy — 2007 ■      Fredericksburg Assoc. of REALTORS® — Realtor of the Year 2020 ■      Fredericksburg Assoc. of REALTORS® — President's Award 2010 ■      Fredericksburg Assoc. of REALTORS® — Code of Ethics Award 2011 ■      Fredericksburg Assoc. of REALTORS® — Rookie of the Year 2003 ■      Fredericksburg Assoc. of REALTORS® — Honor “Role” ■      Fredericksburg Assoc. of REALTORS® — Production Awards ■      Coldwell Banker Recruiter Award — Virginia

This episode's guest is John LeTourneau. Our topic is real estate investing. The Center for REALTOR® Development has a course that teaches this: Real Estate Investing: Building Wealth: Representing Investors and Becoming One Yourself. There is so much opportunity for you, our listeners, in this area. John is just opening the door of what's possible. Let's find out more.   [2:42] John became a broker and a REALTOR® in 2005.   [4:11] John started in residential but preferred B2B, so he worked as a non-REALTOR® commercial broker for several years at a large commercial firm. John shares a prospecting story.   [6:50] John does volunteer work for his local, state, and national associations and public speaking and education in the U.S. and internationally. Every hour he gives comes back 10 or 20 times in satisfaction, wisdom, and knowledge.    [10:23] In commercial real estate, you are a product specialist and territorial generalist, or a territorial specialist and product generalist. John's license allows these transactions: listing property, buying property, working with landlords, and working with tenants.   [11:22] John wants to reach the person who can spin off all four activities: a real estate investor. John can build a team and an income stream with that person.   [12:11] John's specialty is helping people build multi-generational wealth through investment real estate. Through his connections, he can tap into local market resources around the country and find local knowledge.   [12:44] The IRS has a passive loss rule for full-time real estate professionals. Full-time real estate professionals can lose money on real estate. John describes additional tax advantages only for full-time real estate professionals.   [17:52] Your day-to-day brokerage activity will rarely be enough for you to retire. Start building sources of passive income. Figure out what it costs you to live every day and every year. That's your freedom number!   [20:14] John believes that real estate, with its market advantages, in concert with a diversified portfolio of other things, is a phenomenal way to hit your freedom number.    [24:04] John's real estate investment advice. In most cases, single-family homes are among the worst investments you can make. You have a lot of risk buttoned up in one tenant in your expensive property.    [31:33] John explains straight-line depreciation. When your rental cash flow surpasses the depreciation, it is a good time to sell. If the home is expensive, you can see if it qualifies for accelerated depreciation or cost segregation. [36:41] Article 11 says you should not offer specialized services unless you have the skill set to do it. Refer it out or partner up with someone with that skill. Don't put your commission ahead of your client.   [39:03] John shares some NAR statistics about the time and cost of a residential real estate transaction in the United States.    [39:26] Getting a lead and making a referral of it in about 30 minutes and getting a referral percentage, is the best hourly rate you can make anywhere in the world.   [40:41] John describes a cycle of investments starting with residential, into industrial, then long-term net leases.   [43:14] The generational shift of wealth is where we as real estate professionals can consult in a great way.   [49:43] To get into commercial, coming from residential, the top-fourth of your database is in top positions in their businesses to give you referrals.   [50:27] John reviews the demographics of residential real estate agents contrasted with commercial real estate brokers.    [53:30] Spending time in commercial will limit the time you spend in residential, so your residential income will decrease before you see income from commercial real estate. If you partner with a local mentor, you can get business quickly.   [55:50] Invest early, invest often. Don't be the broker who dies broke. Please take advantage of all the things you have and invest in real estate. Build multi-generational wealth. The world's in front of you!   Tweetables:   “In commercial, you're either going to be a product specialist and a territorial generalist, …. or you're going to be a territorial specialist and a product generalist.” — John LeTourneau   “What does my license allow me to do? My license allows me to represent four basic transactions: listing property, buying property, working with landlords, or working with tenants. So, there are four primary ways to monetize my license.” — John LeTourneau   “The number one indicator of success in commercial real estate is your ability and willingness to prospect consistently with people you don't know.” — John LeTourneau   “Invest early, invest often. Don't be the broker who dies broke. Please take advantage of all the things you have and invest in real estate. … Build multi-generational wealth.” — John LeTourneau   Guest Links: John LeTourneau on LinkedIn Book recommendation: The Psychology of Money, by Morgan Housel   NAR Resource Links NAR.realtor/technologyReal Estate Investing (REI) CRD Episode 057: Financial Planners, Insurance, and REALTORS® with Rich Arzaga CCIM IREM   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio John LeTourneau is currently the KW Commercial Managing Director for the E to P Group of 9 offices in the Chicago area. In his role, John oversees the strategy implementation and daily operations of the KW Commercial brand, with a special focus on mid-market commercial properties in the Chicago region.   During his career, John has represented landlords, tenants, investors, owner-users, and sellers in all aspects of commercial real estate; and looks to use this experience to leverage the KW Commercial platform. Mr. LeTourneau's accomplishments include:   ● Member of the Board of Directors, Illinois REALTORS® ● Immediate Past President, Mainstreet Organization of REALTORS® ● Member of the Board of Directors, Mainstreet Organization of REALTORS® ● Member of the Commercial and Government Affairs Committees at Mainstreet ● Member of the Illinois REALTORS® Commercial/Industrial, Leadership Development, and Public Policy    Working Group ● Member of the National Association of REALTORS® Commercial Real Committee ● Overseas Member of the Institute of Professional Auctioneers & Valuers (IPAV),    Dublin, Ireland ● Illinois Consulate Liaison to the Republic of Ireland ● Illinois State Legislative Contact for Senator John Curran ● Approved Continuing Education Instructor in Illinois ● Approved Instructor for NAR and REBAC ● Carries the CIPS, e-PRO, ABR, CRS, SRS, PSA, RENE, C2EX, AHWD, and GRI       Designations/Certifications

We are in a market that is now topsy-turvy. We are part of the major movements in the economy of our country and there are benefits and challenges in the flow of economics and of buying a home. Today, we are going to talk about a group of people who have had some tough times buying in recent years. We're talking about our active-duty military and our veterans who use VA Loans to purchase a home. Working with VA borrowers right now could be just what your business needs.  Jimmy Vercellino is our guest today. He's going to educate us about these loans and he is going to show us how we can serve our veterans well in the homebuying process.   [3:01] Jimmy discusses his background. He served in the military and now helps veterans. [6:51] Jimmy, as a Marine veteran, shares a common language with the veteran and active-duty military homebuyers he serves. If you, a REALTOR®, speak that language, you can better serve that client and there's instant trust, differentiating you from competitors.  [9:41] Getting veterans to learn about the benefits of VA Loans is the most important thing. The military doesn't teach this. The VA doesn't advertise it. Mortgage loan originators don't understand it.   [11:22] A veteran can get 100% financing. VA loans today no longer have a cap, as long as the veteran qualifies by income and credit. In addition, there is no PMI (private mortgage insurance).  [13:00] A veteran can use more than one VA Guaranteed Loan at a time, as long as they have enough entitlement. These features can help a veteran create wealth through real estate.  [20:09] A mortgage originator who dabbles in VA Guaranteed Home Loans hasn't been properly trained. They don't understand the nuances of the VA Home Loan Benefit. You want to work with somebody who has an in-depth understanding of VA Home Loan Benefits. [23:15] The only time Jimmy doesn't recommend a veteran consider a VA Loan is when they're paying cash. He always wants veterans to have a VA Loan on the table as an option, so they can make an informed buying decision on what's best.    [24:46] Jimmy wants real estate pros to know that just because their client is putting 20% down does not mean they should use a conventional loan. Make sure that your client is getting all the options.    [26:28] On Jimmy's YouTube channel, linked at the end of these show notes, Jimmy interviewed a VA appraiser. A VA appraiser is not an employee of the VA. The appraiser said no appraiser should ever change the home value based on the loan type.  [34:24] Va Guaranteed Loans are assumable. There is a lot of confusion that exists in this space. Two things have to happen to get a VA Loan assumed. [40:13] Jimmy's philosophy on providing value to military homebuyers is to ask them if they know the benefits of a VA Guaranteed Home Loan, listing them one by one.    [42:00] If your questions have provided value to the military member or veteran, chances are they will answer yes.    [47:35] The way real estate agents get paid is changing. At the same time, under current law, the veteran is not allowed to pay the REALTOR®'s commission. It will take creativity to figure out win-win solutions.   [49:12] The Military Relocation Professional (MRP) Certification Course from NAR never expires. Jimmy Vercellino teaches the all-day course. Agents that have attended it felt like they were more equipped to speak the language of active-duty service members. Tweetables: “[The relief of hearing your language in a foreign land] is the same thing that exists for veterans and active-duty service members when they have a REALTOR® who speaks their language; somebody who understands BAH, BAS, COE, DD-214, EAS, all of these types of things.” — Jimmy Vercellino   “You don't want a mortgage originator who dabbles in VA Loans. … They haven't been properly trained and … we don't want to subject our buyers or veterans to somebody who doesn't understand the VA Home Loan Benefit and, could delay your on-time arrival.” — Jimmy Vercellino   “The only time I don't recommend a veteran consider a VA Loan is when they're putting down 100%.” — Jimmy Vercellino   “I tell my agents to be teachers; to bring the good word of VA Loans to veterans and active-duty military. As I said … VA doesn't teach it, mortgage lenders don't understand it, therefore, veterans don't know it.” — Jimmy Vercellino   Guest Links: Jimmy Vercellino VAloansforvets.com Jimmy Vercellino on YouTube Jimmy interviews Appraiser Jay Josephs on the VA Appraisal Process Jimmy Vercellino on LinkedIn Email Jimmy@VAloansforvets.com   NAR Resource Links NAR.realtor/technology   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered The MRP Certification Course from NAR   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio My name is Jimmy Vercellino, and I am a proud veteran of the United States Marine Corps and Operation Iraqi Freedom. I was born and raised in the San Francisco Bay Area, but at the age of 18, I made the decision to defend my country and leave home by enlisting. During my time in the Marine Corps, I traveled across the world visiting countries such as Japan, Korea, Thailand, Australia, and Singapore, and Fallujah, Iraq. I am a veteran of Operation Iraqi Freedom.   I met my beautiful wife Sylvia while stationed in Kaneohe Bay, Hawaii, and we decided to relocate to Arizona in 2005 and get into the mortgage industry. I had a hard time transitioning from military to mortgage. I devoted myself to the Veteran and active-duty home buyers and their families here in the Phoenix area. I went all in, I started educating real estate professionals and veterans about how the VA Home Loan Benefit works. Today, I'm fortunate because I get to serve veterans all across this great nation. I lend in all 50 states. My mission was to serve all veterans and active-duty military as a trusted advisor for all their VA Home Loan financing needs. I have always had great love, respect, and admiration for veterans who have served the United States and I wanted to give back.   Now, I have risen as one of the country's top VA Home Loan mortgage originators. Being a licensed and certified instructor with the Arizona Department of Real Estate, I proudly teach continuing education for real estate professionals in the Valley. It is my passion to partner with servicemen and women every day to help them find the home of their dreams in the country they call home.   I now live in beautiful Phoenix, Arizona, and enjoy spending time with my wife Sylvia, daughter Sylvia Ann, and son Christian.   VAloansforvets.com 602-908-5849

Today we are talking about a topic that we all need to pay attention to. Many of us don't like this part of our business. Our guest, Holly Mabery, is going to break it down to a simple plan for us to follow. What's the topic? Marketing! Holly brings this huge concept to a manageable part of your business. She is also one of the subject matter experts for NAR's Marketing Strategy and Lead Generation course. Let's join Holly for some great information on marketing and a few laughs about this potentially overwhelming topic! [3:38] The most successful agents are the ones who show up with value and substance to their clients. That's the key to building your business.  [4:00] Before selling a house, you have to figure out how to market yourself to get listings, how to market the listings, and then how to re-sell the house each time the buyer goes back to it. Clients will come to you because of how you show up and the consistency with which you show up. [9:17] Holly coaches new agents to know the purchase contract better than anybody in the market.  [12:33] Holly discusses three things to help with marketing.  [22:02] If you spend a dollar, you should back that up in free ROI tenfold. If you can't do that, don't spend that dollar. [24:08] Every time you earn a designation, like the Accredited Buyer Representative, put that certificate on LinkedIn and promote yourself. Every time you do an educational video put it on LinkedIn. [24:55] Your phone is your second biggest tool, after your resume. Start using your phone!  [26:54] Do a quarterly e-newsletter with a calendar. Spotlight a specific business. Include one real estate stat.  [29:35] Google will let you send out 500 emails daily. Use MLS drip campaigns for targeted marketing. Look for opportunities to help people. [35:01] Don't be overwhelmed by the number of platforms. Pick one to start and focus on using it for 30 days.  [36:36] If you can explain to your buyer or seller the ways they can get out of a contract, that builds trust. [37:57] Ask for reviews. Ask people who loved you to talk about it. Rate My Agent is a great tool to use.  [43:47] Your value proposition is to earn the trust of your client and take care of their needs. Identify what job your client is hiring you to do while you treat everybody equally.  [53:07] Find your specialty; residential resale or new homes? Find that nuance. Where are you already showing up online? Accentuate that. [55:35] Always be yourself! Be yourself authentically because people want to work with you. They want to refer you. If you're anything but yourself, that will take more time, energy, and effort and burn you out faster. So always be yourself and show up in that way. Tweetables: “When you start to think of marketing, it's huge, it's nuanced, and it's layered. My best advice to everybody out there right now is to take a deep breath; inhale and exhale. It's going to be fine. You can do it. Find your niche and be authentically yourself.” — Holly Mabery “Show up. One thing at a time. Learn your contract first. Period.” — Holly Mabery “You are the glue that puts the pieces together. [Your client] has all the pieces. You are the glue that pulls it together and helps them understand how it works.” — Holly Mabery Guest Links: Holly Mabery, VP of Operations at eXp Realty eXprealty.comHolly Mabery on LinkedIn Rate My Agent Related Episodes: “Lead Generation Through Relationships with Sean Carpenter” “The Champlain Towers Collapse: What REALTORS® Can Learn” “What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac”   NAR Resource Links NAR.realtor/technology   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio Holly Mabery brings a contagious enthusiasm for all things real estate. A full-time REALTOR® since 1998, her passion for our industry led her to serve as the 2012 President of the Arizona Association of REALTORS® and she remains active on state & national committees. Holly is a VP of Brokerage Operations for eXp Realty and a former state-designated broker of Arizona supervising & training over 1800 agents. Holly is the Co-Creator of the Arizona REALTORS® Leadership Training Academy, a strategic planner, industry speaker, and instructor whose goal is to build strong communities with each transaction working with clients, REALTORS®, and associations. Hollymabery.com

Do you want to know about AI, and specifically, ChatGPT? Alex is here to tell you all about it! Alex is a true tech person with a teacher's heart. He will explain some of the inner workings of Natural Language Programming, which is what ChatGPT is: language. There are layers to this, and more changes are coming; changes that will make using ChatGPT even easier. So, let's get some tips and some education from Alex Camelio! [2:36] Alex looks for technologies that change the way we do business. For example, the Snapchat and Reels trend of holding your phone upright to watch video was a small, fundamental change to video. [4:31] When Alex sees fundamental changes in people adapting and working differently, that's when he starts thinking there's a revolution or a trend that's sticking around. He sees that with AI.    [6:10] In a few months, Alex will be at NAR for two sessions involving AI. He discusses the sessions.    [7:49] AI has limitations; it tends to lie or “hallucinate” when it lacks information to draw from! If you don't give it good instructions and directions, it makes up something.    [10:40] Alex Camelio is the CEO of Agent Inner Circle (AIC), agentinnercircle.com, a free community of about 40,000 agents. AIC publishes free content and articles to help agents in marketing and business practices.   [11:06] Alex had taught himself to code and has been coding since he was 10 or 11. About 15 years ago, he started a tech company, Barcode Realty, and sold it to Lone Wolf.    [13:30] Alex believes that ChatGPT was a publicity stunt by OpenAI. OpenAI has been working on the Large Language Model (LLM) for years. Their mission statement is “Making artificial intelligence available for the world.”    [18:25] ChatGPT learns over time. The apparent reason for the release of ChatGPT is to gather as much data as possible. It took off as a consumer product but is meant for the AI side of the world more than the consumer product side.   [19:47] Alex shares his thoughts on privacy. We carry an active listening device with us, day and night. If we want to go back to privacy we will need to make major cultural and government steps to protect it.    [22:18] OpenAI, the creator of ChatGPT has an API behind the scenes. An API allows your website and server to connect to ChatGPT and the data, and use the AI through your website instead of through the platform.    [23:18] An enterprise customer of OpenAI GPT has settings that allow them to change the creativity and other components of how the AI responds.  [29:25] Alex predicts it will become less complicated to use AI. Alex has been building a tool called ChatGuide that gives access to a lot of these features.    [35:18] Alex is setting up bots at ChatGuide that are cold-call teaching bots that pretend to be home sellers. You can chat with it and it will give you objections while you try to make a listing appointment.    [39:01] Think about ChatGPT as if you were bringing on an assistant. You would take time to train the assistant on what you want.    [45:38] CrystaKnows builds a DiSC profile on someone from social media. It's a sales tool for agents who want to speak in the personality language of the person they're talking to.   [52:45] Alex thanks Monica for having him on the show. He leaves you with a bit of philosophy. Will AI take your job?   [57:33] Don't get too distracted by all the shiny objects, because they're sure flying around, now! Your clients and friends are still out there, planning their lives, and you're the one to help them at the perfect time. So, go talk to some folks and sell some properties!   Tweetables:   “I always look at technologies that will … change the way we're doing business in some form. … In the last few years, there were … Snapchat and Instagram Reels. The trend there was vertical video. … Somebody said, ‘We need to hold our phones upright.'” — Alex Camelio   “AI can be very good at writing … but it also has some limitations. … If you just tell it to write something, it will commit Fair Housing violations, or it will make stuff up. … It tends to lie or ‘hallucinate' … when it has a lack of information to draw from.” — Alex Camelio   “Think about [ChatGPT] like you're bringing on an assistant. … An assistant shows up on their first day to work for you. Are you going to be able to say, ‘Write me a property description,' and then expect a perfect property description … their first try?” — Alex Camelio   “The prompt to make a good property description is probably going to be anywhere from two to four times the length of the property description. … Think about it like you're training an assistant. … A brand new assistant comes into your office; they have no idea.” — Alex Camelio   Guest Links: Alex Camelio, owner and founder of Agent Inner Circle https://agentinnercircle.com/ChatGuide.ai (software referenced) Alex Camelio on LinkedIn   Chat GPT is at chat.openai.com AIPRM CrystalKnows DiSC   NAR Resource Links NAR.realtor/technology   Additional Links: JASPER ZESTIMATES Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio   Alex Camelio Throughout his career, Alex Camelio has personally helped over 15,000 Agents and Brokers, including some of the Top REALTORS® in North America. His passion for marketing, technology, and business development has translated into more than a decade of cutting-edge contributions to the real estate industry.   As the CEO of Agent Inner Circle®, a 40,000-member real estate agent community, Alex focuses on providing agents with education and actionable strategies to grow and optimize their business, ultimately building some of the most successful careers in real estate today. Alex is an internationally recognized educator who's shared his thoughtful and energetic presentations with various National Associations and industry organizations.   Prior to AIC, Alex was the Co-Founder and President at Barcode Realty, a company focused on bringing cutting-edge mobile technology to the real estate industry, which he later sold to Lone Wolf Technologies

September is Safety Month at the NAR. We have a great episode with Andy Tolbert to help you stay aware and keep yourself safe as you do your job. I am so glad to have Andy Tolbert in this episode with me today. Andy lives in Florida, where she's a speaker, real estate investor, and safety professional! So, join us for this episode about safety while selling!   [1:17] September is NAR Safety Month. The dangers to real estate professionals seem to be increasing — or are we just knowing more about the dangers? [2:17] Andy has been in real estate for 20-plus years. She is a Florida broker associate, a state-permitted instructor, and an instructor and member of the Florida REALTORS® faculty. She has trained loan officers and real estate investors and is a self-defense and firearms instructor.   [3:29] Andy and her husband have written a book called The Safer Agent. It's the real estate agent's guide to make a ton of money and be safer doing it! [4:54] Andy discusses her number one safety rule.   [5:37] Andy also teaches REALTOR® Safety and body language to law enforcement officers in Florida. [7:08] Andy shares information about why certain people were targeted. Prisoners who have been charged with attacks were asked this question.   [9:07] Andy discusses the fight-or-flight physiological response of your body to danger.   [13:39] Andy discusses the four levels of awareness.   [14:37] Deciding where you need to be on that level of awareness scale involves three things: Where you are, whom you are with, and what you are doing.   [17:07] Andy says you need to train yourself not to ignore your gut feeling.   [20:58] Andy always tells her classes that she's using the pronoun “he”, but it could be “she,” a child, an old person, or an animal that is used to get you to drop your guard.   [26:33] Andy discusses the steps to take before you show a house.   [40:28] How do you keep safe when entering a damaged home, such as from flooding or fire? Make sure it has first been officially inspected and found safe to enter.   [44:02] Facebook Marketplace is starting to have scams.   [51:21] Andy bought a property in mountain country. She discusses that going to a rural property is a big commitment.     [53:04] A lot of people don't realize how serious a matter REALTOR® safety is. According to the Bureau of Labor Statistics, in an average year, more than 50 real estate professionals die on the job for all reasons. [54:16] If you are a broker, Andy stresses that you bring safety standards and training into your office and be serious about it. Don't just make it a page in your new agent's manual.   [58:39] So, what was your takeaway thought? This may be a great episode to take to your broker to open or continue the safety conversation in your office.   [59:14] Please review your personal and office safety policy this month. It is Safety Month, so be thinking of safety this month and all the time!   [59:32] At Learning.REALTOR, the Center for REALTOR® Development offers a whole webinar series on safety for your benefit and you can use those if you need to develop a new policy. We want you to be safe.   Tweetables:   “They've gone into prison, and they've interviewed guys that are in prison for attacking people on the streets and they've said, ‘Why did you pick the person you picked?' And the answer is, ‘Because they weren't paying attention.'” — Andy Tolbert   “I'm never going to blame you for being a victim of something. However, let's look back at the situation. Was there something you could have done differently that wouldn't have made you a victim today? Usually, there's something you could have done differently.” — Andy Tolbert   “If you are a broker and you're listening to this, I want to super-duper stress to bring safety standards into your office. Bring safety training into your office. And be serious about it!” — Andy Tolbert   Guest Links: Andy Tolbert on LinkedIn The Safer Agent: The Real Estate Professional's Guide to Protecting Themselves & Their Customers, by Andy Tolbert   NAR Resource LinksNAR.realtor/technology NAR Safety Webinar Series “074: REALTOR® Safety Tips with Tracey Hawkins” “044: Safety Tips for REALTORS® with Donny Allen”   Additional Links:   FOREWARN®   Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio   Andy Tolbert Andy has been in real estate for 20-plus years. She is a Florida broker associate, a state-permitted instructor, and an instructor and member of the Florida REALTORS® faculty. She has trained loan officers and real estate investors and is a self-defense and firearms instructor. About ten years ago, she was asked to bring safety training to the real estate world. She is now a real estate safety professional.

In this episode, we are talking about emerging technology. Dan Weisman and Dave Conroy work at NAR and are sharing with us their knowledge about technology in the real estate industry. We're talking AI — yes, we all love ChatGPT — Chatbots, Fractional real estate, and what they see for the future of cryptocurrency. They have some software suggestions and usage tips for us as well. So, join us for this informative episode! [2:31] Dan Weisman and Dave Conroy are the Directors of Emerging Technology at NAR. [3:51] If agents do not feel they are able to keep up with emerging technologies, Dan encourages them not to feel bad. Even Dave feels on some days it's like drinking from a firehose and keeping up with emerging technology is his full-time job. [5:05] Proptech is any form of property technology. Dan and Dave also look at the adjacent industries of construction tech, financial tech (fintech), insurance tech, and mortgage tech. [6:59] There is no shortage of data to feed proptech tools to help agents get a better understanding of their market and customers and complete more transactions. [8:49] Dave explains the amount of data over the past 10 years has grown exponentially. Ninety percent of our data was created in the last 10 or so years. [10:59] Some companies are backed by NAR, Second Century Ventures, and Reach. Plunk is one of them. They've got an AI-powered valuation model that digs into MLS showing data. [15:09] Dan discusses AI products he and Dave have been researching for years similar to ChatGPT.  [16:37] When you log into Amazon, it offers things you might be interested in, whether or not you have been thinking of it. That's AI based on your habits, predicting your next move. [18:22] ChatGPT feels like having a human-level intelligent personal assistant to answer questions about anything; how to write an email, recipes, and no shortage of help for REALTORS®. [21:16] There will still need to be a person involved with the end product to make sure it's written as you want it, the information is the way you want it to be displayed, and that it's accurate. [22:32] Monica points out that CRD is teaching classes on applying ChatGPT. [24:53] ChatGPT is powerful but make sure you understand what problems or what areas you're trying to be better at to increase your revenue, increase your business and provide better service. [25:36] If Dave were recommending to a REALTOR® how to incorporate one of these large language models, Bard or ChatGPT, into their workflow, he would suggest they use it as a creative muse. [27:03] Dan discusses image generation. [30:54] Dan and Dave discuss ways to keep in touch and to join their monthly proptech meetups. [33:56] Cryptocurrency has disappointed Dave who was bullish on it early. Make sure the tech you're looking at isn't a solution looking for a problem. [38:03] Fractional real estate or fractional ownership of properties isn't new, but there are new ways to get access to it. [44:45] Global funding for technology is down. What does that mean for the United States agents? [48:48] Automated listings use AI to analyze listing photos to help assist agents in creating listings. [50:32] Some of the changes coming to real estate may require agents to be much more efficient. Agents can improve their efficiency with some of the AI tools discussed in this episode. [57:46] There are lots of basics in our industry that are about people and relationships, and they're based on that relationship. Technology is a tool to help us, not remove us from our clients' lives.  [58:19] You can follow up with Dan and Dave on LinkedIn to learn more. If you want to expand your tech knowledge, NAR also offers the e-PRO® certification.  Tweetables:  “You need to also know that it's still a machine that was trained by someone that's pulling data from somewhere. … It's like 90% accurate. There's still that 10%, which can get you in a lot of trouble sometimes. … Test it out but … verify everything.” — Dan Weisman  “I would suggest that you just use [ChatGPT] as a muse; like a creative muse. …  It helps me get from zero to one. I feel like if I can just get started with something, finishing it is so much easier.” — Dave Conroy  “How we operate has changed, and most of it is due to technology. It can be overwhelming but what's most important is to understand the problem you're trying to solve and what technology may be out there to help you solve it or at least be better at it.” — Dan Weisman  “People will try a new piece of technology and it doesn't work right out of the box, so they dismiss it. I would urge your listeners, please don't dismiss technology because it can be very hard to predict how quickly the technology will advance and be adopted.” — Dave Conroy  Guest Links: Dan Weisman at NAR Dan Weisman on LinkedIn Dave Conroy at NAR Dave Conroy on LinkedIn ChatGPT Dall-E 2 GetPlunk.com Generative AI Flock Fractional Summer ListAssist Emerging Technology with NAR iOi Summit Meetup.com/proptech   NAR Resource LinksNAR.realtor/technology   Additional Links:  Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!  CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio Dan Weisman Dan Weisman is a Director of Emerging Technology within the Strategic Business, Innovation & Technology group at the National Association of REALTORS®. In his role, he focuses on how the intersection of business processes and technology may impact the real estate industry.  Dave ConroyDave Conroy is a Director of Emerging Technology within the Strategic Business, Innovation & Technology group at the National Association of REALTORS®

Everyone is adapting to the technology they need, in their work and life. We want you to have the best tools that will benefit you and your clients. In this episode, Ali Whitley discusses working with our mature clients. The Seniors Real Estate Specialist Designation (SRES®) is an amazing class that the Center for REALTOR® Development offers. This class discusses things you need to know. We discuss the technicalities of senior living, reverse mortgages, estates, taxes, and more. We also discuss helping our mature clients get established in communities and be connected in the ways that help them best. Thanks for joining us!   [2:22] Ali is an educator and loves all things education. She is happy to be the chair of the Emerging Business and Technology Forum for NAR this year. [4:56] A person of the same age could have a very different lifestyle than another person. It depends on your activity and health and your ability to be active. [8:16] Ali talks with clients about their interests. She finds out their activity level and the things they like to do. [9:07] Art museums, libraries, and different types of opportunities in your community may have senior or 50-plus programs. When you get plugged into something, you find more to do. Do pre-work and find links for your clients to find their way. [10:39] If we have things available for someone and we can start to identify it for them, their interests and their ability to meet people is going to “explode,” so they'll be able to be connected in their communities. [10:59] The Seniors Real Estate Specialist designation covers three generations: Gen X, Boomers, and the Silent Generation. These generations have different characteristics. They are very diverse in technology. [11:59] As real estate professionals, we help clients across any technology abilities, know where they are, and meet them there, encouraging them to use technology in their transactions and their lives. [12:20] Stereotypes are helpful for some conversations but don't ever over-assume things. Ali sees different generations using technology differently. [13:36] Video chats and social media are useful for people to keep that connection and feel that they're in the know with their community and their family. [15:18] Ali sees older people using video doorbells to keep an eye on who's coming up on their porch and when they're getting deliveries and having visitors. They're using health trackers and video medical appointments. [16:52] When Monica's parents find something that satisfies a need that they have determined, like their Ring doorbell, they are thrilled to have the technology. But they still don't want “all of that technology.” [20:15] We need to talk with our clients and learn their communication preferences. [20:40] Our young clients don't want to talk on the phone but our older clients want to talk on the phone and see us in person. This is a relationship-building business. We need to build the relationship in a way that the client is comfortable. [26:19] There are all sorts of opportunities to use technology to make connections but face-to-face or voice-to-voice are important for people to feel connected. [26:39] Ali is the chair of the Emerging Business and Technology Forum that works with the REACH program. The REACH program comes out of Second Century Ventures, the strategic investment arm of the National Association of REALTORS®. [28:08] NAR chooses both REACH commercial and residential companies for technology that may be utilized in homes or businesses. Ali recommends some digital technology clients can use.  [32:40] Ali suggests looking at the REACH program and Second Century Ventures to see all the REACH programs and classes. [34:58] The Seniors Real Estate Specialist is one of many excellent offerings and you can find out more at Learning.REALTOR.   Tweetables:   “A person of the same age could be in a very different lifestyle than another person. It really depends on your activity level, your health level; how you really feel about yourself, and your ability to have activity.” — Ali Whitley   “Maybe someone had a real interest in something particular and their job took them in a different direction. Now, as they're retiring, they can start to take those classes that they thought that they would enjoy.” — Ali Whitley   “As REALTORS®, we need to help clients across any technology abilities and we need to know where they are and meet them there and see if we can help to encourage new technology within their transactions.” — Ali Whitley   “They can see your smiling face on the video or they get to meet you in person and they get a feel for who you are, and then later, if … you're sending a text, or you're sending something through email, now they can put your face to it.” — Ali Whitley   Guest Links:   Ali Whitley, REALTOR® ABR, CIPS, CRS, GRI, SRES, SRS, AHWD, e-PRO, PSA, RENE, RSPS, SFR, C2EX Endorsed RE/MAX Crossroads Aliwhitley.com Prisid.io REACH Second Century Ventures REACH Program Companies nar.realtor/newsroom/second-century-ventures-announces-14-companies-for-2023-reach-scale-up-program   NAR Resource LinksSeniors Real Estate Specialist® (SRES®) NAR NXT, The REALTOR® Experience   Additional Links:   Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio   Ali Whitley Ali Whitley is an active Residential Real Estate Agent and Director of Education at RE/MAX Crossroads. In addition to guiding buyer and seller clients through successful transactions, Ali is passionate about professional development and education. A skilled negotiator and experienced REALTOR® for over 26 years, she shares this expertise and empowers fellow agents as an educator and mentor, and as an instructor of Designations and Certifications. Ali is active in local, state, and national REALTOR® Associations, currently serving as President-Elect of Ohio REALTORS®, NAR Director and Chair of the Emerging Business and Technology Forum. She has been recognized as AABOR REALTOR® of the Year and as a “Woman of Note” by Crain's Cleveland Business. Ali is committed to excellence, fostering an inclusive environment focused on sharing strategies for growth and success

In this bonus episode, we are joined by a member of the NAR staff, Alexia Smokler, a staff executive to NAR's Fair Housing Policy Committee. That description does not begin to convey all the work that she does on our behalf and on behalf of the clients we serve. She has been key in developing the Bias Override class and Fairhaven.realtor. We are excited to discuss the programs she manages as well as learn what agents are doing in the marketplace, in this bonus episode!   [1:40] Monica welcomes and introduces Alexia Smokler, the Director of Fair Housing Policy and Programs for NAR.  [2:19] Alexia discusses several of the educational programs she delivers such as Fairhaven, implicit bias training, NAR's Fair Housing Champion award, and licensure reform efforts under the ACT Initiative, which NAR rolled out after the Newsday investigation in Long Island. [3:52] Monica asks Alexia for definitions of Fair Housing, DEI, and Implicit Bias. [8:18] Alexia discusses the difference between prejudice and discrimination. [8:50] It's important to distinguish that you can be engaging in discrimination without holding feelings of prejudice. This is discussed in the Implicit Bias course.  [13:06] Alexia describes the Bias Override course. The problem with mental shortcuts is when they're about people and they're based on stereotypes.  [16:57] The Bias Override course brings new terms to your mind. It helps you describe things you have felt and gives a name to it. Monica speaks of the trip she and her daughter took to Japan where there are not a lot of Westerners.  [19:02] Alexia ties Monica's Japan experience to the Bias Override course. She had the experience of being the minority and being the out-group.  [20:53] Alexia speaks of studies that show that discrimination shrinks the economy. The wealth they would have generated that would have created more jobs does not get created. [21:56] Morgan Stanley's study found that lending discrimination had kept five million people out of home ownership nationwide. [25:03] The wealth gap is not just attributable to differences in income. It's also because of the historical support of White people to become homeowners. [25:48] Alexia tells how the government involved itself in home ownership. They created the FHA which distributed loans according to redlining maps and most of the mortgages went to White people.  [26:54] Black GIs were not able to get mortgages from lenders. They didn't get to buy a house and pass that wealth down.  [28:53] Lending discrimination is a big problem and it's not just against People of Color. It's also against women and people with disabilities. Loan officers need more Fair Housing training. Monica cites the books The Sum of Us and The Color of Law. [31:30] In a couple of decades, we'll be a majority-minority country. There will be no one majority group. We need to be ready to serve different kinds of people or we will miss out. [32:56] Fairhaven.realtor is an interactive real estate simulation. You go into a fictional town and your task is to sell four homes in six months. You go through different scenarios where you encounter different kinds of discrimination taken from real Fair Housing cases or members' FAQs.  [43:09] The Fair Housing Champion Award was launched as part of the culture change around Fair Housing to celebrate people who are helping clients overcome historic barriers. Alexia discusses one applicant who stood out.  [49:28] Alexia's final word: What agents do is much more important than a transaction. It's about the wealth that's generated from a transaction that will impact generations.  [50:37] The minimum that agents can do is to keep the highest standard of compliance with the law and take training and classes. Alexia offers ideas on how to help make it better in your community. [53:04] All NAR certification and designation courses give you skills that help you level up your business so you can serve all your clients and your community better.    Tweetables:   “DEI supports Fair Housing. So, if we're inclusive, if we're diverse, and if we're open to different perspectives, then it naturally follows that we're going to treat consumers better because we have that lens on how we approach everybody.” — Alexia Smokler   “Once you start making those assumptions, you're down a dangerous road.” — Alexia Smokler   “Black folks earn 60% of the income that White people earn. But they have only about 12% of the wealth. … The average wealth of a White person [with] a high school education is higher than the wealth of a Black or Hispanic person who has a college education.” — Alexia Smokler   “Loan officers need more Fair Housing training.” — Alexia Smokler   Guest Links:   Alexia Smokler asmokler@nar.realtor Fair Housing Champions: https://www.nar.realtor/fair-housing/fair-housing-champion-award Bias Override Class: https://www.nar.realtor/fair-housing/bias-override-overcoming-barriers-to-fair-housing The Sum of Us: What Racism Costs Everyone and How We Can Prosper Together, by Heather McGhee The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein Long Island Divided   NAR Resource Links At Home With Diversity® Bias Override Class Fairhaven.REALTOR NAR's ACT! initiative   Additional Links:   Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   Crdpodcast.realtor Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.Realtor — List of all courses offered   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio   Alexia Smokler Alexia Smokler represents NAR's positions on Fair Housing to Congress and federal agencies and leads NAR's ACT! initiative, which emphasizes Accountability, Culture Change, and Training to advance fair housing in the industry. She led the development of Fairhaven: A Fair Housing Simulation, and Bias Override: Overcoming Barriers to Fair Housing. Alexia also oversees NAR's discrimination self-testing program for real estate brokerages, NAR's fair housing real estate licensure reform efforts, and other projects aimed at closing racial and ethnic homeownership gaps. Alexia serves as staff executive to NAR's Fair Housing Policy Committee and writes and speaks regularly on fair housing issues to audiences around the country. Her 2021 cover story for REALTOR® Magazine, Repairers of the Breach, won several awards for excellence in business-to-business journalism.   Before joining NAR, Alexia worked in fair housing enforcement at HUD, on the staff of Congressman John Conyers, Jr., and with nonprofit civil rights organizations. She is admitted to practice law in Maryland and holds a law degree from the University of California, Berkeley, School of Law; a master's degree in public affairs from Princeton University's School of Public and International Affairs; and a bachelor's degree in government from Smith College. She lives in Alexandria, Virginia.  

In this episode, we are joined by Mandy Neat who is going to discuss commonalities in homebuying trends with Generation Y (Millennials) and Generation Z. With significant cultural changes happening at increasingly fast speeds, we see notable differences in these generations. While we never want to generalize, there are some markers with these generations that can help us understand our clients better. In this episode, we learn more about these generations and how we can manage their expectations with preparation and communication. We want to help you be able to help them!   [5:20] Mandy discusses the different generations. She brings up a conversation with a Gen Z about what he would want in a house.  [7:33] Gen Y is the next largest home-buying group after Baby Boomers. [11:06] Mandy sees that people are not going right to college from high school. They see housing as an asset. Some are buying investment properties.  [15:46] Younger Millennials are becoming first-time home buyers. They are trying to pay off their student debt, while Gen Z is avoiding going into student debt. [18:55] COVID-19 changed house-buying habits. At the beginning of COVID-19, Younger Millennials and Gen Z-ers jumped into the market without fear. [21:48] Gen Y and Gen Z want everything to be easy to understand. Home buying is potentially complicated and may take time. Mandy discusses the Consumer Financial Protection Bureau (CFPB) as a resource. [27:55] Younger people go to an app on their phone to get information. Real estate professionals need to get in front of technology trends. [30:11] Mandy talks about DPA (Down Payment Assistance) which can help clients buy a house. She also discusses knowing your Confirming Loan Limit. [34:44] Mandy shares that a lot of Gen Z-ers are using family gifts. There are All-In-One Loans where the home buyer can set up a GoFundMe account to be applied toward a down payment. Lenders are coming out with products to help young borrowers. [37:11] TikTok and YouTube make everything look so easy when it comes to home updates. People are opening their minds as to what is possible. [41:12] Mandy is seeing more people buying homes with spaces to work from home and have a social life at home. There is a lot of openness in floor plans. [44:19] Millennials care more about walkable city living rather than their apartment. Gen Z-ers are buying out of the city in more affordable growing areas.  [47:35] Mandy comments on what she observed recently in Wichita, Kansas, with a community full of Gen Z-ers, built around diversity.  [51:56] Mandy hopes that all generations will allow Gen Z and the younger Millennials to get in the conversation of infrastructures, jobs and how to make a difference. [52:40] If you enjoyed this episode, there are classes you can take to enhance your knowledge: ABR® (Accredited Buyer's Representation), and the Buyers by Generation: Success in Every Segment course. Tweetables:   “It's just how their brains are wired. They have so much information. At 18, there's no reason not to go out and purchase, instead of paying all this tuition money, and build your legacy for your wealth in the future. It's an amazing generation.” — Mandy Neat   “We need good loan officers. We need to empower the mortgage industry to take time with people … and show them the numbers … and … professionals in the real estate community that are willing to … go over it with them to make sure all their questions are answered.” — Mandy Neat   “You can obtain a Down Payment Assistance Program and offset your down payment. Try to negotiate closing costs with the seller. You can come in with a minimal amount and own a half-a-million-dollar asset. What other country can you do that in?” — Mandy Neat   “Gen Z and Millennials have this great thing where lenders are coming out with products to help them collect money to buy a house.” — Mandy Neat   Guest Links:   Mandy Neat, REALTOR® Deputy Commissioner, Arizona Department of Real Estate Mandy Neat Mandy Neat at Realty One Arizona Association of REALTORS® WeSERV Consumer Financial Protection Bureau (CFPB) Foreign Investment in Real Property Tax Act (FIRPTA)   NAR Resource Links The ABR Designation The CIPS Designation Buyers by Generation   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   Crdpodcast.realtor   Learning.REALTOR -  for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.Realtor - List of all courses offered If this conversation has helped you realize that perhaps more conversation about generations would be helpful, there are classes you can take: the ABR® and an elective, Buyers by Generation: Success in Every Segment. crd.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio   Mandy Neat Mandy Neat is the 2023 Treasurer for the Arizona Association of REALTORS®. She serves on committees and as a member of the board of directors for the local association WeSERV, which is the West and Southeast REALTORS® of the Valley, where she is also a Past President. She serves with the Arizona Association of REALTORS® and the National Association of REALTORS®. She obtained her license in 2004 and has continued to serve her community as an advocate for home ownership as well as assisting other professionals to succeed. She truly believes in her value statement of making you matter. As a current managing broker of Realty One Group, she puts her agents' needs and their clients first, daily.

Our guest for this episode is a long-time REALTOR®, trainer, and world traveler. Do you have a dream to travel somewhere? Is there a place that you already love in the world? For example, have you been to Cabo San Lucas eight times? Wouldn't it be great if you could be a connector with buyers and sellers with agents in Mexico? In the Caribbean? In Europe? In Asia? You can do that with your favorite areas in the U.S. and the world! In this podcast, Ginni Field talks about selling real estate and expanding your business in new ways. We also talk about international buyers and sellers in the United States with a focus on the Certified International Property Specialist (CIPS) designation. Join us on this podcast and expand your vision beyond your local area.   [6:10] Monica asks the audience to stick with this episode to hear the interesting stories Ginni and Monica will share with consideration for the huge and growing influx of international immigrants, residents, and investors. [7:53] Ginni discusses what she learned from experiences in France, Belgium, Luxembourg, Spain, Portugal, and Germany. [11:56] When traveling the world, you have the opportunity to visit small towns and explore their history. Find people in your community from these areas and connect with them. You may be able to help them buy a home. [14:14] In most of the world, business is based so much on relationships. In America, relationships are huge and you need that network, but overseas, relationships are crucial. [15:18] In the Americas, the process of buying a home is a family affair. If they don't know you, they're not doing anything with you. When they know you and begin to trust you, business happens. [17:36] Where Ginni was teaching, there were good universities and schools everywhere, providing a place to build your business. [18:08] Find your niche and get connected to it. Be a part of those market areas and people. What businesses bring people into your market area, that hire people from other countries? [18:34] Foreign resident buyers may become citizens and still may be very connected to their foreign community. [21:42] When Ginni talks to people with work visas, they tell her they want to stay when their visa is over. Parents of foreign students in universities also will buy a home for their student in the U.S. with the hope of the student staying and the parents moving there because they own a home. [22:44] The Open Doors fact sheet says foreign students spend over $5 billion. Ginni gives estimates for several California universities. Do outreach at universities. [24:05] Look at the industries in your local community and where folks are coming from. Then begin to do outreach. Go where they are and network with them. [24:31] Refugee groups that settle in an area don't have the money to buy a house at the time, but as they become established, they work and build businesses, and become qualified to buy houses. [26:00] Ginni tells of a man who immigrated to the U.S. with next to nothing, wanting to build his life. Now, he is a millionaire, owning multiple buildings and worked hard to get there. [27:21] CIPS talks a lot about non-resident foreign buyers. These are investors buying houses more as investments than as homes. California attracts more than $1 billion in foreign direct investments from Japan, the UK, France, Canada, and Germany. [30:07] The fluctuation of exchange rates plays an important role in these investments. Fluctuations can cause a buyer to cancel. [32:14] The CIPS designation course teaches about the global market. If you're not paying attention to global opportunities, you're leaving profitable business on the table. [35:55] The world is more connected now than it ever was. Inflation is happening around the world. Pay attention to the world economy or you will miss out on tremendous opportunities. [36:33] There are investors for commercial properties, condo communities marketed internationally, college students, and refugee communities. There are many ways foreign investors purchase American real estate. [37:19] When you grow with these communities, learn about their visas and their needs, and connect them with lenders, you can help them. [38:22] Go to the HR departments of hospitals and colleges. Find out at the source how you can be a resource for their students, staff, employees, and medical professionals. [44:32] Look for international real estate conferences in a search engine and you will get a list of conferences you can attend. A list is also provided in the back of a CIPS manual. [48:11] Ginni notes that when you get your CIPS designation, you are part of a Facebook networking group. You can find an agent in the target country in minutes through the networking group [52:15] It's such a powerful thing that you can create a relationship no matter where somebody is in the world. We're all so interconnected. [52:38] Ginni's final word: “The most important thing is don't discount the global community. Don't discount the fact that the world really is a marble, that we are all so interconnected. And build that business and get the CIPS designation. It's such an important designation.   Tweetables:   “I want to share with you and your listeners the importance of global real estate, paying attention to it, and getting their Certified International Property Specialist designation. Don't miss out on opportunity!” — Ginni Field   “It's all about the relationship and trust. … When you look at the Americas, it's a family affair. The process of buying real estate is often a family affair with a hierarchy. And if they don't know you, they're not doing anything with you.” — Ginni Field   “The fluctuation of exchange rates — you have to be paying attention to that. It matters more for the investor buyer than it does for the person who's going to live in the house. ... If the exchange rate fluctuates just enough, that deal might be gone.” — Ginni Field   “When you get your CIPS designation, you‘re now part of a networking group through social media, as well.” — Ginni Field   Guest Links:   Ginni Field, REALTOR® ABR, AHWD, CIPS, CRB, C-RETS, ePro, GRI, MRP, PSA, RENE, RSPS, SFR, SRS, SRES Real Estate Trainer, Business Consultant, Risk Management Consultant, Business & Life Coach ginni@ginnifield.com www.ginnifield.com 858-774-7063   NAR Resource Links The CIPS Designation     Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio   Ginni Field Ginni has been in real estate since 1986, beginning her career in Fairfield, CT, and moving to San Diego, CA, and continuing her real estate career in California. Throughout most of her real estate career, Ginni served in brokerage management positions in both states with her largest office consisting of 250 agents creating profitable real estate offices in each location. Ginni has also served as Vice President of Leadership Development for an international real estate franchise sales company where she developed agent and leadership curriculum for agents and brokerage leaders. Ginni continues to write real estate training content as well as work with real estate companies as a consultant and as a coach to individual real estate agents and teams.   Achievements and Awards:   ●      REALTOR® Associate of the Year 1991 Greater Fairfield Association of REALTORS® ●      President, Greater Fairfield Association of REALTORS® 1998 ●      REALTOR® of the Year 1998, Greater Fairfield Association of REALTORS® ●      Former Director, Connecticut Association of REALTORS® ●      President, North San Diego County Association of REALTORS® 2004 ●      Former Director, California Association of REALTORS® ●      Regional Chair, Region 29, California Association of REALTORS® 2006 ●      Executive Committee, California Association of REALTORS® 2007 ●      Director, National Association of REALTORS® 2004‒2010 ●      Former Member, National Association of REALTORS® Professional Development Committee ●      Former Chair, Real Estate Business Institute Professional Development Committee ●      Member, Real Estate Business Institute Learning Experiences Committee and Strategic Thinking Committee ●      Former Director, Greater San Diego Association of REALTORS® ●      Former Director, San Diego Multiple Listing System ●      Inducted into the REBAC Hall of Fame 2013 ●      CIPS Instructor of the Year 2018 ●      Senior Real Estate Specialist Outstanding Service Award 2021

In this episode we welcome Matt Difanis and Robert Morris. April is Fair Housing Month, as people know, and we gratefully, as an organization, are getting more education and more awareness on the need for us to be more systemic, and more attentive, in order to provide excellent care to all who come to us. Matt Difanis and Robert Morris have been instrumental at the national level with course materials, ethics reconsiderations, and other conversations that are helping us pay more attention. They teachboth the At Home with Diversity course and Bias Overide. They are grateful to be sharing these classes and this information with our members. In this episode, they share their stories on what has led them to be so committed to getting the message of Fair Housing out to others.   Matt:  [1:40] Let me start by saying none of this was on my radar up until just a few years ago. [2:00] I had the privilege of serving as the 2018 President of the Illinois REALTORS® and that meant I was on the leadership teams starting in 2016. And 2017, the year I was President-Elect, Illinois, like a lot of other associations, including NAR, was prepping for 50-year Fair Housing Act retrospectives and commemorative activities. [2:20] As Illinois prepared, I got my first bit of exposure to the absolutely awful history of our industry's involvement in housing discrimination [2:59] So, I went from unaware to aware, not just of our history of housing discrimination but also the hangover effect that still exists. [5:09] And so when you look at people who make it through to leadershp, it's important to recognize, they've had to be the minority of the minority who were willing to just go find a battering ram and just find a way to break through it. [5:28] And then, I had the opportunity after my time on the Illinois REALTORS® leadership team, I had the opportunity to serve as the 2020 President of the NAR Pro Standards Committee. [5:46] We were doing things virtually. And George Floyd was murdered on viral video, and the country was on fire, and we had a proliferation of hate speech. [6:04] Because of numerous requests made to them, President Vince Malta kicked over a request to my committee to look and see if there was a possible code of ethics solution. [6:57] You don't get to be a REALTOR® and engage in bigoted hate speech anywhere. [7:17] That led to the opportunity to do speaking and training. So, it's a genuine passion of mine.   Robert: [9:23] “Now mine's a little bit different. As you guys know, I consider myself, maybe it's just my opinion, a Southern Gentleman, and I have been reared in the South my entire life. And so, as an American who happens to be Black, living in the South, it has always been an adventure. [10:28] So, my walk has been that way the whole time. I've gotten into this particular arena because I want to change hearts and minds. [10:59] And the other part is the fear factor that has always been associated with things that are different, things that people don't necessarily understand. [11:16] And so, my philosophy is that I meet people where they are because everybody's at a different stage, they've been exposed to different things, and depending on the culture that they've been reared in, depending on the influences that they've had. [11:38] One of the things I talk about is how culture affects us and that if we were reared in a culture by people that trusted us or by people we trusted and we loved, and they taught us things, based on their point of reference. [12:21] So I'd ask the question, “Why do you feel the way you feel about me if I have never done anything to you?” [13:06] So how are you going to respond now, based on what that is? So I think that discovery is important. [13:26] And my mission — and like Matt, I have been blessed to be exposed to tens of hundreds of people, to share thoughts with them. [12:53] So, in that walk that I've had, now for probably 20 years — that has been the mission, that I want people to have a better understanding of all of us and where we are, and just understanding that we are all just human beings. [14:41] I've never heard a person on a donor's list make that sort of request. They just want to live and we're more alike than we are different.   Monica: [15:33] And now you're talking about something that is even more near to you. I'll briefly share my story as well because I came into it very differently and my experience is more international. [16:05] When I got older, I went to New York City, and then, ultimately, I went to live overseas, in another culture. [16:38] I was looking around, looking at the way people were talking to me and treating me and the way they did things, and I said, “These people really do not view the world and think about things the same way I do. [17:09]  My mother was a Swedish immigrant. But the Swedish culture wasn't that different. It is kind of different from the Southern culture. But I'd always been in kind of a multicultural situation without realizing it. This really opened my eyes. [19:44] I call myself a hobby sociologist because I find so much of this fascinating. But then there came a time when I became more involved. [20:41] After seeing the memorial park in Tulsa,things opened up for me even more, and then, of course, the journey that Matt described about so many of the changes that happened in 2019 with the Newsday report (on housing discrimination). [22:22] People need to be exposed to different stories, and different journeys, and when they are… just like me, to grow and then finally find a place to speak what I had learned. [22:52] This journey has been fun in many respects. I feel very grateful to have had it. But isn't that the perspective that we all want to take, hopefully, when we go through something that's hard or different, that it changes us for the good?   Discussion: [23:57] Monica stresses Robert's point about fear and his question, “Have I caused you to feel that way? Has anybody actually caused you to feel that way in a personal engagement?” [24:36] People are not born prejudiced. In their formative years, they were taught it or observed it from the people that mattered the most to them. [30:18] Robert teaches that the construct has been put together for those who were in authority and power. Robert talks about meeting people where they are. The Fair Housing Act covers everyone. [34:10] They discuss equity and equality. [49:11] Robert says we need to revisit constructs that are not equitable, and that involves changing hearts and minds. [53:31] Robert explains the terms Black American and African American. [58:04] Matt shares two favorite books. [1:01:41] Matt's last words: Matt was very trepidatious about going into unfamiliar spaces where he was going to be the outlier. Most of White America don't take that opportunity. Matt invites you to seek out and enter unfamiliar spaces as a listener. [1:02:56] Robert says, with Dr. King, I'd love to get to a place where I'm not judged by the color of my skin but by the content of my character. In America, if you work hard, you should be able to experience the American Dream.         Tweetables:   “And then [I] looked at the lack of inclusion that I was oblivious to, but like in 2017, the Illinois REALTORS®Board of Directors, the whole board: 100% white and 68% male! Home to a city many of you have heard of, Chicago. We didn't look like the state at all!” — Matt   “It's not just about Black and White. There are a lot of different pieces to that puzzle.” — Robert   “We need to be able to give people targeted resources to offset structural disadvantages that we collectively as an industry inflicted on large swaths of our population.” — Matt   “As human beings, mindwise, you might say, ‘Yeah, it's bad, but I kind of like the gig I've got.' and … ‘I don't necessarily want to give up that.' That's human nature.” — Robert   “We're not that much different. … All of the things that you would want in your family are what all families would want. And hopefully, we can find a way as we travel this journey that we can become closer and better in those respects.” — Robert   Guest Links:   Robert Morris — Linkedin.com/in/robertmorrisseminars Harvard Implicit Bias Test — Project Implicit Implicit.harvard.edu/implicit/user/agg/blindspot/indexrk.htm   Matt Difanis Website — Mattdifanis.com The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein Caste: The Origins of Our Discontents, by Isabel Wilkerson   The Sum of Us: What Racism Costs Everyone and How We Can Prosper Together, by Heather McGhee   NAR Resource Links Nar.realtor/fair-housing Nar.realtor/fair-housing/fair-housing-compiled-resources Fairhaven.REALTOR   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   New! Home Finance Resource (HFR) Certification   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bios   Robert Morris Robert Morris has been actively involved in real estate sales and training since 1985. He recently received the Tennessee REALTORS® Educator of the year award for the second time and served as President of the Middle Tennessee Association of REALTORS® from 2020‒2021.   Robert graduated from the NAR Leadership Academy in 2022 and serves as a NAR Director from Tennessee REALTORS® for 2022‒2024. He has also been inducted into the Real Estate Buyer's Agent Council (REBAC) Hall of Fame for 2022. Robert is an international speaker, certified instructor, and professional development consultant on the Dynamic Directions, Inc. team and he is committed to making a positive difference in the lives of every person he meets.   Matt Difanis Matt considers himself the world's most improbable DEI and fair housing evangelist. Matt served as the 2018 President of the 50,000 member Illinois REALTORS® trade organization. During his four years on the state leadership team, he went from unaware of any of these issues to aware, then concerned, and eventually outraged. In the last few years, he has developed a reputation for building bridges to historically marginalized groups that have been impacted by housing discrimination — particularly the Black community.   Matt served as the 2020 Chair of the National Association of REALTORS® Professional Standards Committee, which is charged with updating and interpreting the NAR Code of Ethics. During his time leading that group, he advanced a series of proposals that eventually became Standard of Practice 10-5 in the Code of Ethics — a ban on discriminatory hate speech by REALTORS®. That journey has landed Matt in the pages of The New York Times, in a Bloomberg Businessweek feature about housing discrimination, as a live guest on Bloomberg Quicktake, and as the exclusive guest for a full hour on the Tavis Smiley Show on KBLA in Los Angeles.   Matt is a full-time practitioner and multi-office broker-owner in Champaign, Illinois, where he leads a highly inclusive real estate team. On Sunday mornings, you can find him in the tech booth of Pilgrim Missionary Baptist Church, a historically Black church, where he runs sound and the live stream, as well as doing volunteer photography.   Matt earned a bachelor's degree in psychology and his juris doctor from the University of Illinois.

Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. In this episode, she is going to share national data with us from NAR and discuss what she sees coming in the future. All of our crystal balls may be broken, but there are definitely patterns that can be seen. The core of Jessica's research focuses on analyzing trends for both NAR members and housing consumers. Through the management of surveys, focus groups, and data analysis, she presents new and innovative ways to showcase results. Let's see what she will teach us in this episode!   [2:46] Jessica thinks we're in a moment of transition when existing home sales data show 12 months of decline but the decline seems to be getting smaller. [4:24] Our current sales numbers are lower than in 2019, before the pandemic. They are more in line with 2014 sales numbers. [6:51] The typical homeowner has been in their home for 10 years and has $210,000 in home equity. [7:14] In some scenarios, not only investors but a large share of primary residence repeat buyers are paying all cash for a home, because of the housing equity they have. [9:34] Home mortgage interest rates had gone down for several weeks continually before going back up to 6.3% from 6.1%. [10:53] Jessica says to pay attention to what happens after the Fed meets. NAR tracks interest rates and puts out a statement every Thursday on social media. [12:30] Jessica explains the indirect effect that the Fed raising interest rates may have on mortgage loan interest rates. [13:41] Jessica hopes that existing home sales in spring will be stronger than it was in the previous two months. She is starting to see early signs of it. [15:52] Jessica breaks down corporate investors. We know that they're present in the market, but has their share of the market gone up? [16:41] The investors of 2022 pushed first-time homebuyers out of the market. [18:18] In March of 2022 there were five-and-a-half offers for every home that was listed. [19:02] Jessica discusses credit card debt, student loan debt, and daycare costs. How are first-time homebuyers going to save a down payment when they use their credit card to buy eggs and milk? [22:01] Jessica believes that awareness of low-down-payment programs in communities is low. Putting that information out there for potential buyers is incredibly important. [25:15] Jessica discusses the aging population and the housing market. In the next three years, every Baby Boomer will be over the age of 60. [26:36] Retirees are looking for newer homes with bells and whistles where they can age in place. [33:54] Jessica shares a few of her favorite data points. [37:31] Jessica also shares that a lot of first-time homebuyers are trying to get out of their parents' homes and move into home ownership. [38:08] Jessica shares her links for NAR Research at NAR.realtor. You can also subscribe and share infographic posts from NAR Research on Instagram, Facebook, and Twitter.       Tweetables:   “We released our existing home sales data and it showed a continual decline — 12 months of decline — but it seems like the decline is getting smaller. … [It] is not necessarily a normal spring market; … interest rates are still high, but a more normal spring market.”  — Jessica   “Buyers are coming back. They understand now that rates are higher but they may actually have an opportunity in the market, especially first-time homebuyers.” — Jessica   “It's also your long-term future. It's also the long-term savings and the gains that you have in home ownership that you don't have as a renter.” — Jessica   “Only 26% of the market was first-time homebuyers last year. In a healthy market, it would be 40%. So we really lost first-time homebuyers last year.” — Jessica     Guest Links:   Dr. Jessica Lautz   NAR.realtor Research section NAR Research on Facebook NAR Research on Instagram NAR Research on Twitter Email data@nar.realtor   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   New! Home Finance Resource (HFR) Certification   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio: Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. In 2021, Dr. Lautz was named one of Housing Wire's Women of Influence, a list representing 100 of the most influential women in leadership in the housing industry. In 2022 and 2023, Dr. Lautz was named RIS Media Newsmaker in My Influencer and Crusader categories, respectively.

With interest rates rising, we are seeing changes in the mortgage industry. Not all lenders, though, are created equal. They have various levels of education and experience, just as real estate agents do. They need to be the expert in the loan department for our clients. Like so many areas of our work, we need to have some knowledge of the process to help our clients, and be on top of the process. In this episode, our guest, Debra Killian, has been in the mortgage business for over 25 years. She has financial, banking, accounting, and business experience. She has also been a contributor for the Home Finance Resource Certification Course. In this episode we are going to discuss loans, lenders, money laundering and so much more! [3:41] This episode will touch on the importance of having an understanding of all the major loan types, and the best ways that we can work with lenders to improve the experience for our clients. [4:32] Deb explains that there are so many misconceptions about how the mortgage lending business works. There are differences between banks, credit unions, mortgage bankers, and mortgage brokers. Most real estate agents don't see the big differences between these lenders. [5:16] The first big difference is the licensing and education requirements. [8:07] There is a fine line between representing your client with questions and asking too many questions of the lender. The missing piece is understanding why the lender is doing what they are doing. There are so many moving parts. [14:19] Just as agents need to have a formal consultation with their clients, so do lenders, to get to know them and share all the information. Filling out the application online is not the way to do it. Deb says technology has really hurt the process in a lot of ways. [15:13] Deb discusses 10 questions every originator must ask their customer before starting an application. [16:24] The originator needs to set the expectations with the customer and also with the REALTOR® from the standpoint that there is a high level of trust between the agent and the originator. [19:06] Deb explains lender turn times, and how they affect the contract date. How many delays will there be from missing documents? Deb tells how the inspections and appraisal fit into the timing. [22:02] Deb's advice to REALTORS®: Don't write the contract until you've got the agent and the lender on the phone to set the contingency date and closing date and lock the loan. [25:03] Deb discusses conforming and non-conforming loans. [32:27] Deb discusses pre-approval and pre-qualification letters. [34:07] Contingency dates may vary by location. Deb explains how a mortgage contingency date can protect the seller. [42:13] Deb talks about fee sheets. They are specific to all service providers involved, such as the title company and the attorney. [47:25] Deb shares statistics. Over the last five years, according to a December 2022 report, over $2.3 billion has been laundered through U.S. real estate. [49:00] Most crimes involve money laundering because they don't want to pay tax on the money and they're trying to hide it. [52:50] A real estate agent cannot advise someone how to convert cash into usable funds. If a client asks, direct them to a financial professional, their bank, title company, or an attorney. [54:39] If you're required to comply with anti-money laundering, you must take annual education. [55:40] Money might be laundered if it is in large amounts of cash. Deb explains beneficial ownership. [1:01:42] Deb gives some history of anti-money laundering legislation. [1:02:56] Deb's final word: “If you can develop good, strong relationships with the lenders that you work with, individual originators (not the company reputations), … Let them do their job, you do your job. We need to stay in our lanes but we need to be communicating about what's going on in those lanes.  Tweetables: “There are a lot of lost opportunities when we run into problems because then it becomes heads butting against one other sometimes. Many times it is for that reason because the customer didn't give us what we needed.” — Debra “There is no reason for any experienced originator not to know every single piece of paper that an underwriter's going to ask for. … We don't have to wait until the file goes to underwriting, wait for the approval to come back, and say, 'Now I need five more things.'” — Debra “There are these misconceptions about things and nobody asks those questions.” — Debra “Nothing's risky with full disclosure. If a buyer understands that they're taking a three-year ARM with a 9% interest rate and they understand what that means, and they understand what's going to happen after three years when that ARM expires, … then it's not risky.” — Debra “[The agent could tell the mortgage originator] Don't be surprised if something goes wrong here because they're not being upfront.” — Debra “There is no right way to do the wrong thing” — Debra Guest Links: Debra Killian deb@cloes.online cloes.online  Additional Links: Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! Crdpodcast.com Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates New! Home Finance Resource (HFR) Certification crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio:Debra Killian, our guest, has been in the mortgage business for over 25 years. She has financial, banking, accounting, and business experience. She started originating retail residential mortgages in 1994 and has overseen and managed over $1 billion in closed mortgages, representing thousands of buyers. Debra has a passion and a unique background and lots of experience in writing and delivering her courses to mortgage and real estate professionals. In 2011, Debra co-authored The Mortgage Professional: National Residential Mortgage Loan Originator, a textbook for the 20-hour pre-licensing course for U.S. Licensing and Mortgage Loan Originators. Debra was the driving force, author, and instructor for the MBA School of Loan Origination. In 2018, Debra founded cloes.online, an online education platform for real estate finance. She is an NMLS-approved provider and course developer and trainer.  

This episode discusses important ways of working with buyers, including understanding what buyers want, expressing the value that REALTORS® bring to the table, and how to get compensated in a changing environment. We take a closer look at how REALTORS® can improve their systems with buyers. How do we best serve our buyers, and what does that look like moving forward? Lynn Madison is an ongoing contributor and instructor for the Accredited Buyer's Representative (ABR®) designation. She will be sharing her wisdom in this month's episode!   [4:05] Agents have told Lynn that what they have learned in the ABR® class assisted them in doing a better job for their clients. [4:36] ABR® has been updated to show how to make a buyer's offer stronger in a multiple-offer situation. [7:01] Your value proposition is what you do, why you do it, and how that is important to the buyer. [9:17] Too many agents think their job is done when the contract is signed. The ABR® class talks about the Code of Ethics, the Rules, and Multiple Offers. [10:09] Lynn tells buyers when the contract is signed that her role on their team is the quarterback. She explains team dynamics. [12:22] ABR® covers working with first time home buyers and discusses the Buyer Representation Agreement. [18:31] A significant portion of the ABR® course talks about the Buyer Counseling Session. [26:34] NAR statistics show that home buyers are staying in their houses for eight to ten years when they used to stay in a house for five to six years. The world has changed in 10 years. [29:01] Why would you show houses to a buyer you have not had a counseling session with and has not been pre-approved by a lender? [32:18] Lynn shares from her 15 years of experience as an expert witness in real estate suits against REALTORS®.                [35:09] Agents want to take care of their buyers, but you also need to take care of yourself. The risk management side of this is so important. [39:33] Lynn wants you to know one word: Safety. Even in daylight, be careful. Check out Episode “074: REALTOR® Safety Tips with Tracey Hawkins,” linked below. [40:45] Lynn gives advice about Contract Consultations. It is our responsibility to explain the contract to our clients. [56:11] You will never get compensation if it is not spelled out at the beginning of your representation of a buyer in a Buyer's Representation Agreement. This is a major paradigm shift in the way we've been doing things. [59:25] Lynn explains that without the buyer broker offer of compensation, sellers would be getting lower offers. [1:03:49] Buyers and agents are having conversations on Facebook that are a mess! Your buyers and sellers are going onto the internet and getting their information about houses. Lynn discusses what you can do. [1:07:21] Lynn's final word is Education! You need to take your designation programs and keep yourself educated. Be better today than you were yesterday. That's how you grow.       Tweetables:   “One of the great things about being involved with ABR® as long as I have been here is I've watched it grow along with some of the agents who have taken it, and taken it more than once, by the way. … We change the ABR® class as the business changes.” — Lynn   “We need to know how to write a contract that has a reasonable chance of being the chosen one, as I call it. If we're going to end up in a multiple-offer, we cannot just keep throwing money at it because, after a while, the buyer doesn't qualify anymore; the property isn't going to appraise.” — Lynn   “We've got to find ways to make our buyers' offers stronger; more appealing to the sellers, and we've got that! We did a change to ABR® to put in there how to make the buyer's offer stronger in a multiple-offer situation.” — Lynn   “I don't know why you would want to go out and show houses to a buyer you have not had a counseling session with and you have not had pre-approved by a lender.” — Lynn     Guest Links:   www.madisonseminars.com lynn@madisonseminars.com 847-757-5710   “065: Agent Consultation and Client Expectations with Ali Whitley” “074: REALTOR® Safety Tips with Tracey Hawkins” “044: Safety Tips for REALTORS® with Donny Allen”     Additional Links:   Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com     Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio: As a primary author of the ABR®, SFR, and PSA courses and a contributing author of SRS and RENE, Lynn brings intelligence, street-smarts, years of expertise, and humor to the sessions she facilitates. As a past president of the Mainstreet Organization of REALTORS®, her local association with 20,000+ members in Illinois, as well as serving on too many local, state, and national committees to list, she has a passion for real estate that she brings to her classes and a vast array of knowledge that she gets from being on all those committees. Lynn has been honored as an Illinois REALTOR® of the Year, REBI Distinguished Educator Award as well as being a REBAC Hall of Fame award winner. Her years as the VP of Career Development for one of Chicagoland's largest brokerages, along with her top production status gave her the background she needed to transition to training, which is where she now focuses her talents.   She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. Locally Lynn has served on the Board of Directors for her 20,000+ local association, Mainstreet Organization of REALTORS®, and proudly served as President of Mainstreet in 2016.   Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011 and most recently was honored with the Distinguished Educator Award from the REBI division of NAR for 2022.   www.madisonseminars.com lynn@madisonseminars.com

When you talk to some serial entrepreneurs you need to put on your seatbelt! Lots of us, as REALTORS®, have that entrepreneurial bent, starting and running our own businesses. Imran Poladi started young selling real estate.  He served as Vice President of NextHome Real Estate since the launch of the company in 2014 until July 2022. He has mentored brokerage owners and as a speaker, he's taught thousands of agents concepts of business, real estate, and living life.   In this episode, we are talking about business planning. But we're also talking about living life the way you want to live it. Though Imran loves business, he also likes taking control of his life and changing it up sometimes. He lives in California. You can read his full story at ImranPoladi.com.   [4:11] Business planning comes around every year. Imran shares his take on this topic. [6:41] Some people start their business planning at the end of December. Imran says you need to know what your budget looks like in the fall. [9:22] Every year, you rebuild your business. Do you want to grow your business? Do you want to maintain your business? What are the elements you consider when you're planning your business? [9:53] Imran works backward. He operates off a “need” goal and a “want” goal. [15:14] Imran cites the Five Love Languages, by Gary Chapman. Imran teaches a version of this in his speeches around the country. He speaks of the Five Love Languages of Real Estate. [21:18] Every individual has personal motivations. It doesn't help you to ask someone else what you should be motivated by. You already know what your motivations are. [23:05] Start your blueprint by understanding what you're not willing to do. [27:58] When you try something, you learn from what happens when you try it. You'll learn new communication skills. You're going to learn something with everything you try. [31:11] Imran shares the 30-30-40 rule. [37:36] Before making a big change, talk to the people that it affects. Are you setting the foundation that when the change happens, you're prepared for it? [39:32] Make sure that ultimately the change ends up making you happy in what you're doing. [43:56] If you look at your beginning business and try to imitate someone's established business, it can set you back in your career. [55:07] Where can you go to get a one-to-four or one-to-three return on your lead generation spending? [57:40] The key is finding how you get to your top 100 connections. Imran cites the book 1,000 True Fans. [59:26] People can't get to know you if you're hiding who you really are. Live according to your core principles so people know what to expect of you. [1:04:20] Imran says, if you want to do really well in business, you have to connect with people who have the same drive as you, the same enthusiasm as you, and the same willingness to learn as you. [1:07:58] If you want to hear more suggestions or direction for business planning, we have Episodes 8, 9 and 63. You can find them at CRDpodcast.com.     Tweetables:   “Let's line up your business planning in two formats: ‘need' goal, ‘want' goal. And then let's go for the ‘need' goal first so that way you create the foundation.” — Imran “It's always important for us to figure out who is our customer, who are we helping, and where do we get the joy in helping them?” — Imran   “When you start with figuring out what it is that's the ‘no,' it creates the blocks … for the ‘yeses.' … What is your ‘no'? If you know what your ‘noes' are, then you can configure your ‘yeses' to them.” — Imran   “If you're strategic about it, everything works.” — Imran   “The question then becomes why are you standing in front of that machine [of online lead generation] putting a dollar in and getting 75 cents out? And keep doing it? That's how you have to look at your business.” — Imran   Guest Links:   Imran Poladi ImranPoladi.com   The Five Love Languages: The Secret to Love that Lasts, by Gary Chapman Tommy Choi 1000 True Fans: Use Kevin Kelly's Simple Idea to Earn A Living Doing What You Love, by Jon Longhurst   “008: Business Planning, Part 1: The Principles with Mark Given” “009: Business Planning, Part 2: Applying the Principles with Misty Woodford, Trish Myatt, and Barry Owen” “063: Real Estate Business Planning for 2022 with Brent Lancaster”   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks

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 and since then, he cofounded NextHome Real Estate. Until recently, when his wife had their baby, he was the Vice President of NextHome Real Estate. He has mentored brokerage owners and as a speaker, he's taught thousands of agents concepts of business, real estate, and living life.   Today, we are talking about business planning. But we're also talking about living life the way you want to live it. Though Imran loves business, he also likes taking control of his life and changing it up sometimes. He lives in California. You can read his full story at ImranPoladi.com.   [4:11] Business planning comes around every year. Imran shares his take on this topic. [6:41] Some people start their business planning at the end of December. Imran says you need to know what your budget looks like in the fall. [9:22] Every year, you rebuild your business. Do you want to grow your business? Do you want to maintain your business? What are the elements you consider when you're planning your business? [9:53] Imran works backward. He operates off a “need” goal and a “want” goal. [15:14] Imran cites the Five Love Languages, by Gary Chapman. Imran teaches a version of this in his speeches around the country. He speaks of the Five Love Languages of Real Estate. [21:18] Every individual has personal motivations. It doesn't help you to ask someone else what you should be motivated by. You already know what your motivations are. [23:05] Start your blueprint by understanding what you're not willing to do. [27:58] When you try something, you learn from what happens when you try it. You'll learn new communication skills. You're going to learn something with everything you try. [31:11] Imran shares the 30-30-40 rule. [37:36] Before making a big change, talk to the people that it affects. Are you setting the foundation that when the change happens, you're prepared for it? [39:32] Make sure that ultimately the change ends up making you happy in what you're doing. [43:56] If you look at your beginning business and try to imitate someone's established business, it can set you back in your career. [55:07] Where can you go to get a one-to-four or one-to-three return on your lead generation spending? [57:40] The key is finding how you get to your top 100 connections. Imran cites the book 1,000 True Fans. [59:26] People can't get to know you if you're hiding who you really are. Live according to your core principles so people know what to expect of you. [1:04:20] Imran says, if you want to do really well in business, you have to connect with people who have the same drive as you, the same enthusiasm as you, and the same willingness to learn as you. [1:07:58] If you want to hear more suggestions or direction for business planning, we have Episodes 8, 9 and 63. You can find them at CRDpodcast.com.     Tweetables:   “Let's line up your business planning in two formats: ‘need' goal, ‘want' goal. And then let's go for the ‘need' goal first so that way you create the foundation.” — Imran “It's always important for us to figure out who is our customer, who are we helping, and where do we get the joy in helping them?” — Imran   “When you start with figuring out what it is that's the ‘no,' it creates the blocks … for the ‘yeses.' … What is your ‘no'? If you know what your ‘noes' are, then you can configure your ‘yeses' to them.” — Imran   “If you're strategic about it, everything works.” — Imran   “The question then becomes why are you standing in front of that machine [of online lead generation] putting a dollar in and getting 75 cents out? And keep doing it? That's how you have to look at your business.” — Imran   Guest Links:   Imran Poladi ImranPoladi.com   The Five Love Languages: The Secret to Love that Lasts, by Gary Chapman Tommy Choi 1000 True Fans: Use Kevin Kelly's Simple Idea to Earn A Living Doing What You Love, by Jon Longhurst   “008: Business Planning, Part 1: The Principles with Mark Given” “009: Business Planning, Part 2: Applying the Principles with Misty Woodford, Trish Myatt, and Barry Owen” “063: Real Estate Business Planning for 2022 with Brent Lancaster”   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks

   Christine Hansen and I had such a great conversation that came out for our December episode, that we decided to continue it for you for a Bonus Episode! And at this point, we got to know each other a little bit better and you can hear us just talking so excitedly; we are so happy to be talking about this holiday topic, hospitality! We're having a conversation about, what does that look like? Hosting people with less stress. And being a good guest for the holidays, and beyond! Christine also gives us some great ideas for transferring these principles into your real estate business. We also talk about ways to have fun that are simple and intentional!   Just as a recap, Christine Hansen is the Broker-Owner of Century 21 Hansen Realty in Fort Lauderdale, Florida. She's been an agent for many years and she's been very active in association leadership at the local, state, and national levels, recently on the leadership team for NAR. Christine is passionate about well-being in the lives of REALTORS®! I am thrilled to bring you this Bonus Episode with Christine Hansen.   [3:01] To Christine, hospitality means you invite people to your home, or you're invited to someone's home. Christine and Monica talk about how to be a good host (and have an easy time hosting). [4:37] As a guest, if you're invited to bring something, find out what will work within the venue. If you bring something that doesn't go with the dinner, it's a gift. [5:53] If you are anxious about hosting dinner in your home, you can order and bring things in. [7:25] We put way too much on ourselves when it's really about friends getting together for laughs, to break bread, and create some amazing memories. [8:44] For years, Monica and her husband would serve everybody pizza that they made and a salad. Or they prepared a taco bar. It comes down to your comfort in serving a simple meal so you can have companionship. [9:52] Think about a theme. It makes it fun and it creates an expectation for the evening. [10:34] When you're a guest, if you say you're coming, don't cancel at the last minute. Your commitments matter. [11:20] Now after the pandemic, we're getting busy again. Monica stresses the importance of being with people and being present and the importance of community. [11:49] Monica has heard people say they don't want to plan something because no one will commit. Choose what you want to do and what's important to you, and do it. [12:36] There are so many things dividing people. When you can build community, by getting together, laughing, eating, and playing games together, it means so much. [16:14] When REALTORS® are with buyers and sellers, you are kind of hosting them. One of the things you can do to be the best host is to not overwhelm buyers and sellers with too many choices or decisions. Christine did a role-play with two of her agents. [17:23] Christine asked each agent in the roleplay how they felt. [26:34] Have confidence in yourself as a REALTOR® to let your clients know that you have the right to some time off. Don't spend hours of your vacation working on deals. Make it normal. Tell your customers, “I will be out of town this week and my co-worker, Susy, will be overseeing everything.” [28:51] This is setting expectations. When we set good expectations and don't surprise people, it goes well. Don't “sneak” out of town and be unreachable to your customers without letting them know. [30:03] Christine used to hold massive parties. She loved looking around and seeing the house filled with joy and people talking with holiday cheer and spirit. That warmed her heart. Now, she holds smaller casual game nights. She sees people laughing and talking and she says, this is what life is about. [33:15] Christine's final word: “I wish everyone so much joy. Make each day count. Again, it's “the present,” which means the gift. Each and every one of you is unique and you deserve to have the most amazing life.   Tweetables:   “As a host, … come up with some things that are easy for your guests to bring because they don't want to walk in the door empty-handed. And as a guest, if you're invited and they do ask you to bring something, … find out what's going to work within the venue.” — Christine   “If these are your friends and you're welcoming them into your home, they're going to love being in your space just the way it is.” — Christine   “We put way too much on ourselves when it's really about friends getting together for laughs, to break some bread, and create some amazing memories. So, be you and there's nothing wrong with ordering in from a restaurant and then plating it.” — Christine   “I cannot be in the kitchen cooking and having people there. I'm not a big cook. I need my concentration!” — Christine   “Every single time I've ever felt like, ‘Oh, man, I'm tired, I wish I hadn't said yes,' and I'd go, I've had the best time! … Remember that our life is made up of nice little times of memories and experiences, all lumped together. You want to be able to have those.” — Christine   “We project people's opinions on us more than we have to.” — Christine   “What are you doing [by telling your client that you're going on vacation]? Setting expectations. And when we set good expectations and don't surprise people, it goes well.” — Monica   “At times [in a party], I just make myself pause and I look around the table and I see people laughing or talking and I'm like, ‘This is what life is about!'” — Christine   Guest Links:   Christine Hansen   You Can Heal Your Life, Study course by Louise Hay Ron Phipps, 2011 NAR President Stand Up For Your Life, by Cheryl Richardson Dare To Lead podcast, by Brené Brown You Can Heal Your Life, by Louise Hay   Episode 8 with Mark Given Episode 9 Episode 36 with Keith Davis Episode 63 with Brent Lancaster Episode 46 with Sean Carpenter     Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Christine Hansen Bio:A REALTOR® for more than 30 years, Christine has been active in local, state, and national association leadership for many years. In 2018, she was the REALTOR® of the Year for what was, at the time, REALTORS® of the Palm Beaches and Greater Fort Lauderdale Association. 2018 Florida REALTORS® President. 2019 Florida REALTORS® — REALTOR® of the Year. 2019 NAR REALTOR® Party Director. 2020 NAR Vice President of Advocacy. 2021‒2022 on the NAR Executive Committee. She has been a NAR Director almost continuously since 2006. She has held numerous committee and task force posts with the REALTORS® of the Palm Beaches and Greater Fort Lauderdale Association, which is now Broward, Palm Beaches, and St. Lucie REALTORS®. She is the Broker-Owner of Century 21 Hansen Realty in Fort Lauderdale, Florida, a full-service 80-practitioner-strong real estate company. Her mother, Anita Hansen, was a REALTOR® and founded the Hansen company. Her daughter and son-in-law are also REALTORS® in Florida. She comes from the family business! Christine is a life coach and a trained mediator. She is also active in charitable activities, locally and nationwide. Licensed in 1987, obtaining Brokers license in 1989 2007 President of Great Fort Lauderdale REALTORS® 2009 NAR leadership team 2017 NAR Liaison of Member Communications 2018 Florida Realtor President 2019 Florida REALTORS® — REALTOR® of the Year 2019 NAR REALTOR® Party Director 2020 NAR Vice President of Advocacy 2021‒2022 NAR Executive Committee   Designations & Certifications: CRB/CIPS/GRI/AHWD Licensed since 2007 to teach You Can Heal Your Life by Louise Hay Broker/Owner Century 21 Hansen Realty which was established in 1977 2nd tier Hall of Fame RPAC 2021   WCR Member since 2003   Christine Hansen Broker-Owner Century 21 Hansen Realty 3010 E. Commercial Blvd. Ft. Lauderdale, Fl 33308 Est. 1977 954-817-4881 call/text  

As a REALTOR®, there's always more we can be doing in our job. When we aren't actively selling, we're working on marketing, getting new business, or planning our systems for improving our work with our clients. We will never be completely finished with our work; our to-do list.   We are entering into a holiday season with a different, changing market after some challenging times. The change just continues to swirl around us, doesn't it? Are you taking care of yourself? It's a serious question that you should pause and consider. If you are not being intentional with your relationships, your stress level, and your plans to manage your business (instead of your business managing you), then I encourage you to have a listen to my conversation with Christine Hansen about taking care of yourself and managing your life better.   Christine Hansen, a REALTOR® for more than 30 years, has been active in local, state, and national association leadership for many years. In 2018, she was the REALTOR® of the Year. Christine is also a life coach and a trained mediator. Let's hear how she has figured out some ways to take care of yourself in real estate!   [6:10] Christine explains what wellness is. Wellness is about priorities and making sure that the first thing you prioritize is yourself. [7:06] Christine explains why wellness has become a hot topic. [9:44] Christine has always felt she wanted to help people to be the best version of who they are. Wellness is a journey, not a destination. [11:44] Because you are on a path, you may take some missteps. You can always evaluate if the path is right for you and make new choices to correct your path. It's believing in yourself and trusting that you are complete as you are. [12:56] A lot of our choices are based on pleasing others. We say yes to things because we don't want to let people down. We have to choose to prioritize ourselves. [15:12] Christine explains the effect of guilt and how it leads to self-sabotage. You take away things that could be victories for yourself and you add heartbreak. [16:56] It takes being intentional. Christine says to give yourself “intention time” every morning. Christine welcomes in the day by saying she is healthy, whole, and complete. Then she looks at the intention of her day. [18:28] Instead of labeling yourself a workaholic, say you get pleasure from doing things that you love. You are passionate about the things you get to do each day. Have a pre-set answer for when people ask you to do something. [21:39] If you want to do volunteer work, but the timing is off, answer with confidence, “Not now.” Don't allow yourself to be spread too thin, it will lead to feelings of guilt and letting yourself and your family down.  [25:01] Christine asked a leader in a leadership training course, “When do you get to be able to just breathe and be happy with where you are?” [26:33] Christine has noticed that REALTORS® living in the present, that are “taking stride,” are better connectors. They're giving people an experience. Clients want to be around agents that are at peace, not hectic agents. [27:26] You need to do a self-check and make whatever shifts are necessary for you to live your best version of yourself. [27:53] Instead of thinking you “should” do something, consider that you could do something, or could choose not to do it. It gives you more focus and power. [29:41] Don't tell yourself that tomorrow you will do something if you already know you won't do it. Be careful with what you say to yourself. Own what you say. [33:11] Go back and think of things you were told or that you believe and ask, “Is this still true to me, today?” If not, reframe it to what is true to you. Reframe how you see yourself. [37:10] Let your feelings be the compass to direct you to make healthy choices. Disconnect. [43:29] The holiday season is rushed and busy, and then we crash into the winter months of January and February, that are often not busy for real estate agents. Christine says you want to pace yourself for the holidays. Don't try to do everything and be everywhere. [49:45] If you are feeling overwhelmed about decluttering, one quick and easy thing to do is declutter your car. Get all the stuff out of it and get it cleaned. It will make you feel better. Clean up your workspace, home office, or office in your brokerage; you want it to be a positive reflection of your intentions of being successful and enjoying your work. [50:50] Have a place set aside for meditation or special quiet moments and sit at peace as you transition from the holidays to the winter. What would some change create for you? Would it give you joy? [52:41] REALTORS®, you know what you have on your plate for the holidays with family expectations or travel. Prep things now to leave at the office to be mailed on certain dates, while you are traveling. When you are celebrating, you won't be worried about mailings but you can be present because you've prepped. [54:44] Please, please, please, stop watching the news. Don't wake up in the morning and put the news on. You won't have your spirit lifted up by negativity, sensationalism, and drama. [55:27] Christine suggests some wellness resources. [57:36] All of us need to have grace with ourselves, take it easy on ourselves, we need to be our best advocates.   Tweetables:     “[Wellness] is about making sure that the very first thing that you prioritize is yourself. And it's not being selfish and it's not negative. It is about taking care of who you are. Because … you cannot give what you do not have. And so you must give to yourself.” — Christine   “When did we stop living our lives in the way that we choose and start living our lives at the timing of everybody else? … We're basically accessible 24/7 without safeguarding the things that we need.” — Christine   “We need to give ourselves permission to be curious and courageous and … able to make mistakes without beating ourselves up … about it. … It's … having that belief in yourself and trusting that you are complete as you are. … That's where the journey starts.” — Christine   “When you focus on true wellness, it's about having a foundation of belief and trust within yourself; that you have the courage and the respect to be able to say, ‘Thank you for asking, but no.' Or … to say, ‘If I say yes to this, I'm letting myself down.'” — Christine   “Often, we will say yes to good, and then we miss out on great.” — Christine   “When you have guilt, it always seeks some sort of punishment. And punishment always seeks some sort of pain. If you have guilt, you're setting a path of self-sabotage because you will somehow believe you deserve to either be disappointed or hurt.” — Christine   “Give your family the best of you, not the rest of you.” — Past NAR President Ron Phipps, quoted by Christine   “When you're feeling overwhelmed, I want you to take a breath and I want you to slow things down.” — Christine   “We ‘should' ourselves to death. … I think we need to take ‘should' out because ‘should' is a guilt word.” — Christine   “We beat ourselves up way more than we ever let on. We need to give ourselves a break.” — Christine   “Stop lying to yourself. Make a deal that if you already know you're not going to do [something] don't say you're going to do it. Start to be careful with the thoughts you think and what you say to yourself. … Own the things that you say.” — Christine     Guest Links:   Christine Hansen   You Can Heal Your Life, Study course by Louise Hay Ron Phipps, 2011 NAR President Stand Up For Your Life, by Cheryl Richardson Dare To Lead podcast, by Brené Brown You Can Heal Your Life, by Louise Hay   Episode 8 with Mark Given Episode 9 Episode 36 with Keith Davis Episode 63 with Brent Lancaster Episode 46 with Sean Carpenter   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor     Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Christine Hansen Bio: Licensed in 1987, obtaining my Brokers license in 1989 2007 President of Great Fort Lauderdale REALTORS® 2009 NAR leadership team 2017 NAR Liaison of Member Communications 2018 Florida Realtor President 2019 Florida REALTORS® — REALTOR® of the Year 2019 NAR REALTOR® Party Director 2020 NAR Vice President of Advocacy 2021‒2022 NAR Executive Committee   Designations & Certifications: CRB/CIPS/GRI/AHWD Licensed since 2007 to teach You Can Heal Your Life by Louise Hay Broker/Owner Century 21 Hansen Realty which was established in 1977 2nd tier Hall of Fame RPAC 2021   WCR Member since 2003   Christine Hansen Broker-Owner Century 21 Hansen Realty 3010 E. Commercial Blvd. Ft. Lauderdale, Fl 33308 Est. 1977 954-817-4881 call/text

Today, Antoine Dupont and I get practical with YouTube marketing and a few video tips, as well. Antoine teaches what he does. Learn how to create videos that create value and produce leads with people who already trust you because of your video presence. It's a great conversation.   Antoine Dupont is a keynote speaker and marketing consultant and strategist specializing in digital marketing. He's an in-demand consultant for discovering the strategies that work. Let's hear those strategies that will work and consider why we aren't doing them already.   [6:28] Antoine talks about the three things you should be doing to promote yourself and to stand out in this content-saturated world. [6:52] Antoine has traveled three times around the earth this year alone. He spends a lot of time on planes. He pays attention to what people are doing on their phones. [8:05] Inside the airport, people are watching videos because they have Wi-Fi. On the plane, they often play video games, without Wi-Fi. If we are on our phones consuming content, so are our clients. Videos work and they will generate leads. The purpose of video for agents is pure lead generation. [9:11] Creating video is the best way for an agent to get organic attention on themselves. If an agent cannot afford to pay for high SEO, being on YouTube is totally within the agent's control and it can trump all the rest of the ways that you get organic attention. [11:28] Antoine's strategy is thinking about what it is that people want, like, and need. [12:14] Antoine does a lot of research to answer those three questions. [13:41] Antoine says to make notes of what you see in the first ten results. [15:56] Another great tool for real estate agents is answerthepublic.com. [18:40] Agents sometimes make a mistake with video, trying to leverage YouTube as a lead generator. Your first objective should be to provide value. [19:37] People are looking for tips, hacks, and secrets on how to find the best home for themselves, and how to know if this home is better than that home. Answer those questions. [20:08] Antoine generates so many leads through his channel that come to him, without him selling anything. [21:02] Antoine shares what his approach would be if he suddenly decided to become a real estate agent in Nashville, Tennessee without knowing anything about Nashville. [21:50] Antoine would start creating content, starting with, “One of the issues that people have with buying homes here is X, Y, and Z. [22:19] Over time, with Antoine doing video, after video, after video, people are going to say this guy knows his stuff, this guy's an expert. [22:54] Monica elaborates on Antoine's comments about building a business in a new area. [24:11] The reasons many agents don't follow these steps are that they are too busy, they don't know how, or they don't like the way they look or sound. [27:38] Even well-loved speakers can be uneasy about how they look and sound. Keep pushing forward anyway and create video content. [29:26] Monica shares how she created a six-video series this week for her daughter on the steps to buying a home and converting it to an Airbnb or a rental property. [30:30] Going onto all the platforms is not ideal for most agents. You can be mediocre on every platform or you can be an expert on one platform. Each platform requires separate expertise. Choose the platform that you're most comfortable with. [31:52] Each platform requires its own expertise. Antoine explains why he doesn't do Instagram. He recommends that real estate agents pick YouTube, and become experts at it. [34:00] Monica and Antoine discuss video creation. [39:15] The thumbnail is the picture people will see when they scroll by your video on their phone or desktop. It is the image people click to watch your video. [41:38] For YouTube, make a thumbnail that will make the people in your audience want to click on your video. Go to a freelancer to make amazing thumbnails for your videos. [42:48] Draw a shot plan. You can use a screen from a scene in your video for the thumbnail but you want to make it an appealing graphic so people will want to watch it. [46:53] The thumbnails should be consistent with the tone of the videos. They need to match your personality in the videos. Don't be something you're not. [47:52] Customize how you produce your video for that market. How your audience resonates with you is very important. [52:11] Monica suggests resources for more information and education.   Tweetables:   “I want to remind you that we have all of these back episodes and they're always there if you need that specific piece of information.” — Monica   “The three things you should be doing to promote yourself and to stand out in this content-saturated world are, 1.) Video, 2.) Video, and 3.) Video.” — Antoine   “Whether it's on Instagram, on TikTok, on Facebook, or on YouTube, the only difference is the way they're holding their phone. So if they're watching Instagram or TikTok, it's upright. If it's sideways, then it's YouTube.” — Antoine   “One of the things that are helpful for agents to understand is creating video is, if not the only, certainly the best way for them to get organic attention on themselves.” — Monica   “Think about it for a second, what Google wants me to do; is it that Google wants me to come only one time and never come back, or does it want me to come over and over? So it's going to try to give me the best possible answer they can find for me.” — Antoine   “It doesn't matter what Colleen — my wife — and I think about it. None of our opinions matter. What matters is what YouTube and Google and AnswerThePublic are telling us.” — Antoine   “The fastest growing demographic on YouTube is 45 to 65, which are people with a checkbook.” — Antoine   “People are trying to leverage YouTube as a lead gen and it is a strategic mistake. Your first objective should be to provide value. First and foremost, provide value. Forget about lead gen. Lead gen is going to be a result of you providing value.” — Antoine   “We're generating so many leads for us through our channel and we hardly ever ask for anything. It comes to us. And the reason why it comes to us is that we provided so much value in the forefront that people come to us as, … ‘Can you help us find a guide in Paris?'” — Antoine   “Look — just get out there. Write a script. Get some ideas of content to create and start shooting. And that's really it. The thing that's in your way is that you're not starting.” — Antoine   “In order for me to execute Instagram properly, I need to have a strategy and I need to have the resources to execute that strategy properly. And currently, I don't. … Pick a platform and become great at it. … I would recommend for a real estate agent, pick YouTube and do YouTube.” — Antoine   “I know it's daunting, I know it's overwhelming, but this is what your audience out there wants to consume. It's video. So better get started now!.” — Antoine   “Let's do it! That's what they want. Let's provide it. Let's bring the future to right now!” — Monica     Guest Links:   Antoine Dupont Antoinedupont.com   AnswerThePublic.com Airbnb Upwork Fiverr Netflix YouTube Studio   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks  Additional Bio: Antoine Dupont is a keynote speaker, marketing consultant and a strategist specializing in digital marketing. He's an award-winning marketing agency owner and a speaker at national and international conferences. He combines 18 years in marketing with 15 years in the hospitality industry. His first job out of college was working for Gordon Ramsey in London at Le Gavroche. Antoine travels the world, sharing his strategy and methodology with marketers and business owners. Real estate is only one of the industries he contributes to. His goal is to improve lead generation and business growth via his proven marketing strategies.

October is part of National Hispanic Heritage Month! Gonzalo and I are excited today to have this conversation that needs to be discussed, but not everybody knows how to talk about it. On this podcast, we talk about a lot of things real-estate-centric and I‘m so excited about what has come out in the last few years of having conversations about different people groups in America. Today we're going to talk with Gonzalo about the group that we refer to as Latinx. There are different terms and we'll dig into what they mean with Gonzalo.   [1:04] Monica presents the topic. [6:04] Gonzalo explains neither Hispanic nor Latino is a race. It is a culture and ethnicity, not a race. [7:02] Hispanic is a term used by the government. Hispanic is somebody who descends from a country or culture where Spanish is the main language. [8:53] What matters is how the person identifies, as Latinx, or Hispanic. People often identify as Latinx. People talk about Latin culture, not Hispanic culture. [10:31] It is important never to label somebody else; let them label themselves. [11:05] Latinx is new. The intention of Latinx is to make it non-gender-specific. [16:23] National origin can be a tricky topic for Hispanics. It is a point of pride. Never assume where somebody is from. [20:12] Also, national origin is a protected class, so be very careful asking people where they are from. [22:11] Highlight things that you have in common instead of things you don't have in common. Always consider how the receiver of the question would feel about the question. “Tell me more” is a neutral question. [26:21] Whether a person is first-generation or has been here for generations makes a difference to them. It's important not to make assumptions about people based on their appearance. [28:28] A mistake real estate agents make is asking the client if they would like an agent who speaks Spanish. That is the customer's choice to request, not the agent's choice. [32:00] An agent who is having communication issues with a customer should look for a remedy. [33:15] The most important part is understanding the customer's needs. Language isn't the top priority. The decision-making should be similar to any other customer call. Gonzalo explains a non-discriminatory approach. [35:16] There have been conversations going on about race in the United States for several years. Race is an unspoken important element in our culture and our lives. [41:17] In most Latin American countries, home ownership is not as accessible as it is here in the States. [42:44] Many people come to the States and don't realize the opportunities they have for homeownership. Education about opportunities is important. In the U.S., you have to borrow money first before you qualify for a mortgage, which will take education in the Latinx communities. [44:12] Gonzalo talks of high-context and low-context cultures. In the U.S., we tend to be very transactional, especially around real estate transactions. In Latin culture, people like to be friends and want to feel connected. [45:35] Communication is important. In conversation, they don't go into business right away. Friendly small talk comes first. A Latinx customer may feel mistreated by a U.S. agent's directness. [48:22]  We are all humans and we all care about our customers. Be sure that you show that care. [50:48] Gonzalo has made greater connections with his customers. He feels he had become more sensitive to the customer's cultural needs.     [51:32] Throughout Gonzalo's career, he has had customers around the world. He likes going and meeting customers in other countries and it's such a good experience. [53:54] Multi-generational housing is common in Latin culture. It has to do with access to homeownership. [58:29] It is important to remember the diversity of the Latinx community. There are different cultures in each country. [1:00:50] Monica invites you to expand and start getting to know your Latinx neighbors. [1:02:01] Gonzalo recommends biographies in general for learning about people from different cultures. [1:03:34] Monica thanks Gonzalo for sharing and being such a needed voice in our industry. Monica invites you to look at additional resources to continue this important conversation.     Tweetables:   “We are in the middle of National Hispanic Heritage Month and we at NAR are thrilled to share this conversation with you.” — Monica   “What's going on at the border is such a small part of this conversation and it's dominating the conversation.” — Gonzalo   “Neither Hispanic nor Latino is a race, meaning that Hispanics or Latinos come in all shapes and colors. Many people tell me, ‘Oh, you look Latino,' when really Latinos look so different [from each other].” — Monica   “We don't say, ‘I'm a Hispanic,' we say, ‘I'm a Latino.' … We talk about the Latin culture. We don't talk about the Hispanic culture.” — Gonzalo   “Sometimes that's a challenge when you deal with people from a culture that you are not familiar with. You tend to say or ask questions that you didn't think through if it was right or not.” — Gonzalo   “Don't ask a question if you don't really care about it.” — Gonzalo   “When I go to another country and people laugh at me, I laugh with them. I try not to take myself too seriously. I'd rather throw it out there and try and have them laugh. I'm OK with that.” — Monica   “The Hispanic/Latino community is so large, that doesn't mean everybody has to get along and they're all the same.” — Gonzalo   “In most Latin American countries, home ownership is not as accessible like it is here in the States.” — Gonzalo   “In America, sometimes, it's even the opposite. It's like, ‘Oh, don't do business with your friends, then you're going to deteriorate your friendship relationship.” — Monica   “Even though I grew up in the South, I continually have to remind myself and train myself just to slow down.” — Monica   “A lot of my … U.S. customers have created greater connections with me because I have treated them with that kind of extra care that I showed to my international customers that they felt like I offered something different that other agents weren't offering.” — Gonzalo   “The future is customer care and customer service because if a computer can do it, a computer will. So be a better human.” — Monica   “The diversity … is so important. [There are] different cultures, even inside each one of our countries. … We are not all the same in any way, shape, or form. We come from so many different places. The geography … is also very diverse. Never make assumptions!” — Gonzalo   “As the world becomes more computerized, we need to keep our focus on being exceptional humans. Take one of these NAR Diversity classes to expand your understanding of people who are different from you. … We can all use a bit more understanding and compassion.” — Monica   Guest Links:   Garcia Mejia https://gonzalom.watsonrealtycorp.com/   Additional Links:   Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio: Gonzalo Mejia is an 18-year veteran of the real estate industry. He has been an agent, broker associate, managing broker, and now team leader of the Dream Home Team in Jacksonville, FL where they are one of the top producing teams in their market. One of their specialties is global business, and they work with customers from all over the world.   Gonzalo has a background in financial controlling and used to work for multinational companies in the USA and South America.   With over 25 years of experience as a leader, instructor, and speaker, Gonzalo is a licensed real estate instructor in Florida and an approved instructor for REBAC, RRC, REBI, and Florida REALTORS®. He has been a featured speaker at several national and international events.   HBO — The Latin Explosion Monica Neubauer www.nar.realtor/nar-en-espanol NAHREP.org Fairhaven.REALTOR®

Did you know that September is Safety Month at NAR? This month, we are talking with Tracey Hawkins about being intentional regarding safety in the general course of business. REALTORS® can be at risk when meeting strangers at empty houses, or meeting sellers at their houses alone. It is key to be prepared and use proactive solutions. Even though the likelihood of something happening may be small, the fact is the risk does exist. Our guest will inform you of these risks and will share some information that may surprise you, including stories of crimes against agents. You may not realize who the majority of the victims are. In this episode, you will find out and will learn so much more. This episode shares crucial information to keep you safe on the job.   Disclaimer: Some topics discussed in this episode may not be suitable for children.     [2:23] Monica introduces Tracey Hawkins and shares her biography. [3:20] Monica welcomes Tracey to The Center for Real Estate Development Podcast to talk about safety and security. [4:17] Tracey says that we're more aware of incidents with REALTORS® thanks to social media and more reporting. Incidents have always happened and continue to happen. Tracey talks about these crimes on social media. There are many forums where real estate agents talk about these crimes, so we're just more aware of them. [5:18] The most important part of Tracey's message is “Let's prevent these crimes,” using lessons learned. Tracey talked at the 2021 NAR Conference about lessons learned. She looks at the crimes against real estate agents, and without blaming the victim, let's learn from what happened in those crimes and let's pledge to do better. [5:53] In the last two-and-a-half years, there has been a focus on male agents being victimized and the question is, why? In 2017 for REALTOR® Magazine, Tracey wrote an article about crimes against male agents. It was the most-read article of the year. She rewrote the article for RIS Media. In the last while, in almost every crime against REALTORS®, a male agent has been the target. [6:43] Most recently, a male agent was murdered by his 85-year-old client. The agent had only communicated with the client online. It seems the client had bought the home after only seeing it virtually. After he closed on the house and moved in, he decided he didn't want it and wanted to “return” it. When the agent met the client at the home, the client shot and killed him and then shot and killed himself. [7:55] Tracey talked to an agent who knew the situation. The agent's opinion is that the solution is that no one should be able to close on a house without seeing it in real life. But in the pandemic, that was not realistic. Many homes have been sold virtually without any problems. This was a case of a disturbed person. We can prepare but we can't prevent everything. [9:30] Tracey shares a story from California. A brother and sister had inherited a property. The sister wanted to sell it but the brother didn't. Two real estate agents and a home inspector met them both at the property. The brother pulled out a gun and shot the two agents and the home inspector. The agents were wounded and the home inspector died. [9:57] Tracey has always recommended agents follow the CITO (Come Into The Office) protocol for the first meeting. Failing that, the first meeting should be virtual, on Facetime, or similar. The pandemic made agents more apt to use virtual meetings. During the virtual meeting, you can gauge the disposition of the client, such as if there is a conflict between the sellers. [11:06] Tracey suggests being more productive during a virtual meeting. Share your screen and show a few properties virtually. You can rule out properties without driving to them. [12:34] The stories Tracey shared were not random strangers showing up. They were a client and potential clients. This opens up awareness beyond what we have been taught. Tracey has talked to thousands of agents and is active on social media. She has conversations with agents who think they have nothing to worry about. Criminals have cars; there's no such thing as a safe neighborhood. [13:45] In the “nicer” neighborhoods, where you think you're safe, that's where criminals assume that the rich agents are. Tracey shares a recent story from Las Vegas of an assault against a female agent in a model home in broad daylight. It can happen anywhere, anytime. Always be alert and aware. [14:27] Tracey's job is somewhat challenging. She works hard to get the message out to male agents. You may not think you need to hear what she has to say but it could save your life or save them some trouble. [14:54] Monica returns to the idea of showing properties virtually, especially for clients who cannot conveniently come into the office. It's a great first step for safety and also for having a conversation about where the client wants to live and what kind of house they want. Before getting in a car and driving around, the agent will get a better vibe of what the client wants. It builds the relationship. [16:03] Burglaries also happen. An agent in Tennessee was opening the door for clients. A gunman approached and said, “Run for your life!” The agent trusted his gut, threw his keys, and ran. He was not shot. The gunman stole the car, which was later recovered by police tracking his iPad still in the car. [17:05] In Florida, a male real estate agent was in front of a listing and a gunman approached and abducted the agent. They drove to two ATMs where the gunman stole $500 at each ATM and then shot and killed the agent. Be aware, be alert, and know that it can happen. The male agents always tell Tracey how big they are, but they can be victimized, too. [18:59] Tracey teaches agents to lead with safety and be the agent who is constantly talking about safety. When a caller asks you to come to their property, inform them that company procedure requires you to check them out and get some background information before you visit a property. That's for everyone's benefit. [20:06] Don't assume that the person in the house is fine because they own a house. It might even be someone who has “jacked” the listing and is pretending to be the owner. [20:34] Forewarn® for Real Estate is an app for REALTORS® that does a basic background check in a few minutes. Tracey has interviewed them for a couple of her articles. If some of the agent victims had used Forewarn®, they might never have met their assailants. Forewarn® reports on criminal convictions, but many criminals have not been caught. So Forewarn® is a layer in your safety process. [21:28] The U.S. Department of Labor considers real estate sales and leasing a high-risk, hazardous occupation. You meet strangers in empty houses. Build safety into your business. Let clients know safety requires you to check them out before going to meet them. Let clients know they have to get valuables, guns, envelopes, and prescriptions out of sight in an open house. Be the safety agent for your clients. [23:17] The agent must say out loud to the seller, that the agent cannot be responsible for belongings in the house. The agent can make a waiver for the seller to sign. Provide a checklist of things for the seller to lock away or hide to keep them safe. Tell the seller, no one should know who lives in this house. Take down family photos. You will represent safety to that seller and stand out from other agents. [26:50] If the house is empty, you can offer to go by and check that it is locked and secure. But you may be taking on liability with this offer. [28:40] Monica asks Tracey about these practices: Before going to meet someone at a house, on the phone get their full name, phone number, email address, their REALTOR® if they have one, and who is coming with them to the showing. Also, tell them you will be checking their driver's license outside the house. If unexpected extra people show up, you have a chance to find listen to your gut feeling. [30:58] Tracey loves that Monica is listening to her gut feeling, instinct, intuition, or whatever you want to call it. All agents need to do that. If your gut is telling you you're not safe, believe it and get out of the situation. If you do not have the first meeting in your office, meet at a coffee shop where you are known, where if something happens, it will be noticed. Or borrow vendor meeting rooms in different parts of town. [33:59] Tracey's sister, an agent for 34 years, only meets new people at her office. You meet a professional at their office. Wherever you meet, let the client know you have a safety plan that includes knowing whom you are meeting and that you will need some information. Be consistent for one and all, so you don't get into trouble with fair housing discrimination. Make it your everyday safety practice. [35:40] When you rented a movie at Blockbuster, you showed your ID. Of course, it is reasonable to show an ID to make the largest financial transaction of your life. A legitimate client will accept safety practices. It needs to be a part of your safety plan and it needs to be consistent. [36:20] Tracey's tools for safety include smartphones and smartwatches. You can call for help or show your location from your watch. Set up the safety settings of your smartwatch and smartphone. Google Maps has a free location-sharing feature. Every agent needs to use it. Google Calendar can be shared with your office for your work appointments. Google View can show a street view of where you are. [38:30] Someone should always know where you are. But, whenever there is Bluetooth or Wi-Fi connectivity, your information is being shared, so be on alert. You might be playing golf, but somebody knows where you are. [39:55] Tracey's suggestions about carrying weapons. The number one defensive weapon agents use is pepper spray. Next are firearms, and then knives. Know the difference between tear gas, Mace, and pepper spray. Mace is a brand name. You want pepper spray. Look for OC (Oleoresin Capsicum) on the label. The spray has an expiration date. Test it. Know how it's going to spray when you need it. [41:17] Any safety tool, whether it's your phone, or whether it's a gun, or your pepper spray, needs to be accessible. In some cases you want it to be visible, like pepper spray, as a deterrent. Practice and test the pepper spray every six months. [42:24] Tracey sells pepper spray to agents. She tells them to take it outside and practice with it, become familiar with it, and test it every six months. [43:04] Some agents tell Tracey their husband wants them to have a gun but they are afraid of it. If you are afraid of a gun, you're not going to carry it. If you are not comfortable using it, it is more likely to be taken from you and used against you. If you are comfortable with a gun, take care of the legalities first. NAR does not have a policy on guns. They refer you to your regional or local association. [43:57] If you get the clearance of your local board or association, talk to your company and find out if they have restrictions on carrying a firearm. Then, don't just get a license and call it a day. Enroll in firearm safety classes and be there regularly. Practice regularly so it becomes muscle memory and when it becomes time to use it, you are confident. Tracey shares a Colorado story where an agent had to shoot. [45:18] If you are going to take martial arts or self-defense classes, you need to be committed. You need to do it. Tracey shares a Virginia story where an agent was hit 10 to 12 times in the head area with a wrench. She was a black belt. She put up a fight. She survived, with a long road to recovery. Enroll in self-defense classes, take more than one class, and take them regularly. Get muscle memory. [45:59] All of these things are layers in your safety plan. First, be proactive. Then have weapons of pepper spray or firearms. Take self-defense classes. Tracey wishes proactive safety education was mandated. Monica believes proactive safety education is working for some of us and shares a story of an alert agent who protected herself from a potential assault from someone lurking around an open house. [47:54] Tracey says that 71% of REALTORS® surveyed have not taken a safety class. Tracey wants to change that. Meanwhile, she tells agents to rely on their gut, but also not to judge a book by its cover. Look at photos of Sam Walton and Ted Bundy. You would not know from looks which was the richest man in the world and which was a serial killer. Look at behavior. Judging wrongly could cost you your life. [50:30] Monica recommends a book, Verbal Judo, and asks for Tracey's recommendations on de-escalation. Tracey tells of an agent who showed up for a listing appointment and walked into a sibling dispute. She said she would go back to her car and when they reached a decision they could come out and invite her back in. Tracey also suggests a fake phone call to retreat from an uncomfortable situation. [52:29] Having an implied witness to whatever may happen is helpful. Tracey has group discussions and role-plays in her classes. Agents learn from each other when they hear the different stories and the techniques others have used. Role-playing prepares you for situations that might take you off-guard when it's hard to think on your feet. [53:54] Safety education needs to be a part of new agent orientation. New agents have no clue what they don't even know. [54:54] Tracey's last words for the episode: Agents are interested in putting video content on social media. Use those platforms to talk about safety! Be the safety agent for your area. Post safety tips. Be a resource. Provide safety content for people to copy instead of sending out the same email every other agent is sending. Lead with safety. Use expert-created content that Tracey and others have curated. [56:25] Monica thanks Tracey for caring about us and sharing this important safety information. [58:14] Monica invites the listener to listen to Donny Allen's episode on safety, Episode 44. He discusses different things than Tracey discussed. Monica invites you to share Tracey's episode with your friends to help them be safer in these crazy times. [58:52] Check out the new Center for REALTOR® Development website at Learning.REALTOR.   Tweetables:   “I live and breathe real estate safety.” — Tracey   “I think one of the reasons there are not more [crimes against REALTORS®] is the proactive preparation that agents are making.” — Monica   “There are things that we can do but we can't prevent everything.” — Tracey   “Use that virtual opportunity to be more productive. … Take that time in your first meeting to share your screen and show a few properties and you can rule out properties that just are not a fit, right there virtually, so you're more productive and you're working safely. So the two go together.” — Tracey   “My job, without inducing fear, is to let agents know that it happens everywhere. It happens at all times. And if one more person says anything to me about ‘I only go to good neighborhoods,' I'm going to scream!” — Tracey   “Ask the police about ‘good neighborhoods' and how many times they go there for domestic violence!” — Monica   “The nicer neighborhoods, … that's where the good stuff is and that's where criminals assume that the rich agents are. So when I look back at crimes against real estate agents, I see them happening in model homes. … It can happen anywhere, anytime. You need to always be alert and aware.” — Tracey   “My job is always challenging. People don't think they need to hear what I have to say when what I have to say could save their lives.” — Tracey   “When you hear that the U.S. Department of Labor considers real estate sales and leasing a high-risk, hazardous occupation, then that makes you pay attention. You make a living sitting in empty houses waiting for strangers to walk in. You make a living meeting strangers in empty houses.” — Tracey   “Someone should always know where you are when you are working, no ifs ands or buts about it. That means open houses.” — Tracey   “Any safety tool, whether it's your phone, or whether it's a gun, or your pepper spray, needs to be accessible. In some cases you want it to be visible, like the pepper spray as a deterrent.” — Tracey   “Enroll in [firearm safety] classes and be there on a regular basis so that it becomes muscle memory; when it's time to use it, you are confident.” — Tracey   “If you are going to take a martial arts or self-defense class, you need to be committed. You need to do it.” — Tracey   “That's one of the things about proactive education, that when people are applying it, we don't know what we've thwarted. So, we have to just believe that it's working even though we don't know it and that's the good news is we believe that it's working for some of us.” — Monica   “It easy to put [safety] off. Until it isn't. We don't want any of you to be a statistic. So if you don't have a policy already, I would encourage you to set it this week. Put that on your goal list. And attend a class this month.” — Monica   Guest Links:   Tracey, the Safety Lady — Tracey Hawkins www.safetyandsecuritysource.com/about www.nar.realtor/safety   Verbal Judo: The Gentle Art of Persuasion, by George J. Thompson and Jerry B. Jenkins   realtor.libsyn.com/44-safety-tips-for-realtors-with-donny-allen   Forewarn for Real Estate   Additional Links:   Micro courses found at Learning.REALTOR   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   “Tracey, the Safety Lady” Hawkins is a former real estate agent who has taught thousands of agents across the country to live and work safely for over 27 years. Hawkins is the real estate safety writer for The Close and a safety expert and contributing writer for the National Association of REALTORS® REALTOR® Magazine, MNNews, realtor.org, contributing writer for the National Association of Residential Property Managers/NARPM, Houston REALTOR® Magazine, and RIS Media.   Tracey, the Safety Lady” was selected to speak at the National Association of REALTORS® national conference in 2021 and 2022! Tracey has also presented at the Triple Play REALTOR® Convention and EXPO. She has been recently selected as a 2022 RISMedia Newsmaker in the Crusader category.   She was selected to speak nationally for the National Association of Residential Proper Managers (NARPM) and realtor.com in 2021.   She has created the country's only real estate agent safety designation, the Consumer Safety and Security Specialist (CSSS). She also created the only broker, manager, and owner office safety policy certification workshop with an office safety policy handbook and the property management safety certification program.

In this episode, Leigh Brown asks if you believe we are in a new market shift in real estate. You will be able to get some great insights and suggestions from Leigh as she is one of the most well-known speakers and thought leaders in the real estate industry. She has been selling real estate for several years and is the founder of One Community Real Estate® in Concord, NC. She has written three books, hosts two podcasts, and speaks all over the country. Leigh and Monica discuss the information REALTORS® can get from their MLS, their Chamber of Commerce, as well as the news, in order to inform their clients of the most up to date information. They also discuss the importance of networking, and using data to help make decisions. Leigh insists that REALTORS® need to keep current on changing conditions and educate their buyers and sellers with the most relevant information in order to navigate this market shift.   [2:35] Monica welcomes Leigh Thomas Brown to The Center for Real Estate Development Podcast to talk about The Shift. Leigh compares the shift in real estate now with the shift in '07. [5:23] You have to figure out the new conditions in a shift. In March of 2020, a house that earlier would have sold in minutes was sold in seven days. Now it takes longer. The busiest REALTORS® see the changes in the marketplace first. Once you see them, you need to educate sellers and buyers or you will get behind the REALTORS® who will figure out the shift and leapfrog you. [7:16] In the big recession in 2007, REALTORS® didn't see the shift, didn't get educated quickly enough, and didn't adapt their expectations quickly enough. If you're not dialed in, you can hurt people. [8:11] Monica watches her local group's Facebook pages to stay current with local market conditions. It's also great to see local REALTORS® supporting newer REALTORS®with their experience. [10:43] Going to in-person events allows you to build relationships that will last through your career. Take classes to network with long-time mega-listing agents. There is no better resource for an early-career REALTOR® than a long-time agent who has been through a shift. They know how to conduct themselves when the phones stop ringing and everything seems to be coming apart. [12:46] Leigh tells how she acted in 2007 when her phone stopped ringing. Going to events would have helped her. An experienced agent would have reassured her that houses will still be bought and sold. [13:56] Leigh defines a shift as market conditions that cause people to behave differently in real estate. She notes several market conditions that have happened together. An agent can see a shift first by keeping track of Days on Market and price reductions on MLS. [17:04] Leigh lists some of the conditions defining the current shift, showing how complex the real estate market is. Being a real estate professional doesn't mean being a financial/business expert but you need to be aware of what's happening. It helps you talk to your clients who are also reading the news. Real estate is a financial tool as well as a living and home tool. [17:50] Monica refers to Episode 70, featuring Josh Cadillac, about the different areas that affect the real estate market and how to talk to clients about them. [19:43] Leigh tells how an agent in her office used statistics from MLS. MLS is much more than bedrooms, bathrooms, and prices. Put the best information possible into the MLS so every agent has the information for their clients to create a match. Check out the History button on every comp property. Print it out and attach it to the comp. Highlight all the times it has changed price. [23:55] Let people know markets are fluid in a shift. Also, every house is a combination of condition and price. Look at Feedback on the listing to see more about the house. [26:02] Call your MLS and ask the data person to do training at your brokerage. Learn how to use the Statistical Analysis Module (SAM) to look at the month-over-month of ZIP Codes or neighborhoods to come up with an accurate market value price. You will be the most educated REALTOR® at the table. Most listings occur at the end of the month. Things change every day. [30:01] The future is coming at us quickly. Dig into the data now. Take classes at your MLS or have them come to your brokerage. Learn it now. Only REALTORS® can dig in and analyze the last six weeks of data. The three-month data doesn't matter. Monica shares an anecdote about how they first saw this shift. Using the data is a skill all agents need to have right now. Train your client with the data. [32:30] Look at the NAR profile of home buyers and sellers. Clients want greater transparency. They wish we told the story better. When you're discovering all the data points, explain what they mean to your client. You will have a client that understands where you're coming from. [33:32] Train your clients to understand the data. They will receive it, own it, and make informed decisions about what to do. This is what Monica calls proactive real estate work  If you will set up the systems and do the work proactively, then you won't have a problem later. Leigh reminds us that everything we do has to center on the best outcome for the client and it's up to the client to determine the best outcome. [34:39] One of the top complaints to any state Real Estate Commission is “My REALTOR® made me…” When clients understand the decision they are making, they will not feel pressured to make a bad decision. Give them as much information as possible in writing so they can decide. This also protects you from going against Commission guidelines. The client wants to trust you to act in their interest. [37:18] Leigh shares some best practices. Human behavior, when something doesn't feel right, is to pull back and stop. Agents don't have that luxury. Right now in our marketplace, there are people who need to sell. If we do not effectively tell them how to get out of the market, then we are hurting them. Learn the language of short sales and foreclosures. Leigh explains why. [39:55] Prospecting is not about you. Leigh's father taught her that if you take care of people the right way, money will find you. That's what REALTORS® must remember, going into a market change. Stop thinking about money; think about somebody else's best interest and the money will find you. Pick up the phone and call your contacts to say, “Hi! If you need something, I've got you.” You don't need a script. [44:01] If this time has afforded you a pause and you need to take a month if you have money in the bank and you're OK, then take a break. REALTORS® have worked seven days a week since COVID-19 started. You have to be a businessperson when it comes to your time. That includes putting up guardrails. If you're not rested, you're not capable. Find your balance between work and rest. [47:45] Real estate is not going to stop being wildly competitive. Every pre-licensing school is full. If you want to maintain or grow, you have to make specific business choices. [48:30] Leigh explains how to talk to buyers in a shift. Buyers have a built-in need to win. They've been getting beat up. You have to explain to the buyer that sellers and even banks are not accepting 20%-off offers. They have to get their equity. Banks also sell in bulk deals that exclude individual buyers. Don't wait for a repo.[51:54] Inflation is not over; the monthly payment is lower now than it will be later! Tell buyers to focus on the monthly. The buyer needs to get a pre-approval letter updated for every property they look at. Talk to your buyers about PITI-plus. The “plus” is a buffer for inflation for fuel and food. Talk to your buyers about how they can stay in that house. Your job is to help people think logically about an emotional transaction. [53:41] You should know how long people stay in their houses, on average, in your ZIP Code. Ask your local Chamber of Commerce. Be the person who has the data for your clients. With the right data, people can buy houses. [54:36] If your client insists on making offers at 30% off, refer them to a REALTOR® who is willing to do that; which is why you show up at networking events, to build a stable of amazing REALTORS® who have different business models and mindsets so that, at the end of the day, the client is best served by the REALTOR® who fits what they're looking for. [55:04] Leigh's final word is, Do the work; pay attention to the information, take the classes, train your clients, train your sellers, and keep moving. Without REALTORS®, home ownership dies; the American Dream dies; REALTORS® are the ones doing the work in the field, every day, giving some neighbor the hope that they can buy their first house. [55:48] Monica thanks Leigh Brown for joining the Center for REALTOR® Development podcast! [55:56] Leigh shares three takeaways from this episode: Get education in person, to network. Build your knowledge of statistics and how to use MLS data. Call and care about your clients![56:23] The Center for REALTOR® Development has migrated all of its educational tools to one website: Learning.REALTOR. Contact your local association to see what's happening in your area!   Tweetables:   “We have been through some changes in all of these years and so, when they say The Shift, I'm like, ‘Well, all right, let's see where this new road's going. You know, not a big deal, maybe I'm even glad!' But a lot of our listeners, as crazy as their lives have been, they're not necessarily excited about this!” — Monica   “That was what I felt like on March 13th of 2020. Of course, the COVID-19 lockdown started on Friday the freaking 13th. The phones stopped ringing for a minute and then they started ringing and it was, ‘What do we do?!'” — Leigh   “I got you, baby! I know what to do when the market goes stupid and sideways because I've been through this and frankly I would rather not think about how many years it's been since the shift last time, in '07!” — Leigh   “The managing of expectations is the hardest thing for REALTORS® to adapt to because we see it first. The busiest REALTORS® see it first.” — Leigh   “It's one of the under-sung beauties of REALTOR® world is that there is an actual desire to work together; not collusion,… but from a knowledge, information, expertise, and competence standpoint.” — Leigh   “If you're an early-career REALTOR®, there's no better resource than somebody who has been through this. … They know how to conduct themselves. They know how to maintain a sense of calm and confidence when everything … looks like it's just coming apart at the seams.” — Leigh   “There's a new problem. I'm going to define it and I'm going to help my clients get where they want to go. 100%!” — Monica   “[A shift is] anything in the external market that causes people to behave differently in real estate.” — Leigh   “When you call your MLS, that data person will come to your brokerage and do a training session and show you inside scoops and they love it.” — Leigh   “Because markets are fluid, all you have is your data. So if you take in that month-over-month view of the ZIP Code, you're going to be the most educated REALTOR®at the table.” — Leigh   “When everything goes smoothly, it's not because it just went smoothly, it's because you prepared well and everybody joined in the journey together.” — Monica   “Everything we do has to center on the best outcome for the client.” — Leigh   “Be curious. Ask better questions. What's their need?” — Monica   “Care about your people. Genuinely care about your clients, your friends, and the business will come.” — Leigh   “Until interest rates are higher than the rate of inflation, we're not at the end of the pain for buyers. You've got to tell your buyers, right now is still a good time to buy! It's not going to get easier! It's cheaper, monthly-payment-wise than it will be later! … Focus on the monthly.” — Leigh   “Go back to that [average stay in houses] data and MLS may not have it but your Chamber of Commerce will. … So you know that number, you know the interest rate, you've got your lender on speed-dial, and you're focused on PITI-plus, people can buy houses.” — Leigh   Guest Links:   leighbrown.com  |  leigh@leighbrown.com  |  704.507.5500 Facebook: leighbrownspeaker https://www.facebook.com/LeighBrownSpeaker/ YouTube: leighbrownspeaker https://www.youtube.com/leighbrownspeaker Instagram: leighthomasbrown https://www.instagram.com/leighthomasbrown/ LinkedIn: leighthomasbrown https://www.linkedin.com/in/leighthomasbrown/ On the Clubhouse app: @leighbrown Twitter: https://twitter.com/LeighBrown Podcast: Crazy Sh*t In Real Estate https://www.crazyshitinrealestate.com https://podcasts.apple.com/us/podcast/crazy-sh-t-in-real-estate/id1153262163?mt=2   Great Recession Days on Market MLS ZIP Code Episode 70 with Josh Cadillac Josh Cadillac's website Chamber of Commerce   Additional Links:   Micro courses found at Learning.REALTOR   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Leigh Thomas Brown Certified Professional Speaker™ (CSP®) international keynote speaker who happens to be hilarious in an almost-inappropriate-but-still-family-friendly way. Leigh uses her decades of experience as the go-to expert for REALTORS® to help any organization get on track with goal setting and achievement. She knows the secret to solid relationships with clients to ensure that they keep coming back again and again. She talks fast, and every word of it is gold. Leigh's messages are bold, powerful, and full of a contagious energy that breaks through barriers and skyrockets your organization towards success.   A wife. A mama. A runner, singer, and pianist, who enjoys cooking, gardening, and needlepoint. A child of God and a follower of Jesus. Trying to get life right, one mistake at a time.

Today's episode, with Chris Linsell, is on one of the most popular topics. I talk about it in so many classes, and people have so many questions. Chris is an expert reviewer of customer relationship management systems, or CRMs, the organizational tool we all need to have in some form. He breaks it down into how we use it, why we use it, and how we can benefit from having this system in our business. When he explains it, he makes these principles and ideas easy to understand, so I love his teacher heart that comes through. He and I discuss many tools for you. We talk about the broker-centric systems that many of you already have access to in your brokerage firm, we also then talk about some of our 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] Monica welcomes Chris Linsell to The Center for Real Estate Development Podcast. As a consultant, Chris stays up with tech and real estate trends; he needs to know a lot about a lot of things. [5:21] A CRM is a customer relationship management system. A spiral notebook can be a CRM. [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 recommendation for real estate professionals is LionDesk. Other CRMs he recommends are MarketLeader®, Elevate Social ProTM, IxactContact, TopProducer®, PropertyBase, and WiseAgent. Monica likes WiseAgent and Follow Up Boss. [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? Use it every single day. Take advantage of the shortcuts your CRM provides. For example, sync contacts with your CRM. [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: Use the calendar for birthdays, “house-iversaries,” and reminders to send notes to and contacts. Manage your contacts in tiers. For example, people who know your name, people who know and like you, and your core group of 100 people or fewer who know, like, and trust you. Create a cadence of branded communications that suit your contacts of each tier. [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 is, you are in control of your success! You have the opportunity to run exactly the business that you want to run and the tools exist to give you every chance to have the business, the career, and the professional life that you want. Get proactive and invest in your success! [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? [1:05:58] If you have enjoyed this episode, press the Follow or Subscribe button to get the notice of new episodes each month!   Tweetables:   “[Chris] breaks down how we use [a CRM], why we use it, and how we can benefit from having this system in our business. When he explains it, he makes some of these principles and ideas so easy to understand, so I love his teacher heart that comes through!” — Monica   “[As a consultant,] you've got to be at least a voice in the room if not one of the smartest ones. So I do my best to stay up on everything that we're talking about.” — Chris   “A CRM … is a tool that you are using to create better conversations with the people who are moving your business forward. … The most basic one … is a little spiral-bound notebook. … You're managing that relationship by taking some good notes and recording the information that you need.” — Chris   “If you are a real estate professional who does more than five transactions a year, you are going to hit a critical mass in your short-term memory … where you won't be able to keep straight the conversations … and the priorities for the people for whom you are acting.” — Chris   “If you want to scale your business … from 20 transactions to 50 transactions, … this is a critical tool because you might be able to remember all the people that you talked to today, but you're going to have a really hard time prioritizing those conversations.” — Chris   “Anyone who's listening to this, you have a tech stack already, even if you don't realize it.” — Chris   “For my money, a real estate CRM is usually the way to go.” — Chris   “The real estate business has a very low bar to entry, … but it has a very high bar for success. You have so many things that you have to do in order to make it in this business. One of them is committing to a system that realizes that you're running your own business here.” — Chris   “When your contacts exceed 100 people, you need a bigger system to categorize, prioritize, and communicate. And that's where real estate CRMs really make you your money.” — Chris   “If you're not a prospector, … [then predictive analytics] isn't a tool for you!” — Chris   Guest Links:   https://theclose.com/real-estate-tech-companies/ https://theclose.com/predictive-analytics-overview/ https://theclose.com/real-estate-lead-management-strategy/ https://theclose.com/best-real-estate-crm/ https://theclose.com/market-leader-real-estate-lead-conversion/ ChrisLinsell.com TheClose.com The Matrix Excel “The Best Real Estate CRM for 2022: In-depth Reviews & Pricing” LionDesk® MarketLeader® Zillow® BoldLeads BoomTown Elevate Social ProTM AI Elevate Real Estate CRM Review + Video Walk-through Jasper IxactContact® TopProducer® PropertyBase WiseAgent Follow Up Boss Tech Stack (Solution Stack) Facebook MLS Gmail ReMax Coldwell Banker Real Estate One Keller Williams EXP “Compass acquires Contactually” Outlook MailChimp SlyBroadcast Slydial Offrs Revaluate NAR Annual   Additional Links:   Micro courses found at Learning.REALTOR   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Chris Linsell is a REALTOR®, real estate coach, writer, technology analyst, and content strategist based in the United States. He is a hands-on real estate professional with more than 10 years of experience buying and selling anything from modest starter homes to massive waterside compounds. As a digital and content strategist, he's worked with teams (real estate and non-real estate alike) to realize their lead generation and overall business goals by finding new ways to demonstrate their expertise and authority in their local markets.   Chris is a Writer and Technology Analyst for The Close, the internet's leading source of actionable, strategic insight for and by industry professionals. At The Close, his job is to be up-to-date on the latest and greatest technology platforms, real estate strategies, and best practices that the leaders of our industry are using to buy and sell more homes every year. He is a thought leader in the real estate space, regularly hosting webinars and group coaching calls, as well as being a featured speaker at events like the National Association of REALTORS® Annual Conference. Linsell is also a contributor to publications like Apartment Therapy, Bank Rate, The Simple Dollar, EOE Journal, Mashvisor, and Constant Contact. He is also a regular contributor to industry-leading media like the Keeping It Real Real Estate Podcast

Do you have a succession plan for your business when you want to leave it? Whether you have created a business that you wanted to do for life, or you decided, “I'm going to move on and take a different direction for my life, or for my business,” this conversation on phasing out of your business, and creating long-term financial resources and assets, is for everyone. Our guest, Renee, will help you see ways to invest in yourself and your business to meet your long-term goals.​ [2:32] Renee Williams is passionate about holistic business success, which includes finances, strategic planning, and retirement with passive income. She hosts the Agent Exit Podcast. Exit Strategy is huge! [3:43] Renee and Monica talk about bucket lists, plans for retirement and Monica's current Big Why. [5:05] Renee talks about “someday” goals and being intentional in making them happen. [6:42] Research shows that anticipation and planning for something can provide as much enjoyment as the activity itself. Take a phone video of yourself telling what your ideal exit strategy would be. Watch it in a year and see what steps you've taken. [10:15] It's a lot easier to make the transition to exiting production when you have a written plan! What does exiting production look like if you want to keep some income after your last commission check? [11:50] Ways to exit production: Sell your business. Invest in rental properties. Revenue share or profit share, depending on your brokerage. Receive equity in the brokerage if offered or in another business. Draw down on your Solo 401(k), IRA, funds you have already set aside, and savings. [13:11] 1. How to sell your business. Renee recommends Nick Krautter's book, The Golden Handoff. Nick shares step-by-step instructions to sell your book of business to a known broker. [15:57] Selling your entire business includes the database, assets, name, logo, team, and more. You may need a business broker to help you. [18:53] As part of your planning, hire a third party to look at your business and tell you what needs to be renovated or fixed. [22:03] If your brand is your name, it will be hard to sell your business. Rename it long before you sell it. [25:58] Renee tells how she refers clients to other agents when she is busy. [30:10] 2. Real estate investing is low-hanging fruit and there are many ways to invest. [32:50] Monica invites you to listen to her episode on referrals with Gary Rogers and her episode on cash-based investing with Rich Arzaga for information. [35:17] 3. If your brokerage offers revenue-sharing or profit-sharing, take advantage of it! [38:12] 4. Are you with a brokerage that will allow you, if you are a top producer, to own equity in the brokerage? Ask. Times are changing for brokerages, too. They may be looking to share the burden. [41:55] Get someone to represent you in selling your business. There are many ways to structure a sale. [43:10] 5. Savings — when you have a transaction complete, you need to put some into the business, use some for personal expenses, set some aside for taxes, and put some into savings until retirement. [44:51] Renee is heavily into real estate investments; her husband has stocks and some crypto. Solo 401(k)s and self-directed IRAs can both be invested in real estate. [46:18] Monica suggests listeners listen to the Rich Arzaga episode linked below for information about finding an investment advisor who is knowledgeable about real estate. [47:23] Renee's advice: go to Financialwellness.realtor. There are great tools to help you figure out what your financial goals are for your age and what kind of plan you need. [52:07] Knowing your “number” so that you can sustain the lifestyle you want after you exit production. [52:30] Looking at what debt you can pay off now so you can get to your exit number. Social Security may not be enough for you. [54:04] Renee's final word is you don't need anybody's permission to plan your exit! Write a plan and make it plain. It is absolutely doable! [55:05] Monica invites you to go back through past episodes to find topics you need to help you be more successful in your business. Use this podcast as a library! The earlier episodes are as relevant today!   Tweetables:   “We have to be intentional if we want ‘someday' to actually happen. … Have an actionable plan so someday occurs. … Planning is free! It doesn't cost you anything to write a plan!” — Renee   “If you think real estate is expensive now, just wait! Just wait! It's going to get higher! So, there is never a bad time to buy a duplex … a triplex, or a quad!” — Renee   “Get a property manager. If you get too many [units], then you hire a property manager.” — Monica   “The equity is just going to be phenomenal. There's just really no reason for us not to be purchasing some sort of real estate.” — Renee   “It's good for us to get help … because we don't know everything!” — Monica   Guest Links:   Renee Williams Group Renee on LinkedIn Agent Exit Podcast with Renee Williams Nar.realtor/research-and-statistics Financialwellness.realtor NAR's Center for REALTOR® Development Podcast: Gary Rogers NAR's Center for REALTOR® Development Podcast: Rich Arzaga NAR's Center for REALTOR® Development Podcast: Melanie McLane and Rob Mehta NAR's Center for REALTOR® Development Podcast: Bryan Bergjans and Juanita Charles   Additional Links:   Micro courses found at Learning.REALTOR   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Renee Williams is a former loan officer and corporate strategy administrator turned investor, REALTOR®, Director of Operations, and small business coach. For over a decade, she provided organizational support on billions of dollars in mergers, acquisitions, joint ventures, and divestiture transactions for her corporate job, all while having a real estate license and investing on the side. Now she's leveraging that experience to help seasoned women entrepreneurs create a business they love and secure the future for themselves and their families.

Real estate is intertwined with the economy in so many ways, and real estate agents can sometimes have a hard time connecting these external factors with the home buying process. Our guest, Josh Cadillac believes in closing customers for life, which means building expertise on a deeper level that goes beyond the specifics and square footage of a home. When you give your clients context within the home buying process, not only does it help their future, but it means you're on a path to creating a lifelong customer.   [3:00] Josh and his background in real estate. [5:30] Josh talks about his motto, “Close for Life.” [6:45] It's an important part of Josh's life to do work that you're proud of, to have a life you're proud of. [7:40] Diving./, into the actual raw product real estate agents sell. [10:20] Sometimes there's a disconnect between real estate agent and customer. Why is that? [14:55] Real estate agents need to make the case on why a customer should trust them. [20:45] Sometimes just talking to your customer about the market and reciting facts can provide a lot of insight and trust with them. [25:45] Older real estate agents need to understand that the world, and the market, are much different than when they first started selling properties. They need to provide context to the younger homeowner. [32:50] Homeowners in distress still can grab an amazing price for their property. A real estate agent has to set the frame right so that they get the most out of the property. [33:25] We are not in a 2008 bubble. There are not a lot of people in negative equity positions. [34:00] Why do investors love real estate in times of high inflation? [39:35] Real estate has always been a good hedge against inflation. [44:00] Josh shares his thoughts on motivation and how you can motivate your customer to be more excited about the home buying process. [50:35] We need to stop trying to close deals and start trying to close customers for life.   Tweetables:   “A path to a fulfilled life is to take every part of your life, and have it /./.be something you do with excellence.” — Josh   “Because of the inflation we're seeing, real estate tends to be more attractive to investors. The reason for that is real estate tends to appreciate when there's inflation and rents tend to go up.” — Josh   “A house tends to be the perfect hedge for inflation. If you're renting, your rent will go up, but your wages usually won't go up. Wages tend to trail inflation.” — Josh   Guest Links:   Joshcadillac.com Josh on LinkedIn Nar.realtor/research-and-statistics   Additional Links:   Microcourses found at Learning.REALTOR   Crdpodcast.com   Learning.REALTOR for NAR's Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Joshua Cadillac ACE, CCIM, CDPE, MCNE, CRS, CRB, ABR®, GRI, RSPS, CSSA, CCFA, CIAS, MRETE, e-Pro, SFR®, BPO-R, CFA Master, TRC, LMB, AHWD, C-Rep, M-rep, CPMS, CIPS, DPP, PSA, ASP, SRS, LGC, CAM, LHI, Leed AP, RRP, LMA, LMR   Prior to entering the real estate industry as an agent, Josh was a commercial real estate investor and business owner of restaurants and other related companies. He started in real estate full time in 2008 and within the first two years, earned his broker license and many of the most prestigious real estate-related designations that exist. After a few years, Josh transitioned into a leadership role at the brokerage where he worked, assisting, training, and even mentoring agents to help them achieve success and reach their full potential in real estate. During this time, he learned the mistakes that many agents make that successful agents avoid and developed his philosophy of “not just closing deals but closing customers for life.”   Investors are one of Joshua's specialties and one of the many clients he enjoys working with. Joshua has a robust knowledge of the financial aspect of real estate and has worked as an investor himself, successfully flipping numerous properties both distressed and non-distressed. Josh took his passion for investing and helping agents close more deals (and customers) they already had and put together the ACE 2-day training course. Recognizing the tremendous lack of financial literacy that exists in popular culture he also wrote an easy-to-understand guide to how money works called The Roadmap to the American Dream.   Since then Josh has written several courses on how to achieve excellence in the various parts of the real estate business. He continues to work with clients in buying and selling their property, honing his skills, and making sure the information he provides is the most accurate and relevant it can be for the agents he teaches.   When he isn't busy closing deals and teaching, Josh enjoys a number of interests and hobbies including writing, ballroom dancing, reading, playing board games, watching a great movie, and traveling the world

The National Association of Real Estate Brokers (NAREB) was formed in 1947 by nine African American Founders as a response to the denied access African American brokers were experiencing when it came to selling homes. With 75 years in existence, the association lives by five important pillars: 1) Civic and Faith-Based Engagement. 2) Women Invested In Real Estate — WIRE. 3) Diversity, Equity, Inclusion of Small Business. 4) Multigenerational Wealth. 5) Government and Policies. Our guest and President of NAREB, Lydia Pope, explains further why these five pillars have been foundational towards everlasting change in the community.   [2:45] A bit about Lydia and her background in real estate. [4:40] The history behind why the NAREB was founded. [7:10] What are the five pillars of black ownership? [9:10] Homeownership has dropped for black homeowners. Why is that? [10:15] African Americans and blacks still face loan discrimination today. [11:50] As a broker, it's important that you be a champion for your clients in all areas of their home buying process, not just the physical house itself. [17:00] Women have been at a disadvantage when it comes to applying for loans. [20:35] NAREB has a program to educate real estate agents on all facets of the real estate industry, not just being a licensed agent. [23:15] How is NAREB thinking about multigenerational wealth? [27:30] It's important to educate our seniors so that they have programs to fall back on as they get older. As homes have repairs, seniors might not be as aware of how to fix these damages. [32:30] Lydia shares ways people can connect with their local community partners. [37:00] If people can't afford to be a homeowner, it hurts everyone in the community. [40:00] What are some of the different ways you can access capital? [44:50] If real estate agents don't know, then they are unable to inform and educate the community. [47:50] Everyone should be passionate about closing the wealth gap.   Tweetables:   “Women have challenges with loans. Actually, black women have one of the highest rates when it comes to loan declines and higher interest rates and loan pricing.” — Lydia   “Real estate is not about being a licensed real estate agent. There are more pieces to a real estate business. There are so many areas people can branch off to.” — Lydia   “The voices are being heard through America. It takes groups getting together. We all have one thing that we'd like to accomplish: homeownership and being in support of closing the wealth gap, especially when it comes to African American ownership” — Lydia   Guest Links:   Lydia Pope Nareb.com Nareb.com/profile/lpope/ 2021 State of Housing in Black America   Additional Links:   Microcourses found at Learning.REALTOR   Crdpodcast.com   Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Lydia Pope has been in the Real Estate Industry since 1995. She is Owner/President of E & D Realty & Investment Co, Inc. (www.edrealty1.com), E&D Realty Property Management Division, and E&D Construction Company. Some of her past and current accomplishments are 1st Vice President of the National Association of Real Estate Brokers, Inc. (NAREB), Past President of the Women's Council of NAREB, Mt. Pleasant Advisory Board, Ohio Housing Finance Agency Committee, Cleveland Realtist®Association Past President & Chair, Cleveland/Akron Legislative Committee, NAACP Member and more.

This episode covers some of the great ways you can engage agents and consumers with the support of the brokerage. Every brokerage has its unique way of doing things, so it's important to really understand the culture of the organization you're in and the benefits you have access to. Chris Whitten breaks down his consumer-centric brokerage model that empowers his agents to be well-connected in the community. What do you need to know about joining a brokerage? Chris answers all of this and more!   [6:30] How do you have both a customer and agent-centric approach? Chris knows you can have both. [7:45] In business, you have to have hedgehogs! Chris explains his analogy. [9:05] Chris has a giving back program for his office to help and support the community they serve. [13:50] How can you take the spotlight off of yourself on social media and shine it more on the people you serve? Chris offers an example. [17:20] Chris talks about another ‘hedgehog' incentive he does within his business. He's taking advantage of the lack of inventory! [19:05] You have to understand fully what your brokerage is providing. [25:10] Because Chris spends his time in the community and building the relationships, agents do not need to shift through a lot of leads to get to one yes. [30:05] Being part of the community is really rewarding work. Yes, it's great you sold a house, but it's even better to know you are helping the charities around you. [32:25] How do you build better relationships? [39:00] Sounds simple, but you have to treat everybody like people. [39:40] People are buying you at the end of the day. They're hiring you, so what makes you interesting? [41:40] Chris's model that he's built is about being a REALTOR® for life for the family. [45:20] How does Chris encourage his agents and helps them with their goals? [47:55] Find your why, even if it's not real estate related!   Tweetables:   “Every listing in our office for ten years now has had a professional photoshoot and a video guided tour.” — Chris   “I love real estate because it's a vehicle to pay your bills, but also do what you're passionate about and do good. I am doing a lot of my non-profit work through my real estate business and both are thriving.” — Chris   “The line between agent and customer is --- we're all people!” — Chris   “Subtle branding. A lot of REALTORS® don't understand that. You want customers to feel warm and fuzzy.” — Chris   Guest Links:   Chris Whitten Premeerrealestate.com Premeerrealestate.com/agents/chris-whitten     Additional Links:   036: Brokerage Basics and Beyond with Keith Davis   Microcourses found at Learning.REALTOR   Crdpodcast.com   Learning.Realtor for NAR's Center for REALTOR® Development, home to NAR's Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Chris Whitten is the 2021 Rhode Island Realtor of the Year he has been active in Rhode Island leadership for many years – He has Been on the local and State Boards of Directors and was the MLS president for 2019 and 2020.  He has awards in Real estate and from his community. You will hear more about his work in the community and his background as a Radio Personality. He is the owner and broker for Premeer Real Estate in Smithfield, RI and 2 offices in Massachusetts.  

We all know that social media can be a time-wasting black hole. We also know it can be an amazing tool to connect with loved ones, friends, and potential clients. How do you balance both without feeling overwhelmed? Today's guest, Harrison Beacher knows how to get the most out of your social media presence, without the overwhelm! In this episode, he offers strategies to create a comprehensive social media plan so that you can build connections with intention.   [1:30] A little bit about Harrison and his background in real estate. [5:00] What social media platform should you choose? [8:20] Harrison shares some of his favorite ways to optimize social media. [8:40] What was the last thing that made you stop scrolling? What kind of content do you like to consume? [10:30] Consider taking a quick 101 photography class to better understand what makes a good picture. [11:20] Should you have people in your photos or should it be a selfie? [14:40] How do we increase the engagement we currently have on Instagram? Hashtags! [19:10] Remember, we need to have an abundance mindset. Engage with other people using your hashtag. [24:50] It's okay to make mistakes or have typos. Harrison sometimes goes back to reword things in a better way. It's just important to be intentional with the content you're sharing. [30:50] Public posts, whether business or otherwise, should be welcoming and open to everyone. [35:35] Are you struggling to create a social media plan? Harrison has some tips for you! [41:35] What topics can you/should you talk about as a REALTOR®? [45:15] With your photos, use it as an opportunity to tell a story. People do read the descriptions! [48:05] When you become a local expert, there's so much opportunity available to you. [48:40] Instead of thinking about social media as a sales tool, think of it as a community-building tool. [50:15] Harrison talks about the importance of a good mindset and why it's key to your success. [54:25] Create good routines and systems, and those will carry you forward during the days you feel slow or down.   Tweetables:   “It's okay to rip off and duplicate some of the best practices other people have. Take the idea or concept and create something similar.” — Harrison   “The mindset we need to have to help consumers and grow our businesses is an abundance mindset. When we connect, we build community.” — Harrison   “Social media is free to tag that location, be intentional about the story you tell, and attract more people to that story. It lets the people who live there be reminded of you.” — Harrison   Guest Links:   Harrison Beacher Coalitionpg.com Linktr.ee/hlbeach Instagram   Additional Links:   Microcourses found at Learning.REALTOR   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio:   A native Washingtonian and washed up D1 college football player, Harrison Beacher is a Managing Partner of the Coalition Properties group, serving the entire DC metro area Affiliated with KW Capital Properties. Harrison was honored by the National Association of REALTORS® and included in REALTOR® Magazine's 30 under 30 Class of 2016. Harrison currently serves as 2022 president for the Greater Capital Area Association of REALTORS® (GCAAR), and also serves as an at-large director for the DC Association of REALTORS® (DCAR). Harrison serves as a 2022 Chair for the Broker engagement council and serves as a National NAR Director. A retired DJ, Harrison loves making playlists for his team events, sharing funny memes & Tik-toks, and traveling to places with delicious food, drinks, great music, nightlife, warm weather & culture. Harrison is a national speaker and coach on the topics of social media optimization, mindset, Diversity, and inclusion

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 week's 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 them as an opportunity to tell a story. People do read the descriptions! [48:05] When you become a local expert, there's so much opportunity available to you. [48:40] Instead of thinking about social media as a sales tool, think of it as a community-building tool. [50:15] Harrison talks about the importance of a good mindset and why it's key to your success. [54:25] Create good routines and systems, and those will carry you forward during the days you feel slow or down.   Tweetables:   “It's okay to rip off and duplicate some of the best practices other people have. Take the idea or concept, and create something similar.” — Harrison   “The mindset we need to have to help consumers and grow our businesses is an abundance mindset. When we connect, we build community.” — Harrison   “Social media is free to tag that location, be intentional about the story you tell, and attract more people to that story. It lets the people who live there be reminded of you.” — Harrison   Guest Links:   Harrison Beacher Coalitionpg.com Linktr.ee/hlbeach

Gary Rogers knows a thing or two about networking. The saying might be overdone but it is true: Your network is your net worth. But, did you know a lot of REALTORS® do networking the wrong way? Instead of trying to spin your wheels, here's how you can leverage agent-to-agent referrals that create a collaborative relationship with you and your colleagues and not a competitive one. The ripple effects are immense. Gary shares his expert tips in this month's episode!   [1:30] Gary Rogers is very intentional in networking with the goal of giving and receiving referrals. How do you become a great resource? Gary has some advice for you. [3:55] Gary shares his overview process for finding agents and why referrals are important to him. [4:40] He explains further on referrals as a true business source and shares some of his own experiences. [7:20] How do we meet or find these agents? Gary shares some tips on how to be an agent someone wants to refer. [11:40] When considering someone for a referral, what kind of criteria do you look for? Gary shares his insights. [13:21] Taking the time to interview the client, knowing what's important to them; always works in matching them with the right agent. [16:15] In rural areas where there are not a lot of agents, what are some of the ways to get good referrals? Gary shares more tips. [19:50] Getting the right agent with the right expertise comes in handy. It sets the right expectations from both the agent and the client. [20:55] Gary is currently working on a project for residential agents wanting to move into commercial and shares a sneak peek of what's in store with that. [21:35] Referrals don't need to be from across the country. Gary also talks about how to get great local referral opportunities. [35:15] Has Gary ever been in a situation where he made a bad fit? What did he do in that situation? [39:10] Gary talks about how early-career agents should be reaching out to get referrals and why it is very important. [42:55] How can you market yourself and get your name out there? Gary tells his story of traveling for classes and meeting agents in that way. [46:10] Making the effort to go to the sources goes a long way in marketing yourself. There's a two-way street in referrals. [47:05] Gary shares more tips on how we market ourselves. What should you put on your website to attract your market? [52:25] Gary also talks about business cards and how we can make use of them more effectively when we network. [57:30] Sending referrals vs drawing more income. Gary closes the episode sharing his key principles.   Tweetables:   “What do we look for when we network or look for an agent? We're looking for some commonality, either between us or more importantly between the receiving agent and the client.” — Gary   “Even if you're an introvert, you become an extrovert the minute you put your REALTOR® hat on.” — Gary   “If you really do think how we're supposed to help each other, what better way than drive referrals back and forth.” — Gary   “Focusing on sending out referrals pays off quicker and is more sure because you have a trusted audience.” — Gary   Guest Links:   Gary Rogers Refergary.com Inrealtygroup.com LinkedIn   Examples of Social Media for Agents: Tiktok.com/@itsthatrealestatechick Tiktok.com/@amybartoncotney Instagram.com/sweethomeauburnal Refercyndee.com: (Linktr.ee/cyndeehaydon)   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Guest Bio:   Gary Rogers has been a REALTOR® for over 30 years. During that time, he has served in various roles in the association, including State President, NAR RVP, and NAR Director. In 2018, he chaired the Meeting and Conference Committee. He is currently serving as a Director of the REALTOR® Relief Foundation, 2021 NAR Director, and will be the Chair of the 2022 NAR Leadership Academy. He was the 2005 REALTOR® of the Year for his state and has been awarded Distinguished Service awards by both his local board, GBAR, as well as the Massachusetts Association of REALTORS®. Gary is the broker-owner of RE/MAX On The Charles in Waltham Massachusetts

As many of us started to incorporate technology into our real estate business to make things easier and more automated, something else started to drop by the wayside: relationships. Throw the pandemic into the mix, where it was highly discouraged to be face-to-face with our customers, and we are now faced with a big need in the market for personable and friendly real estate agents that can connect with clients on a deep level. Ali Whitley is here to help shed some light on how you can improve your relationships without doing a complete rehaul of how your business operates. It's not as complicated as you might think!   [3:45] Why is it so important to have a consultation with your client before you walk them through different houses? [6:50] If you don't take the time to get to know your clients, their why's and motivations, then what are you really doing? [7:20] It's easy to just get into the habit of sending a text, but that doesn't lead to connection. [15:25] A good real estate agent is the source for a lot of their clients. To become a source, you must be seen as trustworthy. [15:55] When does it make sense to talk about money? Monica offers a handy script. [19:50] If you're going to be meeting with buyers or sellers, you really want to set up several meetings. [21:10] How does Ali set the expectation with her clients when she does a contract consultation? [29:35] Understanding the buyer/seller's expectations and making sure that they're reflective of what the market is willing to pay. [37:00] A lot of clients today are educated. They are doing their own research, but sometimes that research is missing a few pieces. This is a great opportunity for a REALTOR® to step in. [40:00] Communicating your value as a real estate agent [42:35] Don't be afraid to shine and show your value through storytelling! Ali shares how. [47:45] At the end of the day, it's about empowering your client to make the best decision for them. Real estate agents add immense value by walking clients through a very stressful and emotionally overwhelming process.   Tweetables:   “If a computer can do it, then the computer will do it before long. We need to focus on what the human element is.” — Monica   “We need to know if we're able to help them. If their expectations are not accurate for what the market is willing to bear, then we need to address that up front.” — Ali   “If the agent doesn't know their value, how can they present that to anybody else?” — Ali   Guest Links:   Ali Whitley AliWhitley.com LinkedIn   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Ali Whitley is a Residential Real Estate Agent and Director of Education at RE/MAX Crossroads in Akron, Ohio. In addition to serving buyer and seller clients, Ali is passionate about professional development and education. She enjoys sharing her love of knowledge with fellow agents as an educator and mentor and as an instructor of REBAC and REBI Designations and Certifications. A REALTOR® for 24 years, Ali has been active in local, state, and national associations, having served as an NAR Director and member of the Commitment to Excellence committee, a longtime Director and current Treasurer-Elect at Ohio REALTORS® and President of her local association in 2012. She was honored as Akron Area Board of REALTORS® REALTOR® of the Year and as a past “Woman of Note” by Crain's Cleveland Business.

   What does a good real estate team look like? The answer can be very varied and diverse, and it's also very individual to your specific needs. However, our guest has identified some key principles on when it makes sense to move forward with a team based on your unique situation. Brandon Martens is the Team Lead for The InRealty Group of Hegg REALTORS®. He is passionate about leading his team with kindness and drive and often speaks on these topics. This episode focuses on what real estate agents should look for when joining a team, some of the benefits of joining a team, and tips for starting your own team!   [3:35] Brandon has put his team within another brokerage firm. He shares some of the benefits of doing it this way. [6:20] When does it make sense to join a team vs. being on your own? [8:00] What should agents be looking for before they join a team? [10:00] Does it make sense for more experienced real estate agents to join a team or is this a better move for a newbie? [14:45] Brandon shares some of his responsibilities as a team lead and how he helps support his staff. [21:20] How does financial compensation work when you're a part of a team? [22:15] No matter what deal you get yourself involved in, it has to be a win-win for everybody. [25:45] Brandon breaks down his team and how each member plays a critical role within the company. [29:15] If you want a good team, you have to think about everyone involved and actively create win-win situations for everyone. [32:45] Brandon talks about the importance of having team events for your company. [37:25] Monica shares why she loves Brandon, how he educates others, and his work ethic. [41:35] Brandon shares some of his tips on how to start a successful team. [44:45] Don't bring someone on if they don't have good morals or ethics. You have to hire based on character. [47:25] Brandon shares his final takeaway.   Tweetables:   “Don't base joining a team based on leads. Leads are what they are. You're still going to be spinning your wheels qualifying leads.” — Brandon   “It's really hard to have a good relationship and shake someone's hand with a fist. If your hand is wrapped around the money as a team leader or an agent, you're never going to be a good fit.” — Brandon   “In regards to bringing people on your team, you cannot hire anything except for character. You have to hire based on character. You can train any skill you need to.” — Brandon   Guest Links:   Brandon Martens Inrealtygroup.com LinkedIn   Additional Links:   CRD's Working with Teams in Real Estate | Podcast Episode 11   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Brandon Martens: When he isn't speaking, Brandon is the team lead of InRealty Group of Hegg REALTORS® and one of the top-selling REALTORS® in the Sioux Falls, South Dakota real estate market. He is the President Elect for the South Dakota REALTORS®. His passion for “Leaving Real Estate Better Than He Found It” shows up in his daily routine and through his leadership. It extends beyond his own team though in his national and local focus on the true rights of homeownership through advocacy. He continues to enjoy working daily with clients and in his community.  

Do you have a date on your calendar to start business planning for 2022? Agents with a plan are more likely to reach their financial goals than those who “wing it.” However, there can be a lot of moving pieces involved before you can get a clear picture of what to focus on first. Our guest, Brent Lancaster, is not only knowledgeable in real estate, but he loves to educate agents on the business of real estate. This episode focuses on fun and practical ways to plan for your business in 2022 and highlights some of the important strategies to consider when balancing life and work.   [2:00] A little bit about Brent and his experience in real estate. [4:50] Whenever you Google “business plan,” the search results show something very complex and overwhelming. [5:25] If you're a single agent and not part of a big team, Brent shares what you need to focus on first. [13:00] If you want to be number one in your industry, there's going to be a cost. What are your priorities? [18:50] Focusing on what you can control. [19:35] What kind of data or information should an agent gather to fully flesh out their business plan? [25:20] Marketing and money go together. Take an in-depth look at what you're spending on, and really assess if it's working or not. [30:25] Brent shares ways to make a business planning session fun. [35:40] If you have a team, ask them what their personal financial goals are. You have to find the motivation behind why your team does what they do. [39:50] Whenever you hit a milestone, be sure to celebrate your wins with the team. These positive moments really drive up motivation, productivity, and morale! [45:00] Brent shares why you should attend real estate conferences (and sales conferences) outside of your market. [47:10] Monica shares some additional educational resources agents can leverage in their business. [49:35] Monica has a new book out! Link in the show notes. [51:15] How do you plan for both business and life? [55:35] Brent's biggest tip? Stop telling your clients to call you “anytime”! You need some peace of mind.   Tweetables:   “When you're looking at planning in 2022, set aside some money. How much money do you want to spend on an annual basis on marketing? Put a number on it.” — Brent   “When you find out what drives people, later down the road, it helps you as a team leader to refocus them; to help them remember what their goal was.” — Brent   “I prefer work/life harmony. You have total permission to love what you do and to work hard at it.” — Brent   Guest Links:   Brent Lancaster BobBrooks.com   Additional Links:   Microcourses found at Learning.REALTOR   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's book: Monicaneubauer.com/books/straight-talk-for-real-estate-success/   Guest Bio:   Brent Lancaster combines his love of the business of real estate with his passion for education. As president/CEO of one of the nation's oldest real estate schools, BobBrooks.com, he offers a variety of solutions to the challenges agents face in today's real estate environment.   In 2003, Brent developed his first online course and has spent every year since continually searching for innovative ways to bring quality and consistency to every agent using multiple delivery formats. Today, he continues to teach classroom instruction but has also transformed the traditional brick-and-mortar classroom into a multimedia educational experience.   Brent is also the broker/owner of his own real estate firm, Brent Lancaster & Associates. He lives in Baton Rouge, Louisiana with his wife, Laura, his two children, Leyton and Nate, and Lilly the office dog.

Are you a REALTOR® who would consider themselves a leader? The NAR's Leadership Academy provides leadership training and networking opportunities for all levels. In this episode, Shannon Buss joins Monica to talk about leadership, professionalism, and the benefits of the leadership academies. They discuss how we can lean into leadership and professionalism in the industry, how we lead as real estate agents, and how we can improve leadership skills to benefit our businesses, our client experiences, community position, and industry strength.   [3:35] Why the Leadership Academy is offered at all levels, and what benefit it has for agents in this program.   [7:48] Every single job in NAR is critical to what we do in NAR; every job in the association is just as important.   [9:29] The importance of leaning into the current job or level, and how exposure to new ways of thinking can help you improve yourself and how you live your life.   [12:57] Shannon shares some of what she learned during her time in the Leadership Academy and how it impacted her life, especially outside of real estate.   [15:40] Professionalism is getting somewhere in your career and having fun while doing it.   [17:19] Monica and Shannon talk about what happens on the local level for Leadership Academies.   [21:05] There are many volunteer leadership opportunities in real estate, and they offer several benefits for agents who step into those roles.   [28:30] Shannon shares what agents can do to level up their professionalism in consumers' eyes.   [32:32] Networking is incredibly valuable, not only for REALTORS®, but for clients.   [33:30] Professionalism is also about our behavior, tone, and body language.   [38:40] When it comes to problem-solving, doing anything proactively to prevent a problem is the most effective problem solving.   [42:05] As an agent, you lead where you stand. You are leading when you show up to show a house or show up to a meeting at your brokerage. You may not call it leadership, but that's what leadership looks like.   [45:45] Pay attention to who the helpers are, and lean into them for advice.   [48:00] Shannon's final word for listeners.   Tweetables:   “It was a turning point in my leadership path because it was like a weight off my shoulders. I can just do this job right in front of me and do it 100%, and I'm making a big difference.” — Shannon   “It taught me how to be a better human being really, even outside of real estate.” — Shannon   “Good leadership should be enjoyable. The best leaders do have fun and have a relaxed nature. They're fun and they're comfortable.” — Monica   “Meet people where they are, not where you want them to be. That's the biggest piece.” — Shannon   Guest Links:   ShannonBuss.com   Leadership Academy: nar.realtor/about-nar/leadership-and-staff/leadership-academy   https://www.onlinelearning.realtor/A/Product/Details/5676/realtors%C2%AE-excelling-in-association-leadership-real-/   nar.realtor/education/leadership-development   Additional Links:   Crdpodcast.com   onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Our guest today, Shannon Buss, has been leading in the association at all levels and in her community for years. She is the 2020 & 2019 Vice Chair for the Leadership Academy Advisory Group. She has been on many national committees even before she became a NAR Leadership Academy Graduate in 2014. She is very active with the Women's Council of REALTORS®, serving in leadership roles at the state and national levels. She was the 2020 President, Rhode Island Association of REALTORS® and among her many awards, she was inducted into the REBAC Hall of Fame in 2012. She sells real estate in Rhode Island and is an instructor for many NAR courses.

Real estate is happening all over the world, whether we are following other markets or not. When we connect with agents from other countries, they can help us understand culture and client expectations, which in turn helps us successfully conduct business globally. This episode is all about the benefits of being an International REALTOR® Member (IRM). Our guests Tarun Bhatia and Ana Beatriz Muñoz Ruiz join Monica to share their experience as IRMs, some of the different real estate practices and traditions in their respective countries, as well as their favorite membership benefits. There are several important links mentioned in this episode — please make sure to visit the “Guest Links” section for all resources discussed in this episode.   [3:00] NAR's international department helps agents from around the world learn different ways to practice real estate, and provides networking opportunities.   [4:30] Tarun introduces himself and his work in India.   [6:30] Anna introduces herself and her work in Mexico.   [9:52] Indians invested almost 7.8 billion dollars in the U.S. in 2017; Indians living in India are investing in the U.S. real estate market, and Indians living in the U.S. are investing in the Indian real estate market.   [13:07] The REALTOR® brand is still a growing thing in India — there is a difference between a REALTOR® and a real estate agent.   [16:00] Many people who go to visit Cancun decide to live there as well; Ana joined NAR to connect with buyers and brokers to be more comfortable working with other people in the organization.   [20:29] The top five foreign buyers in the U.S. are Canada, Mexico, China, India, and the UK, but these only account for a third of all buyers in the U.S.   [22:00] Vastu Shastra is an interesting part of the real estate culture in India that comes over when Indians invest in U.S. real estate.   [26:47] Another difference between the U.S. and India is how they use (or don't use) a CRM or MLS.   [29:02] Culturally, personal relationships come before business relationships in Mexico. They also have legal rules where the bank is involved with foreign buyers as an extra layer in the process.   [33:05] In both Mexico and India, personal relationships matter the most.   [36:30] Ana shares tips for U.S. agents and buyers for how to buy real estate in Mexico — please visit the links below for the CIPS landing sites, which have information on finding the right agent in Mexico.   [41:35] Many Indians are investing in the U.S. to bring back into the country of India, and there are a lot of business opportunities as people try to make it big between India and the U.S.   [44:30] Tarun talks about how Indian laws help protect people during transactions, as well as the real estate laws that restrict who can buy property.   [47:43] Ana and Tarun share some of the many benefits of being an International NAR member.   Tweetables:   “NAR U.S. has been around for more than 100 years, so they have perfected the art of training education courses, which we are still trying to learn in India. We get access to your training programs and a number of valuable business tools.” — Tarun   “Relationships are still crucial in both markets. Knowing the people so you can connect to find what you need is still crucial.” — Monica   “Most importantly, the broker should be someone who has experience, knows the market, and is ethical. I think that's the most important.” — Ana   “It is not only about learning and networking with REALTORS® in the U.S., it's also about telling your clients back in India that you are open for business throughout the world.” — Tarun   Guest Links:   For the Global Real Estate Summit: Nar.realtor/videos/2021-nar-real-estate-forecast-summit-global-update   Youtube.com/playlist?list=PLJ8nxcZniP63CYknxxweCc2Y-y8UA4Y5i   For more information on certification in Mexico, visit: CIPS Designation Page Nar.realtor/education/designations-and-certifications/cips-designation   To find a reputable agent in Mexico, Search for a CIPS Designee Agent Nar.realtor/designations-and-certifications/cips-designation/cips-search   To learn more about the Indian tradition of Vastu Shastra, the design philosophy En.wikipedia.org/wiki/Vastu_shastra   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Ana Beatriz Muñoz Ruiz brealtyco@gmail.com   Ana Beatriz Muñoz Ruiz is a broker in Cancún, Mexico. She has a communications degree from UNUM, in Mexico City. She focuses on residential beach properties and is a strong promoter of the market-to-market program. With over 20 years of experience and a solid reputation, she has a proven track record in the real estate industry and a deep understanding of the market in Mexico.   Ana is a CIPS, ABR, and TCR. She is an active partner of AMPI, FIABCI, NAR, and CILA and has been an advisor in the international direction of the National AMPI, Cancun section president, and AMPI's chief delegate to Europe. She is a Member of CILA and Treasurer of FIABCI México.   Ana prides herself on professionalism and enjoys helping people. She takes particular pleasure in encouraging sales teams to enhance their skills to achieve the established goals. Ana is a constant learner, enjoys travel, and like all good Mexicans, LOVES to enjoy life.   Tarun Bhatia President@narindia.com   Partner — M/s Shaloo Agencies President — NAR India 2021-2022 2021 NAR U.S. Board of Director Chairman — International Affairs, NAR India 2018-2022 Chairman — Association of Property Professionals, Delhi NCR Past Treasurer — NAR India 2017-2019 Past Chairman — Education Committee, NAR India 2017-2019 M: +91 97 1717 0808 Email: president@narindia.com   Tarun works as a partner at M/s Shaloo Agencies, a real estate consultancy firm in existence since 1980 in Delhi NCR with offices in New Delhi and Gurugram. With a timeline of more than 29 years of experience in the industry, he enjoys the trust of his clients, developers, and fellow REALTORS®.   Tarun is a graduate from the Shri Ram College of Commerce, Delhi University, India and a post-graduate in Finance from ICFAI, Hyderabad, India. Tarun strongly believes in integrity, transparency, honesty, hard work, and maintaining professional relationships with clients, developers, & fellow REALTORS®. He has always tried to bring energy, creativity, experience, and personal knowledge to work. He also believes in sharing best practices and knowledge with fellow REALTORS® & developers.   As a REALTOR® consultant, Tarun specializes in both residential and commercial projects of reputed developers of Delhi NCR and has successfully consulted for projects ranging from residential, commercial offices, commercial retail, hospitality, warehousing, logistics, and education sectors. Over the years, his firm has received a number of awards from these developers.   Tarun loves to spend quality time with his family and is passionate about animals, nature, traveling, photography, reading, sports, music, history, and mythology.

The collapse of the Champlain Towers has been a mysterious and important event in the real estate world, especially for the families deeply affected by the tragedy. It brought to light some of the essential things to note for environmentally-challenged properties; all buildings do degrade and are affected by the elements of nature. Our guest, Linda Olson is a REALTOR® and environment consultant in Florida. This episode focuses on how we can best advise our clients when they are purchasing condominium properties or properties in environmentally challenged areas. What can the rest of us learn from the tragedy in Surfside?   [2:55] Linda's background and what she does today as an environmentalist and REALTOR®.   [5:52] Building codes in Florida and the state's rules and regulations.   [11:13] Regulations differ from state to state, and even between the state and local levels. Most areas leave it up to the local governments to decide building codes, etc.   [15:00] Causes that contributed to the Champlain Tower collapse, and environmental factors that came into play specifically due to location.   [25:50] The difference in the inspection process between residential real estate and condo buildings.   [28:50] What REALTORS® can do to help their clients when they are purchasing a unit in a condo.   [33:13] A “condo checklist” that you could use with your clients so they have an idea of what types of things to check out before buying a property.   [38:12] Monica shares some information from Robert Norlund about the physical and financial health of a building and its homeowner's association, and a few of his tips for REALTORS®.   [42:05] Predictability in the natural wear and tear and degradation of properties and the life expectancy of buildings, and how appraisers use this when valuing a property.   [46:45] Upkeep and maintenance of apartments compared to a condo or townhouse   [49:20] REALTORS®' responsibility to educate our sellers and our buyers, to act as professionals, and to advise our clients of the concerns to be aware of, and what they should consider prior to closing on a property.   Tweetables:   “Even if there are building codes, when inspections are done by the local government, they are only looking to make sure that the building code standards have been met at a minimum. They don't inspect the quality of the work.” — Linda   “I think it's part of our responsibility as REALTORS® to be able to advise our clients as to things that may affect them before they purchase a property. If you don't take the time to learn how it can affect it, you don't have any advice or assistance that you can give your clients.” — Linda   “Deferred maintenance is a big deal. If we don't take care of things when they come up and replace them when appropriate, the building will go back to the Earth.” — Monica   Guest Links:   Linda Olson EducatorLinda.com   Robert Nordlund Reservestudy.com   NPR Article Npr.org/2021/07/19/1016940192/why-steady-low-condo-fees-should-…   Additional Links:   Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   Questions? Comments? Email us at crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com     Additional Bio:   Linda Olson, REALTOR®, GREEN is with D. Basile Real Estate, LLC in Melbourne, Florida. Linda specializes in all non-residential property types, especially vacant land.   Linda brings a unique perspective to the real estate field as she also has 20 plus years of experience as an environmental consultant. Linda uses this experience to assist Owners and Buyers regarding the intricacies of developing/optimizing/selling and buying environmentally challenged property. Linda also uses this expertise to assist Landlords and Tenants with property leasing.   During both Linda's environmental and real estate careers, for more than 10 years, she was actively involved with the local Home Builders and Contractors Association. The additional knowledge that she gained from this association and the contacts she has with builders, remodelers, and distributors of products gives her unique information and insight into “green” building techniques for improving a home's energy efficiency.   Using both careers, since 2010, Linda has authored and teaches courses that have been approved by the Florida Department of Business and Professional Regulation for continuing education for REALTORS®. Linda has been a Florida REALTORS® Faculty Member since 2013.   Since 2016, Linda has been an approved instructor with the Georgia Association of REALTORS® through their Partners in Education Program and an approved provider and instructor through the Tennessee Real Estate Commission.   The classes that Linda has authored and teaches in Florida, Georgia, and Tennessee are centered on environmental concerns, green/energy efficiency, commercial real estate, the development process, residential construction and negotiating, networking, and commercial and vacant land contracts.   Linda has been awarded the National Association of REALTORS® Green Designation and is an approved Instructor for the NAR's Green Designation Program as well as their Discovering Commercial Real Estate course.   Linda has a Bachelor's degree from Michigan State University in Wildlife Management and a Master of Science degree from the University of Florida in Ecology. She is a member of the National and Florida Association of REALTORS®. Linda is married, has five rescued cats, and resides in Cocoa, Florida and Morganton, Georgia.

In property management, service animals, emotional support animals, and pets, in general, are big considerations that will come up for potential tenants. As REALTORS®, property managers, and landlords, it's important to know how to do things right to help honor those tenants who really do need the help that comes from having a service or emotional support animal. Cynthia DeLuca is on this episode to share her expertise and knowledge on how service and emotional support animals are protected under federal law. She also shares some best practices on questions you can ask and how to put a policy in place so you have consistency among all potential tenants and situations.   [3:35] - In 2020, many more people got pets that may be service or emotional support animals. In the real estate community, there are protections in place for these animals and clients who have them   [6:45] - Cynthia and Monica discuss how the Americans with Disability Act protects service animals and what qualifies as a service animal   [9:35] - This comes into play for REALTORS® because a potential tenant cannot just claim that their pet is a service animal and trained; they must be trained for the disability   [15:18] - Cynthia and Monica discuss other things that are common with service animals but are not required, and how regulations can differ by state   [18:05] - Cynthia and Monica discuss the Fair Housing Act, how it protects emotional support animals, and the specificity to one industry   [20:26] - Cynthia's work with HUD helped to create an order under the Fair Housing Act that clarifies how they feel the law should be applied, giving landlords more freedom to discern what they will allow for their properties   [24:10] - The FHA defines an emotional support animal as an animal that provides emotional support that alleviates one or more identified symptoms or effects for a person's disability   [28:25] - Service animal and emotional support animal protections and exemptions   [30:57] - Cynthia discusses how landlords, property managers, and REALTORS® can handle situations with potential tenants who have a service or emotional support animal, including what questions to ask to find out if they are covered under the ADA   [33:38] - She also shares different questions to ask to see if it falls under the Fair Housing Act   [35:30] - If the animal isn't covered under the ADA or the FHA, you would treat that animal as a pet. Once the animal is protected under federal law, property managers and REALTORS®  must modify their existing rules to allow the animal   [43:15] - Once an assistance animal is allowed to live in the residence, they don't necessarily get a free pass to exist however they want   [45:35] - Cynthia talks about the importance of having these guidelines in writing: the 2 questions under the ADA, the 2 questions under the FHA, and then the documentation you would request if it's not obvious   [49:20] - Remember to always keep the hierarchy of law in mind. The federal law will overrule any state or local ordinances   Tweetables:   “There are so many people who actually need service animals or emotional support animals. Unfortunately, we have so many people that abuse the system, and it's really harmed the people that are meant to have the protection.” — Cynthia   “It's all about the need — it's not about the animal.” — Cynthia   “Once the animal is protected under federal law, it is no longer a pet, which means you can't do anything that you would do for a pet.” — Cynthia   Guest Links:   The High Heels Landlord: A step-by-step guide for women to successful real estate investing, by Cynthia DeLuca Fill'er Up: The High Heels Landlord's Guide to Filling Your Rental Property, by Cynthia DeLuca Hud.gov/sites/dfiles/PA/documents/HUDAsstAnimalNC1-28-2020.pdf   cynthiadeluca.com   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Cynthia began her real estate career in 1999 and quickly became a top producer. A few years later, she decided to open her own real estate company, which grew to the largest independent real estate company in Central Florida. In 2016, Cynthia sold her company, which consisted of 6 offices and over 135 members on her team to one of the nation's top 350 Real Estate companies.   After selling her real estate brokerage, Cynthia decided to focus her career on helping other REALTORS® reach a higher potential. An instructor since 2001, she has been there, done that, walks the talk, and loves to share her experiences with others so they can excel in their career.   Cynthia's love of real estate goes beyond her professional career. Cynthia purchased her first rental property almost 20 years ago and as the saying goes, the rest is history. She now manages a portfolio of rental properties together with her husband.   After being asked a multitude of times how she got started, Cynthia wrote a book called The High Heels Landlord, available on Amazon. Her second book, released in late 2018, named Fill'er Up, is also available on Amazon.   Cynthia has been featured in both Florida REALTOR® Magazine and the National REALTOR® Magazine. She has received the prestigious Florida REALTORS®'s Educator of the Year award along with the Orlando Regional REALTORS® Association's Educator of the Year award.   Cynthia's passion is property management and investment properties. In her spare time, she collects more rental properties and visits her favorite hangout, Lowe's.   Cynthia has spoken at thousands of engagements at local, Florida, and National Association events.   CynthiaDeLuca.com

Sustainability is an evolving topic in our culture and in many industries, and real estate is no exception! In this episode, expert Melisa Camp joins Monica to discuss sustainability inside our homes, as well as in the construction of new homes. They talk about new ways to take care of the resources we have, the opportunities in the industry, and how to tend to our health and finances on this journey.   Sustainable products are much more accessible and affordable than they have been previously. As we've all spent so much time in our houses during this pandemic, Melisa and her family have looked into ways to make a healthier home. Air quality can be improved by natural ventilation, air filters (MERV 14 or higher or a HEPA filter), and air cleaning (usually a portable device). Many utility companies offer an energy audit, which is a great place to start. Some other easy fixes anyone can do are weather stripping, sealing your ductwork, and foam air sealing. A tankless water heater is another good option to conserve water and energy if that's something you're looking to replace. Plants are another great way to improve your air quality!   For listeners with families, there are several ways you can get your children and your family involved in making more sustainable choices. Melisa shares some things that she has done including different school initiatives, contests, and recycling crayons and sneakers. Finding ways to involve the children is a great way to make sustainability part of their lifestyle. Melisa talks about “upcycling” and some of the things she has done recently to minimize waste in her house. In addition to environmental waste, there is also digital waste! Our digital activities take energy and resources, and it's not something we tend to think about on a day-to-day basis.   There is a lot happening in the solar industry right now. Solar power is a renewable, clean source of energy. Melisa shares her experience with solar power on a house she built last year; because the tenant doesn't use that much energy, it's actually a net-positive home. If you use solar power that's connected to the grid, your community benefits from any energy you don't use. If you're off-grid, your extra energy goes into a battery to be used at a later time. If you have the capital, Melisa suggests purchasing or financing solar panels, rather than leasing them.   One thing to note as an agent when it comes time for the appraisal — make sure you use the green and energy-efficient addendum. The appraisal process is extremely important in getting a good value. As the REALTOR®, you need to be a good communicator, and that starts with contacting the lender so you can get a competent solar appraiser. Whether you're a listing agent or a buyer's agent, take the lockbox off the house so the appraiser has to call you before going out, and you can vet their experience. For listing agents, collect any information about modifications or efficiencies early and often so you can have a more successful transaction for your client.   Green housing differs from region to region. For agents in different areas, you should look into what incentives might be available in your market, as well as what energy options are most efficient in your area. Some places are better for solar power, and other places may be better for wind power.   The construction industry is helping to eliminate waste and inefficiency. They continue to get more efficient as they are learning, and building codes continue to raise the bar. Melisa talks about what some custom builders do with their waste by donating what they can from old properties, as well as including healthy features, like the sound in a space and natural lighting. It takes building to the next level with a focus on health.   Sustainability and climate restoration are what Melisa has devoted her life's work to. All REALTORS® should take NAR's GREEN Designation coursework — it will change the way you do business with your clients. Our future is up to us taking action today, and it starts with small changes and educating ourselves.   Tweetables:   “That's the biggest advice I would give to anybody, is just start. You don't have to do it all right now, just find some low-hanging fruit.” — Melisa Camp   “The kids are my why — why do I care about all of this? Because I care about leaving the place better than I found it for the future generations.” — Melisa Camp   “You have to balance what you need, what you can afford, what's available, and what's your lifestyle.” — Monica   Guest Links:   Thecrayoninitiative.org Gotsneakers.com Pvvalue.com WellCertified.com   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Melisa Camp has been a REALTOR® for 13 years. Melisa lives in Arizona and has been teaching on green-related topics for 10 years in her company, Elite Education. She is the President of a non-profit she started in 2016, called Sustainable Real Estate Education.   Camp has served with NAR in many ways — on the NAR GREEN Resource Council she was awarded the EverGreen Award in 2011 on NAR's Sustainability Group Committee and she has presented at NAR Annual for six years.   The Center for REALTOR® Development has some new online education coming up soon that Melisa has been a part of — more to follow on that soon!   Melisa's other interests — motherhood, of course, and foremost — are working with the USGBC and helping with the Green Team at her children's school. Melisa has served on the Board of Directors for the Arizona Association of Realtors®.   Greenhomesphoenix.com

In the real estate industry, we always need to be aware of leveling up our financial situation. In this episode, Rich Arzaga joins Monica to talk about all things financial wellness. Rich shares information about licensing, credentials, and how financial planners get paid, as well as some things to look out for when choosing a financial planner. They also discuss different investment platforms and insurance options. This episode is packed full of great information for any REALTOR®, whether you already have a financial plan or are just getting started.   The title “financial advisor” is a broad term — not everyone you hear about being a financial advisor has the same license or credentials. If you are seeking out a financial planner for your financial situation, make sure you look for someone who is licensed and credentialed. These people are licensed in giving advice or offering different investment options. Rich shares some of the different license numbers, and what goes into being able to earn each license. To find the right financial planner for you, ask the questions about what licenses they have and what that means, as well as what credentials they hold. The CFP® (CERTIFIED FINANCIAL PLANNERTM Practitioner) designation is going to easily set financial planners apart from one another.   Financial planners get paid in a few different ways. When you pay a fee for service, the financial planner is creating a plan for you, but not managing the money or offering insurance products. As you get to a higher level of need, many advisors fall off and you may need to find a different advisor who is certified to handle more advanced planning like taxes, stocks, investment real estate, etc. A more advanced advisor can help to mediate conversations between other professionals that handle specific aspects of financial planning. Beyond financial planning, there is asset management. These advisors get paid either on commission or a fee.   In addition to license and area of expertise, some other things Rich recommends when trying to find the right financial advisor is chemistry — you want to be able to build trust and make a connection with them. If you're paying someone, you want to trust that you can follow the advice they give you, much like a trusted REALTOR®! Another thing to consider is the company; some companies are very formulaic. Because everyone's situation is different, it's hard to put people in a formula that is true to their intentions. If you're able to work with an independent advisor, that will give you a better shot at more individualized planning.   A frustration for REALTORS® can be that some financial planners don't specialize in investment real estate, and aren't sure how to treat directly-held real estate. Rich became a financial advisor because he was passionate about real estate and now teaches financial planners how to help clients with their real estate questions. If you're looking for someone who can help with real estate, look for an advisor who specializes in cash-flow-based planning. Cash-flow-based planners can integrate directly-held real estate to be part of your financial plan.   There are several independent investment opportunities as well. About 17% of the population are self-investors. Rich talks about some of the different platforms available for anyone who wants to dip their toe in the water of investment. Platforms like Robinhood, Schwab, TDAmeritrade, and Fidelity all offer something a little different for whatever level of investment you are at. It's never too early or too late to start investing, and we are fortunate to have many options!   Rich shares some new information around health care that has come about from the American Rescue Act. Regarding life insurance, don't be afraid to explore this, especially if you have people depending on you. Term life insurance will do for most and there is more flexibility in companies, but if you are going to do cash value, do your research to make sure the company is strong.   Some other insurance options are long-term care and disability insurance. As people get older, one of the biggest risks they face in the balance of their financial life is the need for long-term care and the expense that comes with that. Rich shares some calculations based on the trends for long-term care, the overview of the risk for the family. Disability insurance is quite pricey, but the question for every REALTOR® to ask themselves is if you became disabled today, would you be short in your financial plan or would you be okay? As you are shopping for disability insurance, get as long as your plan requires, or you need; if you can't afford that due to cost, give yourself at least two years to be able to get your situation under control.   The NAR's Center for Financial Wellness is a great program and resource for financial literacy for REALTORS®. The nice thing about this resource is that it is industry-specific, not just general financial planning. It's also free!   Tweetables:   “You may grow out of your partner that you're with if you're growing your net worth and your situation is more complex. You're going to need someone with a little more depth.” — Rich   “Finding somebody that you can trust is really very important, otherwise people who don't have that chemistry maybe don't take that advice.” — Rich   “That's how you get the help. Find somebody that's a CFP®, who does financial planning, that uses cash-flow-based technology.” — Rich   Guest Links:   rich@cornerstonewmi.com view my website!   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   nar.realtor/cffw/live financialwellness.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Rich Arzaga is a CERTIFIED FINANCIAL PLANNERTM, a CCIM, an Accredited Investment Fiduciary®, an inactive REALTOR®, and the Founder and CEO of Cornerstone Wealth Management. He is also a long-time Adjunct Professor in the UC Berkeley Personal Financial Planning program.   Cornerstone Wealth Management, Inc. LinkedIn “How Real Estate Financial Planning Became Our Niche”   Inspired to be Our Clients' Most Valued Asset®   Rich Arzaga, CFP®, AIF® CERTIFIED FINANCIAL PLANNER™ PRACTITIONER Accredited Investment Fiduciary® rich@cornerstonewmi.com view my website!

Center for REALTOR® Development 056: Residential Real Estate Disclosures with Bruce Aydt   While laws on this topic vary from state to state, good disclosure by the seller helps everyone involved in the real estate transaction. In this episode, guest Bruce Aydt joins Monica to talk all things disclosure. They discuss what should or should not be disclosed when it comes to current property status, past repairs, psychologically stigmatized properties, and work done without permit. This episode is full of risk management information that REALTORS® can use to help their clients.   The purpose of disclosure laws is to ensure that the buyer knows everything that the seller knows about the property. It is also a protection to sellers, as long as they are honest in their disclosure, because they will minimize their risk of legal ramifications later. As a seller, if you’re wondering whether you should disclose something, then you should probably disclose it. A good general guideline for what to disclose is that if the issue or condition of the property affects the desirability or value of the property, then it is something that needs to be disclosed. The contract from state to state or area to area will help guide sellers.   When it comes to past repairs, Bruce’s general rule for risk management is to disclose the history of all major repairs, including anything significant in terms of repairs or replacements. If it’s not disclosed, this could put the seller in a position where they think something is fixed but it isn’t really fixed. When preparing a seller disclosure statement, it is important to disclose in very specific terms. Just like any work done to our cars, try to keep track of any receipts or paperwork for any work done on the property.   Monica and Bruce discuss the concept of “should have known” — it exists in some states, but not in others. If the seller has evidence or information that would indicate to a reasonable person that the condition existed, that’s the “should have known” standard. What the average person would know is an indication of a problem that should be disclosed.   When it comes to prior information that you may have gotten from the previous seller disclosure or something you learned from living in the house, relevant information should be shared. Anything that affects the current property should be shared. Neighbors, real estate agents, flippers, and heirs could all know information about a listing. Whether a seller is exempt will depend upon your state property disclosure law.   Another aspect of disclosure to consider goes beyond the physical appearance or integrity of the property. Many states have laws about psychologically stigmatized properties — these laws hold real estate agents not liable for the failure to disclose the psychological impact on the property (murder, suicide, or other felonies). While most real estate agents do not have an obligation to disclose these things, there are other factors to consider: determining whether the information is fact or fiction, checking state laws, determining relevance, and discussing disclosure with the seller.   Another element of disclosure is any work or additions done on the property without permits. This has been an evolutionary area, and the power of local governments is pretty strong in the enforcement of these laws. Even if your seller disclosure statement doesn’t have this on it, it should be disclosed, especially for electrical and plumbing projects.   What happens when a buyer does an inspection and doesn’t want to purchase the property? Your contractual documents should be your main reference for navigating these conversations, primarily on how much of the disclosure and inspection reports should be included. There can be legal consequences if prior inspection items aren’t disclosed. As a real estate agent, you can’t give legal advice to your clients, but you can decide if you want to continue forward with a listing.   The easiest, most practical risk management rules are two things: disclose any major defects in the property that exist currently, and also disclose the history of any major repairs. Remember if you’re asking yourself whether you should disclose something, your answer is probably yes!   Tweetables:   “The whole purpose is to give the buyer the opportunity to know everything that the seller knows about the property that’s of any material nature.” — Bruce   “When we talk about psychologically impacted properties, what we’re talking about is things that don’t affect the physical structure of the house.” — Bruce   “It’s better to disclose these events that occurred at some point in the process than to let the neighbors tell the buyer.” — Bruce   Guest Links:   BruceAydt.com   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   crd@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica’s Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Bruce H. Aydt, DSA, ABR®, CRB, GRN, SRS   Bruce Aydt is a REALTOR®, attorney, and educator from St. Louis, Missouri. As a second-generation REALTOR®, Bruce grew up in the real estate business and has worked in virtually every aspect of real estate companies. Bruce has been in management as well as in-house legal counsel to companies for over 30 years.   Bruce has been involved in REALTOR® Association work throughout his career. He has served in leadership roles as President of both Missouri REALTORS® and the St. Louis REALTORS®. Bruce has been part of the National Association’s Enlarged Leadership Team three times, has chaired the NAR Professional Standards Committee, Legal Action Committee, and State Leadership Forum, and received the National Association’s Distinguished Service Award. He is a nationally recognized educator on real estate and association leadership issues and is one of the three co-trainers for the NAR Mediation Training Seminar. He lives in St. Louis, Missouri with his wife, Lisa, has two grown children and three fabulous grandchildren.   BruceAydt.com

There are so many benefits for real estate agents and REALTOR® members of local associations. Adorna Carroll is on the show to talk about everything that associations have to offer their members. Monica and Adorna share some of the benefits of joining an association, as well as best practices for engaging with your local, state, or national association.   There are several values that associations can bring for agents, especially in the real estate industry where there is a three-way partnership between the local, state, and national association. The local association is the first point of contact for many REALTORS®, helping to orient the members and share industry best practices, ethics, etc. The local association also helps members understand what happens at the state and national levels.   Another huge benefit of associations is networking! The opportunities are abundant both for you as an agent and for your clients. You have the opportunity to connect with people outside of your market, increase your reach, and work with people who are experts in a discipline other than your own. Networking across disciplines also benefits your communities and the populations you serve.   Adorna and Monica talk about some other committees involved in the local, state, or national associations. Many associations have an educational committee, but Adorna views this more as professional and career development; associations should be focusing on getting a variety of people in front of their members who are going to present the best information for growth. Be intentional and pick good courses that are going to further your career.   The Ethics and Arbitration option is a big part of the associations and what they’re about. There is a code of ethics in the real estate industry that helps to define the boundaries for REALTORS®. Adorna talks about some policies that help to define how agents should conduct themselves.   The Government Affairs division is important for advocacy across the industry. The RPAC, or REALTORS® Political Action Committee, is an important vehicle for getting funding, strong lobbyists, and unity in the industry. This committee is on all levels, and forming personal relationships or political contacts is where the work can really get done.   Some of the other committees they talk about are the YPN, the Young Professionals Network or Your Professional Network. This was originally created for younger real estate professionals to network and has morphed into a leadership and mentorship program. Most associations also have a finance/budget committee, hopefully with people who have a finance background and good checks and balances in place.   There is a shared relationship between association volunteers and association staff. Annual training is key to establishing a productive relationship between both parties. The association staff manages the business and works for the corporation. The volunteers bring creativity and define the horizon line for the association and the members.   Adorna’s last words for listeners are that getting involved in associations makes the most sense for your business. Not only will you get to know the people you will be working with, but you’ll learn so much along the way that it is guaranteed to be a great investment for your business.   Tweetables:   “Go beyond competency and go for proficiency.” — Adorna   “If real estate is your career, politics is your business.” — Adorna   “Getting involved makes good sense for their own personal business. It’s an incredible opportunity and an investment in your business.” — Adorna   Guest Links:   Adorna’s Website   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   CRD@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica’s Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Adorna O. Carroll, DSA ABR®/M, SRS, CRB, CRETS, RENE, PSA, SFR®, GRI, e-PRO®, C2EX   Adorna currently owns and runs three real-estate-related businesses and has had a personal team for over 25 years.   As the President of Dynamic Directions, Inc., we are a training and consulting firm that has an extensive faculty of consultants and trainers. Adorna trains REALTORS® all over North America and has authored numerous residential designation and certification courses, the SRS, RENE, several CRB courses, C-RETS, and the new agent training program called The Right Start all part of the REBI — Real Estate Business Institute.   In 1997 she completed her term as the State President for the CT REALTORS®, was the 2001 Region 1 VP, an NAR Liaison in 2002, 2003, and 2007, RPAC Trustee in 2004, the 2005 NAR VP & Liaison to Committees, NAR’s Chief Political Fundraiser in 2006, a member of the RPAC Hall of Fame, the REBAC Hall of Fame, the 2016 President of the REBI — Real Estate Business Institute and is the 79th recipient of NAR’s Distinguished Service Award.   Adorna.com  

The need for affordable housing exists in communities across the country. This episode’s guest, William Baylor, joins Monica to talk about current federal affordable housing initiatives, as well as the personal initiatives he’s involved with in his own market of Birmingham. This episode will provide ideas and resources for how agents can help find rental and purchase opportunities in their marketplaces that are affordable for people with a lower median income.   Affordable housing has been something that people have been attempting to do since the turn of the century. The industry definition of affordable housing is when you pay 30% or less of your income towards housing costs. In political housing circles, affordable housing refers to housing that uses some sort of public assistance to support families or individuals who lack the means to pay the market rate in an area.   Governments at every level must ensure that there are enough subsidy funds available to meet the needs of their community. William talks about some of the things the federal government is doing for affordable housing, including Opportunity Zones and some relaxed criteria by the FHA. Partnerships between different levels of government are vital to ensuring that communities, and the land, are protected.   When you start looking at the makeup of a city, the number two contributor to any city’s general funds is property tax. The number one contributor is sales tax, which is driven by those property taxes. It is imperative that the government incentivizes builders to develop areas across the country, either through tax credits or reducing regulations around zoning laws. Zoning should meet locally defined community needs; it is at the heart of growth for a city. There are several different HUD counseling programs that help people get ready to become homeowners. For REALTORS® at large, being familiar with these programs will be a great way to help educate your buyers.   On the local level, getting people to see the importance of having affordable housing is the first step. In Monica’s market, there is a group that oversees renovations and has built smaller, affordable apartments. In William’s market, they are working with the county commission to develop a comprehensive affordable housing plan. There are many parties involved in this initiative (including real estate agents), to hopefully create a plan that could be replicated in other areas as well. Having the REALTOR® buy-in is crucial for creating these opportunities in your communities.   Affordable housing initiatives include both rental and purchasing opportunities. These go hand in hand, as every time a first-time home buyer closes, it opens the door for someone to have a new rental opportunity or someone on the waiting list to get a first-time buying opportunity. Some cities will set aside income-based housing that may eventually become market value properties. This will vary across different locations depending on which community groups are involved. For real estate agents, if you’re helping your buyers purchase in one of these areas, you want to be able to give them this information upfront.   The Home Investment Partnership Program includes things like stabilization programs, community development block grants, and neighborhood stabilization programs. Funds from this program give communities the opportunity to create homeowners, especially for those with low to moderate income.   William and Monica talk about transitioning out of the eviction moratorium we were in during the times of COVID-19. Some of the things they are doing to help manage this is providing resources to help renters stay inside of their homes, including government-funded rental assistance. Qualified tenants can apply for assistance through programs in their area. William talks about some other groups that help when tenants may be displaced from affordable housing.   As REALTORS® and community stakeholders, it’s important to take the time to plan and examine the community you live and work in to look for the areas to make improvements. When looking at affordable housing and other community issues, take a step back and work together to create what you want it to be. Working with government affairs directors can help you as a real estate agent increase awareness about products and resources available in your area.   Tweetables:   “Affordable housing is not just about new construction, but it’s a cohesive and harmonious thing where all groups are working together to make it really happen.” — William   “When people are invested in their community, then they’re also committed to spend money in their community and the commercial will build up as the residential strengthens.” — Monica   “The heart of what we do is REALTOR®-driven. When you see the dedication and hard work that REALTORS® put in every single day to create opportunities of ownership, it strengthens your commitment.” — William   “We should rely on rental assistance and strengthen rental assistance as much as possible, so we can make sure even the least of these are served and have the opportunity to remain homeowners, or even create new homeowners.” — William   Guest Links:   Nar.realtor/videos/fha-condo-rule-its-impact-on-realtors-and-co…   Nar.realtor/washington-report/nar-supports-streamlined-fha-cond…   Nar.realtor/newsroom/nar-asks-hud-to-consider-potential-solutio…   Birminghamrealtors.com   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   CRD@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica’s Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   William Baylor works with REALTORS® and Home Ownership Champions to amplify their voice, vision, and value so they can make a successful impact on the real estate industry, their communities, and the world. With more than a decade of experience in the Government and Non-Profit sector, a passion for making meaningful connections with others, and an insatiable appetite for helping others maximize their potential, Will feels that Home Ownership Advocacy isn’t just an occupation but also his vocation. He is a graduate of Auburn University with a Personal Certification in Economic & Community Development.   He is the Chairman of the Jefferson County Affordable Housing Taskforce, a coalition of community stakeholders who have joined together to create Affordable Housing in Jefferson County and all of Alabama. Today, in addition to serving on the Jefferson County Affordable Housing Taskforce, William is Vice president of Government, Legislative, and Community Affairs for the Birmingham Association of REALTOR®.  He’s Staff Liaison of 12 committees at BAR touching all industry matters from strategizing local legislative efforts and activations on behalf of the Association, to Community Development.  His days are filled with letter writing, consensus building, and conversations with stakeholders, partners, and leaders across the country, telling our story and fighting for the future of our businesses, industry, and REALTOR® values.   Birminghamrealtors.com

Photos are a must-have when it comes to marketing a home for a listing. In this episode, photographer and real estate agent Brian Copeland shares his thoughts on the importance of great photos for your listings. Brian and Monica discuss the equipment and software that real estate agents can use to get the best photos (and the best price) for their listings.   In the climate of the pandemic, virtual showings have become more important than ever. Real estate agents have to become “digital professionals” — capturing the full scope of the property with your virtual deliverables. Houses selling sight-unseen have also become increasingly more common, and a large part of that is due to the level of care agents and photographers put into getting the photos just right.   Brian brings some elements of the music industry to his photography approach. As REALTORS® you are Artist & Repertoire directors of homes, overseeing and managing your brand as a whole. It is important to bring a standard to aerials, 3D photos, and stills — you never know what future business you may get (or not get) because of the photos you’ve presented on your listings. For real estate agents who may not have it in their budgets yet, make sure you learn how to take attractive photos on your phone or with the equipment you do have.   Brian and Monica talk about some of the best photography equipment, software, and education resources. You can make almost any equipment work for you; it really comes down to process and using your eye to get the best shots. Some of the equipment that Brian uses are a Canon 6D, as well as a Canon glass, and several different lenses. Nikon and Sony also make quality equipment if you’re looking for a camera, but the cameras on iPhones are much better nowadays and can be a viable option. When it comes to software, Photoshop is a great option, and there are other lighting and editing software and apps out there. Lightroom is the standard. For education, one of the best resources is Kelby One. There is also great content available for free on YouTube.   If you go the route of hiring a professional, make sure you understand the copyright laws. The person who actually takes the photos owns the copyright to the photos. As real estate agents, it’s great to have a conversation up front about copyright, so you both understand the usage of the photos. If you find that your photos have been used, always approach the other agent with professionalism.   Houses will sell more when they look better. Decently staged and professionally photographed could bring your seller the anticipatory price, rather than the comp price. To get the best price, it’s also important to pay attention to the quality of the full package: 3D, aerial photography, and video. Brian talks about some of the best equipment and software for capturing 3D images and how you can upload them to listing sites, and gives advice for using a drone to capture aerial shots.   When it comes to the video for the listing, DJI Products are great to help stabilize your current equipment. Video has SEO strategy for real estate agents, as well as a way to market the property. Most of the MLS have guidelines about what part of your brand can be in the video, so make sure you understand what can be included. As a tip, record an intro and outro that can be used for all of your videos. Brian and Monica talk about some different approaches to video — a walkthrough versus more of a teaser to the house. If you are doing a walkthrough or a virtual tour at request, you have to be quite thorough since the buyer may not lay eyes on the house themselves. This is a great opportunity to establish a sense of trust with your clients as you are candid about the property.   Photography is an art form that takes years to perfect. As REALTORS® you want to deliver the best quality product — if that means hiring a professional, do so! If that’s not in your budget, make sure you take the time to educate yourself on how to get the best shots, what equipment you can afford, and best practices so your portfolio can stand out! It takes time to learn and you will get better.   Tweetables:   “Give them that extra level of supplemental digital leadership, and give them the risk; sight-unseen happens all the time and you just have to make sure you’re being a great digital supplemental resource.” — Brian   “It’s all a matter of how you use it. You can use any camera with the right lens, the right glass, to your benefit — given that you have a good eye.” — Brian   “Communication fixes a lot. Kind, professional, nonaccusatory communication helps a lot.” — Brian   “When you build up that social trust, that digital trust, with your client, they will continue to come back and they’re going to tell their friends.” — Brian   Guest Links:   Kelbyone.com Immoviewer.com Theta360.com Dji.com   Doorbellnashville.com   Additional Links:   Crdpodcast.com   Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   CRD@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica’s Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Brian Copeland (M.S., B.A., CRS, GRI, CIPS, e-PRO®, ABR®, Broker) prides himself on one-on-one buyer and seller service. Brian was the 2011 Nashville REALTOR® of the Year. He has been one of the most sought-after real estate speakers in America, emceeing and keynoting some of the largest conferences in the profession. He served as the 2017 President of Tennessee REALTORS®, 2019 Vice President of the National Association of REALTORS®, and advocates for property rights at the local, state, and national association levels. He’s been named as one of the 100 Most Influential Real Estate Leaders in America as well as one of the Top 200 Power Social Influencers.   After years of volunteering, speaking, traveling, team management, brokerage management, and sales, Brian recreated his entire sales business in 2019 to focus on being a solo agent. Brian knows with an ever-changing marketplace, sellers and buyers must have one point of contact and full concierge service.   He is a graduate of Carson-Newman University and holds a master’s from The University of Tennessee, Knoxville. Brian and his spouse, Greg, make their home on a Nashville farm with their two children Micah and Esther.

Although we are in a multiple-offer market, the appraisal process remains a challenge for real estate agents across the country. In this episode, Candy Cooke joins Monica to discuss some of the best ways to work with appraisers to make more deals. In a fast-moving market, everyone involved in the transaction is a team. It is crucial for REALTORS® and appraisers to work together to get people in homes.   Candy has a list of items that she provides to the appraiser. You can still talk to the appraiser until the appraisal is turned in. In her “appraisal packet,” she includes a copy of the contract, either the survey or property details that define the bounds, the list of anything that has been done to the house, and any information about comps that would be helpful for the appraiser. The more you can provide upfront, the less they will have to ask about. When providing comps, the best thing you can do is find other properties that would appeal to the same buyer. It is best to give your packet of information to the appraiser before they go to the property. If you are able, you also want to provide other offers if you’re in a multiple-offer situation.   The best way to get the packet to the appraisers is to make the appointment with the appraiser and the listing agent. You want to make an appointment and make sure the exchange will be secure. You could also send the report over via email. In that case, you don’t need to meet them at the property. It is incredibly important to keep the line of communication open with the appraiser! This will improve the working relationship for everyone involved.   When working with appraisers from out of the area, real estate agents should ask if they normally work in that area; there is a standard of competency that should make it easier to work across state lines. There are other certifications (green/clean houses, etc) that appraisers should be transparent about their competency in before entering into a transaction. As a REALTOR®, if you are not comfortable with the appraiser, Candy advises going back to the lender or loan officer with your concerns. If needed, you can then escalate to a compliance officer and note that the consumer will suffer.   Ultimately, the appraiser is hired by the lender to make sure there is enough equity in a house to sustain a loan. They want to ensure that the lender will get their money back. Once the appraisal report is delivered and the deal is closed, the appraiser can no longer be in communication with the agent. Candy explains what happens in a situation where the appraisal comes in below the contract price. The people who actually use the system, their appraisals are usually successful.   In every transaction there are three jobs working concurrently: the listing agent is trying to get the highest price for their seller, the buyer’s agent is trying to get the best price for their buyer, and the appraiser is there to help the lender make a financial decision. It is part of the listing agent’s responsibility to get any pertinent information to the appraiser, especially if the appraisal came in below the contract price.   Candy shares her experience with appraising properties with basements, as well as rural properties. For the rural properties, she creates her own “land grid” that compares different land properties in the area. For unique properties, there is a recommendation on how far back in time and distance to get comps, but since that is just a recommendation and not a requirement Candy encourages agents to do a little bit of both to get a well-rounded grid. A helpful tool for any agent is the NAR’s RPR, or Realtors Property Resource®. All your CMA’s should be done in RPR!   Candy’s final word for listeners is to remember that although everyone has a different job, everyone is working together to make sure everyone is happy and deals are able to get done. This episode is full of tips and resources to improve relationships with appraisers. How can you apply these in your own practice?   Tweetables:   “You don’t go after the value, you go after the data.” — Candy   “We all have different jobs, but if we all work together and we cooperate we can make it work. We’re not out there to knock you guys down.” — Candy   Guest Links:   Candy has a private Facebook that you can join. Here is the link. Facebook.com/groups/cookedre   Here is a link to the list of items to give to the appraiser before the appraisal. Monicaneubauer.com/wp-content/uploads/2021/02/Cooke-Appraiser-Ch…   ANSI Square Footage Guide.  http://www.monicaneubauer.com/wp-content/uploads/2021/02/ANSI-Square-Footag…   Additional Links:   www.crdpodcast.com   www.onlinelearning.realtor for NAR Online Education www.training4RE.com — List of Classroom Courses from NAR and its affiliates   CRD@nar.realtor   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica’s Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks   Additional Bio:   Candace Cooke has been involved in the real estate industry for 37 years. She is licensed in Texas as a real estate broker, certified general appraiser, and instructor. Candy is active in the Texas REALTORS® and serves on several committees at the local, state, and national level of REALTOR® organizations. She is currently President of the Real Estate Business Institute, an affiliate of NAR and serves as Secretary on the Texas Real Estate Commission Education Standards Advisory Committee. Education is her passion. She was recently awarded 2020 Texas REALTORS® Educator of the Year.   Candy is one of the Senior Instructors for the Texas REALTORS® and currently teaches several “Train the Trainer” classes. As a member of the Texas REALTORS® Professional Standards committee, Candy strongly believes REALTORS® need to always “do the right thing” which is strongly promoted in her classes. Candy was a member of the first class for NAR’s Masters of Real Estate (MRE) program and then went back and did it again. She believes you can never stop learning in this business.   Candy’s enthusiasm for any subject she teaches is contagious. Her classes routinely book to capacity and she uses Zoom to teach so her interaction is far-reaching. She actively broadcasts classes live in order to serve more students across the state. She lives in Central Texas with her husband Mike and enjoys canning and knitting when she's not teaching.

In an active seller’s market, there’s a huge advantage for real estate agents who utilize multiple offer strategies. There are inventory issues in many of the markets in our country right now, which can be difficult for buyers, sellers, and agents alike. In today’s episode, Dale Chumbley shares several best practices for real estate agents to help your buyers or sellers win in a multiple-offer market.   If a property is priced properly, it’s going to be competitive. As an agent, the best thing you can do is educate your client and let them know what to expect in the given market and how you’re going to help them through the process. It can also be helpful to have data to show the buyer, but don’t go back more than three months, especially in a changing market! Monica and Dale talk about some of the ramifications of overpricing; if you really want to drive competition, you may even want to price slightly down.   Dale talks about what elements make an enticing offer. One of the biggest things he does is call the listing agent to figure out exactly what the seller’s pain point is and what would help. Establishing this good relationship with the listing agent creates a better stress level for everybody. If you can give a seller a month rent-back free, you can improve the net to the seller without having to see the appraisal come higher. Having strong offers where you can improve the net to the seller is important, especially in these multiple-offer deals. Dale talks about the low appraisal addendum in his market, and how it can give the seller peace of mind.   A clean offer is a strong offer. Completely fill out the purchase and sale agreement, and establish respect in the transaction. Having all forms filled out sets a good standard for moving forward. There are also some other best practices, such as not asking for repairs upfront, and an easy way to make comparables with closely related properties. In all of these situations, a call to the listing agent made all the difference. As a real estate agent, make sure you are creating these positive relationships! Bringing the lender into the fold can also be beneficial.   Love letters and escalation clauses are more risky and controversial pieces of the closing process. As a listing agent, it’s important to explain to the seller the consequences and liability of accepting love letters. These are falling out of best practice — it’s more important to know if they are qualified or not. An escalation clause is a document that states how much the buyer is willing to pay over the list price or highest other offer, up to a certain point. For both love letters and escalation clauses, many sellers are putting it in the listing whether they want to accept either. It is more encouraged to put your best offer forward, and as a real estate agent, you want to be able to present your buyer a signable offer.   Monica and Dale talk about finding some “off-market” or hidden properties that aren’t in the multiple offer market. As an agent, it’s important to keep an eye out on these listings or even neighborhood apps to get a feel for what might be out there. Vendor partners can also be incredibly helpful in getting clients.   For a listing agent, communication with the seller for their timeline and needs is the most important thing to establish. Pricing will be different depending on when they need to be out, their expectations, etc. It is important to set expectations and explain the value of pricing their home properly.   Dale’s final word for buyers is: be patient — trust your real estate agent, be patient in the process even though it can be challenging. When it comes to pricing, it’s important to provide perspective for your clients. In the long run, sometimes the win isn’t getting the best deal, it’s getting the home that you want.   Tweetables:   “Really the main thing is educating them [the buyer], knowing your market, knowing your numbers, knowing your statistics, and knowing the value of pricing your homes.” — Dale   “Just because it’s a crazy market, buyers do not buy just any house.” — Monica   “It’s not just the price, but it’s also the strength of the offer.” — Dale   “People think that high money and fast closing is the win. Sometimes fast closing isn’t the win. Sometimes slowing it down and being accommodating to what the seller needs is far more powerful.” — Dale   Guest Links:   Clarkcountyrealestateguide.com Real Living — The Real Estate Group   Additional Links:   Crdpodcast.com   Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates   CRD@REALTORS.org   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica’s Facebook Page Facebook.com/FranklinMonica   Additional Bio:   Dale Chumbley   Dale Chumbley is a second-generation REALTOR® in Vancouver, Washington who has been selling real estate since 1994. He also spent eight years working in the Clark County Department of Assessment & GIS in the Land Records Department. This experience gives Dale a knowledge and expertise that no other REALTOR® in Clark County, WA has.   He was named by Inman News one of the 100 Most Influential Real Estate Leaders in the country for 2010. He is the founder of 365 Things To Do In Vancouver, WA on Facebook. In 2014 Dale served as his local Association’s President and was named REALTOR® of the Year. Dale was named one of The Top 20 Social Influencers of Residential Real Estate 2016 by Swanepoel Power 200 nationally. In 2016 he served as VP of Membership for Washington REALTORS®. In 2018 Dale was Chair of the National Consumer Communications Committee. Dale served as President of Washington REALTORS® in 2019.   He is currently a National Director for the National Association of REALTORS® (NAR) and Chair of Member Communications Committee for NAR.   Dale is recognized nationally for his mix of traditional real estate and technologically cutting-edge marketing. In his spare time, Dale dabbles as a DJ, enjoys photography, musical theatre, and sharing his city with anyone who will pay attention.   Dale has been seen on the stage at industry events such as Inman Connect New York and San Francisco, Inman Agent Reboots, REBarCamps across the country, a variety of events in Vancouver, BC and Toronto, Hawaii Association of REALTORS® Annual Conference, WA Association of REALTORS® Leadership Conference, NAR MidYear and Annual Conference, REALTOR® Party Training, CRS Sellabration, Florida YPN, RETSO, BuzzRE, BuzzRE Orange County, and Non-industry events such as #140Conf and Back Fence PDX.