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Crazy Sh*t In Real Estate with Leigh Brown

Crazy Sh*t in Real Estate!—a podcast that will shatter the HGTV-induced veneer of real estate, and celebrate the challenges of working in this wild, wacky business.
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Crazy Sh*t In Real Estate with Leigh Brown
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Apr 19, 2018

Crime scene showing, anyone? Despite any caution tape in her way, Shakeima Chatman knows how to hustle. At the lowest point of the recession, she decided to leave her stable corporate job and take the leap into real estate. She said it best: “It hasn’t always been easy, but it’s always been worth it.” Today, Shakeima has her own team, The Chatman Group, is brokered with Carolina Elite Real Estate, and has authored the book, “Possess the Land: The Believer’s Guide to Home Buying.” Tune in to hear how Shakeima sees home ownership as a legacy, educates her clients beyond just the buy and sell, and empowers single home buyers to shift their mindset about ownership.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience

Time Stamped Show Notes:

  • 01:13 – Shakeima’s background
  • 01:15 – She’s from Charleston, SC; her father was in the Navy so she grew up part-time in Virginia Beach, VA
  • 01:26 – She’s been in real estate for 7 years; she quit a corporate management job for a commission-only lifestyle: “It hasn’t always been easy, but it’s always been worth it”
  • 02:08 – She’s only known hustle because she got in the game during the recession; it shaped her strategy, discipline and fate
  • 03:45 – Her CSIRE story
  • 03:55 – She was going to show a property to a single mom and safety was a primary concern; they pulled up and it was a crime scene, the seller was trying to convince them
  • 04:37 – The police officer in her car was telling them “Run! You don’t want to live here!” so Shakeima didn’t have to
  • 05:25 – They had had a break-in; they were remodeling a house in a neighborhood that was in the process of being revitalized, and it was attractive to burglars
  • 06:20 – She ended up buying in a different neighborhood; most of Shakeima’s clients are single women who are doing it on their own
  • 06:47 – The biggest challenge that single buyers face when entering the marketplace
  • 07:05 – Fear and overcoming the beliefs/myths they hear from others; understanding that they don’t have to have the traditional family to have the house
  • 07:35 – She teaches the investment-opportunity aspect of real estate; she helped a woman sell her townhouse and buy a house and she walked away with $10,000
  • 08:38 – Clients are part of the home ownership message; she encourages those conversations on social media
  • 08:45 – Shakeima’s book and its premise
  • 08:50 – Book: “Possess the Land: The Believer’s Guide to Home Buying”
  • 08:57 – Tells stories of home ownership; her grandmother rented a home for over 30 years and lost the home and legacy when it switched owners
  • 10:00 – One of her Facebook friends now owns that house
  • 10:30 – How to contact Shakeima: The Chatman Group SC on Social Media
  • 10:50 – Facebook, Instagram, Twitter, YouTube, website, and by phone (843)225-8830
  • 11:20 – Possess the Land: The Believer’s Guide to Home Buying” takes you through the journey of homeownership compared to the journey that the children of Israel took to the promised land
  • 11:32 – The book can be found on Amazon or through the book’s website

3 Key Points

  1. Hustle your way to success and don’t lose what you’ve learned in tough times.
  2. Educate your clients on the deeper reasons behind ownership like legacy and investment.
  3. Your clients may be fearful or doubtful – be the support they need to make the best decision.
Apr 17, 2018

Dog? What dog? When Linda Devlieg, realtor of 25 years and ex-dog groomer, tells you to pay attention to a “Beware of Dog” sign, LISTEN! Tune in as Linda tells us about how she singlehandedly stopped two attacking dogs, how her clients ran off when they saw a bull snake sunning on a porch, and – if you haven’t noticed yet – how real estate is nothing like what you see on TV. Linda also sheds some light on how patriotic the job of a realtor really is and encourages us to do our homework to learn why.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience

Time Stamped Show Notes:

  • 00:50 – Linda’s Background
  • 01:00 – She’s been in real estate for 25 years and serves Albuquerque, NM and the surrounding areas
  • 01:20 – There’s a city in New Mexico called Truth or Consequences
  • 02:20 – Linda’s CSIRE story
  • 02:30 – She was going to show a home and a sign said “Beware of Dog;” she knocked, but no one answered and there was no barking
  • 02:55 – Two dogs suddenly attacked her; she grabbed one by the muzzle and the other backed off
  • 03:30 – She went to show a luxury property but there was a 6-foot bull snake on the front porch; the buyers ran away and never saw the home
  • 04:05 – The day-to-day in real estate isn’t what you see on TV
  • 04:35 – Real estate is more important than what the public sees
  • 05:10 – Linda’s husband is in the moving industry
  • 05:15 – He runs one of the top beacon’s agencies in the country
  • 05:48 – He tries to make things comfortable; people don’t understand what happens in the background
  • 06:30 – She’s called him for male back-up before, but he’ll never bring home boxes
  • 07:00 – One thing that makes Linda stay in real estate despite all the changes over the past 25 years
  • 07:15 – The feeling of accomplishment when you realize the part you play in something so patriotic as home ownership
  • 08:15 – The Code of Ethics and history behind real estate and the association is amazing
  • 09:05 – She once had a man propose to his wife at the open house so they could write a VA offer
  • 09:15 – Realtors should get involved in political work; their job is so patriotic
  • 09:43 – How to contact Linda or reach out to her husband for moving services
  • 09:53 – Her website: realestateinabq.com, phone number: (505)440-7200

3 Key Points

  1. Real estate isn’t what you see on TV.
  2. As a realtor, you play a part in something very patriotic: Home ownership.  
  3. Learn the history of real estate and get involved in its political future.  
Mar 29, 2018

This is real estate church, and we’re preaching some truth! Early on in her real estate career, Kim Knapp learned what it takes to be successful. It’s very simple: Just be above average. After selling $6 million in her first year, Kim landed among the stars and now instructs other realtors on how to do the same. Powered by hustle and grit, Kim discusses the importance of doing what it takes – even if that means popping 99 red balloons. Tune in to hear what it means to be “above average” and what it takes to become a true leader.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 01:00 – Background
  • 01:06 – Kim works in Jacksonville, FL in Clay County, has been in real estate for 18 years, has a background in ministry and original had planned on working in counseling
  • 1:40 – That background has been very useful in her work now; she knows that it’s not about the money in real estate
  • 02:20 – In her first year in real estate, she didn’t know anyone but sold $6 million; Kim has had a strong work ethic since she was young
  • 03:40 – She read and followed all the instructions in Danielle Kennedy’s book “How to List and Sell Real Estate”
  • 04:30 – Kim asked her business-owner friend for the one most important piece of advice and it was, “Just be above average,” and to do a little more than everyone else
  • 05:45 – Kim’s CSIRE story
  • 06:00 – She went to a woman’s house that she had listed that was closing in 4 days; she hadn’t packed at all and was like a “crazy cat lady” with only one cat
  • 06:50 – Kim and her family helped pack the lady’s belongings while she and a friend sat folding and pumping up balloons
  • 07:05 – They put the balloons inside a cabinet so the glass shelves don’t break – it didn’t work – and Kim was left popping balloons and cleaning up glass
  • 08:00 – She had 4 neighbors help pack and clean up this woman’s home, but in the process Kim lost a pair of Chanel sunglasses and a diamond out of a ring
  • 08:40 – Doing what it takes but having boundaries
  • 09:05 – When she first started she would drive across town for a $65,000 trailer; she gets agents that don’t want to drive far for an $80,000 trailer
  • 09:30 – Treat everyone the same and be above average; you must hustle and do what it takes
  • 10:00 – Kim now works in leadership and instructs realtors
  • 10:15 – Be deeply invested in knowing what’s happening in the industry and educate yourself constantly
  • 10:45 – Realtors are the voice for property owners; they aren’t banded together like realtors are
  • 12:05 – People will respect and value you if you put in the work to become a true leader
  • 12:45 – How to reach Kim and Team Knapp: Office Phone Number (904)637-0285, Cell Number (904)334-7425, or by visiting her website teamknapp.com

3 Key Points

  1. Just be above average; do more than anyone else.
  2. Treat everyone the same and do the right thing.
  3. Know what’s going on in the industry and educate yourself constantly; the learning is never over.
Mar 27, 2018

Kynse Leigh is a trooper. In 2014, she opened her own brokerage –just to find out two years later that she had a failing kidney and would need a transplant. That didn’t stop Kynse from documenting her journey with Facebook Live videos, continuing her work, spending time with her son, and creating awareness around the transplant journey and the importance of being a donor. Tune in to hear how Kynse was supported by her community of realtors, how she connected with her donor’s family, and why she’s got not one, but three kidneys now! 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience

Time Stamped Show Notes:

  • 01:00 – Kynse’s background
  • 01:10 – Kynse started as an assistant with ReMax in 2000, was licensed in 2003, and opened her brokerage Remax Dream in downtown Fort Myers, FL in 2014
  • 01:50 – She had two agents and was the short-sale queen for a while
  • 02:00 – Her health journey
  • 02:45 – In October of 2016, she was told she had a failing kidney and would need a transplant
  • 03:25 – She would need a kidney and pancreas transplant so she would avoid kidney failure and no longer be a Type I Diabetic; she’s 37 years old and has a 9-year-old son
  • 04:55 – She grew up as a Type I Diabetic and went through everything that comes with that
  • 05:20 – She feels blessed because she still has her eyesight, limbs, and has no other diabetic issues; she actually has 3 kidneys now, including the new one
  • 06:50 – She refused to start dialysis; she wanted to be there for her son and realtors and be doing things
  • 07:49 – She documented the whole transplant process to share the journey, starting with the first call from the transplant team
  • 09:53 – Her documentation shows people what the process is like; Leigh Brown and her son have watched the videos because he has kidney issues as well
  • 11:05 – Her son has been very supportive of her; Kynse is happy her journey has helped Leigh’s son in his own
  • 13:30 – Being real, authentic, and yourself goes a long way; Kynse has connected with incredible realtors going through their own health challenges
  • 14:40 – The community of realtors has been amazing and supportive
  • 15:22 – The transplant family and the connection
  • 16:20 - Most people write letters that go through LifeLink to connect to the donor family; her donor was named Elijah and was 15 when he passed
  • 16:53 – She didn’t receive much information about the donor, and the donor didn’t receive much information about her
  • 17:30 – She comes up if you Google “Florida kidney and pancreas transplant” because of her work in raising awareness around it
  • 18:08 – They found his GoFundMe page and the donor’s family found her
  • 19:00 – Become a donor: Only 45% of Americans are registered organ donors; 115,000 people in America are waiting for an organ and an average of 21 people pass away each day waiting
  • 20:20 – Her organ donor saved 6 lives, he has a page and hashtag #sixisgreaterthantwentyone
  • 21:50 – On the iPhone Health App, you can sign up to become an organ donor in minutes; or go to org if you don’t have an iPhone
  • 22:58 – Let your family know your wishes; they could say no
  • 24:50 – You could be a living donor; you only need one kidney to live and you can donate a portion of your liver (it grows back)
  • 26:15 – Being a broker through all this change
  • 26:45 – Her office management and agents are amazing; she lost a few agents and realized who she chooses to spend her time with
  • 28:00 – Use hashtag #dontburygoodorgans when you sign up to be a donor and support
  • 28:47 – Stay in touch
  • 28:54 - Remax Dream contacts: Facebook, Instagram, YouTube, email, website
  • 29:15 – Kynse’s contact information: Instagram, Twitter, Facebook

3 Key Points

  1. Remain optimistic.
  2. You have the chance to touch lives; become an organ donor.
  3. Support those that inspire you and connect with others that have a relatable journey.  
Mar 22, 2018

Stephanie White has worn many hats in the real estate world. She’s gone from realtor, to broker, to managing and regional broker, to working in the association world – and not necessarily in that order. Stephanie gets into the problem of new shiny things on the market when realtors should just focus on what’s tried and true. Tune in to hear how you can’t buy likeability, why authenticity always wins, and what it means to be proactive.

Please subscribe in Apple Podcasts or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes

  • 01:15 – Stephanie’s background
  • 01:20 – Stephanie is in Mobile, Alabama, has been there for 2 years, and was in Florida for 25 years
  • 01:35 – She worked and volunteered at 5 different associations, started as a realtor, became a broker, then became a managing and regional broker
  • 02:10 – She worked with a company that sold leads and measured ratios from call to close; the results were enlightening because she had no idea how it worked
  • 03:28 – Understanding conversion rates was something she didn’t know for the first 10 years of being in real estate, and that was after getting out of the selling side
  • 03:50 – It’s critical for realtors now to drill into their own markets
  • 04:30 –Every realtor should have to go through the process of listing their own home and purchasing a home before leading a client through the process
  • 04:50 – Before you’ve lived it, it’s hard to council and advise someone going thorough it
  • 05:00 – Her cross-sale with her purchase was with a successful woman; Stephanie learned that it was about tenacity and staying with it
  • 06:00 – Her association members are inundated with new things that want their money and time, but door-knocking, cold-calling, marketing, and authenticity still win
  • 06:45 – Likeable realtors do well because they’re authentic
  • 07:35 – There will always be someone who doesn’t like you; don’t take it personally
  • 08:55 – Facebook groups: No one is who they are online
  • 09:40 – Social Media
  • 09:53 – Stephanie sticks to work and cat videos; there’s so much noise out there
  • 10:18 – As an associate executive, you must be where your members are
  • 10:45 – Mobile association: Big events, participation, and culture, but there were certain gaps
  • 11:30 – Policy manual creation for Mobile
  • 12:23 – Sending members and staff to national events so they are educated themselves
  • 12:53 – They have credibility with members so they’ll listen
  • 13:15 – New perspectives and people add value and engage members
  • 14:36 – The importance of knowing the “why” behind what’s going on
  • 14:48 – People fear change but need to be adaptable and proactive; you should anticipate change that is coming and make thoughtful decisions
  • 15:48 – Talk to your association executive, get them to listen to this episode, and have a conversation about your involvement; consumers, too
  • 16:15 – Associations give realtors comradery, education, and current happenings
  • 16:37 – How to reach Stephanie White
  • 16:42 – Stephanie Sharp White on Facebook or email Stephanie@gcmls.com 

3 Key Points

  1. Experience what it is you are advising and counseling on.
  2. Be outrageously authentic; people will see if you are trying to be someone else.
  3. You won’t be liked by everyone – its ok – don’t take it personally.
Mar 20, 2018

Laura Fangman, realtor of 10 years and micro-farmer, gives us the dirt on some drama that ensued when she showed a home to a buyer who had recently gotten into a fight with the seller, unbeknownst to her. Laura reflects on her experience as a new realtor and how she learned to select her clients carefully from that point on. Tune in to hear how Laura insists on asking better questions, receiving better answers, and what she does if she can’t get them.  

Please subscribe to this podcast in Apple Podcasts or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 01:20 – Laura is in Virginia with a micro-farm outside of D.C., has been licensed in Georgia and Tennessee, and has been licensed for 10 years
  • 02:25 – Laura’s CSIRE story
  • 02:30 – 10 years ago, she got a call on her cell; it was an agent from a close market, from the same brokerage, calling to refer a client
  • 03:10- She spoke to the people and was excited; they were working on selling a house before buying one they liked and said they were already working with a lender
  • 03:48 – She took them out to see homes, the last home was the original one they were looking at; the sellers and their agent were there
  • 04:40 –The agent’s male client starts losing his mind; he was shouting obscenities, trying to move past his agent to where her clients were standing, his wife started crying
  • 05:30 – She leaves the house with her clients, apologizes, and walks back in to talk to their agent; something was going on
  • 06:02 – She learned that the sellers and her clients had had an altercation and fight that involved police not long before the showing
  • 07:00 – The clients and the realtor who referred them to her were friends and had set her up to show it, knowing that guy from the altercation was the seller
  • 07:30 – The seller had just gotten his stitches taken out from the last altercation
  • 07:40 – Laura learned that it is important to prequalify clients before taking them out to make sure they are serious about the purchase
  • 08:18 – If that had happened now, 10 years later, Laura would’ve been better equipped to handle the escalation with the broker who referred the clients to her
  • 08:35 – Real estate is a self-policing profession; oftentimes new realtors aren’t prepared for this
  • 09:10 – Laura doesn’t know if that realtor is still in the business
  • 09:28 – What Laura would say to a potential buyer/seller who doesn’t want to answer questions
  • 09:43 – “I’d be more than happy to refer you somebody who might be more interested in dealing with this? Can recommend another agent?”
  • 10:00 – She has lost clients over this, but she refuses to invest valuable time in people who aren’t serious about doing something and don’t understand the importance of it
  • 10:30 – She insists on a lender letter (proof of funds letter if paying cash)
  • 11:00 – How to reach Laura: her website, Twitter, Facebook, and Instagram

3 Key Points

  1. As a new realtor, be aware that you may need to self-police; if caught in a scary or serious situation, make your safety top priority.
  2. Make sure someone is prequalified before taking them out; not just to make sure that they’re at the right price point, but to make sure they’re legit and serious.
  3. Select clients that understand and respect your service and time investment; if they don’t, it is okay to acknowledge that it isn’t a good fit.
Jan 26, 2018

Clint Skutchan, recovering association CEO, consultant, and podcast show host, digs deep into the struggles of association life, including having to deal with people who seem to just be “riding it out.” Whether it be unmotivated volunteer leaders or members that fear change and use their power for the not-so-good, Clint seems to have dealt with it all. Tune in to hear what it takes to create real change and shift the minds of the people who have the power to make it.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 01:15 – Clint’s background
  • 01:20 – He was an association CEO for 10 years, spent 10 years in talk radio, and he now consults
  • 01:45 – He combines his association and media skills to nationally consult and speak
  • 02:11 – Why should people be interested in association life?
  • 02:19 – If you aren’t paying attention, others can take advantage of leadership roles and relationships
  • 02:52 – Local, state, and national associations leadership tips; a woman called Leigh to ask for advice on her incoming local presidential role
  • 03:50 – Leadership is all about what you can do for the association and its members; it is about serving and understanding your role and process
  • 04:45 – Leigh asked the woman how the CEO/association executive is, because that’ll give insight into what advice to give
  • 05:22 – Leigh asked why the woman labeled the person as “bad to medium;” they don’t communicate, value the members, or have a clear and positive view of the future
  • 05:58 – What would Clint tell an incoming leader who’s dealing with a staff person who isn’t energetic or shoulder-to-shoulder with their volunteer leaders?
  • 06:07 – Asking the question: “Why are you here?”
  • 06:20 – What is their motivation? Are they just riding it out?
  • 06:45 – Figure out how to manage that or how to move away from that kind of executive
  • 07:00 – If you are an executive that has lost your motivation, you should change personnel or change your perspective
  • 07:21 – “My Year:” One person’s legacy that may not encompass the whole
  • 07:52 – Ask the staff what they need; sometimes it’s the volunteer’s problem
  • 08:09 – Some volunteers are used to running their own business; an association is very different because it is a collective experience
  • 08:43 – There isn’t any real formal training in most cases for association leadership
  • 09:02 – When you rise to leadership you are no longer just focusing on one thing; you must oversee it all and the whole team
  • 09:20 – Are volunteer leaders provided the correct education to succeed and understand what they’ve said “yes” to, since the role is entirely different than their day-to-day life? Does Clint think that realtors are responding to threats in a personal way because they must move fast in their business life and associations typically move slowly? Have associations failed to respond because they don’t educate their volunteer leaders correctly?
  • 10:18 – The good organizations are doing it right; there is a big difference between those and the ones just finding their way through
  • 10:33 – The ones geared towards flexibility and change work in a change-based world; the ones stuck on status quo get stuck
  • 11:02 – How can volunteer leaders push their associations to have a mindset that embraces change rather than resists it?
  • 11:28 – It comes down to the association’s culture which consists of strategic focus, repeatable processes, consistent outcomes, and mutual passion
  • 12:15 – With those things, you’ll identify the self as an entity; it starts with a good staff and good leadership
  • 12:47 – If you have a forward-thinking leader in an association but the volunteer leaders fear change, resist listening, and eliminate staff, how do you get past that?
  • 14:00 – When you are an executive you hire and fire volunteers that make decisions based on whims, are too comfortable, don’t want to follow processes
  • 14:53 – Ultimately it’s a matter of how much attention the general membership pays to those who are their leaders and their decisions
  • 15:00 – Their actions show if the leadership is ready to lead and represent
  • 15:35 – What Clint thinks will happen in real estate life within the next 3-5 years
  • 15:55 – He looks through the lens of the association
  • 16:08 – 5 trends he sees in the association world: leadership shift impacts will find their way to the local organizations
  • 16:50 – Consolidation shifts will continue (regionalization) and will impact day-to-day agents
  • 17:28 – Advocacy must start to adapt; the way advocacy is approached and delivered needs to shift; if you aren’t going to adapt you are going to struggle
  • 18:00 – As markets settle in, we are going to see agents have extra time on their hands; there will be more volunteers coming back to the association
  • 18:50 – Even new realtors can have the knowledge and expertise to make good positive changes in the association world
  • 20:00 – When does Clint think we will see a National Multiple Listing service that is backed by realtors?
  • 20:19 – He doesn’t see a national one happening, he thinks regional ones that revolve around true markets are more likely
  • 21:54 – You can read Clint’s columns on Inman or listen to his podcast called The Association  

3 Key Points

  1. Leadership is about serving and understanding your role and processes; know what you can do for your team and members.
  2. Get involved in association life but be adaptable and accepting of positive change and future-driven leaders.
  3. Both in association life and in your own business, the keys to a solid culture are strategic focus, repeatable processes, consistent outcomes, mutual passion, and identifying the self as the entity.

Credits

Jan 23, 2018

AJ is a star, and not just on the dance floor or roller rink! Tune in to learn how AJ took over a roller rink, hosted a skating party, got made fun of by strange association tenants, and still managed to become an “accidental volunteer leader.” Learn why volunteer leaders matter in real estate – and not just for realtors, but for homeowners and homeowners-to-be, too.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:55 – AJ’s background: She is in Dayton, Ohio and focuses on property management, commercial, residential and receivership, and has been in the business for 25 years
  • 01:27 – What is receivership?
  • 01: 30 – She goes in and takes over things on behalf of courts and law firms; businesses to run and real property
  • 01:41 – This can be an inn, a roller skating rink, an industrial warehouse operation, office buildings, hotels, multi-family units; all could be at a moment’s notice
  • 02:06 – They also do residential and property management
  • 02:20 – How did taking over a roller skating rink happen? What’s the story?
  • 02:34 – She used to skate and was good; when she took it over she shut it down, invited a ton of friends, and had a skating party
  • 03:17 – She didn’t buy the rink, but her friend bought it to showcase his luxury cars
  • 03:50 – AJ’s crazy story
  • 04:00 – She never expected to be made fun of by people in the Condominium and Home Owner’s Associations
  • 04:15 – Strange people can live in the associations and have strange ideas despite state law that dictates otherwise
  • 04:41 – She tried to encourage to clients to buy into the associations so they participate in what is going on because they’ve already made the investment
  • 05:20 – You can’t complain about the decisions if you aren’t apart of the association’s decision-making process
  • 06:20 – She is going to be the president of the state of Ohio in 2019; she is an “accidental volunteer leader”
  • 06:42 – She is from a small brokerage that she started with her father; at her local board, you must be president before you can be president or officer in Ohio
  • 07:00 – She couldn’t get on the board of directors and had tried for years; she kept missing because she was from such a small brokerage
  • 07:20 – They appointed her on two different years and asked her to run for Treasurer and she won
  • 08:03 – One reason why this role has been worth her time/energy and why it matters that she, as a volunteer leader, is involved in a real estate deal?
  • 08:28 – The friendship and contacts that you gain make it easy to close a deal because you have personal connection with other agents
  • 09:20 – Hire a volunteer because they are up-to-date, involved, and lobbying on the homeowner’s behalf
  • 10:10 – In volunteer leadership you get someone who knows all changes that affect your home and sale
  • 10:35 – When interviewing realtors, always ask how invested they are in political advocacy work to affect policy in ways that help you as the consumer
  • 11:15 – Why AJ is a star
  • 11:20 – She is a competitive ballroom dancer and loves dancing
  • 11:35 – She’s done “Dancing with the Stars” and have competed with many pros head-to-head
  • 12:20 – How to reach AJ: Her company’s website or call her at (937)609-4281
  • 12:50 – Contact Leigh if you want to learn how to get involved

3 Key Points

  1. As a homeowner, it is important to get involved with your association so you can impact its decisions and policies.  
  2. Active volunteer leadership as a realtor guarantees friendships and contacts that prove useful when needing to close a deal or work with another agent.
  3. As a client, always hire a volunteer because they’ll be up-to-date, involved, and lobbying on your behalf.
Jan 19, 2018

Nope, this episode of CSIRE isn’t a Saturday Night Live skit, this is the real-life story of Shelly’s second sale! Tune in to hear how Shelly got into real estate by knowing she could “do it better” and why she loves the wild, wild, Wyoming. Don’t miss her crazy story complete with a Hare Krishna compound, attorneys, gas money wires, and a van...down by the river. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:35 – Shelly is a realtor and was the President of the Wyoming State Association of Realtors
  • 00:58 – Shelly’s background
  • 01:08 – She grew up in Texas and migrated north to Wyoming; her family came up for the oil boom
  • 01:26 – She started in Art and Design and landed in Real Estate after she would look at newspapers and feel like people were designing houses wrong
  • 01:44 – She bought her own house and told the real estate agent that she could do it better; she’s been licensed in Real Estate since 2005 in Torrington, Wyoming (pop. 6,000)
  • 02:00 – She lives in a “suburb” of Torrington called Lingle, population 515
  • 02:29 – She’s in an agricultural community near the Nebraska border, they measure distance in hours
  • 03:06 – They have lots of cattle, corn, sugar beets, soybeans; they can grow almost anything and can fish and hunt
  • 04:26 – She lives near old western movies are set
  • 05:00 – Shelly’s crazy story
  • 05:15 – It was her 2nd sale; a $32,000 adobe house that was being sold because the couple was divorcing
  • 05:30 – She never saw the couple, she dealt with them via phone and internet
  • 06:25 – She learned that the woman lived in a Hare Krishna compound in Idaho and the man didn’t have an address and lived in a van by a river in a friend’s yard in California
  • 07:42 – Shelly found a buyer that was a flipper; when they were trying to close she needed to find a place for both buyers to meet and sign the documents
  • 08:35 – The woman signed at a local title company but was worried that the ex-husband would get a check and she wouldn’t get any money
  • 09:20 – They UPS’ed some documents to the ex-husband’s “friend/neighbor,” who said he didn’t know who the man was
  • 09:25 – They had to find the ex-husband and the closest title company, which was 40 miles away; he didn’t have enough gas or gas money to make it there
  • 09:50 – They figured out how to get him there, but then the check had both names on it and neither one trusted the other to deposit it and split the money
  • 10:10 – It ended up being sent to attorneys to distribute
  • 10:45 – She let them move on and never heard from them again but she kept in touch with the buyers
  • 11:48 – There are things that could happen that would never expect; you must learn how to figure out solutions
  • 12:33 – Trust the experts; the title company people were trained in handling situations like hers and the attorneys helped, too
  • 14:03 – People talk about realtor’s “money grubbing,” but she did all of that for $600
  • 14:47 – Clients come in for advice and questions and she just asks for referrals in return, she does a lot for free to build relationships
  • 15:24 – How to reach Shelly: Her company’s website or via email

3 Key Points

  1. There are things that could happen that you would never expect; you must learn how to figure out solutions or reach out to the experts that do.
  2. Be persistent – even if the sale is tough – and your clients will see your efforts and trust your work again for themselves and their connections. 
  3. Keep open and honest communication with your clients and you’ll be top-of-mind the next time they are asked to refer a realtor.
Jan 16, 2018

In a day and age where there seems to be shortcuts for everything, Aaron reminds us to slow down and think. After all, as a client buying or selling a home you’re choosing a realtor, not simply tonight’s dinner! Tune in to hear how Aaron compares waiting tables to selling homes, and why choosing a realtor based upon likeability over competence can leave you paying more and getting less. Listen to Aaron’s advice on interviewing your realtor to ensure you don’t end up calling voicemails and wishing you had stopped to think.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:43 – Aaron’s background
  • 00:50 – He lives on a small island off the coast of Seattle called Vashon Island; it’s an island of hippies and artists
  • 01:01 – He’s been selling real estate for 5 years, has invested in it for 15, and has an entrepreneurial and art background
  • 01:18 – He worked in food service, opened a bakery, got into a sales career, and found his way to real estate; he loves it
  • 02:00 – Like waiting tables, being a realtor focuses on taking care of people and Aaron loves that
  • 02:26 – You need to mirror and match and find out what they want
  • 02:51 –The way people choose a realtor is insane; it’s with the same diligence that we use to choose dinner
  • 04:35 – In residential, clients tend to choose likeability over competence
  • 04:45 – His team sells for 5% more than average; he researched why people don’t ask questions about these statistics
  • 05:10 – Aaron loves podcasts and learning, so he was listening to Freakonomics Radio and an interview with Michael Lewis, author of “Moneyball” and “The Big Short”
  • 05:32 – Michael also wrote the “Undoing Project” and discussed behavioral economics and “mental shortcuts”
  • 06:45 – As realtors, we always want to stay “top of mind” because the brain shortcuts to what is top of mind instead of having to think
  • 07:28 – Aaron wrote a book on those shortcuts called “Shortchanged by Shortcuts”
  • 07:45 – Aaron believes we are thinking less and less, but he battles it by pointing it out and slowing down
  • 08:25 – Just slowing down a little bit can allow for some real thinking
  • 09:30 – If someone is committed to using shortcut and not slowing down, he’d rather not work with them; they won’t see the value in truly thinking about the process
  • 10:56 – Some sellers treat their real estate investments with a cavalier attitude when they should be choosing their agents and decisions wisely
  • 12:09 – Realtors did this to themselves: There’s no apprenticeship program, no journeyman master, conversation, or framing for the consumer
  • 12:44 – Real estate has the lowest bar to entry; the person who cuts his hair must do 1000 hours, a realtor only must do 90
  • 13:26 – Consumers should interview and ask for track records to see who has done the best job
  • 13:55 – The first question every consumer should ask their potential realtor: the percent over asking price that they’ve gotten for a home, this shows how good they are at pricing and advertising
  • 14:49 – Other questions: Do you work on a team or alone? What is your commission?
  • 15:00 – Someone on a team is usually better and if they can’t defend their own equity (commission), they won’t be able to defend yours
  • 15:27 – Leigh disagrees with the anti-team approach and believes it depends on the individual’s structure, focus, and availability
  • 16:20 – Many people complain about realtors not calling them back
  • 16:40 – When Leigh was making phone calls for RPAC (Realtors Political Action Committee) investments for the year, the active and dialed-in realtors all answered while the others went straight to voicemail
  • 17:27 – This a good way to tell who is active and professional; these are the only people she recommends in other markets
  • 17:51 – One thing Aaron thinks will happen in 2018
  • 17:59 – Two more interest rate hikes and a leveling off of the market as a whole
  • 18:37 – Contact Aaron via email at aaron@eandgo.me and find his books here

3 Key Points

  1. Slow down and think when choosing a realtor; your property is one of your most valuable assets.
  2. As a consumer, you should always ask the percent over asking price that they’ve gotten over a home and their commission; if they can’t defend their own equity, they won’t be able to defend yours.
  3. Whether on a team or solo, be active and professional; you’ll be respected and referred by other realtors and clients.
Jan 12, 2018

Whitney Nicely likes to move fast. From 6 week long house flips to educated decisions when it comes to renovating, Whitney knows what’s what in the world of real estate. Tune in to learn why house flipping TV show are crap, what Whitney does to make the most out of her investments, and what tends to hold women back in the world of real estate. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:45 – Whitney is in Knoxville, Tennessee, she flipped her first house in 2009, and now has land, houses, and apartment complexes all over east Tennessee
  • 02:01 – She’s allergic to the “f” word: “Foreclosures”
  • 02:28 – Whitney’s background: Her mom taught her a lot about real estate as a kid, her mom is self-taught and made ends meet through rental income
  • 03:33 – She believes women are held back in real estate so she fights for women; she was taught to go out and get what she wants, not wait for it
  • 03:57 – She was raised to look at deals herself and soon outgrew her mother when it came to investing
  • 04:34 – How she got over the fear of her first flip
  • 04:42 – The first ones she did were her mother’s and they’d take 6 months, in 2014 she got her own house and flipped it in 6 weeks
  • 05:34 – Advice for flippers: TV shows are crazy or crap
  • 05:53 – Always assume that there’s water damage and factor it in
  • 06:20 – Re-do one room or one major thing throughout the whole house; don’t gut the whole thing because then you’re just earning what you invested into the house
  • 07:15 – Many homes that she buys aren’t a disaster; they just need little updates
  • 07:38 – What’s the most mind-blowing thing you’ve seen in real estate?
  • 07:44 – People with empty houses that don’t put the extra effort in to sell or have a tenant; they make payments on an empty house for years
  • 08:15 – She tries to take these homes off their people’s backs
  • 08:35 – She finds these homes on Facebook
  • 09:30 – Whitney believes that the best agents are also investors; but the best investors she knows don’t have a license
  • 09:45 – Most realtors don’t invest because they are so busy getting the “close” and helping others make money
  • 09:50 – Women realtors have the maternal instinct to just “help, help help” and “give, give, give”
  • 10:10 – It’s ok to be selfish and build up your own retirement
  • 10:25 – Realtors don’t invest outside of what they’re going to get credit for
  • 11:15 – The risk involved in investments doesn’t stop people from investing
  • 11:30 – Whitney’s coaching specialty
  • 11:45 – She helps agents become investors and focuses on women
  • 12:07 – Men and women speak in different languages; she is working to help established investors make more money on their investments or make their next investment better
  • 12:45 – She helps investors move into smaller or larger apartments and think bigger
  • 13:30 – Trailer parks and storage units are also good investments
  • 13:50 – Trailer parks don’t go empty and is one of the last good private ways to have an affordable living situation
  • 14:18 – How to find Whitney Nicely and chat: her Facebook Group and website

3 Key Points

  1. It’s ok to be selfish and build up your own retirement; think of yourself and your future, too.
  2. Find something that make sense and pull the trigger; don’t wait until the next market downturn.
  3. Get in touch with an expert like Whitney to make educated real estate investment decisions.
Dec 8, 2017

Is this stripper pole structural? Susie Nelson-Crowley, realtor and CRS in the Tampa Bay area, will tell you that a pole, stage, DJ booth, and party tubs don’t necessarily mean an impossible sale. Tune in to learn how Susie allows her clients the space to see and experience the potential of their new home – despite themed rooms and a party house website.  

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:35 – Susie is from Tampa, Florida
  • 00:58 – She’s been in Real Estate for 15 years and is a CRS, she services the Tampa Bay area
  • 02:05 – She is a Certified Residential Specialist: She is a realtor with additional education and enough transactions to be identified as a cut above the rest
  • 03:22 – Her crazy story in Real Estate
  • 03:28 – Was working with a new client and was mostly working with husband (wife worked in an office and was less flexible)
  • 03:44 – They wanted to put sweat equity into their investment
  • 04:03 – In the era of short-sales and bank-owned properties, they found a home in a rural area and went to the home
  • 04:35 – Home must’ve been grand in its day, and it was beautiful with corridors and windows...until they saw a stage and a pole
  • 05:35 – Embarrassed with the new client, she looked up to the roof and said, “Gee, I wonder if that’s structural”
  • 05:52 – As they walk through the house, what it was used for becomes more obvious
  • 05:58 – There was a bar, a coat check room, a DJ stand, and upstairs the rooms had titles (The Safari Suite, The Jungle Suite), party tubs, and fitting wallpaper
  • 06:44 – They could see where cameras must’ve been in the rooms
  • 07:10 – She was thinking, “Don’t touch anything in this house!”
  • 07:25 – Her clients bought the house; they could see what it could be
  • 07:35 – Home inspector is dry, walks through home saying, “We won’t have any problem knowing which room is which!” They’re already named!
  • 08:09 – Neighbors were happy it was purchased, they had the address changed with the municipality because it was listed online as a “party house”
  • 09:01 – Home inspectors need to be focused and detailed, it’s not based on personality
  • 09:28 – The inspector protects the buyer and the realtor, and can be the best to-do list if you’re getting a fixer-upper
  • 10:10 – A realtor’s personal distaste for a property could cloud the potential the client sees in the house – let them make their own decision
  • 10:55 – Realtors need to take a backseat and let the buyer experience the home themselves
  • 11:30 – Realtor provides important information as needed
  • 11:42 – If you are looking for a realtor in the Tampa/Tampa Bay area, contact Susie through her website at: tamparealestatepulse.com and check out her blog

3 Key Points

  1. If you are realtor, consider becoming a CRS – It shows that you are a cut above the rest.
  2. Select a home inspector based on their attention to detail and work – not personality.
  3. As a realtor, let your clients experience the home themselves; they may see potential where you don’t.

Credits

Dec 5, 2017

NAR President Bill Brown has been through the ringer for the last few months, but it hasn’t put a damper on this year’s Thanksgiving (except that he couldn’t wash down his turkey with a beer!). Tune in to learn why Bill was extra-thankful this Thanksgiving, and why it’s never too early to think about the future. Bill dives into the tax reform discussion and urges NAR members to participate and be a voice for the people – you DO make a difference and must ACT when called to do so!

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:29 – NAR President Bill Brown from Oakland; this is his first post-presidential interview
  • 01:15 – Who he is, how he came into real estate, his story
  • 01:45 – Second generation realtor, father started in the business in the 60s
  • 02:24 – Both he and his brother were inspired and Bill knew what he wanted to do by sophomore/junior year of high school
  • 02:40 – What attracted Bill to real estate
  • 02:55 – The idea of working for himself, enjoys competition, was good with numbers rather than showing homes
  • 03:44 – Stuck with what he knew – the numbers game – and felt it was easy if he had the grasp of the numbers
  • 04:15 – Believes anyone can learn commercial or apartment brokerage with devotion
  • 04:30 – Before, people could do a little of everything, now you need to be a specialist
  • 04:45 – Concentrate on the product type you do best
  • 04:50 – Bill says he’s impatient but it has gotten a lot better in the past 3-4 months
  • 05:20 – Broker told him a story about patience 10 years ago
  • 05:40 – A new broker had just graduated from Stanford, but was told it could take 6-9 months to get his first deal
  • 05:53 – On his 8th or 9th day, he picked up the phone, got a listing, and made $125,000
  • 06:13 – Guy got BMW, rented new apartment in San Francisco, but didn’t get another deal for another year and a half
  • 06:28 – You must be smart, especially when just starting out
  • 06:40 – Realtor retirement and investment planning
  • 07:01 – Many realtors make good money and don’t have anything to show for it at 50-55
  • 07:45 – Bill wants realtors to be thinking about retirement early
  • 07:57 – He knew a realtor, Tracy Saizan who put away 10-20% of every deal and has saved a good deal that way
  • 08:18 – Kudos to Sharon Millett who chaired the PAC; members will be able to take advantage of the partnership with Merrill Lynch/ Bank of America
  • 08:37 – His legacy will be this basis for financial planning
  • 09:15 – Not all members are making a living: His friend runs an MLS with 17,000 members
  • 09:25 – Half of the members have not made a deal in a year and 30% haven’t even turned the MLS on
  • 09:36 – The business is getting more competitive and people think it’s easy and don’t have the required commitment
  • 10:04 – It’s time for young people to start thinking 10-20 years’ out
  • 10:39 – He’s been a president through some monumental changes in politics
  • 11:08 – His thoughts on political changes and how it’ll affect the real estate industry
  • 11:20 – Looks back at 1986 Tax Reform for context: Property values went down and interest rates up, it’s a very similar situation
  • 11:45 – He likes the action in legislative changes and was glad he was president during this time
  • 11:51 – Had a meeting in D.C. with Chairman of Ways and Means Kevin Brady
  • 12:02 – Brought up what happened to real estate after the 1986 tax reform, and Brady said that the decline in property values will only last 3-4 years
  • 12:15 – Said that they are looking 10 years’ out
  • 12:23 – They want 80-90% of Americans to fill out their own simplified tax returns
  • 12:45 – In CA, if you eliminate state/local tax deductions, mortgage interest rate deductions, home values decrease 21-24%, it’s hard to find a home
  • 13:05 - $1 million buys you nothing in the area where he lives
  • 13:14 - $500,000 deduction is useless there, it’s a big deal to not be able to write off your taxes
  • 13:33 – 35% of Bay area home buyers will rethink buying a home if the tax reform passes
  • 13:50 – Ramifications of this tax reform are unbelievable, especially in high-cost states
  • 14:00 – NAR core value is to protect private property rights
  • 14:16 – Back in 1986 they promised to never lower the mortgage interest deduction
  • 14:35 – If you are a congressman or senator that has gotten NAR support and you vote for this bill, NAR will be very active on the other side of the election in 2018
  • 14:55 – CA has 9 Republican congressmen, and 3 voted against the bill: the other 6 voted against their constituents
  • 15:40 – Tax reform provisions that bother Bill that aren’t related to property taxes and mortgage interest deduction
  • 16:26 – Tax reform takes away the incentive to buy a home
  • 16:36 – Other side will say that the itemized deduction has doubled, but the mortgage interest deduction pushes the buyer over the threshold
  • 17:25 – If a couple gets married, saves, and tax reform hits, they’ve lost their down payment and years of saving
  • 18:00 – Car wash manager makes $85,000 a year, but didn’t want to buy a house because of what his friends experienced in the recession
  • 18:50 – The timing is still fresh for a lot of people who were impacted by the recession
  • 19:30 – How Bill landed in voluntary leadership
  • 19:51 – He was an apartment broker in 1982 with brother and father when rent control came on the horizon
  • 20:15 – City council voted it down, but tenants got an initiative on the ballot and it was going to impact his ability to make a living
  • 20:45 – He went to the Board of Realtors and volunteered to help against rent control and became a chair
  • 21:20 – Realtors do help members make money and stay in business, he decided to get on local association committees, and became president in 1984
  • 21:57 – Started at committee level, has chaired at pretty much every public policy and PAC committee at CAR while involved there, and in 2008 was president of his state association
  • 22:20 – Members need to participate with time and money to help make initiatives successful
  • 22:40 – When he graduated college, he knew his dad would take him under his wing
  • 23:10 – Glad he was interested in real estate early-on
  • 23:39 – Why don’t more realtors get involved?
  • 23:50 – We haven’t found a way to get members to understand the importance of what they are doing
  • 24:08 – Call to Action: A few clicks to flood senator offices with letters for legislative change
  • 24:45 – Members need to understand importance of their participation
  • 24:58 – People that aren’t making a living doing it don’t care, or ones that do figure that others will do it; leadership needs to work on messaging and members need to know importance of participation
  • 26:22 – Individuals can get involved and make an impact
  • 26:46 – Only 21% of members sent letter to congressperson for a Call to Action for the tax reform, but average response for other trade associations is 3%
  • 27:40 – Coalition of Homeowners – 8 million members willing to participate
  • 28:30 – Realtors give clients a voice and tools to be heard
  • 29:04 – Realtors vote, have lobbyists in D.C., are active in their communities, and give voice to the people
  • 29:17 – Last act as president: A fly-in of 78 realtors to tell their side of story
  • 29:40 – Politicians know that realtors are a strong voice and know that if they don’t support them, they’ll go after them come election-time
  • 30:37 – You can’t undo the tax reform
  • 30:55 – Speculation, economic theory cannot promise anything
  • 31:14 – He supports paying lower taxes because ½ of what you send to D.C. will get wasted
  • 31:44 – If you give a tax break, you take away a tax break from someone else
  • 32:24 – Don’t make changes on the backs of home-owning Americans
  • 33:25 – Realtors that talk to officials can make sure they know what is written in the reform and understand it
  • 35:25 – Bill was sitting in a congressman office and his aid came in and said he had a vote in 10 minutes; he didn’t know what the vote was for, his aid told him
  • 36:19 - Jerry Giovaniello won lobbyist of the year, and seeing realtor faces in their office makes an impact on congressmen’s decisions
  • 37:13 – What happened to Bill this year
  • 37:35 – Never thought anything would happen to him medically
  • 37:48 – He has a finger operation 2-3 years ago and it got infected, they gave him vancomycin to take 2 times/day
  • 38:16 – After 3-4 days he felt horrible and it triggered lung problems
  • 38:52 – He had to go on supplemental oxygen and in and out of the emergency room
  • 39:15 – In August everything looked different and was turning white; he thought he was dying and his wife was overseas
  • 39:53 – UCSF got an ambulance to take him to their hospital
  • 40:20 – They found a lung transplant donor very quickly and he underwent surgery
  • 41:03 – He had a successful surgery but the lung donor had a MRSA infection in the lung and pneumonia, so they transplanted it then treated the MRSA and pneumonia
  • 41:41 – Had to be fed through feeding tubes, they were removed, then fluid was leaking into stomach, had to go into emergency surgery again
  • 44:05 – A typical lung transplant is in the hospital for 2-3 weeks, then they go to a hotel to be close by while healing; he was in the hospital for 7 weeks and then was in a hotel for another 6 weeks
  • 45:25 – It was a very trying time; it was exhausting and horrible, but got him well
  • 46:30 – He met a transplant patient who gave up after a week and wanted to go home with pain medication; she ultimately decided to finish the treatment
  • 47:35 – Nurses want you to get out “as fast as you can” and inspire patients to get better faster
  • 47:55 – Wants to write the donor family a thank you letter; hasn’t been able to take a deep breath in 1-2 years
  • 48:40 – Re/Max broker Kynse Leigh Lee has kidney and pancreas transplant and uses hashtag #dontburygoodorgans and got to meet donor family
  • 49:56 – Discussing organ-donating outreach for realtors
  • 50:24 – UCSF is #1 in the nation for lung transplants, but they don’t have enough organs; he was very lucky...(blessed!)
  • 52:50 – This is the first Thanksgiving where he has the ultimate gift to be grateful for
  • 53:55 – He put his health first; his wife Heather and his brother Kevin and his wife (RN) were his caregivers for the entire time he was at the hotel and he is grateful
  • 55:20 – Become an organ donor and take care of yourself and your loved ones
  • 56:16 – To learn how to get involved, send Leigh Brown a message on Twitter or any social network

3 Key Points

  1. One person can make an impact – Get involved and make your voice heard by politicians...their votes impact your life.
  2. You matter: Think about your future, your retirement plan, your family, and your health.
  3. Become an organ donor!

Credits

Dec 1, 2017

Are you INSPIRED? Jessica is, and she believes the #1 key to being better and achieving more is finding your inspiration. As the head of the Oklahoma Realtors Association, Jessica breaks down the Code of Ethics, what it means, and how it is used to uphold the name of realtors nation-wide. Tune in to learn why you must be familiar with the Code of Ethics, whether you are a realtor or a client, and how you can do your part to raise the bar in the industry.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:38 – Jessica is the head of the Oklahoma Realtors Association
  • 00:56 – She runs the association and has been in management for 5 years, she was a real estate broker before that
  • 01:30 – She manages over 11,000 realtors in the state
  • 01:44 – Complaints filed and professionalism in the industry; what has she seen?
  • 02:32 – All associations offer Professional Standards Administration and all realtors agree to abide by a code of ethics
  • 02:52 – Code of Ethics is administered by state or local association; in OK the Association manages it state-wide
  • 03:10 – Ethics complaints and arbitration requests can be filed through Association
  • 03:19 – Ethics complaints are reviewed by peer panel
  • 03:52 – Read a copy of the Code of Ethics at http://www.nar.realtor/
  • 04:02 – Good realtors know the Code of Ethics
  • 04:45 – Local association: new members start here, MLS, education benefits, advocacy work, professionalism piece
  • 05:05 – Conglomeration of local associations with oversight and the voice of the state realtors and National Realtors Association (NAR)
  • 05:45 – Code of Ethics is broken into 3 parts: duties to public, duties to customers and clients, and duties realtor-to-realtor
  • 05:55 – The public or a realtor can (and should!) file a complaint when a breach has been made
  • 06:10 – Not all realtors are created equal, and filing complaints allows the bad seeds to be weeded out so they don’t continue to hurt others
  • 06:28 – What kinds of complaints come in?
  • 06:35 – Article 12: Whether a realtor has displayed a true and accurate picture in advertising
  • 06:48 – Instagram or over-Photoshopped photos that look nothing like the true home
  • 07:05 – Some Photoshop is okay (lifting shadows, blurring dead grass spot in yard)
  • 07:14 – Example of inaccurate photos: removing power lines from back yard
  • 07:45 – Why is it bad to over-Photoshop?
  • 07:54 – Being caught off-guard and surprised; many people nowadays are purchasing their home online
  • 08:10 – They may not even see the house until they’ve already closed and are moving in
  • 08:30 – Realtors and the public want realtors to raise the bar of professionalism
  • 08:39 – Turn in the people violating the Code of Ethics to help raise the bar
  • 08:47 – Code of Ethics also warns against slander, how does this affect turning people in?
  • 09:02 – You are doing worse if you slander online via social media
  • 09:20 – Do something about it but don’t slander, turn them in if they are in violation
  • 09:40 – What kind of realtor-to-realtor misconduct do you see?
  • 09:44 – Article 2: Exaggeration, misrepresentation, and concealment of pertinent facts
  • 09:59 – Revealing facts or confidential information; Agents give away the client’s negotiation position via text message trying to get a deal and the other agent turns them in
  • 10:40 – How would you ever know if your realtor is doing this? There is no way to know
  • 10:51 – Keep educating members to remain upright and forthright in everything they do; you never know who you are dealing with
  • 11:20 – Jessica was a consumer recently: What questions did she ask to select a realtor?
  • 11:49 – She chose someone in leadership in the city where she was buying
  • 12:09 – Ask questions before agreeing to work with someone
  • 12:19 – How many houses have you sold? How experienced are you? How many deals do you have going on right now?
  • 12:45 – She went for someone in a volunteer leadership role, she thinks the public should, too
  • 13:38 – Leader will have a vested interest in the realtor organization in general, are committed to Code of Ethics, giving back to association, and a higher level of professionalism
  • 13:56 – People that are not volunteers can be professional, too, volunteers are just more likely to uphold standards
  • 14:14 – Great realtors should consider volunteering to be heard; 1 in 287 Americans is a realtor, stand out as one less likely to cause trouble
  • 15:18 – Realtors can be on top of their game with a desire to serve, get educated, and do a better job
  • 15:53 – If a midline realtor want to get better, more active, and more educated about entire picture
  • 16:20 – Find inspiration (mentor, group, giving back)
  • 16:59 – She finds her inspiration through her support system at home
  • 17:24 – If you aren’t at the top of your game, there are resources to get better and stop selling consumers short
  • 18:13 – Oklahoma realtors can email Jessica directly at: jmh@okrealtors.com
  • 18:29 – Follow Jessica on social media: Twitter & Facebook
  • 18:30 – Reach out to your state association leadership to get involved and heard

3 Key Points

  1. Become familiar with the Code of Ethics whether you are a realtor or client.
  2. File a complaint if you see a breach of the code; this is how the bar of professionalism in the industry can be raised.
  3. As a client, ask questions to ensure your realtor is a good fit and as a realtor, step up your game, get involved, and strive to be better.
Nov 28, 2017

Margaret Martin does a little bit of everything from event planning to running an adult day care. After having worked in dentistry, Margaret dove headfirst into association life and inherited her executive position when her boss passed away. Tune in to learn how Margaret adapts, writes a “prenup” with incoming presidents, and talks her members off the “crazy ledge.”

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 01:08 – Margaret is in Dothan, Alabama and has a small board of 260 realtors, 400 in her MLS
  • 01:30 – Didn’t start out as an association executive, she was in the dental field, got injured, and started working at the association office for an interesting woman
  • 02:50 – Her boss passed away in the office, she was always smoking and made it a difficult working environment, but this is how Margaret’s career began
  • 03:20 – She is pinned the “black widow” by associates because of how she inherited her job
  • 04:08 – She’s been there for 14 years and enjoys her job – she’s an event planner, travel broker, story listener, and is all over the place
  • 04:45 – She believes in her members and has a great assistant, Emma
  • 05:07 – The biggest surprise moving from dentistry to association life
  • 05:30 – You never want to mess with someone’s children or money, but in dentistry you do both
  • 06:15 – She said she was running an “adult daycare center” and her 6-year-old repeated it so she had to backtrack
  • 06:41 – Being a realtor has difficult times, a boss may have never been a manager, you must be able to adapt
  • 07:43 – You go to training and come back feeling refreshed and with new ideas, but people don’t want change because it’s hard
  • 08:27 – Kiss babies, shake hands
  • 09:11 – AE and incoming president program at Leadership Summit that clearly defines the lines and purpose of each branch of the association
  • 10:11 – She writes up a “prenup” with incoming president to clarify needs/wants/preferences and establish a relationship
  • 10:35 – The AE must be very adaptable
  • 10:53 – What’s the craziest thing an incoming leader has done?
  • 11:04 – For the first time, they made a profit off CE and a committee chair wanted to use extra money to rent a condo for a committee party
  • 12:00 – She had to talk them off that “crazy ledge”
  • 12:17 – Fundraising: Sometimes members must be reminded that they are not a civic organization
  • 13:36 – Strategic plan must align with fundraising efforts
  • 14:13 – Benevolent fund for realtors in need
  • 14:55 – Find Margaret Martin on her personal Facebook, the Dothan Association of Realtors Facebook, or by email at Margaret@dothanrealtors.com

3 Key Points

  1. You must be adaptable – change is hard if you aren’t open to new ideas.
  2. Establish a relationship with leadership to clarify expectations and management style.
  3. Fundraising efforts and spending must align with the association’s overall strategic plan.

Credits

Nov 24, 2017

Whether it be sweet seniors or the bomb squad and sex toys, Dennis Gaggini has pretty much seen it all. After having worked in the industry for 17 years, an eviction that came complete with a SWAT team, bomb squad, and gynecological bedroom tool pretty much took the cake. Tune in to learn how Dennis connects with the greatest generation, and how he learned first-hand what can happen when you knock on the wrong door.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 01:13 – Dennis has been in the business for 17 years, started right out of high school, is 35, and is in New Jersey
  • 02:15 – Did a real estate pre-licensing course the summer after high school
  • 02:27 – Surviving in a commission-based position at that time
  • 02:39 – Grateful to his parents for support and was also a pharmacy technician on the side
  • 03:00 – Has been doing real estate full time since he was 20, average real estate broker is 56
  • 03:30 – Experience as a young person in real estate
  • 04:00 – The people he gravitated towards were seniors, the “greatest generation”
  • 04:15 – Millennials and seniors work beautifully together, they were his bread and butter
  • 04:38 – His sister is 7 years older, and her friends were at home buying age
  • 04:59 – Confidence took him a long way
  • 05:28 – Old school relationship-building approach – how millennials can fit in with seniors
  • 05:47 – Just do it, and don’t overthink
  • 06:00 – Go to your senior real estate specialist designation
  • 06:07 – Visit, talk to your grandparents and go to places where seniors spend time
  • 06:35 – Dennis went to water aerobics classes at a local Swim Club to chat with seniors
  • 07:45 – Importance of connecting – humanity
  • 07:54 – They need to be nurtured, he sees them and protects like his own grandparents
  • 09:29 – Crazy story - He does a lot of foreclosures and REO properties
  • 09:40 – He got a new listing about 45-50 minutes from his office so he went to visit at night
  • 10:10 – The lights were on, he went back during the day, knocked, saw a sign that said, “Stupid people will be shot,” and left
  • 11:00 – Was going to offer cash for keys: Went back, knocked, lady answered the door
  • 11:36 – He introduces himself kindly, she introduces herself, says she isn’t the owner, gave him the owner’s number
  • 12:30 – He wanted to take photos but she declined, he tried the number and left a message
  • 13:05 – The most irate person calls back, saying it’s the wrong number
  • 13:33 – He goes back, sends letters, offers cash for keys, gives deadline, informs bank that someone lives there
  • 14:38 – Someone is there the third visit; he can see them on the side of the house
  • 16:08 – He knocks on side door, asks for “Michael,” tried to get rapport with Michael’s nephew, continues sending letters
  • 17:39 – He goes back out, sees original lady, takes photos, she takes photo of his license plate
  • 18:41 – They filed for eviction, but even 2 days before he still wanted to work with them
  • 19:30 – He goes to house with officer on eviction day and knew it wasn’t going to be good when canine officer was there
  • 20:03 – No one answers the door, then someone threatens to blow the place up: 6 sheriffs come, local police officers come, canine officers are present, then SWAT team arrives
  • 21:30 – The guy’s girlfriend is held up in the bedroom, he’s threatening to blow up the place, and the bomb squad arrive and the block was closed
  • 22:26 – They bust through the door, the guy shoots once, no one was hurt, but they saw he was manufacturing bombs in the house
  • 23:23 – He sees woman coming to the police, and it’s the man’s ex-wife, they have to come back to get things out of the house
  • 25:04 – He goes to house that evening to lock everything up, finds out that the guy had 50 guns, took pictures of the inside and saw things he had never seen before
  • 26:08 – Saw sexual toys, adult magazines, heard officers talking about tools that a gynecologist would use found in the house
  • 27:50 – 11 more guns were found, one was missing then found, nephew tried breaking in during inspection and threatened to shoot him
  • 28:09 – Ever since, police escorted him
  • 28:23 – Always use your head, be safe and aware of your surroundings as a realtor, take advantage of cash for keys offer if offered
  • 29:22 – Contact information: 856-455-7653, dennis@njrealtorservices.com http://www.njrealtorservices.com/

3 Key Points

  1. Build relationships with seniors by spending time and chatting with them – they need to be nurtured and taken care of.
  2. Always use your head and be safe and aware of your surroundings.
  3. When dealing with foreclosures and evictions, treat the people with kindness and care...you never know who you are dealing with.

Credits

Nov 21, 2017

The nation needs YOU to get involved! Gavin Blair, AE/CEO of the State Realtor Association of Iowa, discusses the passing of first-time homebuyer legislation, the challenges of association life, and the dire need for top producers and working realtors to have a voice and make an impact. Tune in to learn how Iowa is leading the nation and making home buying a reality for first-time buyers, and get inspired to be a voice in your own community.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:40 – Gavin is a AE/CEO of a State Realtor Association in Iowa; goal is to deal with legislature in Iowa, deal with back-office needs, protect rights, and defend its 7,200 members
  • 01:40 – State forms, education for members across the state: founded on code of ethics and constantly focused on that
  • 02:02 – What it means to run the association
  • 02:10 – Advocacy: his background is in politics; he was a lobbyist for the Columbus Board of Realtors
  • 02:52 – Goal is to make sure consumer gets best deal in home ownership
  • 03:20 – Spearheaded something for homebuyers statewide
  • 03:43 – “Brain drain issue:” 70% of students leave after they graduate
  • 03:58 – 5 years they started working on first-time homebuyer legislation and it passed last year
  • 04:05 – Individuals can set aside an account where people can donate and write off donation up to $30,000 for first-time home buying fees
  • 04:45 – Iowa was one of the first states to come up with and implement the idea and he hopes it’ll be nationwide to break the barrier to home ownership
  • 05:23 – Realtors in the organization are aware of this movement, but most realtors aren’t involved or aware of the smaller day-to-day legislations
  • 06:35 – Have provided a way for families to help each other and incentivize saving, despite a decrease in revenue to the state
  • 07:00 – Factoring the home purchase process’s impact to the economy, it provides an influx of cash greater to what the state is losing and is a win-win
  • 07:58 – So many people get paid in the process of a home sale
  • 08:20 – For every house bought in Iowa, about $55,000 is dumped back into the economy (contractors, stores, people, etc.)
  • 08:50 – Homeowners are invested in their community long-term; they give back
  • 09:24 – We get lost in money turnaround over the long-term benefit of home ownership
  • 09:44 – As small businesses grow and they buy buildings, business owners care more about their properties as well vs. large corporations
  • 10:20 – Mega farms buy up small family farms and water contamination has become an issue because they don’t care as much about the community
  • 11:42 – Realtors apart of family farms and rural sales are involved in community upkeep and protection
  • 12:07 – Realtors are both rural and urban – must bridge the gap
  • 12:52 – IAR looks out for both types of communities; 2,500 are urban, the other 5,000 are rural
  • 13:30 – What do you wish you could un-see?
  • 13:42 – Some people are involved in association but aren’t in the everyday business; the best members are in the field everyday
  • 14:03 – The “trade association junkies” aren’t tied so closely to the business so sometimes don’t watch out for the day-to-day agent or consumer
  • 14:11 – Can be time consuming for leadership
  • 14:30 – How do you get top producers to get involved and show up?
  • 14:32 – It comes down to, “How do you help me?” and “What’s in it for me?”
  • 14:45 – Its good for your pocketbook, your referral network, your business, and it’s a way to give back
  • 15:15 – Legislature affects you every day; get involved at the local level
  • 15:36 – Hard part is keeping members involved once they are there at state and local level
  • 15:54 – Members that don’t do a lot of business can dominate a meeting and scare away top-producers and everyday business-doers
  • 16:13 – Top producers are needed in association life because you are touching the most consumers and can be heard
  • 16:33 – You can’t complain if you aren’t engaged
  • 16:50 – We are only as good as the members involved at the association level
  • 17:08 – It is a member driven and focused organization; they care but need your involvement
  • 18:19 – If you are participating in conversations regarding legislature, get into an association to make an impact
  • 18:29 – Reach Gavin through social media: Twitter, (search Gavin Blair), or email: gavin@iowarealtors.com

3 Key Points

  1. Advocacy is intended to make sure the consumer gets the best deal.
  2. Get involved – top producers who touch the most consumers need to be heard.
  3. Joining an association directly benefits you, your pocketbook, and your network.

Credits

Nov 17, 2017

Summary:

Cady Thomas, the Government Affairs Director for North Carolina, says that her job is to “talk, stock, and stay paranoid,” and that’s exactly what she does. Tune in to learn about “housing affordability,” why it’s so important to stay informed when it comes to legislature, and discover your market is impacted by your involvement. Now, more than ever, realtors need to speak up for the sake of their businesses, their clients, and their communities.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:40 – Cady is a GAD (Government Affairs Director) for North Carolina
  • 01:05 – She went to D.C. after college and worked on the hill for a couple years before going to law school
  • 01:21 – Moved back to Raleigh to do a corporate and capital markets practice, but realized she didn’t like sitting in an office all day
  • 01:40 – Started doing a pro bono project where she got to the North Carolina General Assembly lobbying the members; successful in passing a revision to the juvenile justice code
  • 01:55 – Found job in lobbying world with realtors 10 years ago
  • 02:25 – What was something crazy/unexpected that you learned/seen along the way?
  • 03:07 – No metal detectors/badge check in the North Carolina Legislative building
  • 03:35 – Friend said, “Cady, half the people in here are packin’...they’ll never put up metal detectors”
  • 03:45 – Shows difference between the state and federal legislature
  • 03:57 – Shocking: The decisions the state makes and how quickly they can make them affect members 10x greater than at the federal level in everything but taxes
  • 04:40 – She learned that she had to read every bill and find out the happenings in every committee because anything could affect real estate
  • 04:57 – Why are realtors so blinded to what happens at the state level?
  • 05:07 – Most people don’t understand state structure
  • 05:41 – Realtors are in the business of making friends – politics isn’t about making friends and realtors don’t want to get involved
  • 06:20 – Find the issues that resonate with the brokers because they be passionate about getting involved
  • 06:48 – Hoping to get through local issues that affect clients
  • 07:02 – Private road maintenance issues and DOT to take over maintenance
  • 07:30 – Getting kids to school busses with proper roads
  • 08:21 – Having a statewide database of roads that are on transportation’s books is a solution
  • 08:40 – Counties already have the information, it’s just a matter of getting it together with technology and keeping it updated with DOT’s records
  • 10:05 – As a consumer, what do you think needs to happen in the realtor community to stay ahead of legislative curves in the future?
  • 10:21 – Creating relationships with elected officials, running for office, advocating for clients where local governments are coming down harder on property rights
  • 10:41 – Counties and cities are taking development ordinances too far, like aesthetic design controls which aren’t powers given by general assembly
  • 11:19 – Have passed legislation to combat that, so it is clear
  • 11:44 – Being vocal and brave will increase awareness in community and broker community
  • 12:11 – Affordable housing is becoming a bigger issue and legislation like aesthetic design control drives up the price further
  • 12:30 – If realtors don’t combat bad legislation, it hurts affordable housing
  • 13:07 – Housing affordability: Affordable within your means and for your circumstance (near schools, amenities used, etc.)
  • 13:46 – “Affordable housing” has negative connotation; “Housing Affordability” better
  • 14:30 – Cities are encouraging more assistance-based payers in their developments
  • 15:00 – Assistant based payers living in environment with others improve the livelihood of all involved
  • 15:48 – How should a realtor find out what their GAD is doing?
  • 16:03 – A phone call, an invitation to a staff meeting, a coffee meeting with broker so they can understand their involvement
  • 16:48 – Go on website to know who does what and ask questions
  • 17:32 – What people think she does vs. what she does
  • 17:39 – House of Cards is all fun and games but it’s not typical
  • 17:50 – Most legislators came to their position because they want to do what they think is best, they aren’t getting paid a lot
  • 18:19 – Legislator tends to be older because they are retired and have the time
  • 18:30 – Cady tells people her job is to “talk, stock, and stay paranoid”
  • 18:46 – Reach Cady by email or phone number
  • 19:18 – Call your local association to find out your local and state Government Affairs Director and get involved to protect your clients

Reach out to Cady Here:

  • Email: cady@focuscarolina.com
  • Phone: 919-573-0996

3 Key Points

  1. State-made decisions hugely impact realtors and their clients – pay attention to them.
  2. Learn the state structure and get involved.
  3. Speaking up can protect your clients; ask questions and education yourself on beneficial programs and potentially damaging legislation.

Credits

Nov 14, 2017

Do you smell cookies? Leigh and Holly do in this episode of CSIRE, where they decide to lobby for snack baskets and cookies. But it isn’t all chocolate chip and oatmeal raisin; Holly Mabery, leader, educator, and veteran in the real estate business, discusses the need for questions, advocacy, connection, and community protection in the real estate business. Tune in to hear where Holly believes real estate agents are falling short, how we can impact our communities, and what we can do to protect our clients from inevitable changes in a cyclical market.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:54 – Holly is outside of Sedona in a place called Cottonwood; 3rd generation realtor and 4th generation Arizonian with 19 years in the real estate business
  • 02:50 – People think real estate is easy
  • 03:05 – Just sold her childhood home; it was the first house her mother purchased and sold
  • 03:40 – She had to explain agency to her mother; she could represent her parents but not the buyer
  • 04:22 – She has coffee with her mother on Sunday mornings and tells her about her day and work
  • 04:53 – Mother asks, “Did you sell something?” and is concerned that real estate “isn’t going to work out”
  • 05:39 – Explained to her mother that the process of meeting with a client and finding their house takes time and a process
  • 06:23 – Reminder that she must slow down and make sure everyone is on the same page
  • 06:34 – Grateful for her parents because they are still teaching her
  • 06:50 – Went out on one of her first foreclosure listings as a young agent
  • 07:02 – She was so excited and she went out and it was a single-wide trailer
  • 07:13 – The front door was open and the inside was a mess; everything was gross, there was trash from the neighborhood and it smelled terrible
  • 07:56 – There was no door; she used a piece of plywood and got a door
  • 08:59 – When you do cash for keys, you see people who are just down on their luck but then others are jackasses
  • 09:12 – You can help people and help work with them and the bank, others you just want out
  • 09:32 – Sometimes there’s evidence of human trafficking, drug abuse, child abuse, etc.
  • 09:45 – She fell through the floor of a foreclosed mobile home property in Central Phoenix
  • 09:51 – The holes had been cut in the floors to hide drugs
  • 10:20 – Open carry for those kinds of properties
  • 10:39 – Mobile homes are most affordable housing option right now
  • 10:50 – Even in a condo, you give your life away in HOA fees
  • 11:01 – She was VP of her HOA one year and it was a “special kind of hell”
  • 11:20 – HOA board members were so fussy about the smallest details
  • 11:40 – “Their light is on...that’s my favorite” (talking about HOA complaints)
  • 12:00 – They think its paid leadership
  • 12:18 – Lobbying for snack baskets and cookies
  • 12:54 – Did you expect to see yourself in a leadership/instructor role when you first started?
  • 13:01 – She came in to the business at 23 straight out of college and didn’t buy her first home until after 1.5 years of selling
  • 13:47 – She started reading the papers and giving the team relevant information
  • 13:57 – She got on the board and saw it wasn’t run the way it should be
  • 14:26 – If you are going to do something well, have a high sense of collaboration
  • 15:00 – How do we get to where we want to be and how do you motivate people to get there?
  • 15:05 – Sometimes it’s knocking on back doors, making conversation, meeting new people, breaking bread with people
  • 15:38 – Channel what you know to be better into people that haven’t heard the message
  • 15:45 – She was teaching LTA with Evan Fukes at a Leadership Training Academy in AZ and she asked, “Why are you here?”
  • 16:05 – She hit a metal easel behind her because she was frustrated and it scared everyone, she knew she crossed the line
  • 16:18 – She said, “I need to know why you are here and what you do for your members!”
  • 16:43 – Clients deserve better – most agents suck at telling the customer why they show up
  • 17:08 – Agents are told to “list to last” but schematics aren’t taught
  • 18:00 – People start to crowdsource to learn how to sell but they aren’t told the full story
  • 18:30 – The problem with team structure
  • 18:39 – Green agents jump on a team and are told they’ll be educated and mentored
  • 18:45 – Team leaders just sees “who sticks,” and customer is lost in obscurity
  • 19:18 – In NC provisional brokers shouldn’t be in teams because leaders aren’t capable
  • 19:26 – New brokers still get in through loopholes and they reflect poorly on other realtors
  • 19:36 – Disconnect between broker, team leader, and whoever else comes along
  • 19:44 – She has a heart for new agents: All they’re told is to make phone calls and get leads
  • 19:58 – It’s about closing and helping people on the back end
  • 12:10 – They say how many leads they get but what matters is what they close
  • 20:28 – Team leaders push calls but don’t teach them the real valuable information that they need to communicate with the client
  • 21:03 – Need to explain to consumer the difference between realtors
  • 21:15 – Consumer should use sites, but then find good realtor to guide them
  • 21:30 – Agents aren’t connecting with client at that deeper level to ask the right questions
  • 21:40 – Agents need to ask the right questions, ask about their goals, see how their goals fit with the market, and get them to their goal
  • 21:54 – Best realtors will get solutions from financing standpoint, find investor depending on what they want to buy, and ask questions to get clear on their long-term goals
  • 22:19 – It’s fascinating how the number of people who got upside-down during the dark time were never asked, “How are you going to support 10 rentals?”
  • 22:23 – We should keep asking questions knowing another recession is going to happen
  • 22:35 – In a low inventory market, people stop asking questions
  • 22:41 – This cycle goes back to foreclosures; the realtor didn’t ask enough questions to protect the end user
  • 22:55 – Ask temporary and long term goals; this is a long-term investment
  • 23:20 – Great opportunity for skilled realtors that understand that the market is cyclical
  • 23:32 – Pay attention to changes in legislation and be proactive
  • 24:00 – We tend to be reactionary in business and associations, but regarding advocacy, “climb the mountain today rather than fight the fire tomorrow”
  • 25:15 – The bill is going after much more than housing; it’s going after institutions and people and how they live
  • 25:33 – People think of themselves, but realtors should watch out for everyone in the community and say something if it could negatively impact others
  • 26:10 – Provisions will affect everyone now or later but people are so self-centered
  • 26:39 – Comparison with other markets (rentals/ownership) aren’t relevant
  • 27:08 – Housing is a main driver in the U.S., 20-30 are involved in home sales
  • 27:36 – Holly knew a flower shop owner who went from working with 40 realtors a month to two during the recession, for example
  • 28:00 – New bill throws a boulder in a puddle
  • 28:30 – Look at what people do for homeownership; she is remodeling bathroom and tradespeople have gone in and out
  • 28:48 – Tells you how budget/business must change for the long game
  • 29:02 - Agents miss opportunity playing the “one and done today” game; stop being pissed at NAR for standing up for people on national level
  • 29:19 – Look at the impact on your community; on people like the flower guy
  • 29:27 – If we educate new realtors we’ll have better advocates in the future
  • 29:44 – Leaders don’t want to talk about advocacy to new realtors due to money and that’s an opportunity lost
  • 30:07 -  At a listing appointment, don’t just spotlight MLS and a sign in their yard, but also negotiations, repairs, lender management, appraiser work, services, etc.

3 Key Points

  1. To do something well, you must have a high level of collaboration.
  2. Ask questions; your questions could save your client in the future.
  3. Understand that the market is cyclical and advocate to help protect your community.

Credits

Nov 13, 2017

Tax reform is on its way...FAST. Jamie Gregory explains what’s going on in Washington D.C. and how it negatively affects homeowners by taxing away tax incentives. Tune in to learn the benefits of homeownership, who is affected (hint: YOU), and what you can do to make your voice heard before it’s too late. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:50 – Jamie is with the National Association of Realtors (NAR) in Washington D.C.
  • 01:45 – What is going in Washington D.C. and the world of lobbying?
  • 01:55 – The passage of the tax bill out of the Ways and Means Committee
  • 02:02 – The release of the senate bill with provisions that affect housing, home ownership, and real estate
  • 02:20 – On the house side, chairman of the committee Kevin Brady says mortgage interest deduction has been retained, when in actuality its effectiveness is nullified
  • 2:38 – Bill will double standard deduction and eliminate state and local tax deduction, meaning only 5% of tax filers will be itemizing
  • 3:00 – Incentive provided by mortgage infrastructure will be taken away
  • 03:13 – Homebuyers receive tax refund, see financial benefit, and put money back into the local economy
  • 03:45 – Renters are great but homeowners tend to invest in and care about the improvement of their neighborhood more
  • 04:20 – Sociologists have studied how home ownership creates more stable, active, voting communities
  • 04:30 – We don’t want to take that away; for 100 years, there has been an incentive in the tax code for homeowners
  • 04:43 – What is being proposed in Washington will take that away and make renting and owning no different
  • 05:08 – Other things in the tax reform: Punishment for buying a home and watching equity values increased over time
  • 05:25 – State and local deductions – house bill retains reduction for state and local property tax, but 70% of deduction is for income tax, which has been removed
  • 05:46 – In senate bill they have eliminated state and local deductions
  • 05:58 – Combined with mortgage interest deduction, the state and local deduction provide total incentive to buy a home
  • 06:08 – In 1997 congress passed the Homeowner’s Capital Gains Exemption: If you sell your house after 2 years you can keep up to $250,000 tax free as a single filer and up to $500,000 if married
  • 06:30 – The house is proposing to change the rules on that to more than double the time requirement
  • 06:50 – The provision was put in place to help people unlock home’s value and functions well for military, people who move frequently
  • 07:25 – The elimination of second homes; mortgage interest deduction won’t be used on second homes
  • 07:34 – This affects not just executives or military; many people move regularly or have other living situations, and changing the rules negatively impacts those people
  • 08:32 – National average for living in a house was 5-6 years, and has crept up to 7-9 with recession
  • 09:44 – When the Homeowner’s Capital Gains Exemption was passed in 1997, it simplified the process from how it was before
  • 10:14 – Resource to understand the whole picture: https://www.nar.realtor/ click “Federal Issues,” then “Tax Reform,” you can see maps, statistics
  • 11:10 –Another resource: http://homeownershipmatters.realtor/
  • 11:30 – Need tax reform, but the National Association of Realtors does not agree with changes proposed and they are intentionally moving quickly
  • 12:30 – Obamacare is an example of something that was hastily passed
  • 12:53 – Speaker Ryan has been telling Republican Conference that they must pass the tax reform or else they won’t do well in the 2018 election
  • 13:11 – Jamie believes that, if bill is passed, people in high homeownership rates will learn the implications of the bill and they’ll do poorly in 2018
  • 13:32 – It’ll impact realtors, but NAR and realtors are really the only voice for homeowners on capital hill
  • 13:56 – Realtors invest in communities and represent their districts in a meaningful way
  • 14:16 – Contact your elected officials by texting “Action” to 30644
  • 14:30 – The NAR wants to hear the voice of consumers, too: go to http://homeownershipmatters.realtor/ to respond to the consumer call to action

3 Key Points

  1. The tax reform bill is speedily making its way through the house and senate.
  2. Use the above resources to educate yourself on the tax reform proposals and see how it impacts you.
  3. Tax reform is needed – but not on the backs of homeowners.

Credits

Oct 20, 2017

Snow boots or cowboy boots? Pizza or salad? Director of Marketing Frankee Chapa talks about the difference between real estate in Maine and Texas, the “real estate 15” (or 30) and ways to combat it, and the importance of putting your best out there, whether it’s your personal appearance or your MLS photos.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:50 – As the Director of Marketing for an office, Frankee works in San Antonio, Texas and has been in real estate for about 6 years, starting in Maine
  • 01:42 – She likes to discuss the difference between the real estate business in Maine vs. Texas
    • 01:50 – small town vs. city, rural vs. urban, only small business vs. tons of options
    • 02:30 – the “real estate 15” (or maybe more like 30!) instead of the “freshmen 15” because of the number of builders, warranty companies, etc. etc. that feed you unhealthy food all the time
    • 03:16 – Frankee schedules these meetings and tries to push for healthier food
  • 04:20 – How do you keep your realtors from getting fat?
    • 04:24 – Health challenges each month like drinking a gallon of water or exercising for 30 minutes each day
    • 04:54 –In real estate you care about your image and show that with outfits and your outward appearance
  • 05:15 – What else is different between Maine and Texas, besides the “real estate 15/30”?
    • 05:20 – In Maine you always keep your snow boots in your trunk, in Texas they’re replaced with cowboy boots
    • 05:52 – The outfits are very different, in Texas they’re big and beautiful and in Maine they’re more simple
  • 06:13 – The importance of dress
  • 06:10 – Dress like a professional that is handling your client’s important asset
  • 6:30 – If you dress like you care, it changes the way you carry yourself
  • 07:04 – The agents in Texas look dressy with a good pair of cowboy boots
  • 07:20 – The number of agents: In Maine there were 900, ½ of which were probably part-time, and in Texas there are 10,000
  • 08:00 – It seems like there is less competition in Maine, but it’s a head game because not all agents are good and hardworking, so the pool of good agents is small wherever you go
  • 08:23 – Many realtors don’t focus on professional photos, marketing, and what clients want
  • 08:58 – Frankee saw a realtor who took photos of a property, took a screenshot on their phone of the photo, then actually uploaded that to the MLS for buyers to see
  • 09:26 – This was a bigger company and Frankee is surprised that it was allowed by the company and the client
  • 10:15 – Taxidermy room on MLS...appropriate?
  • Frankee works at ReMaxx North San Antonio: Website

3 Key Points

  1. Maintain your personal appearance – beat the “real estate 15” with challenges at the office.
  2. Every state has its style, but always keep it classy!
  3. No matter how competitive your market, stand out with quality, professional work.

Credits

Oct 17, 2017

Not feeling the love?—Pinky sure wasn’t when a client decided to critique everything from her dress to “the old lady in the bathroom.” While the haters were busy hating, Pinky decided to keep on taking control of the real estate game with creative videos, unique property stories, and...septic tanks? 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:56 – Today’s guest is an amazing force in real estate with incredible social media and marketing skills
  • 01:06 – “Pinky Knows Naples” is the name of her show
  • 02:20 – Client story: Pinky loves using video for properties, her community, and everything in her life and appreciates constructing criticism
  • 03:25 – During a walkthrough she told her artist-type client to be aware of her art and paint and how it may be perceived by potential buyers
  • 05:36 – She and videographer still filmed the property and the client didn’t like it but didn’t provide constructive criticism
  • 06:30 – She had held a viewing party of the 3-minute video and finally told Pinky that she thinks she “slouches too much”
  • 07:45 – She doesn’t normally share that she had a chronic lung disease as a child that affects her posture, but she shared this with the client, apologizing if it affected the video
  • 08:24 – Client then states that she looked like she was going to “fall out of her dress,” and there was some “old lady in the bathroom,” revealing that the “viewing party” was of multiple of her real estate videos
  • 09:40 – That “old lady in the bathroom” was helping share the story of her home because she loved her bathroom and the vanity
  • 10:30 – Pinky felt like the client was so critical and didn’t understand the concept, and they couldn’t work together because the client couldn’t be made happy and even wanted Pinky’s commission reduced if an offer was less than the asking price
  • 11:50 – “How do I get comfortable in front of the camera?”
  • 12:00 – Know that there will always be critical people and learn to laugh it off and move on
  • 12:25 – There will always be more people who will appreciate what you do rather than critique it
  • 12:40 – Suck it up and recognize their nastiness as a reflection of themselves, and just do you
  • 13:09 – Ask the homeowner why they bought the house and what they love and make that a focal point
  • 13:45 – Even if it’s the fact that there are two septic tanks, find a creative way to showcase it as a selling point: Are you “full of shit?” for example
  • 15:33 – Contact Information: If you are looking for a creative marketer in Naples
  • 15:42 – Website and on Facebook search “Pinky knows Naples”

3 Key Points

  1. Video is an excellent and creative way to tell a property’s story.
  2. There will always be critics – just do you.
  3. Always ask the owner what THEIR favorite part of the house is – then showcase it (unless it’s horrendous “art!”).  

Credits

Oct 3, 2017

The last thing you’d expect during a house visit is to be greeted by a house owner in his birthday suit. But, since this is the case for today’s guest, Jason Peé, tune-in to find out just how he handled this unsavory predicament. In this episode, Leigh welcomes Jason Peé, a realtor in Charleston, South Carolina. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience 

Time Stamped Show Notes: 

  • 00:21 – Introduction for today’s episode 
  • 00:35 – Leigh introduces Jason 
  • 00:57 – Jason is from Charleston  
  • 01:12 – Leigh shares the first time she met Jason 
  • 03:05 – Tax sales can be risky, but if you’re a long-termer, it shouldn’t be that bad 
  • 03:20 – Most people are after the interest  
  • 04:02 – Jason and Leigh both love the article about the couple who bought a street in San Francisco  
  • 04:24 – There was a property in Charleston that Jason was looking up for his client, but he had a hard time finding the owner  
  • 05:00 – Jason met the owner  
  • 06:30 – The 85-year old owner greeted Jason at his front door naked 
  • 09:00 – Jason felt uncomfortable and told his client what was happening over the phone 
  • 09:20 – Jason told the owner that he’d just leave the offer, so he can think about it 
  • 10:01 – Jason got a call from the owner two days later 
  • 10:20 – The owner told Jason that he appreciated the fact that Jason did not tell him to put on clothes because he hates clothes 
  • 10:30 – The owner told Jason that he’s open to the deal 
  • 11:00 – Jason shares some other weird experiences during a house visit 
  • 12:10 – Assumptions made about realtors 
  • 12:36 – Jason always tries to educate his neighborhood 
  • 13:12 – Jason lost everything he had during the market crash 
  • 13:31 – Jason now tries to give back to people by helping them 
  • 14:14 – Get opinions before offering your place to people who buy property 
  • 14:37 – The flip sales explained 
  • 15:42 – Ask your community who you should talk to if you need help with your property 
  • 16:20 – Realtors want to protect affordable housing too 
  • 16:39 – Jason knows just who to work with  
  • 17:06 – Jason shares about a deal that one of his colleagues had 
  • 18:53 – Jason wants investors to have fair play in the market  
  • 20:50 – Reach Jason at www.charlestonglobalpropertyshop.com or at 68 Line Street, Charleston, SC 
  • 21:18 – Jason is getting his new office on King St.  
  • 21:35 – Call or text Jason at 843-532-0128 If you have questions—even if it’s just about Charleston 
  • 23:10 – Tweet Leigh Brown for your very own crazy story in real estate  

3 Key Points 

  1. Stay professional regardless of the circumstance—don’t tell people what they should or should not do.  
  2. When selling your property, seek opinions from those who are well-versed in the industry, don’t fall prey to flip sales. 
  3. Invest in a manner that’s fair.   

Credits 

Sep 26, 2017

Prepare to be entertained in this extremely hilarious episode with Alex Milshteyn. Alex starts off by sharing a story of being booted out of the house because of his age and he delves into a time when he was the subject of some unsavoury, unwanted publicity. While signing off, Alex imparts some great advice for all the young realtors who are still getting their feet wet in the business. Tune-in and learn the benefits of working your butt off, building loyalty and finding a mentor. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.

Time Stamped Show Notes:

  • 00:30 – Leigh welcomes Alex
  • 01:14 – Alex lives from Ann Arbor, Michigan has been in real estate for 18 years
  • 03:30 – Alex shares his first story: “Sometimes you don’t get what you expect”
    • 03:37 – While doing floor time at his office, Alex got a phone call from a woman who wished to sell her house
    • 04:15 – He set up a meeting and arrived at the woman’s house at the appointed time
    • 04:22 – Alex was young and inexperienced at the time—he’d been in the business for just 6 months
    • 04:46 – Before letting Alex in, the woman looked over his shoulder to see if there was anyone else with him
    • 04:58 – When Alex expressed interest in starting the tour of the house, the woman said, “I want to wait till Alex gets here to start the tour”
    • 05:20 – On being informed that the 18-year-old in front of her was in fact Alex, the woman kept looking at him incredulously
    • 05:44 – Saying that Alex was not old enough, the woman walked Alex out of the house
    • 06:13 – The woman refused to return any of Alex’s numerous calls, and her house never went on the market
    • 06:37 – On reflecting back, Alex felt that the woman was expecting a hot date, and Alex did not fit her bill
  • 08:05 – Alex shares his second story: “Not all publicity is good publicity”
    • 08:22 – Alex was having an extremely hard time selling a house with an extremely unconventional design
    • 08:37 – After having the house on the market for six months, Alex was desperate to sell this house
    • 08:50 – In his desperation, Alex contacted a staging company to get a tenant with really nice furniture to come and stay in the house
    • 09:20 – Alex thought it was a good proposition since the tenants agreed to move out of the house in case of a sale and with no notice
    • 10:19 – Was hopeful of striking a deal as the price was also reduced
    • 11:19 – Was shocked to see this house with his “For Sale” sign and his name being covered in daily news
    • 11:35 – The tenant, a masseuse decided to get frisky with a client, and was accused of rape
    • 12:05 – Rushed to the house to remove his “For Sale” sign
    • 12:27 – This entire incident left Alex embarrassed and his seller fuming
    • 12:35 – Alex managed to placate the seller, keep his job and sell 20 more houses for the seller
  • 14:00 – Avoided using his photo in advertising for five years after joining the realty business
    • 14:07 – Clients are hesitant in dealing with someone who looks young and inexperienced (which he is not)
  • 15:35 – Consciously decides not to hard sell a property by providing a full disclosure of positives and negatives to the client; let’s go off short-term gains to build long-term client loyalty
  • 16:41 – Realtors should have savings or a backup plan so that they do not feel pressured to compromise interests of their clients
  • 17:26 – Alex does not sell, but he just talks and gives people his honest opinion
  • 18:15 – When you are young and inexperienced, the only value you can show is by “working your butt off”
  • 18:47 – Realize that a “No” right now might not be a “No” forever; keep on calling till a “No” converts to a “Yes”, or the client asks you to stop calling
  • 19:04 – Call them back, keep following up and work your butt off because, if you do that, you will be successful
  • 19:15 – Unfortunately no one was interested in mentoring Alex when he started off; however, today, you can join one of the various support groups on Facebooks to get help
  • 19:39 – Watch and learn from your competitors; Alex has surpassed many of his competitors that he learnt from in the initial years
  • 20:12 – Get in touch with Alex through his website or email
  • 21:44 – Tweet Leigh Brown for your very own crazy story in real estate 

3 Key Points

  1. Getting a mentor is a great idea, especially in the initial stages of your career.
  2. Realize that a “No” right now might not be a “No” forever; keep on calling till a “No” converts to a “Yes”, or the client asks you to stop calling.
  3. When you are young and inexperienced, the only value you can show is by “working your butt off”.

Credits

Sep 22, 2017

Tune-in and listen to an enthusiastic George Wonica share the best and most entertaining stories from his 26 years as a realtor. Being the son of a realtor, George started off in this business at a young age, and has a wide arsenal of interesting stories to tell. George offers his advice for those wanting to buy or sell a house and he urges everyone to get better at what they do, but at the same time, to NEVER forget to have FUN along the way. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience.                                                               

Time Stamped Show Notes:

  • 00:32 – Leigh welcomes George
  • 01:23 – From Staten Island, New York, George is a broker associate, certified residential appraiser and mortgage broker
    • 01:33 – George has held a broker license for 25-26 years now
  • 02:13 – Being the son of a realtor and in this business for so long, George has a wide repertoire of stories
  • 02:37 – Story #1: “Sorting out marital issues”
    • 02:43 – Happened 15-16 years ago while doing an appraisal
    • 03:04 – Had to inspect the house with only the wife present
    • 03:25 – When George entered the house to inspect, the woman sent her kid outside to play with her friends
    • 03:43 – Dressed provocatively in a robe, the lady started talking about her marital issues
    • 04:22 – The woman asked George to come up with a really low price so that she could buy out her husband
    • 04:28 – George firmly stated that he was appointed by the court to appraise a fair value
    • 04:37 – Expressing that she was ready to do anything, the lady opened up her robe
    • 05:20 – Based on what happened, George’s father could not wait to go to the property himself!
    • 05:40 – When George’s father finally got the chance to inspect the house, the kid stayed in the house the whole time and nothing out of the ordinary happened
  • 06:27 – Story #2: “Love knows no boundaries”
    • 06:43 – While working on a foreclosed property, George came across a property that had a lockbox on it
    • 06:56 – When he tried to do walk-in, he found out that somebody was actually living in that foreclosed, vacant house
    • 07:21 – Often squatters break into a foreclosed house; however, squatters do not tend to respond, and simply run away when confronted
    • 07:51 – He was surprised to find out that the intruders were not squatters, but a couple of real estate agents
    • 08:06 – He found out that the agents decided to make the house their “love shack”
    • 08:43 – Even today when he runs into these agents, he can’t help but smile
  • 09:58 – “Always have a lot of fun in this business. You never know who you are going to find, whom you are going to meet, or what you are going to walk into!”
  • 11:25 – Getting mentored by his father has contributed to George’s success
    • 12:44 – He’s learned a lot about owning property and purchasing property from his father; he bought his first property before he even started drinking
    • 13:05 – Got an early start since he could build upon what he learnt from his dad
  • 13:30 – In spite of his old age, George’s father does not shy away from using the latest technologies and gadgets
  • 15:43 – “You have to smile and you have to have fun. Don’t take anything too seriously”; outlook has changed after having 3 kids
  • 16:38 – Try to have fun every single day, try to get better at what you do every single day, and try to be a better person every single day
  • 17:03 – Buyers and sellers do not want you to be serious all the time; they want you to give real opinions, have real falls and live life with them
    • 17:36 – George believes in wearing his heart on his sleeve and calling a spade, a spade
  • 18:54 – Contact George through his website; though George works primarily in Staten Island and Brooklyn, he can connect you with realtors anywhere in the New York State
  • 19:34 – Alternatively, you can connect with George via Instagram or Facebook; gswonicasells is George’s Snapchat id
  • 19:44 – Call George on 718-442-2880 (Ext. 105)
  • 21:24 – Takes time off to play with and coach his kids
  • 22:28 – Tweet Leigh Brown for your very own crazy story in real estate
  • 22:43 – Visit Crazyshitinrealestate to access shownotes for this episode

3 Key Points

  1. Wear your heart on your sleeve and call a spade a spade; buyers and sellers want your real, honest opinion.
  2. Try to have fun every single day, try to get better at what you do every single day, and try to be a better person every single day.
  3. Find a good mentor who can help you find success early on in your career.

Credits

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