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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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Aug 6, 2020

Want to know why it’s so important to get a home inspection? Let Daniel Smith, an author, speaker, and strategist, tell you the story of when someone tried to sue him for nondisclosure. Listen in to learn why honesty is the best policy, what agents do that’s so valuable, and what can happen when dishonestly comes back to bite you in the ass.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 01:00 – Introducing Daniel, he sold real estate until 2007, then sold his business
    • 01:50 - He started speaking, writing, teaching, is a principal broker, and married a broker
    • 02:40 - He enjoys working with real estate professionals
  • 03:15 – Dan’s CSIRE story
    • 03:20 - He’s in California, which is a very litigious state; he was sued 7 times and won all the ones he went to court for
    • 04:20 - The first one was the most memorable; his broker and owner were livid and he was in his mid-20s
    • 05:10 - He ended up going to court for non-disclosure; they wanted enough money to pay for the house
    • 07:25 - The home inspector saved the day; he showed pictures proving Daniel’s case and the judge dismissed all charges and dropped the case
    • 07:55 - The homeowners were trying to game the system and cut the support beams under the house; they got caught and messed up their own home
  • 08:40 – The lessons
    • 09:05 - There are sketchy people out there
    • 11:10 - You need a home inspection
    • 11:30 - As a seller, be honest; as a buyer, do your due diligence and be honest
    • 13:30 - Virtual operations may change things because of COVID-19
    • 14:30 - REALTORS® are necessary and agents are valuable; just using an app isn’t enough
    • 16:40 - Urbanites are running for the hills because they aren’t limited by location anymore
  • 18:05 – How to reach Dan: his website, Facebook, Instagram, and Twitter 
    • 18:45 - He might be on TikTok soon; he’s fighting it, though

3 Key Points

  1. Tell the truth.
  2. Get a home inspection.
  3. As a REALTOR®, it’s not your job to fill out the disclosure.
Jul 30, 2020

How does a supermom REALTOR® balance it all? Karla Jacobson, an Associate Broker with Fortify Group in Geneva, Nebraska, schedules the time, whether it be for herself, her family, or her friends. Listen in to hear Karla share why self-care makes for a better REALTOR® and how she treats her clients with respect and care. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 01:00 – Introducing Karla, an Associate Broker with Fortify Group in Geneva, Nebraska; the company does insurance and real estate
    • 01:30 - She’s been in real estate for 13 years and was in banking for 17 years
  • 03:00 - On “coming over to the good side” of real estate
    • 03:05 - When she was in banking, her husband was on the road a lot and she was caring for a family; she realized she wasn’t going to be able to grow in the industry
    • 03:37 - She was recruited by a broker but had to wait until her child was a bit older
    • 04:45 - She’s learned lots of life skills from the industry; for example, remembering names, intervening when needed, and getting shit done
  • 07:40 - What she wishes she would’ve known
    • 07:45 - You have to schedule time for your family, friends, and self; call it an appointment if you have to
    • 8:35 - REALTORS® are people-pleasers at heart; it’s hard to balance work and personal life
  • 10:50 - On being humble and a lesson she learned
    • 11:00 - She has sold trailers and was discriminated against in the financial world
    • 12:05 - She treats all her customers the same; in her market, you look at everything at once since there isn’t much 
  • 13:45 - On building homes
    • 14:00 - Her and her husband found their dream property and built their own home; she’s working with a developer to build other homes
  • 14:40 - Her CSIRE story
    • 14:45 - She’s had people know if someone died in the home, crazy cat ladies
    • 15:30 - She sold a mansion with a pool to a young family; the seller’s agent was promising things that he couldn’t promise about the pool
    • 16:20 - The buyers said that the contract needed to say that the pool had to be “opened for the season”; it took $15,000 for the pool to be opened, then they closed
    • 16:30 - She listened to the expertise the client brought to the table
  • 18:55 - How to reach Karla

3 Key Points

  1. Ask for answers directly and eloquently.
  2. Working in real estate teaches you valuable life skills.
  3. Schedule time for yourself, your family, and your friends.
Jul 23, 2020

Being a good REALTOR® is about so much more than just sales and commission. It’s about serving people. Dan Rochon, a REALTOR® with the Greetings Virginia Sales Network, knows this well and was reminded of it when he got a fateful call years ago. Listen in to hear Dan share why an app can never replace a good REALTOR®, and learn what he carefully considers during every negotiation. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 00:40 – Introducing Dan, the Head Coach/Visionary with the Greetings Virginia Sales Network who has been selling real estate since 2007
    • 01:15 - He lives in northern Virginia with his wife, daughter, and dog
  • 03:00 – Real estate in his area
    • 03:13 - The economy is great and insulated from the rest of the country
  • 04:00 – Dan’s CSIRE story
    • 04:30 - They were in their office with old-school phones and it rang; he answered the phone and the lady was a seller he had been prospecting for two years
    • 05:05 - She called to cancel their appointment because her husband had killed himself the day prior; he never answered the phone but did on that day
    • 05:30 - He listened to her and went home and cried
  • 06:05 – The lessons
    • 05:35 - It’s not about sales or commissions; it’s about helping others
    • 05:40 - REALTORS® work round-the-clock and are wound up in emotions, too
  • 07:25 – On being a professional waiter
    • 07:45 - He thought being a waiter was draining, but real estate is more emotionally draining and brain taxing than the Army
  • 08:15 - Real estate is about people
    • 08:20 - Even though there’s more technology now, real estate will always be about people and their needs on both sides of the table
    • 09:45 - An app will never change the need for a human to do the job or a REALTOR®
    • 10:30 - It takes someone with skill to handle negotiations and the unexpected things that come up burning a transaction
    • 10:44 - A REALTOR® also acts as a mediator between people who are running high on emotions
    • 12:00 - Cultural differences impact the way people handle a sale, too
  • 12:45 - Real estate is a tough industry
    • 12:50 - People in the service industry have experience in hard work, negotiations, and great customer service under pressure
  • 15:15 - How to reach Dan

3 Key Points

  1. It’s not about sales or commission; it’s about the needs of the human.
  2. Real estate takes every ounce of everything you have.
  3. An app can’t do what a REALTOR® can.
Jul 16, 2020

Want to hear a crazy shit story (literally)? Of course you do, that’s why you’re here! Chris Prefontaine, a real estate investor and coach, had to do some quick problem-solving when things went south at one of his college investment properties. If you’ve got questions about how investments work without a bank loan or personal money, Chris is the guy to ask. Listen in to hear Chris share what he advises investors, why people love his solution, and how he brought his sons into the business, too. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 00:40 – Introducing Chris, who’s been in the industry for almost 30 years
    • 00:50 - He’s in Newport, Rhode Island and works with his two sons running a buying and selling entity and coaches others to do the same
    • 02:40 - He got crushed in 2008, but during COVID-19 he’s been tripling deals
    • 03:30 - They buy everything lease-purchase or owner financing; neither require a bank loan or personal money
  • 04:00 – How it works
    • 04:05 - Banks aren’t lending like they were, a lease-purchase helps people lock in profit and be hands-off on the process
    • 05:20 - It helps you protect what you have no matter what the market does; he helps people get the solution they need
  • 06:25 - His CSIRE story
    • 06:30 - A client stayed in a home for 26 months and gave them credit the whole time; when she left, they had a payment due
    • 07:25 - They gave her stability and peace of mind, but she was essentially paying to be in her home
  • 07:40 - On debt limits
    • 07:50 - After 2008, he’s careful not to be overleveraged and advises investors to do the same
  • 08:25 - Another CSIRE story
    • 08:30 - They used to buy college properties; they got a call and the basement was full of sewage a foot deep
    • 09:10 - They went in and cleaned it manually and it happened a second time at the same property; it wasn’t the kid’s fault, roots had grown into the pipes
  • 10:20 - How to contact Chris:

3 Key Points

  1. You can’t learn better than toe-to-toe.
  2. Don’t be overleveraged.
  3. People value stability and peace of mind.
Jul 2, 2020

Are the winds of change blowing you into the harbor of opportunity or plastering you to the couch with a bowl of snacks? Rik Rushton, a peak performance coach, speaker, and author challenges you to use this time to grow and improve. Whether you’re looking to build authentic relationships or expand your expertise, this episode will give you a glimpse into what it takes to earn trust, live a life filled with gratitude, and propel yourself towards your dreams. Listen in to hear Rik’s journey towards authenticity and discover what he’s learned about his relationships with his clients and kids in the process. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

  • 01:00 – Introducing Rik; he entered the real estate industry in 1989 
    • 02:00 - He had good intentions but didn’t have the skillset; he had a broker offer to help him grow his expertise and he began the path of personal development
    • 03:00 - By 1993 he was in a leadership position and by 1998 he bought the company, which he sold in 2016
    • 04:10 - He believes your decisions dictate your future and we’re here to be in gratitude and abundance 
    • 04:25 - He’s busier than ever; he’s on Zoom a lot
  • 06:20 - Rik’s CSIRE story
    • 06:40 - He was working to sell a home for someone who ended up not even being the homeowner; it was a test of authenticity
    • 07:50 - He was ¾ of the way into the sale of the home when he found out he was dealing with the tenant, not the owner
  • 09:00 - Another CSIRE story
    • 09:05 - He got a call from someone wanting to “get a feel for the market”; they didn’t know where they were moving 
    • 09:40 - The woman was very effervescent and the man would just grunt answers; they told him they were splitting up and she was going to marry her female best friend
  • 10:20 - The lessons
    • 12:40 - This is where interpersonal skills come in; sometimes you get blindsided and learn new ways of living and being from clients
    • 13:00 - You don’t build trust; you earn it with empathy, connections, and relationships
    • 15:00 - In 1998 he told himself he wasn’t ready to write a book on authenticity; now he feels he has more life experience and that perfectionism got in the way
    • 16:20 - Don’t be the one to tell yourself “no” and don’t be judgemental of others; your job as an agent is to get people to a better place
    • 18:20 - He’s learned so much about his children, too, and the fact that the world they’re living in is so different; they need strong roots and foundation
  • 20:55 - How to find Rik: his website or email at rik@rikrushton.com; you can also find his book and TedTalk there 
  • 22:35 - “Work harder on yourself than you do at your job.” - Jim Rohn
    • 23:10 - Use this opportunity to work on yourself and grow; the winds blow on everyone, some use the winds to propel their dreams and others let themselves be held back

3 Key Points

  1. Wake up with gratitude. 
  2. Everyone’s trying to move to a better place. 
  3. You need a mentor in order to grow and improve, no matter what industry you’re in.
Jun 25, 2020

Plot twist! This episode is an interview of yours truly by Greg Fowler on the Real Estate Titans podcast. Whether you think you already know everything there is to know about me or you’ve always wondered what I’m all about, this episode is a deep-dive into the real, uncut life and inspirations of Leigh. Listen in to hear my journey, what I’ve learned along the way, and why I’m so damn excited about real estate. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

  • 02:45 – Introducing Leigh
    • 03:00 - She’s originally from Concord, North Carolina, has been in real estate for 20 years and previously sold chainsaws, lawnmowers, and weed trimmers 
    • 03:45 - She’s got a husband, two kids, and three cats; she runs, plays piano, and sings 
  • 05:00 – Why Leigh chose real estate
    • 05:05 - Her father has been in the industry since 1978; she helped her dad as a kid and he made her get her license “just in case”
    • 05:24 - She bartended in college, became a stockbroker, then went to Husqvarna to work in sales
    • 06:50 - They moved her around and she didn’t want to move anymore, so she called her dad and he recommended she get into real estate
    • 07:08 - She loves the industry especially the spaces she had no idea existed before she dove in, like speaking, training, and brokering
  • 08:20 – Leigh’s “WHY”
    • 08:40 - In retail real estate, she primarily works with sellers; she gets excited when she helps people navigate the minefield of real estate
    • 09:10 - She loves the drama and the interesting things that happen unexpectedly
    • 09:13 - One time, a closing blew up because the buyer got in a car accident and no longer had down payment money; she had to problem-solve through it
    • 09:45 - With speaking, Leigh is motivated to help others elevate their position in real estate; she falls in love with other people’s potential
    • 12:00 - She’s always thinking about the highest and best use of her time and recommends everyone do the same for their unique service offering
    • 14:00 - Leigh learned that her big why wasn’t simply in the numbers of homes sold; she wanted to make a difference in a significant and impactful way
    • 15:22 - In 2009 she started volunteering at the association and saw what others were doing in the space; she’s been a different person since
  • 16:45 – About RPAC - The REALTORS® Political Action Committee
    • 18:35 - They do the work of what would be a National Association of Homeowners if we had one
    • 18:45 - The RPAC goes in to fight fires with facts about regulatory burdens, bad zonings, and affordability issues
    • 21:00 - REALTOR® political advocacy is powerful; it’s been shown to make an impact nationwide
    • 24:00 - It’s important to talk about the benefits of homeownership; Millenials are spoiled by swanky rentals and that’s why they aren’t buying
    • 24:51 - The American homeowner rate is 61.4%, but we should be at 67-68%; the African American homeownership rate is 42.6%, it’s too big a gap
    • 26:15 - Homeownership means financial stability and everyone needs to be educated on that; that’s where REALTORS® need to come in
  • 27:00 – How to get involved
    • 27:07 - Go to NAR.realtor and look at the resources available; use them to educate people, neighbors, and clients
    • 29:00 - Demonstrate who you serve with your marketing; look at diversity and commonalities
    • 30:35 - Research, go to your association and remember that you are at the cornerstone of homeownership
  • 35:50 – A couple of things that Leigh added to her business to get to the next level
    • 36:05 - Outbound phone calls; all you need for your real estate business is already in your hand 
    • 37:45 - In her office, everyone does at least one outbound call a day; say “If you need me call me back”
    • 38:20 - The secret sauce to real estate is hard work and discipline; Millenials who make outbound calls are way ahead of the game
    • 39:00 - Send out stationary and send out snail mail; it doesn’t have to be hard, 5 notes a day and one call a day will make your business grow
    • 39:40 - Real estate is about being likable; you need to be competent and knowledgeable but likeability comes first
  • 41:00 – Learning experiences
    • 41:20 - Financial discipline; Leigh learned this the hard way when she got a bill from the IRS for $19,000 at 25-years-old
    • 42:30 - Prepare for lean times; always pay your state DOR first before the IRS because they’re more aggressive
    • 43:50 - Get incorporated to benefit your bottom line; give back first and there will always be enough
    • 45:45 - She wants to help more NAR members own homes because 30% don’t own
    • 46:30 - She loves her team and realizes how valuable they are; she’s also learned how to say “no” 
    • 48:30 - She has learned how to thank her client’s and appreciate their willingness to accommodate and help, too
    • 50:30 – Advice Leigh would give her younger self
    • 50:42 - She would tell her younger self to give 0 f*cks; she cared too much about what others thought
    • 51:30 - When she found her voice, she didn’t what to put it away; she would recommend listening better and hugging people more
    • 52:11 - Slow down, listen, adapt if you want, but don’t be afraid to say what you think; the way you say things matters more than what you say
  • 56:00 – On learning
    • 56:30 - She’s a bibliophile and she works with Dan Sullivan inside Strategic Coach
  • 01:00:00 - Leigh’s books: Outrageous Authenticity, 7 Deadly Sins of Sales, and Peeling the Onion

3 Key Points

  1. Speak up and ask! 
  2. Don’t forget to think about and nurture others. 
  3. Reach out, get involved, listen, and build better relationships.
Jun 18, 2020

Tax-free. Now that I’ve got your attention, Dave Foster, the founder and 1031 Exchange mastermind behind The 1031 Investor, is a pro when it comes to leveraging tax codes to maximize your investments and sell them tax-free. Whether it’s for investment properties or even your primary residence as a real estate professional (in Dave’s case, a boat for 10 years!), there are ways to legally maximize your profits with every transaction. Listen in to hear Dave’s strategy and investing advice — and learn how it has worked for his family and clients.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

  • 01:30 – Introducing Dave, who got into real estate after having his son and wanting to spend more time with family
    • 02:10 - He and his wife didn’t want to sacrifice their lives to a career; they got into the last real estate rush before the crash and bought a property in Denver
    • 02:55 - His accountant broke the news that, after taxes, he actually didn’t make much profit for all the work; then he learned about the 1031 exchange
    • 03:30 - Now, for the past 20 years, he’s been doing them for himself and others
  • 05:30 – Dave’s CSIRE story
    • 05:45 - He and his wife turned a real estate investing career across four different markets into a sailboat that they lived on for 10 years with all four of their boys
    • 06:30 - They used investment money to pay for it and used Section 121 for their primary residence
    • 07:00 - On Section 121: If you live at a property that you own for 2 out of 5 years, you can take the first $500,000 in profit tax-free
    • 08:00 - You can use that once every two years; it’s not a once-in-a-lifetime opportunity so you could take profit tax-free 8-9 times over a lifetime
    • 08:50 - You don’t have to keep your 1031 real estate as investment real estate forever; he and his family combined the 1031 and Section 121 to pocket the profit
  • 10:40 – Another CSIRE story
    • 10:50 - One of the homes they lived in was a set to a movie called Reservation Road; then they went to Florida
    • 13:00 - He has friends that are leveraging the 1031 Exchange and Section 121 to fund their retirement
    • 13:55 - 1031 Exchanges require the use of an intermediary and a QI to make sure everything aligns with the law; there are regulatory hoops to pass
    • 14:50 - Real estate that qualifies for 1031 Exchange must be intended for use and to hold; Dave had a friend who wanted to sell after a month
    • 15:20 - He did intend to hold it, which was in a contract, but the tenant moved out unexpectedly due to a bear that moved in next to her trash can
    • 17:25 - He did the 1031 Exchange and everything was fine; the intention was there
  • 17:50 – Dave’s piece of real estate investment advice
    • 18:00 - You make money when you buy, and you keep your money when you sell; as long as you own the property or sell it into another 1031, you’ll never pay the tax
    • 19:00 - When you die, it doesn’t matter how much tax you have built up; your heirs get it as though they paid market value for it so that tax goes away
    • 19:22 - Buy it right, sell it right, and enjoy making money for yourself and your heirs 
  • 19:55 – How to get in contact with Dave: his website and go here for a $50 coupon on your next 1031 Exchange deal

3 Key Points

  1. Get educated on the 1031 Exchange. 
  2. Research Section 121 and see how you can leverage it!
  3. Don’t do something just because you think you can get away with it but don’t not do something because you’re afraid of getting questioned about it.
Jun 11, 2020

Need some motivation? David Greenspan the founder and CEO of MindShare 101, has got some inspiration for you! Whether you’re an early bird or a night owl, there’s no excuse for not checking things off your to-do list and moving towards your big goals. Listen in to hear what David thinks about online “pollution”, what he thinks we should be doing instead, and what he finds to be the biggest disruptor in the real estate industry today. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

  • 00:30 – Introducing David, the founder and CEO of MindShare 101, the host of the MindShare podcast, and a speaker, marketing strategist, and coach
    • 01:00 - His company helps people provide value, get their message across, and get in front of their ideal client
  • 03:20 – The CSIRE that David’s seeing recently
    • 03:25 - Business has not stopped; this will be over soon and you want something to show for it
    • 04:04 - People are very active on social media; he’s seeing a lot of “pollution” in Facebook groups, people feeling like victims while attacking others
    • 04:40 - When people read your words, they don’t get the full communication of what you’re saying, so be careful
  • 07:00 – The lesson
    • 07:35 - Help people, watch your words, and make the world a better place; don’t be negative and selfish
    • 08:00 - Ask yourself: What have you done to communicate with people to see how people are doing, offer support, and build relationships?
    • 09:05 - Be genuine; when this is all over, your relationships will be huge for you, personally and professionally
  • 10:30 – David’s CSIRE stories
    • 11:00 - He’s seen people at conferences take fake money from underneath a marketing booth as part of a marketing gimmick
    • 11:25 - People complain about time management, money management, and business growth; he had a client who didn’t start his workday until 4 pm
    • 12:45 - Not everyone is an early bird; as long as you get done what you need to in a day, it’s ok
    • 13:25 - He knew another person who watched a movie every morning when he woke up; it’s fine to do that unless you complain that you don’t have time
  • 15:00 – For consumers
    • 15:20 - Ask if your REALTOR® is an early bird or a night owl; it could impact the way you communicate
  • 16:05 – On the biggest disruptor in the real estate industry
    • 16:09 - People embracing technology are the biggest disruptor; 70% of business comes from referrals, but people spend 70% of their dollars on new contacts
    • 19:40 - Referrals are going to be more important than ever
  • 20:45 – How to get in touch with David: his website, Instagram, and his podcast 

3 Key Points

  1. Be careful about what you share online. Don’t pollute.
  2. Use this time to get some work done! 
  3. Leverage referrals whether you’re a consumer or a REALTOR®.
Jun 4, 2020

Want to become a real estate investor without all the heavy lifting? Jeff Schechter, the CEO and co-founder of High Return Real Estate, has created a solution for investors who want to add more real estate to their portfolio without adding more headaches. Because he lives and works in Indianapolis, Indiana, his clients rest easy knowing he and his team are just a hop and a skip from their properties. Listen in to hear Jeff’s crazy experience with trashed homes and shady infrastructure regulation - and learn how to make sure you’re up-to-date on the local politics that could impact your bottom line. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 00:30 – Introducing Jeff, the CEO and co-founder of High Return Real Estate in Indianapolis, Indiana
    • 00:50 - His company is a turnkey solution for real estate investors/ owners who don’t want to manage their properties but want to reap the benefits
    • 01:50 - He got into the industry through his digital marketing agency; a client wanted to chat with him about a potential business idea
    • 02:45 - After a call and brainstorming session, High Return Real Estate was born; they are a by-investors-for-investors company
  • 04:50 – On being in lower-to-middle priced areas
    • 05:22 - They make sure tenants are safe and taken care of while still making sure the investor is maximizing their investment; their processes are transparent
    • 06:20 - Their clients are mostly out-of-state; rent control in the other states could be a factor
    • 07:35 - Real estate is cyclical; Jeff believes in the free-market economy and sees the coronavirus economy as part of the natural cycle 
    • 09:30 - They consider the price-to-rent ratio when thinking about which markets to enter; they also consider landlord-friendly laws
  • 12:00 – Jeff’s price-to-rent ratio formula
    • 12:05 - They’ve started using a percent rule on their worksheets; the use a “gross rent multiplier” and starts at 1%
    • 13:15 - Sometimes they get deals from wholesalers, hedge funds, and by researching; they have a lot of valuable relationships and can buy things cheaper
    • 14:00 - They have merit because they’re local; they don’t mark up their prices a lot because they work with volume
    • 15:15 - Their markup is basically on the construction and re-hab; gentrification is happening in the city and is causing some upper price pressure
  • 16:40 – Jeff’s CSIRE story
    • 17:00 - Sometimes it’s mindblowing how people leave a property; part of the rehab cost is the cleanup and sometimes a professional crew needs to come it
    • 18:12 - They did a beautiful rehab to property but there was an issue with a water meter and crawlspace; they fixed in and the city rejected their work
    • 18:40 - They wanted a line created to the street; they wanted the owners to pay for the infrastructure if they wanted water to flow to the property
    • 20:40 - Pay attention to local politics and infrastructure, be involved, and as an investor work with people that live and know the area
  • 21:45 – How to contact Jeff: go to the High Return Real Estate website and check out the High Return Real Estate Show

3 Key Points

  1. Consider the price-to-rent ratio as an investor. 
  2. Pay attention to local politics where you choose to invest. 
  3. Engage with a team that is local when looking to invest elsewhere.
May 28, 2020

Are you deploying a “Blockbuster strategy in a Netflix reality? Tristen Sutton, a Facebook ads expert, knows the ins-and-outs of how to attract and convert your ideal clients. He knows exactly what’s working right now and shares some of the biggest mistakes REALTORS®  make when it comes to social media marketing. Listen in to hear Tristen’s tip for connecting with people online during a time filled with negativity and fear - and learn how to make your next virtual open house a smashing success. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 01:00 – Introducing Tristen, a certified Facebook ads expert who teaches REALTORS® how to use Facebook ads to attract and convert their target market
    • 01:20 - He works with the Houston Association of Realtors to help agents reach their community
  • 02:45 – On leveraging social media during the pandemic
    • 03:05 - Social media is going to be your best friend right now; embrace it, so stop having a “Blockbuster strategy and a Netflix reality”
    • 04:10 - Your reach is minimal with regular posts; you need to invest in Facebook ads, use video, and provide value
    • 05:23 - Do video, Facebook Lives, and live tours for open houses; the best practice is to do a pre-recorded video and upload it natively on your FB page
    • 06:40 - Then, you can repurpose that video across other channels and maximize your content
  • 07:25 – What kind of videos are working well right now
    • 07:30 - People are favoring videos that are about 3 minutes in length on your business page; call out and identify your market and do something different
    • 08:05 - Invest in a little tripod and a mic; make sure the lighting quality is good, too
  • 09:05 – Tristan’s CSIRE experience 
    • 09:20 - He sees a lot of agents deploying the “posting and hoping” strategy; it doesn’t work anymore
  • 10:30 – What’s safe for REALTORS® during Fair Housing Month who want to target a certain market
    • 10:35 - You can’t target based on gender, income, or zip code; you can’t violate because Facebook simply won’t let you
    • 11:08 - You can target by address, city with a 15-mile radius, and age; Tristen teaches the valuable skill of retargeting those who click and are interested
    • 12:15 - If you don’t serve first-time homebuyers, have a connection with someone in your area who does
  • 13:25 - Tristen’s tip
    • 13:45 - He’s seeing people getting disgruntled and negative online; stay positive, make people laugh, and make people feel good   
  • 14:37 - To get in contact with Tristen: text “freeguide” to 31996; it’ll lead you to a link to download a free workbook to make your own Facebook ads and put you on his email list

3 Key Points

  1. Video is queen right now on Facebook - so use it! 
  2. Don’t just “post and hope”. 
  3. Stay positive in all your messaging. People need a laugh and a smile right now.
May 21, 2020

Are you owning up to your mistakes and milkin’ the lessons out of them? Rock Thomas, a farm boy turned investor, entrepreneur, and self-made millionaire sure has, and he’s here to share why nobody cares more about your money than you do. In the past, he has let his emotions and ego run the show, and when they did, things got dog-shit messy — literally. Listen in to hear why Rock sees his mistakes as investments in himself - and learn about the massive opportunities he’s creating amidst the coronavirus pandemic.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 00:40 – Introducing Rock, a farm boy turned podcast host, bestselling author, motivational speaker, investor, entrepreneur, and millionaire
    • 02:10 - He invests in student housing; he’s in a mastermind of people dedicated to passive income vehicles and a man had broken the strategy down to a science
    • 03:10 - The guy figured out how to renovate places quickly and efficiently; Rock gave him resources to scale his business from $8M/year to $120/M/year in 4 years
  • 04:00 – Rock’s CSIRE 
    • 04:50 - Usually people say not to wait to buy real estate, but in this case, he recommends waiting to see how this pandemic shakes out
    • 05:15 - Rock got good in real estate, then he got cocky; he ended up getting burnt and having to repossess a property that had 26 dogs
    • 06:00 - There was poop everywhere and she had an indoor pool that wasn’t taken care of so there was mold everywhere; his emotions led to more bad decisions to try and make up the money
  • 06:20 - The lesson
    • 06:30 - Respect your rules and principles; do your due diligence and don’t get greedy or careless
    • 07:00 - Nobody cares about your money more than you do
    • 08:50 - He’s made some mistakes along the way and has learned to be resilient and careful
    • 10:30 - When you don’t win, you can still learn and get equipped with wisdom
    • 11:12 - Pause and determine how you respond; don’t just respond
    • 13:30 - Own and pay for your mistakes; learn from them and make better decisions down the road
    • 14:40 - Don’t be afraid to fail, be afraid to not be in the game
  • 15:10 - What he’s doing now during the coronavirus outbreak
    • 15:15 - He’s picking oranges, bought an industrial machine, and has freshly squeezed juice daily
    • 16:05 - He’s playing golf, meeting professionals on the course, and choosing to thrive
    • 16:40 - He’s doubling down on his rituals, healthy habits, and stock play
  • 17:30 - How to reach Rock: the #IAMMovement podcast, his website, Instagram, Facebook, and YouTube

3 Key Points:

  1. As emotion goes up, intelligence goes down.
  2. Respect your rules and principles.
  3. Nobody cares about your money more than you do. 
May 14, 2020

Is your money working hard, or hardly working? Brett Swarts, the founder of Capital Gains Tax Solutions, shares the strategies and solutions he uses to free his clients from feeling trapped by capital gains tax. He shares some examples, reveals how it works, explains why it’s totally legal, and changes the way you’ll look at trusts, taxes, and investing forever. Listen in to hear Brett’s advice on what to do during this tough time in the market - and get a glimpse into what can be done to build and preserve your wealth for years to come. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 00:40 – Introducing Brett who, at a young age, helped his father with real estate buying, selling, and building residential properties in the Bay area
    • 01:10 - He later learned about real estate investing and fell in love with helping people find real estate investment solutions
    • 01:45 - When the 2008 crisis hit, he set out on a journey to help his family and friends escape feeling trapped by capital gains tax
    • 02:05 - Now he educates about the 1031 tax-free exchange and the capital gains solutions people can use
  • 03:50 - The issue is taking on too much “dumb” debt
    • 03:50 - During this time, you want liquidity and diversification; you don’t want to buy a property just to buy, you want to wait until you can buy for a lower price
    • 04:10 - The 1031 can sometimes force people to buy high and buy something of equal or greater value, which means equal or greater debt
    • 04:20 - A gentleman in Georgia who just closed moved his funds to a deferred sales trust to protect his wealth and see what pans out with the pandemic
    • 05:15 - Don’t overpay for a property just to pay less tax
  • 06:00 - Advice Brett gives to his clients when emotions are running high
    • 06:25 - Build a team around you of people that have your best interest in mind that can help guide you
    • 06:55 - Have a tax-deferred optimal-timing wealth plan, diversify, take on more reserves, and maybe sell a property that still has its value
    • 07:30 - Move into a strategy of preservation; the largest wealth transfer in the history of the U.S. is coming because of baby boomers
    • 08:50 - They want to fund their retirement, travel, release liabilities, and get rid of debt but they’re faced with a capital gains tax
    • 09:10 - A deferred-sale trust could be a way to work around that, diversify, and get liquid
    • 10:00 - You need to know your vision, state in life, and goals to set up a plan that works for you; the people you work with need to provide more value than ever
    • 11:15 - Trade illiquid assets and turn them into liquid ones, and do it all tax-deferred
  • 11:30 - More on the deferred trust
    • 11:35 - It’s through tax code IRC 453, which is also known as an installment sale, a seller carryback; their version is through IRC 1031, which has timing restrictions
    • 12:00 - Most notes go for ten years, can be renewed, and can be passed to your kids inside a living trust, remaining tax-deferred
    • 12:30 - You can buy a new property with those funds, still tax-deferred
  • 13:14 - Their average client
    • 13:15 - Their average deal is $2.6 Milion and they defer around $400,000-500,000 in liability; their minimum is $500,000 of proceeds and $100,000 in tax liability
  • 14:50 - As an agent, remind your clients that they don’t have to plow through all they have and more into their next home
    • 15:20 - These deferred sales trust solutions work for many things, including businesses and even horses 
  • 17:30 - A hypothetical
    • 17:50 - If someone sells an asset for $1.9 Million, pays off all their debt, and puts about $800,000 into the trust; now, it can be invested into whatever, whenever
    • 18:12 - The only limitation is that 20% of it must stay liquid; funds are directed from the trust directly to the real estate asset
  • 18:50 - How ownership works within the trust
    • 19:30 - You own it within a JV partnership with the trust so you get a brand new depreciation schedule; you can form an LLC and partner with the trust
    • 20:40 - The trust acts as a silent partner; you can have one trust with multiple notes
  • 23:15 - How to contact Brett: The Capital Gains Tax Solutions podcast, YouTube channel, and website - and be sure to grab their free guide on the site

3 Key Points

  1. Don’t overpay for a property just because you want to pay less tax. 
  2. Human nature is to buy high and sell low because you let your emotions overrun you. 
  3. It’s complicated: Get a professional to help you navigate tax solutions.
Apr 30, 2020

Who got the last laugh in this story? Jamil Damji, a real estate wholesaler and coach, shares how he was hit by the market downturn, turned to comedy for a few years, then came back alive, kickin’ and ready to crush the real estate game. He shares his journey, information about his company KeyGlee, and how he pivoted from media to real estate. Listen in to hear about Jamil’s business partners - and hear what he learned about himself when working with people much younger than him.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 01:00 – Introducing Jamil, the president and co-founder of KeyGlee and a real estate wholesaler
  • 03:00 - In 2002 he owned a media company; they would call business owners and ask if they wanted to buy a website
  • 03:50 - He lost $100 with every sale; he overheard his business partner talk about buying old houses in the inner city and making a profit off them
  • 04:50 - He wanted to get involved; he walked by a “For Rent By Owner” house the next morning 
  • 05:30 - He asked how much they’d sell it for and the woman said $350,000; he went back to his business partner’s dad and he said he’d buy it for $400,000
  • 06:05 - He didn’t know how to quarterback the transaction; he called an attorney who helped
  • 07:30 - He was hooked on the business model; he started a business finding building lots for builders and buildings 
  • 08:25 - His job connects the dots for people so they don’t have to
  • 09:00 - The crash of 2008
  • 09:15 - He invested all his money in developments - and got his family in on it, too; he bankrupted himself and his whole family
  • 09:30 - The whole family moved into a two-bedroom apartment; they had to start over and he went to LA to become a comedian
  • 10:15 - After the crash, he went back into real estate by starting at the bottom; he worked in comedy and made money from sketches
  • 12:00 – How KeyGlee came about
  • 12:15 - He moved to Phoenix in 2012 and started getting deals; he needed buyers and his business partners were smarter than him
  • 13:30 - He partnered with two young guys who have helped him tremendously
  • 14:20 – What’s next for KeyGlee; franchising is coming soon
  • 15:10 - How to contact Jamil: On Instagram 

3 Key Points

  1. Be honest when doing assignment contracts. 
  2. Don’t underestimate the whipper-snappers!
  3. Live in a world of abundance!
Apr 23, 2020

“You can’t unsee what you’ve seen…” Well, ain’t that the truth! Shadd Boucher, a REALTOR® and coach, shares the things he’s seen in real estate that have changed the way he views the world forever. He shares the unconventional ways his clients have selected their home and what he has learned through their processes. Listen in to learn how some people detect evil spirits and keep them away - and learn a few tricks for protecting your home, too! 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 01:45 – Introducing Shadd, a REALTOR in Lutz, FL who has been in the business for 20 years; he was U.S. Manager of the Year for RE/MAX in 2018
  • 02:15 - He’s also a coach; he loves it and enjoys watching others succeed
  • 02:50 - The history of Shadd’s name
  • 04:00 – How he started in real estate
  • 04:20 - He was in retail and a man came in and said he needed to be in real estate; he ended up working for the man, modernizing his office,  and marrying his daughter
  • 05:00 - He went into management, got into luxury real estate, worked a corporate job for a while, and eventually teamed up with a great broker/owner
  • 07:30 - The corporate job was with Gryphon doing “Do Not Call Compliance”
  • 09:40 – Shadd’s CSIRE story
  • 10:00 - It has to do with superstitions of different cultures
  • 11:00 - He had a client who was a “dowser” and could pinpoint where underground water and lines were located
  • 11:50 - The water follows energy channels in the earth and this man had dowsing rods; he bought his house according to the reading of the rods
  • 13:15 - He helped other people buy homes with water sources
  • 14:20 - Another CSIRE story
  • 14:26 - He helped a young couple get a house but their grandma had to pick it; she wanted a glass of water in the master bedroom to see if there were evil spirits
  • 16:10 - People are serious about the demon-removing thing; listen to people, understand, and try to educate yourself
  • 18:30 - On what he learned
  • 18:45 - Somehow some people can sense death in the house
  • 19:35 - Sometimes older agents can get hung up on thinking they know everything
  • 20:13 - You can’t unsee what you’ve seen; he now has a glass of water by his bed
  • 21:45 - How to contact Shadd: Go to Re/Max Capital Realty or find him on Facebook or Twitter

3 Key Points

  1. Be understanding and don’t be rude!
  2. Educate yourself about other people’s cultures. 
  3. You can’t unsee what you’ve seen! 
Apr 16, 2020

Wanna build your investment portfolio? Eric Bowlin, a real estate investor and coach, shares how he began making passive income while in college. He talks about investment strategies and why he lives in Puerto Rico for part of the year. Listen in as Eric gives some valuable advice for others who would like to invest in real estate - and learn what excites Eric and makes it all worthwhile for him.  

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes

  • 01:45 – Introducing Eric, a REALTOR® who is full-time in Puerto Rico and part-time in Texas
  • 02:00 - He started in real estate accidentally at 24 years old because he wanted to buy a home; he ended up buying a three-family unit
  • 02:55 - He decided that he wanted money to come to him; he was a student and reservist in the army so rent payments changed his life
  • 05:30 – On his first property sold as an agent
  • 05:47 - He sold the property to a couple and felt bad selling it to them knowing there was another option
  • 06:10 - The rent from his other properties now pay for his home; he has leveraged up to it
  • 06:50 – On the challenges with having tenants
  • 07:00 - Massachusetts is very tenant-friendly; you have to know what you’re doing and use that to your advantage
  • 08:20 – On living in Puerto Rico
  • 08:25 - He rents a place in Puerto Rico and lives there for six months and a day for the tax benefits
  • 08:40 - He buys small properties in Massachusetts, has some larger projects in Texas, and has partners in other markets 
  • 10:00 – Eric’s advice for others who would like to invest
  • 10:20 - Find a niche and stick with it; don’t try to be in every niche and don’t jump from thing to thing
  • 10:50 - HIs goal is lifestyle-based; he wants to keep his lifestyle and is in the process of selling some of his smaller stuff
  • 11:40 - He wants to maintain 10-15 assets and wants to sell smaller assets for larger ones
  • 12:00 - He offsets his taxes by putting into a 401k; he has two portfolios, one personal one and one with partners 
  • 13:05 – What excites Eric
  • 13:45 - He loves talking about real estate; he’s motivated by the freedom real estate investing gives him and is authentic 
  • 14:05 – How to contact Eric: www.idealrei.com 

3 Key Points

  1. Diversify!
  2. All markets are different, so make sure you know what you’re doing.
  3. You can be successful in any niche, not every niche.
Apr 9, 2020

Where’s that screaming coming from? Todd Urbanski, a REALTOR® of 20 years and the President of the Minneapolis Area REALTORS® association, tells the story of having to evacuate an entire neighborhood - all because of an incorrectly installed yard sign. Listen in as Todd shares crazy stories of lime-green carpeting, homemade bidets, and vandalized waterlines (discovered after the whole house is built, of course) - and even tells the story of unexpectedly selling his own home to the clients who were a perfect fit.  

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription. 

Time Stamped Show Notes:

  • 01:45 – Introducing Todd, a Minneapolis, MN REALTOR® of 20 years who is a very active volunteer, coach, and advisor
  • 02:50 - He lives in the snow and goes to more snow to ski on vacation
  • 03:35 – Todd’s CSIRE story
  • 03:50 - He used to knock on the doors of expired listings; at one house, a woman said no because she wanted to go with a discount broker
  • 03:05 - He was a volunteer firefighter at the same time; two hours later, he’s at home having dinner when his firefighter pager goes off
  • 05:04 - The address sounded familiar; it was the same home he had just been to and the discount broker was putting a sign in their front yard
  • 05:20 - The broker had hit the main gas line that fed the whole neighborhood; it was making a screaming noise that you could hear a half-mile away
  • 05:55 - He made sure the homeowner saw he was there; the neighbor across the street made the call
  • 07:25 – Takeaways and lessons
  • 07:30 - Check to see if your area has a service where they can check for gas lines before staking a sign in the yard
  • 07:35 – Another CSIRE story
  • 07:40 - he was representing new construction; he represented the buyer and seller
  • 07:50 - Someone went into the house and drilled 23 little holes in the copper right before the sheetrock was due to be installed all around the house
  • 08:00 - Everything else was installed: cabinets, carpeting, trim, etc; they turned the water back on seven days before closing and suddenly there was a leak
  • 08:20 - More leaks emerged and they figured out what was going on; they had to pump the pipes with air and listen for whistles to plug
  • 08:50 - The buyers still wanted the house; it was a unique conversation 
  • 10:00 - Another CSIRE story
  • 10:15 - He was touring a home in St. Paul that had a homemade bidet in one of the bathrooms
  • 11:08 - A seller had a 70s 3-level with hunter orange side chairs, lime-green carpeting, and plastic on the couches; someone wanted it
  • 12:30 - The buyers wanted the pool table but she didn’t want to give it to them; her husband had passed and she connected the pool table with memories of him
  • 13:04 - She lived in the home for another 10 years 
  • 13:25 - Another CSIRE story
  • 13:45 - he was showing homes to a couple but every house had something they didn’t like; he told them he knew what they wanted but it wasn’t on the market
  • 14:00 - He called his wife and told her that his buyers may want to buy their house; they had already discussed moving within the next couple years
  • 14:40 - They loved it, sat at his kitchen table, wrote a purchase agreement, and sold the house that night in 2006
  • 15:20 - When they closed on their new house the market was about to turn; they couldn’t predict the market, of course
  • 16:20 - How to contact Todd: by email at todd@fazhomes.com or call (612)865-3644

3 Key Points

1.)   You get what you pay for. 

2.) People become deeply connected to their home and belongings so be understanding.

3.) Check for gas lines!

Apr 2, 2020

And then, a thousand heads with glassy eyes peered from the darkness of the musty basement… Wait a minute, this ain’t no Stephen King novel! Tricia Dygert, a REALTOR® (and licensed therapist!) in the Kansas City/Metro area, tells the story of the heads she and her client discovered in the basement - and haven’t been able to get out of their minds since. With creepy stuff in the basement or shag carpet on the walls, Tricia wasn’t expecting so many unexpected when she began in real estate! Listen in as Tricia shares her experiences as a therapist-turned-REALTOR® - and learn the surprising way she’s lost clients along the way. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 01:45 – Introducing Tricia, a REALTOR® in the Kansas City/Metro area; her office is in Blue Springs and has a Missouri license
  • 02:50 - She’s been practicing real estate for five years; she has a great broker 
  • 03:30 - She has a Master’s degree in social work and was a licensed clinical social worker in private practice for 12 years
  • 04:00 - She gets a little perturbed when agents say they are therapists because it’s not even close
  • 05:40 - It’s hard to find a good therapist but it also depends on what insurance will pay for
  • 06:45 - Reviews in real estate aren't always accurate, either
  • 07:15 – Why Tricia got into real estate
  • 07:30 - She was sick and homebound for three years and was diagnosed with Lupus; she couldn’t be the therapist she used to be
  • 08:40 - Her doctor recommended she lower her stress level and her job was high stress; she chose real estate because she liked the field and being around people
  • 09:30 - She loves talking to people and helping them with their big decisions; she has saved marriages and lost listings by doing so
  • 10:20 - She has Zillow reviews sharing the story of a saved marriage; she worked long hours as a therapist
  • 11:15 - On real estate being “part-time”
  • 11:30 - She works full-time but it’s much less than she worked as a therapist
  • 12:05 - Her relationships have changed now that she realizes that it’s more about customer service than it is about sales 
  • 13:00 - Tricia’s CSIRE story
  • 13:05 - She took her third client to a cute little ranch house; she liked it then they went into the basement
  • 14:03 - She found a pull-string light, pulls it, and there are eyeballs all around the room - hundreds of them - staring at her 
  • 14:30 - They were a bunch of doll’s eyes catching the light; the heads were separated from the bodies, which they saw when they turned on another light
  • 15:15 - She’ll never forget the creepy eyes; she wishes she could’ve been warned 
  • 16:05 - Another CSIRE story
  • 16:10 - She went into a house that had shag carpet on the walls, bean bags, stripper poles, and leather-covered bars
  • 16:50 - She never thought she’d see this stuff again after her previous profession, especially not in homes people are trying to sell
  • 18:35 - How to contact Tricia: Facebook, Twitter, and through her website at www.homestriciadygert.com

3 Key Points:

1.)   Look at your relationships with clients as one of customer service, not sales.

2.) Be a straight-shooter with your clients - it’s for their benefit.

3.) Give other agents a heads-up when you come across some crazy shit at a property!

Mar 26, 2020

Do you smell something suspicious? Karissa Winstead, a REALTOR® in Northeast Tennessee did, but she never said anything and still sold the house. With a two-year-old, a home being built, and all kinds of consolidating and organizing, Karissa’s got her hands full – but that doesn’t stop this powerhouse woman from managing her time effectively and helping her clients. Listen in to hear Karissa’s pass-off story and pot-house story - and learn what she did in each case to smoothly handle each situation.  

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 01:00 – Introducing Karissa, a REALTOR® in and around Johnson City, Tennessee
  • 01:15 - She was a reporter and news producer for over seven years and has been a REALTOR® for about a year and a half
  • 02:00 - They are in the middle of building their house
  • 03:50 – On accumulating junk
  • 04:10 - There was a lot of knick-knacks in storage that she needed to get rid of when she moved
  • 05:00 – Karissa’s surprise when entering real estate
  • 05:12 - The scheduling was a big shift
  • 06:45 – Karissa’s CSIRE story 
  • 07:00 - The pass-off house; they had two agents that had worked with a client before and two others joined
  • 07:45 - She reflects that she should’ve seen the red flag of agents passing the client off to another
  • 07:55 - The woman canceled the appointment as they were pulling into her driveway; they told her they were already there and were at least coming in
  • 08:05 - Her friend that was there said Karissa could have it; it was a 3-hour listing appointment because the woman couldn’t stay focused; her house was messy
  • 08:50 - She had a storage unit full of stuff in the front yard and her dying mother was in the house as well
  • 09:20 - The woman fired Karissa but was then confused with why Karissa didn’t want to work with her again; she worked with 5 or 6 agents at the office
  •  09:45 - She was a nice lady but couldn’t seem to work with people; Karissa doesn’t know if she ever ended up buying/selling
  • 11:15 – Karissa’s “pot-house” CSIRE story 
  •  11:35 - She was referred and went to the listing appointment; her friend was there to help since the woman was out of town
  • 11:45 - The home smelled like weed; she had showings and other people noticed the smell, too
  • 12:15 - She sold the house but never mentioned the smell
  • 12:50 – How to get in contact with Karissa: go to her website www.karissawinstead.com  

3 Key Points

1.)   It’s always something different! 

2.) Some people just aren’t ready to be helped. 

3.) Time management is important as a successful agent!

Mar 19, 2020

Bill Madder, who has been in the real estate industry for over 40 years, never thought he’d be the one giving his dog fleas. Now, instead of hosting fleas, Bill has lessons from a diverse background in real estate – and is excited to share and continue contributing positively to the industry. Bill put in the work and knows the value of a quality sphere of influence, necessary change, strong leadership, and compassion. Listen in to learn what Bill did in response to a budget-cut solution - and hear about the time his association president was asked how he liked to be spooned. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 01:30 – Introducing Bill; he’s been in the business for over 40 years in Manitoba, Canada
  • 03:00 - He’s been in real estate since he left college, struggled at the beginning as a young REALTOR, and moved into management, partnership, and Presidency
  • 04:26 - He went to the association side in 1993 and excelled from there as CEO; he’s happily not working there anymore due to a merger
  • 05:50 - He’s looking for a job and is happy to find a position on a board
  • 07:10 – What Bill learned in his first tough years of real estate
  • 07:17 - Your sphere of influence is critical for your success; he didn’t have one when he first started out, as his network was only young college-aged people 
  • 07:45 - He went to his friend’s parents and family friends; at that time, interest rates were at 17-21% and they found other ways to put deals together
  • 08:30 - He cold-called and door-knocked; he did listing presentations and did the daily work
  • 10:10 – What he thinks about moving people past the resistance to change
  • 10:30 - Trust in leadership is necessary; a strong orientation at the beginning is important
  • 12:15 – Bill’s answer to life
  • 12:45 - You have to be able to get along with people, and not everyone is the same in the way they react and think
  • 13:50 - Think of your board of directors and leadership as a team; members or clients are who you work for
  • 16:10 – Bill’s CSIRE story
  • 16:35 - He was showing a rental property that was a referral from his boss; a highly-respected couple needed to rent a place while theirs was being built
  • 17:25 - He walked into the rental property and the couple started saying that there was something wrong
  • 17:50 - They looked down, and from feet to ankles they were covered in fleas; fleas had taken over the house
  • 18:05 - They ended up invading his house and they needed an exterminator; he still sometimes sees the man who had toured the house with him
  • 20:00 – Lessons learned and takeaways
  • 20:20 - He did the right thing at the time and helped the people find a rental property despite the fact that there’s not much profit in rentals
  • 20:50 - The man who toured is an elected official now, but he was in a different place then; he was treated with compassion regardless
  • 21:00 – Another CSIRE story
  • 21:05 - He listed a property for $12,900; it was a house with appliances that needed work
  • 12:38 - Less than 6 months later, the couple that bought the house referred him to their friend with a $150,000 house
  • 22:00 – Lessons learned and takeaways
  • 22:07 - Especially when first starting out, you should take every listing and not worry about the value; you don’t know what can become of it
  • 22:20 – Another CSIRE story
  • 22:45 - Volunteers put in a lot of travel time; there were two cases where the president and vice president became a couple
  • 23:30 - One of the two couples is still together today; Bill said he wishes he would’ve known so they could save money on the room reimbursement
  • 24:10 – Another CSIRE story
  • 24:24 - The association was looking at expenses and looking to cut costs; he considered having people share rooms for travel
  • 25:00 - He sent the president a comic strip that talked about cutting travel expenses and it said, “Do you spoon on the right or on the left?”
  • 25:08 - The issue was never raised again
  • 25:30 – How to reach Bill: email him at billmadder@gmail.com, call/text 306-220-9570, Facebook, LinkedIn, and Twitter

3 Key Points

1.)   Are you willing to do the work?

2.) Get along with people and understand that everyone is different.

3.) Look after your people!

Mar 12, 2020

Have you ever had a lightbulb moment where you realized that the time and effort you were putting towards something just wasn’t worth it? Minesh Bhindi, a wealth manager, investor, speaker, and CEO of Perfect Portfolio did - and all it took was an unwanted call in the middle of the night to change a lightbulb. Now, he dedicates himself to coaching and mentoring others who want to experience more freedom in their lives and invest safely – but with maximum returns. He knows that investing can be risky, especially if you don’t know what you’re doing and don’t have good mentors in your corner. Listen in to learn some investment advice from a pro and hear how he balances his investment portfolio.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

Time Stamped Show Notes:

  • 01:30 – Introducing Minesh, a real estate professional who got into the industry at 16 years old in London
  • 02:00 – He attributes his success at a young age to the fact that he didn’t care about hearing “no”; he could walk away and it wouldn’t affect his life
  • 02:30 – He managed to negotiate about 20 million pounds by the time he was 18 years old and purchased his own properties in London
  • 02:40 – His mentor started teaching him about the stock market and other investments
  • 03:00 – The worst experience he’s ever had in real estate
  • 03:10 – At 11pm on a Saturday night, he was called to change a lightbulb at one of his properties; he asked for them to do it but they refused
  • 03:20 – He was teaching people about having financial freedom and was upset that he was driving around to change a lightbulb
  • 03:40 – After that point, he decided to leverage the stock market to do real estate like a hedge fund would
  • 03:50 – Property Profits for Life
  • 05:00 – Minesh teaches people to invest with a fully diversified portfolio and better returns with physical real estate
  • 05:00 – Minesh’s response to those who say real estate is too risky of an investment
  • 05:00 – He agrees, if you don’t know what you’re doing or have the right coaches advising you
  • 06:30 – Know what you really want before investing in real estate; it’s not usually the property, it’s what real estate can bring you
  • 07:45 – On burning bridges
  • 08:10 – He teaches his students to identify that “no more” moment where they’re unwilling to continue on with the way they’ve been doing things
  • 09:00 – He had the tools and people to teach him a better way; he’s now that person for others
  • 09:45 – Work smarter and leverage your time better
  • 10:20 – Some pointers about REITs
  • 11:30 – He works with about 150 people a year and focuses on his long-term investments
  •  11:45 – The REIT that he likes the most is VNQ, which is a REIT ETF, not just a REIT, and has brought him impressive results
  • 12:50 – The dividend isn’t huge if only considering the short-term but is has a huge reach across multiple sectors of real estate
  • 14:00 – A REIT is a Real Estate Investment Trust
  • 14:40 – If you don’t have the capital
  • 14:55 – Find someone who does and start saving so you can invest
  • 15:50 - Go to the Perfect Portfolio homepage to learn more and take this free 1-hour webinar to learn a hassle-free investment strategy
  • 16:15 - Gold and silver investments 
  •  14:55 – Minesh aims for his portfolio to be 40% real estate, 40% in the stock market, and 20% in gold and silver; gold and silver go up with everything else
  • 17:45 - He’s not a doomsday guy and is optimistic about the future

3 Key Points

1.) Identify what you really want and build your portfolio with that goal in mind. 

2.) Investing is hard - if you don’t know what you’re doing. 

3.) Coaching and mentorship are critical to avoid costly and careless mistakes.

Mar 5, 2020

Threats from a U.S. Marshal? Just another day in real estate! Brad Frike, an Omaha REALTOR® of 17 years, shares the story of when he was threatened by a U.S. Marshal - and gypped out of a bulletproof vest. Listen in to learn why Brad actually did the right thing when “Tom” called - and discover what the best REALTORS® do to represent their community and protect their clients.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.

  • 01:00 – Introducing Brad, a REALTOR® in Omaha, NE of 17 years; he started when his daughter was born and he was “Mr. Mom”
  • 03:00 - When he bought his first lot he was 17 or 18, so he couldn’t legally own it; at the time 19 was an adult, but that rule has since changed 
  • 04:00 - The lot was in his dad’s name and he bought it to flip it; his daughter is more introverted and wants to be an engineer
  • 06:00 - Brad’s CSIRE story
  • 06:00 - 12 years ago, on his street - which he still lives on today - his wife and kids were outside on a nice December day
  • 07:00 - They were told to get in the house and he looked around; the SWAT team was all over their street invading the home of a meth-dealing attorney
  • 08:00 - They didn’t hear gossip; he wasn’t making it in the home, though, just dealing there 
  • 09:00 - He struck up a conversation with a man a few months later by the mailbox; turns out it was the attorney’s father and Brad helped him sell the house
  • 10:00 - A professional REALTOR® does the research and protects the people they represent; he knew and shared what happened with the home
  • 11:00 - Brad’s lessons
  • 11:00 - He connected with the father and addressed potential buyer concerns about the traffic and safety of the house
  • 12:00 - The CSIRE story continues
  • 12:00 - A man called him and asked all the typical potential buyer questions; he offered to show him the house
  • 13:00 - The next day, at 6:30 am, he gets a voicemail from the same guy, saying he needed to open the door to the house, that he was a U.S. Marshal
  • 14:00 - He looks down the street and it’s filled with black, unmarked vehicles and a K-9 vehicle; the house was surrounded by armed men
  • 15:00 - When Brad told the U.S. Marshal that the house is empty, he got upset; Brad had told him it was occupied, which is what you should do for safety
  • 16:00 - They went in and made sure he wasn’t home; they asked if Brad knew where he was and threatened to arrest him if he wasn’t where he said 
  • 17:00 - The son had gone through the county system and had already been released from jail; the county and U.S Marshal clearly don’t communicate
  • 18:00 - Brad never heard about it again and didn’t sell the house; he doesn’t talk about the home’s story
  • 22:00 - How to contact Brad: on his website www.bradfrike.com  or by phone at (402) 991-9263

3 Key Points

1.) Know disclosure rules in your state.

2.) Don’t advertise homes as being vacant - that’s asking for trouble.

3.) REALTORS® need bulletproof protection, too!

Feb 27, 2020

Have you ever just felt like something was...off? Brandon Martens, a REALTOR® of 14 years in Sioux Falls, SD has - and follows his intuition accordingly. He shares the crazy story of showing a home to a couple that had been married three times - to each other - and what he did when something just didn’t feel right. He learned the power of his intuition that day, and now teaches his team and his clients the importance of having safety protocols in place. Listen in to hear the ways Brandon keeps the people he cares about safe - and learn why it’s so important to get educated and involved in politics today. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription. 

Time Stamped Show Notes:

  • 01:00 – Introducing Brandon, a REALTOR® of 14 years from South Dakota; he wants to leave the industry better than he found it
  • 03:40 – Brandon’s CSIRE story
  • 02:40 - When he first started, he did whatever he needed to in order to make a sale
  • 03:50 - He was contacted for a foreclosed house on a minimum maintenance road (aka dirt road) 
  • 04:22 - The couple was on their third time being married to each other; he stopped at the kitchen and the whole thing felt “off” 
  • 05:00 - He followed his intuition; the people bought the house, a year later the woman left a message for him and was asking about the house’s issues
  • 05:40 - She had left messages and he answered on the third call; it was two AM 
  • 06:05 - The mortgage person turned real estate agent at their office showed Brandon an article; the husband and wife had committed double suicide
  • 06:35 - Listen to your intuition and implement a policy to keep safety first
  • 07:40 – Lessons and takeaways
  • 08:00 - Safety first and follow your intuition; take care of people but not at your own expense
  • 09:15 - If you’re going to carry a gun, be trained
  • 09:50 – How he educates buyers and sellers on safety procedures
  • 10:15 - He gives his team “points” for a driver’s license on file; he also suggests they have an initial meeting in a public place 
  • 11:30 - Use your agency disclosure as a talking point to make sure they understand it
  • 12:25 - Consumers don’t understand the whole process like REALTORS® should
  • 13:20 – On politics
  • 14:00 - Brandon’s involved in legislation; they discuss rent control and how it kills property values
  • 14:50 - They have part-time legislatures, a transfer tax, and occasional legislation that tries to get pushed through 
  • 16:30 - They are adding a new high school and are re-districting; that affects property values and clients 
  • 17:30 - Invest so people have a voice and seat at the table
  • 18:20 – How to reach Brandon and his team
  • 18:30 - Through his website www.inrealtygroup.com, by email at brandon@inrealtygroup.com

3 Key Points

1.) Safety first! 

2.) Follow your intuition. 

3.) Use your agency disclosure as a talking point.

Feb 20, 2020

“You gotta show them how to do it!” Shaun Pinkston, a real estate agent & REALTOR® in Chicago, IL, shares how she shows Millennials - not just teaches them - how to make sound investments in real estate. She’s driven by her motivation to never let any of her clients deal with the negative experience she did when buying her first home and, as a result, is a powerful fiduciary for her clients and students. Listen in to hear why Shaun is “The Oldest Millennial” - and learn what she has done to help her clients stay ahead of the curve through the market’s ups and downs. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription.  

Time Stamped Show Notes:

  • 02:40 – Introducing Shaun, a REALTOR® in Chicago, IL since 2004, and why she got into real estate
  • 03:15 - The REALTOR® when they bought their first property changed something on the offer without telling them; her husband knew the person on the other side
  • 03:40 - He asked the REALTOR® why, and she never answered; she decided she wanted to help people so that others don’t go through the same thing they did
  • 04:20 - She had asked for more money on the offer, perhaps for more commission for her
  • 05:00 - She has now been a fiduciary for her clients 100% since she started 17 years ago
  • 06:10 - Her son wants to go to school first, then maybe get into real estate
  • 07:20 - She started with short-sales and helped people rebuild after the crash
  • 10:00 – Her focus on helping Millenials 
  • 10:45 - She loved listening to the Erin Bradley episode (#184) 
  • 11:35 - People need to become wise and get experience; Millennials need help in avoiding pitfalls so they can get to the end and win
  • 12:20 - She does group events and just hosted one called “Millennials Investing in Real Estate”; almost 40 people showed up and they were expecting 20
  • 13:45 – On her investments and teaching
  • 14:00 - They teach people because they’ve done it for the past 17 years; they help them with budgeting and offers based on experience
  • 15:00 - Her husband is a contractor, which also helps; she’s a Millennial REALTOR® who has their back
  • 15:45 – Shaun’s CSIRE story
  • 16:00 - It was shocking to see the conditions of some of the short-sale homes
  • 17:10 - Don’t let looks stop you from seeing a diamond in the rough; it can be daunting and make you want to help more
  • 19:14 - They have four workshops to hand-hold through the circle of investing 
  • 20:30 – How to contact Shaun: Instagram, Twitter, and Facebook

3 Key Points

1.) Be a fiduciary for your clients.

2.) When you focus on helping others, everyone wins. 

3.) Keep an eye out for a diamond in the rough!

Feb 13, 2020

Have you been caught with a red Solo cup? Melissa Lynn Hunt, a photographer and incredible mentor changing the lives of teens in Concord, NC, shares some life skills she teaches her students - including social media etiquette and self-defense, to name a few. She’s deeply aware of her purpose and is propelled by the understanding that business should be done through service, not just by transaction. Listen in to learn the top four things Melissa looks for in an agent - and learn a few things you can do to deepen personal and business relationships in your own life.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting leighbrown.com. If you’re tired of doing real estate alone, enroll in  Leigh Brown University and be sure to use your special “CSIRE” discount code at checkout for $10 off your subscription. 

Time Stamped Show Notes:

  • 01:00 – Introducing Melissa Lynn Hunt and what real estate has brought to her life; she’s in Concord, NC
    • 03:00 - She is a photographer, an artist, and has a project going on that changes lives
  • 06:00 – On looking at business as a service to others, not just transactionally
    • 07:00 - She’s a high school senior portrait photographer; she noticed that the girls had problems and she had advice as a middle person between mom and teen
    • 08:00 - She teaches life skills in her program for girls like social media etiquette, car troubles, financial prep, self-defense, and more
    • 12:00 - They’re taught to control their space and outcomes, just like real estate
  • 15:00 - Melissa’s perspective as a buyer
    • 16:00 - The top four things she looks for when looking for an agent; community feedback (friends), connection, trust and commitment
    • 18:00 - She got a text message from her real estate agent and remembers feeling so special; make your clients feel taken care of
    • 19:00 - Be likable and attentive - that’s what people look for
    • 21:00 - Millenials: Eye contact!
    • 23:00 - On Generation Z and the rise of technology enabling us to step back and do old-school things like handwritten notes
    • 25:00 - Write handwritten notes; it feels good and people love it
  • 28:00 - How to reach Melissa: On Instagram @melissalynnhunt or on her website 

3 Key Points

  1. Confidence changes everything. 
  2. Find a way to positively impact your community. 
  3. Help others get better and improve.
Feb 6, 2020

Ready to get inspired? Maribeth McCauley Lynch, the broker-owner of THRIVE Real Estate in Shrewsbury, MA, has got a story for you that’ll keep you saying, “What are the chances?”. From going to a conference in NYC to reconnecting with a woman she briefly met at a Starbucks there, Maribeth’s story highlights the importance of community, connecting with others, and maintaining relationships. You never know who you may run into, or who may need help down the road – which is why it’s so important to put yourself out there. Listen in to learn what was so crazy about Maribeth’s story - and hear what she has to say about continuing your education, building your own brand, and what’s possible when you collaborate.

  • 01:00 – Introducing Maribeth of Thrive Real Estate in Shrewsbury, MA, 40 miles west of Boston
    • 01:18 - She got into real estate in the 80s, took 10 years off to raise her children, then got back into it in 2000 - 20 years ago
  • 01:45 - How she has seen the real estate industry change for women
    • 01:55 - Wives used to get customers through their husbands; in the 2000s when she returned, women were doing it all themselves
  • 03:15 - Maribeth’s positive CSIRE story
    • 03:30 - Her grandmother used to say if you talk to someone long enough; Maribeth has always enjoyed doing that
    • 04:20 - She went to a conference in NYC alone and was nervous; she went to listen and be a fly on the wall
    • 05:00 - She sat at the farthest table in a Starbucks and a woman took the empty seat across from her and started talking to her
    • 05:15 - They talked about their classes and their conference experience; they exchanged business cards
    • 05:40 - A few weeks later, she had some clients that were moving to Colorado but they were having trouble with the listing agent there
    • 6:20 - They gave her the name of the listing agent and it was the name of the woman - the only person that Maribeth had met - at the NYC conference
    • 06:45 - She had also just received a thank you card from the woman at the conference
    • 07:00 - The girl that had moved to Colorado ended up being her virtual assistant and later her full-time in-person office manager
    • 07:15 - Don’t be afraid to make connections and meet people; you never know what can happen
  • 09:00 - REALTORS® are connectors; they value relationships and love people
    • 10:05 - The fact that REALTORS® are connectors helps buyers and sellers 
    • 11:30 - Ask your REALTOR® if they go to conferences or continue their education in any other way
  • 12:20 - On REALTORS® with their own brand
    • 12:40 - At that same conference, Maribeth saw many independent REALTORS® with their own brands; she was inspired and created her own company
    • 13:40 - The real estate business is so fun, especially when you see others as colleagues, not competitors; there’s plenty of business to go around
    • 14:25 - Stay in your lane, follow your passion, and connect with your contacts; there’s abundance out there
  • 14:59 - What Maribeth does at Christmastime 
    • 15:00 - She started a business association in her town; they realized they didn’t have a winter celebration
    • 15:45 - A group of eight people started “The Yuletide Market”, which they planned for 10 months with sponsors, entertainment, etc; 2,300 people were in attendance
    • 16:40 - They put Christmas lights on the common for the first time and hope it’ll happen year after year 
    • 17:30 - It takes someone to start it; celebrate and support local REALTORS® because they’re often the ones to catalyze community events 
    • 19:00 - You community deserves your energy and enthusiasm
  • 19:26 - How to contact Maribeth: her website, www.thriverealtors.com or email maribeth@thriverealtors.com 

3 Key Points

  1. It’s a small world if you make connections and talk to people. 
  2. Work with people who are interested in continuing their education and growth. 
  3. Get out there and get inspired!
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