What the real deal with commercial real estate in this COVID era? Michael Brown, the founder of Red Fox Capital and Red Fox Wealth, is a commercial real estate investor and developer who’s on the show to give us the inside scoop. Listen in to hear Michael’s predictions about the future of commercial real estate, how he learned the secrets about investing (then published them!), and how Amazon and data centers are impacting industrial space. Michael has a free gift for all you listeners, so be sure to tune in and hear how to claim it! 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting https://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:

• 00:50 - Introducing Michael, the founder of Red Fox Capital and Red Fox Wealth
  • 01:05 - They are a commercial real estate investment and development company as well as a full-service wealth management company
  • 02:15 - He learned the inside by working at Merrill Lynch for a couple of years; he couldn’t talk about real estate because it wasn’t a product
  • 03:35 - REITs (Real Estate Investment Trust) operate like stocks, they fluctuate with the stock market
  • 04:15 - He wrote a book called The Real Perspective: Secret Investments Your Financial Advisor Won’t Tell You About and published it 
  • 04:30 - They now talk to clients about private investments and created integrated portfolio management to control private investments that they can offer clients
• 05:45 - Commercial real estate
  • 06:55 - The things that Amazon can’t control are going to be good for commercial real estate investing; dry cleaners, nail salons, etc. 
  • 07:20 - He’s also looking at Dollar General stores; they keep cost and prices in line with cheap building costs and prefabricated solutions
  • 09:00 - Predictions for business districts: D.C. is protected because of government money but NYC is losing tenants every day
  • 10:10 - There might need to be tax incentives to get people back into cities; there are also mixed-use solutions that are possible
• 11:30 - Opportunity zones: Tax incentives in areas that have been challenged
  • 12:15 - They have not fully engaged in opportunity zones 
• 14:05 - Michael’s CSIRE story
  • 14:20 - He got into heavy industrial real estate; he drove into an ugly area, got a new listing, and never thought he’d sell it
  • 15:15 - They sold it to an investment group and that group made another $2 Million; he never knew the opportunity was there
  • 16:30 - He started working the industrial market and had a blast; Amazon has taken over and is pushing industrial users out of their areas
  • 16:55 - Ecommerce is really making an impact on industrial space; they need space and will go anywhere
  • 17:35 - Data centers are also taking over
• 18:15 - Michael’s take on the 1031 Tax-Free Exchange
  • 18:30 - We are in the lowest tax bracket this country will see in a long time
  • 18:50 - There are two options for the country: Stop spending or raise taxes
  • 19:05 - There’s a short time frame to find another property and many clients get hasty and make more than a 15% capital gains tax mistake on the property
  • 19:30 - He wants people to take a step back to make sure the 1031 is their best option
• 20:10 - The best way to reach Michael (and get your free copy of his book!): email him at mikebrown1757@gmail.com
• 20:45 - Visit his company websites at www.redfoxcapital.co and www.redfoxwealth.com  

What do you do when an angry 300-pound muscle-man screams at you to get out of your car? If you want to live to see tomorrow, you don’t. Micah Harr, a REALTOR® in Columbus, Ohio, is big on continuing education. Listen in to hear how Micah’s conflict resolution class skills came in handy and what he does to ensure his clients get the best and safest real estate experience.

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting https://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 Micah, a REALTOR® since 2005 in Columbus, OH
• 01:25 - On education
  • 01:30 - In Columbus, 30 hours of ongoing education for 3 years are required; education is what separates agents
  • 02:30 - He takes classes on negotiation, conflict resolution, and branding, to name a few
  • 02:50 - Micah’s education allows him to serve his clients at the best level and he is happy to support others who want to learn more, too
• 04:25 - Micah’s CSIRE story
  • 05:25 - He was walking down the street with another agent; he went between two cars and the guy driving screamed and cussed at him
  • 06:00 - He and the other agent pulled into a cul-de-sac and the guy reversed and blocked them in
  • 06:10 - The guy was about 300 pounds of muscle and asked him to get out of the car; he didn’t get out and the guy continued ranting and screaming
  • 06:50 - He didn’t get out of the car and just waited until the guy eventually left
• 07:25 - Micah’s thought process
  • 07:30 - It was a no-win situation; he tried to use the de-escalation strategies he learned in class and didn’t engage
  • 09:15 - He went back to work and kept going
• 10:30 - REALTORS® need to be safe and ask questions so they know who they are dealing with
• 11:00 - He pays attention to the situations he is in; he’s always careful
• 11:30 - How to get in touch with Micah: go to www.micahharr.com  

3 Key Points

1. Stay calm.
2. Knowledge is power. 
3. Ask your REALTOR® what they do to maintain safety.

There’s nothing like making a flippin’ hedgehog friend in Flippin, Arkansas! Lauri Rottmayer, a new REALTOR® on the scene in Flippin, Arkansas, has been all over the world and is now bringing that experience to her real estate career in rural America. From buzzards to hedgehogs, land deals to saferooms, listen in to hear how Lauri’s learning everything she needs to know to succeed in Flippin 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 https://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 Lauri, a real estate agent since August 4th, 2020; before that she worked at the board office as an Association Executive and in marketing
• 01:45 - She wanted to do big things so she became a REALTOR®
• 03:20 - She chose her brokerage because it’s the one she used herself
  • 04:00 - They’ve been around the world and are happy to be in rural America; the people in her office know the local area inside and out
• 05:15 - On getting to be a REALTOR®
  • 05:20 - Her dad was a REALTOR® and she wanted to be one as a kid
  • 06:00 - She’s able to use all the skills and knowledge that she has in real estate; she also loves people and loves “making the match”
• 06:55 - Lauri’s CSIRE story
  • 07:10 - She was previewing office properties and looking for a bigger home; they looked at a home structure with a lake
  • 08:00 - There was a baby buzzard in the home structure that hissed at her when she came up the stairs
• 09:15 - A mistake new REALTORS® make; they don’t preview product
• 10:35 - Her most fulfilling moment in real estate so far
  • 10:40 - She’s getting comfortable with contracts and sold a house to someone who has never seen it in person
  • 12:50 - The property is magical and she’s confident the buyer will love it
• 14:20 - House previews and spiders
  • 14:45 - Saferooms may be increasing over time
• 15:40 - Lauri’s future plans
  • 15:45 - She shows a lot of property and has learned about land; she thinks she’s going to get a production award and is close to the bronze level
  • 16:30 - Her goal is to be the top seller in her area
  • 17:15 - She’s still actively learning and growing
• 17:20 - How to reach Lauri: email lauri@davenportrealtyar.com find her on social media under her name, Lauri Rottmayer, and check out her YouTube channel

3 Key Points

1. Being a REALTOR® is a gift. 
2. REALTORS® are matchmakers. 
3. Keep learning!

It’s very important to take down your open house signs at the end of the day. Why? Just ask Kevin Hultgren, an agent for Real Estate One in Southgate, Michigan. Listen in to hear Kevin share what happened, what he learned, and what consumers can do to get the best agent for the job in this crazy market. 

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting https://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 Kevin, an agent for Real Estate One in Southgate, Michigan; they are the largest broker in the state of Michigan
• 02:45 - The real estate supply and demand; it’s crazy and exciting right now, but you need a professional to get an offer accepted
• 04:10 - Kevin’s CSIRE story
  • 04:20 - They had an open house; he left the sign out afterward and it was up all week
  • 04:35 - The following Saturday, someone walked in through the seller’s front door as he was getting out of the shower; Kevin was mortified and embarrassed
• 06:50 - The lessons
  • 07:15 - The listing agent smoothed things over for him before he even knew about it
  • 07:40 - Now he has a checklist and makes sure he has all the materials he needs 
  • 09:25 - Respect the seller’s space if you’re touring their home
• 10:05 - Tips for consumers
  • 10:10 - Ask your agent what they use for a checklist and to manage details
  • 11:00 - Don’t expect perfect, expect real
  • 11:35 - Know that you are working with a human; choose a professional who knows what they are doing
• 12:45 - State programs for first time home buyers
  • 13:05 - Private and public support for first-time buyers is a great thing; he recently helped a 22-year-old client buy his first home
• 15:05 - How to reach Kevin: email kevingetsresults247@gmail.com or call (734)642-8635

3 Key Points

1. Don’t forget to take the “Open House” signs down! 
2. Respect that someone still lives there if you’re touring a house. 
3. Keep track of the details.

Flood insurance for the house on the hill? You got that right! Jeffrey Brogger, a real estate investor and marketer, shares the story of when flood insurance really saved the day. Listen in to hear Jeffrey’s top investing tips, why he believes strongly in coaching, and what he did to expand his network—and learn what book changed the game.  

Please subscribe to this podcast in iTunes or in the Podcasts App on your phone, and never miss a beat from Leigh by visiting https://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 Jeffrey, a real estate investor in Huntington Beach, CA
• 01:45 - Jeffrey’s CSIRE story
  • 01:50 - He read Rich Dad Poor Dad in high school
  • 02:15 - He inherited property in high school; it was a ranch home with avocado groves around it
  • 03:00 - A pipe burst under the floorboards; there were 3 feet of water under the home and they had to empty the house 
  • 03:40 - Luckily, they had flood insurance; his sisters helped him redo the home from the bottom to the top
• 04:45 - The lessons
  • 04:50 - Sometimes investors forget about the maintenance and emergency costs that come with a property
  • 05:05 - The crawlspace under the house is what got flooded; it’s all developed around that house now
  • 06:22 - Any house can get flooded, it’s not just for homes near a river; insurance matters on investment properties
• 07:10 - Why they kept the property instead of selling it
  • 07:30 - He was an advocate for keeping it; they made it work and had good tenants
• 08:40 - Investment tips: Have a clear vision and never overleverage yourself
  • 09:15 - Jeff maxes out at an 80% loan-to-value for a single-family home; everyone’s numbers are different and based on a variety of factors
  • 11:25 - He’s gun shy and considers himself conservative when it comes to real estate investing
  • 11:50 - Jeff predicts that some correction is bound to happen
• 12:25 - Investing in things you understand and always pay for coaching
• 15:05 - Read and keep learning; education doesn’t stop after school
• 15:35 - The best education he has received
  • 16:05 - Local investment club meetings
  • 16:50 - Everyone is looking for the deal; the money and everything else is actually easier to find
  • 17:15 - He learned to provide value and build valuable relationships; he wasn’t looking just to take
• 18:15 - QR code technology pre-COVID
  • 19:15 - A photo with a small QR code would send people your contact card automatically or subscribe them to your FB business page for follow-ups
  • 19:40 - People loved the technology and are still using it today
• 20:20 - What’s next for Jeff
  • 20:25 - He’s getting his real estate license
• 22:00 - How to reach Jeff: LinkedIn

3 Key Points

1. Read Rich Dad Poor Dad by Robert Kiyosaki and make your kids read it!
2. A correction is coming, so get ready.
3. Invest in things you understand and get coached by an expert!

What do you do when a tornado’s on the horizon? You crack open a cold one and watch it, of course! Jefferson Lilly, the founder and managing partner of Park Avenue Partners and host of the Mobile Home Park Investor’s podcast, shares his mobile home park manager’s surprising tornado response. Listen in to hear how Jefferson got into mobile home park investing, why he runs all his purchases by his advisory board first, and a lesson he learned about government operations - and learn why he believes he’s in the best niche in 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.

Time Stamped Show Notes:

• 01:30 - Introducing Jefferson
• 03:50 - Jefferson’s story: He got into the business 13 years ago and looked into mobile home parks
  • 04:50 - He believes it is the best niche; every city and county outlawed new construction of mobile home parks, which affects the supply curve
  • 05:15 - The supply curve is shrinking 1% a year and demand is increasing 1%; almost all tenants own their own homes, so it’s only the land that they have to worry about
  • 06:15 - The economics make sense; he bought 33 mobile home parks and has 5 others under contract
• 06:35 - The biggest challenge and his evaluation model
  • 07:10 - He is independent thinker; once he was at a cocktail party fundraiser and a woman scoffed and walked away when he told her what he does
  • 09:25 - He put together an advisory board of people who own trailer parks; he runs deals past them before he buys
• 10:20 - How he got his group of advisors
  • 10:30 - He put himself out there and told people what he did; he started getting linked up with other people
  • 10:54 - He found people online, too
• 11:05 - His most impactful lesson 
  • 11:15 - You can’t trust the government; his first park had a sewage lagoon, the local government said it was built to code but it wasn’t 
  • 12:45 - He paid about $500,000 to bring lagoons back up to code; now he doesn’t buy properties on private utilities
• 14:00 - They focus on buying mobile home parks; they rent-to-own some trailers; they don’t want to have a boneyard of parts and don’t have the bandwidth
• 15:20 - He’s a principle, not an agent; his podcast is called the Mobile Home Park Investor’s podcast
• 15:35 - Jefferson’s CSIRE story
  • 15:40 - He has a park in Tornado Alley in Oaklahoma; he asked his manager there what they do when a tornado comes
  • 16:17 - He said, “We watch them” and explained when they aren’t a concern
  • 17:00 - A couple of weeks later, he got an email with the subject line “Park Destruction” and he thought they had gotten hit
  • 17:20 - It was to fix a broken lock to a well house that kids had broken for $30
• 18:30 - On tech and the mobile home industry
  • 18:40 - They don’t take cash and applications are done online; they’re trying to be automated
  • 19:00 - They use Rent Manager software, work with on-site managers for on-the-ground work, use box.com, and have regional managers, too
  • 20:40 - His role is to raise capital and find deals
• 21:00 - A tidbit for the audience
  • 21:05 - Get an unofficial advisory board; learn from the experience of others who have been there, done that
• 22:05 - Get in touch with Jefferson at Park Avenue Partners 

3 Key Points

1. Be wary of judgy people. 
2. Get an advisory board.
3. Focus on what you are best at and outsource/automate the rest.

Landlords have hearts, too. Dave Holman, an investor and author, tells the story of when he checked in on an elderly tenant who was set on never moving to make sure he was alright. Listen in to hear what happened, why he got into real estate in the first place, and why real estate is really a service profession - and hear about Dave’s books on coffee, cyberwar, and climate change. 

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.

• 00:20 - Introducing Dave Homan, an entrepreneur and investor
  
• 05:30 - Building management is just as, if not more important than the price you bought it for
  • 05:43 - Learn about tax abatement; great management is about being surrounded by professionals who know what they’re doing
• 06:40 - What he invests in
  • 07:05 - He has helped his family in Bolivia buy property there; Dave’s investments are in Maine and he can see the improvements in real life
• 08:50 - Dave’s CSIRE story
  • 09:15 - They have an older tenant in a building they own; he didn’t want to move and didn’t have family
    
  • 10:00 - A neighbor called and said he had fallen; they called the sheriff to get them out for a health check
    
  • 10:55 - He arrived as the sheriff was leaving; the sheriff said the man wasn’t there and it turns out he was in the hospital but still didn’t want to move
    
  • 11:45 - Landlords aren’t evil people; they care about people and want to make money, too
• 14:10 - Why he got into real estate
  • 14:25 - He realized he could help other people and teach others how to invest, too; real estate is a service profession
• 13:55 - Dave’s books Coffee Smuggler and Cyber Fire
  
• 20:05 - How to get in touch with Dave: (207) 517-5700 or go to his website at www.holmanhomes.com or email dave@holmanhomes.com

3 Key Points

1. You make money when you manage. 
2. Look at the property for cash flow and humanity.
3. Real estate is a service profession.

Curious about what it takes to have an ACU - Accessory Dwelling Unit - right in your own backyard? Paul Dashevsky, partner and co-founder of GreatBuildz.com, works with clients who want to build an ACU for all kinds of reasons, from office space to rental unit. Listen in to hear how people are increasing their income (and their property value!) with ACUs and learn why it’s so important to make sure you work with the best, pre-screened, and pre-vetted contractors to reduce unexpected costs and unnecessary headaches. 

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:

• 00:20 - Introducing Paul Dashevsky and today’s topic: ADUs (Accessory Dwelling Units)
  • 00:55 - We have an inventory crisis and a lack of affordable housing; ADUs are a solution
• 01:10 - Paul is partner and co-founder of GreatBuildz.com; where they match homeowners with the best, pre-screened, pre-vetted contractors
  • 02:15 - 50%+ of the calls they get are for ADUs
  • 02:55 - Even Kanye West has trouble getting a contractor to get things done 
• 03:30 - On ADUs
  • 03:45 - They work primarily in California where the laws on ADUs have really changed
  • 03:53 - ADUs are a small home/unit in your backyard; in CA it can be up to 1,200 square feet
  • 04:50 - It can be used as a living space for aging parents, a home for older children, detached office space, for rental income, or to live in to rent out the main house
• 06:45 - Zoning and regulation
  • 07:05 - It’s specific to town, county, city, state; go the the city planning department or talk to a local architect and find out the rules
• 08:45 - The biggest benefit of having ADU; income, increased property value
• 09:50 - The biggest issue; people not wanting to be in a dense environment, privacy
• 11:05 - ADU costs: It’s more expensive in CA and costs more to build small than big
  • 12:10 - You still need all the appliances
• 12:35 - People’s biggest fear: the expense, the 6-month process, the “nightmare remodel”; you have to make sure you have a good contractor
• 13:30 - Why clients go to GreatBuildz.com; they want factory-built ADUs down to custom built ones but it’s important to consider all the costs both ways
  • 14:35 - Sometimes the pre-fabricated quoted price doesn’t include craning, site work, running utilities, etc; make sure to double check
• 15:20 - On neighborhood issues
  • 15:35 - Laws passed in CA in 2020 that HOAs and CCNRs couldn’t restrict building ADUs
• 17:35 - Paul’s CSIRE story
  • 18:05 - When he was flipping homes, they bought REOs and short-sales; a couple times they’d walk into a house and the family pet would be left behind
  • 19:15 - One October, a contractor tore off the roof of a house and canceled the next day when he was supposed to put the new one back on
  • 19:40 - That weekend, it rains on his house that doesn’t have a roof; thousands of dollars and headaches later, they’re 99% done
  • 20:19 - Then the water heater leaks and they have to do it all over again; that’s his “house with two floods” story
• 20:50 - How to reach Paul: email paul@greatbuildz.com, visit www.GreatBuildz.com, and check out the blog there for resources and education

3 Key Points

1. ADUs bring new inventory to the market. 
2. ADUs can increase income and property value.
3. Professionals are responsible and transparent.

Christy Gessler, the Broker/Owner of the Freedom 512 Real Estate Group, an independent brokerage in Central Texas, knows how agents can sometimes internalize their client’s emotions. Listen in to hear how to navigate tough times in a healthy way, why it’s so important to have good friends in your corner, and why true connection is key to success in all areas of 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:

• 00:55 - Introducing Christy, a REALTOR® in central Texas for 15 years
  • 01:20 - She was a cop before working in real estate; she started as a real estate assistant and was a local franchise owner of The Big Red company
    
  • 02:30 - She opened her own real estate brokerage and has been doing it for 2 years and has 14 agents
• 04:00 - Christy’s CSIRE story
  • 04:20 - After being out of rehab for 2 weeks, she ran into a friend who suggested she get into real estate
    
  • 05:25 - She has more fun now and has grown into a leadership role; she believes awareness of the stress and struggle in the industry is important
    
  • 06:30 - People have a lot of emotional burdens, especially right now
• 07:17 - Her experience with rehab
  • 07:35 - At a NAR conference in Chicago, she fell down the steps outside a bar; a day later, a friend took her to the hospital 
    
  • 08:40 - After the conference, she realized that she didn’t want the life she was leading; at the time of recording, she’s 1,000 days sober
    
  • 09:45 - Her eating, body, and emotions have changed a lot since she’s been sober
• 10:30 - The reactions she gets when she’s open about her past and challenges
  • 10:32 - People wonder if she wants to be social or go to Happy Hours; she can be around booze and still be happy and social
    
  • 11:10 - People have reached out to her asking for guidance on how to get on the journey, too
• 13:00 - On The Dependent Agent podcast; the goal is to spur conversation and connection
  • 14:40 - People can seek dependencies in times of stress and uncertainty; alcohol sales are skyrocketing through the pandemic
• 16:20 - How to contact Christy: https://www.512freedom.com/ or email her at christygessler@gmail.com 

3 Key Points

1. Agents sometimes internalize their client’s stresses and struggles. 
2. Watch out for each other. 
3. Self-care is #1.

Learn more about Real Estate from the Rooftops here: https://www.leighbrown.com/podcast/real-estate-from-the-rooftops

You can find this episode on Apple Podcasts here: Real Estate from the Rooftops

“Problems are what we get to work on,” says Jim Maffuccio, the co-founder and CIO of Aspen Funds. He’s been in real estate since 1986, and if there’s something he’s learned, it’s how to fail forward. Listen in to hear what Jim has learned from his decades of experience, how he stays optimistic, and the number one thing he recommends for inspired growth in life and business.

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:

• 00:45 - Introducing Jim; who has been in real estate since 1986 and was an engineer beforehand
• 03:00 - Jim’s CSIRE story: How to Fail Forward
  • 03:12 - He’s had successful failures; in his 30s he could have retired but he wanted to keep building
  • 03:50 - Everything imploded for him in the 90s; he built back up and lost significant net worth twice
  • 04:40 - He saw opportunity everywhere that was created from the mortgage crisis; he started a company with a partner that has grown substantially
• 05:00 - Jim’s Company Aspen Funds
  • 06:54 - They buy junior liens, non-performing, second mortgages; they buy them on a discount and can work with borrowers to create win-win solutions
  • 07:35 - They can triple investor money; he was focused on the affordable housing space for a while so he’s optimistic
  • 09:50 - They work deals out to eliminate ⅔ of people debt while making money for investors
• 11:00 - On forbearance and preparing for the other side of COVID
  • 11:45 - Less than 20 people have called to ask for relief; most people are choosing to pay their mortgage
  • 13:00 - People want to work and be productive; they’ve had their biggest quarter ever last quarter
• 13:45 - Jim’s CSIRE story
  • 14:05 - They bought a non-performing second mortgage on a property in CA; the property was worth $750K, the borrower owned $250K and they paid $30K
  • 14:50 - They got a call from the woman’s father and he was upset; they told her she hadn’t paid in 7 years and he was shocked
  • 15:53 - She was supposed to be paying the second mortgage; the father ended up paying the $275K
• 16:35 - Another CSIRE story
  • 16:40 - They’ve bought notes on pretty properties online with houses that didn’t exist
• 17:20 - Some lessons
  • 17:35 - His faith informs everything he does; oftentimes the problem is inside
  • 18:25 - Apply yourself, develop yourself, and find something that makes your heart come alive
  • 19:20 - Vet your ideas and talk to people that care about you; find mentors that are doing what you want to do and learn from your mistakes
• 21:20 - How to contact Jim: Aspen Funds

3 Key Points

1. Parents, don’t assume your kids are paying the second mortgage. 
2. Work on your core, your interior, first. 
3. Take what you learned and move forward.

What’s more fun than having to pump $12K into an investment property? Getting everything stolen and having to do it all over again! Antoine Martel, a real estate investor, entrepreneur, and owner of MartelTurnkey.com, learned a lesson the hard way when brand new major systems were stolen—twice. Listen in to hear why Antoine chose to invest in Memphis and Cleveland, and learn the key factors this 25-year-old investing powerhouse considers so he can make smart decisions for himself and his 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.

Time Stamped Show Notes:

• 00:45 - Introducing Antoine, a 25-year-old real estate investor and entrepreneur who lives in Los Angeles
  • 00:50 - He learned how to flip houses and wholesale apartment buildings and decided that investing out-of-state was best
    
  • 01:25 - He bought his first house in his last semester at university in Memphis, TN for $35K, renovated it for $5K, and rented it out
    
  • 02:05 - They now help others do the same through MartellTurnkey
• 02:50 - Antoine’s CSIRE story
  • 02:50 - They bought a duplex in Cleavland, OH that came with $12K worth of major systems; the day after closing, all of it was gone
    
  • 04:08 - He called his insurance to tell them what happened; they couldn’t prove it was after closing so they gave up
    
  • 05:40 - They replace everything and a week later, everything was stolen again; it was $24-25K total 
    
  • 06:40 - They installed security cameras and waited until they got tenants to put everything back in
• 06:50 - Lessons
  • 06:55 - They don’t install major systems until they have a tenant move-in date; they tell the tenants that it’ll be installed before move-in
• 08:25 - Why Cleveland and Memphis
  • 08:50 - Population growth, job growth, diversity of workforce, population number, and the median home and rent price
    
  • 09:20 - He also looked into economic development committees and data mined different communities
    
  • 10:30 - He looked at past data and saw that those places hadn’t spiked yet
• 11:20 - Why he lives in L.A.
  • 11:25 - His family lives in L.A. and he wants to leave the emotion out of his investment decisions
• 13:30 - He’s making a website, www.Investor-List.com that lists the top 500 MSA’s in the U.S. so people can decide where to invest out-of-state
  
• 14:40 - MartelTurnkey: They renovate and resell properties to investors
  
• 15:15 - Check out Antoine’s book: A Millennial's Guide to Investing in Cash Flowing Rental Properties and podcast A Millenial’s Guide to Real Estate Investing
  
• 15:28 - Connect with Antoine on Instagram

3 Key Points

1. Research your investments!
2. Consider investing out-of-state.
3. Keep emotion out of your investments.

Repeat after me: Always get a signed contract. Why? ‘Cause if it ain’t in writing, it didn’t happen! Trevor Mauch, the CEO of Carrot, learned this the hard way after seeing his father lose big money on a handshake deal. Listen in to hear what Trevor learned about contracts and insurance, and learn the tools he uses to stay inspired, energized, and pushing forward with gratitude every day. 

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

• 00:45 - Introducing Trevor, the CEO of Carrot and an online marketing expert for real estate investors and agents who lives in Roseburg, Oregon
  • 01:30 - He started investing as a college student; he’s a buy and hold investor and usually invests in rural places and places he has lived
• 03:40 - The hardest thing about the first property investment
  • 04:00 - He was worried about not being taken seriously and couldn’t get a loan because he was young and didn’t have credit
  • 04:50 - He realized that other people had done it before, so he figured out that there must be a way; he had to get over limiting beliefs 
  • 5:50 - He’s good at building businesses and has picked up properties every 2-3 years or so
• 06:30 - The vacation rental market and COVID
  • 6:33 - Mid-April cancellations were happening at a fast pace, but now his vacation rentals are getting booked up faster than ever; it may be the best year yet
  • 06:45 - He has commercial buildings, too, and wants to be a part of changing their downtown from the inside out
• 08:00 - Trevor’s CSIRE story
  • 08:12 - His dad’s deal in Klamath Falls, OR was for a historical building, an old Ford auto dealership from the 1930s; it was Egyptian themed
  • 8:40 - His dad tried to make it an event center; it was a handshake deal with no contract
  • 09:05 - Within 6 months, the business partner filed that he had no claim of ownership for the property, and a snowstorm hit and destroyed ⅔ of the property
  • 09:36 - HIs dad had put in a few hundred thousand dollars at that point and ended up losing the property
• 09:50 - The lesson
  • 09:55 - No matter how smart you are, or how much you trust your business partner, always get a contract signed
  • 10:55 - Get insurance and make sure the appropriate names are on the policy
• 11:40 - Roseburg, OR; an amazing gem with two rivers running through the town
  • 12:20 - They have lots of outdoor activities like fly fishing and cycling, and have about 35 wineries
• 12:50 - The Vision Story
  • 13:05 - Trevor does a Vision Story where he envisions everything he wants to experience in the future
  • 13:35 - He gets excited about his own story; ten years ago he imagined the exact home and view he enjoys now
  • 15:10 - He reads his vision story on a quarterly basis so he can get to where he wants to go
• 17:00 - On gratefulness
  • 17:25 - His previous companies didn’t energize him and he didn’t feel grateful for what he had
  • 17:45 - He created the Energy Audit to determine what’s giving and taking energy in his life
  • 19:00 - He can then determine what to delegate and what to spend more time doing; this is inspired by Dan Sullivan’s Strategic Coach tools
• 21:03 - How to reach Trevor; go to Carrot, check out his podcast CarrotCast, and find him on Facebook
• Free Live Training: How to Attract Your Best Clients by Flipping Your Marketing to "Evergreen"

3 Key Points

1. Don’t let limiting beliefs stop you from having a big vision.
2. Set a timeline for your goals. 
3. Get contracts!

“Honey, is that a fake Russian policeman at the door?” Ryan Walsh, a hard money lender in New Jersey, wasn’t convinced that going into business with his brother was a good idea after hearing this story. Listen in to hear what happens, what did convince Ryan to get in the game, and how a sibling team took lending to the next level. 

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:

• 00:45 - Introducing Ryan; a hard money lender in New Jersey
  • 01:05 - Hard money lenders are like the modern-day, legal, loan sharks
• 02:00 - How it works; they’re like venture capitalists that work in real estate
• 02:55 - Ryan’s CSIRE story
  • 03:30 - He is partnered with his brother, who started in property management; 5 years ago his brother wanted him to join his real estate business
  • 04:55 - A Russian guy worked with them and tried to pick up a tenants 13-year old daughter; he got fired and came back in a fake Russian police uniform
  • 06:30 - He showed up at his brother’s doorstep saying he was owed money; his brother called the police
  • 06:45 - His brother later gets a small claims court letter; he goes, tells the story, and they tell his brother to pay the guy half what he thinks he is owed
  • 07:45 - This is the story his brother tells him to convince him to join the business
• 08:15 - Another CSIRE story
  • 08:20 - Years later, his brother got into lending and had time and freedom; this was attractive to Ryan and he jumped in
  • 08:40 - His first deal was a triple Daisy Chain, which is when a property exchanges hands 3 times without any move-ins
• 12:05 - How to reach Ryan: (201)345-1036 ryan@hardmoneybankers.com; they operate from D.C. to New Jersey and have a network anywhere else, too 

3 Key Points

1. Hard money lenders are like venture capitalists for real estate. 
2. Daisy Chains can happen! 
3. Defend yourself.

Don’t drink and Facebook, kids! Avery Carl, an agent and investor in three different markets, was recently in the middle of some messy Facebook drama. Listen in to learn how it ends, why Avery believes we must learn by doing, and how she adds value for her investor clients that keep coming back. 

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:

• 00:45 – Introducing Avery; an agent since 2017 who focuses exclusively on investor clients who are looking to buy short-term or vacation rentals
  • 01:00 - She’s in three markets in three states; the Great Smokey Mountains, TN, Destin, FL, and Gulf Shores, AL
• 02:00 – Some different aspects of the real estate she works with
  • 02:15 - Furniture is a consideration, income is a factor, and more things can go wrong
  • 03:20 - The Smokey Mountains don’t really have hotels; cabins are easily rented
• 04:15 – The biggest challenges with investing
  • 04:30 - Saving for the first initial investment can be a challenge; then, don’t get caught up in analysis paralysis and learn by doing
• 05:30 – Avery’s CSIRE story
  • 05:35 - A property came up in the Smokey Mountain market that was a really good deal; one of her long-time clients made an offer
  • 06:30 - In TN you can make offers for two different clients as long as you disclose it; a second client of hers wanted to make a deal, too
  • 07:35 - The second client ended up using someone else and getting the property; it was someone she’d been helping for years
  • 08:08 - The first client was really bummed; the second one got on a local FB group and started goating about the great deal he got
  • 09:00 - He claimed to use Avery because he felt bad that he didn’t; the first guy was upset and messaged Avery
  • 10:33 - The guy who got the property ended up having an issue, so the first guy got it anyways
• 11:20 - Avery’s value-add
  • 11:50 - A bonus to working with Avery is that her team will help make the property a smooth-running vacation rental so it’s ready to book by closing
• 12:00 - Another CSIRE story
  • 12:20 - She was helping an owner with a FSBO property; he liked her and was going to use her to buy another property
  • 13:30 - The man went into the woods with a roll of toilet paper and called out to her 20 minutes later, “I shit in the woods!”
  • 13:50 - He didn’t want to do it in the house, so he was being polite
• 14:55 - How to reach Avery: Go to The Short Term Shop

3 Key Points

1. There’s no better way to learn than by doing. 
2. Don’t drink and Facebook. 
3. Sort term rentals can be extremely lucrative.

It ain’t Halloween yet, but tenants are still coming back from the dead! Joe Sesso, the National Speaker and National Sales Director for Homes.com and author of Secrets of Top Selling Agents had quite the surprise when he visited a tenant’s home to serve eviction papers. Listen in to hear what happened, how he handled it, and what he has learned about investing, property management, and cash flow through his journey in 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.

Time Stamped Show Notes:

• 01:00 – Introducing Joe, the National Speaker and National Sales Director for Homes.com
  • 01:30 - He got his license in 2000 and is from Chicago; he has experience in investing, property management, and selling real estate
  • 03:00 - Many people became “accidental property managers” during the 2008 recession
• 04:00 – Joe’s background
  • 04:20 - He was denied a loan in the late 90s; he got his license and would go to the sellers to list properties that were going to foreclose
  • 05:15 - He started investing and was buying undervalued properties; during the recession, he had to rent out his investment properties
• 07:30 - Joe’s CSIRE story
  • 07:40 - When he was property managing and trying to do real estate, he learned that he needed to delegate
  • 08:10 - He had a man who was struggling to pay rent; the property was self-managed and his son and daughter-in-law lived there, too
  • 08:45 - The son called and said the man slipped outside and was in a coma in the hospital; he said they were going to be late on rent
  • 09:15 - His attorney said they had a case, a month went by, and now the son said that his father had died
  • 10:00 - He went to serve the 5-day notice and the (supposedly dead) man answered the door
• 10:30 - Another CSIRE story
  • 10:35 - A guy moved out and left his dog in the place; Joe ended up giving the dog to his parents
• 12:45 - A lesson
  • 12:50 - Cash flow has to make sense
  • 15:00 - Have a “slush fund” for maintenance, evaluate your monthly cash flow, and know your reserves
  • 18:00 - Joe’s actively looking for investments; he has a good team in place
  • 19:25 - Location is important, too
• 19:55 - Joe’s Book: Secrets of Top Selling Agents: The Keys to Real Estate Success Revealed
  • 21:20 - It talks about mindset, team building, investing, social media, dialogues, and more

3 Key Points

1. Be persistent and don’t always take no for an answer.
2. Delegate, delegate, delegate! 
3. The numbers have to make sense.

Are you a financial underdog? According to Damion Lupo, we all are — but we also have the power to reclaim control of our finances and our future. Listen in to learn Damion’s investing advice, what he’s doing right now, and how to land yourself a killer mentor (not just a coach) who can help you gain and learn from valuable experiences. 

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.

Show Notes

• 00:30 – Coronavirus conversation
• 04:30 - On Financial Underdogs; everyone’s a financial underdog and it’s about exposing the truth and giving hope and information
• 05:20 - Damion’s background
  • 05:25 - He lived in Alaska; his background is in real estate and he made great money
  • 06:28 - He got an overinflated ego, lost a lot of money, was over-leveraged and had to start over; he shifted into something that’s more than just money
  • 06:55 - That’s how Financial Underdogs came to be and how he learned
  • 08:40 - What he did do is take action and go through the experience 
• 10:00 - Damion’s advice
  • 10:25 - Invest in yourself; it’s not about the money, money makes us lazy and stupid
  • 11:05 - Borrow smartly and don’t be average; create value and get out there to get experience
  • 13:30 - Go to MeetUp groups and just show up; make mistakes, gain lessons
• 14:40 - On EQRP
  • 14:50 - It’s taking control of your money and taking it off Wall Street and onto Main Street; it’s the Ferrari of 401k’s
  • 15:30 - You want a diversified mix of investments
  • 16:30 - He’s not buying right now; he’s holding and buying things that are real and that he can understand
• 17:00 - More lessons
  • 17:30 - Be patient and know when to take a time-out
• 18:20 - How to learn more: go to EQRP.co, text EQRP to 72,000, and/or send Damion a (real) message on LinkedIn

3 Key Points

1. Own your experience.
2. Don’t let your ego get in the way. 
3. A coach has learned something, a mentor has experienced it. 

Replacing an entire roof on the wrong house? That’s quite a big OOPS if you ask me! Jenea Kennedy, a real estate veteran of 20 years, has experience working with new construction — and has seen some pretty costly blunders. But not all crazy shit in real estate is naked people, frustrations, and horror stories. Listen in to find out how Jenea met her husband, and hear how the story may or may not include some sashaying up the stairs on home tours. 

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.

Show Notes

• 02:30 – Introducing Jenea, an association leader in the Atlanta, Georgia market and a veteran of 20 years
  • 04:20 - She’s part of the Engel & Volkers team; she’s an organization and volunteer junkie
  • 06:10 - She sold a family home to her future husband; they live in it together now and raised their kids there
• 09:45 - Jenea’s background and broker challenge
  • 11:00 - She started in real estate part-time while she was working with IBM; she quit IBM and worked full-time with a firm that had great marketing and leads
  • 11:40 - The broker got greedy, the business was doing great, but then he started overspending; when checks started bouncing, they knew they had to go
  • 13:10 - She got all her money, but other agents weren’t able to recover
• 14:45 - Jenea’s advice
  • 14:50 - She gives real estate school and instructor suggestions; she recommends people tell people they’re in real estate NOW
  • 15:55 - She tells people to ask brokers if they offer new agent training before they join one; she also advises to learn the market
• 18:35 - Her CSIRE story
  • 18:40 - She was showing a home to a couple that wanted a home in an area with new constructions; they spoke with neighbors
  • 19:40 - The neighbors weren’t happy with the builders and said that the property wasn’t what they thought or expected
  • 20:40 - The roof wasn’t installed properly, which they realized a week before closing
  • 21:35 - Her client was driving past the house and on the day they were supposed to do the roof, no one was there even though the builder said they were
  • 21:50 - They had taken off and replaced the roof of the wrong home - the model home; they still had roof issues afterward
• 22:30 - The lessons
  • 22:40 - She shares the experience with her clients and allows them to make the decision themself
  • 24:00 - Agents are an important component of the process, even with a builder; ask your agent what their experience is with new construction
• 27:35 - How to contact Jenea, Facebook and her website

3 Key Points

1. Ask your broker how clean their accounts are. 
2. Learn the market!
3. Make sure you’ve got someone who is experienced in your corner.

We’ve all heard the stories. Tracey Hawkins, “The Safety Lady”, is doing something about it. She shares real-life stories to highlight the importance of safety and security for agents on the job so she can educate and make an impact through her work. Listen in to learn her number one rule for staying safe, and hear her favorite tools and strategies so you—and your agent—always return home safe and sound.

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For a 60 day trial of Agent Safe Walk, please use this link:

https://www.agentsafewalk.com/agentsafewalk-contact-details/

In the "Association" dropdown, choose "TraceyHawkins Safety Summit"

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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.

• 02:10 – Introducing Tracey, the “Safety Lady”
  • 03:00 - She works in real estate and got her twin sister to get her license, too; Tracey opened her own safety and security business
  • 04:05 - She did real estate for 5 years before shifting into safety; she knew it was an untapped market
  • 05:45 - Tracey’s sister is a real estate agent and investor and has done well in the business
• 06:13 – On there being a market in the gap 
  • 06:30 - She heard stories from stalking to attacks; what she’s doing is invaluable and people appreciate the way she makes it realistic
  • 07:40 - She lives and breathes real estate safety; she wrote a popular article about male agent safety
• 09:30 – Tracey’s CSIRE story
  • 09:50 - She has a presentation with seven male agent names on a slide; each were the victim of a violent crime on the job
  • 11:05 - She uses real-life stories to share the importance of safety and security in real estate
  • 12:10 - Tracey shares the Beverly Carter story and why she uses it to educate agents 
• 15:00 – Tracey’s advice
  • 15:15 - Listen to your body, your intuition, and obey it if you feel like something isn’t right
  • 16:00 - All animals have an internal security system and humans are the only ones that ignore it
  • 16:08 - Recommended reading: The Gift of Fear by Gavin de Becker
  • 17:30 - Tracey shares a story of someone who stole someone else’s identity; they had a funny feeling about the person but couldn’t pinpoint why
• 18:50 – On technology and being tech savvy 
  • 19:20 - Make it a requirement to meet face-to-face first, even if on FaceTime or Zoom; no one can make the excuse that they can’t
  • 19:45 - Use safety apps; Tracey’s favorite is Agent Safe Walk because they have GPS location and a live component
• 22:20 – Find Tracey at Safety and Security Source and check out her articles in Realtor Magazine; you can also find her on Facebook

3 Key Points

1. Listen to your body.
2. Always see an I.D.
3. Be tech-savvy.

Never underestimate the power of relationships. Casanova Brooks, a real estate agent, investor, speaker, and CEO, has learned this lesson firsthand — time and time again. Honesty, integrity, and true connection have always been Casanova’s MO, and it has paid off exponentially. Listen in to learn what real estate has done for Casanova’s life and how you, too, can find what makes you come alive. 

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

• 02:30 – Introducing Casanova, a relationship-builder in Omaha, Nebraska who was raised by two strong women
  • 03:25 - He’s no stranger to adversity; he lost his mom, his job, and his home in two weeks
  • 04:20 - He got his real estate license and did 46 deals in 9 months; he got Rookie of the Year in Omaha
• 06:30 – On how he made it
  • 06:45 - He built relationships and leveraged social media; he got any knowledge he could 
  • 08:15 - Real estate is his “what’ and “how” but it’s not his “why”; the value is in the people
  • 09:25 - Find what makes you come alive
• 10:20 – On investment properties
  • 10:40 - He got into real estate investing by coming across a YouTube video where a man said to, “Be the lord of your land.”
  • 12:45 - He got his license to help others buy and sell property, then he figured he could buy his own investment properties and design his own life
  • 13:50 - He buys in Omaha but is open to investing in other areas
• 16:00 – Casanova’s CSIRE story
  • 16:20 - Something crazy about Omaha is the sportsmanship in CWS
  • 20:35 - The power of relationships; a woman was always a big supporter and connected him to a woman at her church
  • 22:13 - Wholesalers had tried to get her to sell with them; he connected with the woman and guessed it would be $15,000
  • 23:00 - She said she got offers for $25,000; it gets done and a day or two later she calls back
  • 23:30 - She asked if he would buy the property from her; he offered $8,000 knowing the other offers were $25,000
  • 24:15 - The woman sold it to him, he put $31,000 into it, and now it’s worth $103,000 and he rents it out for $900/month (see the video here)
  • 25:30 - There was no game or snakey language; that’s why the lady trusted him and went with him
  • 26:10 - Build the relationship first then make the ask
• 29:25 – On your “WHY”
  • 29:40 - Your business, and the way you do business, reflects your “WHY”
  • 30:25 - It’s about who knows you, not just who you know
• 33:50 – How to reach Casanova: his website, his podcast site, Instagram, YouTube, and LinkedIn

3 Key Points

1. Don’t take anything for granted.
2. When it’s no longer fun, be done. 
3. Build relational capital.

Want to know why you don’t screw with the Upper Peninsula? Stephanie Jones, a REALTOR® from the Upper Peninsula of Michigan, will tell you a story about a company that brushed them off the map (and how many beers it took to make amends). She’ll also share a crazy story that involves the Ted Nugent, internet trolls, and an important lesson in loving everyone, even if you don’t agree with them. Listen in to hear about Stephanie’s easiest sale ever and what can make or break a real estate deal. 

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 Stephanie, a REALTOR® from the Upper Peninsula of Michigan
  • 03:25 - The Upper Peninsula is incorrectly placed or omitted from maps all the time; TickPick got it wrong and their rating plummeted online when they brushed it off
  • 04:40 - The owner, Brett Goldberg, was told he could redeem himself by going to the U.P. and doing some classic U.P. things
  • 06:20 - He bought 1,000 beers for people there and now has a lecture about how you can’t screw with the U.P.
• 07:05 – Stephanie’s CSIRE story
  • 08:30 - They had a lieutenant governor running for office in Michigan who used to work in the Grand Rapid Association of REALTORS®
  • 09:32 - She was going to do a rally and class for REALTORS® in Marquette and Stephanie was able to participate; Stephanie got to hang out with Ted Nugent
  • 11:15 - Trolls on social media put him on par with Hitler and people were shaming Stephanie on social media for posting a picture with him
  • 12:40 - This is something that’s wrong with the world today; you don’t have to agree with everyone but you can love all
• 13:30 – The Lesson
  • 13:40 - If you don’t like what someone has to say, keep scrolling; keep your mind open to new and different opinions 
  • 15:40 - “Bless your heart” has a different meaning in the South
  • 19:00 - Take good photos; her easiest sale was made simply by adding better pictures
  • 21:30 - Listen to your clients and get their approval on photos; an apprenticeship period would help new agents
• 22:20 – How to reach Stephanie: her website
  • 23:00 - You can AirB&B in Marquette

3 Key Points

1. Don’t screw with the Upper Peninsula! 
2. Listen to every opinion, then make your own. 
3. Continue having conversations. Somebody is always listening. 

Let’s play a game...is that wallpaper or mold in the bathroom? Kim Zwiener, a REALTOR® and proud owner of the largest female-owned company in Lincoln, Nebraska, has a crazy story to tell that involves mold, mushrooms, and more mold. Listen in to hear how quickly the house sold, how Kim manages multiple offers, and why it’s so important to know who’s on the other side of the table. 

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

• 03:00 – Introducing Kim, a REALTOR® in Lincoln, Nebraska who got licensed in 2006 after a 6-year stint in elementary education
  • 03:30 - In 2008 she was doing foreclosures, then she started their own company in 2010
  • 04:05 - They are now the largest female-owned company in Lincoln, Nebraska
• 05:25 – Kim’s CSIRE story
  • 05:40 - There was a nice home in an affluent neighborhood that was full of mold; there were mushrooms growing in the basement, the ductwork was “raining”
  • 06:15 - Her Facebook post title was “Wallpaper or mold?”
  • 07:10 - How it got bad: There was something stuck in the top-level sink, the sink was left on, then the property was vacated
  • 08:00 - The bank didn’t do anything about it, lots of water went through the home for months; the house was priced right and still sold in a week or two
  • 10:20 - There’s a strong investor market in Lincoln
• 10:45 – On the good investor market and the impact of coronavirus on Lincoln
  • 11:00 - Most of their investors live in Lincoln
  • 12:05 - Like the rest of the country, there isn’t enough inventory; sellers are gun-shy about the market and buyers have to be at-the-ready
  • 13:15 - With sellers, Kim tends to wait for offers to give people a chance; on the buy side, she wants to get in there, put in an offer and take it
• 14:15 – How Kim learned how to manage it all in real estate
  • 14:20 - She learned by working with foreclosures in 2008; she learned human nature and how to not get emotionally involved in the deal
  • 16:10 - Being involved in the community and knowing other agents helps in a multiple-offer situation
• 17:50 – How to get in touch with Kim: Sellstate Empire Realty, Facebook, or by phone at (402)416-1889

3 Key Points

1. Take human nature into consideration.
2. Don’t get emotionally involved as an agent; you’re a go-between. 
3. Engage with your community!

In some ways, the world is in 2020 and the real estate industry is in 1990. Lynn Leegard, the President and Co-Founder of TrustFunds is on a mission to change that with electronic earnest money transactions so we can finally ditch paper checks for good. Listen in to hear her inspiration for starting TrustFunds and learn why likeability and trust in an agent are more important than their ability to catch buying signals. 

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 Lynn, a real estate attorney, broker, developer, and the president and co-founder of TrustFunds, a company that makes the earnest money process electronic
  • 01:30 - She’s been in the industry for 35 years
  • 02:20 - She sold real estate for 4 years, then went back to law school
• 03:05 – Her business
  • 03:10 - She saw the frustration in the market because of paper checks; she created TrustFunds and now they do electronic earnest money
  • 04:20 - The industry had already figured out electronic documents and signatures, it’s only natural that the next progression would be electronic checks
• 05:10 – Millennials are used to technology but most REALTORS® are an average of 56 years old; there’s a generational divide
  • 06:20 - TrustFunds is simple and easy; they’re integrated right into the MLS
  • 07:45 - Ask your REALTOR® or MLS about it
• 08:15 – Lynn’s CSIRE story
  • 08:20 - Once you’re in the industry, it’s hard to leave; Lynn loves it and enjoys the challenge and variety it provides
  • 09:35 - You never have all the answers; you just have to jump in and do it
  • 10:15 - She had a top executive as a client, they looked at several townhouses, and he was giving her buying signals that she was totally missing
  • 11:00 - It wasn’t until he said, “I think this is where we write the purchase agreement” that she caught on
  • 12:00 - The client stuck with her because he liked and trusted her; people buy from people they like
• 12:20 – Lessons
  • 12:30 - Support is good in life
  • 12:35 - Likeability is important
• 13:05 – Another story
  • 13:10 - 30 years ago, when she brought her husband home when they were dating, her dad said, “I think this is who we’ve been waiting for.”
• 13:50 – How to reach Lynn: TrustFunds website, or Facebook

3 Key Points

1. Technology is a beautiful thing!
2. The industry always provides variety and challenge. 
3. People buy from people they like and trust. 

What’s the deal with title insurance? Brent Saunders, the Business Development Manager for PM Title in Columbus, Ohio, breaks down the difference between standard and enhanced title insurance and why you need it. Listen in to hear the stories of when he got chased off church property and awkwardly stuck between a fighting husband and wife.

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 Brent, the Business Development Manager for PM Title in Columbus, Ohio - the fastest-growing title company in Ohio since 2015
  • 01:15 - They help agents and have a videography team, a social media team, a podcast, and more
  • 02:10 - Agents don’t have to disclose how they leverage their vendors and resources; he’s okay with agents taking all the credit
• 04:30 – Standard vs. enhanced title insurance
  • 04:48 - There are three basic formed of title insurance: lender’s policy, homeowner’s policy, and an owner’s policy
  • 05:00 - You pay a premium in case there’s a problem like any other insurance product, but it also covers any problems that have already happened
  • 05:50 - Lenders typically require a lender’s policy to protect their assets and investment
  • 06:20 - Owner’s and homeowner’s policies protect against a claim; in the Columbus market, they require the enhanced policy
  • 07:00 - The enhanced policy is 15% more expensive and appreciates with the property
• 08:00 – On getting an enhanced policy if you already have a standard one
  • 08:15 - He’s not sure if you can switch; he’ll ask his attorney
• 08:50 – Brent’s CRIRE story
  • 09:10 - 3 years ago, they hired their first videographer; an agent needed a video of a church that was a total wreck
  • 09:45 - They couldn’t get into the property and tried the back door; the next-door people started screaming at them
  • 10:30 - A guy comes out and starts screaming at them, calling them slum lords, and saying their kids keep getting hurt on the roof
  • 10:50 - They let their 100-pound dog out; they decided just to do exterior shots and leave
• 11:50 – Lessons
  • 12:10 - Protect yourself and your staff. Photo/video isn’t worth your safety
• 12:30 – Another CSIRE story
  • 12:35 - Dower Law: When you get married, your spouse owns an interest in your property
  • 13:20 - You can’t buy or sell a property without your spouse’s signature in some states
  • 13:40 - He had a client who said his wife was going to show up to sign off on something; when she shows up, they start getting into an argument
  • 13:55 - She said she wasn’t going to sign, they went back and forth; she brought legal documents, too, and asked him to sign hers and she would sign his
  • 15:00 - Brent didn’t ask and didn’t want to know what her documents were all about
• 15:10 – Lessons
  • 15:15 - It’s awkward to be in the middle of a couple fighting
  • 15:40 - Don’t get in the middle of a couple’s fight and don’t be nosey
  • 16:30 - Maybe your dog could protect you when you’re out and about
• 17:00 – How to reach Brent: the PM Title website; they are connectors, happy to help, and go above and beyond 

3 Key Points

1. Leverage your resources! 
2. Protect yourself.
3. Don’t get in the middle of a spousal fight!

Have you yet to experience the power of video? Well, you better hop on the bandwagon because if you haven’t noticed, video is the way of the future. Jeff Turner, an entrepreneur and consultant, had a terrible experience when selling his own home which led him to see a serious gap in the real estate market. Listen in to hear what he did about it and why video really ain’t so bad. 

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 Jeff, an entrepreneur-in-residence with Second Century Ventures; he also consults real estate start-ups and is working with another start-up
  • 03:20 - He has six kids; his 14-year-old daughter is hooked on The Office and so is Leigh’s son
• 06:00 – Jeff’s CSIRE story
  • 06:10 - It’s the reason he got into real estate technology; he helped revolutionize newspaper advertising with a previous company and sold it
  • 07:15 - For Valentine’s Day in 2002 he took black and white photos from his wedding and made a video for his wife
  • 07:50 - In the parts where there were no people, the photos looked like video; he went into the hotel business then residential real estate for video
  • 08:50 - They wanted to sell their house; he was recommended an agent and hired him; the agent wasn’t very good and only said to take one picture
  • 10:50 - Jeff said he’d take the pictures and create a virtual tour; the agent never put them up online and didn’t create a flyer
  • 11:45 - Jeff made his own flyers and did his own open house; they were all there because of the video
  • 13:30 - A couple makes an offer to his agent, he ends up negotiating against his own agent and it was a terrible experience
  • 14:35 - He dropped doing hotel shows because he saw that the real estate industry needed some help
• 18:00 – Lessons
  • 08:10 - Don’t be lazy; don’t just think “the house is gonna sell anyway”
  • 19:10 - Agents miss the opportunity to serve people better; it’s not about the house selling, it’s about serving people, customer service, and the right process
  • 20:30 - The arguments haven’t changed in 17 years; the coronavirus is helping the industry move into more digital and video
  • 22:15 - Video isn’t as scary as people think and they’re finding that out now
  • 24:00 - Good agents will get better during this time
• 24:45 – Where to find Jeff: Twitter or email jeff@jeffturner.com 

3 Key Points

1. Every profession has mediocrity. 
2. You can fire a bad agent. 
3. If you don’t like it, fix it yourself.