Here’s a riddle: When would a buyer question the valuation of a seller’s house due to damage they did to it themselves? ...When it’s a daughter buying from her parents! Jerry Cibulski, a realtor living the life on the North Fork of Long Island, will never forget when he found himself in the middle of a family sale. Tune in to hear how Jerry handled his family members while managing everything behind the scenes, and why he believes family members are best referred elsewhere.

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

Time Stamped Show Notes:

• 00:30 – Introduction
• 00:40 – Jerry is a Southold real estate agent with Century 21 Albertson Realty; there are lots of vineyards, vacation properties, and beautiful homes
• 1:10 – Everything is interconnected to create a food, entertainment, family, and sharing experience
• 02:45 – His parents thought about moving back down to FL but changed their minds; they went down to Bradenton, FL to visit family and he gave them their home’s value
• 03:25 – He called them and turns out they found a house, put money down, and needed to close in 90 days, which means a buyer would’ve needed to contract that day
• 03:37 – They said that his sister could buy it and they needed his help to figure out how
• 04:00 – 3 months later, his dad is saying “shit or get off the pot” and his sister is rethinking the valuation of the home due to a hole in the door she kicked as a teenager
• 04:50- People don’t know what is going on behind the scenes; there are so many nuances to working within guidelines, especially in unique situations
• 06:15 – He also helped his sister sell her house and had to walk her through the appraisal process
• 07:12 – His sister learned from experience; to get the best interest rate she called her mortgage rep every day until she liked the rate
• 08:00 – When she was ready to purchase and move forward, the perfect home in FL showed up and the timing connected
• 08:30 – Her parents love their new house and community
• 09:05 – After going through everything herself, his sister understands the process much better
• 09:35 – Jerry’s thoughts about representing family members
• 09:48 – You’re better off referring them to someone else; you’re too close to it
• 10:15 – Being a seasoned agent, you need more experience and explaining
• 11:00 – You can set up a team in other places and refer your family to them
• 11:32 – How to reach Jerry: By phone, (631)404-2507, email, Instagram, or Facebook

3 Key Points

1. There are so many nuances to working within guidelines, especially in unique situations.
2. Refer family out to other realtors in your network to save the headache and build your team.
3. People don’t know what goes on behind the scenes in real estate – do what you can to educate them.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Melissa Valder

Sticks and stones may break bones...but they won’t stop a good realtor from taking a call from a client! Kellie Tinnen, Training Administrator for the Greater Albuquerque Association of Realtors, shares the story of when her friend was –literally– beat with a stick by an unruly child. Now that Kellie does broker outreach and in-office trainings, she teaches new brokers how to treat clients, other brokers and property (hint: beatings NOT included), and ensures they’re up-to-speed on association happenings and updates. 

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

Time Stamped Show Notes:

• 00:40 – Kellie’s background
• 00:45 – She’s located in Albuquerque, NM, started in real estate almost 10 years ago as a broker, and now works for the Greater Albuquerque Association of Realtors as a training administrator
• 01:15 – She does broker outreach and in-office training; there are about 3,400 brokers in the greater Albuquerque area
• 02:30 – Kellie’s CSIRE story
• 03:05 – The worst things that have happened she’s done to herself
• 03:38 – The funniest thing was “the kid with the stick”
• 04:05 – She got a phone call from a man who wanted to see a property in a remote area
• 04:15 – She went with the realtor listing the property and they met the man and his son there; the boy was misbehaving
• 05:04 – The boy yelled at the other woman and hit her with a stick while she was trying to take a call from another client
• 05:20 – The funniest part is how she didn’t miss a beat; she told the client to hold, told the father to tell his son to stop, and continued her call
• 06:00 – Lesson: Separating yourself from flash emotions and keeping it together
• 07:30 – What Kellie trains to get new realtors up to speed on best practices
• 07:40 – Starting early with new member orientations; she teaches how to treat clients, other brokers, and other people’s property
• 8:30 – Buyers can’t take ownership of a property until the deal is complete
• 09:02 – Set expectations for clients
• 10:10 – Kellie’s successes in outreach to brokers
• 10:15 – She had good relationships already before going into the association
• 10:40 – GAP (Gar Ambassador Program); ambassadors from the association funnel the trainings into their offices
• 11:27 – 70% of their membership is made up of smaller brokerages, so GAP is necessary to spread messages
• 11:45 – It spreads awareness of what goes on at the association, so it can fuel political involvement as well
• 12:20 – How to contact Kellie: by email at kellie@gaar.com 

3 Key Points

1. Be professional and separate yourself from flash emotions.  
2. It’s important to train new brokers how to treat clients, other brokers, and property.   
3. Outreach programs like GAP train and bring association awareness to new brokers.

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

• 01:00 – Background

• 01:06 – Kim works in Jacksonville, FL in Clay County, has been in real estate for 18 years, has a background in ministry and original had planned on working in counseling
• 1:40 – That background has been very useful in her work now; she knows that it’s not about the money in real estate
• 02:20 – In her first year in real estate, she didn’t know anyone but sold $6 million; Kim has had a strong work ethic since she was young
• 03:40 – She read and followed all the instructions in Danielle Kennedy’s book “How to List and Sell Real Estate”
• 04:30 – Kim asked her business-owner friend for the one most important piece of advice and it was, “Just be above average,” and to do a little more than everyone else

• 05:45 – Kim’s CSIRE story

• 06:00 – She went to a woman’s house that she had listed that was closing in 4 days; she hadn’t packed at all and was like a “crazy cat lady” with only one cat
• 06:50 – Kim and her family helped pack the lady’s belongings while she and a friend sat folding and pumping up balloons
• 07:05 – They put the balloons inside a cabinet so the glass shelves don’t break – it didn’t work – and Kim was left popping balloons and cleaning up glass
• 08:00 – She had 4 neighbors help pack and clean up this woman’s home, but in the process Kim lost a pair of Chanel sunglasses and a diamond out of a ring

• 08:40 – Doing what it takes but having boundaries

• 09:05 – When she first started she would drive across town for a $65,000 trailer; she gets agents that don’t want to drive far for an $80,000 trailer
• 09:30 – Treat everyone the same and be above average; you must hustle and do what it takes

• 10:00 – Kim now works in leadership and instructs realtors

• 10:15 – Be deeply invested in knowing what’s happening in the industry and educate yourself constantly
• 10:45 – Realtors are the voice for property owners; they aren’t banded together like realtors are
• 12:05 – People will respect and value you if you put in the work to become a true leader
• 12:45 – How to reach Kim and Team Knapp: Office Phone Number (904)637-0285, Cell Number (904)334-7425, or by visiting her website teamknapp.com

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes:

• 01:20 – Laura is in Virginia with a micro-farm outside of D.C., has been licensed in Georgia and Tennessee, and has been licensed for 10 years
• 02:25 – Laura’s CSIRE story

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

3 Key Points

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

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

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

Time Stamped Show Notes:

• 01:15 – Clint’s background

• 01:20 – He was an association CEO for 10 years, spent 10 years in talk radio, and he now consults
• 01:45 – He combines his association and media skills to nationally consult and speak

• 02:11 – Why should people be interested in association life?

• 02:19 – If you aren’t paying attention, others can take advantage of leadership roles and relationships
• 02:52 – Local, state, and national associations leadership tips; a woman called Leigh to ask for advice on her incoming local presidential role

• 03:50 – Leadership is all about what you can do for the association and its members; it is about serving and understanding your role and process

• 04:45 – Leigh asked the woman how the CEO/association executive is, because that’ll give insight into what advice to give
• 05:22 – Leigh asked why the woman labeled the person as “bad to medium;” they don’t communicate, value the members, or have a clear and positive view of the future

• 05:58 – What would Clint tell an incoming leader who’s dealing with a staff person who isn’t energetic or shoulder-to-shoulder with their volunteer leaders?

• 06:07 – Asking the question: “Why are you here?”
• 06:20 – What is their motivation? Are they just riding it out?
• 06:45 – Figure out how to manage that or how to move away from that kind of executive

• 07:00 – If you are an executive that has lost your motivation, you should change personnel or change your perspective

• 07:21 – “My Year:” One person’s legacy that may not encompass the whole
• 07:52 – Ask the staff what they need; sometimes it’s the volunteer’s problem

• 08:09 – Some volunteers are used to running their own business; an association is very different because it is a collective experience

• 08:43 – There isn’t any real formal training in most cases for association leadership
• 09:02 – When you rise to leadership you are no longer just focusing on one thing; you must oversee it all and the whole team

• 09:20 – Are volunteer leaders provided the correct education to succeed and understand what they’ve said “yes” to, since the role is entirely different than their day-to-day life? Does Clint think that realtors are responding to threats in a personal way because they must move fast in their business life and associations typically move slowly? Have associations failed to respond because they don’t educate their volunteer leaders correctly?

• 10:18 – The good organizations are doing it right; there is a big difference between those and the ones just finding their way through
• 10:33 – The ones geared towards flexibility and change work in a change-based world; the ones stuck on status quo get stuck

• 11:02 – How can volunteer leaders push their associations to have a mindset that embraces change rather than resists it?

• 11:28 – It comes down to the association’s culture which consists of strategic focus, repeatable processes, consistent outcomes, and mutual passion
• 12:15 – With those things, you’ll identify the self as an entity; it starts with a good staff and good leadership

• 12:47 – If you have a forward-thinking leader in an association but the volunteer leaders fear change, resist listening, and eliminate staff, how do you get past that?

• 14:00 – When you are an executive you hire and fire volunteers that make decisions based on whims, are too comfortable, don’t want to follow processes
• 14:53 – Ultimately it’s a matter of how much attention the general membership pays to those who are their leaders and their decisions
• 15:00 – Their actions show if the leadership is ready to lead and represent

• 15:35 – What Clint thinks will happen in real estate life within the next 3-5 years

• 15:55 – He looks through the lens of the association
• 16:08 – 5 trends he sees in the association world: leadership shift impacts will find their way to the local organizations
• 16:50 – Consolidation shifts will continue (regionalization) and will impact day-to-day agents
• 17:28 – Advocacy must start to adapt; the way advocacy is approached and delivered needs to shift; if you aren’t going to adapt you are going to struggle
• 18:00 – As markets settle in, we are going to see agents have extra time on their hands; there will be more volunteers coming back to the association

• 18:50 – Even new realtors can have the knowledge and expertise to make good positive changes in the association world
• 20:00 – When does Clint think we will see a National Multiple Listing service that is backed by realtors?

• 20:19 – He doesn’t see a national one happening, he thinks regional ones that revolve around true markets are more likely
• 21:54 – You can read Clint’s columns on Inman or listen to his podcast called The Association  

3 Key Points

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

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Melissa Valder

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

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

Time Stamped Show Notes:

• 00:55 – AJ’s background: She is in Dayton, Ohio and focuses on property management, commercial, residential and receivership, and has been in the business for 25 years
• 01:27 – What is receivership?

• 01: 30 – She goes in and takes over things on behalf of courts and law firms; businesses to run and real property
• 01:41 – This can be an inn, a roller skating rink, an industrial warehouse operation, office buildings, hotels, multi-family units; all could be at a moment’s notice

• 02:06 – They also do residential and property management
• 02:20 – How did taking over a roller skating rink happen? What’s the story?

• 02:34 – She used to skate and was good; when she took it over she shut it down, invited a ton of friends, and had a skating party
• 03:17 – She didn’t buy the rink, but her friend bought it to showcase his luxury cars

• 03:50 – AJ’s crazy story

• 04:00 – She never expected to be made fun of by people in the Condominium and Home Owner’s Associations
• 04:15 – Strange people can live in the associations and have strange ideas despite state law that dictates otherwise
• 04:41 – She tried to encourage to clients to buy into the associations so they participate in what is going on because they’ve already made the investment

• 05:20 – You can’t complain about the decisions if you aren’t apart of the association’s decision-making process
• 06:20 – She is going to be the president of the state of Ohio in 2019; she is an “accidental volunteer leader”

• 06:42 – She is from a small brokerage that she started with her father; at her local board, you must be president before you can be president or officer in Ohio
• 07:00 – She couldn’t get on the board of directors and had tried for years; she kept missing because she was from such a small brokerage
• 07:20 – They appointed her on two different years and asked her to run for Treasurer and she won

• 08:03 – One reason why this role has been worth her time/energy and why it matters that she, as a volunteer leader, is involved in a real estate deal?

• 08:28 – The friendship and contacts that you gain make it easy to close a deal because you have personal connection with other agents
• 09:20 – Hire a volunteer because they are up-to-date, involved, and lobbying on the homeowner’s behalf
• 10:10 – In volunteer leadership you get someone who knows all changes that affect your home and sale

• 10:35 – When interviewing realtors, always ask how invested they are in political advocacy work to affect policy in ways that help you as the consumer
• 11:15 – Why AJ is a star

• 11:20 – She is a competitive ballroom dancer and loves dancing
• 11:35 – She’s done “Dancing with the Stars” and have competed with many pros head-to-head
• 12:20 – How to reach AJ: Her company’s website or call her at (937)609-4281
• 12:50 – Contact Leigh if you want to learn how to get involved

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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