We’re going to play a game on today’s episode! Amy Hedgecock, a third generation property manager in High Point, North Carolina, has a crazy story of when she managed a property for some California investors who never even saw it. When the owner of the property finally flew over to see the property, he was shocked, scared, and given a knife by a tenant for protection before entering a “vacant” unit. Listen in and try to find out where, exactly, things went wrong – and learn how to make sure this never happens to you or your clients!

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

Time Stamped Show Notes:

• 00:35 – Introducing Amy, a 3rd generation property manager in High Point North Carolina, who has been president of the North Carolina realtors
• 02:30 – Amy’s CSIRE story
• 03:00 – She has 500 single-family units and some apartment buildings; she enjoys bettering the properties so her investors have a better return on investment
• 03:30 – Many California investors were buying investment properties; one bought an apartment building sight unseen and neither the buyer nor seller had a REALTOR®
• 04:00 – Amy went out to the property and there was a lot of deferred maintenance; she got in touch with the new owners and they knew some money would have to go into it
• 04:50 – There were apartments missing on the rent roll; it looked 100% rented but only because 7 units were unaccounted for
• 05:20 – The heat was missing in the vacant units and tenants of other of the missing units had serious issues; the owners sent some money to fix the issues
• 06:00 – She had hired off-duty police officers to guard vacant units because there were squatters; the rent money didn’t cover all the issues the place had
• 06:30 – She had to evict half the building because they weren’t paying rent; an owner finally said they’d fly into town to see the place
• 07:20 – She only went to the property with an officer because it was an unsafe place; when the owner arrived he said, “This place isn’t so bad!”
• 07:50 – The police officer showed the guy a YouTube channel called “High Point Ghetto Fights” and a fight video was shot in front of his apartment
• 08:40 – A prostitute from the building followed them while they showed the property to the owner; she yelled “I’m not working today!” to a group of men yelling at her
• 09:45 – They enter a vacant unit that had been taken over by feral cats; one was dead and melted into the floor
• 10:30 – The owner opened an old, disconnected refrigerator and it was disgusting; Amy laughed
• 11:30 – When they reach the last row of apartments, the woman handed the property owner a knife to protect himself from someone in a vacant unit there
• 11:55 – He skipped that unit and asked an officer to check it out; the property was resold shortly after that visit
• 12:20 – Amy didn’t take on managing the property with the new owners
• 12:45 – The lessons
• 12:50 – The owners bought the property sight unseen, which was a mistake; they didn’t have rent rolls, reports, or P&Ls
• 13:20 – If you aren’t going to have realtor representation, be smart about the questions you ask and the information you require before purchasing
• 14:50 – It’s important to use professional property managers for your investment properties
• 15:30 – REALTORS®, get connected with property managers to help your clients better
• 17:30 – How to contact Amy: by email at amyhedgecock@gmail.com, by phone (336)883-1333, or at fowler-fowler.com

3 Key Points

• Ask the right questions before purchasing!
• Don’t short-cut your property management needs.
• REALTORS® and property managers should be connected and help each other!

Credits

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

Buy a house from Al and he’ll paint it for you! Al Block, a REALTOR® for over 30 years in the greater Detroit area, sold the wrong house but committed to making it right. Luckily, he did – by painting an ugly room and communicating with his clients in a way that was honest and reassuring. Listen in to find out why accountability is so important and how Al’s community involvement really saved the game. 

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

Time Stamped Show Notes:

• 00:35 – Introducing Al, a REALTOR® for over 30 years
• 01:00 - He’s an associate broker in the greater Detroit area and president of the Greater Metropolitan Association of Realtors
• 01:37 – He’s co-owner of ReMaxx First
• 02:20 – He made it in real estate at 19-years-old because he had some inheritance money and stuck with it; it was tough but he learned discipline and humility
• 05:20 – Al’s CSIRE story
• 06:00 – He was sponsoring and playing in a softball league; the comradery was extremely valuable
• 07:10 – A man on another team asked Al for help to buy a house; they saw a home a little outside his price range and they couldn’t pull it off
• 07:58 – Later, the listing’s price got reduced; Al called him to let him know and they drew up an offer
• 08:13 – They faxed the paperwork and the seller accepted the offer; everyone was happy
• 08:37 – He waited for them at the house and quickly realized that he had sold them the wrong house; they were standing in front of another one
• 09:20 – The house looked the same in the picture and was in the same neighborhood; he asked them to come over to the house he was at
• 09:48 – The house had more brick, needed painting, and didn’t have new appliances; they actually liked it better than the other one but it needed some work
• 10:35 – He offered to paint a room that was an ugly purple
• 11:10 – Rumors started to spread in the soccer league that if you bought a house from Al, he’d paint it for you
• 11:30 – He has sold so many homes through the softball league since then
• 15:00 – Lessons from the story
• 15:30 – Respect people’s budget and work with people
• 16:00 – Be accountable for your mistakes and build long-term relationships
• 16:45 – People need to know your story and know you’re ethical, hardworking, and trustworthy
• 18:00 – Stay visible and engaged in your community; lead with heart, mind, and community
• 19:30 – How to contact Al: By phone at 1-800-SOLD-678, his website, or by email

3 Key Points

• Take accountability for your mistakes.
• Communicate and commit to making things right.
• Lead with heart, mind, and community. 

Credits

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

Could the solution to all our family-life problems be to live as people did in the 20s? Today, Tracy Freeman, a REALTOR® in Maplewood, New Jersey, explains why old homes have such small bedrooms – and why that’s actually a good thing. She also sees the big picture that a lot of REALTORS® miss when it comes to law and regulation that affects the industry. Listen in to hear Tracy’s views on old bedrooms, chestnut trim, and family living spaces – and see why sharing a bathroom with a sibling isn’t the worst thing in the world.

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

Time Stamped Show Notes:

• 00:45 – Introducing Tracy, a REALTOR® in New Jersey
• 01:50 – What she must educate her clients on
• 02:05 – In her market, many of the homes are old; most were built in the 1920s to 1940s
• 02:18 – The homes have bumps and bruises but they’re bought as-is; if something is major issue, you can ask the seller to cure or credit
• 03:30 – Tracy and her husband bought their home based upon the care the previous owner had taken of it
• 04:00 – Nowadays, people want move-in ready; Tracy understands what her clients want and knows when she sees a good fit
• 05:30 – Take care of your house and keep record of the maintenance you do on it
• 05:45 – If you walk in a house and see that the owner has record of every fix, it’s priceless
• 06:45 – More about Tracy and Maplewood
• 07:00 – She gets excited by things like laundry chutes and the quaintness of old homes; she must educate clients on why homes were built differently back then
• 08:45 – Rooms were built smaller because that’s not where people lived; they focused on family time in general living areas and kids didn’t escape to rooms
• 10:45 – What surprises her buyers when they come to Maplewood and South Orange
• 10:50 – They’re city people and want to be able to walk to town and the train
• 11:25 – It costs to live closer to town; people want all the bedrooms and a yard but may have to be a half mile or mile away from the train to have it
• 13:00 – The GenX way of living can exist; the homes in her area are close to everything a family could need
• 14:15 – Tracy’s advice for other REALTORS®, buyers, and sellers
• 14:45 – She appreciates agents that just put their head down and do the work
• 15:05 – She went to her first NAR conference and was shocked by how many REALTORS® there are and by what advocacy work was being done
• 15:30 – She was so focused on her local business that she didn’t see the big picture of what was happening for REALTORS® nationally
• 16:00 – Understand what bills and regulations are going through that affect your work and pay as a REALTOR®; protect your earnings
• 17:00 – How to contact Tracy
• 17:05 – Her website, Facebook, and Instagram

3 Key Points

• Recordkeeping could be the X factor to help someone move forward with a purchase.
• Understand why your home was built the way it was, especially if it’s old.
• Protect your earnings and stay educated through participation with the NAR. 

Credits

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

Is it raining men? Nope, but it is raining inside! Sarah Gustafson, a REALTOR® of 10 years in Holden, MA, opened the door to a beautiful home she was showing to clients just to find it was...raining? Not only that, but the listing agent called shortly thereafter to find out if her clients were still interested in the house! Um, no thank you! Listen in to find out why you must know where your water main is, and how she protected her clients from buying a potentially hazardous home. 

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

Time Stamped Show Notes:

• 00:45 – Introducing Sarah; a Holden, Massachusetts REALTOR® of 10 years and introvert who used to manage trade shows for companies
• 03:30 – Sarah’s CSIRE story
• 03:40 – She was showing a house to clients in the wintertime in the down market; many foreclosed homes were vacant in the winter
• 04:00 – She noticed a stream of water coming from the garage; she had a feeling the pipes had broken in the house
• 04:40 – They opened the door from the garage to the house and water was pouring from the second floor to the first floor; a kid asked, “Why is it raining in the house?”
• 05:22 – She called the listing agent and she asked, “What do we do?”
• 05:40 – Sarah told her what to do and she had no idea what Sarah was talking about
• 06:15 – Afterwards, she called back and asked Sarah if her clients were interested in the house; Sarah wanted to know when the rehab/renovation would be complete
• 06:42 – She said the sellers had taken care of it but that was impossible with the amount of damage that was incurred
• 07:00 – Sarah said she’d never show or recommend the house; she would disclose the flood to anyone who asked
• 05:55 – The lessons
• 06:00 – Agents and homeowners: Know where your water main is
• 07:55 – Realtors need to be honest and transparent
• 08:30 – There would be a liability issue if mold grows in that house because it was incorrectly repaired
• 09:00 – A professional rehabilitation is required when a home floods
• 09:35 – As a realtor, you need to disclose everything
• 10:30 – Sarah’s biggest surprise when working with REALTORS®
• 10:40 – How much it has helped her grow personally and professionally compared to a corporate environment
• 11:08 – The association world taught her that she is an introvert; she learned how to work with extroverts and manage her own alone time
• 11:36 – Introverts do well when they’re out, but need to recharge alone
• 11:55 – Her leadership journey has included learning how to deal with different people with different personalities
• 12:45 – How to contact Sarah
• 13:00 – SaraGRealtor.com

3 Key Points

• Know where your water main is!
• Be honest and transparent about every property.
• Volunteer to grow and learn more about yourself 

Credits

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

Who came here to PAAAAARRRTYYYY!? REALTORS®, apparently! On today’s show, Jordan Scheltgen, co-founder and managing partner of Cave Social, talks about the day he realized that real estate professionals really know how to get down. He also learned the magic key to setting yourself apart from all the other REALTORS® out there – and the best way to do it using social media platforms, technology, and the one thing only YOU have: Your story. Listen in to hear more about Coyote Ugly: Realtor Edition – and get some good advice on how to get in front of your target audience.  

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

Time Stamped Show Notes:

• 00:45 – Introducing Jordan, co-founder and managing partner of Cave Social, a digital advertising agency whose clients are 50% real estate professionals
• 01:50 – He also writes about leadership on INC
• 02:30 – The surprising things he found about real estate
• 02:35 – The complexity of the tools offered to real estate professionals and how little they used them to further their business
• 03:15 – The nuances of marketing in real estate; you aren’t just promoting the house, you’re promoting the town, neighborhood, lifestyle
• 03:30 – The number of hands in play when a house goes from listed to sold
• 04:30 – The workflow of a REALTOR®
• 04:45 – Realtors don’t have a structured 9-5 job, so they often find themselves working long hours because they can’t “turn off” and balance work and life
• 05:30 – Solutions Jordan has found for the challenges he has seen
• 05:40 – Have one day a week off; if you can’t do that, your system is broken
• 06:25 – Jordan’s first CSIRE story
• 06:32 – At his first conference in the Orlando Convention Center, the CEO of a massive brand went onstage and played the guitar
• 07:08 – All the REALTORS® went wild; it was a “rager” at 9am
• 07:35 – The booth next to him was selling IPads at half off; the guy said he was building trust and getting a name and email for it
• 08:15 – That vendor no longer exists
• 08:35 – There was an after party at a local bar with hundreds of REALTORS®; it looked like Coyote Ugly - REALTOR® version – at a sit-down restaurant
• 09:02 – Men were taking their shirts off and everyone was dancing; the energy was mind-blowing
• 10:00 – What Jordan does
• 10:12 – He helps people tell their story through a variety of avenues; each brand and story is unique and should make you stand out from the rest
• 11:00 – All REALTORS® look the same to a consumer; it’s the REALTORS® story that makes them select who they feel is best
• 11:15 – A story that resonates with Jordan
• 11:21 – A lady in South Carolina creates videos in her car about neighborhoods, buyer tips, etc., and she get 50-60,000 views per video
• 11:54 – She has positioned herself as a helping hand and authority in the area; she knows what she’s talking about
• 12:15 – Advice from Jordan: What to ask a REALTOR®
• 12:24 – Ask what their specialty is – they should have one
• 13:45 – How to contact Jordan
• Twitter or email

3 Key Points

• Find ways to optimize your hours.
• Your story should set you apart from the rest.
• Ask what your REALTORS® specialty is; if they say they don’t have one, look elsewhere.

Credits

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

No one’s as detail-oriented as an engineer! Socar Chatmon-Thomas, a REALTOR® of 25 years in Austin, sure thought so when her client called with suspicions that his tile was off by an eighth of an inch. Socar, an electrical engineer herself, loves real estate because she sees it as a daily puzzle that puts her strategic and problem-solving skills to the test – and let me tell you, she is good. Listen in to find out how Socar satisfied her super-detail-oriented client – and how she made her latest client extremely happy.  

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

Time Stamped Show Notes:

• 00:45 – Introducing Socar, a REALTOR® of 25 years with a background in electrical engineering; she is spontaneous, social, and creative
• 03:40 – The transition from engineering life to REALTOR® life
• 03:55 – Real estate is like a daily puzzle
• 04:10 – Socar’s CSIRE story
• 04:28 – A client of hers called her and said his grout was off by an eighth of an inch; he wanted to hire someone to inspect the grout
• 04:55 – She didn’t know that job existed so she called the National Association of Tile Installers
• 05:20 – She first called Dal Tile and they knew the client must also be an engineer
• 05:50 – She found someone in town who said the floor was “within tolerance” and didn’t charge them; it was a good tile job
• 06:32 – Takeaway’s from Socar’s story
• 06:58 – Know your client; if he/she is that detail-oriented, they won’t be satisfied until a true professional reviews the work
• 07:50 – What Socar’s clients say about her
• 07:54 – They recognize her as very detail-oriented, strategy-driven, and a great negotiator
• 08:25 – She chose to be a REALTOR®; her dad used to take her around to see land and would ask her how much she thought it was worth
• 09:18 – Negotiations as a strategic process
• 09:35 – Review potential outcomes and don’t get caught up in the emotions
• 10:40 – The most interesting moment in Socar’s real estate career
• 10:55 – She just met a 27-year-old man and his father; the son is a gamer and gets paid $10,000-14,000 a month to play games; Socar feels that is the most creative job
• 11:45 – People pay to watch him play games; he was her last sale of 2018
• 12:30 – She received the best compliment from the father who said she was “the best of the best”
• 13:40 – How to contact Socar
• Phone #: (512)784-7150
• Facebook: here
• Email: Thomas@gmail.com

3 Key Points

• As a REALTOR® you are a calming force for your clients.
• See negotiations as a strategic process – not an emotional one.
• Parenting advice: Help your kids invest and build social skills!

Credits

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

Who wants to go fishing? Not Shannon Register, a REALTOR® and broker of 25 years in the Houston metro area! From a signed contract that no one noticed was $20,000 off to a surprise dog-attack that caused her to drop her client’s keys into the deep end of their pool, Shannon has seen her fair share of real estate craziness. Listen in to find out how Shannon managed to fish out the keys and what she learned from the messy $20,000 mistake.

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

Time Stamped Show Notes:

• 00:45 – Introducing Shannon, a REALTOR® of 15 years in the Houston area with three independent brokerage offices and 50 agents
• 01:44 – She is an educator for consumers with her radio show
• 02:30 – Shannon’s CSIRE story
• 02:44 – She has seen agents make rookie mistakes on both sides
• 03:03 – An agent wrote the wrong sale price on a contract and it wasn’t caught until the lender noticed the mistake; all parties had already signed the contract
• 04:15 – The seller had multiple offers, they chose that one because it was $20,000 more than the other offers that had been made; the consumer didn’t understand the rules
• 05:20 – It was signed electronically and auto-calculated; it was a learning curve for everyone and a big issue
• 06:00 – Anyone could’ve made the mistake because of the way we do everything digitally now; people still need to review and understand what they’re signing
• 06:30 – Insurance had to pony up and fix it; it was a complicated fix that required renegotiation
• 07:20 – The importance of reading what you sign
• 07:45 – These mistakes aren’t typically done with bad intent; realtors just want to hustle and get their client into their home
• 08:04 – A broker wouldn’t know if there was a mistake if they don’t know the offer
• 08:30 – How Shannon makes sure this never happens again
• 08:37 – She makes sure everyone reads what they’re signing and only uses digital signatures when she must
• 09:16 – Another CSIRE story
• 09:24 – As she was about to lock the door to a seller’s house, a little dog ran up behind her, startled her, and she dropped the house keys into the deep end of the pool
• 10:15 – She needed to get the house locked up; so, she sent one of her kids to fish the keys out of the pool
• 11:15 – What she has learned
• 11:30 – Have a spare set of keys and put them in a purse or bag if you tend to drop or throw things when startled
• 12:40 – The one thing the public should ask before signing an agreement with a realtor
• 12:51 – “Are you committed to getting this done for me in my timeframe?”
• 13:50 – How to get in contact with Shannon and her brokerage
• Website: RREA.com
• Phone number: (281)288-3500
• Radio Show: HoustonRealEstateRadio.com

3 Key Points

• As an agent, double-check your work – even if you do it digitally!
• Consumers: Read everything!
• Have a hide-a-key or an accessible spare set if you’ve got an agent listing your house.

Credits

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

No one likes to be stuck in the middle of a sibling rivalry! Chris Stafford, a REALTOR® of 27 years in the San Francisco area, played the mediator between two brothers – and it wasn’t fun. While one brother sabotaged the sale of their home and the other was furious and fuming, Chris reflected on the lesson we could all take away from this story. Listen in to find out how Chris handled the brothers – and still got a raving testimonial at the end of the day.

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

Time Stamped Show Notes:

• 00:45 – Introducing Chris, a CPA and real estate broker who has been selling for 27 years ago in the San Francisco Bay area
• 01:40 – Chris’ CSIRE story
• 01:50 – It was an example of the dynamics of dysfunctional families; two brothers owned a $2M property and one of the brothers was an executor
• 02:10 – The other brother was living on the property and didn’t want to move, even though he has another property; there was animosity between the brothers
• 02:50 – The brother made the sale difficult by putting signs up during walk-throughs, leasing to others, and destroying the building
• 03:20 – Chris acted as a mediator between the brothers
• 04:14 – They ended up having a lawsuit and selling the property; they made $1M each; the one brother was sabotaging his own equity in the property
• 05:00 – The lessons
• 05:24 – The brother’s parents didn’t have everything squared away when they passed which made for disagreements and difficulty down the line; trusts and wills are important
• 06:00 – When someone tells you who they are, trust them; the brother showed his true colors
• 06:40 – Both brothers ended up writing excellent testimonials for Chris because he was patient and supportive throughout
• 07:11 – An attorney can help you structure a will; many people don’t want to estate plan, but it will help your children immensely
• 08:00 – Chris’ neighbor
• 08:04 – His neighbor’s parents passed away but didn’t leave a will or trust, and they were hoarders
• 08:30 – The house was packed to the ceiling with paper and magazines; Chris offered to help clean it up but the parents had hid gold, stock certificates, and currency in the trash
• 09:15 – It took the family 9 months to go through everything
• 11:00 – Chris’ one piece of advice for new REALTORS®
• 11:12 – Get a mentor; everyone – new or seasoned – runs into unexpected scenarios and will need a mentor to help them navigate through
• 12:30 – How to contact Chris: His website https://epiclistingagent.com/
• 12:45 – Get a free copy of his book “Massive Abundance” through his website 

3 Key Points

• Families, make sure parents have everything squared away before they pass.
• Give your heirs a break and prepare!
• Get a mentor or coach to help you improve. 

Credits

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

Today we’ve got a special guest who is going to discuss the market and the one piece of advice that could save you from a sour sale. Casey Angel, Director of Communications at the Raleigh Regional Association of Realtors, has got high hopes for the real estate industry and is excited to see diversity spread in his community and throughout the country. He dives in and debunks common misconceptions about realtors and why neighborhoods flourish, and gives some quick resources that are just a click away. Listen in to hear Casey’s advice on when to pick an agent – and when you should let one go.

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

Time Stamped Show Notes:

• 01:50 – Casey’s work within the association
• 02:10 – The membership is diverse and cares about their community
• 03:23 – The diversity in South Florida and North Carolina
• 03:45 – It’s exciting to see diversity spread in the community and industries
• 04:30 – The things realtors unite on: The American Dream
• 04:56 – Private property rights, housing affordability, the idea that everyone should have a safe, flourishing place to live
• 06:05 – The economic study they performed in Raleigh
• 06:15 – They could see that the neighborhoods that were flourishing because of the communities and families in them
• 06:50 – The association used data to expel myths
• 07:30 – The myth that realtors are only in it for the money
• 08:00 – Realtors consistently have one of the highest rates of volunteerism; they are very active in their communities
• 08:30 – Consumers see that when they get more involved in their community
• 09:10 – Resources to get education on realtors
• 09:40 –The local Chambers of Commerce, municipal website, and public school
• 11:00 – The chamber has data on how long homebuyers stay in their home
• 11:45 – Casey’s one piece of advice for a buyer or seller of real estate when they pick an agent
• 12:20 – It’s important to sit down with someone and feel confident that they know what you want and where you want to go in the transaction
• 12:45 – It’s an emotional purchase; it’s important to have a professional realtor that you can be honest with
• 13:30 – Don’t sign paperwork with a realtor you don’t like – pick someone that suits you better; the NAR finds that over 70% of buyer/sellers use the first agent they find
• 15:30 – How to reach Casey or the Raleigh Association: rrar.com

3 Key Points

• Neighborhoods flourish because of the communities and families in them.
• Your local Chamber of Commerce holds data that can help you.
• Find an agent that understands you, your needs, and your goal in the transaction. 

Credits

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

Real estate isn’t all competition! In fact, Sarah Johnson, realtor of nearly 25 years and instructor, believes that there’s plenty to go around and that we should all support each other. Sarah’s story is a heartwarming one of persistence, mentorship, and connection when she first joined the real estate industry. Listen in to hear how Sarah landed her first job right out of school, wouldn’t take no for an answer, and still keeps in touch with her co-workers almost 25 years later.  

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

Time Stamped Show Notes:

• 01:00 – Introducing Sarah, a realtor of 25 years and instructor in Wyoming; She’s in the Bighorn Basin near Yellowstone
• 03:00 – Sarah’s CSIRE Story
• 03:35 – She got into real estate in a very unconventional way; she learned lots of lessons along the way
• 04:15 – She was 21 and newlywed; she had an aunt who was in real estate and knew that it was what she wanted to do so she took classes
• 05:00 – Their car and truck broke down and she needed to go to her real estate class; her family arranged a ride for her with another realtor
• 06:00 – She heard people talking about the broker that recruited or sponsored them; she didn’t have that and didn’t have a plan
• 06:40 – She passed the test and went to find herself a broker; the first broker was nice but didn’t hire her because she was young and still had a lot to learn
• 07:30 – He gave her a referral to another broker who had a training program in her office
• 08:15 – She entered the broker’s office but she was out for weeks; the clock was ticking because she had to activate her license within 90 days of passing the test
• 09:30 – A week later, she was finally in the office; Sarah caught her on her way out the door and insisted to speak with her and ride with her to the job site she was visiting
• 09:50 – Sarah was insistent on the car ride and ask that she take a chance on her; this was her first lesson in sales
• 10:45 – She asked the woman to sign her application so her schooling wouldn’t expire and she did; a week later she started working for her and being mentored
• 11:30 – She would listen to the other realtors talk about their day and sales; she learned the most by doing that and being mentored by senior realtors
• 12:15 – The others in the office mentored her even though she was a young stranger
• 13:30 – Providing mentorship to others
• 13:45 – Sarah loves to teach others because of the mentorship she was given at that first office
• 14:30 – Being an instructor is one of her favorite things; she doesn’t think she would’ve made it had those people not invented in her
• 15:30 – It’s good to always have an experienced mentor so you don’t have to learn everything the hard way
• 17:50 – We get stuck in our way of thinking if we aren’t constantly trying to level up and grow
• 18:40 – How to reach Sarah: email sarah@johnsonhomeandland.com or through her website com

3 Key Points

• Be kinder to others.
• Persistence is key!
• Mentorship is forever invaluable. 

Credits

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

Wanna hear a story that gives a whole new definition to the word patience? Paula Brahan, a REALTOR® in Hattiesburg, MS, spent a whole year trying to find the perfect property for a client – just to have him move in right across the street. The whole thing tested her patience –his changing needs, unrealistic expectations, electromagnetic detector (what?) – but ultimately both she and her client were happy. Listen in to find out how Paula found exactly what her client wanted – and got a nice neighbor, too!

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

Time Stamped Show Notes:

• 00:50 – Introducing Paula, a REALTOR® in Hattiesburg, MS; she’s been in the business for 4 years and was a nurse before
• 02:50 – Paula’s CSIRE story
• 03:00 – She’s learned that patience is key, especially in one case
• 03:45 – The client was referred to her, he was very particular and she was helping him find a place
• 04:35 – They ruled out every house for one reason or another; the budget and scope changed often
• 05:10 – The client would bring out an electromagnetic reader everywhere they went; he had young kids and didn’t want them to be around certain frequencies
• 06:15 – He was looking in the $500,000 - $700,000 range; she finally found a house that was perfect but he said it was too good to be true
• 07:10 – The next day he emails her and said there was a sewer treatment lagoon near the house so they can’t move there; the next house had a concrete plant nearby
• 08:08 – She suggests he get an estimate to build a house
• 08:50 – She bet him a steak dinner that the bid to build wasn’t going to be less than $700,000, and she was right
• 09:10 – A contractor in her neighborhood custom build his home but then decided to sell it; they began to negotiate with the builder/seller but he was asking too much
• 10:25 – That back and forth went on for months; then another neighbor who just moved in as well told her he wanted to sell
• 11:40 – One year after meeting this client, they had a contract drawn up and now he lives across the street; it’s one of the largest transactions Paula has closed
• 12:30 – Everyone has different needs that we should respect
• 13:15 – In neighborhoods where homes are custom built, comps and appraisals can be challenging
• 13:50 – She wanted him to see the value of the homes she was showing him; the bids helped give the client perspective
• 16:17 – The builder was never able to sell his home and is now neighbors with the buyers
• 16:54 – How to contact Paula: call/text (601)606-6686, reach her at the office at (601)268-1600, or on her website http://www.paulabrahancan.com/ 

3 Key Points

• Patience is key!
• Respect the needs of others.
• Communicate what you want but be flexible with changes.

Credits

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

Watch out, squatter gang coming through! Brandi Underwood, realtor and Miracle Agent, had a long battle with the squatting community in her area – and that was just the beginning! Just in case the issue with the squatters wasn’t enough, she then had to deal with the county, their (big!) mistakes, and a difficult inspector (on a power trip). Listen in to hear how Brandi cleaned up this mess despite challenges that would’ve sent most people running.

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

Time Stamped Show Notes:

• 01:00 – Introducing Brandi and Miracle Homes
• 01:03 – Brandi’s located in Fair Oaks, CA, right outside of Sacramento; she services Sacramento, El Dorado, and Pastor Counties
• 01:16 – She’s a Re/Max Miracle Agent which means she donates a portion of her commission to the Children’s Miracle Network
• 02:30 – Brandi’s CSIRE story
• 02:55 – Around the holidays in 2017 she helped an old co-worker and her husband find their first home
• 03:28 – They found a home in a less-than-desireable neighborhood; they walked-through and everything looked good
• 04:02 – They got into contract for the home; she had to call because the offer had gone into a spam folder
• 04:30 – They went into escrow and she was working with their lender, someone she hadn’t worked with much before
• 05:10 – Their first time back to the property there were squatters who had damaged a lot of things like doors, windows, and carpet
• 06:35 – The investment group selling the home could get the repairs done quickly; the buyers had to be ok with the damage even though it would be fixed
• 07:15 – The house kept having squatter issues; the buyers had to make nuisance calls to the police to get them out
• 08:43 – Why the buyers moved forward despite the issues
• 09:06 – The man was set on making it work; he knew they were part of the revitalization of the neighborhood and the house was beautiful
• 09:55 – The seller’s agent was great and made sure the house was repaired before move-in
• 10:40 – Liens had to be cleared on the property and the escrow was about 45 days
• 12:00 – Afterwards, she went to the property and there were signs saying the house was condemned; the buyer was panicking
• 12:50 – She learned that the county could be incorrect; a county inspector said he needed a proof of recording, which she showed
• 13:40 – He said that it was impossible because he had already recorded a lien on the parcel, so it couldn’t have closed
• 14:15 – He went back to the county office to research the permits; he said the county was wrong and recorded everything on the wrong parcel number
• 15:00 – He had already looked inside the home, though, and had a laundry list of things to fix before move-in
• 16:20 – She had to tell everyone – buyer and seller – what happened; Brandi helped them through
• 17:45 – The county wasn’t helpful and the homeowners couldn’t move in because of all the things the inspector said needed to be done
• 18:20 – They had to redo everything in the home and could finally move in 4 months later
• 20:30 – How Brandi continued to help her clients
• 21:00 – She stuck through with them even beyond what she had to
• 21:50 – They are happy and love the house now
• 22:45 – How to contact Brandi: by phone (916)792-2635 or by email at brandisellscahomes@gmail.com

3 Key Points

• Be proactive when sending an offer – and make sure they receive it!
• Tenacity and savviness is necessary in a realtor!
• Safety first!

Credits

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

Penis-shaped ice cubes, anyone? Sam Powell, real estate professional and tech nerd, found a little special something in her friend’s freezer – something so special, in fact, she decided to keep it! And just in case that story isn’t crazy enough, wait till you hear about how she and her clients accidentally crashed the Chicago marathon – two years in a row! Listen in to hear Sam’s hilarious stories and get a glimpse into the determined, passionate person she is.

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:

• 01:30 – Introducing Sam and her background
• 01:38 – She works in downtown Chicago but has connections throughout Illinois
• 01:50 – Their tagline is “Real answers, real people, real estate”
• 03:45 – Sam’s CSIRE story: Blue Penis Ice Cube Tray
• 04:33 – A friend passed away and she was helping the out-of-state family deal with the possessions in his property
• 04:50 – His friend got rid of pornography and personal items before the family arrived
• 05:03 – The family came and took what they wanted; Sam helped offer the rest on org and people came all day to pick up what they wanted
• 05:45 – She found a blue penis ice cube tray and decided to keep it to remember her friend
• 06:25 – The friend had passed away in his home; they learned a lot about the process through this experience and the family was very appreciative of their help
• 06:50 – Disclosing a death on a property
• 06:54 – It’s not a disclosure in Illinois or North Carolina; the man had passed away in his bed and had become a biohazard
• 08:00 – How the family took to their help
• 08:15 – Sam knew it was going to be tough for the family and she had everything necessary to make it a smooth process
• 08:40 – The family welcomed the help
• 09:45 – Another CSIRE story: Make a Run for It
• 10:00 – Right when she finished setting up an open house, she stepped in a fresh pile of dog poop; she was traumatized and considered cancelling the open house
• 11:13 – This was a clothing malfunction for the books, but she’s also had a bra unclip while she was speaking onstage (no one knew but her!)
• 12:00 – Pushing through as a professional realtor
• 12:30 – Realtors must suck it up and push through rough times because clients are depending on you
• 12:45 – Another CSIRE story
• 12:48 – She was crossing the street with clients and 10,000 runners come down the street; it was the Chicago marathon
• 13:00 – They had to cross at a diagonal, with the runners, to get across the street; one year later, the same thing happened with the same buyers
• 13:24 – She started volunteering for the marathon so she could guarantee she wouldn’t try to show clients those days
• 14:30 – How to contact Sam and her team: Her website is com; Facebook, Twitter, LinkedIn, YouTube

3 Key Points

• Be kinder and more trusting of your neighbors.
• Push through personal discomfort when clients are depending on you.
• Volunteering is good for the community – and can help you remember important events!

Credits

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

You haven’t seen crazy ‘till you’ve been physically assaulted by a co-worker for answering a phone, amiright? Harry Corcell, newbie realtor, comedian, and expert tech wiz, has got all the reasons why you absolutely should NOT contact him – and there are plenty! Harry is eager to please his clients and will do anything necessary to sell in the fastest and smoothest way possible. Listen in to hear how Harry’s skills from the corporate tech world transferred into real estate and how he’s using technology to his advantage.

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 – Introducing Harry
• 00:50 – He’s a father of three and located in Boston; he started doing real estate part-time while he was a stand-up comedian
• 01:13 – Harry’s CSIRE story
• 01:30 - He was renting apartments for a company; they didn’t have internet and did everything manually
• 02:10 – The phone in the office kept ringing while he was with a client so Harry picked it up; his co-worker told Harry’s client to leave and began assaulting Harry
• 02:15 – 20 years later, after working a corporate job, he got laid off and looked into getting his real estate license
• 03:00 – Why people shouldn’t work with Harry
• 03:22 – He’s high-profile on social media, he works with a mentor to offset his rookie mistakes, and he’s great at follow-up
• 05:20 – He’s been in real estate for a short time, but his skills from working in technology are transferrable
• 06:00 – He’s used to tough negotiations and is comfortable working harder to get the best results
• 06:20 – The emotion evolved in real estate
• 06:45 – Every transaction is personal
• 07:50 – What Harry loves about real estate today
• 07:58 – Technology makes deals easier
• 08:50 – People are anxious to click through without reading, but technology does save lots of time
• 10:15 – The convenience factor of online
• 10:45 – Realtors know the community and neighborhood
• 12:00 – How to reach Harry: LinkedIn, Facebook, and Twitter; he works with Engel & Völkers 

3 Key Points

• Every transaction in real estate is personal.
• Technology is great when used properly.
• Realtors know the community like a generic website doesn’t. 

Credits

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