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

Want to know what a true internet troll is capable of? Monika Glennon, realtor of 20 years, found out – and it got ugly. Three years and a lawsuit later, Monika recounts the story of a false accusation online, how it snowballed, and what she did to clear her name. Listen in to hear what can happen when Facebook comment threads get heated, and learn why seeing the human in each other is the biggest lesson 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 The Leigh Brown Experience.

Time Stamped Show Notes

• 01:00 – Introducing Monika
• 01:15 – She’s been in real estate for almost 20 years; she has been in Huntsville, Alabama for 12 years and moved a lot because her husband was in the military
• 01:57 – Huntsville has the highest concentration of engineers and scientists; it’s not like any other city in the south, it’s high-tech
• 03:10 – Monika’s CSIRE story
• 03:27 – In 2015, when she and her husband returned from a trip, her broker called her at 6am and kept calling over and over
• 04:20 – When she finally picked up, her broker told her that someone had said something bad about her online; she thought it was her first bad review
• 04:50 – It was a story posted on their local ReMax Facebook; it was a story saying that Monika had had sexual relations with a client’s husband
• 05:40 – The story went on to say that the woman (the writer) got a divorce and she advised against using Monika as a realtor
• 06:20 – She filed a federal lawsuit in Alabama and it has taken two years to figure out who it was; it was a total stranger
• 07:05 – In 2014 she had posted something during a debate on Facebook that made the person unhappy and this was their retaliation
• 07:45 – She was a drug-addict with mental issues; she became obsessed with finding out everything about Monika
• 08:40 – Her boss, family, and friends were given the story by a young woman in California who thought she was being a vigilante
• 09:22 – She won her lawsuit this year and was awarded everything; for 3 years, it was tiring and the lady kept writing bad things
• 10:03 – She decided to meet with the lady; her husband was parked across the street with a loaded gun because the lady had charges of kidnapping and assault
• 11:00 – They talked for four hours; the lady talked about how to make meth and Monika realized she had mental health issues
• 12:45 – Her business is recovering and people know she’s honest; the other lady is in prison for 20 years for violating the terms of her kidnapping/assault  
• 13:30 – The original story they were debating about on Facebook was about the smiling teenager selfie at Auschwitz
• 13:50 – The lady who wrote the false story about Monika was of Jewish descent and threatened the life of the teenager; Monika defended the teenager
• 15:00 – No one is anonymous online; Monika learned that there’s always a way to find out who is
• 15:43 – Monika wants the laws to be changed so people can protect themselves more easily from situations like this
• 16:16 – The lady used her professional photo, which was copy written, so she could get into federal court, but not everyone can
• 17:10 – She has been fighting for the protection of people; there are cases of people being falsely accused online and being denied jobs because of it
• 18:00 – We can’t make assumptions about people based upon heresy online
• 18:58 – Monika feels sad for the woman; her life was very difficult and she was very sorry
• 20:48 – Advice for listeners
• 20:50 – Don’t believe everything you read; there are humans behind each word you read online
• 21:40 – Stay out of comment threads, trademark your photo, and confront when necessary to clear the air
• 22:05 – How to contact Monika: Facebook, by phone (256)665-8772, or by email monikaglennon@gmail.com

3 Key Points

• A few words online can change someone’s life.
• We need to remember to see the human in each other.
• Stay out of heated comment threads, trademark your photo, and get out of your comfort zone to confront people when necessary.

Credits

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

Move over Cesar Millan, Jan Copeland’s husband is coming in to save this doggone day! Jan Copeland, leading realtor of 13 years and real estate coach, has got a crazy story that involves a foreclosed home, a drunk owner, and two not-so-ferocious pit bulls. Jan’s cash-for-keys stories are dangerous, life-threatening, and give us the behind-the-scenes footage that HGTV doesn’t. Listen in to hear how Jan handled these situations like a pro, and learn the top two pieces of advice she gives to all realtors.

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 – Introducing Jan

• 01:10 - She lives in Richmond, VA, was a realtor for 13 years, worked as a coach with her sister, and worked in corporate TeleCom before working in real estate

• 03:30 – Jan’s CSIRE story

• 03:35 – It involves dogs, beer, and the boonies and happened in 2005-2006
• 03:50 – She worked with foreclosures and went to homes offering cash for keys
• 04:05 – She went to a home with her husband where there were two pit bulls outside; he got out of the car and the pit bulls approached him
• 04:40 – She moved the car so she and her son wouldn’t be traumatized; the owner came home drunk, and in the meantime, her husband had befriended the pit bulls
• 05:30 – The owner of the home was upset that the dogs didn’t attack them, and her husband offered the cash or keys

• 05:35 – Another CSIRE story

• 05:40 – A man held her at gunpoint when she came to his home to offer cash for keys and told her to get off the property

• 06:08 – Crazy things happen in real estate: HGTV doesn’t even begin to cover it

• 06:50 – Realtors must manage situations in the moment
• -07:40 – Not everyone who gets foreclosed on is nice

• 07:45 – Another CSIRE story

• 08:00 – She was on a document for a foreclosed property and got a call from the police saying she was responsible for something happening at the property
• 08:05 – Water was spewing from the second-floor window and she told them that the owner was responsible; he had passed out drunk and was arrested

• 08:55 – Advice for realtors from a coach

• 09:15 – Purposefully connect every day
• 09:25 – Don’t use scripts and have a conversation instead
• 09:52 – How to contact Jan: email jan@livybrynn.com, LinkedIn, Facebook, and by phone (540)931-5050

3 Key Points

1. Realtors must be experts at managing tough situations in the moment.
2. Purposely connect every day – it’s not just “lead gen”!
3. Ditch the scripts and have genuine conversations instead.

Credits

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

What’s better than one Crazy Shit in Real Estate story? Three! George Mantor, a north county San Diego realtor who has been in the biz for 40 years, has three crazy stories for us – including one where his client tried to jump out of his car on the highway! Over the past 40 years George has seen a lot of crazy things, but through it all he’s kept his innate desire to simply help people. Listen in to hear George tell the secrets of a long and happy career in real estate, and get inspired to keep the humor and fulfillment alive in yours.

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 – Introducing George
• 01:22 – He’s in north San Diego county and it’s his 40th year in real estate
• 01:55 – He has seen the consumer protection laws evolve and understands how it can be difficult to understand
• 02:30 – George’s CSIRE story
• 02:30 - His first transaction was a run-down fixer-upper; one day before closing the seller’s ex-husband’s ex-wife’s lawyer called
• 03:20 – The ex-wife wanted to claim some of the proceeds
• 03:40 – The seller decided that she didn’t want to do it and tried to leap out of his car on the highway
• 04:25 – He stopped her from leaping out of the car and pulled over
• 04:50 – She regained herself and went through the sale
• 05:00 – Another CSIRE story
• 05:05 – During the wildfires of north county San Diego a few years ago, he had a listing in escrow
• 05:40 – For the final walk-through, they saw that the kitchen roof had burned
• 06:25 – Helping manage buyer’s and seller’s anxiety as a realtor
• 07:00 – Good realtors help manage that so people can complete their desired transaction
• 07:30 – George has a good sense of humor and reminded them that lightning rarely strikes the same place twice
• 08:00 – Most of his clients are people he has a relationship with and he’s wired to want to help people
• 08:45 – It’s important to have legal knowledge so you can help your clients
• 09:30 – Another CSIRE story
• 09:35 – A marine colonel listed his San Diego house with George because he moved to Orange County
• 10:05 - When George went to do a walk-through with the buyer’s agent, he arrived to the home early to find a motorcycle in the living room and food containers everywhere
• 10:30 – He rescheduled it for the next day; the colonel’s son had been living there and the colonel said it’d be taken care of
• 11:15 – The next day, the house looked like nothing had ever happened; it was perfect
• 12:00 – How realtors can better help their clients
• 12:10 – By offering counseling along the way, clients can be made to understand that things will happen along the way and the realtor will help
• 12:20 – To clients, their shelter is the biggest part of their life; it’s not just a transaction
• 13:00 – With divorced clients, you must sit down with them to clarify that they’ll need to work together
• 15:00 – George’s book – The Awful Truth About Careers in Real Estate
• 15:20 – This book is good for the public and those pursuing a career in real estate
• 16:13 – The book and George’s contact information is available on Amazon

3 Key Points

• As a realtor, you have the power to help alleviate your client’s anxiety during the process.
• It’s important to educate yourself on the different facets of real estate.
• In real estate, a sense of humor is critical!

Credits

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

What’s more fun than a drag open house? Jared Anthony, realtor and previous airline pilot, chats with us about outside the box – and super-fun – ways to sell real estate. Although he’s nailed down new and unique ways to sell, he has also learned that not every client is a good fit. When asked to sell a home full of urine jugs and dead animals, he knew it was time to pass the job off to someone else. Listen in to hear Jared’s two-cents on making a difference, burning bridges, and why realtors (clearly) aren’t always in it for the money. 

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 – Jared’s background
• 1:25 – Jared’s in Houston, but he does business in Austin, San Antonio, and Dallas; he used to be an airline pilot and sell cemetery plots
• 02:55 – The one thing that helped him survive the first two years in real estate
• 03:05 – He’s done drag open homes and crazy things to get his name out there; he does things outside the box to sell
• 04:15 – He’s learned to watch his back and his association
• 04:30 – Drag open homes
• 04:40 – He left a big box brokerage for a marketing real estate firm called POGI that thrives on diversity
• 07:00 – They incorporate anything to stand out and make a difference; every agent gives back to a charity
• 08:30 – The right way to switch brokers
• 08:40 – Don’t burn bridges; if you want to switch brokers, do so with a respectful, up-front conversation
• 09:42 – Jared’s CSIRE story
• 10:00 – They had listed a home for a client who had passed away; they went in the house and there were jugs of urine and dead animals inside
• 10:30 – The home was disgusting; he told the family to “burn the sucker down” and didn’t get the listing
• 11:15 – Sometimes there are sales that simply aren’t a good fit; we must recognize those times as professionals
• 12:00 – You don’t have to take on every client
• 12:20 – Jared put the family in touch with a company that could clean up the house
• 13:25 – Realtors aren’t always in it for the money
• 13:48 – Jared is up-front, blunt, and caters to the client’s individual needs
• 14:20 – If you can’t meet a client’s needs, you must realize and accept that
• 14:45 – How to reach Jared: Facebook, his website com, or call/text (832)570-5726

3 Key Points

1. Clients are not homogenous, so our marketing strategies shouldn’t be, either.
2. Realize when a job isn’t a good fit.
3. Cater to your client’s individual needs and realize when you must refer them elsewhere.

Credits

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

Who doesn’t like giving (or receiving!) a good gift, right? Angela Burgess, CEO of the Gaston Association of Realtors, got creative with her gift-giving one Christmas, and the experience left her with a greater appreciation for thoughtful, connecting gifts. It’s easy to get stuck giving generic gifts that end up getting tossed, forgotten or – dare I say it – re-gifted. But, give a gift that connects to a memory or cherished moment with a client, family member, or friend, and you’ve given something much greater than just a one-time gift. Listen in to hear what Angela did, and get inspired to get creative with your gift-giving, 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:

• 01:00 – Angela is the CEO of the Gaston Association of Realtors and has over 25 years of experience as an executive administrator
• 03:05 – Angela’s gifts to her adult children on the last Christmas in their home
• 03:50 – Their family stopped giving Christmas gifts years ago, but in the attic, she found her children’s old toys to give as gifts to each of her adult kids
• 04:25 – Her kids played with Star Wars games and toys they had had as kids and it was beautiful to sit with those memories
• 05:45 – Adult kids can buy things themselves, so it was nice to gift something that held a memory and created a beautiful moment
• 06:24 – Realtors get to know their clients very well and can give their clients a gift that has a deeper connection
• 07:33 – There are memories in the making in the things clients find when clearing out their home
• 08:35 – Realtors can help clients make memories
• 08:50 – Angela found out recently that she’s going to be a grandma and she’s excited to give more childhood gifts this Christmas
• 09:52 – She looks for stocking stuffers when she travels
• 10:40 – The intentionality of gift-giving
• 11:00 – Gift-giving can be a great opportunity for deepening the connection with family and clients
• 12:00 – Angela’s contact information: angela@gastonrealtors.com 

3 Key Points

• A routine attic purge could be an opportunity for finding memories and gifts!
• Realtors can help clients make memories.
• Give creative gifts to deepen the connection with your family, friends, and clients.

Credits

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

Did you know that it’s impossible to feel anxiety and gratitude at the same time? Amy Broghamer, author and realtor, does which is why she gifted doughnuts to her local firefighters after a bitter sale. Amy tells us the dirty details of the sale and what she did to turn her day around afterwards. Little did she know she’d be seeing those firefighters again so soon – at her own home! Get ready to hear another crazy story, and see why practicing gratitude pays off, sometimes instantly!

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 – Amy’s background; she’s been in the industry for 13 years and sells about 40 to 50 homes a year
• 02:00 – She works in Cincinnati and nearby Kentucky; she wrote a book called “The Playbook for Success”
• 02:45 – Amy’s CSIRE story
• 03:00 – She was about to close on a property and the buyer’s agent called her to ask if she’s been to the house recently
• 03:30 – Pictures showed garbage all over the front yard and the buyers were mortified at the final walk-through
• 04:30 – The sellers had no concern about the trash, they didn’t realize what had been done while they weren’t there and that the buyers weren’t happy
• 05:40 – Her clients were upset that the buyers couldn’t see past the trash, although a lot of the trash wouldn’t be picked up because it was all over the yard
• 06:20 – She asked the sellers put themselves in the buyer’s shoes; she recommended they hire a person to help haul away the trash
• 07:15 – She brought donuts to the closing to alleviate the stress and tension, her clients were upset at her and rejected the donuts
• 08:30 – She considered eating all the donuts but took them to the Fire Department to show her gratitude instead
• 10:30 – Her husband called her about an hour later to tell her their house had caught on fire; it was a mulch fire fueled by the landscaping lighting
• 12:00 – She pulled into her driveway and saw the two firefighters she had given the donuts to an hour earlier
• 16:15 – How to contact Amy: Find her on Facebook or on her website 

3 Key Points

• You can’t experience anxiety and gratitude at the same time, so you must replace anxiety with gratitude!
• Watch out for mulch fires and hazardous landscape lighting!
• Be grateful for your local fire department! 

Resources

• Get free copy of Amy’s book here.
• Get the best doughnuts here.
• See the town’s best firefighters here.

Credits

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

Perfect timing because it’s almost Halloween and we’ve got a story that’s going to give you the spooks! Glenn Bill, 30-year real estate industry veteran, recounts the story of a home with bad history and creepy vibes. He tells us of the importance of psychologically affected property disclosures and gives insight on how to learn of your state’s disclosure requirements. Listen in to hear Glenn’s crazy stories – and get a glimpse into the spooky, funny, and just plain unbelievable 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:

• 00:30 –Glenn is a 30-year veteran in the real estate industry and is based in Indianapolis with a team of 6
• 01:30 – His CSIRE story
• 01:40 – Glen started out doing estate work and professional farming work
• 02:00 – He went to a home that was recommended to him, and when he entered it had blood on the walls and carpet
• 02:30 – There had been a murder suicide at the home, and they asked him what the marketing plan should be
• 03:00 – The price was listed at a great price but people said they felt a presence and bad karma at the property
• 03:30 – Glenn believes spirits are real and psychologically affected property disclosures are needed; it was a tragic and creepy sale
• 04:00 – Another (funnier) CSIRE story
• 04:10 – He’s had air conditioners sent to and replaced at the wrong address and he’s sold the wrong home
• 04:30 – There’s nothing better than the industry and the people in the real estate industry
• 05:00 – Buyers in 1989 had to rely on word-of-mouth for a property, that house today would have a whole different buying process
• 05:40 – How psychologically affected property disclosures would look like in Glenn’s opinion
• 06:00 – In Indiana it exists, although it isn’t commonly used; the seller must disclose if a death, killing, or other psychologically affected occurrence happened in the home
• 06:45 – Check with your state to see what disclosure requirements exists, and ask the right questions
• 07:30 – Glen knows of a property where an axe murder occurred, but the people living there don’t feel anything odd or strange
• 08:00 – How to reach Glenn: com
• 08:30 – He wrote a book called, “The ABC’s of Attitude” 

3 Key Points

• Different strokes for different folks!
• See what the disclosure agreement requirements are for your state – especially if you feel something spooky at a property.
• The processes to buy a house today have evolved so buyers are better educated on a property before they visit it.

Credits

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

As the owner of her own real estate company, broker Addie Owens has seen her fair share of crazy shit in real estate. But what happens when she finds herself at a home she dubs “The Panty Palace”? Tune in to hear Addie’s reasons why she never visits a vacant home alone, and why safety measures are as equally important for your clients are they are for you.

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 - Addie’s Background
• 00:48 - She’s from a small town in the middle of Florida
• 01:03 - She’s been in the business for 13 years with REO properties as her main source of business
• 01:12 - She has 2 kids, ages 18 and 19 and she is married with a dog
• 02:00 - The “Panty Palace”
• 02:20 - She was contacted by a bank and assured that this mobile home was vacant
• 03:07 - She contacted a locksmith and planned to meet at the mobile home together since it was in a heavily wooded rural area
• 03:32 - The locksmith arrived early, and called her to confirm the house was vacant because he saw signs of life like a running fridge and food on the counter
• 04:10 - She thought it could probably be a squatter so she called the local authorities to help handle the matter
• 04:30 - She arrives and can barely get to the door because the ramp is covered by overgrown Jasmine vines
• 04:54 - Managed to get inside only to find the place littered with beer cans and a dirty stained chair
• 05:35 - There was also a two-foot deep perimeter of Sunday circular ads throughout the whole house
• 05:58 - The local deputies arrived and in the master bedroom they found “mounds of panties of all shapes and sizes” that were strewn everywhere
• 06:49 - Inside the second bathroom they discovered little plastic bottles that were filled with tiny amounts of fluid and they realized he was collecting his own fluids along with a freezer in each bedroom the police wouldn’t touch without a warrant
• 07:54 - While they were there, the occupant came back to the home
• 08:27 - Occupant was about to eat lunch when the locksmith came by so he fled because he had told the bank he had moved out
• 09:44 - She couldn’t secure the house until the eviction process got started
• 10:38 - Property Preservation crew calls to tell her the occupant built a shack at the end of the property and had been living there since his eviction
• 10:57 - She ultimately declined the property because of the unsafe situation
• 11:56 - Addie’s Safety Measures
• 12:12 - Now she always schedules an appointment with a locksmith or Property Preservation before visiting a vacant lot
• 13:24 - She modified her email signature to include that she requires a copy of a driver’s license before taking clients on showings and encourages her other realtors to do the same
• 13:41 - There is always the opportunity for squatters, you can’t take your location for granted
• 14:12 - It’s beneficial to have a mentor help walk you through some of these challenges
• 14:58 - Addie’s contact information: visit her website at www.addieowens.com where you can contact her directly

3 Key Points

1. Don’t go visit a site alone, especially if it’s in a secluded area
2. Squatters can happen anywhere, never take your environment for granted
3. Have established safety measures in place to protect both you and your clients

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Katie Allard

Have you ever been afraid of walking into an unfamiliar house and coming face to face with a dead animal? Well never fear, because New Jersey broker Tiffany DeLucia is here to tell you all about her several encounters with corpses, both animal and human. Tune in as Tiffany explains how she sold a house with a dead raccoon inside and why it’s important to stay safe while selling 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:

• 00:40 - Tiffany’s Background
  • 00:48 - She’s been in real estate for 22 years and “basically came out of the womb and started selling.”
  • 00:54 - She lives in New Jersey and covers North Central New Jersey
• 01:46 - Tiffany’s CSIRE Story
  • 01:53 - She tends to discover dead bodies - animal and human at her listings
  • 02:12 - Recently had an investor purchase a home from a bank and discovered a dead body in the septic system
  • 02:45 - House was historic and no one knew who the person was or how they ended up there
  • 04:11 - The last home she sold had a dead raccoon in the wall that the bank refused to remove
  • 05:00 - Had to put in the notes on MLS that there was a dead raccoon in the wall that won’t be removed but in the end had 17 offers on the property
  • 05:50 - Never crossed her mind not to tell people about the raccoon in the wall
  • 06:15 - This can be a reminder that it’s ok to disclose everything on the property
• 07:30 - How Tiffany handles animal and human corpses
  • 07:40 - First experience was in Vermont listing a beautiful primary home
  • 08:13 - Received a call that the owner was trying to kill himself while there was a showing
  • 08:46 - Called the real estate commission and they told her the owner wasn’t of sound mind and she couldn’t list the property
  • 09:20 - She has encountered emergency situations plenty of times and has had to call police or fire services
• 09:40 - Tiffany also trains other real estate professionals
  • 09:48 - She tries to make her lessons fun and memorable by joking to help make the ideas stick
  • 10:42 - Sometimes it’s a scary business and you need to be prepared
  • 11:45 - She joined a leadership academy through North Central Jersey Association of Realtors and emphasizes safety the most
• 12:04 - Tiffany’s contact information: Cell number: (862) 242-0390 or email her at tiffanys@remax.net 

3 Key Points

1. Be sure to check all aspects of a house when purchasing - including the septic system
2. A house can sell even in less than ideal circumstances
3. Safety is important to keep in mind while selling real estate 

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Katie Allard

Part 2 with the one and only Sher Powers of Nashville. Sher built an extensive background in investment real estate before becoming a full-service REALTOR®. In this episode, Sher tops last episode’s story of too many cockroaches with a hair-raising story of a house full of guns and a spying homeowner. Sher also imparts a couple of hard-earned lessons for new realtors to be aware of. 

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 — A re-cap of Sher’s background
  • 01:01 — From Nashville, TN
  • 01:04 — Has a small, boutique agency called Urbane Residential Specialists
  • 01:08 — Works with investors to buy, fixup, renovate and resell, as well as with 1st-time homebuyers
• 01:43 — What drove Sher to become a full-service realtor
  • 02:11 — Ended up in a partnership doing eight renovations a month
  • 02:27 — Would see 1st-time homebuyers unhappy with circumstances of their purchase
  • 02:52 — Realized entry-level realtors were representing the most vulnerable buyers
  • 03:14 — “My heart was really drawn to 1st-time buyers and helping them have a great first experience.”
• 05:10 — Sher’s CSIRE story
  • 05:11 — She was working with a family, 1st-time homebuyers, who were looking at entry-level properties
  • 05:42 — As Sher and the couple walked through the house, they found 50 weapons, all out in the open
  • 05:59 — “There were grenades.”
  • 07:10 — Client commented that whoever lived in the house was scary, and they didn’t think they wanted to do business with them, and then they heard a giggle
  • 07:29 — “I’m getting goosebumps telling you now.”
  • 07:40 — After a second giggle, Sher realized they were being spied on, and they decided to get out of there
  • 08:32 — “We were basically being spied on by this guy who had an arsenal.”
• 10:09 — Houses on the market need to be prepared for the public to come through
  • 10:27 — Realtors can’t be with their clients the whole time
  • 10:44 — Lock up anything related to weaponry, lock up prescription drugs
  • 11:03 — Tell your realtor about any cameras or safe houses inside the house
• 12:19 — Never allow sellers to stay after closing unless money is held in escrow
  • 12:28 — Had to spend her entire commission on replacing a hardwood floor
  • 12:35 — Seller had asked if they could move out after closing
  • 12:50 — Left a beautiful rug in the living room, which revealed an unfinished floor beneath
  • 13:20 — “The entire floor had been cut out.”
• 15:10 — Make sure sellers know what is deemed a fixture in the contract
  • 15:15 — Final walk-through had already been done when she got the call from her client
  • 15:29 — “They’ve taken all the rose bushes.”
  • 15:52 — Seller had removed 30 or 40 plants from the yard
  • 17:07 — Got the seller to purchase a large gift card to a nursery to try to match the size and look of the original landscaping
  • 17:48 — “It’s a challenge for every realtor to figure out what their clients are thinking.”
• 19:59 — Sher’s contact information: Visit her websites com and Urbane Residential Specialists or Urbane Residential Specialists on Facebook

3 Key Points

1. Sellers need to put away any unsafe possessions before the public comes through, such as weapons and medications.
2. Don’t let sellers stay in the property past closing without extra money in escrow.
3. Read the current version of your standard contract so you can educate your clients.    

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Tara May Flanagan

Real estate is not what you ever expected it to be, until you end up in the middle of something fun. Power-house broker Sher Powers tells us about the worst experience she ever had viewing an investor property in Nashville, when she opened the door to hundreds of cockroaches. Sher has worked in both normal and investment real estate, and she’s learned to expect the unexpected. Tune in to find out why Sher values renovations over resells, and how agents can ensure their clients get the best market rate for investor properties.

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:

• 01:06 — Sher’s background and how she got into real estate
  • 01:08 — Started as a real estate investor, buying property to renovate and resell
  • 01:29 — Hit a snag in partnership and ended up with a portfolio of 24 rentals and no cash reserves to cover repairs and tenant needs and make readys
  • 01:45 — Used license to survive – became a realtor
  • 02:08 — Wanted to help new agents and new buyers
  • 02:33 — Specializes in 1st-time buyers and investors who renovate for re-sell
• 02:22 — Why doesn’t Sher call them flips
  • 02:58 — “There is nothing flippant or flippy about doing a full renovation – it’s a lot of work.”
  • 03:44 — Flipping is a quick, non-emotional transaction, compared to renovation, which is about creating a house that someone will love
  • 04:08 — 1st-time homebuyers deserve good expectations and good education
• 04:15 — Renovations are houses being brought back to life
  • 04:22 — They’re ideal for entry-level buyers
  • 04:30 — Improve neighborhoods one house at a time
  • 04:47 — On seeing the buyer’s response to their renovated home: “I love the experience; I never get tired of it.”
• 06:28 — Sher’s CSIRE story
  • 06:35 — Went to Nashville with a client to view an inexpensive property; the client had to return to the car, so Sher entered alone
  • 07:00 — “Leigh, I am not exaggerating—I wish I was—hundreds of cockroaches fell on my head.”
  • 08:11 — Her client got bug spray from the car and sprayed her with it
  • 08:28 — She still can’t watch Indiana Jones because it triggers the memory
  • 09:34 — In real estate, you will see hoarders, and you will see families that live in ways that is heartbreaking
  • 10:11 — “There is a heartache that goes with buying destitute property.”
  • 11:51 — She never enters a house without using her toe to push the door open
• 12:30 — Note for agents to think about
  • 12:44 — Sher once encountered a tenant who did not want the property shown or sold
  • 13:04 — “He answered the door stark naked.”
  • 13:56 — Encourages her clients to negotiate on the front-end, where buyers can see the property from the inside before making an offer
  • 14:34 — If you’re wanting to sell an investment property, it needs to be vacant
  • 15:42 — Do everything you can to make it easy for the tenant to say yes
• 16:31 — Sher’s contact information: Visit her website Urbane Residential Specialists or Urbane Residential Specialists on Facebook 

3 Key Points

1. Renovations are different from resells.
2. Investors should be prepared for the unexpected when viewing investment property.
3. Vacant investment property will yield a higher market price than occupied. 

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Tara May Flanagan

Summary:

Early in Leigh York’s colorful career, an eventful sale involving missed medication, a fire, and a rolled pickup taught her to keep calm in the midst of craziness. She has learned that however she reacts to a situation is exactly how her client will react, so it is best to model level-headedness.

Leigh is also working to at the National Association level to set industry standards for realtors and instructors that would keep them active in the field while teaching in order to stay fresh.

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:

• 0:40 – Leigh York’s background
  • 0:50 – The third–generation of her family in real estate, Leigh started “before the turn of the century” exclusively in farm and ranch. That morphed into development. Now, rather than drive over 5 counties, she covers half of one very large county in Fort Worth, TX.
  • 1:40 – Leigh also loves to travel, teach, and speak to other realtors. She also does consulting on culture for other businesses. Got to do it all!

• 3:30 Leigh’s CSIRE story 
  • 3:34 While she was doing predominantly farm & ranch, Leigh sold a piece of property. She met with a sweet, wonderful woman selling her little house on a large piece of property––more or less the family farm.
  • 4:40 – The seller explained that all of her kids wanted the property and if she died they would just fight over it, so she wanted to sell it.
  • 5:00 – Leigh lists the property, gets it on the market, and communicates frequently with the seller. The lady mentions that her oldest son is upset, but he shouldn’t be a bother.
  • 5:30 – Within about ten days of closing, Leigh’s husband, who happens to be the volunteer Fire Chief in the area, calls to say there’s a fire on the property.
  • 6:40 – When Leigh arrives she sees that the grass from the front of the house all the way out to the road is blackened. But she’s got good real estate karma.
  • 7:20 – The son had decided that if he couldn’t have the house, nobody could—and he was going to burn it down. He goes behind the house, sets a fire about 10 feet away, and leaves. The fire burns to within one foot of house, splits and burns around the house, then meets at the front of the house and burns all the way to the road. It never touched the house!
  • 8:30 – Before Leigh can call the owner, her cousin, the City Marshall, calls to let her know that the son is en route to the hospital to be admitted to the psychiatric ward.
  • 9:00 – The son apparently had mental health issues and had not been taking his medications for a few days. He had gone to a neighboring town, taken a pickup truck on a test drive without a salesperson, driven to his mom’s house to set it on fire, and on the drive back to the dealership rolled the pickup!
  • 9:40 – So now Leigh has to call the mom/seller and tell her that not only was her place on fire, but that her son is in the hospital and on his way to jail.
  • 10:00 – While she’s on the phone with the seller, the rep for the buyer is trying to call because of course the buyer has family in the area and has heard about the fire.
  • 10:30 – Leigh keeps calm. She did not call the seller and say, “There’s been a huge fire and your kid is in the hospital.” She said, “You know, we’ve had an interesting day out here, and I want you to know that everyone is safe. Let me catch you up on what happened.”
  • 10:45 – The seller’s response was calm. She replied, “OK, you go handle the buyers and I’ll take go care of the kid.” So they continued the negotiations.
  • 11:00 – The house was OK and the grass was going to grow back, so they just replaced some fence posts. It didn’t even delay closing––everything was fine!

• 11:15 – The importance of keeping calm 

• 11:35 – However you react to a situation is exactly how your client is going to react, so keep calm and let your client reflect that good behavior.
• 11:50 – This kind of calm behavior is what can set you apart as a realtor. If you fly off the handle to protect your client, it’s not going to help. So much of a realtor’s skill is reflected in the way they convey information.
• 13:00 – Real estate instructors can help their students by talking about the psychology of what they do. If Leigh is teaching a class on contracts, she doesn’t just teach people how to fill in the blanks. She also talks about who they’re representing, what they’re going to talk about with the client, and how that conversation might sound.
• 13:50 – They role play or talk it through so that they can know how to stay calm when the other party doesn’t agree with what goes in the blank on the contract.
• How do we train buyers to select the right representative?
  • 14:20 – We have to coach consumers to interview their representative. Don’t just take whoever answers the phone.

• 15:00 – The need for best practices for instructors
  • 15:45 – We need to pay more attention to who gets to be an instructor. They need to be active in the market. If you haven’t handled a transaction in 6 months, you don’t have as much credibility as someone who is on the phone with a client right before she comes to teach. The market changes day to day.
  • 16:30 – Leigh Brown is a volunteer leader in the Residential Real Estate Council – a group of realtors who want to focus more on education and who carry the CRS designation. During her volunteer presidential year, they implemented new standards for instructors, and it was met with some pushback and angst.
  • 17:00 – They had some instructors who had not sold anything in 40 years! While the mechanics of selling may have stayed mostly the same, the entire climate has changed, consumer expectations are different, and the legal side has moved dramatically as regards liability.
  • 17:30 – Being active in selling makes Leigh York a better instructor and speaker, and being an instructor and speaker makes her a better seller in her market. Each aspect helps the other.
  • 18:00 – In Leigh York’s volunteer role in professional standards in the National Association, she is working on the idea that there needs to be standards for instructors and all realtors. She started out as just once voice, but her voice is growing. She believes they will get there––just not at “Leigh speed.”
  • 20:30 – It does seem like all of this begins with people being nicer to each other. 

• 20:45 – Contact Leigh York at Leigh@LeighYork.com, or call 817-613-2420. She’s on Facebook and Instagram as well.

3 Key Points

1. Stay calm and let your client reflect that good behavior.
2. Consumers need to choose a realtor carefully—don’t just use the person who picks up the phone.
3. Real Estate instructors need to be active in the business in order to be good teachers.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Katherine Burke

As a new realtor, Heidi didn’t know how to keep calm when things got a little stinky at closing time. Now, with 10 years under her belt and her own office, she’s learned that real estate isn’t all glamour and cocktails at the signing table. Not even close. Tune in to hear Heidi’s crazy story about stinky carcasses (yes, you read that correctly), her client on the 6 o’clock news, and how another agent’s calm demeanor saved her from a total meltdown.

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 – Heidi’s background

• 01:00 – She got into real estate in 2008, is a broker/owner of her own office which is a part of the Next Home Dynamic franchise, which she recently opened
• 01:30 – They serve Freeport, PA, a suburb of Pittsburgh, and her 10-year anniversary will be on her 50th birthday where she’ll celebrate in Charleston

• 03:00 – Heidi’s CSIRE story

• 03:10 – There’s no HDTV-type glamour in real estate, 9 out of 10 people leave the business in the first year
• 03:30 – She listed a doublewide for sale on a family farm; there was that house, a big beautiful farmhouse, and another property that was sold 10-15 years’ prior on a farm
• 04:00 – They’re about to close and 2 days prior the seller calls her and asks if she saw the news
• 04:30 – Turns out the man who owns the other property on the other side of the farm had a dump truck, dump, and large pile of deer carcasses rotting in his driveway
• 05:15 – It was a mile and a half away from the property she was selling, but the stench was still terrible; the seller had called the news to tell the story
• 06:00 – The next day the state came out, cleaned it up, and fired/arrested the guy; he had been living just a few feet from the carcasses
• 07:00 – Real estate isn’t all glamour, and this story shows it
• 07:45 – When she called the other agent, she was calm and just said, “We’ll get through it”
• 08:30 – On the way home from closing, she ran into a deer and it shit all over her windshield

• 08:50 – Keeping calm when things get rough and the benefits of old and new realtors

• 09:05 – Things will resolve themselves, or their magnitude will lessen; new realtors get flighty but need to learn through experience
• 10:10 – You need a mentor; you need someone to call when crazy things happen so you can get some perspective
• 10:35 – It’s ok to hire new realtors, just ask if they have a mentor or broker; new realtors are excited, energized, and are eager to please
• 11:50 – Old-timers can get a little lazy and lack excitement
• 12:15 – Contact Heidi at Heidi@nexthomedynamic.com or visit their website at nexthomedynamic.com

3 Key Points

1. “It’s ok, it’s cool, we’ll figure it out.”
2. It takes experience to learn how to remain calm in tough situations.
3. New realtors can be great to work with, just be sure they have a broker or mentor to lean on.  

Credits

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

Sometimes you’ve gotta keep a secret. And sometimes Mercury Retrograde impacts your client’s decision to sign any contracts (dang you, Mercury!). Isabel Affinito, a young realtor in central Austin, knows this all too well. Listen to her Crazy Shit in Real Estate story that involves Mercury Retrograde (if you don’t know what that is, you’ll just have to tune in to find out!), a divorce mid-sale that she had to keep quiet, self-fulfilled prophesies, and a happy – and relieving – ending for the books.

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 – Introducing Isabel
• 01:15 – She’s under 30 years old and already a success, she’s been selling real estate in Austin for 4 years, and sold real estate outside of New Jersey for a couple years
• 02:15 – They live in central Austin now, which is closer to her family in Oklahoma; when driving out of Austin, they say “We’re not in Austin anymore, we’re in Texas”
• 03:30 – Isabel’s CSIRE story
• 03:45 – A client who wanted to sell their house said they wanted to wait until after Mercury Retrograde to sell because contracts aren’t to be signed during that time
• 04:30 – Isabel was respectful, asked questions, and asked if she wouldn’t take an offer if it was given during Mercury Retrograde; the client said she would
• 06:15 – They still listed the house; the clients were awesome and Isabel liked them and they got multiple great offers that first weekend
• 07:10 – She calls the client and finds out the couple is getting a divorce; it was like a self-fulfilled prophecy and things got crazy
• 07:55 – He had bought the property before they got married, so lawyers and multiple parties needed to get involved; she was representing both
• 08:31 – She called for “best and final” and determined that something would be signed in 24 hours; that’s when she found all this out
• 09:04 – All the agents expected a quick resolution and she had to keep everything confidential
• 10:00 – Sometimes the seller’s agent can’t share everything; the other agents started flipping out and wanted to know what was going on
• 11:20 – They thought the sellers were just wanting to get more money; eventually she could tell them that there was a possible divorce going on
• 13:00 – They finally come to an agreement about what’s going to happen with the money and are willing to close; all 3 offers stuck around
• 14:01 – She knew which one was the highest, but the other two were nicer
• 14:56 – By the time they sit at the closing table, they had decided not to divorce; she felt honored to take them through the transaction
• 16:00 – One of the hardest things to learn and maintain as a realtor
• 16:05 – The ability to slow down, stay calm, and act with caution with clients that are highly emotional
• 16:55 – You want a passionate realtor that can slow it down and get serious when needed
• 17:26 – The couple decided to take the money and travel; they’re doing well
• 18:00 – How to contact Isabel: com or on Instagram @funkyhomesofaustin; she also has a new podcast called Funky Homes of Austin

3 Key Points

1. Be respectful of your client’s beliefs and always ask questions. 
2. Crazy shit always happens in real estate!
3. As a realtor, slow down, stay calm, and act with caution.  

Credits

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

Guess who’s joining us from the land down under? Rachael Goldsworthy! Rachael is a long-time realtor with a brokerage in Hawkesbury, Australia, and she’s got a knack for visualizing potential and opportunity when others don’t. Inspired by her less-than-ideal experience when she bought her first home, Rachael launched her real estate career with a mission to improve the consumer service experience in the industry. Tune in as Rachael fills us in on a story of a house full of rats, black walls, and stench – and why she bought it anyway.  

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 – Rachael’s Background

• 1:20 – She bought her first property in the late 90s and has a brokerage (they call it agency) with a team of 6 in Hawkesbury
• 02:05 – Buying her first home inspired her to begin a career in real estate; she had dragged the whole family along
• 03:30 – The home was in extremely bad condition but she fell in love anyway; her family thought she was crazy
• 04:50 – It was the worst house on the best street, and she saw an opportunity there; she renovated it and moved away for 2 years
• 05:15 – She listed with a big agency and the agency had placed terrible tenants in her home; they had severely damaged the home and landscaping
• 06:05 – She was sad and disappointed and thought there had to be a better way; she let the company try to sell the house, too
• 07:23 – In Australia you list with one agency; she didn’t know so she got a second agency to try and sell it
• 08:50 – She wasn’t an agent but decided to put an ad in the paper for it; she got two buyers and both wanted it, she sold it for 75% more than her original purchase price
• 09:13 – That marked the moment that she realized she wanted to be in real estate, so she could improve the experience for the consumer
• 09:45 – She’s been constantly growing and learning ever since; she found opportunity in crisis

• 11:00 – Rachael’s marketing approach and how she incorporates customer service

• 11:10 – There are a lot of pain points for the consumer and for real estate agents; agents must continue growing and networking
• 11:30 – She works her business around the gaps she sees in the market

• 12:00 – Rachael can visualize what “could be” with a property; how she conveys this to potential buyers who are viewing “ugly” properties

• 12:55 – It’s all about taking the emotion out of the equation and working with the facts
• 13:07 – Write a list of pros and cons and know what makes the property a good investment
• 14:16 – She knew the bones of the house were good, despite other cosmetic things that looked like a lot of work; she focuses on the good with potential buyers, too
• 15:04 – Focus on the big picture and what will increase the property’s equity; make sure they’re buying for the right reasons and are happy with the purchase

• 16:24 – Rachael’s biggest surprise since entering the industry: People

• 16:38 – She found that the more she invests in others, the more they’re willing to invest in you
• 17:00 – At first, she tried to do everything alone, now she collaborates a lot with others
• 19:00 – Rachael’s contact information: Website RachaelGoldsworthy.com.au or on any social media channel

3 Key Points

1. A good realtor can see an opportunity where others don’t.
2. Always continue growing, learning, and improving the consumer experience.  
3. You don’t have to do everything alone; collaboration is good!  

Credits

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