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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Show Notes

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

3 Key Points

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

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

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

Show Notes

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

3 Key Points

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

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

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

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

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

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

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

• 01:30 – Introducing Stephanie, a REALTOR® from the Upper Peninsula of Michigan
  • 03:25 - The Upper Peninsula is incorrectly placed or omitted from maps all the time; TickPick got it wrong and their rating plummeted online when they brushed it off
  • 04:40 - The owner, Brett Goldberg, was told he could redeem himself by going to the U.P. and doing some classic U.P. things
  • 06:20 - He bought 1,000 beers for people there and now has a lecture about how you can’t screw with the U.P.
• 07:05 – Stephanie’s CSIRE story
  • 08:30 - They had a lieutenant governor running for office in Michigan who used to work in the Grand Rapid Association of REALTORS®
  • 09:32 - She was going to do a rally and class for REALTORS® in Marquette and Stephanie was able to participate; Stephanie got to hang out with Ted Nugent
  • 11:15 - Trolls on social media put him on par with Hitler and people were shaming Stephanie on social media for posting a picture with him
  • 12:40 - This is something that’s wrong with the world today; you don’t have to agree with everyone but you can love all
• 13:30 – The Lesson
  • 13:40 - If you don’t like what someone has to say, keep scrolling; keep your mind open to new and different opinions 
  • 15:40 - “Bless your heart” has a different meaning in the South
  • 19:00 - Take good photos; her easiest sale was made simply by adding better pictures
  • 21:30 - Listen to your clients and get their approval on photos; an apprenticeship period would help new agents
• 22:20 – How to reach Stephanie: her website
  • 23:00 - You can AirB&B in Marquette

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

• 01:00 – Introducing Jeff, an entrepreneur-in-residence with Second Century Ventures; he also consults real estate start-ups and is working with another start-up
  • 03:20 - He has six kids; his 14-year-old daughter is hooked on The Office and so is Leigh’s son
• 06:00 – Jeff’s CSIRE story
  • 06:10 - It’s the reason he got into real estate technology; he helped revolutionize newspaper advertising with a previous company and sold it
  • 07:15 - For Valentine’s Day in 2002 he took black and white photos from his wedding and made a video for his wife
  • 07:50 - In the parts where there were no people, the photos looked like video; he went into the hotel business then residential real estate for video
  • 08:50 - They wanted to sell their house; he was recommended an agent and hired him; the agent wasn’t very good and only said to take one picture
  • 10:50 - Jeff said he’d take the pictures and create a virtual tour; the agent never put them up online and didn’t create a flyer
  • 11:45 - Jeff made his own flyers and did his own open house; they were all there because of the video
  • 13:30 - A couple makes an offer to his agent, he ends up negotiating against his own agent and it was a terrible experience
  • 14:35 - He dropped doing hotel shows because he saw that the real estate industry needed some help
• 18:00 – Lessons
  • 08:10 - Don’t be lazy; don’t just think “the house is gonna sell anyway”
  • 19:10 - Agents miss the opportunity to serve people better; it’s not about the house selling, it’s about serving people, customer service, and the right process
  • 20:30 - The arguments haven’t changed in 17 years; the coronavirus is helping the industry move into more digital and video
  • 22:15 - Video isn’t as scary as people think and they’re finding that out now
  • 24:00 - Good agents will get better during this time
• 24:45 – Where to find Jeff: Twitter or email jeff@jeffturner.com 

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

• 01:00 – Introducing Karla, an Associate Broker with Fortify Group in Geneva, Nebraska; the company does insurance and real estate
  • 01:30 - She’s been in real estate for 13 years and was in banking for 17 years
• 03:00 - On “coming over to the good side” of real estate
  • 03:05 - When she was in banking, her husband was on the road a lot and she was caring for a family; she realized she wasn’t going to be able to grow in the industry
  • 03:37 - She was recruited by a broker but had to wait until her child was a bit older
  • 04:45 - She’s learned lots of life skills from the industry; for example, remembering names, intervening when needed, and getting shit done
• 07:40 - What she wishes she would’ve known
  • 07:45 - You have to schedule time for your family, friends, and self; call it an appointment if you have to
  • 8:35 - REALTORS® are people-pleasers at heart; it’s hard to balance work and personal life
• 10:50 - On being humble and a lesson she learned
  • 11:00 - She has sold trailers and was discriminated against in the financial world
  • 12:05 - She treats all her customers the same; in her market, you look at everything at once since there isn’t much 
• 13:45 - On building homes
  • 14:00 - Her and her husband found their dream property and built their own home; she’s working with a developer to build other homes
• 14:40 - Her CSIRE story
  • 14:45 - She’s had people know if someone died in the home, crazy cat ladies
  • 15:30 - She sold a mansion with a pool to a young family; the seller’s agent was promising things that he couldn’t promise about the pool
  • 16:20 - The buyers said that the contract needed to say that the pool had to be “opened for the season”; it took $15,000 for the pool to be opened, then they closed
  • 16:30 - She listened to the expertise the client brought to the table
• 18:55 - How to reach Karla
  • 19:00 - Go to her website

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

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

3 Key Points

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

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

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

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

3 Key Points

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

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

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

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

3 Key Points

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

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

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

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points:

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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