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.

Who got the last laugh in this story? Jamil Damji, a real estate wholesaler and coach, shares how he was hit by the market downturn, turned to comedy for a few years, then came back alive, kickin’ and ready to crush the real estate game. He shares his journey, information about his company KeyGlee, and how he pivoted from media to real estate. Listen in to hear about Jamil’s business partners - and hear what he learned about himself when working with people much younger than him.

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 Jamil, the president and co-founder of KeyGlee and a real estate wholesaler
  
• 03:00 - In 2002 he owned a media company; they would call business owners and ask if they wanted to buy a website
  
• 03:50 - He lost $100 with every sale; he overheard his business partner talk about buying old houses in the inner city and making a profit off them
  
• 04:50 - He wanted to get involved; he walked by a “For Rent By Owner” house the next morning 
  
• 05:30 - He asked how much they’d sell it for and the woman said $350,000; he went back to his business partner’s dad and he said he’d buy it for $400,000
  
• 06:05 - He didn’t know how to quarterback the transaction; he called an attorney who helped
  
• 07:30 - He was hooked on the business model; he started a business finding building lots for builders and buildings 
  
• 08:25 - His job connects the dots for people so they don’t have to
  
• 09:00 - The crash of 2008
  
• 09:15 - He invested all his money in developments - and got his family in on it, too; he bankrupted himself and his whole family
  
• 09:30 - The whole family moved into a two-bedroom apartment; they had to start over and he went to LA to become a comedian
  
• 10:15 - After the crash, he went back into real estate by starting at the bottom; he worked in comedy and made money from sketches
  
• 12:00 – How KeyGlee came about
  
• 12:15 - He moved to Phoenix in 2012 and started getting deals; he needed buyers and his business partners were smarter than him
  
• 13:30 - He partnered with two young guys who have helped him tremendously
  
• 14:20 – What’s next for KeyGlee; franchising is coming soon
  
• 15:10 - How to contact Jamil: On Instagram 

3 Key Points

1. Be honest when doing assignment contracts. 
2. Don’t underestimate the whipper-snappers!
3. Live in a world of abundance!

“You can’t unsee what you’ve seen…” Well, ain’t that the truth! Shadd Boucher, a REALTOR® and coach, shares the things he’s seen in real estate that have changed the way he views the world forever. He shares the unconventional ways his clients have selected their home and what he has learned through their processes. Listen in to learn how some people detect evil spirits and keep them away - and learn a few tricks for protecting your home, 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

• 01:45 – Introducing Shadd, a REALTOR in Lutz, FL who has been in the business for 20 years; he was U.S. Manager of the Year for RE/MAX in 2018
  
• 02:15 - He’s also a coach; he loves it and enjoys watching others succeed
  
• 02:50 - The history of Shadd’s name
  
• 04:00 – How he started in real estate
  
• 04:20 - He was in retail and a man came in and said he needed to be in real estate; he ended up working for the man, modernizing his office,  and marrying his daughter
  
• 05:00 - He went into management, got into luxury real estate, worked a corporate job for a while, and eventually teamed up with a great broker/owner
  
• 07:30 - The corporate job was with Gryphon doing “Do Not Call Compliance”
  
• 09:40 – Shadd’s CSIRE story
  
• 10:00 - It has to do with superstitions of different cultures
  
• 11:00 - He had a client who was a “dowser” and could pinpoint where underground water and lines were located
  
• 11:50 - The water follows energy channels in the earth and this man had dowsing rods; he bought his house according to the reading of the rods
  
• 13:15 - He helped other people buy homes with water sources
  
• 14:20 - Another CSIRE story
  
• 14:26 - He helped a young couple get a house but their grandma had to pick it; she wanted a glass of water in the master bedroom to see if there were evil spirits
  
• 16:10 - People are serious about the demon-removing thing; listen to people, understand, and try to educate yourself
  
• 18:30 - On what he learned
  
• 18:45 - Somehow some people can sense death in the house
  
• 19:35 - Sometimes older agents can get hung up on thinking they know everything
  
• 20:13 - You can’t unsee what you’ve seen; he now has a glass of water by his bed
  
• 21:45 - How to contact Shadd: Go to Re/Max Capital Realty or find him on Facebook or Twitter

3 Key Points

1. Be understanding and don’t be rude!
2. Educate yourself about other people’s cultures. 
3. You can’t unsee what you’ve seen! 

Wanna build your investment portfolio? Eric Bowlin, a real estate investor and coach, shares how he began making passive income while in college. He talks about investment strategies and why he lives in Puerto Rico for part of the year. Listen in as Eric gives some valuable advice for others who would like to invest in real estate - and learn what excites Eric and makes it all worthwhile for him.  

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

• 01:45 – Introducing Eric, a REALTOR® who is full-time in Puerto Rico and part-time in Texas
  
• 02:00 - He started in real estate accidentally at 24 years old because he wanted to buy a home; he ended up buying a three-family unit
  
• 02:55 - He decided that he wanted money to come to him; he was a student and reservist in the army so rent payments changed his life
  
• 05:30 – On his first property sold as an agent
  
• 05:47 - He sold the property to a couple and felt bad selling it to them knowing there was another option
  
• 06:10 - The rent from his other properties now pay for his home; he has leveraged up to it
  
• 06:50 – On the challenges with having tenants
  
• 07:00 - Massachusetts is very tenant-friendly; you have to know what you’re doing and use that to your advantage
  
• 08:20 – On living in Puerto Rico
  
• 08:25 - He rents a place in Puerto Rico and lives there for six months and a day for the tax benefits
  
• 08:40 - He buys small properties in Massachusetts, has some larger projects in Texas, and has partners in other markets 
  
• 10:00 – Eric’s advice for others who would like to invest
  
• 10:20 - Find a niche and stick with it; don’t try to be in every niche and don’t jump from thing to thing
  
• 10:50 - HIs goal is lifestyle-based; he wants to keep his lifestyle and is in the process of selling some of his smaller stuff
  
• 11:40 - He wants to maintain 10-15 assets and wants to sell smaller assets for larger ones
  
• 12:00 - He offsets his taxes by putting into a 401k; he has two portfolios, one personal one and one with partners 
  
• 13:05 – What excites Eric
  
• 13:45 - He loves talking about real estate; he’s motivated by the freedom real estate investing gives him and is authentic 
  
• 14:05 – How to contact Eric: www.idealrei.com 

3 Key Points

1. Diversify!
2. All markets are different, so make sure you know what you’re doing.
3. You can be successful in any niche, not every niche.

Where’s that screaming coming from? Todd Urbanski, a REALTOR® of 20 years and the President of the Minneapolis Area REALTORS® association, tells the story of having to evacuate an entire neighborhood - all because of an incorrectly installed yard sign. Listen in as Todd shares crazy stories of lime-green carpeting, homemade bidets, and vandalized waterlines (discovered after the whole house is built, of course) - and even tells the story of unexpectedly selling his own home to the clients who were a perfect fit.  

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:

• 01:45 – Introducing Todd, a Minneapolis, MN REALTOR® of 20 years who is a very active volunteer, coach, and advisor
  
• 02:50 - He lives in the snow and goes to more snow to ski on vacation
  
• 03:35 – Todd’s CSIRE story
  
• 03:50 - He used to knock on the doors of expired listings; at one house, a woman said no because she wanted to go with a discount broker
  
• 03:05 - He was a volunteer firefighter at the same time; two hours later, he’s at home having dinner when his firefighter pager goes off
  
• 05:04 - The address sounded familiar; it was the same home he had just been to and the discount broker was putting a sign in their front yard
  
• 05:20 - The broker had hit the main gas line that fed the whole neighborhood; it was making a screaming noise that you could hear a half-mile away
  
• 05:55 - He made sure the homeowner saw he was there; the neighbor across the street made the call
  
• 07:25 – Takeaways and lessons
  
• 07:30 - Check to see if your area has a service where they can check for gas lines before staking a sign in the yard
  
• 07:35 – Another CSIRE story
  
• 07:40 - he was representing new construction; he represented the buyer and seller
  
• 07:50 - Someone went into the house and drilled 23 little holes in the copper right before the sheetrock was due to be installed all around the house
  
• 08:00 - Everything else was installed: cabinets, carpeting, trim, etc; they turned the water back on seven days before closing and suddenly there was a leak
  
• 08:20 - More leaks emerged and they figured out what was going on; they had to pump the pipes with air and listen for whistles to plug
  
• 08:50 - The buyers still wanted the house; it was a unique conversation 
  
• 10:00 - Another CSIRE story
  
• 10:15 - He was touring a home in St. Paul that had a homemade bidet in one of the bathrooms
  
• 11:08 - A seller had a 70s 3-level with hunter orange side chairs, lime-green carpeting, and plastic on the couches; someone wanted it
  
• 12:30 - The buyers wanted the pool table but she didn’t want to give it to them; her husband had passed and she connected the pool table with memories of him
  
• 13:04 - She lived in the home for another 10 years 
  
• 13:25 - Another CSIRE story
  
• 13:45 - he was showing homes to a couple but every house had something they didn’t like; he told them he knew what they wanted but it wasn’t on the market
  
• 14:00 - He called his wife and told her that his buyers may want to buy their house; they had already discussed moving within the next couple years
  
• 14:40 - They loved it, sat at his kitchen table, wrote a purchase agreement, and sold the house that night in 2006
  
• 15:20 - When they closed on their new house the market was about to turn; they couldn’t predict the market, of course
  
• 16:20 - How to contact Todd: by email at todd@fazhomes.com or call (612)865-3644

3 Key Points

1.)   You get what you pay for. 

2.) People become deeply connected to their home and belongings so be understanding.

3.) Check for gas lines!

And then, a thousand heads with glassy eyes peered from the darkness of the musty basement… Wait a minute, this ain’t no Stephen King novel! Tricia Dygert, a REALTOR® (and licensed therapist!) in the Kansas City/Metro area, tells the story of the heads she and her client discovered in the basement - and haven’t been able to get out of their minds since. With creepy stuff in the basement or shag carpet on the walls, Tricia wasn’t expecting so many unexpected when she began in real estate! Listen in as Tricia shares her experiences as a therapist-turned-REALTOR® - and learn the surprising way she’s lost clients along the way. 

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:

• 01:45 – Introducing Tricia, a REALTOR® in the Kansas City/Metro area; her office is in Blue Springs and has a Missouri license
  
• 02:50 - She’s been practicing real estate for five years; she has a great broker 
  
• 03:30 - She has a Master’s degree in social work and was a licensed clinical social worker in private practice for 12 years
  
• 04:00 - She gets a little perturbed when agents say they are therapists because it’s not even close
  
• 05:40 - It’s hard to find a good therapist but it also depends on what insurance will pay for
  
• 06:45 - Reviews in real estate aren't always accurate, either
  
• 07:15 – Why Tricia got into real estate
  
• 07:30 - She was sick and homebound for three years and was diagnosed with Lupus; she couldn’t be the therapist she used to be
  
• 08:40 - Her doctor recommended she lower her stress level and her job was high stress; she chose real estate because she liked the field and being around people
  
• 09:30 - She loves talking to people and helping them with their big decisions; she has saved marriages and lost listings by doing so
  
• 10:20 - She has Zillow reviews sharing the story of a saved marriage; she worked long hours as a therapist
  
• 11:15 - On real estate being “part-time”
  
• 11:30 - She works full-time but it’s much less than she worked as a therapist
  
• 12:05 - Her relationships have changed now that she realizes that it’s more about customer service than it is about sales 
  
• 13:00 - Tricia’s CSIRE story
  
• 13:05 - She took her third client to a cute little ranch house; she liked it then they went into the basement
  
• 14:03 - She found a pull-string light, pulls it, and there are eyeballs all around the room - hundreds of them - staring at her 
  
• 14:30 - They were a bunch of doll’s eyes catching the light; the heads were separated from the bodies, which they saw when they turned on another light
  
• 15:15 - She’ll never forget the creepy eyes; she wishes she could’ve been warned 
  
• 16:05 - Another CSIRE story
  
• 16:10 - She went into a house that had shag carpet on the walls, bean bags, stripper poles, and leather-covered bars
  
• 16:50 - She never thought she’d see this stuff again after her previous profession, especially not in homes people are trying to sell
  
• 18:35 - How to contact Tricia: Facebook, Twitter, and through her website at www.homestriciadygert.com
  

3 Key Points:

1.)   Look at your relationships with clients as one of customer service, not sales.

2.) Be a straight-shooter with your clients - it’s for their benefit.

3.) Give other agents a heads-up when you come across some crazy shit at a property!

Do you smell something suspicious? Karissa Winstead, a REALTOR® in Northeast Tennessee did, but she never said anything and still sold the house. With a two-year-old, a home being built, and all kinds of consolidating and organizing, Karissa’s got her hands full – but that doesn’t stop this powerhouse woman from managing her time effectively and helping her clients. Listen in to hear Karissa’s pass-off story and pot-house story - and learn what she did in each case to smoothly handle each situation.  

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 Karissa, a REALTOR® in and around Johnson City, Tennessee
  
• 01:15 - She was a reporter and news producer for over seven years and has been a REALTOR® for about a year and a half
  
• 02:00 - They are in the middle of building their house
  
• 03:50 – On accumulating junk
  
• 04:10 - There was a lot of knick-knacks in storage that she needed to get rid of when she moved
  
• 05:00 – Karissa’s surprise when entering real estate
  
• 05:12 - The scheduling was a big shift
  
• 06:45 – Karissa’s CSIRE story 
  
• 07:00 - The pass-off house; they had two agents that had worked with a client before and two others joined
  
• 07:45 - She reflects that she should’ve seen the red flag of agents passing the client off to another
  
• 07:55 - The woman canceled the appointment as they were pulling into her driveway; they told her they were already there and were at least coming in
  
• 08:05 - Her friend that was there said Karissa could have it; it was a 3-hour listing appointment because the woman couldn’t stay focused; her house was messy
  
• 08:50 - She had a storage unit full of stuff in the front yard and her dying mother was in the house as well
  
• 09:20 - The woman fired Karissa but was then confused with why Karissa didn’t want to work with her again; she worked with 5 or 6 agents at the office
  
•  09:45 - She was a nice lady but couldn’t seem to work with people; Karissa doesn’t know if she ever ended up buying/selling
  
• 11:15 – Karissa’s “pot-house” CSIRE story 
  
•  11:35 - She was referred and went to the listing appointment; her friend was there to help since the woman was out of town
  
• 11:45 - The home smelled like weed; she had showings and other people noticed the smell, too
  
• 12:15 - She sold the house but never mentioned the smell
  
• 12:50 – How to get in contact with Karissa: go to her website www.karissawinstead.com  
  

3 Key Points

1.)   It’s always something different! 

2.) Some people just aren’t ready to be helped. 

3.) Time management is important as a successful agent!

Bill Madder, who has been in the real estate industry for over 40 years, never thought he’d be the one giving his dog fleas. Now, instead of hosting fleas, Bill has lessons from a diverse background in real estate – and is excited to share and continue contributing positively to the industry. Bill put in the work and knows the value of a quality sphere of influence, necessary change, strong leadership, and compassion. Listen in to learn what Bill did in response to a budget-cut solution - and hear about the time his association president was asked how he liked to be spooned. 

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 Bill; he’s been in the business for over 40 years in Manitoba, Canada
  
• 03:00 - He’s been in real estate since he left college, struggled at the beginning as a young REALTORⓇ, and moved into management, partnership, and Presidency
  
• 04:26 - He went to the association side in 1993 and excelled from there as CEO; he’s happily not working there anymore due to a merger
  
• 05:50 - He’s looking for a job and is happy to find a position on a board
  
• 07:10 – What Bill learned in his first tough years of real estate
  
• 07:17 - Your sphere of influence is critical for your success; he didn’t have one when he first started out, as his network was only young college-aged people 
  
• 07:45 - He went to his friend’s parents and family friends; at that time, interest rates were at 17-21% and they found other ways to put deals together
  
• 08:30 - He cold-called and door-knocked; he did listing presentations and did the daily work
  
• 10:10 – What he thinks about moving people past the resistance to change
  
• 10:30 - Trust in leadership is necessary; a strong orientation at the beginning is important
  
• 12:15 – Bill’s answer to life
  
• 12:45 - You have to be able to get along with people, and not everyone is the same in the way they react and think
  
• 13:50 - Think of your board of directors and leadership as a team; members or clients are who you work for
  
• 16:10 – Bill’s CSIRE story
  
• 16:35 - He was showing a rental property that was a referral from his boss; a highly-respected couple needed to rent a place while theirs was being built
  
• 17:25 - He walked into the rental property and the couple started saying that there was something wrong
  
• 17:50 - They looked down, and from feet to ankles they were covered in fleas; fleas had taken over the house
  
• 18:05 - They ended up invading his house and they needed an exterminator; he still sometimes sees the man who had toured the house with him
  
• 20:00 – Lessons learned and takeaways
  
• 20:20 - He did the right thing at the time and helped the people find a rental property despite the fact that there’s not much profit in rentals
  
• 20:50 - The man who toured is an elected official now, but he was in a different place then; he was treated with compassion regardless
  
• 21:00 – Another CSIRE story
  
• 21:05 - He listed a property for $12,900; it was a house with appliances that needed work
  
• 12:38 - Less than 6 months later, the couple that bought the house referred him to their friend with a $150,000 house
  
• 22:00 – Lessons learned and takeaways
  
• 22:07 - Especially when first starting out, you should take every listing and not worry about the value; you don’t know what can become of it
  
• 22:20 – Another CSIRE story
  
• 22:45 - Volunteers put in a lot of travel time; there were two cases where the president and vice president became a couple
  
• 23:30 - One of the two couples is still together today; Bill said he wishes he would’ve known so they could save money on the room reimbursement
  
• 24:10 – Another CSIRE story
  
• 24:24 - The association was looking at expenses and looking to cut costs; he considered having people share rooms for travel
  
• 25:00 - He sent the president a comic strip that talked about cutting travel expenses and it said, “Do you spoon on the right or on the left?”
  
• 25:08 - The issue was never raised again
  
• 25:30 – How to reach Bill: email him at billmadder@gmail.com, call/text 306-220-9570, Facebook, LinkedIn, and Twitter
  

3 Key Points

1.)   Are you willing to do the work?

2.) Get along with people and understand that everyone is different.

3.) Look after your people!

Have you ever had a lightbulb moment where you realized that the time and effort you were putting towards something just wasn’t worth it? Minesh Bhindi, a wealth manager, investor, speaker, and CEO of Perfect Portfolio did - and all it took was an unwanted call in the middle of the night to change a lightbulb. Now, he dedicates himself to coaching and mentoring others who want to experience more freedom in their lives and invest safely – but with maximum returns. He knows that investing can be risky, especially if you don’t know what you’re doing and don’t have good mentors in your corner. Listen in to learn some investment advice from a pro and hear how he balances his investment portfolio.

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 Minesh, a real estate professional who got into the industry at 16 years old in London
• 02:00 – He attributes his success at a young age to the fact that he didn’t care about hearing “no”; he could walk away and it wouldn’t affect his life
• 02:30 – He managed to negotiate about 20 million pounds by the time he was 18 years old and purchased his own properties in London
• 02:40 – His mentor started teaching him about the stock market and other investments
• 03:00 – The worst experience he’s ever had in real estate
• 03:10 – At 11pm on a Saturday night, he was called to change a lightbulb at one of his properties; he asked for them to do it but they refused
• 03:20 – He was teaching people about having financial freedom and was upset that he was driving around to change a lightbulb
• 03:40 – After that point, he decided to leverage the stock market to do real estate like a hedge fund would
• 03:50 – Property Profits for Life
• 05:00 – Minesh teaches people to invest with a fully diversified portfolio and better returns with physical real estate
• 05:00 – Minesh’s response to those who say real estate is too risky of an investment
• 05:00 – He agrees, if you don’t know what you’re doing or have the right coaches advising you
• 06:30 – Know what you really want before investing in real estate; it’s not usually the property, it’s what real estate can bring you
• 07:45 – On burning bridges
• 08:10 – He teaches his students to identify that “no more” moment where they’re unwilling to continue on with the way they’ve been doing things
• 09:00 – He had the tools and people to teach him a better way; he’s now that person for others
• 09:45 – Work smarter and leverage your time better
• 10:20 – Some pointers about REITs
• 11:30 – He works with about 150 people a year and focuses on his long-term investments
•  11:45 – The REIT that he likes the most is VNQ, which is a REIT ETF, not just a REIT, and has brought him impressive results
• 12:50 – The dividend isn’t huge if only considering the short-term but is has a huge reach across multiple sectors of real estate
• 14:00 – A REIT is a Real Estate Investment Trust
• 14:40 – If you don’t have the capital
• 14:55 – Find someone who does and start saving so you can invest
• 15:50 - Go to the Perfect Portfolio homepage to learn more and take this free 1-hour webinar to learn a hassle-free investment strategy
• 16:15 - Gold and silver investments 
•  14:55 – Minesh aims for his portfolio to be 40% real estate, 40% in the stock market, and 20% in gold and silver; gold and silver go up with everything else
• 17:45 - He’s not a doomsday guy and is optimistic about the future

3 Key Points

1.) Identify what you really want and build your portfolio with that goal in mind. 

2.) Investing is hard - if you don’t know what you’re doing. 

3.) Coaching and mentorship are critical to avoid costly and careless mistakes.

Threats from a U.S. Marshal? Just another day in real estate! Brad Frike, an Omaha REALTOR® of 17 years, shares the story of when he was threatened by a U.S. Marshal - and gypped out of a bulletproof vest. Listen in to learn why Brad actually did the right thing when “Tom” called - and discover what the best REALTORS® do to represent their community and protect their 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.

• 01:00 – Introducing Brad, a REALTOR® in Omaha, NE of 17 years; he started when his daughter was born and he was “Mr. Mom”
• 03:00 - When he bought his first lot he was 17 or 18, so he couldn’t legally own it; at the time 19 was an adult, but that rule has since changed 
• 04:00 - The lot was in his dad’s name and he bought it to flip it; his daughter is more introverted and wants to be an engineer
• 06:00 - Brad’s CSIRE story
• 06:00 - 12 years ago, on his street - which he still lives on today - his wife and kids were outside on a nice December day
• 07:00 - They were told to get in the house and he looked around; the SWAT team was all over their street invading the home of a meth-dealing attorney
• 08:00 - They didn’t hear gossip; he wasn’t making it in the home, though, just dealing there 
• 09:00 - He struck up a conversation with a man a few months later by the mailbox; turns out it was the attorney’s father and Brad helped him sell the house
• 10:00 - A professional REALTOR® does the research and protects the people they represent; he knew and shared what happened with the home
• 11:00 - Brad’s lessons
• 11:00 - He connected with the father and addressed potential buyer concerns about the traffic and safety of the house
• 12:00 - The CSIRE story continues
• 12:00 - A man called him and asked all the typical potential buyer questions; he offered to show him the house
• 13:00 - The next day, at 6:30 am, he gets a voicemail from the same guy, saying he needed to open the door to the house, that he was a U.S. Marshal
• 14:00 - He looks down the street and it’s filled with black, unmarked vehicles and a K-9 vehicle; the house was surrounded by armed men
• 15:00 - When Brad told the U.S. Marshal that the house is empty, he got upset; Brad had told him it was occupied, which is what you should do for safety
• 16:00 - They went in and made sure he wasn’t home; they asked if Brad knew where he was and threatened to arrest him if he wasn’t where he said 
• 17:00 - The son had gone through the county system and had already been released from jail; the county and U.S Marshal clearly don’t communicate
• 18:00 - Brad never heard about it again and didn’t sell the house; he doesn’t talk about the home’s story
• 22:00 - How to contact Brad: on his website www.bradfrike.com  or by phone at (402) 991-9263

3 Key Points

1.) Know disclosure rules in your state.

2.) Don’t advertise homes as being vacant - that’s asking for trouble.

3.) REALTORS® need bulletproof protection, too!

Have you ever just felt like something was...off? Brandon Martens, a REALTOR® of 14 years in Sioux Falls, SD has - and follows his intuition accordingly. He shares the crazy story of showing a home to a couple that had been married three times - to each other - and what he did when something just didn’t feel right. He learned the power of his intuition that day, and now teaches his team and his clients the importance of having safety protocols in place. Listen in to hear the ways Brandon keeps the people he cares about safe - and learn why it’s so important to get educated and involved in politics 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. 

Time Stamped Show Notes:

• 01:00 – Introducing Brandon, a REALTOR® of 14 years from South Dakota; he wants to leave the industry better than he found it
  
• 03:40 – Brandon’s CSIRE story
  
• 02:40 - When he first started, he did whatever he needed to in order to make a sale
  
• 03:50 - He was contacted for a foreclosed house on a minimum maintenance road (aka dirt road) 
  
• 04:22 - The couple was on their third time being married to each other; he stopped at the kitchen and the whole thing felt “off” 
  
• 05:00 - He followed his intuition; the people bought the house, a year later the woman left a message for him and was asking about the house’s issues
  
• 05:40 - She had left messages and he answered on the third call; it was two AM 
  
• 06:05 - The mortgage person turned real estate agent at their office showed Brandon an article; the husband and wife had committed double suicide
  
• 06:35 - Listen to your intuition and implement a policy to keep safety first
  
• 07:40 – Lessons and takeaways
  
• 08:00 - Safety first and follow your intuition; take care of people but not at your own expense
  
• 09:15 - If you’re going to carry a gun, be trained
  
• 09:50 – How he educates buyers and sellers on safety procedures
  
• 10:15 - He gives his team “points” for a driver’s license on file; he also suggests they have an initial meeting in a public place 
  
• 11:30 - Use your agency disclosure as a talking point to make sure they understand it
  
• 12:25 - Consumers don’t understand the whole process like REALTORS® should
  
• 13:20 – On politics
  
• 14:00 - Brandon’s involved in legislation; they discuss rent control and how it kills property values
  
• 14:50 - They have part-time legislatures, a transfer tax, and occasional legislation that tries to get pushed through 
  
• 16:30 - They are adding a new high school and are re-districting; that affects property values and clients 
  
• 17:30 - Invest so people have a voice and seat at the table
  
• 18:20 – How to reach Brandon and his team
  
• 18:30 - Through his website www.inrealtygroup.com, by email at brandon@inrealtygroup.com
  

3 Key Points

1.) Safety first! 

2.) Follow your intuition. 

3.) Use your agency disclosure as a talking point.

“You gotta show them how to do it!” Shaun Pinkston, a real estate agent & REALTOR® in Chicago, IL, shares how she shows Millennials - not just teaches them - how to make sound investments in real estate. She’s driven by her motivation to never let any of her clients deal with the negative experience she did when buying her first home and, as a result, is a powerful fiduciary for her clients and students. Listen in to hear why Shaun is “The Oldest Millennial” - and learn what she has done to help her clients stay ahead of the curve through the market’s ups and downs. 

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:

• 02:40 – Introducing Shaun, a REALTOR® in Chicago, IL since 2004, and why she got into real estate
• 03:15 - The REALTOR® when they bought their first property changed something on the offer without telling them; her husband knew the person on the other side
• 03:40 - He asked the REALTOR® why, and she never answered; she decided she wanted to help people so that others don’t go through the same thing they did
• 04:20 - She had asked for more money on the offer, perhaps for more commission for her
• 05:00 - She has now been a fiduciary for her clients 100% since she started 17 years ago
• 06:10 - Her son wants to go to school first, then maybe get into real estate
• 07:20 - She started with short-sales and helped people rebuild after the crash
• 10:00 – Her focus on helping Millenials 
• 10:45 - She loved listening to the Erin Bradley episode (#184) 
• 11:35 - People need to become wise and get experience; Millennials need help in avoiding pitfalls so they can get to the end and win
• 12:20 - She does group events and just hosted one called “Millennials Investing in Real Estate”; almost 40 people showed up and they were expecting 20
• 13:45 – On her investments and teaching
• 14:00 - They teach people because they’ve done it for the past 17 years; they help them with budgeting and offers based on experience
• 15:00 - Her husband is a contractor, which also helps; she’s a Millennial REALTOR® who has their back
• 15:45 – Shaun’s CSIRE story
• 16:00 - It was shocking to see the conditions of some of the short-sale homes
• 17:10 - Don’t let looks stop you from seeing a diamond in the rough; it can be daunting and make you want to help more
• 19:14 - They have four workshops to hand-hold through the circle of investing 
• 20:30 – How to contact Shaun: Instagram, Twitter, and Facebook

3 Key Points

1.) Be a fiduciary for your clients.

2.) When you focus on helping others, everyone wins. 

3.) Keep an eye out for a diamond in the rough!

Have you been caught with a red Solo cup? Melissa Lynn Hunt, a photographer and incredible mentor changing the lives of teens in Concord, NC, shares some life skills she teaches her students - including social media etiquette and self-defense, to name a few. She’s deeply aware of her purpose and is propelled by the understanding that business should be done through service, not just by transaction. Listen in to learn the top four things Melissa looks for in an agent - and learn a few things you can do to deepen personal and business relationships in your own life.

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

Time Stamped Show Notes:

• 01:00 – Introducing Melissa Lynn Hunt and what real estate has brought to her life; she’s in Concord, NC
• • 03:00 - She is a photographer, an artist, and has a project going on that changes lives
• 06:00 – On looking at business as a service to others, not just transactionally
• • 07:00 - She’s a high school senior portrait photographer; she noticed that the girls had problems and she had advice as a middle person between mom and teen
  • 08:00 - She teaches life skills in her program for girls like social media etiquette, car troubles, financial prep, self-defense, and more
  • 12:00 - They’re taught to control their space and outcomes, just like real estate
• 15:00 - Melissa’s perspective as a buyer
• • 16:00 - The top four things she looks for when looking for an agent; community feedback (friends), connection, trust and commitment
  • 18:00 - She got a text message from her real estate agent and remembers feeling so special; make your clients feel taken care of
  • 19:00 - Be likable and attentive - that’s what people look for
  • 21:00 - Millenials: Eye contact!
  • 23:00 - On Generation Z and the rise of technology enabling us to step back and do old-school things like handwritten notes
  • 25:00 - Write handwritten notes; it feels good and people love it
• 28:00 - How to reach Melissa: On Instagram @melissalynnhunt or on her website 

3 Key Points

1. Confidence changes everything. 
2. Find a way to positively impact your community. 
3. Help others get better and improve.

Ready to get inspired? Maribeth McCauley Lynch, the broker-owner of THRIVE Real Estate in Shrewsbury, MA, has got a story for you that’ll keep you saying, “What are the chances?”. From going to a conference in NYC to reconnecting with a woman she briefly met at a Starbucks there, Maribeth’s story highlights the importance of community, connecting with others, and maintaining relationships. You never know who you may run into, or who may need help down the road – which is why it’s so important to put yourself out there. Listen in to learn what was so crazy about Maribeth’s story - and hear what she has to say about continuing your education, building your own brand, and what’s possible when you collaborate.

• 01:00 – Introducing Maribeth of Thrive Real Estate in Shrewsbury, MA, 40 miles west of Boston
• • 01:18 - She got into real estate in the 80s, took 10 years off to raise her children, then got back into it in 2000 - 20 years ago
• 01:45 - How she has seen the real estate industry change for women
• • 01:55 - Wives used to get customers through their husbands; in the 2000s when she returned, women were doing it all themselves
• 03:15 - Maribeth’s positive CSIRE story
• • 03:30 - Her grandmother used to say if you talk to someone long enough; Maribeth has always enjoyed doing that
  • 04:20 - She went to a conference in NYC alone and was nervous; she went to listen and be a fly on the wall
  • 05:00 - She sat at the farthest table in a Starbucks and a woman took the empty seat across from her and started talking to her
  • 05:15 - They talked about their classes and their conference experience; they exchanged business cards
  • 05:40 - A few weeks later, she had some clients that were moving to Colorado but they were having trouble with the listing agent there
  • 6:20 - They gave her the name of the listing agent and it was the name of the woman - the only person that Maribeth had met - at the NYC conference
  • 06:45 - She had also just received a thank you card from the woman at the conference
  • 07:00 - The girl that had moved to Colorado ended up being her virtual assistant and later her full-time in-person office manager
  • 07:15 - Don’t be afraid to make connections and meet people; you never know what can happen
• 09:00 - REALTORS® are connectors; they value relationships and love people
• • 10:05 - The fact that REALTORS® are connectors helps buyers and sellers 
  • 11:30 - Ask your REALTOR® if they go to conferences or continue their education in any other way
• 12:20 - On REALTORS® with their own brand
• • 12:40 - At that same conference, Maribeth saw many independent REALTORS® with their own brands; she was inspired and created her own company
  • 13:40 - The real estate business is so fun, especially when you see others as colleagues, not competitors; there’s plenty of business to go around
  • 14:25 - Stay in your lane, follow your passion, and connect with your contacts; there’s abundance out there
• 14:59 - What Maribeth does at Christmastime 
• • 15:00 - She started a business association in her town; they realized they didn’t have a winter celebration
  • 15:45 - A group of eight people started “The Yuletide Market”, which they planned for 10 months with sponsors, entertainment, etc; 2,300 people were in attendance
  • 16:40 - They put Christmas lights on the common for the first time and hope it’ll happen year after year 
  • 17:30 - It takes someone to start it; celebrate and support local REALTORS® because they’re often the ones to catalyze community events 
  • 19:00 - You community deserves your energy and enthusiasm
• 19:26 - How to contact Maribeth: her website, www.thriverealtors.com or email maribeth@thriverealtors.com 

3 Key Points

1. It’s a small world if you make connections and talk to people. 
2. Work with people who are interested in continuing their education and growth. 
3. Get out there and get inspired!

Do you ever find yourself thinking, “Wouldn’t it be cool if...” – just to shut your dreams right back off again? Erin Bradley, the founder of Pursuing Freedom, decided to keep her dreams top-of-mind and pursue her freedom. She hit rock-bottom and pulled herself right back up again by learning how to leverage passive income from real estate investing. She now has a podcast, blog, book, and online course to teach others how to do the same. Listen in to hear how Erin did it and learn what she does to get past life’s inevitable hurdles.

• 01:00 – Introducing Erin, the founder of Pursuing Freedom, and her journey
• 01:30 – They have a podcast, blog, book, and online courses to help people build a life they don’t need a vacation from
• 01:50 – She knew what she didn’t want from a job; she rode her bike to meet a client and her credit card got declined for a cup of coffee
• 03:40 – She asked her father how he did it and he said that she needed to do “whatever it takes”
• 04:20 – They ended up being able to use the passive income from real estate investing to live the life of their dreams
• 06:45 – Erin’s CSIRE story
• 07:00 – She didn’t find joy in the process of sales but pushed through; in 2011 she was gifted the book “The Go-Giver”
• 07:50 – She built a services directory and called family and friends for input and to remind them that she wanted to provide more value than just mortgage lending
• 08:50 – She built a “tribe” to better serve her “village” and vice versa
• 09:15 – She now teaches the strategy that was the foundation for her business’s success so that others can build a business that supports the life they want
• 11:00 – Getting past hurdles
• 11:05 – She read many books and focuses on what she’s grateful for to manifest more of it
• 13:00 – She practices active gratitude and strategic energy management
• 14:15 – One takeaway from Erin
• 14:30 – When you goal-set, write , “Wouldn’t it be cool if...”
• 15:00 – Allow your mind to daydream, then think about why you want it
• 15:40 – The path will unfold if you focus on it every day with gratefulness and intention
• 16:45 – How to find Erin: pursuingfreedom.com, on Instagram
• 17:00 – Check out her podcast and book titled Pursuing Freedom

3 Key Points

• Keep learning and educating yourself.
• Gratitude is the key.
• Do the damn work!

Credits

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

There’s nothing like starting the morning off right with beer, cigarettes, and an episode (or ten) of Jerry Springer! Sean Carpenter, a speaker, educator,  trainer, and REALTOR®  of 21 years never knew the winning morning routine – until he had his very first transaction. He kept his cool (and his sense of humor) throughout the tour and knew it was right to be respectful and courteous despite the oddities he encountered around the house. Sean lives by the motto that real estate should be about building relationships, solving problems, and having fun – which is exactly what he’s done. Listen in to learn the value of communication and why a relationship is worth much more than a commission check.  

• 01:00 – Introducing Sean, a speaker, educator, trainer, and REALTOR® from Ohio
• 01:20 – He’s been in real estate for 21 years and previously worked playing golf professionally and selling beer
• 02:20 – He loved coaching and training but hated managing
• 02:41 – His company is called Sean Speaks, LLC and he sells occasionally, too
• 03:10 – His parent’s REALTOR® was his first mentor; he transitioned from selling beer to real estate to have more balanced hours and to start a family
• 05:25 – Sean’s CSIRE story
• 05:31 – It was his very first transaction with a client from the beer company; they were looking at rural properties
• 06:00 – There were cars in the overgrown yard and the TV was blaring with two men sitting on the floor watching Jerry Springer
• 06:40 – It was midmorning and they had empty beer bottles all over the coffee table and overflowing ashtrays
• 07:05 – The men told them to look around – that they were just renting – and that their “old ladies” were in the kitchen
• 07:30 – The ladies had even more cigarette butts and there was a huge pile of dirty dishes; it was a spectacle
• 07:45 – There was a Rottweiler chained to the bed in the master bedroom and 3.5 inches of dryer lint across the entire basement floor
• 10:00 – Afterwards, the listing agent asked if the tenants were home and what they were watching; he was happy it was Jerry Springer and not porn like the day before
• 11:25 – Another CSIRE story
• 11:35 – The property was near the Ohio State campus; they tried opening the front door but it was wedged shut
• 11:55 – The back door was open and they walked in; a student was passed out, drunk and naked, laying against the front door
• 12:15 – The client said he had an appointment so he walked over the guy and kept touring the place
• 13:00 – Communication is important – between REALTORS® and clients, clients and showing coordinators, sellers, and buyers
• 13:55 – Be respectful to the homes and the people in them when you show a home
• 14:55 – A tip for 2020
• 15:10 – Real estate is about 3 things: Building relationships, solving problems and having fun
• 16:09 – REALTORS®, remember that relationships last longer than a commission check and consumers, look for a REALTOR® that values your relationship
• 16:15 – How to contact Sean: go to www.seancarpenter.com, his blog https://www.carpscorner.net/, on Twitter or on all other social media channels

3 Key Points

• Having a sense of humor is a must in real estate!
• Be respectful – no matter what crazy shit you see.
• Real estate is about building relationships, solving problems and having fun.

Credits

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

Is your open house sign-in sheet information safe? Ron Schurr, a software guy turned REALTOR®, saw that it definitely wasn’t – especially when written down with pen and paper. He learned that traditional sign-in sheets risked being captured by rogue agents and technologically captured lists risked information being shared and profiled without the consent of the consumer. Ron saw that the real estate industry desperately needed a solution to sketchy sign-in sheets so he created it! Listen in to learn about OHGuests and why it’s critical to ask where all that personal information is going.

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 Ron; he previously worked in software sales and got into real estate in 2000
• 02:30 – 60,000 agents came in at the same time, they were taught not to trust each other at that time
• 03:35 – On distrust in the industry
• 03:55 – A leader told new agents not to trust each other, which probably perpetuated competition and distrust that didn’t need to be there in the first place
• 04:45 – An old colleague of Ron’s took one of his clients; they had to backtrack and prove he had first contact at a time before cell phones
• 05:50 – Technology over paper
• 06:25 – Why people don’t sign in at an open house: Agents don’t ask, consumers don’t want nosey neighbors, there are looky-loo’s, and there are rogue agents
• 10:00 – The benefits of digital signing
• 10:05 – There are digital platforms that capture sign-ins without risking and sharing the consumers information
• 10:45 – There’s a gray area when it comes to collecting consumer data and there are negatives and positives to the consumer when they release their information
• 14:30 – Open house concerns
• 15:10 – Men can also be targeted; be aware and safe
• 15:55 – Ron’s software: OHGuests
• 16:08 – It is the most powerful open house management platform and they’re the first to market with a safety feature that allows the agents to alert people if they feel at-risk
• 16:40 – They have many security features and other beneficial tools
• 18:25 – Visit ohguests.com to learn more or email Ron at ronnie@ohguests.com

3 Key Points

• Hold yourself and others accountable.
• Go digital but be respectful with consumer data.
• Sign ins are important at open houses – but always ask how the information is being used.

Today, I’d like to introduce you to the longest-surviving mortgage person I’ve ever met! Marilyn Richardson has been in the mortgage industry for 52, yes, 5-2 years! She became the first female partner of Mason-McDuffie in 1979 – and she did it despite the resistance she received from many people at the time. Marilyn was never afraid to ask for what she wanted, work hard, and seek mentorship from the best– and she recommends the same to anyone wanting to up-level their life. Listen in to learn how Marilyn lasted and what she does every day to stay sane.

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 Marilyn
• 01:20 – She’s been in the mortgage industry for 52 years
• 01:30 – How Marilyn has evolved with the times
• 01:50 – She’s flexible to change and goes with the flow; she knows what it takes to prevent stress
• 02:15 – Marilyn’s journey
• 02:30 – She started as a receptionist, when new openings would come up, she’d ask for them; she worked shipping, closing, processing, underwriting, etc.
• 03:00 – All the jobs were “female jobs” until she started getting management jobs; they saw her potential and were willing to give her a shot
• 03:25 – She had a mentor and helped make departments more efficient; a senior partner (mentor) insisted she get partnership
• 04:20 – She became the first female partner of Mason-McDuffie in 1979; they had to have partnership meetings in a new location that allowed women
• 04:40 – Her mentor appreciated her value and fought for it
• 05:38 – In the late 70s there weren’t many female loan officers; women had the supporting roles and fit a certain “look”
• 06:20 – Until 1974, to use a woman’s income to qualify for a loan, the woman had to write a letter stating her intention for having children
• 06:44 – The Fair Housing bill put a stop to that
• 07:30 – Other changes she’s seen in the industries
• 07:42 – When she started they could only do FHA loans
• 08:00 – There are more services and programs now; applications had to be handwritten by the borrower
• 08:22 – Documentation is much easier and now there were no brokers then
• 09:00 – Lessons from market downturns
• 09:20 – Look at the risk factor and what the implications are of risky loans; be prepared to change quickly
• 10:05 – When the crisis hit in 2007-2008 they switched immediately to FHA loans and it was easy because they had already been doing them elsewhere
• 11:25 – Marilyn’s tips for finding a mentor
• 11:45 – Find someone who’s successful and offer to help them, shadow them, and learn from them; be of value
• 13:20 – Get a mentor who is the best and thrives on your success; mentorship is a two-way street and the mentee has to do the work, too
• 14:50 – What to do if you’re bored in business
• 15:10 – Look for different ways to do things; spend a lot of time learning new techniques to stay fresh
• 15:45 – Take ownership
• 17:00 – The legacy Marilyn wants to leave
• 17:10 – She wants people to remember her as a teacher, especially to females
• 17:55 – One thing to practice daily to have a happy life
• 17:57 – Meditation
• 18:18 – Remember, you’re responsible for your own success
• 19:40 – How to contact Mason-McDuffie
• 19:50 – Click here to visit their website

3 Key Points

1. Be flexible to change and go with the flow.
2. Don’t be afraid to ask for what you want.
3. You are responsible for your success.

Do you – or your clients – need credit restoration? Luisa Deason, the owner and operator of Deason Consulting Services, helps people restore their credit so they can move forward, especially when it comes to buying a home. Luisa’s team of lawyers work hard to leverage the Fair Credit Reporting Act on behalf of their clients to eliminate wrong or negative reports – and they do it affordably. Listen in to find out how and learn her top tips for building and maintaining good credit starting today.

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 Luisa from Houston, TX
• 01:20 – She’s a sponsor on the Real Estate Radio Rat-Pack show in Houston; Leigh was a guest on their show
• 01:35 – She owns and operates Deason Consulting Services, a company that specializes in credit restoration
• 01:45 – They help real estate agents and loan officer clients help their clients repair their credit and get into the home they want
• 04:00 – The backstory behind bad credit
• 04:15 – Oftentimes a life-changing event damages your credit, whether it be divorce, a medical issue, or job loss
• 04:25 – Luisa first assesses why a client’s credit is bad and what their scores are through Experian, Equifax, and TransUnion
• 05:00 – The credit report companies work independently from one another
• 05:45 – Sometimes, people from other countries don’t understand how credit works
• 06:15 – How to build credit from the beginning
• 06:30 – Get at least two small credit cards; you need revolving debt from Visa or Mastercard
• 07:33 – Luisa’s company offers a card to help people build their credit
• 08:30 – The things that improve and damage your score
• 08:36 – It’s imperative that you pay your bills on time
• 08:55 – They look at risk factors and if a person has 30% of their credit used
• 10:11 – Don’t carry a high debt to income ratio, especially if you’re trying to buy a house
• 11:40 – Interest rates will drown you if you can only pay minimum amounts
• 12:05 – How to get good credit with Deason Consulting Services
• 12:15 - Loan officers look at a 12-month history of positive payments
• 12:20 – Luisa’s company has a program called “Credit my Rent” that boosts your credit score
• 12:45 – They do credit restoration which is a legal fight using the leverage of the Fair Credit Reporting Act of 1971 to fight bureaus that are wrong or negative
• 13:10 – Their lawyers are out of a non-profit organization; It’s $188 for the first month and $89/month thereafter with no contract
• 14:00 – Their attorneys are licensed to work in all 50 states
• 14:40 – How to contact Luisa: by phone at (832)244-2488 or on her website at deasonconsultingservices.com

3 Key Points

1. It’s good to have a trustworthy credit restoration company in your corner.
2. Pay your bills on time!
3. You – and your clients – can have good credit!

When it comes to real estate, Dylan Dworsky made like Frank Sinatra and did it his way! Dylan is a young and ambitious REALTOR® in Newark, DE who decided against knocking on doors and paper flyers and instead chose to market online. Now, he’s getting in front of his ideal client and getting the opportunity to match them with their perfect home. Listen in to find out what Dylan’s doing, how he’s doing it, and what sets him apart from the rest.

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 Dylan a REALTOR® in Newark, DE
• 01:30 – He’s lived there his whole life; he was a pro hockey player then went into accounting and hated it
• 02:20 – He worked in sales for a while, was successful in it, and decided to go into real estate
• 03:05 – Dylan’s CSIRE story
• 03:14 – He lacked proper training and needed to build his sphere of influence; most of his friends and connections weren’t in the position to buy a home
• 04:30 – He went from Newark to San Jose and got a culture shock; there were palm trees and snow-capped mountains visible at the same time
• 06:05 – He was told he was going to need to do cold calls, knock on doors, and mail flyers; he figured out Facebook ads instead and hasn’t looked back
• 08:00 – He’s gotten great results from advertising on Facebook; the educational/informational posts get the most traction
• 08:50 – He gets his clients with the lender first so they can determine their budget and search within those parameters
• 10:55 – On showing homes
• 11:00 – People give away how they’re feeling with body language; he asks what his clients like or don’t like after showing a home
• 11:45 – Homes are used as a gauge to get their client the perfect home
• 13:18 – How Dylan will differentiate himself in 2020
• 13:18 – He’ll be sending out newsletters and doing more advertising on Instagram and Facebook; he’d like to sponsor a little league hockey team
• 14:50 – How to contact Dylan: by phone at (302)388-6402

3 Key Points

1. It’s important to build your sphere of influence.
2. Online marketing can boost your business greatly!
3. It’s good to talk to a lender first to determine your budget.

“Isn’t my body tight and toned? Isn’t it?” Um, awkward! Matt Ivey, a REALTOR® in the triangle area of NC (Chapel Hill, Raleigh, Durham and the surrounding areas), has quite the story about some crazy shit. From poop-stained carpets to a nutty ex-stripper whose stage name was “Beaverly Woods” (that’s not a typo) – the fun never stopped in that big brick house. Listen in to learn what Matt went through, what he smelled – and what he managed to learn from the whole experience.

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 Matt, a REALTOR® in Raleigh, NC who services the triangle area
• 02:06 – He enjoys working with first-time homebuyers - he likes the emotion – but he also works with distressed properties and investors
• 04:00 – Matt’s CSIRE story
• 04:05 – A lady called him with 110 acres and a four-story house of brick; he goes to meet her thinking it’s going to be a big sale
• 04:20 – The lady starts talking about an ex-boyfriend, stands up, and asks Matt, “Isn’t my body tight and toned? Isn’t it?”
• 04:45 – She was an interesting person; the house was not bad on the outside but stunk so bad on the inside
• 05:50 – It was a 4,000 square foot home with two window units, so they did nothing for the heat – which enhanced the smell
• 06:15 – The woman explained that her elderly mother had lived there and went crazy; she said, “I probably should’ve checked on her more often, and she had 17 dogs.”
• 06:30 – The mother wouldn’t let the dogs outside so they just went to the bathroom inside
• 07:05 – She had a crew of people living in the house and when Matt’s signs went up, a guy living there would break them and take them down
• 08:40 – The guy who was breaking the signs ended up breaking his neck somehow; the lady wanted to kick him out because she wanted to get the carpets cleaned
• 10:00 – She got involved in court proceedings and Matt got trolled by her family online; he ended up on “The Real Bad Apples of Wake County”
• 12:10 – A woman in the group was telling people not to support the woman; she was saying her son broke his neck working for her and now she’s kicking him out
• 12:30 – Someone also said that the woman used to be a stripper and her exotic dancer name was “Beverly Woods”
• 13:15 – That name was later corrected to “Beaverly Woods”
• 13:40 – Her business got terrible reviews and her responses were combative
• 15:30 – Matt’s takeaways
• 15:35 – He ended up having to walk away; he saw some good in her but it just wasn’t going to work out
• 15:40 – Matt learned a lot about the eviction process during this time because the woman was trying to evict tenants
• 16:30 – It’s important to be able to gauge when it’s time to walk away from a sale; sometimes sellers sabotage themselves
• 18:15 – How to reach Matt email: matt@costellorei.com and on Instagram @trianglehomesandhops

3 Key Points

• How you respond to negative reviews matter.
• There’s a spark of divinity in everyone.
• Sometimes it’s best to walk away from a sale.

To pant-suit or not to pant-suit, that is the question! BethAnn from Spokane, a REALTOR® of 17 years and Spokane native, has a fishy story to tell that involves tuna, a cat in love and – you guessed it – a pant suit. She’s also got another story for the books involving a giant teddy bear and humpy dogs. Can’t stand the mystery? Listen in to hear BethAnn’s crazy stories and learn why she got rid of the pant suit for good.  

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 BethAnn
• 01:15 – She’s a Spokane native and has sold real estate for 17 years; her father owned a brokerage in the 70s and 80s
• 01:30 – She has two sets of twins and five kids total; it was good training for multi-tasking
• 02:40 – BethAnn’s CSIRE story
• 02:50 – A month or so ago she went to list a house and did a walk-through; she explained what they needed to declutter for photos
• 03:30 – They went to the patio and there was a huge larger-than-a-human teddy bear sitting in a lawn chair
• 03:40 – Two weeks later, she arrives at the house with her photographer; the bear is still on the patio
• 04:30 – She asked the seller about the bear and the seller got quiet; she said they can’t move it because they need it there for their dogs to hump
• 05:00 – She was concerned her dogs would be distressed without their humping bear
• 05:30 – She left the bear in the pictures for fun; the house sold and is under contract
• 08:00 – What BethAnn has to say about safety
• 08:45 – Open houses are a huge safety risk for agents
• 09:00 – She had an open house in her own neighborhood and a gentleman came in who made her feel unsafe
• 09:20 – She’s a huge advocate for safety; she recommends a lender sit with ladies at open houses
• 10:00 – BethAnn’s cat story
• 10:13 – After a year in the business, she got a nice grey suit; she did one of her first open houses and the woman said, “If you let the cat out, you’re fired”
• 10:25 – She showed a sign on the laundry room door that said not to open it; people were coming in droves to the house
• 11:00 – She was talking to people in the living room and she sees the cat in the front yard; she tried to get the cat and it goes into a bush
• 11:35 – She jumped into the bush with her suit but missed the cat, so she got a can of tuna from inside and came back out to get the cat
• 12:30 – Everyone was watching her through the windows; she called a neighbor with two boys to try and catch the cat
• 13:00 – She told the home viewers that she had to get the cat and they asked, “Well, what about that cat?”
• 13:05 – The owners cat was sitting inside looking out the window at the one outside
• 14:40 – How to contact BethAnn: bethannhomes.com

3 Key Points

• Be safe when conducting open houses!
• If your dog gets distressed, get a giant humping teddy bear!
• Pant suits may or may not be a good idea when chasing a cat.

A home tour with a side of teargas, anyone? Tracy Ellis, a REALTOR® of 20 years in Chesterfield, MO, tells a crazy story of when she and her clients had to run from a property with burning eyes and lungs. Listen in to hear what happened to Tracy and learn how radio and magazines have helped her up-level her marketing game.

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

Time Stamped Show Notes:

• 01:00 – Introducing Tracy
• 01:20 – She’s a REALTOR® of 20 years in Chesterfield, MO, 30 miles from St. Louis
• 01:30 – Tract works with her husband and has a team; they host 6 weekly radio shows
• 01:35 – They now have a luxury real estate magazine that they distribute; they did $40 million this year and the average home price is $189,000
• 03:45 – On having the time to do the magazine and radio show
• 03:50 – Her husband is techy and she’s more about marketing; it’s all a team effort
• 04:15 – The radio is a great way to connect with community and provide value
• 05:20 – Marketing gets expensive; the magazine is a way to market more
• 06:05 – They pre-record the radio show
• 06:40 – Tracy’s CSIRE story
• 06:55 – She tells her clients that they help them get their property ready for market
• 07:30 – She and her husband pulled up to a house with plywood where windows had been broken
• 07:45 – They approach the house and Tracy’s nose and eyes are burning
• 08:00 – She and the clients run away from the house
• 08:15 – Turns out the house had been in the news; someone had barricaded themselves inside and there was a police shootout where teargas was used
• 08:30 – She was upset that it wasn’t disclosed that there was teargas used in the home; it needed to get mitigated even though the event happened two weeks prior
• 09:45 – On how she used to deal with messy situations
• 10:00 – Tracy used to have a trash bag for her clothes ready by the door when she had dirty or gross experiences; these experiences are the vast minority
• 12:00 – Now, Tracy discloses to agents anything they might need to know about a house and hopes for the same in return
• 12:15 – How to contact Tracy
• 12:30 – Tracy and her husband are part of EXP Realty in Chesterfield; go to her site at tracyellis.com, email her at tracy@tracyellis.com or call (636)299-3702

3 Key Points

• The radio and a magazine are great marketing outlets!
• Find out the things that need to be disclosed about a property before you get there.
• Real estate has it all: The good, bad, ugly and stinky.