Is this stripper pole structural? Susie Nelson-Crowley, realtor and CRS in the Tampa Bay area, will tell you that a pole, stage, DJ booth, and party tubs don’t necessarily mean an impossible sale. Tune in to learn how Susie allows her clients the space to see and experience the potential of their new home – despite themed rooms and a party house website.  

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

Time Stamped Show Notes:

• 00:35 – Susie is from Tampa, Florida
• 00:58 – She’s been in Real Estate for 15 years and is a CRS, she services the Tampa Bay area
• 02:05 – She is a Certified Residential Specialist: She is a realtor with additional education and enough transactions to be identified as a cut above the rest
• 03:22 – Her crazy story in Real Estate

• 03:28 – Was working with a new client and was mostly working with husband (wife worked in an office and was less flexible)
• 03:44 – They wanted to put sweat equity into their investment
• 04:03 – In the era of short-sales and bank-owned properties, they found a home in a rural area and went to the home
• 04:35 – Home must’ve been grand in its day, and it was beautiful with corridors and windows...until they saw a stage and a pole
• 05:35 – Embarrassed with the new client, she looked up to the roof and said, “Gee, I wonder if that’s structural”
• 05:52 – As they walk through the house, what it was used for becomes more obvious
• 05:58 – There was a bar, a coat check room, a DJ stand, and upstairs the rooms had titles (The Safari Suite, The Jungle Suite), party tubs, and fitting wallpaper
• 06:44 – They could see where cameras must’ve been in the rooms
• 07:10 – She was thinking, “Don’t touch anything in this house!”
• 07:25 – Her clients bought the house; they could see what it could be
• 07:35 – Home inspector is dry, walks through home saying, “We won’t have any problem knowing which room is which!” They’re already named!
• 08:09 – Neighbors were happy it was purchased, they had the address changed with the municipality because it was listed online as a “party house”

• 09:01 – Home inspectors need to be focused and detailed, it’s not based on personality
• 09:28 – The inspector protects the buyer and the realtor, and can be the best to-do list if you’re getting a fixer-upper
• 10:10 – A realtor’s personal distaste for a property could cloud the potential the client sees in the house – let them make their own decision
• 10:55 – Realtors need to take a backseat and let the buyer experience the home themselves

• 11:30 – Realtor provides important information as needed
• 11:42 – If you are looking for a realtor in the Tampa/Tampa Bay area, contact Susie through her website at: tamparealestatepulse.com and check out her blog

3 Key Points

1. If you are realtor, consider becoming a CRS – It shows that you are a cut above the rest.
2. Select a home inspector based on their attention to detail and work – not personality.
3. As a realtor, let your clients experience the home themselves; they may see potential where you don’t.

Credits

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

NAR President Bill Brown has been through the ringer for the last few months, but it hasn’t put a damper on this year’s Thanksgiving (except that he couldn’t wash down his turkey with a beer!). Tune in to learn why Bill was extra-thankful this Thanksgiving, and why it’s never too early to think about the future. Bill dives into the tax reform discussion and urges NAR members to participate and be a voice for the people – you DO make a difference and must ACT when called to do so!

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

Time Stamped Show Notes:

• 00:29 – NAR President Bill Brown from Oakland; this is his first post-presidential interview
• 01:15 – Who he is, how he came into real estate, his story

• 01:45 – Second generation realtor, father started in the business in the 60s
• 02:24 – Both he and his brother were inspired and Bill knew what he wanted to do by sophomore/junior year of high school

• 02:40 – What attracted Bill to real estate

• 02:55 – The idea of working for himself, enjoys competition, was good with numbers rather than showing homes
• 03:44 – Stuck with what he knew – the numbers game – and felt it was easy if he had the grasp of the numbers

• 04:15 – Believes anyone can learn commercial or apartment brokerage with devotion

• 04:30 – Before, people could do a little of everything, now you need to be a specialist
• 04:45 – Concentrate on the product type you do best

• 04:50 – Bill says he’s impatient but it has gotten a lot better in the past 3-4 months

• 05:20 – Broker told him a story about patience 10 years ago
• 05:40 – A new broker had just graduated from Stanford, but was told it could take 6-9 months to get his first deal
• 05:53 – On his 8th or 9th day, he picked up the phone, got a listing, and made $125,000
• 06:13 – Guy got BMW, rented new apartment in San Francisco, but didn’t get another deal for another year and a half
• 06:28 – You must be smart, especially when just starting out

• 06:40 – Realtor retirement and investment planning

• 07:01 – Many realtors make good money and don’t have anything to show for it at 50-55
• 07:45 – Bill wants realtors to be thinking about retirement early
• 07:57 – He knew a realtor, Tracy Saizan who put away 10-20% of every deal and has saved a good deal that way
• 08:18 – Kudos to Sharon Millett who chaired the PAC; members will be able to take advantage of the partnership with Merrill Lynch/ Bank of America
• 08:37 – His legacy will be this basis for financial planning

• 09:15 – Not all members are making a living: His friend runs an MLS with 17,000 members

• 09:25 – Half of the members have not made a deal in a year and 30% haven’t even turned the MLS on
• 09:36 – The business is getting more competitive and people think it’s easy and don’t have the required commitment

• 10:04 – It’s time for young people to start thinking 10-20 years’ out

• 10:39 – He’s been a president through some monumental changes in politics

• 11:08 – His thoughts on political changes and how it’ll affect the real estate industry

• 11:20 – Looks back at 1986 Tax Reform for context: Property values went down and interest rates up, it’s a very similar situation
• 11:45 – He likes the action in legislative changes and was glad he was president during this time

• 11:51 – Had a meeting in D.C. with Chairman of Ways and Means Kevin Brady

• 12:02 – Brought up what happened to real estate after the 1986 tax reform, and Brady said that the decline in property values will only last 3-4 years
• 12:15 – Said that they are looking 10 years’ out
• 12:23 – They want 80-90% of Americans to fill out their own simplified tax returns

• 12:45 – In CA, if you eliminate state/local tax deductions, mortgage interest rate deductions, home values decrease 21-24%, it’s hard to find a home

• 13:05 - $1 million buys you nothing in the area where he lives
• 13:14 - $500,000 deduction is useless there, it’s a big deal to not be able to write off your taxes
• 13:33 – 35% of Bay area home buyers will rethink buying a home if the tax reform passes
• 13:50 – Ramifications of this tax reform are unbelievable, especially in high-cost states

• 14:00 – NAR core value is to protect private property rights

• 14:16 – Back in 1986 they promised to never lower the mortgage interest deduction

• 14:35 – If you are a congressman or senator that has gotten NAR support and you vote for this bill, NAR will be very active on the other side of the election in 2018

• 14:55 – CA has 9 Republican congressmen, and 3 voted against the bill: the other 6 voted against their constituents

• 15:40 – Tax reform provisions that bother Bill that aren’t related to property taxes and mortgage interest deduction

• 16:26 – Tax reform takes away the incentive to buy a home
• 16:36 – Other side will say that the itemized deduction has doubled, but the mortgage interest deduction pushes the buyer over the threshold
• 17:25 – If a couple gets married, saves, and tax reform hits, they’ve lost their down payment and years of saving
• 18:00 – Car wash manager makes $85,000 a year, but didn’t want to buy a house because of what his friends experienced in the recession

• 18:50 – The timing is still fresh for a lot of people who were impacted by the recession
• 19:30 – How Bill landed in voluntary leadership

• 19:51 – He was an apartment broker in 1982 with brother and father when rent control came on the horizon
• 20:15 – City council voted it down, but tenants got an initiative on the ballot and it was going to impact his ability to make a living
• 20:45 – He went to the Board of Realtors and volunteered to help against rent control and became a chair
• 21:20 – Realtors do help members make money and stay in business, he decided to get on local association committees, and became president in 1984
• 21:57 – Started at committee level, has chaired at pretty much every public policy and PAC committee at CAR while involved there, and in 2008 was president of his state association

• 22:20 – Members need to participate with time and money to help make initiatives successful

• 22:40 – When he graduated college, he knew his dad would take him under his wing
• 23:10 – Glad he was interested in real estate early-on

• 23:39 – Why don’t more realtors get involved?

• 23:50 – We haven’t found a way to get members to understand the importance of what they are doing
• 24:08 – Call to Action: A few clicks to flood senator offices with letters for legislative change
• 24:45 – Members need to understand importance of their participation
• 24:58 – People that aren’t making a living doing it don’t care, or ones that do figure that others will do it; leadership needs to work on messaging and members need to know importance of participation

• 26:22 – Individuals can get involved and make an impact

• 26:46 – Only 21% of members sent letter to congressperson for a Call to Action for the tax reform, but average response for other trade associations is 3%
• 27:40 – Coalition of Homeowners – 8 million members willing to participate

• 28:30 – Realtors give clients a voice and tools to be heard

• 29:04 – Realtors vote, have lobbyists in D.C., are active in their communities, and give voice to the people

• 29:17 – Last act as president: A fly-in of 78 realtors to tell their side of story

• 29:40 – Politicians know that realtors are a strong voice and know that if they don’t support them, they’ll go after them come election-time

• 30:37 – You can’t undo the tax reform

• 30:55 – Speculation, economic theory cannot promise anything
• 31:14 – He supports paying lower taxes because ½ of what you send to D.C. will get wasted
• 31:44 – If you give a tax break, you take away a tax break from someone else
• 32:24 – Don’t make changes on the backs of home-owning Americans

• 33:25 – Realtors that talk to officials can make sure they know what is written in the reform and understand it
• 35:25 – Bill was sitting in a congressman office and his aid came in and said he had a vote in 10 minutes; he didn’t know what the vote was for, his aid told him
• 36:19 - Jerry Giovaniello won lobbyist of the year, and seeing realtor faces in their office makes an impact on congressmen’s decisions
• 37:13 – What happened to Bill this year

• 37:35 – Never thought anything would happen to him medically
• 37:48 – He has a finger operation 2-3 years ago and it got infected, they gave him vancomycin to take 2 times/day
• 38:16 – After 3-4 days he felt horrible and it triggered lung problems
• 38:52 – He had to go on supplemental oxygen and in and out of the emergency room
• 39:15 – In August everything looked different and was turning white; he thought he was dying and his wife was overseas
• 39:53 – UCSF got an ambulance to take him to their hospital
• 40:20 – They found a lung transplant donor very quickly and he underwent surgery
• 41:03 – He had a successful surgery but the lung donor had a MRSA infection in the lung and pneumonia, so they transplanted it then treated the MRSA and pneumonia
• 41:41 – Had to be fed through feeding tubes, they were removed, then fluid was leaking into stomach, had to go into emergency surgery again
• 44:05 – A typical lung transplant is in the hospital for 2-3 weeks, then they go to a hotel to be close by while healing; he was in the hospital for 7 weeks and then was in a hotel for another 6 weeks
• 45:25 – It was a very trying time; it was exhausting and horrible, but got him well
• 46:30 – He met a transplant patient who gave up after a week and wanted to go home with pain medication; she ultimately decided to finish the treatment
• 47:35 – Nurses want you to get out “as fast as you can” and inspire patients to get better faster
• 47:55 – Wants to write the donor family a thank you letter; hasn’t been able to take a deep breath in 1-2 years

• 48:40 – Re/Max broker Kynse Leigh Lee has kidney and pancreas transplant and uses hashtag #dontburygoodorgans and got to meet donor family
• 49:56 – Discussing organ-donating outreach for realtors
• 50:24 – UCSF is #1 in the nation for lung transplants, but they don’t have enough organs; he was very lucky...(blessed!)
• 52:50 – This is the first Thanksgiving where he has the ultimate gift to be grateful for
• 53:55 – He put his health first; his wife Heather and his brother Kevin and his wife (RN) were his caregivers for the entire time he was at the hotel and he is grateful
• 55:20 – Become an organ donor and take care of yourself and your loved ones
• 56:16 – To learn how to get involved, send Leigh Brown a message on Twitter or any social network

3 Key Points

1. One person can make an impact – Get involved and make your voice heard by politicians...their votes impact your life.
2. You matter: Think about your future, your retirement plan, your family, and your health.
3. Become an organ donor!

Credits

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

Are you INSPIRED? Jessica is, and she believes the #1 key to being better and achieving more is finding your inspiration. As the head of the Oklahoma Realtors Association, Jessica breaks down the Code of Ethics, what it means, and how it is used to uphold the name of realtors nation-wide. Tune in to learn why you must be familiar with the Code of Ethics, whether you are a realtor or a client, and how you can do your part to raise the bar in the industry.

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

Time Stamped Show Notes:

• 00:38 – Jessica is the head of the Oklahoma Realtors Association
• 00:56 – She runs the association and has been in management for 5 years, she was a real estate broker before that
• 01:30 – She manages over 11,000 realtors in the state
• 01:44 – Complaints filed and professionalism in the industry; what has she seen?
• 02:32 – All associations offer Professional Standards Administration and all realtors agree to abide by a code of ethics
• 02:52 – Code of Ethics is administered by state or local association; in OK the Association manages it state-wide
• 03:10 – Ethics complaints and arbitration requests can be filed through Association

• 03:19 – Ethics complaints are reviewed by peer panel

• 03:52 – Read a copy of the Code of Ethics at http://www.nar.realtor/
• 04:02 – Good realtors know the Code of Ethics
• 04:45 – Local association: new members start here, MLS, education benefits, advocacy work, professionalism piece
• 05:05 – Conglomeration of local associations with oversight and the voice of the state realtors and National Realtors Association (NAR)
• 05:45 – Code of Ethics is broken into 3 parts: duties to public, duties to customers and clients, and duties realtor-to-realtor

• 05:55 – The public or a realtor can (and should!) file a complaint when a breach has been made
• 06:10 – Not all realtors are created equal, and filing complaints allows the bad seeds to be weeded out so they don’t continue to hurt others

• 06:28 – What kinds of complaints come in?

• 06:35 – Article 12: Whether a realtor has displayed a true and accurate picture in advertising
• 06:48 – Instagram or over-Photoshopped photos that look nothing like the true home
• 07:05 – Some Photoshop is okay (lifting shadows, blurring dead grass spot in yard)

• 07:14 – Example of inaccurate photos: removing power lines from back yard
• 07:45 – Why is it bad to over-Photoshop?

• 07:54 – Being caught off-guard and surprised; many people nowadays are purchasing their home online
• 08:10 – They may not even see the house until they’ve already closed and are moving in

• 08:30 – Realtors and the public want realtors to raise the bar of professionalism

• 08:39 – Turn in the people violating the Code of Ethics to help raise the bar

• 08:47 – Code of Ethics also warns against slander, how does this affect turning people in?

• 09:02 – You are doing worse if you slander online via social media
• 09:20 – Do something about it but don’t slander, turn them in if they are in violation

• 09:40 – What kind of realtor-to-realtor misconduct do you see?

• 09:44 – Article 2: Exaggeration, misrepresentation, and concealment of pertinent facts
• 09:59 – Revealing facts or confidential information; Agents give away the client’s negotiation position via text message trying to get a deal and the other agent turns them in

• 10:40 – How would you ever know if your realtor is doing this? There is no way to know
• 10:51 – Keep educating members to remain upright and forthright in everything they do; you never know who you are dealing with
• 11:20 – Jessica was a consumer recently: What questions did she ask to select a realtor?

• 11:49 – She chose someone in leadership in the city where she was buying
• 12:09 – Ask questions before agreeing to work with someone
• 12:19 – How many houses have you sold? How experienced are you? How many deals do you have going on right now?

• 12:45 – She went for someone in a volunteer leadership role, she thinks the public should, too

• 13:38 – Leader will have a vested interest in the realtor organization in general, are committed to Code of Ethics, giving back to association, and a higher level of professionalism
• 13:56 – People that are not volunteers can be professional, too, volunteers are just more likely to uphold standards
• 14:14 – Great realtors should consider volunteering to be heard; 1 in 287 Americans is a realtor, stand out as one less likely to cause trouble

• 15:18 – Realtors can be on top of their game with a desire to serve, get educated, and do a better job
• 15:53 – If a midline realtor want to get better, more active, and more educated about entire picture

• 16:20 – Find inspiration (mentor, group, giving back)
• 16:59 – She finds her inspiration through her support system at home
• 17:24 – If you aren’t at the top of your game, there are resources to get better and stop selling consumers short
• 18:13 – Oklahoma realtors can email Jessica directly at: jmh@okrealtors.com
• 18:29 – Follow Jessica on social media: Twitter & Facebook
• 18:30 – Reach out to your state association leadership to get involved and heard

3 Key Points

1. Become familiar with the Code of Ethics whether you are a realtor or client.
2. File a complaint if you see a breach of the code; this is how the bar of professionalism in the industry can be raised.
3. As a client, ask questions to ensure your realtor is a good fit and as a realtor, step up your game, get involved, and strive to be better.

Margaret Martin does a little bit of everything from event planning to running an adult day care. After having worked in dentistry, Margaret dove headfirst into association life and inherited her executive position when her boss passed away. Tune in to learn how Margaret adapts, writes a “prenup” with incoming presidents, and talks her members off the “crazy ledge.”

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

Time Stamped Show Notes:

• 01:08 – Margaret is in Dothan, Alabama and has a small board of 260 realtors, 400 in her MLS
• 01:30 – Didn’t start out as an association executive, she was in the dental field, got injured, and started working at the association office for an interesting woman
• 02:50 – Her boss passed away in the office, she was always smoking and made it a difficult working environment, but this is how Margaret’s career began
• 03:20 – She is pinned the “black widow” by associates because of how she inherited her job
• 04:08 – She’s been there for 14 years and enjoys her job – she’s an event planner, travel broker, story listener, and is all over the place
• 04:45 – She believes in her members and has a great assistant, Emma
• 05:07 – The biggest surprise moving from dentistry to association life
• 05:30 – You never want to mess with someone’s children or money, but in dentistry you do both
• 06:15 – She said she was running an “adult daycare center” and her 6-year-old repeated it so she had to backtrack
• 06:41 – Being a realtor has difficult times, a boss may have never been a manager, you must be able to adapt
• 07:43 – You go to training and come back feeling refreshed and with new ideas, but people don’t want change because it’s hard
• 08:27 – Kiss babies, shake hands
• 09:11 – AE and incoming president program at Leadership Summit that clearly defines the lines and purpose of each branch of the association
• 10:11 – She writes up a “prenup” with incoming president to clarify needs/wants/preferences and establish a relationship
• 10:35 – The AE must be very adaptable
• 10:53 – What’s the craziest thing an incoming leader has done?
• 11:04 – For the first time, they made a profit off CE and a committee chair wanted to use extra money to rent a condo for a committee party
• 12:00 – She had to talk them off that “crazy ledge”
• 12:17 – Fundraising: Sometimes members must be reminded that they are not a civic organization
• 13:36 – Strategic plan must align with fundraising efforts
• 14:13 – Benevolent fund for realtors in need
• 14:55 – Find Margaret Martin on her personal Facebook, the Dothan Association of Realtors Facebook, or by email at Margaret@dothanrealtors.com

3 Key Points

1. You must be adaptable – change is hard if you aren’t open to new ideas.
2. Establish a relationship with leadership to clarify expectations and management style.
3. Fundraising efforts and spending must align with the association’s overall strategic plan.

Credits

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

Whether it be sweet seniors or the bomb squad and sex toys, Dennis Gaggini has pretty much seen it all. After having worked in the industry for 17 years, an eviction that came complete with a SWAT team, bomb squad, and gynecological bedroom tool pretty much took the cake. Tune in to learn how Dennis connects with the greatest generation, and how he learned first-hand what can happen when you knock on the wrong door.

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

Time Stamped Show Notes:

• 01:13 – Dennis has been in the business for 17 years, started right out of high school, is 35, and is in New Jersey
• 02:15 – Did a real estate pre-licensing course the summer after high school
• 02:27 – Surviving in a commission-based position at that time

• 02:39 – Grateful to his parents for support and was also a pharmacy technician on the side
• 03:00 – Has been doing real estate full time since he was 20, average real estate broker is 56

• 03:30 – Experience as a young person in real estate

• 04:00 – The people he gravitated towards were seniors, the “greatest generation”
• 04:15 – Millennials and seniors work beautifully together, they were his bread and butter
• 04:38 – His sister is 7 years older, and her friends were at home buying age
• 04:59 – Confidence took him a long way

• 05:28 – Old school relationship-building approach – how millennials can fit in with seniors

• 05:47 – Just do it, and don’t overthink
• 06:00 – Go to your senior real estate specialist designation
• 06:07 – Visit, talk to your grandparents and go to places where seniors spend time
• 06:35 – Dennis went to water aerobics classes at a local Swim Club to chat with seniors

• 07:45 – Importance of connecting – humanity

• 07:54 – They need to be nurtured, he sees them and protects like his own grandparents

• 09:29 – Crazy story - He does a lot of foreclosures and REO properties

• 09:40 – He got a new listing about 45-50 minutes from his office so he went to visit at night
• 10:10 – The lights were on, he went back during the day, knocked, saw a sign that said, “Stupid people will be shot,” and left
• 11:00 – Was going to offer cash for keys: Went back, knocked, lady answered the door
• 11:36 – He introduces himself kindly, she introduces herself, says she isn’t the owner, gave him the owner’s number
• 12:30 – He wanted to take photos but she declined, he tried the number and left a message
• 13:05 – The most irate person calls back, saying it’s the wrong number
• 13:33 – He goes back, sends letters, offers cash for keys, gives deadline, informs bank that someone lives there
• 14:38 – Someone is there the third visit; he can see them on the side of the house
• 16:08 – He knocks on side door, asks for “Michael,” tried to get rapport with Michael’s nephew, continues sending letters
• 17:39 – He goes back out, sees original lady, takes photos, she takes photo of his license plate
• 18:41 – They filed for eviction, but even 2 days before he still wanted to work with them
• 19:30 – He goes to house with officer on eviction day and knew it wasn’t going to be good when canine officer was there
• 20:03 – No one answers the door, then someone threatens to blow the place up: 6 sheriffs come, local police officers come, canine officers are present, then SWAT team arrives
• 21:30 – The guy’s girlfriend is held up in the bedroom, he’s threatening to blow up the place, and the bomb squad arrive and the block was closed
• 22:26 – They bust through the door, the guy shoots once, no one was hurt, but they saw he was manufacturing bombs in the house
• 23:23 – He sees woman coming to the police, and it’s the man’s ex-wife, they have to come back to get things out of the house
• 25:04 – He goes to house that evening to lock everything up, finds out that the guy had 50 guns, took pictures of the inside and saw things he had never seen before
• 26:08 – Saw sexual toys, adult magazines, heard officers talking about tools that a gynecologist would use found in the house
• 27:50 – 11 more guns were found, one was missing then found, nephew tried breaking in during inspection and threatened to shoot him
• 28:09 – Ever since, police escorted him
• 28:23 – Always use your head, be safe and aware of your surroundings as a realtor, take advantage of cash for keys offer if offered
• 29:22 – Contact information: 856-455-7653, dennis@njrealtorservices.com http://www.njrealtorservices.com/

3 Key Points

1. Build relationships with seniors by spending time and chatting with them – they need to be nurtured and taken care of.
2. Always use your head and be safe and aware of your surroundings.
3. When dealing with foreclosures and evictions, treat the people with kindness and care...you never know who you are dealing with.

Credits

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

The nation needs YOU to get involved! Gavin Blair, AE/CEO of the State Realtor Association of Iowa, discusses the passing of first-time homebuyer legislation, the challenges of association life, and the dire need for top producers and working realtors to have a voice and make an impact. Tune in to learn how Iowa is leading the nation and making home buying a reality for first-time buyers, and get inspired to be a voice in your own community.

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

Time Stamped Show Notes:

• 00:40 – Gavin is a AE/CEO of a State Realtor Association in Iowa; goal is to deal with legislature in Iowa, deal with back-office needs, protect rights, and defend its 7,200 members
• 01:40 – State forms, education for members across the state: founded on code of ethics and constantly focused on that
• 02:02 – What it means to run the association

• 02:10 – Advocacy: his background is in politics; he was a lobbyist for the Columbus Board of Realtors
• 02:52 – Goal is to make sure consumer gets best deal in home ownership

• 03:20 – Spearheaded something for homebuyers statewide

• 03:43 – “Brain drain issue:” 70% of students leave after they graduate
• 03:58 – 5 years they started working on first-time homebuyer legislation and it passed last year
• 04:05 – Individuals can set aside an account where people can donate and write off donation up to $30,000 for first-time home buying fees
• 04:45 – Iowa was one of the first states to come up with and implement the idea and he hopes it’ll be nationwide to break the barrier to home ownership

• 05:23 – Realtors in the organization are aware of this movement, but most realtors aren’t involved or aware of the smaller day-to-day legislations
• 06:35 – Have provided a way for families to help each other and incentivize saving, despite a decrease in revenue to the state

• 07:00 – Factoring the home purchase process’s impact to the economy, it provides an influx of cash greater to what the state is losing and is a win-win

• 07:58 – So many people get paid in the process of a home sale

• 08:20 – For every house bought in Iowa, about $55,000 is dumped back into the economy (contractors, stores, people, etc.)
• 08:50 – Homeowners are invested in their community long-term; they give back
• 09:24 – We get lost in money turnaround over the long-term benefit of home ownership

• 09:44 – As small businesses grow and they buy buildings, business owners care more about their properties as well vs. large corporations

• 10:20 – Mega farms buy up small family farms and water contamination has become an issue because they don’t care as much about the community

• 11:42 – Realtors apart of family farms and rural sales are involved in community upkeep and protection
• 12:07 – Realtors are both rural and urban – must bridge the gap
• 12:52 – IAR looks out for both types of communities; 2,500 are urban, the other 5,000 are rural
• 13:30 – What do you wish you could un-see?

• 13:42 – Some people are involved in association but aren’t in the everyday business; the best members are in the field everyday
• 14:03 – The “trade association junkies” aren’t tied so closely to the business so sometimes don’t watch out for the day-to-day agent or consumer
• 14:11 – Can be time consuming for leadership

• 14:30 – How do you get top producers to get involved and show up?

• 14:32 – It comes down to, “How do you help me?” and “What’s in it for me?”
• 14:45 – Its good for your pocketbook, your referral network, your business, and it’s a way to give back
• 15:15 – Legislature affects you every day; get involved at the local level
• 15:36 – Hard part is keeping members involved once they are there at state and local level
• 15:54 – Members that don’t do a lot of business can dominate a meeting and scare away top-producers and everyday business-doers

• 16:13 – Top producers are needed in association life because you are touching the most consumers and can be heard

• 16:33 – You can’t complain if you aren’t engaged
• 16:50 – We are only as good as the members involved at the association level
• 17:08 – It is a member driven and focused organization; they care but need your involvement
• 18:19 – If you are participating in conversations regarding legislature, get into an association to make an impact
• 18:29 – Reach Gavin through social media: Twitter, (search Gavin Blair), or email: gavin@iowarealtors.com

3 Key Points

1. Advocacy is intended to make sure the consumer gets the best deal.
2. Get involved – top producers who touch the most consumers need to be heard.
3. Joining an association directly benefits you, your pocketbook, and your network.

Credits

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

Summary:

Cady Thomas, the Government Affairs Director for North Carolina, says that her job is to “talk, stock, and stay paranoid,” and that’s exactly what she does. Tune in to learn about “housing affordability,” why it’s so important to stay informed when it comes to legislature, and discover your market is impacted by your involvement. Now, more than ever, realtors need to speak up for the sake of their businesses, their clients, and their communities.

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

Time Stamped Show Notes:

• 00:40 – Cady is a GAD (Government Affairs Director) for North Carolina
• 01:05 – She went to D.C. after college and worked on the hill for a couple years before going to law school
• 01:21 – Moved back to Raleigh to do a corporate and capital markets practice, but realized she didn’t like sitting in an office all day
• 01:40 – Started doing a pro bono project where she got to the North Carolina General Assembly lobbying the members; successful in passing a revision to the juvenile justice code
• 01:55 – Found job in lobbying world with realtors 10 years ago
• 02:25 – What was something crazy/unexpected that you learned/seen along the way?

• 03:07 – No metal detectors/badge check in the North Carolina Legislative building
• 03:35 – Friend said, “Cady, half the people in here are packin’...they’ll never put up metal detectors”
• 03:45 – Shows difference between the state and federal legislature

• 03:57 – Shocking: The decisions the state makes and how quickly they can make them affect members 10x greater than at the federal level in everything but taxes
• 04:40 – She learned that she had to read every bill and find out the happenings in every committee because anything could affect real estate
• 04:57 – Why are realtors so blinded to what happens at the state level?

• 05:07 – Most people don’t understand state structure
• 05:41 – Realtors are in the business of making friends – politics isn’t about making friends and realtors don’t want to get involved

• 06:20 – Find the issues that resonate with the brokers because they be passionate about getting involved
• 06:48 – Hoping to get through local issues that affect clients

• 07:02 – Private road maintenance issues and DOT to take over maintenance
• 07:30 – Getting kids to school busses with proper roads

• 08:21 – Having a statewide database of roads that are on transportation’s books is a solution

• 08:40 – Counties already have the information, it’s just a matter of getting it together with technology and keeping it updated with DOT’s records

• 10:05 – As a consumer, what do you think needs to happen in the realtor community to stay ahead of legislative curves in the future?

• 10:21 – Creating relationships with elected officials, running for office, advocating for clients where local governments are coming down harder on property rights
• 10:41 – Counties and cities are taking development ordinances too far, like aesthetic design controls which aren’t powers given by general assembly
• 11:19 – Have passed legislation to combat that, so it is clear
• 11:44 – Being vocal and brave will increase awareness in community and broker community

• 12:11 – Affordable housing is becoming a bigger issue and legislation like aesthetic design control drives up the price further

• 12:30 – If realtors don’t combat bad legislation, it hurts affordable housing

• 13:07 – Housing affordability: Affordable within your means and for your circumstance (near schools, amenities used, etc.)
• 13:46 – “Affordable housing” has negative connotation; “Housing Affordability” better
• 14:30 – Cities are encouraging more assistance-based payers in their developments
• 15:00 – Assistant based payers living in environment with others improve the livelihood of all involved
• 15:48 – How should a realtor find out what their GAD is doing?

• 16:03 – A phone call, an invitation to a staff meeting, a coffee meeting with broker so they can understand their involvement
• 16:48 – Go on website to know who does what and ask questions

• 17:32 – What people think she does vs. what she does

• 17:39 – House of Cards is all fun and games but it’s not typical
• 17:50 – Most legislators came to their position because they want to do what they think is best, they aren’t getting paid a lot
• 18:19 – Legislator tends to be older because they are retired and have the time
• 18:30 – Cady tells people her job is to “talk, stock, and stay paranoid”
• 18:46 – Reach Cady by email or phone number
• 19:18 – Call your local association to find out your local and state Government Affairs Director and get involved to protect your clients

Reach out to Cady Here:

• Email: cady@focuscarolina.com
• Phone: 919-573-0996

3 Key Points

1. State-made decisions hugely impact realtors and their clients – pay attention to them.
2. Learn the state structure and get involved.
3. Speaking up can protect your clients; ask questions and education yourself on beneficial programs and potentially damaging legislation.

Credits

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

Do you smell cookies? Leigh and Holly do in this episode of CSIRE, where they decide to lobby for snack baskets and cookies. But it isn’t all chocolate chip and oatmeal raisin; Holly Mabery, leader, educator, and veteran in the real estate business, discusses the need for questions, advocacy, connection, and community protection in the real estate business. Tune in to hear where Holly believes real estate agents are falling short, how we can impact our communities, and what we can do to protect our clients from inevitable changes in a cyclical market.

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

Time Stamped Show Notes:

• 00:54 – Holly is outside of Sedona in a place called Cottonwood; 3rd generation realtor and 4th generation Arizonian with 19 years in the real estate business
• 02:50 – People think real estate is easy
• 03:05 – Just sold her childhood home; it was the first house her mother purchased and sold
• 03:40 – She had to explain agency to her mother; she could represent her parents but not the buyer
• 04:22 – She has coffee with her mother on Sunday mornings and tells her about her day and work

• 04:53 – Mother asks, “Did you sell something?” and is concerned that real estate “isn’t going to work out”
• 05:39 – Explained to her mother that the process of meeting with a client and finding their house takes time and a process

• 06:23 – Reminder that she must slow down and make sure everyone is on the same page

• 06:34 – Grateful for her parents because they are still teaching her

• 06:50 – Went out on one of her first foreclosure listings as a young agent

• 07:02 – She was so excited and she went out and it was a single-wide trailer
• 07:13 – The front door was open and the inside was a mess; everything was gross, there was trash from the neighborhood and it smelled terrible
• 07:56 – There was no door; she used a piece of plywood and got a door

• 08:59 – When you do cash for keys, you see people who are just down on their luck but then others are jackasses

• 09:12 – You can help people and help work with them and the bank, others you just want out
• 09:32 – Sometimes there’s evidence of human trafficking, drug abuse, child abuse, etc.

• 09:45 – She fell through the floor of a foreclosed mobile home property in Central Phoenix

• 09:51 – The holes had been cut in the floors to hide drugs
• 10:20 – Open carry for those kinds of properties

• 10:39 – Mobile homes are most affordable housing option right now

• 10:50 – Even in a condo, you give your life away in HOA fees

• 11:01 – She was VP of her HOA one year and it was a “special kind of hell”

• 11:20 – HOA board members were so fussy about the smallest details
• 11:40 – “Their light is on...that’s my favorite” (talking about HOA complaints)
• 12:00 – They think its paid leadership
• 12:18 – Lobbying for snack baskets and cookies

• 12:54 – Did you expect to see yourself in a leadership/instructor role when you first started?

• 13:01 – She came in to the business at 23 straight out of college and didn’t buy her first home until after 1.5 years of selling
• 13:47 – She started reading the papers and giving the team relevant information
• 13:57 – She got on the board and saw it wasn’t run the way it should be
• 14:26 – If you are going to do something well, have a high sense of collaboration

• 15:00 – How do we get to where we want to be and how do you motivate people to get there?

• 15:05 – Sometimes it’s knocking on back doors, making conversation, meeting new people, breaking bread with people

• 15:38 – Channel what you know to be better into people that haven’t heard the message
• 15:45 – She was teaching LTA with Evan Fukes at a Leadership Training Academy in AZ and she asked, “Why are you here?”

• 16:05 – She hit a metal easel behind her because she was frustrated and it scared everyone, she knew she crossed the line
• 16:18 – She said, “I need to know why you are here and what you do for your members!”
• 16:43 – Clients deserve better – most agents suck at telling the customer why they show up
• 17:08 – Agents are told to “list to last” but schematics aren’t taught
• 18:00 – People start to crowdsource to learn how to sell but they aren’t told the full story

• 18:30 – The problem with team structure

• 18:39 – Green agents jump on a team and are told they’ll be educated and mentored
• 18:45 – Team leaders just sees “who sticks,” and customer is lost in obscurity
• 19:18 – In NC provisional brokers shouldn’t be in teams because leaders aren’t capable
• 19:26 – New brokers still get in through loopholes and they reflect poorly on other realtors
• 19:36 – Disconnect between broker, team leader, and whoever else comes along

• 19:44 – She has a heart for new agents: All they’re told is to make phone calls and get leads

• 19:58 – It’s about closing and helping people on the back end
• 12:10 – They say how many leads they get but what matters is what they close
• 20:28 – Team leaders push calls but don’t teach them the real valuable information that they need to communicate with the client

• 21:03 – Need to explain to consumer the difference between realtors

• 21:15 – Consumer should use sites, but then find good realtor to guide them
• 21:30 – Agents aren’t connecting with client at that deeper level to ask the right questions

• 21:40 – Agents need to ask the right questions, ask about their goals, see how their goals fit with the market, and get them to their goal
• 21:54 – Best realtors will get solutions from financing standpoint, find investor depending on what they want to buy, and ask questions to get clear on their long-term goals
• 22:19 – It’s fascinating how the number of people who got upside-down during the dark time were never asked, “How are you going to support 10 rentals?”

• 22:23 – We should keep asking questions knowing another recession is going to happen
• 22:35 – In a low inventory market, people stop asking questions
• 22:41 – This cycle goes back to foreclosures; the realtor didn’t ask enough questions to protect the end user

• 22:55 – Ask temporary and long term goals; this is a long-term investment
• 23:20 – Great opportunity for skilled realtors that understand that the market is cyclical

• 23:32 – Pay attention to changes in legislation and be proactive
• 24:00 – We tend to be reactionary in business and associations, but regarding advocacy, “climb the mountain today rather than fight the fire tomorrow”

• 25:15 – The bill is going after much more than housing; it’s going after institutions and people and how they live
• 25:33 – People think of themselves, but realtors should watch out for everyone in the community and say something if it could negatively impact others
• 26:10 – Provisions will affect everyone now or later but people are so self-centered

• 26:39 – Comparison with other markets (rentals/ownership) aren’t relevant
• 27:08 – Housing is a main driver in the U.S., 20-30 are involved in home sales
• 27:36 – Holly knew a flower shop owner who went from working with 40 realtors a month to two during the recession, for example

• 28:00 – New bill throws a boulder in a puddle
• 28:30 – Look at what people do for homeownership; she is remodeling bathroom and tradespeople have gone in and out

• 28:48 – Tells you how budget/business must change for the long game

• 29:02 - Agents miss opportunity playing the “one and done today” game; stop being pissed at NAR for standing up for people on national level

• 29:19 – Look at the impact on your community; on people like the flower guy

• 29:27 – If we educate new realtors we’ll have better advocates in the future

• 29:44 – Leaders don’t want to talk about advocacy to new realtors due to money and that’s an opportunity lost

• 30:07 -  At a listing appointment, don’t just spotlight MLS and a sign in their yard, but also negotiations, repairs, lender management, appraiser work, services, etc.

• 30:34 – You miss an opportunity to show them what you do
• 31:10 – Reach Holly at azheartland.com or hollymabery.com, Facebook, or Twitter

3 Key Points

1. To do something well, you must have a high level of collaboration.
2. Ask questions; your questions could save your client in the future.
3. Understand that the market is cyclical and advocate to help protect your community.

Credits

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

Tax reform is on its way...FAST. Jamie Gregory explains what’s going on in Washington D.C. and how it negatively affects homeowners by taxing away tax incentives. Tune in to learn the benefits of homeownership, who is affected (hint: YOU), and what you can do to make your voice heard before it’s too late. 

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

Time Stamped Show Notes:

• 00:50 – Jamie is with the National Association of Realtors (NAR) in Washington D.C.
• 01:45 – What is going in Washington D.C. and the world of lobbying?
• 01:55 – The passage of the tax bill out of the Ways and Means Committee
• 02:02 – The release of the senate bill with provisions that affect housing, home ownership, and real estate
• 02:20 – On the house side, chairman of the committee Kevin Brady says mortgage interest deduction has been retained, when in actuality its effectiveness is nullified
• 2:38 – Bill will double standard deduction and eliminate state and local tax deduction, meaning only 5% of tax filers will be itemizing
• 3:00 – Incentive provided by mortgage infrastructure will be taken away
• 03:13 – Homebuyers receive tax refund, see financial benefit, and put money back into the local economy
• 03:45 – Renters are great but homeowners tend to invest in and care about the improvement of their neighborhood more
• 04:20 – Sociologists have studied how home ownership creates more stable, active, voting communities
• 04:30 – We don’t want to take that away; for 100 years, there has been an incentive in the tax code for homeowners
• 04:43 – What is being proposed in Washington will take that away and make renting and owning no different
• 05:08 – Other things in the tax reform: Punishment for buying a home and watching equity values increased over time
• 05:25 – State and local deductions – house bill retains reduction for state and local property tax, but 70% of deduction is for income tax, which has been removed
• 05:46 – In senate bill they have eliminated state and local deductions
• 05:58 – Combined with mortgage interest deduction, the state and local deduction provide total incentive to buy a home
• 06:08 – In 1997 congress passed the Homeowner’s Capital Gains Exemption: If you sell your house after 2 years you can keep up to $250,000 tax free as a single filer and up to $500,000 if married
• 06:30 – The house is proposing to change the rules on that to more than double the time requirement
• 06:50 – The provision was put in place to help people unlock home’s value and functions well for military, people who move frequently
• 07:25 – The elimination of second homes; mortgage interest deduction won’t be used on second homes
• 07:34 – This affects not just executives or military; many people move regularly or have other living situations, and changing the rules negatively impacts those people
• 08:32 – National average for living in a house was 5-6 years, and has crept up to 7-9 with recession
• 09:44 – When the Homeowner’s Capital Gains Exemption was passed in 1997, it simplified the process from how it was before
• 10:14 – Resource to understand the whole picture: https://www.nar.realtor/ click “Federal Issues,” then “Tax Reform,” you can see maps, statistics
• 11:10 –Another resource: http://homeownershipmatters.realtor/
• 11:30 – Need tax reform, but the National Association of Realtors does not agree with changes proposed and they are intentionally moving quickly
• 12:30 – Obamacare is an example of something that was hastily passed
• 12:53 – Speaker Ryan has been telling Republican Conference that they must pass the tax reform or else they won’t do well in the 2018 election
• 13:11 – Jamie believes that, if bill is passed, people in high homeownership rates will learn the implications of the bill and they’ll do poorly in 2018
• 13:32 – It’ll impact realtors, but NAR and realtors are really the only voice for homeowners on capital hill
• 13:56 – Realtors invest in communities and represent their districts in a meaningful way
• 14:16 – Contact your elected officials by texting “Action” to 30644
• 14:30 – The NAR wants to hear the voice of consumers, too: go to http://homeownershipmatters.realtor/ to respond to the consumer call to action

3 Key Points

1. The tax reform bill is speedily making its way through the house and senate.
2. Use the above resources to educate yourself on the tax reform proposals and see how it impacts you.
3. Tax reform is needed – but not on the backs of homeowners.

Credits

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

Snow boots or cowboy boots? Pizza or salad? Director of Marketing Frankee Chapa talks about the difference between real estate in Maine and Texas, the “real estate 15” (or 30) and ways to combat it, and the importance of putting your best out there, whether it’s your personal appearance or your MLS photos.

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

Time Stamped Show Notes:

• 00:50 – As the Director of Marketing for an office, Frankee works in San Antonio, Texas and has been in real estate for about 6 years, starting in Maine
• 01:42 – She likes to discuss the difference between the real estate business in Maine vs. Texas
  • 01:50 – small town vs. city, rural vs. urban, only small business vs. tons of options
  • 02:30 – the “real estate 15” (or maybe more like 30!) instead of the “freshmen 15” because of the number of builders, warranty companies, etc. etc. that feed you unhealthy food all the time
  • 03:16 – Frankee schedules these meetings and tries to push for healthier food
• 04:20 – How do you keep your realtors from getting fat?
  • 04:24 – Health challenges each month like drinking a gallon of water or exercising for 30 minutes each day
  • 04:54 –In real estate you care about your image and show that with outfits and your outward appearance
• 05:15 – What else is different between Maine and Texas, besides the “real estate 15/30”?
  • 05:20 – In Maine you always keep your snow boots in your trunk, in Texas they’re replaced with cowboy boots
  • 05:52 – The outfits are very different, in Texas they’re big and beautiful and in Maine they’re more simple
• 06:13 – The importance of dress
• 06:10 – Dress like a professional that is handling your client’s important asset
• 6:30 – If you dress like you care, it changes the way you carry yourself
• 07:04 – The agents in Texas look dressy with a good pair of cowboy boots
• 07:20 – The number of agents: In Maine there were 900, ½ of which were probably part-time, and in Texas there are 10,000
• 08:00 – It seems like there is less competition in Maine, but it’s a head game because not all agents are good and hardworking, so the pool of good agents is small wherever you go
• 08:23 – Many realtors don’t focus on professional photos, marketing, and what clients want
• 08:58 – Frankee saw a realtor who took photos of a property, took a screenshot on their phone of the photo, then actually uploaded that to the MLS for buyers to see
• 09:26 – This was a bigger company and Frankee is surprised that it was allowed by the company and the client
• 10:15 – Taxidermy room on MLS...appropriate?
• Frankee works at ReMaxx North San Antonio: Website

3 Key Points

1. Maintain your personal appearance – beat the “real estate 15” with challenges at the office.
2. Every state has its style, but always keep it classy!
3. No matter how competitive your market, stand out with quality, professional work.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Melissa Valder
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

Not feeling the love?—Pinky sure wasn’t when a client decided to critique everything from her dress to “the old lady in the bathroom.” While the haters were busy hating, Pinky decided to keep on taking control of the real estate game with creative videos, unique property stories, and...septic tanks? 

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

Time Stamped Show Notes:

• 00:56 – Today’s guest is an amazing force in real estate with incredible social media and marketing skills
• 01:06 – “Pinky Knows Naples” is the name of her show
• 02:20 – Client story: Pinky loves using video for properties, her community, and everything in her life and appreciates constructing criticism
• 03:25 – During a walkthrough she told her artist-type client to be aware of her art and paint and how it may be perceived by potential buyers
• 05:36 – She and videographer still filmed the property and the client didn’t like it but didn’t provide constructive criticism
• 06:30 – She had held a viewing party of the 3-minute video and finally told Pinky that she thinks she “slouches too much”
• 07:45 – She doesn’t normally share that she had a chronic lung disease as a child that affects her posture, but she shared this with the client, apologizing if it affected the video
• 08:24 – Client then states that she looked like she was going to “fall out of her dress,” and there was some “old lady in the bathroom,” revealing that the “viewing party” was of multiple of her real estate videos
• 09:40 – That “old lady in the bathroom” was helping share the story of her home because she loved her bathroom and the vanity
• 10:30 – Pinky felt like the client was so critical and didn’t understand the concept, and they couldn’t work together because the client couldn’t be made happy and even wanted Pinky’s commission reduced if an offer was less than the asking price
• 11:50 – “How do I get comfortable in front of the camera?”
• 12:00 – Know that there will always be critical people and learn to laugh it off and move on
• 12:25 – There will always be more people who will appreciate what you do rather than critique it
• 12:40 – Suck it up and recognize their nastiness as a reflection of themselves, and just do you
• 13:09 – Ask the homeowner why they bought the house and what they love and make that a focal point
• 13:45 – Even if it’s the fact that there are two septic tanks, find a creative way to showcase it as a selling point: Are you “full of shit?” for example
• 15:33 – Contact Information: If you are looking for a creative marketer in Naples
• 15:42 – Website and on Facebook search “Pinky knows Naples”

3 Key Points

1. Video is an excellent and creative way to tell a property’s story.
2. There will always be critics – just do you.
3. Always ask the owner what THEIR favorite part of the house is – then showcase it (unless it’s horrendous “art!”).  

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Melissa Valder
• Cover Design by Two Minds Design
• Original Music by Rimsky Music    

Prepare to be entertained in this extremely hilarious episode with Alex Milshteyn. Alex starts off by sharing a story of being booted out of the house because of his age and he delves into a time when he was the subject of some unsavoury, unwanted publicity. While signing off, Alex imparts some great advice for all the young realtors who are still getting their feet wet in the business. Tune-in and learn the benefits of working your butt off, building loyalty and finding a mentor. 

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

Time Stamped Show Notes:

• 00:30 – Leigh welcomes Alex
• 01:14 – Alex lives from Ann Arbor, Michigan has been in real estate for 18 years
• 03:30 – Alex shares his first story: “Sometimes you don’t get what you expect”
  • 03:37 – While doing floor time at his office, Alex got a phone call from a woman who wished to sell her house
  • 04:15 – He set up a meeting and arrived at the woman’s house at the appointed time
  • 04:22 – Alex was young and inexperienced at the time—he’d been in the business for just 6 months
  • 04:46 – Before letting Alex in, the woman looked over his shoulder to see if there was anyone else with him
  • 04:58 – When Alex expressed interest in starting the tour of the house, the woman said, “I want to wait till Alex gets here to start the tour”
  • 05:20 – On being informed that the 18-year-old in front of her was in fact Alex, the woman kept looking at him incredulously
  • 05:44 – Saying that Alex was not old enough, the woman walked Alex out of the house
  • 06:13 – The woman refused to return any of Alex’s numerous calls, and her house never went on the market
  • 06:37 – On reflecting back, Alex felt that the woman was expecting a hot date, and Alex did not fit her bill
• 08:05 – Alex shares his second story: “Not all publicity is good publicity”
  • 08:22 – Alex was having an extremely hard time selling a house with an extremely unconventional design
  • 08:37 – After having the house on the market for six months, Alex was desperate to sell this house
  • 08:50 – In his desperation, Alex contacted a staging company to get a tenant with really nice furniture to come and stay in the house
  • 09:20 – Alex thought it was a good proposition since the tenants agreed to move out of the house in case of a sale and with no notice
  • 10:19 – Was hopeful of striking a deal as the price was also reduced
  • 11:19 – Was shocked to see this house with his “For Sale” sign and his name being covered in daily news
  • 11:35 – The tenant, a masseuse decided to get frisky with a client, and was accused of rape
  • 12:05 – Rushed to the house to remove his “For Sale” sign
  • 12:27 – This entire incident left Alex embarrassed and his seller fuming
  • 12:35 – Alex managed to placate the seller, keep his job and sell 20 more houses for the seller
• 14:00 – Avoided using his photo in advertising for five years after joining the realty business
  • 14:07 – Clients are hesitant in dealing with someone who looks young and inexperienced (which he is not)
• 15:35 – Consciously decides not to hard sell a property by providing a full disclosure of positives and negatives to the client; let’s go off short-term gains to build long-term client loyalty
• 16:41 – Realtors should have savings or a backup plan so that they do not feel pressured to compromise interests of their clients
• 17:26 – Alex does not sell, but he just talks and gives people his honest opinion
• 18:15 – When you are young and inexperienced, the only value you can show is by “working your butt off”
• 18:47 – Realize that a “No” right now might not be a “No” forever; keep on calling till a “No” converts to a “Yes”, or the client asks you to stop calling
• 19:04 – Call them back, keep following up and work your butt off because, if you do that, you will be successful
• 19:15 – Unfortunately no one was interested in mentoring Alex when he started off; however, today, you can join one of the various support groups on Facebooks to get help
• 19:39 – Watch and learn from your competitors; Alex has surpassed many of his competitors that he learnt from in the initial years
• 20:12 – Get in touch with Alex through his website or email
• 21:44 – Tweet Leigh Brown for your very own crazy story in real estate 

3 Key Points

1. Getting a mentor is a great idea, especially in the initial stages of your career.
2. Realize that a “No” right now might not be a “No” forever; keep on calling till a “No” converts to a “Yes”, or the client asks you to stop calling.
3. When you are young and inexperienced, the only value you can show is by “working your butt off”.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

Tune-in and listen to an enthusiastic George Wonica share the best and most entertaining stories from his 26 years as a realtor. Being the son of a realtor, George started off in this business at a young age, and has a wide arsenal of interesting stories to tell. George offers his advice for those wanting to buy or sell a house and he urges everyone to get better at what they do, but at the same time, to NEVER forget to have FUN along the way. 

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

Time Stamped Show Notes:

• 00:32 – Leigh welcomes George
• 01:23 – From Staten Island, New York, George is a broker associate, certified residential appraiser and mortgage broker
  • 01:33 – George has held a broker license for 25-26 years now
• 02:13 – Being the son of a realtor and in this business for so long, George has a wide repertoire of stories
• 02:37 – Story #1: “Sorting out marital issues”
  • 02:43 – Happened 15-16 years ago while doing an appraisal
  • 03:04 – Had to inspect the house with only the wife present
  • 03:25 – When George entered the house to inspect, the woman sent her kid outside to play with her friends
  • 03:43 – Dressed provocatively in a robe, the lady started talking about her marital issues
  • 04:22 – The woman asked George to come up with a really low price so that she could buy out her husband
  • 04:28 – George firmly stated that he was appointed by the court to appraise a fair value
  • 04:37 – Expressing that she was ready to do anything, the lady opened up her robe
  • 05:20 – Based on what happened, George’s father could not wait to go to the property himself!
  • 05:40 – When George’s father finally got the chance to inspect the house, the kid stayed in the house the whole time and nothing out of the ordinary happened
• 06:27 – Story #2: “Love knows no boundaries”
  • 06:43 – While working on a foreclosed property, George came across a property that had a lockbox on it
  • 06:56 – When he tried to do walk-in, he found out that somebody was actually living in that foreclosed, vacant house
  • 07:21 – Often squatters break into a foreclosed house; however, squatters do not tend to respond, and simply run away when confronted
  • 07:51 – He was surprised to find out that the intruders were not squatters, but a couple of real estate agents
  • 08:06 – He found out that the agents decided to make the house their “love shack”
  • 08:43 – Even today when he runs into these agents, he can’t help but smile
• 09:58 – “Always have a lot of fun in this business. You never know who you are going to find, whom you are going to meet, or what you are going to walk into!”
• 11:25 – Getting mentored by his father has contributed to George’s success
  • 12:44 – He’s learned a lot about owning property and purchasing property from his father; he bought his first property before he even started drinking
  • 13:05 – Got an early start since he could build upon what he learnt from his dad
• 13:30 – In spite of his old age, George’s father does not shy away from using the latest technologies and gadgets
• 15:43 – “You have to smile and you have to have fun. Don’t take anything too seriously”; outlook has changed after having 3 kids
• 16:38 – Try to have fun every single day, try to get better at what you do every single day, and try to be a better person every single day
• 17:03 – Buyers and sellers do not want you to be serious all the time; they want you to give real opinions, have real falls and live life with them
  • 17:36 – George believes in wearing his heart on his sleeve and calling a spade, a spade
• 18:54 – Contact George through his website; though George works primarily in Staten Island and Brooklyn, he can connect you with realtors anywhere in the New York State
• 19:34 – Alternatively, you can connect with George via Instagram or Facebook; gswonicasells is George’s Snapchat id
• 19:44 – Call George on 718-442-2880 (Ext. 105)
• 21:24 – Takes time off to play with and coach his kids
• 22:28 – Tweet Leigh Brown for your very own crazy story in real estate
• 22:43 – Visit Crazyshitinrealestate to access shownotes for this episode

3 Key Points

1. Wear your heart on your sleeve and call a spade a spade; buyers and sellers want your real, honest opinion.
2. Try to have fun every single day, try to get better at what you do every single day, and try to be a better person every single day.
3. Find a good mentor who can help you find success early on in your career.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

In this episode, Leigh’s guest, Tim Morgan whose story is enough to scare off any new realtor away from the profession. Tune in as Tim explains his “hairy” situation. He delves into what he would’ve done differently given this crazy event were to happen again and opens the discussion with Leigh about KEY safety precautions EVERY realtor should take at showings. 

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

Time Stamped Show Notes: 

• 00:38 – Leigh welcomes Tim Morgan
• 01:08 – Tim has been in real estate for 3 years and he works in the area of Nashwood, New Hampshire; he is 21 years old but looks like he’s 12
• 02:49 – Tim was looking at houses with a client
  • 02:52 – Every time he showed a house, it always ended with an awkward goodbye
  • 03:23 – The looked at a vacant property, and as they finished the downstairs, they made their way to the top
  • 03:48 – As Tim stepped into the master bath, his client had dropped his plants
  • 03:59 – Tim was stuck in a “hairy situation”
  • 04:08 – As a new agent, it was scary
  • 04:23 – Tim was trapped, there were no exits
  • 04:40 – Tim was standing there not knowing what to say or do
  • 04:53 – Tim said to the client, “Real estate services are the only things I provide”
  • 04:58 – THe client zipped up his pants and parted ways with Tim
  • 05:03 – Tim followed up, and the client ended up buying the condo they had the incident in
  • 05:48 – This has never happened since with any other client
  • 06:03 – Tim sent him the typical gifts he’d send his previous clients to maintain contact, but didn’t receive any further business for him
• 06:44 – Leigh wants to highlight the need for safety for realtors
  • 07:02 – “You put yourself into a dangerous situation”
  • 07:08 – What would you do differently?
  • 07:15 – Tim says that he’d advise another agent or someone from the office where he was going to be
  • 07:38 – Tell your client to venture the property by themselves first
• 07:46 – Sometimes new realtors put themselves at unnecessary risk to make that first sale
• 08:03 – Make sure you have access to your phone
• 08:12 – Ensure you have an exit strategy
• 08:53 – Make sure you have an unlocked back door
• 09:00 – Don’t put yourself in the driveway first, so that you can be blocked in
• 09:38 – Tim showed the utmost professionalism by focusing on the real estate
• 10:00 – He followed up on the sale and followed through on his real estate services—Leigh commends Tim
• 11:22 – Tim meets clients at a Starbucks first; then moves on to the actual listings as a safety measure
• 11:37 – Tim has an agent-partner that has full access to his schedule for accountability and safety reasons
• 11:55 – There are great agents out there that aren’t always competing with you and can partner with you in this way
• 12:30 – Email Tim at tim@morganmoves.com or call him 603-769-1571
• 13:03 – Leigh is glad that Tim persevered past that unsavoury early real estate experience
• 13:15 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Realtors should build each other up and watch out for each other—not solely just compete with one another.
2. As a realtor, do what you need to ensure your safety at viewings.
3. Whatever situation you run into, it pays to maintain your professionalism.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

Listeners will instantly establish an instant connection with Stanley Babinski who lost his only son to cancer. In this extremely emotional episode, Stanley talks about how he carry on the legacy of his son. Losing his son made him realize the futility of chasing materialistic pleasures. He urges everyone to treasure every moment with your near and dear ones. Tune-in and learn more about how Stanley is fighting hard to cope the best way he can from his tragic loss.

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

Time Stamped Show Notes 

• 00:35 – Leigh welcomes Stanley
• 00:54 – Stanley lives in Washington, Michigan, a suburb twenty miles north of Detroit
  • 01:00 – Stanley has been a broker for 17 years, and runs his own brokerage company, Homes and Land Real Estate LLC
• 01:52 – Goal Number 7: “Enjoy Life”
  • 02:00 – Story is about Stanley’s son who tragically passed away from cancer 7 years back just after his 20th birthday
  • 02:16 – Started a foundation in the memory of his son which provides benefits for football players
  • 02:40 – Criteria for picking beneficiaries is perseverance, responsibility, integrity, dignity and educational excellence
  • 03:00 – Reached out to Boys and Girls Club in Royal Oak, Michigan to see if he could start something in this area; Stanley was able to establish a club in 18 months
  • 03:25 – Stanley’s son had written down Goal #7: “Enjoy life” while bravely putting up a fight against cancer
  • 03:33 – Stanley’s son wanted to beat the disease, be responsible, move out of the house, get a good paying job and lastly, to enjoy life to the fullest
  • 03:46 – Developed strength to start working on his mission 7 years after his son passed away; started fundraising for the local Boys and Girls Club and his foundation 7-7-17
• 04:23 – Stanley’s son was a football player as well; A 6’2” gentle giant who could destroy you if he wanted to, but he chose to play instead
• 05:15 – Chose to push forward, remember him and let other people know that we are here only for a short time, and we have to enjoy what’s happening
• 05:47 – Stanley says that community support has helped him move forward – Stanley is grateful that the community has been receptive to his ideas
• 06:01 – There is more to life than chasing materialistic pleasures
• 06:31 – Treasure every moment and understand that it can be taken away tomorrow
• 07:01 – Serves as unit director of the Stanley Ian Babinski Unit
  • 07:13 – Is available M-F during the school year from 3:00 to 6:00 pm
  • 07:18 – Facilitates programs on academic success, character, leadership, citizenship and healthy lifestyle, recreational activities as well as cooking classes
  • 08:00 – Personally conducts the cooking classes; the small mishaps make the classes all the more heartwarming for Ian
• 08:41 – Stanley helps other families cope with the loss of their children; you might feel guilty about experiencing pleasure, but you need to remember that your child wants you to be happy
• 09:09 – To mourn forever would not make them happy in their afterlife
• 09:36 – Places no importance on the materialistic aspect of business; gets pleasure out of the fact that he is in a business where he can bring joy to people
• 10:48 – At the Boys and Girls Club, kids learn how to be practical and serve others
• 10:57 – Business associates are sliding back to their old ways as the economy grows stronger
• 11:28 – If you can mentor kids to give, they will see the joy that others get out of it and you will get just as much out of life (or more) than from material things
• 12:34 – Listen to people, let them talk, let them vent, don’t judge and be a gentleman
• 13:35 – Call Stanley at 586-362-3310
• 13:45 – If you wish to donate, be a sponsor or purchase an “Enjoy Life” T-shirt please log on to The Boys and Girls Clubs Alternatively you can also contact Ian via Facebook
• 14:28 – Let us show Stanley our love by having #EnjoyLife trending on Twitter
• 15:16 – Tweet Leigh Brown for your very own crazy story in real estate 

3 Key Points

1. Treasure every moment and remember that it can be taken away.
2. While moving on with life is hard for parents who lose a child, it is important to remember that mourning forever would not make our children happy in their afterlives.
3. Listen to people, let them talk, let them vent, don’t judge and be polite.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

In this episode, Leigh’s guest, Rosemary Buerger shares how a young couple had to learn a very hard lesson while selling their house providing further proof that you need help and protections in place when it comes to selling your home. Realtors and owners alike need to due their due diligence when it comes to who they allow into the home. This crazy story involves two houses, terrible tenants and $10,000 worth of damage.

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

Time Stamped Show Notes:

• 00:42 – Leigh welcomes Rosemary Buerger
• 00:52 – Rosemary says they are experiencing great growth in Fayetteville, North Carolina
• 01:34 – Fort Bragg is located in Fayetteville; Rosemary is a proud, army wife and army daughter and this is what brought her to Fayetteville
• 02:45 – Last year, Rosemary listed a home which had tenants in it and she could not take photos of it at first
  • 03:17 – The tenants refused a prospective buyer into the house and her client told them they only have a month’s lease left
  • 03:48 – A month later, Rosemary receives an inquiry about the house, but later found out that the caller was inquiring about the tenants
  • 04:25 – Rosemary found out the tenants made an offer on the person’s home (the one who called), moved in early paying only the security deposit and then cancelled the contract two days before close and refused to move out
  • 05:10 – The couple who owned the house had to hire an attorney and the wife kept asking Rosemary questions about what she should do
  • 06:02 – The tenants caused $10,000 in damages, they not only caused damage to the house, but they also had to pay the attorney’s fees on top of having to clean the mess they made in the house
  • 06:48 – Rosemary says the tenants did not take care of the house because they knew all along they could not afford it
  • 06:56 – Rosemary says agents and consumers have to be very careful in letting people into their homes
  • 07:21 – The house eventually was listed and a sale was going smoothly when Rosemary received a call from the buyer’s agent saying they were terminating right before closing, unless the offer was decreased by $10,000
  • 08:31 – Rosemary says you have to know who you are dealing with
• 08:51 – Leigh says it is the realtors who know that things like early possession do not work
• 09:31 – Rosemary says there are ways you can protect yourself if you are the buyer
• 10:21 – Consumers have to understand that agents are also protecting the memories of their homes
• 10:39 – There is a due diligence deposit if you want to buy a house
  • 11:23 – There are states that do not have laws about real estate
• 12:07 – Leigh says clients should also keep their mouths shut about the stories of their properties because buyers can use it to their advantage
• 13:10 – Rosemary says nobody could anticipated what her client would go through, the young couple had to learn things the hard way
• 14:07 – Call 910-984-6794 or check out Rosemary’s website
• 15:28 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Due our diligence to protect yourself and your home—get to know the people who are buying your house.
2. Ask your realtor what protection you have in place as the one who is selling your house.
3. Do not share every detail or story about your house to those who are interested in your home as they can take advantage of it.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

In this episode, Leigh’s guest, Melanie Schmidt, shares the how the love story unfolded between her client and her daughter. Melanie admits to taking on a matchmaker role in their relationship; in fact, she strongly urged her client to get a haircut so she could send his picture to her daughter. Talk about guts! Tune-in to hear the outcome of this matchmaking story and how Melanie’s sincerity and openness paves the way for her success in the real estate world.

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

Time Stamped Show Notes:

• 00:38 – Leigh welcomes Melanie Schmidt
• 00:55 – Melanie lives in Minnesota, has 3 children and 3 grandchildren and has been in real estate for 16 years
• 01:25 – Melanie’s goal is to make people’s dreams come true and she works within her client’s timeframe; before real estate, she had a home daycare
• 02:20 – Melanie is a hugger and she explains this to her clients during their meetings
• 03:01 – Melanie’s youngest son works with her and says he is the best thing that has happened to her in real estate
  • 04:06 – People initially think they are a husband and wife team, but she proudly corrects them to say that he is her baby
• 04:47 – Melanie met her future son-in-law while selling him a house; she fell in love with him, so she set him up with her daughter
  • 05:27 – Melanie told him to get a haircut so she could take a picture of him and he did
  • 05:45 – She then sent the picture to her daughter who thought he was cute
  • 05:58 – The blind date Melanie set up for them involved 13 people
  • 06:15 – The couple met in 2009 and got married in 2012—the same day Melanie and her husband started dating
  • 07:02 – During their wedding dance, the couple used Melanie and her husband’s song
• 07:24 – Melanie’s son-in-law often checks on her if she needs help with anything
• 07:47 – During the wedding, her son-in-law shared how she was instrumental in their love story
• 08:40 – Melanie could not be happier with her son-in-law
• 09:11 – Melanie says if you could match-make a romantic relationship, you can match-make with real estate by working with the right realtor
• 10:04 – Leigh says being open to meeting people and asking questions is a good trait for agents and there is huge power in being so open
• 11:15 – Leigh is honest with her clients because she is there to protect them
• 11:41 – Contact Melanie at melanie@theschmidt-group.com, 507-259-8836 or info@theschmidt-group.com
• 12:28 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Being a good matchmaker in romantic relationships utilizes the very same skills needed to make a match in real estate.
2. Being open to meeting new people can lead to great relationships.
3. There is huge power in being open and transparent with your clients—you are there to protect them and being open is the means to build that trust.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

In this episode, Leigh’s guest, Nick French, shares how making connections in real estate can not only find you your future daughter-in-law, these connections can also save your life. This story takes listeners into the world of real estate and all that it has to offer. Nick also shares his KEY piece of advice for those new agents looking to stay at forefront of the real estate industry. 

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

Time Stamped Show Notes: 

• 00:38 – Leigh welcomes Nick French
• 00:57 – Nick is located in Memphis, Tennessee and Fort Lauderdale, Florida and has been in the business for 44 years
• 01:33 – Nick’s late wife, Gail, was in the Women’s Council of Realtors and she was sent a referral by Sheila (president of the council at the time), a woman named Tracy
  • 02:04 – Gail was booked, so their son, Taylor, met with Tracy to look at houses
  • 02:37 – After closing, Taylor invited Tracy to a celebratory dinner to which she declined but they eventually got together and were married in 2001
  • 02:54 – Nick says the first dividend from the referral is his daughter-in-law, the second is his granddaughter
  • 03:14 – Sheila went to the wedding with her husband and also planned on touring Tennessee, but she got a brown recluse spider bite and had to fly back to Phoenix
  • 04:10 – The bite was cut out and the doctors found a carcinoma underneath the bite that the doctors were able to remove
• 04:44 – There are always heartfelt connections in real estate
• 05:25 – Nick says you will always earn wages in real estate; whether it be in dollars, in love, or in family and emotions and they are all good
• 05:57 – Nick advises realtors to get your designations and continue learning after the fact because nothing will keep you on the forefront of real estate than continuing your education
• 06:55 – Contact Nick at nick@nickfrench.com
• 07:30 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Making connections with people can save your life.
2. There are tangible and intangible wages you earn doing real estate work, and they’re all fantastic.
3. Invest in your learning as a realtor—this is the best way to stay in the game.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

Moral of today’s story: don’t ever share your title with your boyfriend or girlfriend. Belinda saw the frustrating effects of such a scenario play out while dealing with a short sale that just got WAY too complicated. In this episode, Leigh welcomes Belinda Fulton, a realtor with 25 years of experience working in the Cleveland area of Ohio.

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

Time Stamped Show Notes: 

• 00:21 – Introduction for today’s episode
• 00:35 – Leigh introduces Belinda
• 00:49 – Belinda started in real estate in 1994, marking her 25th year in the practice
  • 00:55 – Belinda is in the Cleveland area
  • 01:07 – Belinda also lectures in real estate law and pre-license education
• 02:20 – Belinda is sharing this story as a precautionary tale
  • 02:23 – “You should never give a title to your boyfriend or girlfriend”
  • 02:26 – There are short sales where foreclosure can happen at the same time
  • 02:40 – The banks called Belinda about a foreclosure they needed to sell
  • 02:47 – Upon checking the listing, it had a lot of issues
  • 02:57 – The owner was alone on his mortgage, but he gave half of the title to his girlfriend
  • 03:10 – Then, the owner met someone on the internet and went to California
  • 03:17 – The girlfriend was left behind and she got married to someone else
  • 04:04 – Leigh calls the story crazy plus two
  • 04:14 – Belinda got a buyer with a good offer and was just waiting for the bank’s approval
  • 04:25 – Belinda got a call from the title company, telling her that there’s a new name on the title that has lien and that it needs to get paid first
  • 04:31 – It’s an IRS tax lien that belongs to the new husband
  • 05:20 – The Dower law applies to the new couple
  • 06:14 – The bank is holding some of the inventory of the house and it still hasn’t been fixed
• 07:00 – In the past, it’s easier to communicate with the local bank regarding short sales
• 07:39 – Leigh recommends that realtors to educate themselves before handling short sales
• 08:00 – As a consumer, ask other realtors about the situation before engaging in a short sale
• 08:42 – Belinda recommends for you to learn the agency relationships
  • 08:51 – Take advantage of your onboarding training
• 09:56 – Belinda always tries to be in the buyer or seller’s position
• 10:18 – Reach Belinda by email
• 10:47 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Before getting involved in a short sale, make sure you are knowledgeable about the stipulations so you’ll be able to handle the ins and outs of the transaction.
2. Girlfriends and boyfriends should never have a part of the title as you’re not legally together.
3. As a realtor, understand agency relationships by heart.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

“Don’t judge a book by its cover” – a lesson Buddy West learned in a very humbling way when he was out showing a house to a man whom he thought was a drug dealer. When you’re in the real estate industry, it’s incredibly important to not prejudge your clients. Instead, ask the right questions and be open-minded, fair and open with all who come seeking your help. Listen to find out just who Buddy’s shady-looking client really was and some other crazy stories Buddy has accumulated along the way.

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

Time Stamped Show Notes: 

• 00:27 – Leigh welcomes today’s guest, Buddy West
• 00:36 – Buddy is a legend in the real estate industry
• 00:57 – He has been in real estate for 33 years
• 01:08 – He caters to the Delaware area
• 02:12 – Buddy will share 2 stories
• 02:18 – 1st story: Don’t pre-judge people
  • 02:28 – One Sunday, Buddy got a phone call to look at a listing
  • 02:51 – Buddy went to show a high-priced house
  • 02:59 – He pulled up to the house and found a guy who looked like a member of the Grateful Dead
  • 03:14 – After Buddy showed the property, the guy told him he wanted to check another property 6 miles away
  • 03:17 – Buddy called for an appointment
  • 03:23 – He offered a ride to the client and said he’d drop him off again at the first house they met
  • 03:33 – Buddy asked if the client was paying cash or was financing
  • 03:51 – Client said he’d pay cash and is capable of paying up to $550K
  • 03:56 – Buddy immediately thought this guy was a drug-dealer
  • 04:06 – Upon showing the 2nd house, the client said he liked it and that he’d buy it
  • 04:21 – Buddy asked the client why he wanted to work with him
  • 04:28 – Client goes, “because we have something in common”
  • 04:37 – He said they were both writers
  • 04:56 – Buddy found out this client was the writer for Spider-Man
  • 05:00 – His client was David Michelinie
  • 05:58 – “You don’t judge a book by its cover”
  • 06:58 – “Preconceived notions are going to kill you in the real estate business”
  • 07:44 – Ask good questions
  • 07:55 – Dave introduced Buddy to the illustrator of Superman, Brett Breeding, whom he also sold a house to
• 08:07 – Buddy shares a story he has with Joe Clement, his partner
  • 09:28 – They were showing a house
  • 09:48 – The husband came out giggling
  • 09:57 – The bedroom vent had a hole in it with a camera lens pointing towards the bed
  • 10:14 – Buddy called the listing agent about the camera
  • 10:26 – The agent called the owner and found out the lady didn’t know about it
  • 10:33 – They went to the house, up to the attic and the VCRs were all set-up with an electrical line down to the neighbor’s electric outlet
  • 10:59 – The neighbor was video taping his estranged wife
  • 11:26 – The guy got arrested eventually
• 12:32 – Buddy also shares about a pre-settlement inspection
  • 12:35 – He sent a realtor to his place because he had a schedule conflict
  • 12:47 – She walked in the buyer’s house only to find him dead on a chair
  • 13:04 – She was out of real estate not long after that
• 13:35 – Real estate is an expensive business to be in
• 14:03 – Realtors should stay calm to work through any difficulty in the business
• 14:31 – Stop, think, and act
• 14:49 – Buddy is one of the first people Leigh learned the business from in real estate
• 15:39 – Start taking real estate classes
• 16:06 – Reach out to Buddy at buddy@buddywest.com
• 16:31 – Tweet Leigh Brown for your very own crazy story in real estate 

3 Key Points

1. Stop judging people based on how they look—preconceived notions will really kill you in this industry.
2. Don’t be afraid to ask the right questions.
3. Real estate business can throw you a whole array of experiences—stop, think, and act in every situation.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

In this episode, Leigh’s guest, Gary Balanoff talks about the importance of managing the relationship between developers and agent—Gary will also share his crazy story about the time an indecisive couple asked him to see more than 80 homes, before making a decision that would cost him his commission and a little bit of his sanity.

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

Time Stamped Show Notes:

• 00:39 – Leigh welcomes Gary Balanoff
• 00:52 – Gary has been in real estate for 33 years
• • 01:10 – Gary worked as a broker for 18 years, and has lasted this long because he enjoys the process of working with buyers and sellers
• 04:06 – A pastor was moving to town and needed a place in one area but the availability wasn’t great
• • 04:20 – They looked at more than 40 homes but there was always something wrong with each place
• 04:38 – After looking at all the homes, the pastor eventually decided to call it quits—they decided to rent so Gary set them up with the rental manager. However, Gary kept looking
• • 05:02 – After 6 months, they resumed looking, and considered another 40 homes—more than 80 total now!—but again, told Gary there was just something missing in each home
  • 5:26 – Gary said those were the only ones that fit in their price range and they decided to rent for another year
• 06:11 – Two months later, Gary closed a deal with a young couple and was welcoming them to the community when he asked if they had met their neighbors—they said YES, and dropped the pastor’s name!
• • 06:48 – Three months before that, Gary had shown them that particular home
  • 07:04– Gary went to the model center and asked why he did not receive his commission
  • 07:28 – He was told that the couple signed the contract 40 days after they signed the 30-day registration period
  • 07:51 – As a new home builder, they need the cooperation of agents
  • 08:20 – Two months after that, the company declared bankruptcy and the builder went out of business
• 09:02 – Leigh says buyers and builders do not understand what value a realtor brings when they are buying – they serve as a 3^rd set of eyes and ask the questions others may not think to ask
• 10:01 – Gary had a chance to work again with the young couple   
• • 10:40 – They spotted a new development and told the agent they were working with Gary and the agent called him
  • 11:01 – Gary was present for the actual contract writing to make sure they got everything they were really looking for—he also helped them with the move-in process and Gary got an extra bonus on top of his regular commission
  • 12:01 – The builder was kind enough to recognize that Gary was working with them and put him on the contract
• 12:15 – The bottom line is to be proactive in your relationships with all people
• 12:37 – Leigh says the main task of an agent is to make sure the clients is protected, that they have quality construction and a good location
• 13:18 – Gary says to always do the right thing by your client—if you make sure you take good care of people you’ll do well
• 14:38 – Gary always asks his client how they want to be represented
• 15:19 – Gary thinks there is a decline in the overall ethical standards as people are leaning on the state standard of transaction brokerage and clients do not get the first-class service they deserve
• 16:01 – Mess with a client’s finances, and you’ll get sued (and lose)
• 16:36 – Gary says he knows a productive realtor who is easy to work with, Gary always asks if they have a flexibility in price and the guy says to give him an offer and he can make it work
• • 17:18 – They got a deal for $255k from the original $275k 
  • 18:18 – Gary says the guy was so willing to work with him, he thinks he might be a marketplace farmer, taking advantage of sellers
  • 18:32 – Leigh offers that the guy might have been given instructions by his client that time was more important than the price, but agrees there are agents who will short sell their clients to get the deal done
  • 19:04 – Gary says he is convinced the guy could have gotten a higher price if he was not so obsessed about getting the deal done
• 19:42 – Leigh says we never know what happens behind closed doors and all we can do is focus on our side
• 20:43 – Gary says people’s motivational status is a roller coaster
• • 21:02 – People will change their mind with deals often and he has learned that people who have the most to lose always lose the most
  • 22:08 – Those who are going into foreclosure will take the first offer that comes along and forgo any negotiation
  • 23:16 – In a negotiation, if you are in the weaker position, agents can only do so much
• 23:57 – Check out garybalanoff.com or call Gary at 407-366-9797
• 24:24 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

• As a new builder, you will grow your company by working well (ethically) with agents—fail to do it, and you will fail as a builder
• As an agent, you must be proactive in all your relationships.
• You never know what happens behind closed doors so don’t make assumptions about other agents.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

The last thing you you want to see during a closing is two people fighting. But the VERY last thing you want to see is two mothers fighting. But that’s what realtors Andrea Murphy and Morgan Bowling, were facing when they had to close on a home in their hometown of Louisville, Kentucky. Want to learn how they averted disaster? Tune-in to this week’s episode of CSIRE to find out!

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

Time Stamped Show Notes: 

• 00:38 – Leigh introduces Andrea and Morgan
  • 01:08 – Andrea and Morgan are from Louisville, Kentucky
  • 01:13 – Andrea has been in the business for a little over 4 years
  • 01:15 – Andrea is Morgan’s managing broker
  • 01:18 – Morgan has been in the business for a little over 2 years
• 01:34 – Andrea and Morgan have survived the crucial years of real estate
• 02:49 – Andrea and Morgan share their story
  • 03:05 – Morgan listed a property
  • 03:14 – The person on the deed was unmarried, in jail, and only had a power of attorney through his mother
  • 03:35 – The mother completed the title work page, but marked that the seller as “married”
    • 03:42 – Morgan didn’t know that the seller was married
  • 04:25 – Apparently, the husband was not only estranged but also in jail
  • 05:50 – Andrea went to jail to talk to the sellers in person
    • 06:07 – With two sellers on the deed, there need to be two powers of attorney
  • 07:38 – Unfortunately, the seller already had a visitor so Andrea wasn’t able to see him
  • 07:40 – Andrea had to go back to jail on a Saturday at 7AM
    • 08:20 – Andrea was able to talk to the seller, and ask him to sign a power of attorney
    • 09:07 – The seller said he would sign if Andrea will talk to his mother
  • 09:20 – She talked to the mother and said that they wanted her son’s things from the house
  • 09:42 – Morgan called the wife’s mother (the other power of attorney) to inquire about the husband’s belongings
    • 09:45 – Unfortunately, she had thrown out the belonging
  • 10:45 – Eventually the husband made his mother power of attorney
  • 11:00 – Morgan now has 2 power of attorneys that needs to be forwarded to the title company
  • 11:15 – Morgan called the mothers and informed them the schedule of the closing
    • 11:25 – Both mothers told Morgan that they shouldn’t be in one place together or hell will break lose
    • 12:00 – Morgan arranged have the mothers will come at different times to the closing
  • 13:10 – Fortunately, the transaction closed and everyone got paid
• 13:38 – The buyer’s agent was very cooperative even though the buyers themselves were upset with the delays
  • 15:10 – Professionalism at all times pays dividends
• 15:20 – The value of commitment and tenacity
• 16:09 – Morgan reaches out to Andrea when she needs help
  • 16:25 – Why they make an amazing team
• 18:36 – Reach Morgan through her mobile at 502 315 9975 and email
• 18:58 – Get in touch with Andrea at 812 589 9312 and email
• 19:55 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Even when you’re stuck between two highly hostile clients, it’s your obligation as a professional to keep the peace and remain dignified.
2. Going the extra mile to get a deal DONE is always worth it.
3. Take every experience as a learning opportunity, and be thankful there were people willing to help you through it.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music

Sometimes, being a realtor means sticking it out for clients in the most dire situations. For Peter Murray, sticking it out meant showing 3 houses even though he had a puddle of blood pooling in his shoe. In this episode, Leigh welcomes Peter Murray, an agent for Re/Max Results who has been in real estate for almost for years. Peter decided to be brave and persevere through three unconventional house showings, even if it cost him a foot injury in a house that was still very much under construction.

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

Time Stamped Show Notes: 

• 00:21 – Introduction for today’s episode
• 00:38 – Leigh introduces Peter
• 00:41 – Peter is with Re/Max Results in Frederick, Maryland
• 00:47 – Peter has been a licensed realtor for almost 4 years now
• 00:57 – 85% of new licensees give up after just 2 years, making Peter a survivor
• 01:50 – Peter shares his story
  • 01:53 – Peter was showing houses to a buyer in a limited market
  • 01:58 – Maryland is a busy market
  • 02:02 – Houses go quickly and stay on the market for an average of 22 days
  • 02:16 – In Peter’s particular market, sellers were buying 3-BR houses and converting them to 5-BR houses to accommodate bigger families
  • 02:30 – Peter always tries to accommodate his clients
  • 02:41 – Peter’s buyer was currently out-of-state
  • 02:48 – The best way to show his client the houses was through a Facetime call
  • 02:53 – Leigh tried Facetiming her client as well
  • 03:12 – Just describing the house was never enough
  • 02:27 – One house was still under construction, one was almost 5 years and another one was a fancy, newly-constructed house
  • 03:52 – Before starting his Facetime call, Peter set the expectations for his client regarding the house that was still under construction
  • 04:29 – Peter went to the showing in his suit even though there was mud everywhere
  • 04:50 – The buyer wanted to see the back of the house from the deck
  • 05:50 – Peter was trying to avoid the mud pits in the back of the house by being careful with where he was stepping
  • 06:37 – Peter got a bit over confident and he ended up stepping on a nail that was attached to a board
  • 07:31 – The nail went through Peter’s shoe, right through to his foot
  • 07:52 – Peter had to pause the Facetime chat with the buyer and listing agent
  • 08:27 – Peter pulled the board out of his foot because the nail was still attached to it
  • 08:38 – It didn’t hurt much and Peter thought the he was okay, he told his buyer not to worry
  • 09:16 – When Peter looked down, there was a puddle of blood
  • 10:09 – Peter still ended up finishing the 3 showings with an injured foot
  • 10:52 – Peter has been carrying around a first aid kit, but it’s still unused, even after his foot accident
  • 11:06 – Peter checked his foot and the listing agent wanted to see it too
  • 11:35 – There was actually a hole in Peter’s sock
  • 12:17 – Peter shares a story of a pitcher who has a similar story to him
• 12:46 – Leigh wants clients to understand something from Peter’s story
  • 13:01 – As a realtor, if you don’t get your people under contract, they might miss the house
  • 13:15 – Going to an urgent care facility for a couple of minutes may cause your clients to miss out
  • 13:26 – Professionals need to learn how to be like a soldier
• 13:46 – Peter has shown great commitment as a realtor
• 14:42 – The relationship between realtors and agents can definitely change in every transaction
• 15:23 – Reach out to Peter through his Instagram, Facebook and Twitter
  • 15:40 - Peter’s website is com
• 16:25 – Tweet Leigh Brown for your very own crazy story in real estate

3 Key Points

1. Stay committed to your profession and do your best for your client.
2. There are times where you need to soldier-up as a realtor.
3. Focus in on your task, especially if it is the difference between a sale or not.

Credits

• Audio Production by Chris Mottram
• Show Notes provided by Mallard Creatives
• Cover Design by Two Minds Design
• Original Music by Rimsky Music