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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

• 01:00 – Introducing Matt, a REALTOR® in Raleigh, NC who services the triangle area
• 02:06 – He enjoys working with first-time homebuyers - he likes the emotion – but he also works with distressed properties and investors
• 04:00 – Matt’s CSIRE story
• 04:05 – A lady called him with 110 acres and a four-story house of brick; he goes to meet her thinking it’s going to be a big sale
• 04:20 – The lady starts talking about an ex-boyfriend, stands up, and asks Matt, “Isn’t my body tight and toned? Isn’t it?”
• 04:45 – She was an interesting person; the house was not bad on the outside but stunk so bad on the inside
• 05:50 – It was a 4,000 square foot home with two window units, so they did nothing for the heat – which enhanced the smell
• 06:15 – The woman explained that her elderly mother had lived there and went crazy; she said, “I probably should’ve checked on her more often, and she had 17 dogs.”
• 06:30 – The mother wouldn’t let the dogs outside so they just went to the bathroom inside
• 07:05 – She had a crew of people living in the house and when Matt’s signs went up, a guy living there would break them and take them down
• 08:40 – The guy who was breaking the signs ended up breaking his neck somehow; the lady wanted to kick him out because she wanted to get the carpets cleaned
• 10:00 – She got involved in court proceedings and Matt got trolled by her family online; he ended up on “The Real Bad Apples of Wake County”
• 12:10 – A woman in the group was telling people not to support the woman; she was saying her son broke his neck working for her and now she’s kicking him out
• 12:30 – Someone also said that the woman used to be a stripper and her exotic dancer name was “Beverly Woods”
• 13:15 – That name was later corrected to “Beaverly Woods”
• 13:40 – Her business got terrible reviews and her responses were combative
• 15:30 – Matt’s takeaways
• 15:35 – He ended up having to walk away; he saw some good in her but it just wasn’t going to work out
• 15:40 – Matt learned a lot about the eviction process during this time because the woman was trying to evict tenants
• 16:30 – It’s important to be able to gauge when it’s time to walk away from a sale; sometimes sellers sabotage themselves
• 18:15 – How to reach Matt email: matt@costellorei.com and on Instagram @trianglehomesandhops

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Don’t think you need an LLC as a real estate investor? Think again! Jennifer Gligoric, the owner and co-founder of Leafy Legal Services, has seen all the ugly that comes with not having your assets protected. She helps her clients put structures and layers of protection in place so they aren’t left exposed in legal situations. Listen in to hear Jennifer’s CSIRE story, and learn how the victims could’ve saved tens of thousands in legal fees had they had an LLC in place.

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

Time Stamped Show Notes:

• 01:30 – Introducing Jennifer and what she does
• 02:10 – She is the co-founder and owner of Leafy Legal services; they help real estate investors with asset protection and estate planning
• 02:30 – She started with a law firm and has been an entrepreneur for 20 years; she knows why businesses tank and it’s always HR
• 03:40 – She helps entrepreneurs put structure and layers of protection in place; lawsuits are rampant and its easy for a lawyer to put a lien against a property
• 06:00 – Why it’s important to protect your assets
• 06:20 – Lawyers look at the value of your assets, not what you owe
• 07:00 – Jennifer’s CSIRE story
• 07:00 – This wasn’t her personal story, but she dealt with in an ancillary way
• 07:15 – A realtor sold a home that was never disclosed to have been a meth house
• 07:20 – The family who moved in started to get sick, as did the neighbors, and the landlord got sued
• 07:40 – The lawyers attached lien after lien to every piece of property they could – none of their property was protected
• 08:00 – The people had to spend $62,000 of legal fees just to prove they didn’t know the house was a meth house
• 08:30 – How the mess could have been less messy
• 08:40 – The family was decimated by legal fees just to prove they didn’t know; they had to hire great lawyers because the suing family also had great lawyers
• 09:00 – Jennifer’s firm could’ve helped avoid liens; she could’ve set them up from the beginning so their assets were protected
• 10:00 – With Leafy, there would’ve been nothing for the lawyers to “get” and lien
• 10:50 – On having an LLC
• 11:00 – You want anonymity; you want to transfer house deeds out of your name as soon as you buy them
• 12:30 – How to contact Jennifer (she can work in all 50 states!)
• 13:00 - Go to leafylegalservices.com to book a consult
• 13:30 – Type in the code crazyshit2019 for $51 off

3 Key Points

• It’s always HR!
• You DO need to protect yourself and your assets.
• Get an LLC and protect your assets!

I know, I know, you hate politics! But stay with me and don’t forget that politics directly impact you and your clients! Emily Chenevert, Chief Executive Officer at the Austin Board of REALTORS®, is a passionate lobbyist who gets the importance of having the people’s best interest in mind. She understands the power of negotiation and recognizes that we must learn to give and take when making big decisions. Listen in to learn what makes REALTORS® a unique group and learn some things to ask the elected public officials in your city. 

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

Time Stamped Show Notes:

• 01:30 – Introducing Emily, the Chief Executive Officer at Austin Board of REALTORS® and Host of the ScratchThat podcast.
• 01:50 – She is a self-proclaimed “Association Junkie” and does lots of political advocacy work
• 03:50 – She understands that politics are important to have the people’s best interest at hand; the best REALTORS® pay attention
• 05:00 – Emily’s CSIRE story
• 05:15 – She is a young and female lobbyist in Texas, which is rare; her second child had medical issues so she was in the hospital for 6 weeks
• 05:40 – While in the hospital, she led over 8 independent expenditure campaigns in elections for city council; she took phone calls and meetings 
• 06:00 – The questions we should be asking elected officials
• 07:15 – In Austin, TX the concern is for quality of life; Austin has grown so rapidly and is struggling with the infrastructure to support this new growth 
• 08:30 – How Emily sets aside her personal beliefs in order to speak for the community and be productive rather than divisive
• 08:45 – Her father was an elected official and her whole family are democrats; her father thought she had sold her soul to the devil when she joined the association as a lobbyist
• 08:52 – He thought all REALTORS® are Republican and conservative; this is untrue
• 09:11 – Emily believes “we are a purple power REALTOR® party”; there are times she has to shelf her own beliefs
• 09:30 – There’s a lot of grey area; negotiation, give and take are necessary for growth overall
• 11:10 – We’ve lost mutual respect and healthy discourse; we want purists but we are a nuanced population
• 13:10 – Lean into relationships and connection with the same power as you do in politics and sides; this can change the world 
• 14:30 - REALTORS® are a 50/50 split and on both sides of the isle; that makes for good public policy positions 
• 15:10 – Emily’s experience when buying her house
• 05:25 – They built their first house with an 80/20 loan at 100% with a balloon note on the second part of the home; they thought home ownership was for everyone
• 16:10 – She learned a lot about how/why transactions are structured the way they are; they rented it out for a while and had hard times 
• 17:35 – How to contact Emily: by phone at (512)454-7636 ext.1000, by email at echenevert@abor.com, and on Instagram

3 Key Points

1. Politics affect you so pay attention!
2.  The best REALTORS® are an inch wide and a mile deep. They have a tight niche that they serve passionately. 
3. We need to bring back mutual respect and healthy discourse!

We needed some spunk so we’ve invited Marki Lemons to the show! Marki Lemons, a REALTOR®, broker, educator, and speaker has got something to say about the fact that REALTORS® are entrepreneurs and need to start thinking like it! She’ll discuss the importance of having a business plan and niche to really succeed as a REALTOR®. Tune in to hear how education plays a role in everyone’s career, how it played a role in hers, and learn how you can network and learn at the same time.

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

Time Stamped Show Notes:

• 00:30 – Introducing Marki, a broker, educator, and speaker who has been in real estate since 1999
• 01:20 – Marki came in on the lending side then transitioned over to the selling side 
• 04:13 – She’s in high demand for speaking and teaching; she got real-world experience before teaching 
• 06:42 – She loves real estate but is grounded in education; she is happy within her niche
• 09:00 – She understands the importance of educating the public as well as those within the real estate industry; she is precise and gives real answers
• 12:30 – On REALTORS® being entrepreneurs
• 12:47 - REALTORS® need a business plan and a niche to really shine; they should continue learning for the entirety of their career 
• 13:30 – You can learn something new in every education opportunity; you can also network through those opportunities
• 15:15 – On how she obtained her broker’s license and what she learned 
• 15:50 – She learned that she could make more money with fewer transactions with a broker’s license
• 16:35 – She learned about the MLS ID number and the local realtor’s association when she was first starting out and learned it was going to cost $1,200
• 17:30 – She realized that she didn’t know anything despite the fact that she studies what she needed to get the license
• 18:40 – On trying to get on the board of directors at the Chicago realtor’s association 
• 19:45 – She wasn’t picked three times; they picked someone who wasn’t in the industry
• 20:20 – She was told that she didn’t volunteer enough and that she should become a licensed real estate educator
• 21:00 – She was put on the schedule to teach and got on the board of directors 
• 22:50 – How to reach Marki: Type in her name across all channels and you’ll find her!

3 Key Points

1. Acknowledgment that you don’t know everything makes you open to learn more. 
2. Invest in your education!
3. Not all REALTORS® are created equal. 

Credits

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

What’s up with the antiquated laws in Massachusetts? Kelly Catallo, a REALTOR® of 27 years in the Boston area, is shocked that there are still real estate laws that were put in place to reduce venereal disease. You heard that right! Listen in to hear all about it, plus hear some other crazy shit that you’ll never forget (although you’ll want to!).

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

Time Stamped Show Notes:

• 00:30 – Introducing Kelly from the Boston area
• 00:45 – She’s been in real estate for 27 years and has owned her company for 10 years; they deal with everything
• 01:08 – She was a hairdresser before she worked in real estate
• 02:30 – Kelly’s CSIRE story
• 02:40 – They get many antiquated places in Massachusetts and have many crazy laws; if you aren’t married or next-of-kin you can’t own property together
• 03:50 – Boston is more liberal but more expensive; a Section 8 voucher for a 3-bedroom is $3,000
• 05:28 - The law was created to reduce the spread of venereal disease; you can’t rent, even today, for this reason in that area
• 06:16 – She got a call from an attorney who is putting a lawsuit together that this law is a violation of our first amendment right
• 07:50 – Another CSIRE story
• 08:07 – She walked in on an owner of a property having sex with another man on the tenant’s dining room table; he was married and with four kids
• 09:05 – The tenants were at work; he lost everything and is no longer married
• 10:30 – What Kelly has heard about a fundraiser
• 10:55 – Leigh’s Realtor Relief Foundation had a big fundraiser in November; it’s for people who need gap assistance until insurance payments come after disasters
• 12:16 – The United Way is the worst organization; most money goes back into the overhead and not the cause
• 14:00 – How to reach Kelly: by phone (781)844-5457, her website kellycatallo.com, or www.cosmopolitanrealestate.net

3 Key Points

• Know your real estate laws!
• Research the organizations where you choose to donate your money.
• Check out the Realtor Relief Foundation.

Credits

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

Are you interesting in real estate investing? Reed Goossens, a serial entrepreneur, real estate advisor, speaker, and author, gives us some straight talk about what to consider when investing in real estate. Listen in to learn the strategies he implemented to improve cash flow, protect investments, and build his American Dream.

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

Time Stamped Show Notes:

• 00:50 – Introducing Reed, a serial entrepreneur, real estate investment advisor, author, and public speaker
• 01:05 – Controls $150 million-worth of multi-family commercial real estate; he left Australia to chase his American dream seven years ago
• 02:40 – The barrier to entry is lower in the U.S. than in Australia; he realized he needed to buy more low-income properties to make more of a profit
• 04:05 – His strategy
• 04:30 – If he was going to be on the lower end of the market, he needed a larger portfolio; his property manager was able to manage the portfolio, not just one property
• 05:22 – Cash flow vs. equity advancement
• 06:45 – You can improve cash flow by upgrading units to get more money and better tenants; always look for value-adds
• 07:45 – On how value-adds have changed
• 08:15 – They’ve changed across the country and are sustainable; it’s important to lean into amenities as square footage average lessens
• 09:00 – On deals, investors, and partners
• 09:30 – He works with partners and 3,200 different investors
• 09:55 – He finds investors through his podcast, connections, and referrals; they have a partnership or share in particular LLCs
• 11:30 – It’s important to ask better questions about investment real estate; it’s got many legal implications and complexities
• 12:45 – How to contact Reed: You can find his podcast, books, and contact information on his website

3 Key Points

• Know your attorney and tax advisor when getting into real estate investing.
• Consider cash flow and equity advancement.
• Working with the right team will make you successful.

Credits

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

It’s not often that someone has to kick down the door of their own home! Toria Brown, a REALTOR® of three and a half years in Shenandoah Valley, VA, had to do just that when her property was incorrectly listed as foreclosed. Luckily, she had a great network and support system and was able to clear things up with a lawyer – and still flip the property quickly! Tune in to hear Toria’s advice on what to look for when searching for your agent, lender, and inspector dream team.

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

Time Stamped Show Notes:

• 00:30 –Introducing Toria, her journey, and why she loves the show
• 01:00 – The show reminds her that she’s not alone in REALTOR® crazy town; it’s an amazing industry with variety and adventure
• 02:30 – She has learned to pre-game people on the home inspection
• 03:15 – She lives in the Shenandoah Valley in VA with an office in Augusta County; she’s been in real estate for three and a half years
• 04:20 – She is a farm wife and her mother bought and sold shithole houses when she was a kid; her cousin told her to get into real estate
• 06:00 – Toria’s biggest piece of advice for new REALTORS®: Find an office with a strong support system and helpful mentors
• 08:15 – Toria’s CSIRE story
• 08:30 – She’s encountered trashed homes with beer bottles, a marijuana odor, and guns; she’s also walked into a home with an unexpected naked person
• 09:05 – She and her mother bought a house to flip; she got to the house and there was a foreclosure sticker on the front, she couldn’t get ahold of anyone
• 10:10 – She kicked her own door in and the place was trashed; she wondered what would’ve happened if someone planned to live in that home
• 10:45 – She called the cops and a lawyer to clear that the house was hers and they were foreclosing the wrong house
• 15:35 – It ended well and sold quickly, 4 days above list
• 13:15 – On choosing who to work with
• 13:30 – Find people who will answer when you call, including your agent, lender, and inspector
• 14:40 – How to reach Toria: by cell phone at (540)460-3246 or at her office (540)943-0085 ; her email is tbrown.odrva.com 

3 Key Points

• There’s still everything to learn after you get your real estate license.
• Find a brokerage that is supportive and happy to mentor you.
• Nothing’s ever perfect.

Credits

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

If it’s not icicles inside a flooded house it’s a tricky sale with a prejudiced client! Bill Hamburg, a REALTOR® in both Pennsylvania and New Jersey, is back on the show and ready to share another story and some more crazy shit. This time around, he’ll share how he talked someone with a “For Sale By Owner” sign to let him list their property – not without some hiccups, of course! Tune in to hear how Bill marketed a house on a highway, handled a prejudiced client, and overcame a failed septic inspection.

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

Time Stamped Show Notes:

• 00:30 –Bill’s last CSIRE story: “The Icicle House”
• 01:30 – He went to a property and heard a “waterfall”
• 01:50 – Water was gushing from the second floor onto the first from a broken pipe; it was February, the owner had left the water on and there were icicles everywhere
• 02:20 – Introducing Bill; a REALTOR® out of Horsham, PA who is associated with both RE/MAX and Keller Williams
• 03:15 – They started with Keller Williams but a few years ago it made sense to switch over to RE/MAX; in New Jersey they’re new, so they’re still with Keller Williams
• 04:50 – Bill’s CSIRE story
• 05:00 – In 2007 when he was in the business for a little over a year, he saw a “For Sale By Owner” sign
• 05:55 – Realtors know contracts and keep their clients out of court; FSBO sales are tricky and can be difficult
• 07:00 – Bill called the number on the sign and the man said he didn’t need a realtor; Bill convinced him to let him see the house to diagnose why it wouldn’t sell
• 07:35 – He was trying to sell during the downturn; the house was in a good address and was a rehabbed home
• 08:12 – The guy was asking $300,000 but it was too high and on a highway; Bill offered some marketing ideas to improve his chances of finding a buyer
• 09:10 – He talked the guy into letting him list the property and he listed it for $315,000; he got showings and an offer
• 10:40 – The man said he couldn’t sell the property to that person; the septic system failed inspection and the buyer was coming back for repairs
• 12:00 – The agents were the ones who should manage expectations and get the transaction to close
• 13:05 – In the end it worked out; he didn’t really care who moved in
• 13:35 – If the house had been sold FSBO, it would’ve been sold with a failing septic system; this raises concerns of the law
• 13:45 – The lesson
• 14:00 – It shouldn’t matter who buys your house; all that matters is if the money’s green
• 15:00 – A REALTOR® is there to mediate the transaction and ensure everything is done properly and fairly
• 15:20 – How to contact Bill: by phone (215)206-1980 and email bhamburg@pahouselink.com

3 Key Points

• For Sale By Owner is not a good idea!
• It shouldn’t matter who’s buying the house.
• The job of a REALTOR® is to facilitate a smooth transaction and keep the clients out of court.

Credits

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

Are your assets, LLCs, and investment processes a “Royal” mess? Scott Smith of Royal Legal Solutions, a firm that provides asset protection for real estate investors, shares why his inspiration for building his business stemmed from his own need. Listen in to learn why he uses a series LLC, how he scaled quickly, and what he created so he could work smarter – not harder.

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

Time Stamped Show Notes:

• 00:50 – Introducing Scott, an asset protection attorney and long-time real estate investor; he bought his first property in law school and flipped it to pay for school
• 02:00 – He had problems getting through his first ten properties, so he created a system and team that works; now he helps others do the same
• 02:30 – He worked in litigation for two years before turning towards real estate; he learned a lot about asset protection, insurance, and loopholes
• 04:45 – Scott’s business
• 05:00 – He went in on an auto body repair shop with a friend and there began his journey to entrepreneurship
• 06:45 – He ran into real estate investing problems when he got into single family home investing; he started focusing on pivotal leverage points in investing for simplicity
• 07:20 – He started using a series LLC and that helped him scale quickly and without more work; he holds his assets anonymously and has no extra paperwork
• 10:00 – How he realized this was the best way to invest in real estate
• 10:25 – He has a background in legal and tax, so he knew he needed to protect himself
• 10:52 – It’s not hard to do; people don’t know the risks they take and how easy it can be to streamline operations and keep everything safe
• 11:35 – Time freedom is created when you streamline processes, so you invest time now to have time freedom moving forward
• 13:00 – He works in all 50 states but can’t appear in court for you; his price point ranges by client, but all get a roadmap during the consultation
• 15:00 – He has a free LLC program available for a limited time at RoyalLegalSolutions.com; you can contact him and download his e-book there, too

3 Key Points

• It’s important to keep your assets safe.
• By streamlining processes you create time freedom for yourself.
• Work with people who know what they’re doing – especially when it involves the law.

Credits

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

Public Service Announcement: Please keep your junk in your pants or in your trunk. Seem obvious? Not to Katie Townsend’s client! Katie’s a long-time REALTORÒ in Parsons, Tennessee who learned a valuable lesson about safety early in her career. Tune in to hear what she saw, what she learned, and why she’s a better professional because of it.

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

Time Stamped Show Notes:

• 00:45 – Introducing Katie, a REALTORÒ of 15 years in Parsons, Tennessee who owns her own firm
• 01:45 – She will be president of her association next year
• 04:20 – On buying and selling real estate
• 04:40 – It’s a very professional business; the consumer is getting wiser and people in the industry who are professional thrive
• 05:20 – People don’t know what goes on at the back-end
• 07:30 – Katies CSIRE story
• 07:45 – It has to do with safety; a gentleman was paying cash and wanted to see remote properties
• 08:08 – On the drive, he pulled out his “junk”; she didn’t have cell service and she made an excuse to leave him ASAP
• 11:00 – What Katie has learned
• 11:15 – She could’ve been in a dangerous situation; now she leaves a list at her office and lets people know where she’s going to be
• 12:00 – She also keeps two guns with her at all times; her husband gave her a gun for Valentine’s Day, too
• 12:56 – Ask better questions before you spend alone time with clients; it makes you a better professional
• 14:48 – Be responsible for yourself
• 15:05 – How to contact Katie: her website

3 Key Points

1. Buying and selling real estate is an adult job.
2. Be safe – crazy things can happen!
3. Ask better questions to elevate yourself as a professional.

Credits

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

I’m sorry, did you say Sunset Avenue or Gun-set Avenue? Aaron Fragnito, founder of Peoples Capital Group and successful real estate investor, gives us the nitty-gritty truth about being a landlord. Tune in as he shares about his greatest challenges, biggest shocks, and most valuable lessons that have shaped the way he runs his business today. 

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

Time Stamped Show Notes:

• 00:45 – Introducing Aaron, a real estate investor
• 01:30 – On being a landlord
• 01:45 – It’s not as easy as you’d think; Section 8 annual inspections, the neighborhood, and difficult tenants can make it hard to get an income from the property
• 03:15 – You need to pick and choose your tenants to fit what you want
• 03:45 – What he looks for in a tenant and why
• 04:00 – Credit checks and checks on evictions are a good place to start; interview them, see how they speak, and notice how they take care of their car
• 05:22 – He had a bad experience with a tenant who didn’t take care of the property; he visited and it looked like a third-world country, they were living so poorly
• 06:50 – His property manager walks through each unit every 6-8 months now
• 07:47 – They ended up selling the building; they were unable to evict the tenants
• 12:20 – On vetting your tenants and using property managers
• 12:42 – If you interview your tenants well, you’ll profit more and have a better experience as a landlord
• 13:25 – His partner does a 30-second walk-through of their current home as part of the interview process
• 14:00 – Aaron’s piece of advice: Diversify
• 14:38 – They buy an apartment building every quarter and have tons of syndications; they’ve cracked the code to profit in their area
• 15:20 – Get out there, meet people, ask questions, and connect
• 16:45 – How to contact Aaron: peoplescapitalgroup.com

3 Key Points

• Being a landlord isn’t always as easy as it seems.
• Vet your tenants!
• Connect with others to learn, partner, and connect.

Credits

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

What makes commercial real estate interesting? Jef Conn, an industrial, office and investment specialist, reveals how a company like Chick-fil-a chooses a location and why he’s always got some cash on-hand. Listen in to hear why he calls his competitors friends, why he wants a unified platform, and why he’s a con-man.

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

Time Stamped Show Notes:

• 01:30 – Introducing Jef, a West Texas commercial real estate expert
• 01:45 – He is good with numbers and has a personality that fits industrial and commercial real estate; it’s very cut and dry
• 04:10 – If he comes across a homeless person or squatter, he gives them cash, respect, and asks them to leave
• 05:20 – On how Chick-fil-a chooses a location
• 05:42 – They find the best location based on demographics, neighbors, location, and average household income
• 06:50 – Using RPR to determine demographics
• 07:12 – He has access to some additional demographics because he is a CCIN
• 08:30 – They have an opportunity zone overlay for people who have money to spend; it helps disadvantaged communities
• 10:35 – Jef’s local action to protect private property rights
• 11:00 – He worked with a group to fight against law prohibiting “social gatherings” from occurring in short-term rental properties
• 13:40 – On sharing best practices with colleagues
• 14:00 – He calls his competitors friends and appreciates his association connections; they do so much for their community quietly and humbly
• 15:15 – He didn’t realize how much his colleagues give back
• 15:38 – On having one centrally-located platform
• 16:00 – He thinks having three platforms is absurd; NAR should create one
• 17:35 – How to contact Jef: email jconn@cbcworldwide.com or phone (806)787-4779

3 Key Points

• Take care of your community and help people – including squatters.
• Wealth can be built tax-free as part of the opportunity zone.
• Talk to connected people and stay posted on what’s happening in your area.

Credits

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

Do you want to be your client’s real-life Wizard of Oz and give them what they never even thought possible? Steve Sims, a speaker, coach, author and master of making things happen, has some invaluable advice for REALTORS® who really want to WOW their clients in today’s solution-based economy. Listen in to learn how you can give people more than what they want – even before they know it’s possible.

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

Time Stamped Show Notes:

• 00:50 – Introducing Steve, a speaker, coach and author of Bluefishing
• 02:50 – He believes people overthink marketing; he helps people market effectively, especially those in real estate
• 04:40 – Communication fixes things that otherwise look complicated
• 04:50 – People don’t clearly ask for what they want; they ask for what they think is possible
• 06:06 – On giving people more than what they want
• 06:20 – Think, dream and vision for your clients to go beyond being a service provider
• 11:00 – We settle because we’re afraid of failing and being seen as a failure; our greatest achievements come from our greatest failures
• 15:45 – On his book and work
• 16:00 – He speaks globally, likes to grow, and loves to help people get out of their own way
• 17:00 – A second book is in the works
• 17:20 – On what he wants from a REALTOR®
• 18:15 – He wants someone to solve a problem and tell him what he needs to know
• 19:50 – Give answers to questions people don’t know to ask
• 20:35 – On his tag-team relationship with his wife
• 21:20 – His wife knows how to ask questions and communicate
• 22:20 – His wife didn’t like their current property at first; they made a pros and cons list and eliminated the problems she didn’t like
• 25:00 – On listening to both sides
• 25:05 – Usually one person in the relationship makes the ultimate decision; determine that person but keep both sides in mind
• 26:40 – Steve’s wife has ultimate veto power because she needs to be happy in the home
• 27:15 – We’re in a solution-based economy
• 28:00 – How to hear more from Steve – Read Bluefishing, listen to his podcast The Art of Making Things Happen, check out his website, and find him on all social media channels

3 Key Points

• Go beyond providing a service by giving more than what you’re asked for.
• Don’t settle. Don’t be afraid to fail.
•  Solve more and be the “who” people need.

Credits

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

Question: When do you know a listing appointment has taken a turn? Answer: When the conversation topic changes from the home to penises and circumcisions! You heard it here first, folks! Paula Brahan, a REALTOR® in Hattiesburg, MS, has been on the show before, but we had to bring her on again to share her most recent crazy shit. Listen in to find out what the heck happened – and learn what crazy things her client had been collecting.

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

Time Stamped Show Notes:

• 01:20 – Introducing Paula Brahan; a REALTOR® in Hattiesburg, MS who has been in real estate for 5 years
• 02:20 – She was a nurse for 23 years and worked in psychiatry; she knows how to deal with crazy
• 02:50 – Paula’s CSIRE story
• 03:08 – She went to a listing appointment 30 minutes away; it was a rural community
• 03:30 – The cigarette odor was very strong inside; the home was neat but the woman “collected” a lot of things
• 04:30 – There were a couple rooms that they had not entered because of the amount of “collections” inside
• 05:00 – She was very concerned about her things; Paula tried to change the conversation to the issue of the cigarette odor
• 05:44 – She suggested some ways to part with the belongings, like taking photos and making albums of the belongings
• 06:30 – The appointment took a turn when the woman said her middle son was circumcised and she kept the little plastic piece in a scrapbook
• 08:02 – Another CSIRE story
• 08:30 – A woman’s husband died three days before closing
• 09:00 – How to get in touch with Paula: text (601)606-6686, call her office at (601)668-1600, or visit her website

3 Key Points

• Being a psychiatric nurse and being a REALTOR® isn’t that different.
• Some people collect everything.
• Be mindful of how you inform someone about their home’s odor or messiness.

Want to imagine what a flooded home filled with 60 cats smells like? Well, no need to guess because Rod Meyer can tell you! Rod Meyer is a REALTOR® from Grand Forks, North Dakota whose whole family is in real estate. Tune in hear about the destroyed “cat house” (that sold!) and the silly things he’s had to do to get approval from FHA appraisers.

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

Time Stamped Show Notes:

• 00:50 – Introducing Rod, a REALTOR® of 10 years in Grand Forks, ND; he and his wife have a brokerage and he feels he’s a magnet for strange real estate happenings
• 01:35 – All four of his kids are in real estate in one way or another; his wife thinks everyone should sell real estate
• 02:40 – They all talk about real estate around the dinner table
• 03:00 – CSIRE stories
• 03:10 – His wife walked into a home when the owner said, “Come on in, it’s open” and the man was sitting on the couch in his underwear smoking a doobie
• 03:15 – Rod’s attorney friend asked him to look at a property on a sunny day at 20 below with three feet of snow
• 03:30 – They walked into the house and walked back out because of the smell; there was four feet of water in the basement from broken pipes
• 04:08 – The neighbor was supposed to be in charge of the propane tank to keep the heat on all winter but had forgotten
• 04:25 – He and his son pumped the water out; there were 60 cats on the property that had been crawling through the ducts
• 05:30 – They listed the property for $100,000, it was 15 acres on a creek, and it got sold; the guy eventually got divorced and built a new house
• 07:15 – It took two days to pump the water out and there was cat hair everywhere; beds and clothes were floating everywhere
• 08:55 – He’s shocked that someone bought it; there’s a buyer for everything
• 10:20 – Silly FHA loan requirements
• 11:40 – Rod had to paint a chicken coop and garage off the property per the request of an appraiser; the husband of the seller had died shoveling snow
• 14:00 – How to reach Rod: email meyerr6@gmail.com or by phone (701)739-1716

3 Key Points

• There’s a buyer for everything!
• Sometimes appraiser requirements are silly.
• The real estate is NOT like what you see on HGTV.

Today’s theme is “Be like Rose” – and soon you’ll find out why. Rose La Pira, a REALTOR® of 36 years in Bergen County, has some wise tips for newcomers in the industry. Listen in to learn her effective open house strategy, what she thinks about volunteer work, and why she’ll never photograph a house without a walkthrough and checklist again. 

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

Time Stamped Show Notes:

• 00:50 – Introducing Rose; she lives in New Jersey and sees New York from her home windows and has been in the business for 36 years
• 02:03 – She lives minutes from New York in Bergen County, New Jersey; many people want to live in that area
• 02:20 – She’ll get her realtor emeritus pin in 4 years; it was hard to go from 7,000 square feet to a 39th floor condo
• 05:20 – What Rose has experienced along the way
• 05:40 – To pack up anything you don’t need and make sure everything is in great condition during showings and photoshoots
• 06:30 – Rose’s CSIRE story
• 07:00 -She sold a million dollar home that was beautifully staged; when she went back with a photographer, it was a mess
• 07:18 – They never photographed two rooms because they were packed with stuff
• 07:40 – She learned to always have checklists and to check out the house before the photographer comes
• 08:55 – On open houses
• 09:05 – She thinks open houses are better during odd hours for a shorter amount of time; everyone comes in at the same time and is more serious
• 11:20 – Always have a partner with you when you do an open house
• 12:05 – A message for others in real estate
• 12:30 – Get involved, be known, collaborate, and connect; the benefit is that people will want to do business with you and trust you
• 14:20 – Consumers should select REALTORS® who are involved in their community
• 15:15 – She’s happy to mentor others in the industry
• 16:05 – How to contact Rose: email RoseLaPira@remax.net, call (201)615-7232, or visit her website 

3 Key Points

• Have checklists so you don’t forget anything!
• Do something different than your competition.
• Be like Rose by getting involved and mentoring others.

Don’t sign eviction papers just because a deputy asks you to! Candy Owens, a REALTOR® in Chapel Hill, was showing a home when a deputy and an official came to the door and tried serving her eviction papers – despite the fact that she wasn’t the right person to be asking. Listen in to learn how Candy finally convinced them that she – and her clients – weren’t the homeowners, and learn why it’s so important for REALTORS® to know what’s going on in local politics. 

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

Time Stamped Show Notes:

• 00:50 – Introducing Candy, a REALTOR® with Berkshire Hathaway HomeServices York Simpson Underwood Realty whose office is in Chapel Hill; she’s been in the business for 10 years
• 01:45 – For the first two years she worked part-time and helped other professionals to learn the business; she still has an ongoing mentor
• 04:30 – The reality in Chapel Hill
• 04:44 – There’s not much land left for development; there’s an aging inventory and new construction is south in Chatham County
• 05:30 – The regulatory environment has impacted new construction and is the biggest obstacle
• 06:25 – Buyers and sellers don’t understand the macro-picture
• 06:42 – Schools, infrastructure, and roads have to be considered before new housing can be built
• 06:50 – Realtors must understand how local elected official decision-making affects families and the real estate market
• 10:00 – Candy’s CSIRE story
• 10:05 – She was showing a couple a house in Hillsborough; they met the husband at the house at lunchtime
• 10:40 – The doorbell rang while they were inside; Candy went to answer the door while the couple went to the backyard
• 11:00 – At the door there was a deputy and a nicely-dressed woman with a clipboard; they tried serving her eviction papers
• 12:03 – She explained that she was a REALTOR® but the lady didn’t believe her; she then tried to serve the papers to her clients
• 13:00 – They called Candy’s office, the husband’s office, and checked ID’s; she called the listing agent afterwards to let them know that the owners were getting evicted
• 15:30 – How to contact Candy: by email at owens@bhhsysu.com or by phone at (919)698-9427

3 Key Points

• It’s important to have a coach/mentor.
• Realtors need to be up-to-date on local politics.
• Don’t sign eviction papers just because a deputy asks you to!

When’s the best time to discover that your spouse has 3 ex-husbands...and they’re all dead? Why, at the closing table, of course! Phil Treadwell, a regional manager and VP of development for Mason-McDuffie Mortgage, podcaster, and co-founder of the Industry Syndicate, didn’t see the black widow until her husband did, and even then, the property still closed. Listen in to find out what happened – and learn some useful parenting tips that’ll help you raise kids that aren’t assholes. 

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

Time Stamped Show Notes:

• 00:50 – Introducing Phil, the VP of Development and Regional Manager for Mason-McDuffie Mortgage Corporation who has been in the industry for 15 years
• 01:36 – He’s the host of the Mortgage Marketing Expert podcast and co-founder of the Industry Syndicate
• 01:55 – He’s been all over the industry for the past 15 years
• 03:00 – Phil’s CSIRE story
• 03:15 – It’s funny how people get into the mortgage industry; Phil’s funniest story was during a closing
• 03:50 – He was working with a middle-aged couple with no kids and everything was going well
• 04:17 – They sit at the closing table and there’s an AKA form (Also Known As) that indicates if a person has ever used any other name
• 05:08 – The woman has 5 different last names on her AKA form; the husband looked over and asked what they were
• 05:25 – One was her maiden name, one was her husband’s last name, and the other three were from her three ex-husbands
• 05:30 – The husband said, “What other marriages?” and, “Where are they?”
• 05:46 – She said that they had all died and he asked how; at that point the closer suggested they leave and let them talk it through
• 06:30 – The guy came out and said they were ready for closing and nothing else was mentioned about the ex-husbands
• 07:55 – Funny ways people end up in the lending industry
• 07:50 – His favorite story is of a teller of a bank who got robbed at gunpoint twice; he tried to quit and was put in the mortgage department instead
• 09:10 – How parents can get their kids ready for their first purchase
• 09:18 – Teach the value of hard work and a good work ethic
• 10:22 – Raise kids that aren’t entitled and want to achieve goals; prepare them for the world
• 12:20 – On budgeting after you buy a home
• 12:34 – Many people ask about how to position themselves to buy a home and don’t consider the budgeting required to maintain a home once you own it
• 13:34 – Have pride and satisfaction in your purchase and teach your kids to work for what they have
• 14:40 – How to contact Phil: his website and on all social channels as @philtreadwell 

3 Key Points

• Watch out for black widows!
• You never know what’s going to happen or where you’ll end up!
• Don’t raise assholes.

What do you do when your client has to see a dragonfly to buy a house? You keep looking until you find one, of course! Bob Tompkins, a REALTOR® from Greenville, South Carolina, thought his client was a little quirky and unreasonable when she said a dragonfly was the sign she needed to decide on a home. Listen in to find out what happened – and learn how emotions and spirituality can play a part in people’s decision-making process, too. 

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

Time Stamped Show Notes:

• 00:50 – Introducing Bob from Greenville, South Carolina; he serves the upstate area
• 00:55 – He’s been in real estate for 3 years, both his parents are real estate agents, and he’s been with Re/Max for a year and a half
• 02:30 – Bob’s CSIRE story
• 03:15 – He has a quirky client; he was helping her and her husband buy a house
• 04:05 – There was a dead dragonfly on the ground in front of a house she liked; she said she couldn’t buy it for that reason
• 04:17 – She said that she needed to see a dragonfly to know which house to buy; he didn’t know how that would ever happen
• 05:09 – At the tenth house, she knew it was the one; he was thinking that there had to be a dragonfly
• 05:27 – She loved everything about the house; they opened the sunroom and there were two glass dragonflies on a table
• 05:40 – She decided at that moment that she’d buy the house; they bought the house and remodeled it
• 06:35 – Lessons from the story
• 06:45 – The right house makes itself appear
• 07:30 – People get emotional and spiritual about selecting their home; be understanding about the fact that it isn’t always logical
• 08:20 – People buy on emotion, too, not just logic; the average realtor tries to sell it anyway, the exceptional realtor respects the buyer’s needs
• 10:50 – Advice for consumers calling a brand
• 11:00 – You should ask about agent retention; if they can’t keep their agent, they’re not doing something right
• 11:50 – Advice for REALTORS® who should move but are scared
• 12:00 – If you aren’t growing, you have nothing to lose; just pull the trigger, move, and get jumpstarted
• 13:10 – A move gave Bob energy
• 13:55 – How to get in contact with Bob: Facebook

3 Key Points

• The right house makes itself appear!
• Selecting a home isn’t always based purely on logic.
• Great REALTORS® ask questions and respect people’s needs.

Credits

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

LeAnne Long knows when enough is enough! LeAnne, a broker, owner, and REALTOR® of 22 years, walked away from the closing table when a client was being a jerk– which turned out to be a good move. The client checked himself, signed, and now he and LeAnne are buds. Listen in to find out why it’s important to be strong and assertive for your clients and yourself.

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

Time Stamped Show Notes:

• 00:40 – Introducing LeAnne, a broker, owner, and REALTOR® of 22 years with RE/MAX around Atlanta out of Conyers, Georgia
• 03:05 – The importance of respect and asking the right questions right off the bat

• 03:20 – Ethics in real estate is LeAnne’s biggest pet peeve; late calls, last minute showings, people no knowing their clients are a few examples
• 05:30 – People want instant gratification; LeAnne handles it be keeping it light, funny, and friendly
• 06:40 – She helps clients understand the seriousness of the transaction so no one wastes time

• 07:40 – LeAnne’s CSIRE story

• 07:45 – At the closing table, a client from New York was being a jerk; he kept wanting more and more after agreements had already been made
• 08:25 – She took everything off the table, said they weren’t doing it, and left the room; the commission was about $20,000 for her and the other agent
• 08:50 – He was shocked and LeAnne said she’d rather someone else get the house who wants it
• 09:30 – The man chased her to the parking lot and they closed the deal; now they’re friends

• 11:11 – Lessons from LeAnne’s story

• 11:15 – Stand up for yourself and your clients; be respectful of others and their personal time
• 11:20 – Always have information on your client; it’s unsafe not to
• 12:10 – If a client is put off by questions before showings, explain that if it were their wife or daughter they’d want the same precautions for them
• 13:04 – Sometimes you must be strong and assertive
• 13:40 – How to contact LeAnne: online, on her website leannelong.com, by email, or by phone at (770)922-4222

3 Key Points

1. Ask the right questions while keeping it light and friendly.
2. Be safe and uphold policies that make it so agents are safe with clients.
3. Being strong and assertive – in a good way.

Credits

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

If a client looking over her shoulder and saying, “I hope my husband doesn’t think you’re my boyfriend,” isn’t a red flag, I don’t know what is! Luckily, Tim Ogle, a long-time REALTOR® and Air Force retiree was armed and connected to people who could help and poke fun at him a little bit, too. Listen in to find out how Tim handled a drunk, suicidal, and thieving client – and why this crazy story may not be over yet.

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

Time Stamped Show Notes:

• 01:00 – Introducing Tim, a REALTOR® since 2006 when he retired from the Air Force
• 01:07 – He started as his wife’s assistant, but that lasted 2 week until she fired him; they split the business up, he took buyers and she took sellers
• 02:22 – Advice for husband and wife teams: Know and set specific job descriptions
• 04:30 – Tim’s CSIRE story
• 04:35 – It started with a client who wanted to go out to look at homes; she had to be prequalified first
• 05:00 – She called 5 minutes before the appointment at their satellite office and canceled because her car broke down; she asked if he could pick her up
• 05:30 – He went to her house and her teenage daughter answers the door; he picked up the client and they drove to the first house
• 06:00 – On the drive, the woman said, “I hope my husband doesn’t think you’re my boyfriend’; her speech becomes slurred
• 06:30 – She appears very drunk and reveals that she’s in an abusive relationship; she said she wants to find a home so she can divorce her husband and move on
• 07:10 – She said she wanted to end her life and had taken pills with a fifth of vodka; he calls 911 and starts towards the hospital
• 08:00 – He’s armed and cannot enter the hospital with a concealed weapon; she’s freaking out and tries to exit the car on the interstate
• 08:40 – He couldn’t say he was armed in front of the suicidal woman, which is why he asked the dispatcher to have law enforcement meet him at the hospital
• 09:00 – Police never arrived at the hospital, so he took her in; people knew him because he had worked for the fire department
• 10:00 – He secured his weapon and came back in to make a statement; he thought that was the end of it
• 10:30 – A few hours later, he gets a call from someone at the fire department who says, “What kind of a shit-magnet are you?”
• 11:15 – The woman had tried to take an officer’s gun; around town, that officer would refer to the woman as Tim’s girlfriend as a joke
• 12:00 – Fast forward two years and one of his agent’s car got stolen; the agent’s purse was on a desk and someone had taken her wallet and car keys
• 13:00 – The same woman had come back and stolen the car; she called the agent to apologize while Tim was there and he recognized her name
• 13:14 – He called 911 and gave the woman’s name and address; while she had the car, she got it detailed and got an oil change using the client’s credit cards
• 13:50 – She came back with the car and the police showed up; it was the same officer that called the woman Tim’s girlfriend
• 14:15 – She spent some time in jail; since then they’ve moved from Nebraska to Arizona
• 14:40 – The woman moved to Arizona a few months after they did; the story may continue
• 15:30 – Lessons from Tim’s story
• 15:38 – It’s good that Tim had connections from his life before real estate; it’s also great how Tim acted quickly and helped her
• 16:50 – Have a safety protocol for yourself and your clients; you don’t know what could happen in vacant homes or with strangers
• 17:45 – The first time you meet a client, it must be at the office
• 18:30 – How to contact Tim and Team Ogle: com or on Facebook

3 Key Points

• Have a clear, well-defined job description – especially when working with a spouse!
• Have safety protocols in place for yourself, your team, and your clients.
• Your client’s health and safety comes first.

Credits

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

Are you having trouble making those W-2s look real? Shirley Matlock, REALTOR® of 28 years and Certified Residential Specialist, recently had a deal fall through because the client admitted he couldn’t make his W-2s look real! Luckily, the lender Shirley used was an honest one, and they weren’t going to let the client negatively affect himself and others. Listen in to find out the lessons Shirley learned through this experience, and find out how to build yourself and your network so you know how to avoid – or get out of – these sticky situations.

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Time Stamped Show Notes:

• 00:35 – Introducing Shirley, a Maryland Howard County REALTOR® of 28 years and Certified Residential Specialist
• 01:45 – A “CRS” is like a real estate PhD; you must have taken certain courses and sold a certain amount to qualify
• 03:30 – Shirley’s CSIRE story
• 03:45 – The most current one is a referral story; a client’s neighbor wanted to buy the house he was renting
• 04:10 – She went to the property and came up with a value; she called the landlord and the landlord said the owner was out of town for a month
• 04:45 – She called back and the same man said the property management company owns the property; he was the property management company
• 05:05 – They came up with a price but couldn’t get the clients W-2s; the client committed fraud and made fake pay stubs
• 06:20 – The deal fell through; the man had never paid income taxes and couldn’t figure out how to “make a W-2 look real”
• 06:30 – What happens next
• 06:40 – The client had filled out an application with a lender; it’s up to the lender to report it if they want to
• 07:20 – The lessons
• 07:30 – People are harmed when people cheat the system; this is an example of why you need a good, honest lender
• 08:40 – When you apply for a mortgage, you need valid documents proving your income; the banks aren’t always at fault for foreclosures
• 09:30 – Advising buyers to use the trusted resources you have
• 10:00 – Shirley gives her clients a few lender options to choose from and makes sure first-time buyers get their benefits
• 11:30 – Shirley’s advice
• 11:40 - REALTORS®, get as much education as you can in a variety of settings; you can never learn enough
• 12:40 – Buyers and sellers, ask your REALTOR® what they’re currently learning and when they’re taking their state continuing education
• 14:30 – How to reach Shirley: by email at shirleymatlock@remaxx.net and by phone (410)465-7777

3 Key Points

• Find an honest, reliable lender who will play by the rules.
• It’s best for realtors to work with people they know and have a relationship with.
• Get as much education as you can! 

Credits

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