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NAR’s Center for REALTOR® Development
74 minutes | a month ago
048: Ensuring Fair Housing for All with NAR’s Bryan Greene
Growing awareness among real estate professionals has resulted in a clearer understanding that fair housing in America is still an issue. Bryan Greene is the Director of Fair Housing Policy at NAR, and he’s on the show today to talk to Monica about the Fair Housing situation in America. He talks about the history behind the situation in our country, as well as what tools NAR is using to help their agents start making a change as we move forward to a more fair and equitable industry. Bryan worked in government for 29 years before making the transition to NAR. He shares his background, and how his desire to make a difference is what led him to work within the real estate industry. Housing is one of the biggest issues, but also one of the avenues where the industry can have the biggest impact. Along with some recommended reading, Bryan shares some of the history around segregation in housing. It started out as a private practice but was adopted as official government policy. These policies created patterns — such as generational wealth — that continue to show up today, even though the laws have changed over time. Bryan was hired in a new position as the Director of Fair Housing Policy at NAR. After reading and viewing some footage of agents, the disparity was apparent. He talks about his role to respond, accept responsibility, and explain to the public how they would address these issues. The two things that stuck out were the need for accountability and a culture change. They are triangulating the issue from all sides: mind, heart, and body. Their acronym is ACT!: accountability, culture change, and training. They are doing more immersive training where agents can practice and react to different simulated situations. One of the best ways to learn in any business is from your peers — one of the initiatives they have is to highlight those agents that are just as successful practicing fair and equitable real estate. Moving from education into action is one of the most important ways things can start to change. In addition to these videos and profiling different agents and companies, they are also looking at what effects this issue of segregation has on the economy. There is data that shows if some of the larger metro cities were less segregated, their GDP would be higher. School districts are also another avenue where they are working on ways to make things fairer. There’s more to consider than just a district’s test scores. The many tragic events in 2020 have highlighted the thread of injustice and housing segregation. But 2020 has also been an opportunity for many people to learn, and begin to change. REALTORS® have a responsibility to make things fairer, but other parties like lenders, insurance companies, and other parties can also contribute to the disparities we see. The law prohibits discrimination on the basis of race, national origin, and religion, which are often viewed as social constructs, rather than what it is. It shouldn’t have anything to do with housing, but historically (and even still) it has. As more awareness has come up around these issues, there are action steps you can start taking today. There are many communities around the country that recognize what has happened in the past and are taking steps to change things now. The real estate industry can engage with some of these same politicians and strategies, especially at the local level, to make things right. Tweetables: “I believe that right now NAR is the most effective place to make a difference on civil rights issues.” — Bryan “It immediately thrust me into the role of responding, making sure that we accept responsibility for what we see, and explain to the public and the Hill how we were addressing these issues.” — Bryan “If we could make real progress on some of these issues regarding segregation, we could start to turn the corner so that the next time we have something tragic, maybe we won’t fare as poorly.” — Bryan Guest Links: Nar.realtor/fair-housing/fair-housing-book-recommendations Nar.realtor/fair-housing/fair-housing-podcast-recommendations Realtorparty.realtor/state-local-issues/issues/fair-housing.html Nar.realtor/fair-housing/fair-housing-makes-us-stronger-commemo… Projects.newsday.com/long-island/real-estate-agents-investigation/ Reading: The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein American Apartheid: Segregation and the Making of the Underclass, by Douglas Massey and Nancy Denton Sundown Towns: A Hidden Dimension of American Racism, by James Loewen The Color of Money: Black Banks and the Racial Wealth Gap, by Mehrsa Baradaran Additional Links: Crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica’s Facebook Page Facebook.com/FranklinMonica Additional Bio: Bryan Greene, Director, Fair Housing Policy, at the National Association of REALTORS® Bryan Greene is the Director of Fair Housing Policy at the National Association of REALTORS®. Bryan is responsible for representing NAR on all fair-housing-related federal regulatory and legislative matters to ensure the interests of consumers and the real estate industry interests are protected. He also manages NAR’s new 45-member Fair Housing Policy Committee which allows NAR to focus more attention on the public policy issues surrounding fair housing and equal opportunity while better supporting its strategic priority of enhancing housing equality. Before joining NAR, Bryan served for ten years as the highest-ranking career official in HUD’s Office of Fair Housing and Equal Opportunity (FHEO), where he oversaw the policy direction and operational management of the 600-person office enforcing the nation’s housing anti-discrimination laws. Under Bryan’s leadership as FHEO General Deputy Assistant Secretary, HUD pursued large-scale, high-profile cases that addressed systemic discrimination and provided widespread relief. Bryan also managed HUD’s Fair Housing Assistance Program (FHAP) and HUD’s Fair Housing Initiatives Program (FHIP), which together provided over $70 million to state and local government agencies and nonprofit organizations fighting discrimination in local communities. Bryan held several senior positions at HUD over three decades at the agency, including a stint as the Associate Deputy Assistant Secretary for Economic Affairs in HUD’s Office of Policy Development and Research (PD&R), where he worked to reduce regulatory barriers to affordable housing. Bryan was the 2007 recipient of the Presidential Rank Award, the highest federal honor bestowed upon federal senior executives for outstanding service. Bryan earned his degree in Government from Harvard University.
69 minutes | a month ago
047: Elevating Your Brand with Social Media with Katie Lance
Social media is a huge part of real estate, especially in today’s climate. Social media is the modern method of communication, and also allows small businesses and individuals to have a broad impact. Katie Lance is an industry social media expert and has been focusing on how to help REALTORS® make the most of their business through social media. In today’s episode, Katie and Monica talk about content optimization, some of the heavier aspects of social media, and how we can be intentional with the time we spend on social media. One of the biggest new developments in social media is Instagram Reels. These are short videos up to 30 seconds — since they are quick and fast-paced, they are usually playful. In a business context, it allows business owners or entrepreneurs to present information in a more creative way. Reels are versatile because you can share them in your feed, or repurpose them for other platforms. Every platform is a little different, and providing the context on other platforms is important when using the same content. Another feature of Instagram is Instagram TV, which allows you to share longer videos in your feed. The preview options allow you to build some excitement around the full video content. With a longer video, you can also put a teaser at the beginning to keep people engaged until the end. You can also upload longer videos to YouTube — really make the most of the content you’ve created by sharing it multiple times! There are heavy aspects to social media, and as it has grown, we’ve become a product of social media. Katie shares a few tips on how to manage your social media with this information. Check your privacy settings at least a couple of times a year, to make sure they are the way you want them. Also, be careful what you’re clicking on and what you’re sharing. Katie also talks about being intentional when you go on social media — maybe set yourself a timer, or make sure there is a purpose for why you’re on. Katie and Monica talk about how to handle politics and other hot topics in the industry. If you are going to share things on these topics, make sure you’re authentic to your own views but also respectful. Don’t try to be all things to all people — you may end up seeming a little vanilla. Also, remember aspects of privacy; instead of engaging publicly, you can also engage privately on social media through DMs. This is a great way to learn people’s stories and build relationships. LinkedIn is a great place to get your feet wet with more professional social media. When people search for you, it’s one of the first things that come up. Make sure you keep it updated and keep it specific as well. It’s an easy platform to connect professionally, and also has a blog feature. With the other platforms, there are also elements of control so you can share relevant contact information without having to share everything. Katie’s final thoughts: Social media is rented ground. Think about what assets you can create that can go with you wherever you go, even if social media changes. If you put a video on Facebook live, download the video so you can share it elsewhere later. Your content should also be more than just your listings. The goal is to engage people by keeping them curious and having some fun. Be intentional with your time and strategy on social media, and start today! Tweetables: “Reach is one thing, but engagement — I have hundreds of comments on Reels. For anyone who feels a little stuck with Instagram, and you’re trying to grow your following and engagement, I definitely would encourage you to play around with it.” — Katie “We should plan that way even if we don’t want everything publicly visible. We should know that if we put it out there, it could come back to you.” — Monica “The thing that a lot of agents do wrong is that they try to be all things for all people.” — Katie Guest Links: The Website: KatieLance.com The Podcast: Katielance.com/category/podcast The Videos: Katielance.com/category/getsocialsmart-show Instagram: @KatieLance Additional Links: Crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica’s Facebook Page Facebook.com/FranklinMonica Additional Bio: Katie is the CEO and Co-Founder of Katie Lance Consulting. Katie is a nationally known keynote speaker at conferences and events. For the past 10 years, Katie has been working with real estate agents and brokers to help them get smarter about how to use social media to grow their business. Her specialty is in helping real estate agents and brokers achieve big results using social media without spending a ton of time! She is also the author of the best-selling book, #GetSocialSmart and the founder of the #GetSocialSmart Academy. Katie has been named one of the most 100 influential people in real estate by Inman News and is a frequent contributor to The Huffington Post. She lives in the San Francisco Bay Area with her husband and two beautiful boys.
58 minutes | 2 months ago
046: Lead Generation through Relationships with Sean Carpenter
Today’s episode is about lead generation and getting new business. Our guest, Sean Carpenter, shares his definition of relationships, and several different ways you can generate leads using “RELATIONSHIPS” as an acrostic. REALTORS® are always trying to generate new business, and the best way for agents to do that is through consistency, value, and RELATIONSHIPS. Relationships are the key to the real estate business. Most agents spend more of their time on business support when they should be focusing on business development. Building and maintaining relationships is a great way to encourage business development activities. R: Return Calls, Relocation Returning calls in a professional and timely manner is one of the easiest things a REALTOR® can do to build relationships. Having a system in place for checking your calls and voicemails can keep you in control of your phone. Getting to know other agents or brokers around the country can help future incoming business. Regional and national networking is a critical way to grow your business. E: Eager Learner, Email, Expired It’s never too late to learn something new — explore new sources of information so you have more conversation topics and can see things from different perspectives. When it comes to email, you want to make sure you’re sharing quality messages — make sure it has a specific subject line, and because most people consume email on their phone, you want to make sure it’s to the point. Sean’s biggest tip for expired listings is to ask the homeowner if they still want to sell. This is a great jumping-off point to determine how to move forward. To avoid competition, reach out on expired listings that are older, rather than the more recent listings. L: Loyalty Cards, Look Around You, Listen vs. Talk As REALTORS® , we are trying to earn loyalty from our clients. You can create a loyalty card as part of your customer loyalty program, by partnering with businesses in your area for incentives. Look around you, metaphorically and physically, for clues and signals for people making a move in the near future. This can help with potential clients. Looking around your community lets you create with intention and changing perspective. Sometimes listening instead of talking can allow you to find out what problems, opportunities, and excitement the people in your community are facing. Listening will help you relate! A: Attitude, Ask, and Appointments One of the most important ways to get more business is by bringing a good attitude to everything you do. Your attitude influences everyone around you. Ask and appointments go hand and hand. As an agent, take opportunities to focus on appointments. You won’t sell anything if you don’t have an appointment, and you can’t have an appointment unless you talk to people. Set at least three appointments a week. T: Thank You Notes, Target, Twitter Write handwritten notes! The gesture of a handwritten thank you note is immeasurable. This meaningful act is a great way to show appreciation for past clients. Know who your target audience is, and make sure what you’re doing throughout the day is working towards getting business in those avenues. Finally, Twitter is a great social media platform to listen, engage, share, and support. I: Instagram Instagram is another great social media platform to engage. Have a presence on Instagram, by looking and sharing. Leaving comments on stories and posts will drive traffic to your account as well. Commenting purposefully is huge for earning awareness. O: Open Houses, On Purpose During this time of COVID-19, following safety practices and precautions is very important. But you should still have them, whether in person or virtually. Open houses are a great way to create relationships — not only with buyers but also with potential sellers as well. Be in control of your schedule so that you are operating your business on purpose — everything should be done with intention. N: Nametags This is maybe the second-most important aspect after attitude. When you see someone you know from a previous relationship, or out in public wearing a nametag, use their name! Using people’s names is a small way to express gratitude and make them feel valued. S: Sales Meetings, Schools Sales meetings are one of the most important ways you can stay informed, as well as a way to find potential buyers. Being active in a child or grandchild’s school is another way to gain top-of-mind awareness. H: Have Fun, Happy Hour, 4H Club Build relationships, solve problems, and have fun. No matter what you’re doing, find a way to make it fun. Having a happy hour with friends or clients is a great way to support your local businesses (and grow your own) and develop relationships. Sean shares the way he puts seeds in the ground to grow and maintain your network. This includes handwritten notes, hot sheets, happy birthdays, and high fives. This is an easy way to touch at least 25 people in a short amount of time. I: Ice Cream Social An ice cream social, or a similar idea, is a good way to show your appreciation and gratitude for people in your community — teachers, firefighters, etc. This is marketing for you, and a way to support local businesses. Put good energy out, and the business will come back to you. P: Preparation, (Past) Clients If you want to get good business, you have to be prepared. Keep your database clean and organized, so your sphere of influence is prepared. Make sure you are still touching your past clients on a regular basis. You can decide what schedule is right, but you never know when past clients will become your future clients. S: Schedule a Time, Serious Make sure you schedule a time to do your lead generation, client appreciation, etc. If it’s not in your schedule, it’s probably not going to get done. And finally, be serious about your business, but don’t take yourself too seriously. Everything you do could turn into an opportunity if you take advantage of listening and acting on it. There are tons of takeaways here — which ones can you apply to your lead generation today? Tweetables: “Relationships are the key to our business. We all think that the house is what we focus on, and that’s just the widget we use in our business. It’s about the people that live in those houses and the relationships we have with those people.” — Sean “When you bring a good attitude, other people feed off that. You either lighten up a room because of the attitude you bring, or you lighten up a room when you leave.” — Sean “Your name is the one thing in this world, that even if you lost everything tomorrow, you still have your name.” — Sean Guest Links: Twitter @seancarp Carpscorner.net Facebook.com/seanmcarpenter Additional Links: Crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica’s Facebook Page Facebook.com/FranklinMonica Additional Bio: Originally licensed as a REALTOR® in 1998, Sean Carpenter is the former Agent Development Director for the Ohio NRT companies. He jumped back into a sales role with Coldwell Banker, serving buyers and sellers throughout Central Ohio. He founded Sean Speaks in 2018 to expand his speaking, consulting, and facilitation opportunities. His most popular sessions focus on creating memorable customer experiences and maximizing social and digital media, as well as business planning, leadership, and sales. Formerly recognized by Inman News as one of the Top 100 Most Influential Leaders in Real Estate, Sean was named as one of the “Top 20 Most Influential People in Social Media for the real estate industry” by The Swanepoel Trends Report for the third year in a row. Sean recently received the Joseph McKinnon Award from the Columbus REALTORS® as their 2017 Instructor of the Year. Sean’s mission is to “teach with passion and enthusiasm instilling confidence and excitement in his students,” and he lives by his philosophy — build relationships, solve problems, and have fun.
67 minutes | 2 months ago
045: Understanding the Mortgage Process with Michael “Smit” Smith
Today’s episode is all about what goes on behind the mortgage curtain. REALTORS® work closely with lenders and need to know how to ask better questions of the experts. Our guest, Michael “Smit” Smith, shares advice on how to choose more qualified lenders and what questions you can ask to work better with lenders. It is important for REALTORS® to have some knowledge of the lending process, so they can communicate effectively with the lender. This communication is a two-way street, with the lender communicating just as much with the agent. The REALTOR® has a lawful obligation to their client, so they should be leading the conversation and guiding the deal. There are important aspects of both roles, so communication and partnership are key so everyone is on the same page throughout the transaction. The contract is really in control of the transaction, and the date of closing should guide the lender and their processes, as well as the REALTOR® and their processes. As a listing agent, you should make contact with any lenders prior to meeting with their clients to consider any offers. Smit talks about the policies of many banks, and how they handle the process of underwriting. Some banks have private mortgage lending, but the majority of banks require that a property is identified before underwriting. One of the most important questions a REALTOR® should ask any lending company is whether they qualify a borrower separate from their property, or whether their underwriting process only begins when everything is in with the property. Making a call to a lender is incredibly important in establishing a relationship. Especially in this time of COVID-19, talking on the phone is really the most genial and personable way to get to know someone you will be working with throughout the transaction. Michael has a list of questions that REALTORS® should have in their arsenal in order to vet lenders to make sure that they’ve done their homework. He talks about what things you can ask your clients to provide, and things that are off-limits. Questions from Michael “Smit” Smith for the lenders: 1. How pre-approved are they? 2. Have you talked with or met “our” clients? 3. What paperwork have you received? 4. Have you verified funds needed to close the transaction? 5. Can you provide evidence of funds? 6. Has the client made an application? 7. Have you run it through an Automated Underwriting System — AUS? Desktop Underwriter — DU — (Fannie Mae) or Loan Processor — LP — (Freddie Mac)? 8. Are there any outstanding conditions not met? 9. Have you pulled a tri-merge credit report? 10. What is your appraisal delivery time? 11. Can you close in 30 days? 12. How long have you been in lending? 13. Will you make a pre-emptive call to the listing agent? There are three main lending groups that most residential agents work with: the bank, mortgage lender companies, and mortgage brokers. Each group has their own underwriting processes. Mortgage brokers provide options for the borrowers, but if they don’t have delegated underwriting they turn the package over to a lender. For agents, put together your own list of five to 10 questions that you ask any lender to get to know their process. If you understand what it is, you can better work in partnership with them for the benefit of your client. REALTORS® can also do a few things to help the lenders. Having open lines of communication is absolutely key. You can also check in with them to see if there is any documentation you can get from the client to make sure the lender has everything they need. In the case that there’s an addendum, make sure you get in contact with the lender and provide it if needed. Make sure you also keep an email record of your communication. Michael talks about some of the reasons contracts might be extended. It all comes back to communication and relationship. The lender should be communicating with agents at least once a week with progress on the deal. The agents should also be reaching out to the lender, so everyone is holding each other accountable. With the final words, Smit shares the most important questions to ask. The main question you want to ask is how pre-approved is the client, or ask whether an underwriter has seen the file. You can also use their NMLS number to get an idea of their experience. With the questions you ask up from, you as the REALTOR® can set the tone for the whole deal. Tweetables: “You need to make sure that right upfront, you are setting up a stage with that lender that we need effective, continuous, contiguous communication throughout the entire process.” — Michael “Smit” Smith “A lender can make or break a deal.” — Michael “Smit” Smith “Real estate should be open and notorious. There shouldn’t be any hidden agenda; it’s a contract.” — Michael “Smit” Smith “We need to be an advocate for our client. Once you stop being an advocate for your client, you just failed your client, and you failed the transaction, and you failed yourself.” — Michael “Smit” Smith Guest Links: SmitsRealEstate.com Additional Links: Crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Michael “Smit” Smith Michael Smith, a.k.a. “Smit” has been working in the residential real estate industry for over 20 years. Smit’s trifecta expertise combines his experience as a real estate broker, owner, and mortgage lender and his degrees in economics and law bring a well-rounded approach to his teaching. Smit’s NAR designation courses have been taught throughout the Pacific Northwest. His passion for real estate, finance, and teaching has led him to create and launch several custom courses as well, addressing current trends such as Survival Skills in a Changing Market (COVID-19), What you should Know about STR (Short Term Rentals), and Real Estate Finance for REALTORS®. Smit’s classroom is an energetic experience as he drives towards a high level of participation by students. You will enjoy his style of teaching, where “Smit Happens” quite often and with memorable results. He works in Kirkland, WA with Windermere Real Estate and can be found at SmitsRealEstate.com
55 minutes | 3 months ago
044: Safety Tips for REALTORS® with Donny Allen
REALTORS® are being targeted more and more over the past ten years. With September being REALTOR® Safety Month, Donny Allen joins Monica on the show today to talk about safety on the job —best practices to keep yourself and your clients safe. Monica and Donny discuss effective ways to help REALTORS® live in confidence, not in fear. Donny grew up on large farms and ranches and had to learn to defend himself from the different animals and also gained a heightened mindset of awareness. When he got started in real estate, he found he had a passion for teaching REALTOR® safety. When you think about safety, it’s not just physical safety; it’s our reputation’s safety and financial safety. Situational awareness is key to the real estate business now more than ever. Some vulnerable situations are meeting clients at unfamiliar properties, sitting in an open house alone, and even issues like cybersecurity. Donny shares safety tips for meeting strangers or new clients. If you don’t know the client, try to meet them at the office first, rather than meeting them at the property. If you’re able, take someone to go along with you. Also, be conscious of what time you are meeting new clients, and arrive early to get a lay of the property. Monica talks about the protocol she uses for herself when meeting clients. It is important to have some sort of consistent system or policy so all potential clients are treated fairly. If you run an office or a brokerage, it is important to have an office policy as well. There also needs to be training around agent safety so everyone is aware and follows the same policy. Donny and Monica talk about the public reaction to some of these safety precautions. For the majority, these safety measures are met with positive response because it protects not only the REALTOR® but also the client. In any situation, it’s important to approach your decision based on your training and experience. Donny shares some statistics on the self-defense weapons REALTORS® carry. If you don’t think you can use a weapon for defense, don’t carry it. Regardless of what philosophy you adopt in your own business, make sure you have a plan for getting out of potentially dangerous situations, and practice that plan so you can execute it should you ever need to. Donny shares some of the statistics on how many agents have experienced safety concerns, whether a physical attack or cyber attack. Thirty-three percent of all REALTORS® have felt uncomfortable in a situation. Monica shares her own experience with this. There are some safety apps you can download to your phone to help keep you safe. It will come down to what is best for you, but some apps Donny recommends are CentraLock, SupraBox. Many smartphones also have an emergency SOS feature. A battery-operated noisemaker that you keep on your person can also be very effective. While these apps and devices are valuable, don’t put all of your comfort in an app. Make sure you have some sort of backup. Donny’s parting thought for agents is to have a plan and practice different scenarios. Take a self-defense class, and always be willing to ask for help or take a buddy. The most important thing is to trust your instincts and increase your situational awareness. Tweetables: “I believe that with good planning, people are aware and prepared and they don’t need to live in fear.” — Monica “That’s exactly what I want to point out. I want to bring your awareness to not only what you’re doing, but what they’re [the client] doing as well.” — Donny “We’ve talked a lot about weapons, but I would always say getting away from the situation is best.” — Donny Guest Links: Donny’s Website Nar.realtor/safety Nar.realtor/safety/56-safety-tips-for-realtors Additional Links: crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Donny Allen ABR®, CIPS, CL, CLHMS, CRB, CRS, GRI, MGRI, MRE, PMN, SRS, AHWD, e-PRO®, PSA, SFR® Donny Allen is a Broker/Owner and Agent with Keller Williams Realty of Southwest Missouri located in Joplin, MO. Donny began his real estate career as a salesperson with Century 21 Associated Ltd in 1996. Donny holds the ABR®, CIPS, CL, CLHMS, CRB, CRS, GRI, MGRI, MRE, PMN, and SRS designations in addition to the AHWD, e-PRO®, PSA, and SFR® certifications. He has been teaching, training, mentoring, and coaching agents for more than 24 years. Donny is a graduate of the 2006 Missouri REALTORS® Leadership Academy and the 2017 NAR Leadership Academy and he was inducted into the NAR RPAC Hall of Fame in 2017 and the REBAC Hall of Fame in 2019. Donny is a hard-working REALTOR® who lives to help and serve at a high level in his chosen profession. What you may not know… is that Donny has a passion to serve and protect his REALTOR® family and others by educating and training them in the areas of safety and security. Donny is an approved NAR Safety Instructor. The Center for Specialized REALTOR® Education allows approved instructors to present Real Estate Safety Matters, a course designed to educate and expand upon some key safety concerns, tips, and best practices. DonnyAllen.com
62 minutes | 4 months ago
043: Building Better Community Connections with Aaron Masliansky
Today’s environment has provided opportunities for REALTORS® to help their communities grow. One of these ways is to create your own media source as a mouthpiece in your community, which is exactly what our guest has done. Aaron Masliansky joins Monica on the show today to talk about the podcast he created, and the impact it’s had on him both personally and professionally. In these uncertain and unprecedented times, we need some new solutions for marketing opportunities and ways to connect with our clients and followers. Aaron invests with his community through his podcast that highlights the many different people in his area and shares their stories. He talks about what hurdles he overcame to actually get started on the podcast, and how the focus of the podcast evolved over time. Aaron talks about the impact of his podcast. Not only is he garnering more attention for himself and attracting guests to be on his show, but he’s also been able to do interviews with very notable people in and around his community. As he learns from his guests, there is a change within as well as a change in others. Aaron uses the skills he’s learned from real estate to help guide his conversation in interviews with his guests. Just letting people speak is important; you learn through the conversation and the more you practice, the more you can hone your technique. Don’t let your uncertainty keep you from moving forward — you’ve got nothing to lose! There are many outlets to explore, depending on what you’re interested in and what you’re good at. It’s not necessarily the medium that matters, but what makes you feel comfortable and what resonates with you. There isn’t one right way to create content for your followers or your community. The podcast medium does allow for more in-depth conversation than some other mediums. Aaron and Monica talk about how you can reach success through the podcast medium. While success is different for everyone, Aaron’s success comes from being to shine a light on the guests who come on his show, and make a positive change in their lives. Aaron and Monica talk about the impact the podcast has had on Aaron’s real estate business. One of the best ways to get business is to be well-connected in your area, and not just in the real estate business! Continue to show up in person and in ways people can see you. Monica and Aaron talk about finding a platform that works for you. Whether you’re introverted or extroverted, like photography or prefer writing, there is a platform for you to create and have your voice heard. The most important thing is keeping it authentic for yourself. The possibility of burnout is real and likely, especially if your content is in addition to a full-time job or other obligations. Aaron talks about the way he has streamlined his podcast production, as well as other tips and tricks he has for preventing burnout. If you want to do something like this, make sure you give it some time. Don’t worry if it’s not perfect right away. It may take time to get the results you want. Have some fun while you figure it out! Aaron’s final word for listeners is to go to what you enjoy and be passionate about whatever you do. You never know what doors you might open for yourself or others. Tweetables: “It doesn’t matter the medium. I don’t think the medium matters, it’s how you feel comfortable.” — Aaron “Because I have this platform, I have given someone this opportunity to have the light shined upon them.” — Aaron “One of the best ways for REALTORS® to get business is to go about their life in the community they live in.” — Monica Guest Links: Skevanston.com Links to the Podcasting Handouts on Monica’s website: funtentionalliving.com/wp-content/uploads/2018/06/Getting-Started-wi… funtentionalliving.com/wp-content/uploads/2018/06/Getting-Started-wi… Additional Links: crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Episode with Mor Zucker Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Aaron Masliansky lives with his family in Skevanston, which is an area of Skokie that has an Evanston mailing address and school districts. Residents have dubbed the area Skevanston because of the mix of both towns. Aaron is a REALTOR® at Dream Town Realty in Evanston and is connected with his local and global community. He is a Young Professional Ambassador with the Chicago Council on Global Affairs. a fellow with the UNA Chicago Engage an Embassy Fellowship, on the Global Real Estate Council at the Chicago Association of REALTORS® and on the Young Professional Committee with Illinois Holocaust Museum & Education Center.
63 minutes | 5 months ago
042: Talking Data with Jessica Lautz from NAR
Today’s episode is all about the data! Our guest, Jessica Lautz, is the VP of Demographics and Behavioral Insights at NAR, where she focuses on different trends in the industry and how this directly affects different housing markets. In today’s episode, they discuss the transforming market due to COVID-19 and trends that the data is reflecting. They also discuss the impacts of this data for the coming months, and what the next few months look like for agents across the nation. It’s important to know about and understand data as a REALTOR®. Understanding the nuances of the data helps you track changes in preferences and demographics, as well as other aspects that can help you plan for the coming months. The data can also help you see the bigger picture around trends you may be noticing in your own market. Monica talks about how she has applied surveys and data in two of her own listings. Jessica talks about some of the trends that we are seeing during this time of COVID-19. One of the big trends is getting houses move-in ready so that when sellers are ready to put their houses on the market they will be ready for the buyers. They also talk about the contrast of downsizing — in size and money — while some people are looking for larger spaces to accommodate work and school from home. REALTORS® can access this data and research on social media and on the NAR website: nar.realtor/research-and-statistics. Jessica talks about the process of gathering their data, and some of the data sources they use, including their members and information from government sources. They extract the things that are important for consumers to understand. This content is great for agents to share with their clients in their regular communication. Jessica talks about some of the results of COVID-19 that will impact the next six to eight months, or maybe even longer. Two of the biggest things cropping up are more office space, but also more outdoor space for recreation or gardening. There is also an increase in multi-generational housing; they also talk about the potential for a baby boom and pet adoption. Monica and Jessica discuss how these trends affect different demographics of home buyers. Jessica and Monica talk about the specific demographic of younger and older Millennials, and how Wi-Fi and working from home has been a big shift in where they are buying, and when they are buying. They also talk about what trends they are seeing in older generations, in terms of their debt, retirement, and multi-generational housing. The data shows that there is a strong recovery for the economy right now. Monica and Jessica talk about the importance of affordability in this market, and the inventory shortage. Interest rates are low right now so some buyers are able to enter the market. As agents, if you dig into your markets and go beyond the MLS, you might find the inventory to help your clients. It’s important to have patience right now in this transforming market. COVID-19 is changing so much about real estate, and buyers are receptive and eager for the personal relationship with their REALTOR®. One of the recent things Jessica has looked into is how legalizing marijuana has affected the commercial sector and residential real estate. There is an increased demand for storefronts and warehouses in the commercial sector, but Jessica talks about some of the complications it is causing for the residential areas. Looking at the laws in states where it’s legal and connecting with agents in that state can be helpful to apply to your market. One final tool they highlight is NAR’s Right Tools, Right Now program. This program features new resources and discounted classes to support real estate professionals during the COVID-19 era. Using these resources can provide the information you need to work with new consumers who are out there and ready to buy. Tweetables: “When we close a data set, it’s like a box of chocolates — you don’t know what you’re gonna get until you really start diving into it. You start seeing what people’s opinions are and how they’re changing.” — Jessica “Without understanding what’s going on in local markets, we can’t grab that data.” — Jessica “Go look for the inventory. I think sometimes it’s out there, and if you can get it in advance, you’re doing everyone a service. Plan for the long-term rather than live in the urgency of the day-to-day MLS.” — Monica Guest Links: Instagram: @narresearch Twitter: @NAR_Research Facebook: NAR Research Nar.realtor/right-tools-right-now Additional Links: crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Dr. Jessica Lautz is Vice President of Demographics and Behavioral Insights at the National Association of REALTORS®. The core of her research focuses on analyzing trends for both NAR members and housing consumers. Through the management of surveys, focus groups, and data analysis, she presents new and innovative ways to showcase results. Jessica received her Doctorate of Real Estate from Nottingham Trent University in the UK. She has a Master’s Degree in Public Policy from American University and undergraduate degrees in Political Science and Law and Justice from Central Washington University. She has four cats and enjoys yoga and wine.
49 minutes | 6 months ago
041: The Future of Digital Closings with Marvin Stone
In this episode, Monica and her guest discuss another area of real estate that is adapting during this time of pandemic: the closing process. Many of the recent topics have focused on how to navigate the environment we’re in with social distancing. The online and mobile methods of closing that Marvin talks about today are ready to be put into the mainstream process. Be on the lookout for them and add them to your tool belt! The closing situation has been shifting for a while, but COVID-19 has forced some changes in terms of where, when, and how closings are happening. Traditionally there have been two primary ways of closing: table closings and escrow closings. Over the past few years, it has gradually moved online. This allows agents, buyers, and sellers to review documents before it’s time to sign them. Marvin shares the history of online closings; when it first started, there were only about three or four companies doing these transactions. RON (remote online notarization) transactions authenticate the identity of the buyer or seller and the notary. Because of the nuance of lender documents, hybrid transactions have been popular to accommodate signatures and other specifics. Many lenders have their own RON platforms. With this global pandemic, people were forced to make changes in a short amount of time. The definition of “in-person” had to change so that things like notarization could be done on video instead of face-to-face. Another method is a PRON transaction (paper remote online notarization), which is like a mail-away closing, where they receive and sign the papers on video and send them back to the lender. Marvin shares some different specifics of how these scenarios could play out, especially if the parties are in two different states or one party isn’t technically savvy. While some of the technical aspects of closing transactions are worked out online, the elements of support and celebration are missing when their REALTOR® can’t be there. Most of the remote platforms allow multiple people to be on, so the agent could “be” there remotely. The convenience of these different transactions (RON, PRON, RIN) will likely carry forward even after emergency orders are lifted. The title/escrow industry is different all over the country, based on the local practice. RON and PRON have to adapt to the different laws of each state. As an agent, it is good to know what these laws are and what is available for an online closing. These efforts have come from many different organizations to get new options in motion: NAR, MISMO, and ALTA. This trifecta working together helped to make sure processes were standardized, and all different perspectives and needs were considered and met. Everything is in place, and it’s time to start adopting some of these methods. There is also still the option to have your paper closing. Marvin shares a quick explanation of title insurance, and why it’s good for clients. It primarily protects homeowners against financial loss, so they get what they pay for. It protects against the unknown. There are many things that are brought together by the title company, and it ends up being a very valuable service. As an agent, check with your escrow or title professional to see what options are available to help your clients during these changing times. The more you know, the more power you have to help your buyers and sellers. Tweetables: “It’s really come all the way from having to go somewhere, to now the transaction is sort of coming to you as the buyer, seller, or REALTOR®.” — Marvin “That’s kind of the trifecta. When you look at MBA, NAR, and ALTA, that’s a lot of people really coming together to make it all work.” — Marvin “We can keep doing the paper in-house closing as we want to, but we know that this option is available for the client who needs or wants, and we’ll jump in when we need to.” — Monica Guest Links: Blog.stewart.com/stewart/author/mstone/ Linkedin.com/in/marvstone/ Additional Links: crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Marvin Stone Senior Vice President, Business Integration / Innovation Council Leader Acting as a strategic business partner focused on industry outreach to real estate, mortgage, and title agencies. Leading Stewart’s Innovation Council that is focused on discovering and leveraging technology solutions for strategic business outcomes. Actively involved in ALTA efforts to advance the industry, including the Best Practices Task Force, ALTA Registry Design Group, ALTA Fintech Workgroup, Closing Insight Advisory Board, Signing Professionals Workgroup, MISMO Fee Naming Group, MISMO eClosing workgroup and more. A frequent speaker at real estate, mortgage, and title events, having spoken at ALTA, National Settlement Services, state MBA events, and REALTOR® strategic planning events. I actively discuss and follow numerous innovation topics on Twitter with thought leaders from around the world on topics such as innovation, mortgage technology, real estate/proptech, Fintech, automation, robotics, artificial intelligence, Internet of Things, and more — Follow me on Twitter at Twitter.com/MarvinStone for daily updates. Prior to joining Stewart, he served as chief information officer for a large, West Coast title agency, as well as holding customer-serving technology positions with other national underwriters. Previous to entering the title industry, Marvin was in a management role for a national mortgage lender. In this episode, Monica and her guest discuss another area of real estate that is adapting during this time of pandemic: the closing process. Many of the recent topics have focused on how to navigate the environment we’re in with social distancing. The online and mobile methods of closing that Marvin talks about today are ready to be put into the mainstream process. Be on the lookout for them and add them to your tool belt!
62 minutes | 6 months ago
040: Financial Considerations for You and Your Clients with Ryan Bokros
Even though financial experts don’t agree on where we’re headed economically, there are still principles that can help you improve your financial situation in any market. Today’s guest, Ryan Bokros, joins Monica to talk about some of these practical principles that you can start applying today. They cover expenses, savings, lending, the current market climate, and what you can do now to make sure you come out of this time successful. One of the most important basic financial rules is to treat your business finances like you would your personal finances. Keep a separate checking account and a savings account, and a credit card specific to a purpose. For agents, as you start to get in touch with your expenses, go through all of your monthly fees and really identify where your money is going, and how often you are utilizing the products of those charges. If it’s not an essential part of your business, start looking here first for places to gain control. You can prioritize products or software by things that provide a benefit — making you money, or helping you stay more connected. Ryan and Monica discuss some of the kinds of marketing and different apps people might be using where you could save money, especially during this slower time. If you can’t correlate a cost per lead to close, this would be a good place to cut costs. You also need to watch out for annual subscriptions; you can look through your credit card bills to help track these things. Savings is an interesting discussion; a big part of savings comes back to lifestyle and how that correlates to the income that you have. Prospecting income in real estate is different because you don’t necessarily have a paycheck every two weeks. Ryan talks about a quarterly savings structure, and using more of a chunking method instead of giving a percentage of a check, for example. It is wise to keep at least a few months of cash in an emergency fund that you can access when/if needed. This will be especially important as things start to turn in the coming months. As you cut your expenses, don’t forget to save! Today’s lending environment is very fluid, even from day to day. When giving your clients information, keep it broad. Give them enough information that they will come to you when they are ready or have questions. If you don’t have one person that you would trust to do your own mortgage, then you’re behind on being able to provide the best advice to your clients. A trusted relationship with your own lender is crucial to be able to share the best information to your clients. Ryan and Monica talk about how the big banks can help predict trends that may trickle down to smaller, local bank lenders. Keep your finger on the pulse for yourself, and also build those trusted relationships so you can supply information to your clients. Ryan and Monica briefly touch on our current situation with the forbearance issue and deferrals. All of the banks are going to handle these differently when it comes time for people to pay these back. They talk about the likelihood of an inventory struggle coming out of this, and what consequences may follow. As agents, we don’t have to understand all of this, but we do have to understand that there is change happening that we may not fully understand yet, but that will affect us and our clients. We may need to step back and focus on advising, rather than buying or selling. This will be the difference between agents who come out successful from this time and those who don’t. When it comes to the financial part of your business, be a learner. Be discretionary with your spending, and also intentional about your learning and where you’re getting your information. Keeping people informed can help keep anxiety low, and help clients make good decisions. As an agent or a client, make sure you are always looking at real numbers. Spend some time looking at your finances, and make sure you are set up for success. Tweetables: “For many of us that are in real estate, the chasm between our business expenses and our personal expenses is really close.” — Ryan “Having that emergency fund is huge for a self-employed person because quite frankly, it helps you sleep better.’ — Monica “The people who came out of that with successful businesses were the people who took a step back during that time and said ‘What can I do to effectively make sure that I’m the best person for the consumer right now.’” — Ryan Guest Links: Ryanbokros.com Financial wellness.realtor Mint Additional Links: crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Ryan Bokros has been serving Houstonians in many aspects of the real estate industry for over 14 years. He is a practicing REALTOR® and the Director of Market Development for JP and Associates, REALTORS®. He has been recognized by the Houston Association of REALTORS® as a Top 20 Under 40 Rising Star in Real Estate. Ryan attributes much of his success to being an early adopter of technology while maintaining face-to-face relationships. He holds a belief that technology should enhance the consumer experience, not take away from it. Ryan has developed and executed in-brokerage training programs geared toward engaging the next generation of real estate professionals to understand service through technology. Using his experience as a practicing agent, Ryan has been able to give back to the industry by helping other agents be better at serving their clients. As a respected speaker and educator, Ryan has traveled North America teaching agents how to be more productive with technology tools and streamline their processes to become more efficient. Ryan also proudly serves on many levels of the National Association of REALTORS® and the Texas Association of REALTORS®. In 2019 he served as Chair of the NAR Residential Economic Issues and Trends Forum as well as a member of the Research Committee. He also led the Texas Association of REALTORS® MLS & Technology Committee as Chair for 2019.
51 minutes | 7 months ago
039: Business Practices for the New Normal with Kim Cameron
In today’s dynamic world, the methods and means of communication are shifting, especially for REALTORS®. Maintaining relationships is a key part of the real estate business. Kim Cameron is the special guest on the show today to share some of her systems for staying in touch with past clients and friends. She and Monica talk about the importance of what they are doing now, and how some of these practices may carry forward even once we are out of this time. Kim talks about her mindset when she is checking in with her clients. When you approach the relationship from service rather than sales, it helps to establish long-term relationships when they need help with real estate. Having these routine conversations keeps both you and your clients energized, and you can check in on things not related to real estate. This may also help you find businesses or organizations that may need some support during this time. What we do today is going to affect our business down the road. Kim talks about what preparations she is making as she plans for the remainder of the year. REALTORS® are able to work remotely pretty easily, but they now are empowering their clients to be able to participate in real estate virtually. Kim talks about using FaceTime and a photographer to be able to list properties with very minimal contact or exposure. She also has been hosting virtual happy hours that offer an open forum for clients to ask real estate questions. One of the most important things Monica has found during this time is constant contact, especially when working through challenging situations. It’s important to communicate what you know with your clients, and invite a cooperative approach to keep each other informed. As you connect with and continue to help your clients, it’s also important to find a way to celebrate wins with your clients and find ways to adapt during this time. Kim and Monica talk about some “drive-up” closings and other ways they are able to tweak their arrangements to still provide that personal connection. Kim shares some of the systems she uses to communicate with her team and her clients. One of these is the “Weekly 35” which outlines 35 different ways of communication each week, including hand-written notes, phone calls, and compliments. She also talks about how they have adapted this during our time of social distancing. She also talks about some of the ways they strategically maintain relationships with the top 50 or so clients in their database. Monica has a 4-3-2-1 system that she focuses on. Monica and Kim talk about the potential shifts and changes we might see coming out of COVID-19, specifically a slower market. Real estate is local, so it will vary from market to market, but will likely be slower overall. Kim shares her tips for keeping up with her clients during a longer process. The number one thing is to organize your finances. If you can get your business financially lean, you will be more profitable. Focus on the more economical ways to contact your clients, such as phone calls vs. newsletters. Share the actual data that you can with your clients about your specific market. Kim shares some of the ways she works on price reductions with her clients to adjust to the market. Regular and intentional communication is what will help you and your clients get through this difficult time. You can cater your content to the needs of your clients, and also remain empathetic towards their situation. As a REALTOR® you may have to have some hard conversations, but do it from a place of caring. To wrap up, Kim shares some of her final thoughts on moving into a new normal. They’ve shifted to try to prevent clients from going out to see properties, to save time, and practice safe social distancing. Changing how we communicate with clients about showings may also change the approach for house hunting. As you are communicating with your clients, now and as we move out of this time, listen between the lines for what your client really needs. Tweetables: “The big part of the motivation is just showing you care. Those little calls go such a long way. Right now, since we don’t have as much face-to-face time with people, those calls are deeper and more meaningful.” — Kim “I thought it would feel impersonal, but what I’m finding is it’s not because we’re actually having more face-to-face time with the client that we have in the past.” — Kim “Worst-case scenario, you are showing someone that they are thought of and cared about and you feel glad to connect as well. If that’s the worst-case scenario, it’s all up from there.” — Monica Guest Links: Realtystlouis.com Facebook.com/KimCameronGroup/ Additional Links: crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: Kim is an undiagnosed real estate addict; she lives and breathes real estate from her core since 1997. Kim hails from St. Louis and offers a background in building, rehabbing, property management, and mortgage lending. She built her successful real estate team in 2005 with her husband/business partner Sid and has never looked back. Kim is also a high energy speaker, trainer, and top producing REALTOR®. As an RPAC Major Investor, Kim is committed to advocacy, protecting property rights, and homeownership. She serves the RRC Board of Directors with past service as a Region 6 & Region 8 Vice President, Missouri RRC President, Finance Committee, and Masterminds. Kim serves on the Missouri REALTORS® Executive Committee, RPAC Chair for St. Louis REALTORS® and is the Recipient of 2019 Elizabeth J. Mendenhall E3 Award from Missouri REALTORS® for Energy, Empowerment and Experience.
55 minutes | 7 months ago
038: Virtual Showings with Craig Wilburn
In our changing times, REALTORS® have had to learn to adapt in a way that allows them to serve their clients, while also complying with new laws and policies surrounding COVID-19. Virtually viewing and virtually showing properties is becoming more popular and attainable. In today’s episode, Craig Wilburn shares some of the developments his team has made in creating a process to continue facilitating the viewing of properties during this time. Craig and Monica also talk about some different platforms you can use to create these virtual showings, and what you can do for buyer’s agents to help them out. Even before it was a necessity, Craig has been taking advantage of technology to do some virtual showings. Social distancing has required him to look into all the different aspects of his business and how they carry these out. Craig talks about his first virtual open house experience, and how they structured it for themselves. Some of the logistics of their first virtual open house were to run it on their team/business page, but you might want to consider hosting it on whatever page gets the most likes/traffic. Craig also talks about the personnel involved, and how each person played a specific role to help interaction. You can also create a watch party, which can help engagement. Monica also shares some other things she did for her own Facebook live event. There are ways to get sellers involved! They can help by hosting a virtual tour. Craig and his team came up with their own process to help sellers that has 10 steps, including a CDC-safe walk-through, virtual consults and listing appointments, and emailing documents for electronic signatures. He also talks about the way they handle onboarding, closing, and moving processes remotely. One of the things Craig created during this time was a forum for buyers, sellers, and contractors to help everyone stay connected during this time. Craig talks about what they do for the seller and seller’s agent, as well as the buyer and the buyers’ agent. They are doing the most they can to help people navigate through this time that we’re in. These protocols are to keep everyone in the industry safe and still able to practice real estate. Monica discusses some additional different ways to connect people remotely when it is essential to buy or sell. REALTORS® can help buyers’ agents who want to use video for transactions, by creating a visually stimulating product. Craig and Monica talk about three main ways to do this: Matterport, using the live video, and a short video walkthrough with commentary that can be shared with buyers’ agents. Zillow also has a 3D option and video through their Premier Agent app. Zoom has also been a great alternative for getting your clients what they need during this time. Craig and his team have been able to get clients who otherwise wouldn’t be selling, due to their creativity in finding ways to continue their business. Some of the main platforms you can utilize for speaking and video are FaceTime, What’s App (especially for international clients), Zoom, and Skype. It’s important to use something that’s easy to access and simple to figure out; it should be easily integrated into what you’re already using and doing. Some apps for creating video on your phone are InShot and Quik. If you are able to do something during these unprecedented times, do it! Be supportive of other agents in this industry. For people who need to buy or sell right now, your creative approach will be crucial in helping them. Tweetables: “It’s an opportunity for us to get out there and be visible and be present, and do it in a way that’s respectful of what’s going on. If you can find a way to add value to people who really do have to buy and do have to sell, this is a great way to do that.” — Craig “For those of us that are still able to practice, for now, we have to be really diligent about how we do that, and make sure that everyone knows we are putting every protocol in place to follow the rules, so we can stay essential in the transaction.” — Craig “It’s a great alternative right now for getting people what they need. I think the main part is what we are doing is being creative. We’re thinking outside the box, and we’re giving people alternatives. You can do almost anything virtually.” — Craig Guest Links: TDynamo.com Facebook.com/teamdynamokw Covid – 19 Questionaire items from Craig’s team - http://funtentionalliving.com/wp-content/uploads/2020/04/COVID-19_REAL-estate-Questionaire-1.pdf Virtual Showings Infographics - http://funtentionalliving.com/wp-content/uploads/2020/04/Virtual_Listing_info-scaled.jpg Additional Links: Matterport InShot App Quik rebinstitute.com crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/FranklinMonica Additional Bio: For more than 17 years, Craig Wilburn, the Founder of Team Dynamo, has established the understanding of the real estate market in Gainesville by leading his team to over 1,300 units and over $303 million in the greater Gainesville area. Craig has spoken in dozens of cities about real estate, earning the title of Gainesville’s Number 1 People’s Choice for Real Estate, and gaining the award of top-selling real estate team at Keller Williams Gainesville Realty. More impressive is the fact that Team Dynamo’s top sources of business come from past clients and area referrals, which verifies the endorsement for Team Dynamo. Craig began Team Dynamo in 2005; it is now 13 strong — including a Director of Sales, Director of Community Engagement, Listing and Buyer Specialists, Inside Sales Agents, and a dedicated administrative support staff. Family man, speaker, REALTOR®, wholehearted husband, and impassioned leader, Craig is a family man and father of five kids which is his highest honor and role. You will often see Craig’s family as an extension of the team in full support of Team Dynamo. Craig’s devotion to the Gainesville area runs deep. He actively serves on various boards for local charities and nonprofits. He’s an esteemed member of the National Association of REALTORS® (NAR) and on the President’s Circle of the NAR’s Political Action Committee (RPAC), which lobbies for legislation that betters the industry and protects buyers, sellers, and agents. In addition to these commitments, Craig is a sought-after speaker and real estate educator. With an enthusiasm for paying it forward (along with a trademark smile), he inspires and encourages fellow and aspiring professionals in Real Estate. Craig believes that better REALTORS® make for a better community and he is committed to making that a reality. Craig attributes Team Dynamo’s continued success and growth to the meaningful relationships the team has built among clients and within the community. Through exclusive, unrivaled customer service combined with a streamlined, systems-based methodology, Team Dynamo will remain the team in Gainesville known to be trustworthy, genuine, creative, compassionate, and driven to provide its clients with nothing but the absolute best.
67 minutes | 8 months ago
037: Life Management in Real Estate
Establishing a work-life balance is important in overall life management. In today’s episode, Cheryl Knowlton returns to the show to talk about life management in real estate. It can be challenging to set boundaries when you don’t necessarily work a traditional nine to five job. In this episode, they talk about making shifts in our business, what systems you can put in place, and the importance of making time for yourself and the people you love. As you listen, take a breath, and use this opportunity to think about what changes you may need to make. Many people get into real estate for the job flexibility, but sometimes this flexibility can backfire and turn into too much work or end up taking an emotional toll. Cheryl talks about some statistics about some realities in real estate. One of the biggest factors to upset work-life balance is expectations — of what the industry really is and what it requires. Cheryl shares her own journey of getting into real estate. She started on the mortgage side of things, and after getting her real estate license, she had to change her mindset and her skill set. Education and designations were instrumental in getting her to where she is today. Education can help you restructure and improve your business in ways that will remove stress from you and your clients. Cheryl shares a resource you can use to identify and diagnose what aspects of your life are out of balance. Knowing this can help you pick out the pain points that you need to adjust to balance things out. Use the code BONUS with the Self-Assessment link below to find out yours. She talks about the importance of having a coach or accountability partner and setting measurable goals. If you are struggling to find balance, it is important to get feedback from others. You can identify which area is causing you stress, and then focus on fixing that. Monica talks about taking a sabbatical, and how this helped to reinvigorate her business. They talk about things you can do on sabbatical, to refuel not only in business but also in your personal life. Cheryl talks about her daily schedule, and how having systems in place helps her keep her business structured. Anytime anything isn’t working, we need to create a new system to figure out how to make it work. Monica and Cheryl talk about some of their business systems, including a transaction coordinator, an assistant (if you can), and also people to help with other chores so you can take things off your own plate. Make today count — whatever systems you are putting in place for your business or personal life, it’s important that it’s affording you more time to be with the people that you love. When you’re with them, try to make sure you don’t have any outside distractions so you can be in the moment. Setting these types of boundaries is especially important for individuals who don’t work a traditional nine-to-five job. Setting goals for your personal life can also inspire you to work harder. Having goals that are beyond paying the bills can keep you motivated. Cheryl talks about 10 areas in her life and the goals she is working toward in each area. She also shares how she is able to find joy in each area, even when it’s hard. As you set these goals for yourself, make sure they are things you are in control of. When you control what you can control, everything else seems to fall into place. Tweetables: “Anyone who has any business background at all, you don’t have to have an MBA to know that starting a business of any kind is expensive, and it requires blood, sweat, and tears.” — Cheryl “No matter where you are in your real estate career, education is the key to get you behind the wheel of that Ferrari and help you drive it successfully.” — Cheryl “Any time we do something, even if it’s a small thing, that creates marital harmony or greater happiness in ourselves, that has ripple effects on every aspect of our lives.” — Cheryl Guest Links: Cheryl’s Book Cherylknows.com Workpurposefully.org Self-Assessment Clever Fox Planners Passion Planner High-Performance Habits: How Extraordinary People Become That Way, by Brendon Burchard Presence: Bringing Your Boldest Self to Your Biggest Challenges, by Amy Cuddy The 5 Second RuleTransform your Life, Work, and Confidence with Everyday Courage, by Mel Robbins Additional Links: rebinstitute.com crdpodcast.com Online learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bio: Cheryl Knowlton is the CEO and Chief Energy Officer of Dynamite Productions, Inc. A 20-year veteran of the real estate and mortgage industries, Cheryl works with real estate professionals who want to increase confidence through compliance and elevate their expertise through education. Cheryl is a proud member of the National Speakers Association and holds the highly coveted Certified Speaking Professional (CSP) Designations as well as the Distinguished Real Estate Instructor (DREI) designation, given by the Real Estate Educators Association. She also holds fifteen designations and Certifications bestowed by the National Association of REALTORS®. A record-breaking recruiter, licensed broker, and real estate sales and mortgage expert, Cheryl specializes in enthusiastically empowering excellence by consistently delivering highly engaging, timely and relevant content. Cheryl’s programming ensures that today’s real estate licensees and brokers have the tools they need to hit the ground running to raise the bar of professionalism in the real estate industry. Cheryl is the author of Burn the Hamster Wheel: Stress Management Strategies for Today’s Real Estate Professional. She is consistently working to fight overwhelm and burnout and to “burn her own hamster wheel” in her personal and professional life through long runs, loud concerts in the car, weekly massages, and playing with her grandbabies and her dog, Buzz Lightyear.
60 minutes | 9 months ago
036: Brokerage Basics and Beyond
It’s important for agents to know about brokerage models and how they can best use the services to their advantage based on their needs. In today’s episode, Keith Davis is on the show to talk about good practices and processes for brokers, and how they can build a great culture for their agents. They cover the importance of brokerages being a supportive resource for their agents and how authenticity can enhance the customer experience not only for agents but their clients as well. Keith has been the managing broker for two offices in Virginia for Nest for about four years now. Each state operates differently in regards to how many offices you can be over as the principal broker. It all depends on what services a brokerage office is trying to offer. One of the most important aspects of a brokerage is risk management, and the second piece is training for expertise in the real estate industry. At Nest, they stress this training so that their agents can understand vendors in other industries and better help their clients. You need someone who understands the roles of other partners in a real estate transaction, that can explain it to the buyer and the seller. It comes down to brand management in addition to risk management. Keith talks about the importance of finding and training agents that are in line with the values of the brokerage firm. Brokerages need to be focused on who is in line with them, the culture they are trying to cultivate, and the business they are trying to attract. There are many different brokerage models, and in the market, there is a space for everyone. At Nest, they look at as many different industries as they can to get ideas about their business model. Monica and Keith discuss the different advantages of physical versus online retail. It is the same thing with brokerages — what is the statement that is received when people walk into your establishment? Keith talks about some of the things they do at Nest to build this culture and make this statement, including a party to thank their clients each year. Part of the value proposition of a brokerage firm is the confidence of being in front of the client. Confidence is improved when you have clear products in front of you that you can use with your clients. Some of these products include data and marketing; the brokerage can provide access to these tools. Monica and Keith talk about competing brokers. It’s important to be a resource for your agents, rather than part of the competition. Choosing not to compete can really help strengthen the sense of trust in an office. This can be more difficult in smaller markets. They talk about the difference between being out in the sales field versus management. This has shaped the way they approach the growth of their agents at Nest. A full-service brokerage impacts their sellers and buyers on a daily basis that makes them excited about the service they are receiving. You also have to decide the length of relationship with clients — when does it start and when does it end? The least expensive customer is the one you already have. Keith talks about the importance of hanging on to the agents they have and creating an environment that helps their agents thrive. When their business grows, your business will also grow. Keith’s last word for brokers is that the most important factor is authenticity and being true to your own voice. If what you’re creating is true to you as a broker and how you want to treat clients, then you will be set up for success in the future. Authenticity and genuine relationships allow businesses to grow. Tweetables: “If you don’t have a working knowledge of what your vendor partners are doing and what their role is, your ability to assist your client is limited.” — Keith “That’s what people want from real estate. They want to have an agent who is connected with them beyond just being able to show them property.” — Keith “Authenticity is that you are focusing on a thing that is true for you.” — Keith Guest Links: email@example.com Additional Links: CRD Episode 24 with Pete Blank homebot.ai rebinstitute.com crdpodcast.com OnlineLearning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bio: Keith Davis is a Founding Partner and Principal Broker of Nest Realty, a brokerage based in Charlottesville, VA. Nest currently has 15 offices across Virginia, North Carolina, Tennessee, Kentucky, and Georgia. Keith’s first foray into real estate began after college when he worked for a regional mortgage company, first in production and then, compliance. This took him into the start-up world where Keith worked with several companies in high-growth mode, focusing on new product launch and IP commercialization. During this period, he earned his MBA from UNC’s Kenan-Flagler Business School with a concentration in real estate development and finance. Keith began selling real estate nearly 15 years ago, where he has worked exclusively in the residential arena, representing developers, builders, homeowners, and buyers. After helping to found Nest in 2008, he initially worked in sales and is now the Broker for multiple offices and works with the Lead Brokers at the other offices in business planning, coaching, training, and general support. In the Charlottesville office, he has developed a two-year new agent training program that assures that even new agents exhibit a level of expertise that supports the Nest Brand in the marketplace. He oversees the firm’s data management efforts, including publications as well as risk management and training. Nestrealty.com
60 minutes | 10 months ago
035: Technology Advances to Watch with Craig Grant
The Real Estate Tech Guru Craig Grant joins Monica on the show today to do a tech overview in the real estate industry. They discuss several different tech items that are around or will be around in the next 5-10 years, and how this will directly affect REALTORS® and agents. This is a great episode to familiarize yourself with tech concepts that are prevalent in today’s real estate climate. The first tech item they talk about is the next generation of cars. Right now cars are starting to integrate with smartphones and AI; down the pipeline, there will be developments that will change real estate. 100% autonomous driving is going to change the look of a car, and what kinds of garages and car-related amenities people will need. Smart homes are growing more than we realize. Over 50% of US households have a smart speaker, like Amazon Alexa or Google Home. You can get three smart devices and qualify yourself as a smart house. Smart house technology is going to continue to grow, especially now that younger generations are interested in real estate. Smart home technology can also provide companionship for the aging generations. For safety, it is crucial that your devices and your network are locked or password protected. Craig talks about a few other things to think about as a REALTOR® in a smart home. The third piece in the tech world is internet-based tools. Today, most agents rarely have to go into the office because the cloud allows people to be more mobile and work remotely, rather than in a physical office. EXV is one of the fastest-growing companies, and they do everything through an internet portal. Craig and Monica also talk about the tech arms race and the implications on REALTORS®. Big data and predictive analysis is the collection of massive amounts of information, then using that data to predict what will happen in the future. This stuff already exists in the real estate market, but there are developments that will allow it to work with your MLS. It’s like getting coupons on the things you already buy. Artificial intelligence is when a computer is learning your behaviors, and attempting to act like a human. The most common form of this is a chatbot, where a computer is available to respond to clients at any time of the day. In the next few years, we may see where your CRM can basically work as your personal assistant. AI also influences algorithms. This helps both buyers and sellers by providing more detailed searches and descriptions. Craig and Monica talk about some cybersecurity concerns, and what type of things REALTORS® have control over. Most don’t realize how many problems they could create in the tech/legal world. Agents often collect more information than they really need. They talk about some of the specific types of information we don’t need and encourage REALTORS® to just stop collecting it. PII and wire transfer fraud are the two biggest offenders when it comes to cybersecurity concerns. Letting vendors handle this information can remove you from these situations. Craig talks about some other things you can put into practice to help protect you from data breaches. iBuyers are another facet of technology in the real estate market. The problem with the iBuyer model is that while the sales pitch is awesome, they wrap in other costs in the inspection and closing costs. People who sell their house through an iBuyer are losing about 15% in a transaction. Augmented reality is being used with virtual staging, and virtual reality could be used to do a rendering on a property before anything is even built. While augmented reality is already mainstream, virtual reality will be mainstream in probably the next 10-15 years. The last tech item they talk about is 3D printing homes (contour printing). It’s already happening, and the idea is that you can build an entire house all through 3D printing. This would greatly diminish the time spent to build a house, as well as money spent on labor. The major builders are working on this to see how they can build entire communities. Most REALTORS® are scared of the technology, but this stuff will help the business. Don’t be afraid to reach out and learn new things — you never know how it will boost your business! Tweetables: “Your relationships are still the best way for you to get business and maintain business, and that’s what people want in the real estate business. That’s going to be what we carry on into the future as we adapt to these things.” — Monica “I think a REALTOR® needs to understand it, they need to learn how to sell against it, and give their customers options and realize it’s out there.” — Craig Guest Links: https://craiggrant.info https://reti.us Consumer Electronics Show Additional Links: OnlineLearning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNxBlog.com Additional Bio: In addition to being the CEO of RETI.us, the Real Estate Industry’s Online Home for Technology Education, it is because Craig Grant has an amazing ability to present technology topics in a fun and easy to follow way that the average REALTOR® can not only understand it but go home and apply the knowledge and tools they need to succeed in today’s fast-changing real estate marketplace. With over 150 speaking engagements around the country each year, including some of the industry’s top events with sessions for NAR, many state associations, national franchises and more, it is easy to see why Craig is considered the Real Estate Tech Guru. Craig has a collection of very popular classes that deal with helping today’s REALTORS® use all facets of technology, the Internet, websites, social media and more in their business and daily lives and would be a great addition to your educational calendar. Background Craig Grant grew up loving all things technology and the Internet. After graduating from the University of Florida he spent nearly a decade as the regional manager and corporate trainer of the New York Times Regional Media Group. Craig then created The Real Estate Technology Institute (RETI) and EasyRealtySites, two companies whose focus is on creating partnerships with REALTOR® associations and companies and helping elevate their members through technology education, training, and solutions. Craig is a certified GRI, CRS, e-Pro® and RPR® Instructor for all technology and marketing courses, a member of the GRI Task Force & former Chairman of the Florida REALTORS® Education and Technology Committee. In his spare time (that isn’t spent online) Craig is a sports fanatic who can be found participating in or watching sporting events with family and friends.
65 minutes | a year ago
034: Resort and Second-Home Properties
Resort and second-home properties can be located anywhere! They are becoming more and more popular in small towns, as well as the coastal cities and mountains. In this episode, Holly Mabery joins Monica to talk about her own experience working with investment and second home clients in Sedona, AZ. She shares ideas for marketing, building connections with buyers, and highlighting what’s so special about your community. More and more, real estate is becoming a great leverage tool. Homeownership has expanded to where people have a second home for personal enjoyment, and also more people are choosing to invest in real estate rather than another avenue. A hybrid they are seeing more and more is when people buy a house and can use it for personal use 14 days a year and rent it out the rest of the time, and it still counts as an investment property. This trend is increasingly becoming more popular as a gateway to making memories with family and friends. The resort and second home market has shifted from the mountains or the beach to more small town, slow-paced areas. As an agent, there’s an opportunity to accent your local lifestyle that can make a huge difference in marketing. People will always need a place to live, but as agents, we can show people how to live in your market. Showcasing what you love can help build connections with clients. There are a few different options when it comes to financing for investment and second home properties. Working with a local lender is key. For second homes you’re typically looking at 20% down, and investment properties are usually 25% down plus an interest rate. Some challenges that come with investment or second homes that are being rented out is that the owner has to be available 24-hours-a-day. In many instances, you have to live within a certain distance of the property. Some unexpected costs to note could be a property manager, furniture in the unit, replacing appliances, etc. The resort/second-home certification goes through making good choices in investment properties. It allows you as the REALTOR® to become a trusted advisor to investors. You’ll get an understanding of the financing, as well, so you can help your clients make the best choice for them. Another important thing to be involved in is government in your area. Either get involved yourself or get connected with a group that shares frequent updates about what is going on in the area, so you know how to be proactive with what’s going on. If you already involved, maybe you can be that resource for your market/community. Homeownership is the biggest investment someone is going to make in their life. It’s a financial, emotional, and family investment. As REALTORS®, if we help them navigate and negotiate, it makes a huge difference. Focus on what you love about living there, and what investors can expect if they live there. Highlight local businesses and bring them to the forefront. Other resources to check out are city parks and recreation, or your county health services. Both usually have different programs depending on what’s going on. As you get to know potential clients, you can address their interests, hobbies, and concerns so you can start to assist them in feeling at ease. Holly and Monica talk about furniture in the property. When it comes to furniture in the property, best practice is to do it on a separate bill of sale. The seller needs to get very specific about what they are leaving behind. Sellers need to make sure they remove any personal and valuable items before the property goes on the market. Once the seller creates the list, it needs to be made available to potential buyers. Make sure your separate bill of sale is contingent on a close. Holly talks about some things to keep in mind when working with investment and second-home buyers. It’s important to over-communicate, especially since they may not be local. Using programs like Zoom or Google Hangout can be helpful. It also allows you to set up expectations ahead of time. Some things you want to be able to note are what potential buyers can expect to be able to do year-round in your community and what amenities they will be provided (internet service, etc). Holly has also recently started tracking direct flights and doing some reverse marketing to find your feeder markets. One of the things that Holly does is create a lifestyle map around the areas where she has potential buyers. As we start this new decade, embrace what you love about where you live and tell that story every day. Instagram is a powerful medium for advertising what’s great about where you live. Guest Links: Hollymabery.com AZheartland.com Additional Links: OnlineLearning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses for REBAC and REBI classes. CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bios: Holly Mabery is a third-generation REALTOR®, growing up and still working primarily in the Verde Valley, Prescott, and Sedona areas of Arizona. She obtained her real estate license in 1998 and has had a varied career over those 21 years working in residential resales, land, multifamily, and foreclosures. In 2012, she served as President of the Arizona Association of REALTORS® and was honored with the Arizona Association of REALTORS® 2012 REALTOR® of the Year Award. In 2014, Holly was recipient of the Distinguished Service Award for the Arizona Association of REALTORS®. In addition to her volunteer work, Holly is Co-Owner of REal Chaos Solutions, a real estate training school and is a national instructor for several designations and certifications. Holly loves the Northern Arizona lifestyle and serving the communities she has lived and grown up in. On any given weekend or free time, you can find Holly and her family taking in all that Northern Arizona has to offer. “We love adventuring and some days that’s hiking in Sedona, first Saturdays in Jerome, Beer School, paddle boarding on the Verde or Wine Tasting in Cornville; I absolutely love where we live,” says Mabery.
65 minutes | a year ago
033: Book Reviews for 2020 Business Building with Cheryl Knowlton and Kristy Hairston
As we approach the end of another year, it’s time to start thinking about business strategies and what we can do to boost our business in the new year. In today’s episode, Monica speaks with Cheryl Knowlton and Kristy Hairston about some book suggestions for building your brand, personal development, and business strategies. Both guests stress the importance of reading, and with a curated list like this, you’ll know right where to start! Cheryl Knowlton Cheryl loves to read! Not only physical books, but Audible is a great hack to get more books in. Both Cheryl and Monica have their book lists on their websites, and you can also check out Goodreads, a social media platform for book sharing. The first book they discuss is Never Split the Difference, by Chris Voss. Chris was the chief hostage negotiator for the FBI, and the book focuses on different types of negotiations. In some cases, you literally can’t negotiate for half of whatever is at stake, and this book teaches you the skills to never settle for half of what you want. You can also access Chris’ material on YouTube. Cheryl and Monica discuss the idea of a win-win situation if you never split the difference. The book provides scripts and scenarios that can help you navigate different situations. They also talk about the “black swan” as a key to negotiation, and how knowing what the black swan is can change the course of the deal. The next book is Unfu*k Yourself, by Gary Bishop. Though the title is a bit colorful, it is a great personal development book. It helps you be intentional about the things that are hijacking your life. The companion workbook is an aid to help you work through these things and make real changes. The way to make fundamental changes is to make promises with ourselves, and hold ourselves accountable to those promises no matter what. Think and Grow Rich for Women, by Sharon Lechter is a great book about not only how to make money, but also talks about other motivations beyond just making money. Money means different things for different people. It uses the same language and terminology as the original, and has a lot of great quotes and affirmations, especially for women. The last two books they discuss are both from author Sally Hogshead. Fascinate is geared toward understanding branding in corporations. She took this same information and put it into How the World Sees You, which focuses more on branding for individuals. There is also a code in the back of the book for a quiz to determine your primary and secondary advantage, and how to use them. Books allow you to connect with very powerful people without having to be physically with them. Reading can make you a better real estate professional, husband or wife, son or daughter, and all-around human being. Kristy Hairston Getting Everything You Can Out of All You’ve Got, by Jay Abraham has 21 ways you can outperform your competition. It focuses on mindset and looking at other industries for principles you can apply to real estate. These steps can help you form your brand around the customer experience. The book also provides tips on how you can get clear on who you are and what you’re setting up for yourself. Kristy and Monica go in-depth about the customer experience, and how we can draw on different industries and apply those ideas to real estate, especially getting consistency in your customer experience from open houses to closing gifts. Ninja Selling by Larry Kendall focuses on the flow Kristy referenced. Sometimes we don’t have a referral-based business because we aren’t “in flow” with them. It focuses on two types of flow, auto-flow and live-flow, and how you can continue to deliver to your current customer base. It will help you identify your “Ninja 9,” nine successful habits that are done each week. Kristy talks about how she combines the ideas and principles of the two books mentioned to better suit her business. The book To Sell Is Human, by Daniel Pink is a research-heavy book that breaks down the different layers of information about our careers and industries. There are case studies across several different industries that can help shift the mindset for REALTORS® in how they present themselves and their product. This book is great for people who are looking for thoughtful insight and data. In this business, don’t forget to be uniquely you! Do that with a system and a brand for yourself. Guest Links: Goodreads Cherylknows.com Workpurposefully.com Never Split the Difference, by Chris Voss Unfu*k Yourself: Get Out of Your Head and Into Your Life, by Gary John Bishop — the book and the companion workbook Fascinate: How to Make Your Brand Impossible to Resist, by Sally Hogshead How the World Sees You: Discover Your Highest Value Through the Science of Fascination, by Sally Hogshead Think and Grow Rich for Women: Using Your Power to Create Success and Significance, by Sharon Lechter Burn the Hamster Wheel: Stress Management Strategies for Today’s Real Estate Professional, by Cheryl Knowlton Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, by Jay Abraham Ninja Selling: Subtle Skills. Big Results., by Larry Kendall To Sell Is Human: The Surprising Truth About Moving Others, by Daniel Pink Real Estate Tech Reboot: Tips for Leveraging Technology to Grow Your Real Estate Business, by Kristy Hairston Additional Links: OnlineLearning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses for REBAC and REBI classes. CRD@realtors.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bios: Cheryl Knowlton is the CEO and Chief Energy Officer of Dynamite Productions, Inc. A 20-year veteran of the real estate and mortgage industries, Cheryl works with real estate professionals who want to increase confidence through compliance and elevate their expertise through education. Cheryl is a proud member of the National Speakers Association and holds the highly coveted Certified Speaking Professional (CSP) Designations as well as the Distinguished Real Estate Instructor (DREI) designation, given by the Real Estate Educators Association. She also holds fifteen designations and certifications bestowed by the National Association of REALTORS®. A record-breaking recruiter, licensed broker, real estate sales and mortgage expert, Cheryl specializes in enthusiastically empowering excellence by consistently delivering highly engaging, timely and relevant content. Cheryl’s programming ensures that today’s real estate licensees and brokers the tools they need to hit the ground running to raise the bar of professionalism in the real estate industry. Cheryl is the author of “Burn the Hamster Wheel: Stress Management Strategies for Today’s Real Estate Professional.” She is consistently working to fight overwhelm and burnout and to “burn her own hamster wheel” in her personal and professional life through long runs, loud concerts in the car, weekly massages, and playing with her grandbabies and her dog, Buzz Lightyear. Kristy Hairston Kristy Hairston is an energetic, driven and compassionate leader. For the past 11 years, Kristy has chosen real estate as the vehicle to use those qualities to add value to family, clients and fellow REALTORS®. She is the Principal Broker at Parks Realty in Nashville. She is a national instructor and was awarded the Educator of the Year award in 2018 by Tennessee REALTORS®. “The most rewarding part of being an instructor is the satisfaction that comes from helping others grow their businesses.” Kristy is the 2020 President of the Greater Nashville REALTORS®. At the core, Kristy is a life-long learner and goal-setter. She has served on the Tennessee REALTORS® Forms committee for four years. She had a really interesting experience that helped all of us by being the Co-Chair for the NAR Conference and Expo for 2018–2019. You might have seen her on the big stage!
74 minutes | a year ago
032: Best Practices for Historic Homes with TJ Pierce and Michelle Drum
Today’s episode is all about historic homes. These homes have unique architecture and features that set them apart. Monica interviews two different guests about mid-century homes and antique homes. They share information about what REALTORS® should know when it comes to renovating and listing these properties. TJ Pierce — Mid-Century Homes: Homes older than 50 years are now considered historic homes. These mid-century homes are homes that were built in the ’50s and ’60s, with the more technical definition spanning 1947-1972. These homes followed specific architectural trends (usually a ranch style home). These homes were built so people could stay in them for their whole lives and shared many common features. While the time frame is the biggest qualifier for a mid-century home, TJ shares some of the other common characteristics of these homes. The architect is very important for mid-century enthusiasts. There are two different approaches: mass production and the nuance of an architect-grade home. Builders were putting up homes at a rapid rate for Vets returning from war, as well as more individualized homes for important people and the common person. When it comes to renovating these homes, the best practice kind of falls on two different ends of a spectrum. Some people prefer an untouched home to re-enhance the original features, while others like to keep the structure but bring in new features. If you choose to renovate, you’ll get the best premium if you keep renovations era-appropriate. Monica and TJ discuss listing these homes, and whether sellers should renovate before they list it on the market. There are many mid-century experts that can provide tips and ideas for ways to update your home appropriately. As REALTORS®, if you understand mid-century architecture or have an expert who does, it may be worth it to update it before listing. If not, it may be better to let someone else come in and do the work. To market these homes, it may be beneficial to make some connections with other people who already market to the mid-century enthusiast community with other products. It’s also important to use the appropriate hashtags on social media. In many markets across the country, if you have a listing that has the mid-century style, find those experts and agents to network with. TJ shares many resources that are linked below that provide great content on mid-century architecture and homes. He also shares why they started their company, and how they seek to help the people in their local market and across the globe. Michelle Drum — Older Homes This portion of the episode focuses on homes that were built in the 1800s and early 1900s. When looking for older houses, it really comes down to structure and stability. Some of the most important structural things to look for when listing an antique house are pest infestation and authentic features. Michelle talks about her own home renovation property, and how she and her husband curated it to be as authentic as possible for the next generation. The story of a property is essential for REALTORS® when it comes to listing these homes. When people are looking for an old home, they’re looking for a story, not just a building. As an agent, you can help buyers find the story by going back to look at the deeds or historians to see if you can give a name to the house. It will give it a complexity that other properties don’t have. Creating these connections between historians and agents can be very beneficial. Michelle talks about some of the renovation/restoration considerations for older homes. When people want to update an older home with modern amenities, some of the most important things to consider are flooring and color schemes. Michelle shares some best practices for listing an older home. The number of bathrooms is usually an issue — she recommends having an original floor plan, and also one with some proposed changes a buyer could make to make it more family-friendly. You may also want to get a quote for central A/C. Anything to get ambiguity off the table will help the listing. Antique houses can also be hard to photograph, so you want to make sure you consider room size, lighting, etc. It is good to give some of the story in the MLS listing. You can share the rest of the story and history of the property at the showing. Putting your home on the national registry won’t necessarily increase the value. If a property becomes part of the city's historic register, it may increase the value a little bit. Michelle shares some of the resources she has for people who want to learn about old homes. Most states have a Historical Preservation Commission, and you can also connect with lecturers and builders to learn more about the architecture and style of these older homes. Everybody should find what they love, and really dig deep to learn as much about it as you can. This will bring in buyers and sellers for your career. Additional Links: OnlineLearning.REALTOR for online education offered through NAR’s Center for REALTOR® Development Training4RE.com — List of classroom courses for NAR and REBI classes. CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bios: TJ Pierce For the Mid Century Section: Instagram.com/boisemidcenturyhomes/ Instagram.com/h3kdesign/ Instagram.com/savemidmod/ Instagram.com/midcenturyhome/ #midcenturyhome #midcentury Atomic Ranch Magazine Mid-centuryhomes.com Instagram.com/stussiluquedesign/ Modernism Week TJ Pierce is the owner and team lead of a real estate company based in Boise Idaho called Mid-Century Homes. He is also a Co-host to a podcast called Next Up — Mid-Century Homes where they highlight the people, the places, and the work of folks that are making an impact in the world of mid-century design and architecture. TJ and his team spend as much of their waking time as possible helping make mid-century dreams come true and you can find out more about their work on the web at mid-centuryhomes.com or you can find them on Facebook and Instagram @boisemidcebturyhomes. Michelle Drum Gustavewhite.com/eng/associate/336-a-614-4001805/michelle-drum Facebook.com/MichelleDrumNewportRealtor/ Michelle Drum specializes in the sale of historic & coastal properties in Rhode Island. She lives in a nationally registered Schoolhouse that she and her husband are always in the process of restoring. She puts her Ivy League education in Historic Preservation to good use helping buyers and sellers. Circaoldhouses.com Historicproperties.com RI Historical Preservation & Heritage Commission
67 minutes | a year ago
031: Working Successfully With Home Inspectors with Scott Frederick
One of the most important things that can help your inspections go smoother is to have a good relationship with your home inspectors. This not only benefits you as the REALTOR® but also benefits your client. An excellent REALTOR® and an excellent inspector is a fabulous combination to help create a better experience for buyers. Today’s guest, Scott Frederick, joins Monica on the show to talk about how we can foster better relationships between REALTORS® and inspectors, including what to look for in an inspector and communication skills. The U.S. is about 50-50 between states that require home inspectors to have a license and those that don’t. Inspectors should be a member of ASHI or NACHI, especially in states that do not require a license. ASHI is the American Society of Home Inspectors, and InterNACHI is the International Association of Certified Home Inspectors. ASHI tends to be more credible, simply because of the guidelines and requirements it takes to become certified. When looking for a home inspector, you should look for at least one of those certifications. Training for home inspectors involves a technical instruction background, but almost as importantly, good communication skills, good grammar, punctuality, and time management are key to becoming a good home inspector. There is usually a mentor/shadow period, where you train with an experienced inspector. As an agent, it’s important to do your due diligence to find an inspector to help with the real estate transaction. The most important part of Scott’s job is to build the relationship between the client, the buyer, and the REALTOR®. He talks about some of the customer service standards they use on their team, starting from the first call to the systematic inspection of the house. During the inspection, they set up shop, go over what the client ordered in terms of the inspection, and get the expectations of the buyer upfront. Get an unbiased opinion from the beginning so the inspection can be thorough and honest. The way you present yourself from the beginning of the inspection and instill confidence in yourself and your ability will put the client at ease. The inspection is also an opportunity for the client to do their own walk-through and identify anything they are concerned about. Communication is key between inspectors and REALTORS®. Agents need to learn how to be facilitators of information between inspectors and buyers. To be a good communicator, you have to be able to give and receive. As a REALTOR® or an inspector, try to create a good dynamic between you and the other people, so collaborating is productive and easy. As REALTORS® and home inspectors work together over the course of their careers, it creates a camaraderie that leads to good questions and open communication. If there is an issue with the house that comes up during the inspection, it’s important to engage the conversation so that the buyer can hear all the information from the inspector themselves. It is all about how you phrase the problem verbally as well as in your report. Scott’s team addresses issues in three tiers: 1. Safety 2. Structural Defects 3. Cosmetic Defects. When presenting issues, make sure to offer solutions as well. Whether the agent is at the inspection or not, they are the ones who will be negotiating with the broker. It is important that the inspector leaves thorough comments about any necessary repairs so that the agent can effectively negotiate these. One of the worst habits an inspector can get into is deferring everything to another expert. Agents can help with this by providing feedback to inspectors on what they would like to see. A REALTOR® is just as important in creating a good inspector as an inspector’s time in the field. Sometimes it may be a good idea for the inspector to come back after any repairs are made to ensure that they were actually done as the receipt says. Scott does this as a courtesy, but if the relationship is there between the REALTOR® and the inspector, hopefully, something can be arranged at a fair price to provide a level of comfort. When it comes to older homes and inspections, you want to make sure you find an inspector who is knowledgeable about old homes. As a REALTOR®, you can ask questions to make sure you are going to hire a qualified inspector for the home in question. Cosmetic issues are going to differ between old and new homes, and that’s something to keep in mind during inspections. When it comes to cosmetics, it comes down to dollars and cents. Depending on cost, cosmetic issues could become larger or more important issues. Scott brings awareness to cosmetic issues but differentiates based on the cost of repair. From there, it is up to the REALTOR® to negotiate price. The final thing Scott reiterates for REALTORS® is the importance of building relationships with inspectors. The more that you know each other and what you want from each other, the better the work relationship is, which ultimately provides the buyer with the best customer experience. Developing open lines of communication is key; it is all a collaborative effort. Some additional courses for more information on this topic: ABR Designation SRS Designation New Home Construction Course Guest Links: Pillar to Post Additional Links: OnlineLearning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses for REBAC and REBI classes. CRD@REALTORS.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bios: Scott Frederick, Pillar to Post Franchise owner, Kirkwood, MO in the Greater St. Louis area. Scottfrederick.pillartopost.com Franchise Owner/Home Inspector Franchise Owner since 2013 Retired St. Louis City Firefighter Former owner of Frederick Renovations ASHI certified home inspector InterNACHI certified home inspector CE Educator Married with two children Enjoys fishing, boating, and spending time with his family
67 minutes | a year ago
030: Divorce Situations in Real Estate Sales with Laurel Starks
For clients who are in some phase of the divorce process, the house is often the largest asset in the case. As REALTORS® in these cases, you can help your client navigate through the real estate aspects of doing what’s best for the family and the property. Laurel discusses her work as a court-appointed real estate expert and shares helpful tips for divorce cases that are also great tips for regular listings. It’s important to note that the court has jurisdiction over most things in a divorce case. The first thing that needs to be established is whether the court has made any specific orders regarding the house and the client; the client would be whichever person is on the title. The orders can indicate anything from the list price to certain terms defined. The house often comes into play with other aspects of the case as well. The title company usually disperses the proceeds, but as the REALTOR®, you want to make sure the title company gets a copy of an order that dictates how these should be dispersed. Laurel has been involved in some legal work during her real estate career. In family law, the court and attorneys are accustomed to working with experts. In her work, Laurel is a real estate expert that is appointed by the court to handle the real estate aspect of the case, making recommendations and making sure the court orders are followed. Usually, an agent on the deal would be the court-appointed expert. When you get a client who may be recently divorced, the first step is to do an intake to gather information, like who is and isn’t in the house, any court orders, who is on the mortgage, etc. After that, you would generally want to visit the property and do a walk-through; in divorce, there is often evidence of distress. There may be opportunities for improvement so they get the most money. These should always be suggested with discretion and sensitivity for the situation. Asking probing questions to get more information may be uncomfortable, but as REALTORS®, you must own your professionalism. You can’t best help your clients without all the information. Proactive communication is especially important in these cases. When it comes to education, it’s really important to take the position of not being attached to the outcome. It’s not about trying to get them to list the house, it’s about giving all the information so the family can make the best choice for them. Communication helps establish trust and neutrality. In Laurel’s practice, when they do the intake and the walkthrough, she never meets the clients twice. She meets with the parties separately and will alternate appointments. You want to avoid having too much communication with one client to make it look like you’re taking sides. Each situation will be different, but it’s important to gather all the information so you are considering both person’s needs. Laurel shares some best practice tips for when it comes to communicating through emails. In these situations, it is very common to have pacing issues. One spouse may be ready to sell the house and get everything done, while the other is still grieving the loss of both their house and their marriage. You may have to slow down and get the other spouse on board before you get too far. When getting a lawyer involved, you want to keep them reasonably updated, but don’t bombard them with too much communication. Some things to update lawyers on: when the listing agreement has been signed, the terms, once the house is on the market, when the house is in escrow, and when they are ready to close. Don’t involve the lawyers unless you absolutely need to. There are some things to prevent early on in a divorce listing. Make sure you know who all is on the title, and make sure the title will respect a Power of Attorney in the situation that the client themselves is unavailable. This is helpful even for a regular listing. You also want to check loan payment amounts that may be affected by previous loan modifications. Laurel recommends ordering a mortgage payoff early on. Knowing how to prevent land mines is key — if you think or know something may be a problem, address it sooner rather than later. Reverse mortgages can be used as a tool in divorce when one person wants to stay in the house or to help a buyer when they want to move into a new house. A spouse who wants to keep the house has to qualify all on their own. With all the expenses surrounding divorce, oftentimes they don’t qualify. Laurel is a proponent of not staying married to the mortgage. Reverse mortgages only apply to clients over the age of 62. In normal mortgage situations, you usually will have to refinance to get one person off the mortgage, or sell the house and take the proceeds to find a new living situation. The rules for ownership and how things are dispersed vary from state to state. When it comes to listing agreements, some states take a listing agreement with whoever is on the title. In some states, you also need both parties to sign the listing agreements. It’s important to look up your state’s regulations. This determines who the client is — whoever you are taking the listing agreement with. If you’re working with friends or people you are familiar with, it’s important to establish professionalism. You should treat it the same as a situation with a new client, and make sure all the education is provided and you’re still following through with all necessary procedures. There are some warning signs when entering divorce real estate situations. One is to make sure your client has an attorney; as a REALTOR®, there is no legal pull, and your client may need help navigating the court system. If one party is trying to sway your allegiance, maintain boundaries and neutrality. Another big warning sign is that lawyers can write into orders a right of first refusal. This can affect the basic rules and regulations of real estate sales. If you take on a case where one spouse wants to buy out the other, make sure that option has been detailed out up front so you don’t run into anything later. As REALTORS®, it’s not your position to create a sense of urgency to list and sell a property, but you can help motivate them if they are experiencing grief or anger. It starts by building trust with your client. If you can seek to understand their goals and concerns, you can help guide their actions. Children are the unintended casualties in divorce cases. Sometimes parents will use the children as pawns to try to sabotage the sale. There is not an obligation to the kids, but you can help to advise your client on how they can help their children through the situation. Divorce listings are very complex listings. They far surpass agents trying to hit their sales goals; it’s about meeting people on their worst day and helping them rebuild. Guest Links: Starks Realty Group The House Matters in Divorce: Untangling the Legal, Financial & Emotional Ties Before You Sign On the Dotted Line, by Laurel Starks Additional Links: OnlineLearning.Realtor for NAR Online Education Training4RE.com — List of Classroom Courses for REBAC and REBI classes. CRD@Realtors.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bios: Laurel Starks is a recognized expert in family law real estate, has sold over $120 million in divorce sales volume throughout Southern California, and is often regarded by her peers as the pioneer of the divorce real estate niche. In this capacity, she has advised, consulted, and testified in hundreds of divorce cases, and serves as a court-appointed expert in the disposition of real property. Attorneys, judges, and other legal professionals have come to rely on Laurel’s knowledge, judgment, integrity, as well as her ability to explain complex real estate matters to those affected by them. In 2016, Laurel was recognized as an Inman Innovator by Inman News for her pioneering work in the divorce real estate field, and in 2017, Laurel Starks was recognized once again by Inman, as an Inman Influencer for her contributions to the real estate industry. Laurel speaks at numerous events around the country each year and is equally at home addressing ordinary homeowners, REALTORS®, or a room full of judges and attorneys. She is the founder and owner of the Divorce Real Estate Institute for real estate agents. Laurel is the author of The House Matters in Divorce: Untangling the legal, financial and emotional ties to the house in divorce. StarksRealtyGroup.com DREInstitute.com
87 minutes | a year ago
029: Multi-Platform Marketing for Maximizing Content
Today’s episode explores modern marketing: how we create and share content, who we share it with, and how it’s made available to the public. This episode is a recording of the panel Monica hosted at the 2018 REALTOR® Conference and Expo. Guests TJ Pierce, Mor Zucker, Jamie Slough, and Dave Caskey speak about how they have utilized their social media marketing in their businesses. No matter where you are in your business, there will be a takeaway for you to apply to your work. Content can be anything that you want to share, from photos to a blog, to videos; there is something for everyone. Multi-platform marketing uses the content you created and distributes it across several social media platforms. For example, content from this podcast appears on Instagram and a blog, and a video is uploaded to YouTube. Monica talks about some ways you can create content from your listings, and on which platforms you might want to share it. Sharing across several different platforms will allow you to connect with several different audiences and demographics. Advice from TJ: Start with the platform you are most comfortable with, and branch out from there. At Mid-Century Homes, they build their digital library with pictures from their phones and use an app called Canva that allows you to use your own photos to create a content layout. They also use professionally made content like photos, their website, and videos. You can also share other people’s content and engage with other businesses on the various social media platforms. This has been especially important for Mid-Century Homes because they’ve been able to share other content with a niche audience they know will appreciate it. They can engage with their own audience while attracting followers from the audiences of other businesses. TJ talks about how they use the different platforms of Facebook, Instagram, and their website and about how much they budget for it. Some of the live events they have are home tours, Instagram, and a first-time homebuyer class. 45% of their business has been in off-market deals because they knew how to work their marketing platforms! Advice from Mor and Jamie: Don’t wait for opportunity — create it! They focus on using marketing and technology to sell homes, rather than selling homes and having to use those tools to do it. They create two main ways: their blog (The Denver Ear) and by using PR and relationships with the media. Being intentional about fostering relationships with the media and creating news in your business is huge in getting your content out there. Jamie describes some of the content they’ve created, through community events, or stories about properties. When writing these, there always needs to be value for the consumer added. Once you have a press release, you can distribute the content across several platforms, and drive traffic back to your website. Mor talks about The Denver Ear, which is a blog that focuses on community, lifestyle, and business, rather than real estate. When you’re selling real estate, you’re really selling the community around the property. As your blog gets more exposure, local businesses may start to connect with you about their news. This is a more indirect and long-term strategy, but Mor wanted to create the blog outside of their real estate website to bring people in the back door. The conversion seems to be higher for these people because they’ve taken the time to navigate to the real estate page from the blog. The most important thing about blogging is that it doesn’t matter how often you blog, but each post needs to have high-quality content. Find unique things to write about, and be aggressive about making connections with businesses and media. When it comes to blog content, focus on your interests; people will want you to be their agent because they resonate with who you are as a person. Eventually, you want to start connecting your blog to your real estate business, but there are several ways to get creative about this that aren’t necessarily just putting the real estate information on your blog each time you post. Advice from Dave: REALTORS® are connectors; we connect with people and then we connect those people with homes. Across the different platforms, it’s important to know your audience. This is not only for what you post but also how you engage with others on these platforms. Dave covers several different platforms and offers suggestions about what is appropriate on each. Quality over quantity — while it is important to get followers, you want to make sure they are the right followers and actual consumers of your business product. Knowing your target audience will help you decide how to prioritize. Dave talks about the distribution of their content; they will post content and then each of their agents will post the same content on their professional pages and they’ve just increased the chances of people seeing this content. Q&A: You can “reuse” content — maybe you go back to an article once every year and update it with relevant information. When hosting live events, you might consider offering door prizes or make it appear that it’s sold out so there’s some hype around it. The pre- and post- is usually the most important outcome of the event, especially how much it gets your name out during advertising. Instagram is primarily for catching people’s attention visually. For residential real estate, it’s also about promoting the lifestyle. There are often “sign-in walls” to get agents’ contact information, and this is usually for the agents to build up a database. As agents, it’s important to note what’s working for consumers and what’s not, so we can pivot if something isn’t working. Video content between social media and your website should be different. On social media, you want videos to be fun and engaging. Videos on the website may be a little more professional and directed towards a specific purpose, like a 360-degree video of a property. Guest Links: See additional bios below for guest links PDF Handout: http://funtentionalliving.com/wp-content/uploads/2019/08/Multi-Platform-Marketing-for-Maximzing-Content-2018-Podcast.pdf Additional Links: OnlineLearning.Realtor for NAR Online Education Training4RE.com — List of Classroom Courses for REBAC and REBI classes. CRD@Realtors.org Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com FuntentionalLiving.com FranklinTNBlog.com Additional Bios: Mor Zucker TeamDenverHomes.com Facebook @TeamDenverHomes Instagram @TeamDenverHomes Since the first year she pursued a real estate profession, and every year since then, Mor Zucker’s marketing and technology initiatives have placed Team Denver Homes, her co-founded real estate team's website, #1 among the most viewed agent websites, and her blog the #1 most viewed blogs in Denver, Colorado. Her innovative approach to marketing has led her to become a public speaker at conferences such as Inman Connect, Who's Who in Luxury Real Estate, ENCON, WFG's REfresh and multiple brokerages’ MarTech conferences around the world. Her marketing and technology efforts have garnered her the distinguished REAL Trends Game Changers Award (2019), RISMedia's 2019 Newsmakers Award (2019), “Best Overall Marketing Package Agent” award (2017), the "booj" award (2016), and she has been nominated by Luxury Real Estate for "Most Innovative Marketing Technique" (2018, 2016, 2015, 2014); "Best Overall Marketing Package" (2018, 2016, 2015); and "Outstanding Social Media Savvy" (2018, 2016). In 2018 Zucker joined the Forbes Real Estate Council as an Official Member. The council is an invitation-only community for executives in the real estate industry. Members of the council have the opportunity to submit thought leadership articles and short tips on industry-related topics for publishing on Forbes.com. Zucker is the Founder of the website, The Denver Ear, a local lifestyle blog that focuses on local events, restaurants, and family activities in Denver. The Denver Ear currently has over 140,000 unique readers per month. Jamie Slough JamieSlough.com Jamie’s diverse background affords her a unique perspective and skill set to provide the best to her clients throughout all aspects of the transaction. In addition to Marketing Director for one of the top brokerages in Denver, she has also been a real estate coach and co-founded a successful real estate team, before branching out as an individual REALTOR® at Madison & Company Properties. “I’m proud of the impact I’ve been able to have on the industry through these opportunities, and now I really want to focus on the most important part – my clients!” Jamie is also a member of Who’s Who in Luxury Real Estate and has won multiple awards including Luxury Real Estate’s “Best Overall Marketing Package” in 2017 and was named one of RISMedia’s Real Estate Newsmakers 2019. Jamie works with clients in all price points, all over the world. She specializes in the marketing of luxury listings and has been named one of the top referring REALTORS® in her brokerage in 2017 and 2018 due to her military affiliations and networks, truly supporting her clients worldwide. Through all of Jamie’s accomplishments, what she prides herself most in, is her honesty and integrity in everything she does, leaving a positive impact on the industry – one client at a time. TJ Pierce Mid-centuryhomes.com Instagram @boisemidcenturyhomes Podcast: Next Up! Mid-Century Homes TJ Pierce is owner and team lead of Mid-Century Homes in Boise, Idaho. He created the business back in 2016 with no prior real estate experience. He ventured into the industry with 10 years of corporate sales experience with both Xerox and Canon. He provides comprehensive services to mid-century enthusiasts no
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