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Episode Summary:Meet today's guest, Stacey Onnen, President of Brokerage Operations for eXp Realty which launched in 2009, as she discusses eXp Realty and their strategies as a successful Real Estate organization.In this episode, I sit with Stacey, born and raised in Kansas City, across both the Kansas and Missouri sides. She shares her experience learning the business in the Prescott area and Chino Valley area of Arizona.Top Takeaways: "I always tell every Real Estate agent who's struggling that if you have yet to realize that it is J.O.B, you are doing something very wrong."- [Stacey Onnen]"If you're not seriously keeping a database from day one, please do it because if I could think of my biggest mistake, it was that I did not log every single item from the beginning nor keep in touch with my clients often enough."- [Stacey Onnen]Episode Highlights:[00:24] Intro[03:03] Where did you grow up, and how did you settle in the Prescott area?[06:10] Stacey discusses her initial plans to study Accountancy. [07:30] Opening her brokerage[14:43] How Stacey started with eXp Realty. [19:12] Stacey narrates events surrounding her relocation to Puerto Rico. [20:50] What does a typical day look like for you at your work?[23:53] The strength behind eXp; Revenue share over Profit share. [28:15] Following the pandemic, how do things look going forward?[31:00] Stacey's advice to new agents[32:01] How to contact Stacey[32:33] OutroEpisode Notes: Stacey shares that she moved to Chino Valley of Arizona at 13yrs old, attended college and then moved to Prescott afterward, where she started her Real Estate career. She describes her experience in the Prescott area as the best that it could have been for a new agent.Stacey was studying Accountancy but never finished, although she could do the books for a few companies. Explaining that she had no real particular reason for starting Real Estate, she had the typical misapprehension of being unsure of her abilities as an agent. She worked both Real Estate and Accounting till she finally decided to focus on Real Estate. Stacey opened her brokerage at the age of 30.Following a car accident, she had stayed engaged by moving more into the operations aspect while stepping back from brokering. This built her up in that aspect and set her up for today's position as President of Brokerage Operations for eXp Realty. Stacey and her husband had never planned to settle in Arizona permanently, and with the opening of a new eXp branch in Puerto Rico, combined with her love for the water, they relocated there. Glenn Sanford, the founder of eXp Realty, has over time preferred revenue share to profit share, and this has been the strength behind eXp Realty. Revenue share has been made possible by having agents who have a vested interest in the company because they own stock. It encourages agents to help each other. Also, there is a reduction in the overhead cost of running the company since eXp runs their staffing for the entire country, and fewer admin staff are needed to cover more ground. Since the company had previously shifted a lot of its operations into virtual communication platforms before the pandemic, they could continue to serve clients in the usual way. Stacey shares that the business boomed during the pandemic. For new agents: If you're not seriously keeping a database from day one, please do it because my biggest mistake was that I did not log every single item in the database from the beginning or keep in touch with clients often enough. Learn as much as you can. Treat Real Estate as a business, know your books, know your numbers, and it will change your life.Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Stacey OnnenAt Staceyonnen@gmail.com RATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

This week, Joe is asked to comment on the "unwritten rules" of baseball. As you can imagine. we head down a wildly different path. Listen in whether you're a fan of America's past time or not.

Episode Summary:I am pleased to introduce today's guest Ines Hegedus Garcia, one of the original bloggers on Real Estate, based in Miami, originally from Venezuela.In this episode, I sit with Ines, writer of the blog "Miamism," and we discuss her journey from Architecture to Real Estate, taking the reins of leadership to effect change one step at a time in the Real Estate Industry.Top Takeaways: "There's no place on earth like Miami."- [Ines Garcia]"Don't cut traditional methods. They work. The fact is that I found a niche outside those traditional methods."- [Ines Garcia]"The times when I focus more on my business, and not other people and helping, is when did the worst in Real Estate."- [Ines Garcia]"The only thing that I would tell you that most people are not willing to do is Consistency."- [Ines Garcia]"I could sit there and be the agent that would complain daily about what was going wrong in the industry, or I can get involved and try to change one little thing at a time."- [Ines Garcia]"Surround yourself with smart people, which is what it boils down to, and that's why I'm here today."- [Ines Garcia]"It's crucial to do well in this industry to identify what your strengths and weaknesses are, and not so much, so you know how to market yourself, but so you develop a passion and have fun at it."- [Ines Garcia]Episode Highlights:[00:31] Intro[01:30] Meet today's guest, Ines Hegedus Garcia.[03:45] What do you feel is the biggest misconception about Miami?[05:40] What are two things I can't miss when in Miami? [09:41] Ines discusses her initial plans to study Architecture.[13:15] How much time do you spend working your area in Real Life versus Online?[14:45] Growing Miamism into a strong local brand[18:00] Is it too late to start a Real Estate blog?[22:51] What is it so important to you to be involved in giving back to the community?[27:20] What's on your horizon going forward?[29:17] advice to new Real Estate agents[31:11] How to contact Ines[32:02] OutroEpisode Notes: Ines shares that the title of her blog, "Miamism," means the Miami way of Life, which describes the inspiration for starting the blog. Addressing one of the major misconceptions that Miami is a dangerous place, Ines explains that Miami is generally a lovely and safe place to live. However, like any other big city in the world, crimes may occur from time to time.  The most outstanding features in Miami include the beach, the beautiful buildings, the Pérez Art Museum Miami (PAMM), Wynwood. Ines notes how important it is to pay attention to the universe and be open to opportunities in front of us. She has always been creative and started studying architecture in college, which she wanted right from when she was young, but when the opportunity came to join Real Estate, she seized it. Ines narrates how she started in Real Estate, sharing that she worked as an architect when a relative asked for her help in managing a commercial property in Miami. This was how she started in Commercial Property Management. She then got her license to get commissions but realized Real Estate was a good fit when combined with her passion for architecture. Ines' business's online aspect is the source of over 80% of her clients; this was hugely beneficial in the pandemic, also because she had learned over time to be comfortable dealing with people online. A pivotal aspect that contributed to the growth of "Miamism" was the sense of community. I discovered through my Mohijo reviews that giving love to other businesses was the secret sauce. It was about helping and promoting other companies to do well. It's not too late to start a real estate blog. The style of writing is conversational, and as such, not much writing skill is needed. Consistency is critical for success in Real Estate and blogging, and this is where many people are lacking. The advent of Instagram didn't seem like a big deal because she already had a photoblog, so she joined Instagram much later. Nowadays, she uses Flickr as a very well-organized extensive Library.Explaining why she decided to join leadership in Real Estate, Ines discloses that the industry had always had a bad reputation. Her goal was to try to change the bad things one at a time, and after joining the NAR, she started to get more leadership opportunities to influence issues. Ines recommends people get involved by going to their association, no matter how small they could begin to make a difference. There is a loss of data control, as many companies make a lot of money from data from agents. Ines shares that this problem is the next move for Real Estate agents.  What one piece of advice would you give a new agent just getting started? It's rare to find someone that comes into the Real Estate world who doesn't have a past from another industry. It is crucial to identify your strengths and weaknesses to develop a passion and have fun at it. Lastly, creating a community around your passion for Real Estate can give you the winning combination.Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Ines Hegedus GarciaAt www.miamism.com On Facebook  On InstagramOn YoutubeRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

This week, Joe takes on another listener voicemail. This week Jeff Sibbach asks the question.Starting this week, I am going to pick a "Word of the Week" uttered by Mr Rand. The word this week - "Commodification"

THE REAL ESTATE SESSIONS PODCASTEpisode 281: Host: BILL RISSERGuest: MICHAEL J. MAHEREpisode Summary:Today's guest is Michael Maher. He is an author, trainer, coach, and speaker who has worked immensely to help Realtors and business owners understand the power of communication and how to turn relationships into referrals.In this episode, I sit with Michael, born and raised on the Kansas side of Kansas City, about 75% of which is in Missouri. He shares methods, techniques, and strategies developed over the years to improve efficiency and productivity in Real Estate.Top Takeaways: "Mastery is my word for Life... I believe in mastery". - [Michael Maher]"It's easier to be excellent than it is to be mediocre." - [Michael Maher]"I think everybody has another gear in them that they can tap into, but some have never explored it." - [Michael Maher]"We need to avoid neutral and negative conversations, and we need to have as many positive conversations as possible." - [Michael Maher]"It's amazing how you can turn a neutral into a positive with something as simple as a handwritten note." - [Michael Maher]"A person will reveal to you more in a one-on-one situation or want to buy more likely in a one-on-one situation than in any other situation." - [Michael Maher]"People say it's all about relationships. It's not. It's about referrals." - [Michael Maher]"The nice thing about a story is that you can not only tell people what to do, but you can also show them." - [Michael Maher]"For most people, getting up better does require getting up maybe an hour earlier than they normally do." - [Michael Maher]"Today's consumer doesn't care if you're number one. They want to be treated like they're number one". - [Michael Maher]"The future is consumer-centric. Our agents have to become more consumer-centric; our brokers need to become more consumer-centric because whoever goes more consumer-centric will win." - [Michael Maher]"You can do it... Play Real Estate, Enjoy the heck out it, Get better at it". - [Michael Maher]Episode Highlights:[00:23] Intro[01:01] Meet today's guest, Michael Maher. [05:55] About Michael's experience in sports[11:25] Was Real Estate on your mind while you were in college?[15:15] "The Seven Levels of Communication" by Michael Maher[21:30] The Miracle Morning for Real Estate Agents[26:15] About the Generosity Generation[31:22] Who were the mentors that helped you along the way?[34:18] What's on the horizon for you?[36:38] What one piece of advice would you give a new agent just getting started?[39:43] How to contact Michael[41:12] OutroEpisode Notes: The focus of today's conversation is Relationships, Referrals, and the Seven Levels of Communication with our guest, Michael Maher. Michael shares his experience in sports; it's just amazing how many life lessons I got from sports. You know, the nice thing about baseball is you're going to fail most likely more often, but hard work and practice eventually lead to the point where you're better. The better you are at it, the more enjoyable the game is.It is critical to strive for mastery in any endeavor. When you're excellent, you get more opportunities; you attract more things, you do things easier because you have achieved a level of excellence. When you're mediocre, everything is complicated. He tapped into another level when he needed to gain superiority and became the quarterback of his team, going to the state championships. Michael started in college with hopes to go into computer engineering, but after going home for a few years to take care of his dad, who was battling cancer, he realized he wanted to coach and teach. He started as a high school teacher and coach but needed to keep himself occupied during the summer, around which time he bought his first home and was introduced to Real Estate. Describing his entry into Real Estate, Michael narrates how quickly things moved successfully for him, such that he had to go full time after a year as he couldn't combine the demands with his school job. "My first summer of Real Estate, I made more in those three months than I did in the nine months teaching and coaching three sports, and working 6 am to sometimes 9 or 10 pm". The Seven Levels of Communication: As the author of this book, Michael explains, the goal is "How do I have the most amount of positive conversations in the shortest amount of time?" Arranged from bottom to top, the Seven Levels of Communication are Advertising, Direct Mail, Electronic Communication, Handwritten notes, Phonecalls, Events (Seminars), with the last at the top being "One on One sales." The bottom three levels are called the "Informational Zone," which is excellent for informing, confirming, updating, and brand development. It is not very suitable for influencing selling or convincing. The most important and most energetic is the One on One. The top 3 levels are the "Influential Zone." If you want to influence, convince or sell, you're going to want to do it with a phone call, an event, or a one on one.The 4-4-4: 4 things you can do in 4 minutes to get four days of excellent service and convert a "Zero" to a ten on the relationship scale. First, after meeting with someone, text them and say thank you, then send a thank-you email to confirm the mail address is correct, after which you leave a voicemail, and lastly, send a handwritten note. Describing his motivation for the book, Michael explained that he realized it would be better narrated as a story. He also worked on "The Miracle Morning for Real Estate agents."The 4 Enriching Rituals: These include a morning ritual, a nightly ritual, a Sunday night ritual, and the closing ritual before you leave the office. The Miracle Morning was born out of the Morning Rituals working with Hal Elrod, and it targeted helping Real Estate agents get some structure in their business. In a class called "30 Mornings", which takes place over 30 days, the entire Morning Ritual is taught to Realtors, and they also develop their own. Also introduced is the "SAVERS" Methodology: Silence, Affirmation, Visualization, Exercise, Reading, and Scribing. Michael added "Appreciation" to this. Describing the impact of the "Generosity Generation," Michael explains that the world today appreciates generosity more than ever. Today's consumers want to be treated as number one and hear a different mantra; "I am here to help." In the 1920s, the consumer mindset was "Find me, Sell me," but things have changed to "Hear me, Help me" with the Generosity Generation. The model is a Consumer-centric model. Some of his mentors include his dad, James Ray, Howard Brenton, and Zig Ziglar, who particularly encouraged him to create an audiobook for "The Seven Levels of Communication," and this has been one of the best-selling items yet. Michael believes that Realtors will soon begin to host events as a part of their business strategy. Michael's advice to new agents: "You can do it." The question is, "How bad do you want it?" Play Real Estate, Enjoy the heck out of it, Get better at it".Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Michael MaherOn Facebook  At referco.com  At www.joingengen.comBooks:The Seven Levels of Communication by Michael J MaherThe Miracle Morning for Real Estate Agents by Hal Elrod, Michael J Maher, and Michael ReeseRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Joe Rand tackles another listener voicemail on Randing and Raving. This week, Joe also attacks me for my "middle to low brow" taste in movies. I can't deny that.

 THE REAL ESTATE SESSIONS PODCASTEpisode 280: Host: BILL RISSERGuest: NINA FABBRIEpisode Summary:Our guest today is Nina Fabbri, Director of the Business Partnership Group with HomeServices of America. Her role involves putting together the right partnerships in the Real Estate space to bring the most value to agents in the HomeServices of America.In this episode, I sit with Nina, based in Miami, Florida but originally from Nicaragua. She describes her experiences starting in Real Estate and shares an overview of her work so far.Top Takeaways: "I didn't realize until years later what they meant was it's the country of opportunity, right? You come here, and you start from nothing, and it's up to you. You can be whoever you want in the United States."- [Nina Fabbri]"There are lots of agents who say, 'How do I get into the Luxury market?', and a lot of times, it is right place right time."- [Bill Risser]"I think it's important to recognize the opportunities and not be afraid to take that plunge."- [Nina Fabbri]"You need to find a niche and fill it in order to be successful in Real Estate."- [Nina Fabbri]"We're at a crossroads within the Real Estate industry, right? With technology companies coming in and changing the way that the consumer buys homes."- [Nina Fabbri]"I feel like people are so focused on the next client that they don't focus on the current client."- [Nina Fabbri]"I'm a giver, just by nature, and I love to help people."- [Nina Fabbri]"Getting into the Real Estate industry at first is hard, but it's the hard that makes you great."- [Nina Fabbri]Episode Highlights:[00:30] Intro[01:12] Introducing our guest on today's episode, Nina Fabbri. [02:10] Nina narrates how she moved to Miami.[06:28] About Miami, Florida, and the popular misconceptions people hold.[07:40] Fisher Island Miami; A millionaire playground.[09:07] How Nina started her Real Estate career, and the journey till now.[17:37] The Real Estate Loyalty Gap [21:00]Being a global brand, What are some of Berkshire Hathaway's advantages to agents in the US?[22:14] What are some of the key characteristics you're looking for when putting together a potential partnership with the company. [24:30] Nina describes her motivation for engaging in volunteering. [26:36] What one piece of advice would you give a new agent just getting started in the business?[27:20] How to contact Nina[28:02] OutroEpisode Notes: Although born in Nicaragua, Nina narrates the events that led to her finally moving to Miami, Florida, following the unrest in her place of birth that forced them out. One of the biggest misconceptions held about Miami is that Miami is dangerous. To an extent, the impression created by the violence in the TV series "Miami Vice" may be responsible for this perception. Nina is part of a community called "Fisher Island," a private island in Miami only accessible by ferry or private yacht. With the membership of the private club of the island at $250,000 per annum, the island is inhabited by high net worth individuals. Also within the island is a golf course, private beach, Spa, tennis court, and other facilities.Like many others who work in Real Estate, the profession was not the initial choice for Nina. After graduating with a business degree, she started law school with plans to work full time and got introduced to a team that was working on Fisher Island at the time. The team needed help with the legal side of their work, which was her main focus till she developed a love for Real Estate in the process and joined them. Emphasizing the importance of recognizing opportunities, Nina explains she had plans for cyber law but saw the chance that came her way, even though it was in Real Estate instead. She became a partner, and the name of the company changed to "Ocean Insiders." Another opportunity she observed was the need for property management since most inhabitants did not stay on the island full time. This prompted her to start a concierge property management service, which later became rentals and sales of property.She then saw the opportunity to bring Asian investors into Miami, creating a Chinatown community, by working with AREAA. This was the journey that led her to connect with the leadership at Berkshire Hathaway HomeServices. The Real Estate Loyalty Gap: In an article by Chris Stuart, CEO of Berkshire Hathaway HomeServices, a study showed that 90% of buyers report they would prefer to work with the same person who helped buy their home when they were ready to sell, but in reality only a few do. With a background in Bioscience, Chris developed the IQ system, focusing on developing and sustaining an effective and influential relationship with the consumer. The world view of Berkshire Hathaway HomeServices has the benefit of connecting agents with international clients, which is one of the ongoing projects now, involving agents from different countries worldwide. When creating a potential partnership with the company, Nina explains that the first step is to identify cultural synergies between both parties, including good reputation, ethics, and similar pillars in business. The second is an innovative technology to help agents and brokers compete efficiently on a global scale. Another important consideration is the ability of the partner to support such an extensive network. Nina shares that she naturally is interested in volunteering, as one who loves to give and help people. She has been involved with several programs, including AREAA, "Fisher Island 5k", "You and Me Together."  Nina's advice to new agents: Start with the end in sight. How do you want to be known in the industry? Find that niche and fill it. Getting into the Real Estate industry at first is hard, but it's the hard that makes you great.Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt www.therealestatesessions.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Nina FabbriAt www.homeservices.com Book: The Real Estate Influence by Chris StuartRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

This week on Randing and Raving, Joe Rand encounters an interesting dilemma. You know who sent the question to voicemail, and that person is your boss. What do you do?

THE REAL ESTATE SESSIONS PODCASTEpisode : 279Host: BILL RISSERGuest: SCOTT LINCICOME Episode Summary:Meet today's guest from Pinehurst, North Carolina, Scott Lincicome, one of the partners in Better Homes and Gardens Real Estate Lifestyle Property Partners. With his background as a former professional golfer, Scott is an expert in golf properties and other Pinehurst facilities.In this episode, I feature Scott Lincicome as he narrates his journey to Real Estate, including his different passions, especially for sports, and how he leveraged his interests to create a successful Real Estate career. Top Takeaways: "Lots of resort towns have lots of hotels and lots of rooms and lots of stuff, that is not Pinehurst."Bill Risser "It doesn't matter if it's one agent or a hundred agents. If you got somebody underneath you, it's a management role as well."Scott Lincicome "You've got all the pieces and parts...one day you're going to get out of it, and nobody behind you is going to be Scott Lincicome."Scott Lincicome "Niche yourself, you've got to be the expert in whatever it is you're going to do, and you've got to like being around the people you're going to help."Scott Lincicome Episode Highlights:[00:25] Intro[02:10] For someone who grew up in Atlanta, Why Pinehurst?[03:50] Scott narrates his journey through other sports and how he got started in golf.[15:01] How did Real Estate enter the picture for you?[20:35] Scott describes Pinehurst, North Carolina.[22:50] How Scott got connected with 'Better Home and Gardens'.[27:08] What kind of advice would you give somebody who knows what they're doing but wants to get specific in Real Estate?[31:52] What one piece of advice would you give a new agent just getting started?[33:06] Outro Episode Notes: Although Scott grew up in Atlanta, he shares that he has now spent 21 years in Pinehurst, North Carolina, with no initial goal.  Sharing his experience golfing, Scott discusses how he started with an initial interest in baseball as a kid and didn't play much golf competitively till his late 20s. He also had a passion for snowboarding earlier on and later managed a snowboarding business in Aspen, mainly working in the sales and tech aspect; however, the pay was small. Moving up to Pinehurst, where the family house was, Scott and his wife, who was also his caddy, spent most of the time living from the car for about a year. Scott narrates his experience before becoming a Realtor in Pinehurst for 16yrs. He describes that the money involved in golf as a sport at the time was also not much, especially in Pinehurst, and he was not ready to leave Pinehurst. This prompted him to move back into sales which he had a great interest in. After working with a Spanish TV company for over a year, he was introduced to Real Estate.  Nowadays, many people move to Pinehurst because it's an incredible place to live. Scott describes Pinehurst as "Mayberry in color" with 50 golf courses. The community has also been voted the safest city to live in North Carolina for close to 23 years.  Describing how he started working with Better Homes and Gardens, Scott shares that while starting in Real Estate with golf properties, he realized he was a better salesperson than a manager and needed help on the management side and worked with Lori to create a brand. For agents who want to get very specific, finding your niche is to know what you're passionate about and talk to the people interested in that field. Scott explains that a significant change in the market is that Millennials are now more interested in buying properties than renting. This is causing shortages since the pool of Millennial buyers is large. Aside from that is the advent of remote working following the pandemic, which means people don't particularly have to live in urban centers. Additionally, there is the acquisition of properties for business purposes.  Scott's advice for new agents: Niche yourself, you've got to be the expert in whatever it is you're going to do, and you've got to like being around the people you're going to help. Resources Mentioned: Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Scott LincicomeAt scottlincicome@gmail.com Website: www.lifestylepropertypartners.com Phone: 910-315-7856On Facebook RATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Once again, Joe Rand, author of How To Be A Great Real Estate Agent, lets loose after another listener voicemail is played. Without giving away the caller's identity, this episode stretches out some 20 minutes. Can you guess the Caller's name?

REAL ESTATE SESSIONS PODCASTEpisode 278: Host: BILL RISSERGuest: LYNN JOHNSONEpisode Summary:Meet our guest for today, Lynn Johnson, a business-minded entrepreneur from North Carolina who runs the "My Southern View Real Estate Team."In this episode, I sit with Lynn. She introduces Rayleigh Durham, North Carolina, sparing no effort to describe the features unique to this environment from a Real Estate perspective and address other Real Estate-related issues.Top Takeaways: "It's always been a deep-rooted love for Real Estate and all things related, for me."- [Lynn Johnson]"When I was a teacher, my biggest idea was you've got to reach'em before you can teach'em."- [Lynn Johnson]"I just want to establish a relationship and start from there because that's what lays the true foundation for a good working and business relationship."- [Lynn Johnson]"I don't want to be a manager of people...I want people to want to work and love what they do because that's what I do."- [Lynn Johnson]"You've got to want it to make it happen for your clients."- [Lynn Johnson]"Loving on people and having those good relationships is the foundation for any successful business. If you love on your people, and you show how much they mean to you, then they're going to show you how much they respect you and you mean to them in return."- [Lynn Johnson]Episode Highlights:[00:32] Intro[01:13] Introducing today's guest, Lynn Johnson.[06:15] Why should we be in Rayleigh Durham, North Carolina?[13:25] Was Real Estate always the plan for you?[21:31] What does it look like in the future for "My Southern View"?[24:38] Talk about the importance of the connections you have built through that community.[27:03] Lynn discusses business today, especially with the Pandemic.[33:10] What one piece of advice would you give a new agent just getting started?[34:05] How to contact Lynn[35:18] OutroEpisode Notes: Bill starts by appreciating Lynn's accent and her background in North Carolina, which she admits is a plus since she has always lived there and is well informed about Real Estate in the area.Lynn talks about the Raleigh Durham area of North Carolina, highlighting one of the landscape's critical qualities. She describes the features, including the mountains, the Piedmont region, and the beach. She also notes the provision for sports such as the hockey team.Also of note is the Research Triangle area, which has had massive development, with more ongoing. The beach is mainly a center of attraction, a number one place for people to retire, and a choice location for movie producers shooting such scenery.Another point of interest is the Campbell University in North Carolina, where she studied. Lynn explains that she got a scholarship to the university based on her interest in cheerleading and accepted it, mainly because of the campus's proximity, even though she got into other schools. Over time, the university has grown tremendously, accommodating the medical school, law school, pharmacy school, a football team, some of which weren't there during her stay.In high school, Lynn had wanted to be an architect, but following a desire to give back, she decided to be a teacher, which she did for a year after graduating from the university. She was then introduced to Real Estate. There are certain gigs that people have before becoming a Realtor, notably Bartending and Teaching; Bill points out that these gigs build qualities like listening and patience which make for a good Real Estate agent. Building relationships before initiating business transactions are also emphasized as Lynn employs her methods used in teaching. "You've got to reach'em before you can teach'em." Her background in family studies and other life skills also contributed immensely to her work in Real Estate.Lynn describes her team and explains that the name's motive was to reflect Real Estate from a southern perspective. Also, she had intentionally avoided using her name as the team name to allow for members' individuality while sharing a common Real Estate goal. She also shares that she doesn't see the team getting bigger because of the difficulty with managing people, and she would instead focus on leveraging the business better.Lynn shares that the real estate business was considered essential in North Carolina during the pandemic lockdown, although standard safe health practices were fully implemented. However, the current state of the market is best described as "the hunger games," and Lynn explains that this may leave agents who lack the grit by the wayside.The cost of due diligence seems to be a growing problem as it scares off first-time homebuyers; the Real Estate Commission may have to get involved to even the playing field. Meanwhile, the plan, for now, is to ride the wave and hold on.  For New Real Estate Agents: Focus and love on your people. When you have that first client and build that relationship with them, you love on them so much that they're going to love you in return and send business your way. Loving on her clients is how Lynn runs her business with a 100% referral system.Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Lynn JohnsonAt lynn@mysouthernview.com At www.mysouthernview.com Text - 919-279-8169On InstagramRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Once again, a listener voicemail is played for Joe Rand, Chief Creative Officer of Howard Hanna Rand Realty, and Joe answers as only Joe can. Will this be the week the question strays from real estate? Tune in and find out!

THE REAL ESTATE SESSIONS PODCASTEpisode 277: Host: BILL RISSERGuest: TAMI BONNELL Episode Summary:Today's guest, Tami Bonnell, is the Exit Realty Corporation International CEO and has been so since 2012. She is a speaker at conferences and has a significant online presence, using videos to pass her message about "Being Human."In this episode, I sit with Tami, who shares the depth of her work in the Real Estate field starting from the age of 13 until she is appointed CEO of Exit Realty. She discloses vital strategies that have contributed to her immense success so far. Top Takeaways: "Being that guide on the side, if I keep putting the right leadership in front of people, they'll crave wanting to be that type of leadership."- [Tami Bonnell]"Information without implementation equals poverty."- [Tami Bonnell]"We figured that assets of a Real Estate organization are agents."- [Tami Bonnell]"There's two things a disruptor cannot disrupt, and that is Skillset and Great Relationships."- [Tami Bonnell]"The biggest thing that I did differently is that I did as much homework on the person as I did on the product."- [Tami Bonnell]"The biggest investment most people will make is their home. And that's where they have such a big nest egg, so we have to really be conscientious about not just doing everything reactive based on technology and getting reactive based on algorithms. We have to do it based on relationships".- [Tami Bonnell]"There's such a big difference between happiness and fulfillment, and I think that we fulfill a lot of people's dreams if we're doing the right stuff for the right reasons."- [Tami Bonnell] Episode Highlights:[00:24] Intro[00:56] Meet today's guest, Tami Bonnell, CEO of Exit Realty Corporation International. [05:95] Growing up in Massachusetts.[09:45] How Tami started her career in Real Estate.[12:53] How did you join Exit Realty International?[14:57] What makes Exit Realty special?[21:55] The problem of Dehumanizing in Real Estate.[25:22] How do you use technology, particularly videos, in and outside the business?[33:07] Tami's family of Taekwondo black belters.[34:43] What one piece of advice would you give a new agent just getting started?[38:06] Outro Episode Notes: Tami talks about Bob McKinnon, Director of Leadership Development at Exit Realty, who was interviewed on episode 275 of the podcast. She describes him as a huge addition to the company, highlighting a program called ambassador training where he brings in people and trains them for two days on public speaking. Rather than be a sage on the stage, he has been a guide on the side to help people with leadership. She describes growing up in Massachusetts and how she sold her first house at the age of 13, following which she sold homes on-site for builders until she was old enough to get her Real Estate license. Narrating the events in detail, Tami explains she had started out cleaning houses for people to move into when there was an issue with a buyer at one of the houses, and she convinced the builder that she could sell homes. Even with no formal education in Real Estate, she focused on building brands by selling franchises and teaching mergers and acquisitions. She had excellent business acumen, which seemed to be lacking among people in Real Estate. Joining Exit Realty was a follow-up to a job she had been trying to work on, and she worked her way up the ranks till she became CEO, noting that Tami was already doing the job and developed a love for it even before she became CEO.  She describes the factors that make Exit Realty special, which followed a strategy by the founder to research and find out what other industries were offering that wasn't available in Real Estate and what most agents wanted at the time. The first of these unique requirements by people was leadership. Under Bob Mckinnon's guidance, this fostered the installment of leaders in provinces and states so that there's someone there that can help grow purpose and productivity.Another general need was Education, and the company started to create avenues for educational advancement right from the point of getting a license.The third was technological assistance since, more often than not, the problems were user-based. So efforts had to be directed at teaching specific technical skills particular to Exit Realty and additional tools that would be useful generally. They also needed help with the details, so a single-entry method was applied for all aspects, and technology is user-friendly. Additionally, there was a need for a marketing program that can be tracked, so the technology was made to be intuitive. The innovative technology also made it possible for clients to get information about the property and agents. Also, agents could get information about clients interested in a house. People also expressed that they wanted "Image." Hence the focus and energy are directed at being the most innovative and most forward-thinking Real Estate company, so workers are proactive rather than reactive.Lastly, there was a need for vested interest. A strategy implemented was that any agent, broker, or regional owner that introduces an agent into the company, would receive the equivalent of 10% of the gross commission every year for as long as they are in the company. Also, considering retirement, they make 7% of that income, with the remaining 3% going to the company, and following the death of an agent, the beneficiary gets 5% of that income.  The problem with dehumanizing in Real Estate: Tami explains that a critical technique she applies, which broke over seven world records in sales, is that she does as much homework on the person as she does on the product. "I found out what was important to you." Discussing her use of videos, Tami shares she was initially intimidated but understood that part of her job is to show people who they can become. She observed that people want to see human beings, as this makes them feel genuine care.  Tami explains her view on the pandemic being "Indifference". The pandemic's panic has pushed people to distance themselves, and consequently, services to be indifferent to consumers, basically just accepting things as they are rather than connecting more with people. Tami's advice for new agents: Do as much homework on the person as you do on the product because when you can walk in and add value to a person's life, they're going to remember that. Secondly, regarding "Bringing a blueprint to life", Tami recommends having an action plan, planning, and ensuring it is a life plan, not just a business plan. The goal is to maximize the experiences for yourself, your family, and your client. Resources Mentioned: Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Tami BonnellAt tami@exitrealty.com Text - 85377-Tami (to get her mobile business card sent to your phone)RATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Week 2 brings another question sure to rile up one of the best ranters in the real estate biz. Joe Rand, Chief Creative Officer of Howard Hanna - Rand Realty grabs the mic, clears the floor for his trademark pacing, and gets a random voice mail played just for him. The results are always educational, loud, inspiring and downright hilarious. Listen in ad don't forget to subscribe to The Real Estate Sessions so you do not miss a single Friday of Randing and Raving.Connect: Find | THE REAL ESTATE SESSIONSAt TheRealEstateSessions.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtubeat joe@joerand.comon Twitteron LinkedInOn FacebookPurchase "How to be a Great Real Estate Agent"Purchase "Disruptors, Discounters, and Doubters - A Guide for the Client Oriented Future of the Real Estate Industry

March is colorectal cancer awareness month. As a colon cancer survivor, I feel it is my duty to help spread the message of the importance of getting screened via a colonoscopy at age 45 (this has been recently lowered from 50) or earlier if there is family history of colorectal cancer.Colorectal cancer is 94% curable if caught early, yet is the number 2 cancer killer in the US.A few stats from the Colorectal Cancer Alliance:The third most commonly diagnosed cancer in men and women combined in the U.S.The second leading cause of cancer death in men and women combined in the U.S.Colorectal cancer is the third most common cancer in the US, and the second leading cause of cancer death. It affects men and women of all racial and ethnic groups, and is most often found in people 50 years or older. However incidence in those younger than 50 is on the rise. This disease takes the lives of more than 50,000 people every year; we’re here to educate people on how to prevent this disease and lower that statistic.This episode of The Real Estate Sessions podcast refers to posts I wrote during the screening, diagnosis and treatment for Stage 3B colon cancer in 2012-2013. Some of the stats I mention have changed a bit since then. Please refer to the website for the Colorectal Cancer Alliance for the most up to date information.Here are the links to all eight posts located on The Phoenix Real Estate Guy Three Words You Do Not Want To HearMy Top Ten Takeaways From Colon Cancer SurgeryTherapy Treatment BeginsChemo and Caffeine - A True StoryIt's About the People, Not the CancerBumps in the RoadAnd Down the Stretch They ComeElephants, Ants and Gelato  Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube RATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

I'm firing up a weekly series on the podcast. Every Friday, we jump start your weekend with a Randing and Raving episode from lawyer, author, speaker, educator, Joe Rand. I will play a voicemail with a question or comment for Joe. He has not heard nor does he know who sent the voicemail until it plays on the podcast.If you would like to leave a voicemail for Joe, call 480 270-4590. Any question, any topic.

This week on Episode 275 of The Real Estate Sessions, we chat with Bob McKinnon, Director of Leadership Development for Exit Realty. Bob has been in the business for over four decades. In 1971, Bob was part of the Southern California team that launched Century 21. After 25 years with the Century 21 brand, Bob struck out on his own with McKinnon Enterprises, a coaching and consulting firm. In 2007, Bob connected with the leadership team at Exit Realty and focused on building leaders for the company for the last 10 years or so.Before entering the real estate world, Bob worked with his father, selling Dale Carnegie courses throughout California. In fact, Bob was at the time the youngest Dale Carnegie Certified Trainer in the country. Always a lifelong learner, Bob recently became a Maxwell Certified speaker, trainer, and coach. Finally, Bob launched his own podcast in 2019, Real Leadership.03:55 - Growing up in Lubbock Texas05:50 - Following Dad to California via Abilene09:00 - Attending Fresno St. after a tour of duty in Vietnam with the Marine Corps11:55 - Discovering the real estate industry as an option and the beginning of Century 21 in Los Angeles19:15 - The real estate market in the '70s and 80's23:35 - Launching McKinnon Enterprises and meeting Steve Morris of Exit Realty for the first time27:10 - Partnering with the Maxwell Team32:15 What does Bob love about Exit Realty?33:55 - What book should new agents read?35:25 - What one piece of advice would Bob give to a new agent? Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSFind | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Bob McKinnonAt bmckinon@exitrealty.comText leadership to 85377RATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Episode Summary:Today's guest Tiffany Kjellander is a Better Homes and Gardens Real Estate broker-owner in New Jersey. She was born in New Jersey and grew up in Warwick, but later on, she returned to New Jersey.In this episode, I sit with Tiffany as she narrates her experience from college through other professions, including the Food Network and other aspects of the movie industry, up until finally settling in the Real Estate sector.Top Takeaways: "Every time is the best time of my life." - [Tiffany Kjellander]"The key thing behind any brand is the people that run it, right?"- [Tiffany Kjellander]"It's the little stuff that matters, and in doing that, you make people feel like they matter."- [Tiffany Kjellander]"I can teach you how to do the Real Estate, I can teach you how to fill out paperwork... but if you're an asshole to a client, I can't fix that."- [Tiffany Kjellander]"In this business, you're unemployed every day, so unless you're doing the things that get you those deals, those deals don't mean anything until you do future deals."- [Tiffany Kjellander]"Can you be coachable and trainable? Are you going to ask for help? or is your ego going to say I did X amount of deals, I don't need your help?"- [Tiffany Kjellander]"There's never a wrong time to do the right thing."- [Tiffany Kjellander]"If you're not surrounded by people who are like-minded, and are doing what you want to do in the business, you'll never reach those levels by yourself because you won't have the support or the role models that are doing that"- [Tiffany Kjellander]]Episode Highlights:[00:28] Intro[01:45] Introducing today's guest, Tiffany Kjellander.[06:28] Tiffany discusses her schooling at NYU. [33:54] What is the one thing you're looking for in a Real Estate agent?[09:48] How Tiffany ended up working at the Food Network.[11:17] Tiffany describes her journey in the movie industry with two Denzel Washington movies.[17:00] Starting in Real Estate[37:25] If you could change one thing about the industry, what about what you do for a living, would you change?[40:00] What piece of advice would you give a new agent starting Real Estate?[42:26] OutroEpisode Notes: Growing up, Tiffany had always had a passion for making movies, which spurred her to study at NYU. She also narrates how she got into the food Network after college even though she had no idea who they were when she initially applied for the job. As part of her movie industry journey, Tiffany shares that she did two movies with Denzel Washington.With the impression that she could control her schedule and make a lot of money while having time for her kids, she was motivated to go into Real Estate. She describes events leading up to her job at "Exit Realty" and how she left following a falling out with them. Despite the differences she had with Exit Realty, she appreciates their work ethic. Tiffany shares two key reasons why Better Homes and Gardens appealed to her more. The first was the acceptance of who she is as a very outspoken person. The second was that she was the only Real Estate agent since Jeff had stopped and that the place felt like home. When you hire assholes, you don't want to come to work because you don't know what will happen next.Everybody is just trying to do their best right now, following the pandemic's impact, so treating people like people, showing kindness and empathy is paramount, and there's never a wrong time to do the right thing.Tiffany's advice for new agents: Surround yourself with people who do the business you want to do; don't assume that because the office is well organized, it will suit you best. Start talking to other agents, find out where they're happy. If you're not surrounded by like-minded people and are doing what you want to do in the business, you'll never reach those levels by yourself because you won't have the support or the role models that are doing that.Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@fnf.comOn TwitterOn FacebookOn Youtube Find | Tiffany KjellanderAt tiffanny@porchlightnj.com On Facebook On InstagramRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Show Notes - Episode 273 - Dennis MacDonald, CEO Greater Tampa RealtorsIn Episode 273, I interview CEO of Greater Tampa Realtors, Dennis MacDonald. Dennis joined GTR in March 2016, relocating from South Florida. Dennis has played a major role in fulfilling membership's desire to take GTR to "the next level."In this episode, we get Dennis' take on the east coast of Florida vs the west coast, what he learned by growing up in a two Realtor household, and how prop tech will influence the industry in the coming years.Episode Highlights:02:20 - Growing up in South Florida and the differences between the east and west coasts04:55 - When your parents are both Realtors07:23 - Off to college to become a lawyer09:00 - A fork in the road leads eventually to the world of Associations10:25 - GTR comes calling14:25 - The power of volunteerism in real estate15:35 - working as the CEO of a non-profit18:25 - The onset of the pandemic and the GTR response21:05 - Keeping members engaged with the association23:45 - What does the future hold for real estate in general and more specifically, Tampa?29:00 - The final question Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Dennis MacDonalddennis@tamparealtors.orgAt 813-616-0897On WebsiteOn LinkedInRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher 

Episode Summary:Today, our guest has worked in the real estate industry for almost thirty years and is the 2021 President of the Greater Tampa REALTORS®. Today's guest is Ellie Lambert, Broker Owner of Better Homes and Gardens Ellie and Associates based in the Tampa Bay area. In this episode, join Ellie and me as we discuss the Greater Tampa Bay area market and how Ellie took her successful independent brokerage to the next level by partnering with one of the largest international real estate companies. We also share the importance of volunteering and mentorship and what the future holds for real estate.Top Takeaways: Ellie Lambert's Advice for New Agents"Work smart, work long, work hard, work honestly and effectively, and leave the room at any time if someone tells you that being a realtor is easy.""I truly believe that mentoring is a key contribution of being a leader in leadership talent." – Ellie Lamber [18:53] "It's great to be working with like-minded realtors through the association no doubt. I'm very much; my kind of motto for this year that I use within our team is teamwork. I wanted the me to become a we." – Ellie Lambert [19:25]  Episode Highlights:[00:19] Intro[00:46] Meet Ellie Lambert – President of the Greater Tampa REALTORS® [01:58] Born and Raised in Tampa Bay [03:39] The Shifts and Growth in the Tampa Area [05:18] Gaining the Entrepreneurial Mindset [07:27] How Ellie Got into Real Estate [12:00] Servicing All Areas of Tampa [13:36] Independent Brokerage to Pairing Up with Better Homes and Gardens [17:42] The Importance of Volunteerism and Mentorship [21:06] Handling the Pandemic's Impact with a Positive Mindset [23:39] Key Projects in 2021 for the Greater Tampa REALTORS®[25:57] Insights into the Future Real Estate Markets [26:54] Ellie's Advice for New Agents [27:43] Connect with Ellie [27:58] Closing Thoughts [28:17] Outro Episode Notes: Joining us today is Ellie Lambert, Broker Owner of Better Homes and Gardens Ellie and Associates and the 2021 President of the Greater Tampa REALTORS®. Ellie Lambert was born and raised in the Tampa Bay area and has seen first-hand the significant transformations in the real estate market of the area. Ellie Lambert's first job was working alongside her entrepreneurial parents to learn the ins and outs of owning a business, which allowed her to gain her entrepreneurial mindset and connect with others. While working in corporate America and moving on up the ladder, Ellie questioned her role as she wanted to have more time at home with her children. She began to put her skills into network marketing companies and sales and eventually found herself working alongside her spouse, remodeling and building homes to sell. Being in this line of work led her to obtain her real estate license as she had a natural love for people and had sales skills to succeed. Ellie has been in real estate for almost thirty years and spent her first few years as a realtor focusing on the foreclosure markets allowing her to pick up significant expertise in the area.The Greater Tampa Bay area comprises multiple counties that Ellie Lambert shares at Better Homes and Gardens Ellie and Associates. She focuses on all counties allowing them to have more access to Multiple Listing Services and allowing her agents to specialize in specific areas. Ellie's essential factor is to offer a powerful and professional experience to the unique clients she services. Ellie Lambert started her brokerage as an independent broker and just passed her two-year mark of being partnered with Better Homes and Gardens, sharing that the company was the perfect fit for her needs and wants in the real estate space. Ellie also holds volunteering as important offering her skillsets and expertise with multiple committees and, most recently, becoming the President of the Greater Tampa REALTORS®. For the Greater Tampa REALTORS®, 2021 will focus on implementing business plans that better understand its members' needs and evolve as an association. Ellie shares that GTR conducted extensive research to understand better who the members are and what they needed from their involvement and investments. The Greater Tampa Realtors hope to reimagine and redesign the entire organization's culture to better align with the member's current philosophies, needs, and visions. Ellie Lambert's advice to new agents is to work smart, long, hard, honestly, and effectively and to leave the room at any time if someone tells you that being a realtor is easy! Resources Mentioned:Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Tresonline.com Find | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn Youtube Find | Ellie Lambert At ellielambert@me.comAt 813-690-0319On WebsiteOn LinkedInRATE & SUBSCRIBE At Ratethispodcast.com/REsessionsOn Apple PodcastsOn Google PodcastsOn Stitcher