Real Talk with Leigh Brown

Latest Episodes:

244 - The Connection Between Leadership & Real Estate with Catherine Cantey Apr 08, 2021

Show notes

What can real estate teach us about leadership? Catherine Cantey, a leadership coach and investor, shares her stories about fixing up properties, partnerships, and how things are changing in our pandemic world. Listen in to hear Catherine share how she shifted from corporate to independent work, and learn the biggest lesson she's learned as a coach that can benefit parties on either side of the table.

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

01:00 - Introducing Catherine, a leadership coach who's passionate about real estate
03:10 - She's done "For Sale by Owner," likes fixer-uppers, and shares her stories
08:00 - They've built a new house in Historic Camden, South Carolina
09:00 - She's on a hospital board that is renovating an old plantation home; it's going to be an assisted living campus with events, activities, suites for guests, etc
11:45 - Her leadership coaching
12:05 - This is her way to give back to help people navigate within corporations
12:55 - Real estate and Zoom environments
15:45 - People are having to scramble for adequate work environments at home or in their car now
17:25 - Her leadership program and shift from corporate to independent work
17:45 - The most important thing during the transition: Networking
18:30 - She uses a methodology that works, created space, and supports her community with newsletters
19:45 - She remains authentic and true to who she is; she loves simplicity
21:45 - Buying and selling houses and the connection to leadership
22:00 - Listen to other people and actively listen
23:15 - You can talk yourself out of opportunities
23:50 - By quiet and let people think; some people just need processing time
25:50 - How to contact Catherine: her website and LinkedIn

3 Key Points

Fixer-uppers can test your marriage!
Show up and do what you say you're going to do.
Listen!

243 - Don't Forget to Flush, People! with Nick Kyte Apr 01, 2021

Show notes

Don't forget to flush, people! Nick Kyte, an 8-year agent in the Ottawa, Canada area, stumbled across an unwelcomed guest when taking his clients through a walk-through. Listen in to hear why Nick now carries around a backpack of cleaning supplies — and learn why kindness, cleanliness, and emotional resilience will never go out of style.

- 01:00 - Introducing Nick, an agent of 8 years in the greater Ottawa, Canada area
- 02:00 - Before real estate, he worked for the federal government and for a hospital in the HR department/labor relations
- 03:30 - The overlap between HR and real estate
- 03:35 - Your day to day is never the same, the pros and cons change daily, emotions change, and situations can change quickly, too
- 05:45 - On keeping a buyer focused on the prize
- 05:50 - Everyone's different but must stay motivated; if the timing isn't right, take a break
- 06:30 - Everyone's going through the same thing; we're going through it together
- 08:40 - Nick's CSIRE story
- 09:35 - He was showing property and arrived a bit early; he wanted to ensure the sellers or another agent wasn't inside
- 10:00 - The door opened and he fell almost two steps; the man came to the door just in his underwear and it was freezing
- 10:35 - He told his clients and was laughing; they waited until the man was ready and came back for the showing
- 11:40 - The house wasn't the right fit
- 12:00 - Another CSIRE story
- 12:05 - He was showing a property late last year and was limited to 30 minutes and only the two buyers that would be on the title
- 12:40 - He rang the doorbell and was met by the agent at the time; they said they'd be done in a minute
- 13:00 - He went in COVID-compliant, went into the bathroom to turn on the light, and there was a poop in the toilet
- 13:45 - Flush, people!
- 14:00 - Lessons
- 13:40 - He carries around cleaning supplies so he is prepared
- 16:00 - Another CSIRE story
- 16:05 - He was inside a gorgeous house, and his client said he thought someone was outside; in the back patio peeking in was a man, wife, and a mother
- 17:00 - They kept looking around and the people kept peering in through the windows; it impacted the way the home was perceived
- 19:20 - There's what we control and what others do
- 19:30 - You can have a process with clients
- 20:15 - Let your REALTOR® help you manage emotions, clean up after yourself, and be kind when you're receiving help
20:30 - How to reach Nick: his website, Facebook, Instagram, and YouTube

3 Key Points

1.) Know when to take a break.

2.) Stay motivated.

3.) Don't forget to flush (and wash your hands)!

242 - Rogelio Martinez - What are "Accessory Dwelling Units?" Mar 25, 2021

Show notes

Did you know that Accessory Dwelling Units are a great investment and an affordable housing solution? There are talks about them happening around the country...if you're listening. Tune in as Rogelio Martinez, the ADU Loan Guy and founder of Vvelcome, explains what qualifies as an ADU, why they're an excellent option to make use of that extra space, and how financing works — and learn why Rogelio is so passionate about what he does.

00:40 - Today's topic: Accessory Dwelling Units.
01:15 - The definition of an ADU and the square footage requirements.
04:00 - About Rogelio, what he does, and how he started his company, VVelcome.
07:15 - People want to be real estate investors, but they're looking in the wrong place.
08:50 - They're a great option for aging parents or older children in a post-COVID era.
09:55 - Public policy with ADUs and updates on statewide ordinances.
12:45 - Two things will sunset after 5 years on Dec. 31,
2020 - owner occupancy and the 5-year amnesty for unpermitted dwellings.
14:25 - You need to know your local elected officials in order to stay abreast of these issues.
16:05 - Your state or city may be talking about this, even if you're not in CA or OR.
17:35 - Shipping containers are allowed as an ADU as long as they meet the requirements.
20:05 - How financing works for an ADU and the options Rogelio's company offers.
20:50 - Using an FHA 203K loan to convert an attached or detached garage.
22:25 - The four Fannie Mae and Freddie Mac loan options and others.
23:55 - Assisted living and aging in place with ADUs.
24:50 - What Rogelio is against and why.
26:35 - Talk to your Government Affairs Director.
27:05 - How to reach Rogelio: DM him on Instagram.
29:00 - What he does and why it's important.

3 Key Points

1.) ADUs are a great way to build an investment and save money.

2.) ADUs are an affordable and attractive solution for housing.

3.) Don't forget our seniors, veterans, and single parents.

References

Vvelcome Instagram
Vvelcome Facebook

241 - Dustin Brohm, There's Nothing Like an Undisclosed Boundary Dispute Mar 18, 2021

Show notes

There's nothing like an undisclosed boundary dispute to spice up a showing! Dustin Brohm, an agent in Salt Lake City and the host of the Massive Agent Podcast, got a nice surprise when he showed up to a home with a buyer and their entire extended family. Listen in to hear Dustin share how the experience could've been way more pleasant — and learn a unique question to ask your REALTOR® to find out if they're the best for the job.

02:00 - Introducing Dustin, an agent of 10 years in Salt Lake City and host of the Massive Agent Podcast
- 02:50 - The first 5 years of his career was a mess; he hated what he was doing
- 03:10 - He came across content marketing and that changed everything; the concept was brand new to him and helped him attract business
- 05:05 - His jobs before real estate were dead-end jobs
05:50 - The content he put out: buying your first house and moving to SLC
- 06:00 - He found out what people are looking for online and focuses on things that people are looking for locally
08:30 - Dustin's CSIRE story
- 09:00 - It was a concept of boundary disputes; there was a house across the street from the Utah state capital
- 09:35 - The inside was nice but they hadn't seen the outside yet; the buyers brought three carloads of family to the showing
- 09:50 - There were signs all over the yard saying "Crook," "Liar," "Boundary Dispute" and profanities
- 10:55 - The neighbor was trying to derail the sale; the buyer's agent should've at least been aware of the dispute to come in prepared
11:50 - Lessons
- 12:15 - Let the buyer's agent know if there are any issues so they can be prepared before they walk into the craziness
- 12:45 - Communicate and avoid drama; there are plenty of opportunities to give the information buyer's need
15:20 - What surprises him the most about the reactions he gets
- 15:45 - He's surprised by how many people will never actually take action or do the work long-term
- 17:00 - Discipline creates motivation, but some people just aren't disciplined or motivated
- 18:10 - The best agents have great routines and are motivated and disciplined
18:45 - How to reach Dustin: Massive Agent Podcast, on Facebook or on Instagram

3 Key Points

1.) Put content out there that people want to see.

2.) Communicate!

3.) Ask your REALTOR® about their daily routine.

240 - Social Media 101 for REALTORS with Giselle Ugarte Mar 11, 2021

Show notes

Your Instagram is your business card. Is it working for you? Giselle Ugarte, a Marketing Director, online educator, motivational speaker, podcaster, and influencer, drops some truth bombs on us REALTORS® when it comes to social media. Listen in to hear Giselle share what REALTORS® get wrong, how we should approach social media, and what we should (and shouldn't share) — and learn her thoughts on boundaries and communication from a consumer standpoint.

00:45 - What REALTORS® are doing wrong on social media and can improve
- 01:05 - They don't consider who their audience; know who you're talking to
- 02:00 - Your Instagram is your business card; don't use it to vent
- 03:30 - Make your profile and bio work for you; show your personality
- 05:25 - Leverage video and show yourself; choose what's personal and private
- 06:40 - Get personal, but keep what's private private
07:20 - What Giselle looked for in a REALTOR®
- 07:45 - As a consumer, she was a Millennial, single female
- 08:25 - She thought she would buy her first place with a partner
- 09:00 - She had a lot of questions; REALTORS® can answer these questions on social media
12:00 - Boundaries and communication
- 12:05 - She wasn't sure of her REALTORS® boundaries around texting, calling, and questions
- 12:20 - Part of the frustration REALTORS® experience with clients is because they haven't set clear boundaries for the relationship
14:45 - Her REALTOR® experience
- 15:20 - She had a great experience and ended up buying a friend's condo; the REALTOR® still supported them through the sale
- 17:00 - Communication is key; remember the down-the-road referrals, too
18:30 - The best and worst
- 19:30 - The worst: Client-trashing memes, profiles where the person behind it is unclear, profiles that look like a flyer, screenshot overload
- 22:00 - It's better to post one quality post a week than daily regurgitated, low-quality posts; make sure you're compliant
- 23:15 - Don't worry about being perfect; done is better than perfect
- 26:00 - Get on Clubhouse!

3 Key Points

Know your audience.
People buy from people.
Set boundaries.

239 - Humor Is Just Way More Fun! with Steve Kyles Mar 04, 2021

Show notes

Humor is just way more fun! Steve Kyles, a veteran mortgage professional for Movement Mortgage, knows things can get intense sometimes, which is why he loves getting in a good laugh. Listen in to hear Steve share how he went from dead broke and drowning in debt to successful and thriving — and learn a quick tip for handling student debt in a creative way that you probably don't know about!

01:00 - Introducing Leigh, why she started the CSIRE podcast, and how she got started in real estate
03:30 - The inside scoop on Leigh, why she isn't "brand safe," and how her podcast has evolved over time
05:50 - The more perfect someone is, the less trustworthy they are; the podcast is Leigh's imperfect passion project
06:55 - On filling the gap in an authentic and attractive way; the person you are is your best key to a successful business
08:35 - Everything worth doing is worth doing imperfectly
09:05 - Steve lives in Rosenberg, Texas and he loves the quiet space to raise his family
11:00 - He's been in real estate for 18 years since he was 25; he was dead broke at first and is now successful and still growing
12:45 - Make outbound calls and answer your phone
13:00 - Steve's CSIRE story
- 13:30 - He's an identical twin; he introduced his twin brother to his wife and he met his wife at their wedding, he was the best man and she was the maid of honor
- 14:00 - He and his brother's wives are best friends, and their kids are best friends
- 15:15 - They first found a house for $6,000, they racked up a lot of debt, but stayed planted and built a successful mortgage business
- 17:35 - They went back and have since paid everyone off
18:10 - Another CSIRE story
- 18:25 - He sees nonsense regularly but tact and humor are used to offset the craziness; someone on his team was accused of being racist
22:25 - On student loans and income-deferred payment plans
24:25 - Why he dropped out of school and got into the mortgage business; many successful people in real estate came from the restaurant industry
27:00 - How to reach Steve: Shoor him a text at (713)929-2998 and find him on Instagram and Facebook

3 Key Points

1.) Don't fear perfection.

2.) Be yourself.

3.) Take responsibility for yourself.

238 - Sink or Swim with Garrett Gillespie Feb 25, 2021

Show notes

Leave it to a young buck to set a fast pace! Garrett Gillespie, a brand-new REALTOR® in Mount Airy, Maryland, has hustled his way into the real estate industry and just earned his license. Listen in to hear Garrett share his crazy story and how he balances work, school, and fun - and hear about his bright future ahead in real estate and politics.

Time Stamped Show Notes:

01:00 - Introducing Garrett, a brand-new REALTOR®
- 01:15 - He's based out of Mount Airy, Maryland, and became licensed at 18; he's been in real estate for 4 years working with his mom
- 03:00 - He loved the fast-paced environment and enjoyed getting to know the business under his mom's mentorship
05:30 - How Garrett strikes a balance at work
- 05:55 - He puts work first right now but is also going to school full-time and paying for it with his real estate commissions
- 06:15 - He puts his work first and is always there for his clients
07:45 - HIs biggest challenge
- 08:05 - It was hard to gain respect and trust at first; he makes sure he makes a great first impression
- 09:10 - People just want the best person for the job and Garrett's determined to show that he is that person
09:50 - Garrett's CSIRE story
- 09:55 - A couple of months ago, they were a few months into a short-sale transaction
- 10:20 - The agent called Garrett and told him that a car had run into the house; a woman had been texting and driving and ran into it but the story didn't make sense
- 12:40 - His client decided to leave and got under contract for another property
14:15 - Garrett's dream; he sees himself always doing real estate but he wants to become a lobbyist and get into politics
- 15:55 - The lobbyists and advocacy team at NAR are top-notch
16:35 - How to reach Garrett: Instagram, Facebook, and LinkedIn

3 Key Points

Find a healthy balance between work and everything else.
Make a good first impression.
You need a REALTOR® — not just the internet.

237 - Sex-Powered Real Estate with Nancy & Bill Jamison Feb 18, 2021

Show notes

Real estate is sexy, after all! Nancy and Bill Jamison, podcast hosts, coaches, and REALTORS® in and around Atlanta, GA, explain how they use sexual energy to power their real estate business. Listen in to hear Nancy and Bill share the surprising way sexual energy fuels their client relationships and strengthens their professional partnership, and learn why they practice orgasmic meditation once a week (for the business, of course!).

Time Stamped Show Notes:

01:00 - Introducing Nancy and Bill, REALTORS® in and around Atlanta, GA who have been in the business for almost 20 years
- 03:30 - They both have a background in the restaurant industry; Bill is the go-getter and Nancy is more about systems, processes, and management
05:35 - Business powered by sexual energy
- 05:55 - They use sexual energy to power their business; it's a cornerstone of Jamison & Co.
- 06:30 - They practice sex and sexual energy for the purpose of manifestation; it's unconventional but allows for energy not to be flatlined
- 08:05 - If you aren't synchronized in the bedroom, you won't be synchronized anywhere else
09:30 - The Bill and Nancy connection
- 10:15 - They didn't always have the connection they do now; they used to only talk about deals in bed
- 11:30 - 2009 was their "shit year" and they decided to go on vacation to rekindle their relationship and reconnect with their driving energy
- 15:00 - They found a master coach, attracted a great group of people, and realized how co-dependent they had become
17:15 - How they market their business; everything is energy and everything is already there
- 17:50 - People pick up on the energy; the marketing is not necessarily sexual
- 18:10 - They host an Orgasmic Meditation Class every week; it's an intentional business practice that powers and fuels the business intentions
19:45 - Their CSIRE story
- 20:40 - They've walked in on porn sets and crack smokers, sex rooms and dildos
- 21:55 - They haven't had any clients try to sleep with them; their clients are attracted to the uplifting and charged energy
- 23:35 - Their referral rate is 87%; their clients are lifelong and they know that it's all about the relationship
25:30 - How to find Nancy and Bill: Jamison & Co., on Instagram, or by email at sexmoneyrealestate@gmail.com; also check out their podcast Sex Money & Real Estate

3 Key Points

If things aren't going well at home, they won't go well anywhere else.
Find a like-minded community.
Take care of yourself and your mindset first.

236 - Lease Purchase Agreements Explained with Zachary Beach Feb 11, 2021

Show notes

There's a different way to look at financing for real estate that you may not have considered. Zachary Beach, a real estate coach and the COO of Smart Real Estate Coach, breaks down all things lease purchase agreements and when they might be a good fit for a buyer and seller. Listen in to hear Zach share how they make sure lease purchase agreements are successful, how they saved a buyer when traditional financing fell through, and how he used one for his own very first property.

Time Stamped Show Notes:

01:00 - Introducing Zachary, a real estate coach and the COO of Smart Real Estate Coach who lives in Rhode Island
- 03:15 - He was a bartender and personal trainer out of college; his father-in-law was an investor and helped him after he got burnt out from what he was doing
- 04:10 - He's been in real estate for over six years and now has a coaching business, too
- 04:40 - He's only been involved in creative financing; he doesn't know why the traditional route of financing can be so complicated
05:45 - How he breaks down lease purchases
- 06:05 - They ensure buyers and sellers are successful in the transaction, which isn't always the case; they have a high conversion rate
- 06:50 - They have systems and processes to make sure people are successful; the options they offer usually work unless you need your property's equity immediately
08:55 - On owners getting "locked-in" to a lower price through a lease purchase agreement
- 09:10 - No one knows what the market is going to do; he offers a solution and recognizes that it's not a good option for everyone
- 11:00 - ⅓ of properties in the US are free and clear; so that is a great market for a lease purchase agreement
- 12:15 - These types of agreements can work with buyers who don't have perfect credit, need seasoning, or have other factors impacting their ability to buy today
- 12:40 - Zach bought his first house on a lease purchase agreement
13:25 - On changing bank regulations
- 14:00 - The bank changed regulations to qualify for a property at the last minute and a guy that had 20% down, 750 credit score, and 6 months of reserves lost a traditional deal
- 14:15 - They fixed the situation with a lease purchase agreement and all he needed was 6-12 months to build up his reserves so he could get a loan
15:55 - How to find Zachary: go to www.smartrealestatecoach.com/webinar and get their free book

3 Key Points

Make sure you're working with someone who cares to see your success.
Lease purchase agreements can be a creative way to own a home down the road.
Lease agreements aren't always the solution.

235 - The Future of Real Estate with Jeff Cohn Feb 04, 2021

Show notes

Want to tour a home that hasn't even been built yet? The future is here, so it's possible! Jeff Cohn, a speaker, host of The Team Building Podcast, and founder of Omaha's Elite Real Estate Group—now kwELITE—uses the Oculus Quest to support clients in touring and customizing their dream home. Listen in to hear Jeff share the most valuable piece of advice he has received, how he grew his business while maintaining his freedom, and how he best serves his clients.

Time Stamped Show Notes:

01:30 - Introducing Jeff
- 04:15 - Jeff stopped selling real estate in 2014; he now teaches people how to teach people to sell real estate
- 05:10 - He grew up in the suburbs of Omaha, NE; he's been around real estate his whole life because of his mom
- 06:35 - He is the founder of Omaha's Elite Real Estate Group, now kwELITE with Keller Williams
- 06:45 - They grew 300% amidst the pandemic; he has sold a lot of properties
08:40 - Jeff's CSIRE story
- 09:50 - In 2006 in November, he decided that he needed to interview the people he wanted to be like; he found the top 20 agents in Omaha to interview them
- 10:35 - Now, he does this with every business, and he has over 15 companies; this strategy works every time so you don't have to reinvent the wheel
- 10:55 - Everyone he asked when he was 23 gave him investment advice; they wished they would have invested in more real estate
12:00 - Why the common thread was to invest
- 12:15 - Most people in real estate have a job and just think of it as work, but businesspeople think about investments and creating freedom
- 13:05 - Agents can protect their time and make moves not to work 7 days a week; create freedom and take time off to care for yourself
- 14:15 - Treat your business like a business; if you are necessary, you're working a job
15:40 - How he started
- 15:45 - He primarily invests in single-family homes and has stuck with the Omaha metro area; he and a friend started Dynamic Investments, LLC
- 17:15 - His expansion strategy involves investment coaching, mortgage, insurance, and digital marketing
17:50 - Jeff's CSIRE story
- 18:15 - At one of his first walk-throughs, he asked the seller if anyone else was in the house; she said no, but was older and didn't follow him through the house
- 18:50 - He went into the finished basement and accidentally walked in on her nude 19-year-old daughter; he told the seller and she said it was no big deal
- 19:20 - The awkward part of the story is the mother's reaction; she didn't have one!
19:45 - Another CSIRE story
- 19:50 - His wife was breastfeeding his son so when he went to a listing presentation where a woman had a newborn, he could tell she was "full of milk"
- 20:40 - He blurted, "Are you breastfeeding?" and immediately regretted it; she was a complete stranger... he didn't get the listing
- 21:05 - He tried to backpedal, but it was too late
22:15 - On brokerages and teams
- 22:25 - Brokerages can accept and support teams instead of viewing them as a threat; sometimes they just don't know how to support
- 23:05 - The best teams scale knowledge; it's all about finding the best person for your case and community
- 24:00 - Jeff uses an Oculus Quest VR headset to help clients tour homes that haven't even been built yet; he invested in VRLY
- 30:00 - Follow Jeff on Instagram and get some freebies at www.growwithers.com
- 31:30 - Listen to The Team Building Podcast and this episode where Leigh was the guest!

3 Key Points

Ask questions and learn from those who are where you want to be.
Invest!
Treat your business like a business!

Our TOPPODCAST Picks

Follow Us

Stay Connected

Real Talk with Leigh Brown

Related Podcasts

Links

Stay Connected