Real Talk with Leigh Brown

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215 - Casanova Brooks, Never Underestimate the Power of Relationships Sep 17, 2020

Show notes

Never underestimate the power of relationships. Casanova Brooks, a real estate agent, investor, speaker, and CEO, has learned this lesson firsthand — time and time again. Honesty, integrity, and true connection have always been Casanova's MO, and it has paid off exponentially. Listen in to learn what real estate has done for Casanova's life and how you, too, can find what makes you come alive.

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Time Stamped Show Notes

02:30 – Introducing Casanova, a relationship-builder in Omaha, Nebraska who was raised by two strong women
- 03:25 - He's no stranger to adversity; he lost his mom, his job, and his home in two weeks
- 04:20 - He got his real estate license and did 46 deals in 9 months; he got Rookie of the Year in Omaha
06:30 – On how he made it
- 06:45 - He built relationships and leveraged social media; he got any knowledge he could
- 08:15 - Real estate is his "what' and "how" but it's not his "why"; the value is in the people
- 09:25 - Find what makes you come alive
10:20 – On investment properties
- 10:40 - He got into real estate investing by coming across a YouTube video where a man said to, "Be the lord of your land."
- 12:45 - He got his license to help others buy and sell property, then he figured he could buy his own investment properties and design his own life
- 13:50 - He buys in Omaha but is open to investing in other areas
16:00 – Casanova's CSIRE story
- 16:20 - Something crazy about Omaha is the sportsmanship in CWS
- 20:35 - The power of relationships; a woman was always a big supporter and connected him to a woman at her church
- 22:13 - Wholesalers had tried to get her to sell with them; he connected with the woman and guessed it would be $15,000
- 23:00 - She said she got offers for $25,000; it gets done and a day or two later she calls back
- 23:30 - She asked if he would buy the property from her; he offered $8,000 knowing the other offers were $25,000
- 24:15 - The woman sold it to him, he put $31,000 into it, and now it's worth $103,000 and he rents it out for $900/month (see the video here)
- 25:30 - There was no game or snakey language; that's why the lady trusted him and went with him
- 26:10 - Build the relationship first then make the ask
29:25 – On your "WHY"
- 29:40 - Your business, and the way you do business, reflects your "WHY"
- 30:25 - It's about who knows you, not just who you know
33:50 – How to reach Casanova: his website, his podcast site, Instagram, YouTube, and LinkedIn

3 Key Points

Don't take anything for granted.
When it's no longer fun, be done.
Build relational capital.

214 - Don't Screw With the Upper Peninsula - Stephanie Jones Sep 10, 2020

Show notes

Want to know why you don't screw with the Upper Peninsula? Stephanie Jones, a REALTOR® from the Upper Peninsula of Michigan, will tell you a story about a company that brushed them off the map (and how many beers it took to make amends). She'll also share a crazy story that involves the Ted Nugent, internet trolls, and an important lesson in loving everyone, even if you don't agree with them. Listen in to hear about Stephanie's easiest sale ever and what can make or break a real estate deal.

Time Stamped Show Notes

01:30 – Introducing Stephanie, a REALTOR® from the Upper Peninsula of Michigan
- 03:25 - The Upper Peninsula is incorrectly placed or omitted from maps all the time; TickPick got it wrong and their rating plummeted online when they brushed it off
- 04:40 - The owner, Brett Goldberg, was told he could redeem himself by going to the U.P. and doing some classic U.P. things
- 06:20 - He bought 1,000 beers for people there and now has a lecture about how you can't screw with the U.P.
07:05 – Stephanie's CSIRE story
- 08:30 - They had a lieutenant governor running for office in Michigan who used to work in the Grand Rapid Association of REALTORS®
- 09:32 - She was going to do a rally and class for REALTORS® in Marquette and Stephanie was able to participate; Stephanie got to hang out with Ted Nugent
- 11:15 - Trolls on social media put him on par with Hitler and people were shaming Stephanie on social media for posting a picture with him
- 12:40 - This is something that's wrong with the world today; you don't have to agree with everyone but you can love all
13:30 – The Lesson
- 13:40 - If you don't like what someone has to say, keep scrolling; keep your mind open to new and different opinions
- 15:40 - "Bless your heart" has a different meaning in the South
- 19:00 - Take good photos; her easiest sale was made simply by adding better pictures
- 21:30 - Listen to your clients and get their approval on photos; an apprenticeship period would help new agents
22:20 – How to reach Stephanie: her website
- 23:00 - You can AirB&B in Marquette

3 Key Points

Don't screw with the Upper Peninsula!
Listen to every opinion, then make your own.
Continue having conversations. Somebody is always listening.

213 - Let's Play a Game...Is That Wallpaper or Mold? - Kim Zwiener Sep 03, 2020

Show notes

Let's play a game...is that wallpaper or mold in the bathroom? Kim Zwiener, a REALTOR® and proud owner of the largest female-owned company in Lincoln, Nebraska, has a crazy story to tell that involves mold, mushrooms, and more mold. Listen in to hear how quickly the house sold, how Kim manages multiple offers, and why it's so important to know who's on the other side of the table.

Time Stamped Show Notes

03:00 – Introducing Kim, a REALTOR® in Lincoln, Nebraska who got licensed in 2006 after a 6-year stint in elementary education
- 03:30 - In 2008 she was doing foreclosures, then she started their own company in 2010
- 04:05 - They are now the largest female-owned company in Lincoln, Nebraska
05:25 – Kim's CSIRE story
- 05:40 - There was a nice home in an affluent neighborhood that was full of mold; there were mushrooms growing in the basement, the ductwork was "raining"
- 06:15 - Her Facebook post title was "Wallpaper or mold?"
- 07:10 - How it got bad: There was something stuck in the top-level sink, the sink was left on, then the property was vacated
- 08:00 - The bank didn't do anything about it, lots of water went through the home for months; the house was priced right and still sold in a week or two
- 10:20 - There's a strong investor market in Lincoln
10:45 – On the good investor market and the impact of coronavirus on Lincoln
- 11:00 - Most of their investors live in Lincoln
- 12:05 - Like the rest of the country, there isn't enough inventory; sellers are gun-shy about the market and buyers have to be at-the-ready
- 13:15 - With sellers, Kim tends to wait for offers to give people a chance; on the buy side, she wants to get in there, put in an offer and take it
14:15 – How Kim learned how to manage it all in real estate
- 14:20 - She learned by working with foreclosures in 2008; she learned human nature and how to not get emotionally involved in the deal
- 16:10 - Being involved in the community and knowing other agents helps in a multiple-offer situation
17:50 – How to get in touch with Kim: Sellstate Empire Realty, Facebook, or by phone at (402)416-1889

3 Key Points

Take human nature into consideration.
Don't get emotionally involved as an agent; you're a go-between.
Engage with your community!

212 - Lynn Leegard, People Buy From People They Like and Trust Aug 27, 2020

Show notes

In some ways, the world is in 2020 and the real estate industry is in 1990. Lynn Leegard, the President and Co-Founder of TrustFunds is on a mission to change that with electronic earnest money transactions so we can finally ditch paper checks for good. Listen in to hear her inspiration for starting TrustFunds and learn why likeability and trust in an agent are more important than their ability to catch buying signals.

Time Stamped Show Notes

01:00 – Introducing Lynn, a real estate attorney, broker, developer, and the president and co-founder of TrustFunds, a company that makes the earnest money process electronic
- 01:30 - She's been in the industry for 35 years
- 02:20 - She sold real estate for 4 years, then went back to law school
03:05 – Her business
- 03:10 - She saw the frustration in the market because of paper checks; she created TrustFunds and now they do electronic earnest money
- 04:20 - The industry had already figured out electronic documents and signatures, it's only natural that the next progression would be electronic checks
05:10 – Millennials are used to technology but most REALTORS® are an average of 56 years old; there's a generational divide
- 06:20 - TrustFunds is simple and easy; they're integrated right into the MLS
- 07:45 - Ask your REALTOR® or MLS about it
08:15 – Lynn's CSIRE story
- 08:20 - Once you're in the industry, it's hard to leave; Lynn loves it and enjoys the challenge and variety it provides
- 09:35 - You never have all the answers; you just have to jump in and do it
- 10:15 - She had a top executive as a client, they looked at several townhouses, and he was giving her buying signals that she was totally missing
- 11:00 - It wasn't until he said, "I think this is where we write the purchase agreement" that she caught on
- 12:00 - The client stuck with her because he liked and trusted her; people buy from people they like
12:20 – Lessons
- 12:30 - Support is good in life
- 12:35 - Likeability is important
13:05 – Another story
- 13:10 - 30 years ago, when she brought her husband home when they were dating, her dad said, "I think this is who we've been waiting for."
13:50 – How to reach Lynn: TrustFunds website, or Facebook

3 Key Points

Technology is a beautiful thing!
The industry always provides variety and challenge.
People buy from people they like and trust.

211 - Chased off Church Property, Brent Saunders Aug 20, 2020

Show notes

What's the deal with title insurance? Brent Saunders, the Business Development Manager for PM Title in Columbus, Ohio, breaks down the difference between standard and enhanced title insurance and why you need it. Listen in to hear the stories of when he got chased off church property and awkwardly stuck between a fighting husband and wife.

Time Stamped Show Notes

01:00 – Introducing Brent, the Business Development Manager for PM Title in Columbus, Ohio - the fastest-growing title company in Ohio since 2015
- 01:15 - They help agents and have a videography team, a social media team, a podcast, and more
- 02:10 - Agents don't have to disclose how they leverage their vendors and resources; he's okay with agents taking all the credit
04:30 – Standard vs. enhanced title insurance
- 04:48 - There are three basic formed of title insurance: lender's policy, homeowner's policy, and an owner's policy
- 05:00 - You pay a premium in case there's a problem like any other insurance product, but it also covers any problems that have already happened
- 05:50 - Lenders typically require a lender's policy to protect their assets and investment
- 06:20 - Owner's and homeowner's policies protect against a claim; in the Columbus market, they require the enhanced policy
- 07:00 - The enhanced policy is 15% more expensive and appreciates with the property
08:00 – On getting an enhanced policy if you already have a standard one
- 08:15 - He's not sure if you can switch; he'll ask his attorney
08:50 – Brent's CRIRE story
- 09:10 - 3 years ago, they hired their first videographer; an agent needed a video of a church that was a total wreck
- 09:45 - They couldn't get into the property and tried the back door; the next-door people started screaming at them
- 10:30 - A guy comes out and starts screaming at them, calling them slum lords, and saying their kids keep getting hurt on the roof
- 10:50 - They let their 100-pound dog out; they decided just to do exterior shots and leave
11:50 – Lessons
- 12:10 - Protect yourself and your staff. Photo/video isn't worth your safety
12:30 – Another CSIRE story
- 12:35 - Dower Law: When you get married, your spouse owns an interest in your property
- 13:20 - You can't buy or sell a property without your spouse's signature in some states
- 13:40 - He had a client who said his wife was going to show up to sign off on something; when she shows up, they start getting into an argument
- 13:55 - She said she wasn't going to sign, they went back and forth; she brought legal documents, too, and asked him to sign hers and she would sign his
- 15:00 - Brent didn't ask and didn't want to know what her documents were all about
15:10 – Lessons
- 15:15 - It's awkward to be in the middle of a couple fighting
- 15:40 - Don't get in the middle of a couple's fight and don't be nosey
- 16:30 - Maybe your dog could protect you when you're out and about
17:00 – How to reach Brent: the PM Title website; they are connectors, happy to help, and go above and beyond

3 Key Points

Leverage your resources!
Protect yourself.
Don't get in the middle of a spousal fight!

210 - Jeff Turner, a Serious Gap in the Real Estate Market Aug 13, 2020

Show notes

Have you yet to experience the power of video? Well, you better hop on the bandwagon because if you haven't noticed, video is the way of the future. Jeff Turner, an entrepreneur and consultant, had a terrible experience when selling his own home which led him to see a serious gap in the real estate market. Listen in to hear what he did about it and why video really ain't so bad.

Time Stamped Show Notes

01:00 – Introducing Jeff, an entrepreneur-in-residence with Second Century Ventures; he also consults real estate start-ups and is working with another start-up
- 03:20 - He has six kids; his 14-year-old daughter is hooked on The Office and so is Leigh's son
06:00 – Jeff's CSIRE story
- 06:10 - It's the reason he got into real estate technology; he helped revolutionize newspaper advertising with a previous company and sold it
- 07:15 - For Valentine's Day in 2002 he took black and white photos from his wedding and made a video for his wife
- 07:50 - In the parts where there were no people, the photos looked like video; he went into the hotel business then residential real estate for video
- 08:50 - They wanted to sell their house; he was recommended an agent and hired him; the agent wasn't very good and only said to take one picture
- 10:50 - Jeff said he'd take the pictures and create a virtual tour; the agent never put them up online and didn't create a flyer
- 11:45 - Jeff made his own flyers and did his own open house; they were all there because of the video
- 13:30 - A couple makes an offer to his agent, he ends up negotiating against his own agent and it was a terrible experience
- 14:35 - He dropped doing hotel shows because he saw that the real estate industry needed some help
18:00 – Lessons
- 08:10 - Don't be lazy; don't just think "the house is gonna sell anyway"
- 19:10 - Agents miss the opportunity to serve people better; it's not about the house selling, it's about serving people, customer service, and the right process
- 20:30 - The arguments haven't changed in 17 years; the coronavirus is helping the industry move into more digital and video
- 22:15 - Video isn't as scary as people think and they're finding that out now
- 24:00 - Good agents will get better during this time
24:45 – Where to find Jeff: Twitter or email jeff@jeffturner.com

3 Key Points

Every profession has mediocrity.
You can fire a bad agent.
If you don't like it, fix it yourself.

209 - Dishonestly Comes Back to Bite You in the Ass, Daniel Smith Aug 06, 2020

Show notes

Want to know why it's so important to get a home inspection? Let Daniel Smith, an author, speaker, and strategist, tell you the story of when someone tried to sue him for nondisclosure. Listen in to learn why honesty is the best policy, what agents do that's so valuable, and what can happen when dishonestly comes back to bite you in the ass.

Time Stamped Show Notes

01:00 – Introducing Daniel, he sold real estate until 2007, then sold his business
- 01:50 - He started speaking, writing, teaching, is a principal broker, and married a broker
- 02:40 - He enjoys working with real estate professionals
03:15 – Dan's CSIRE story
- 03:20 - He's in California, which is a very litigious state; he was sued 7 times and won all the ones he went to court for
- 04:20 - The first one was the most memorable; his broker and owner were livid and he was in his mid-20s
- 05:10 - He ended up going to court for non-disclosure; they wanted enough money to pay for the house
- 07:25 - The home inspector saved the day; he showed pictures proving Daniel's case and the judge dismissed all charges and dropped the case
- 07:55 - The homeowners were trying to game the system and cut the support beams under the house; they got caught and messed up their own home
08:40 – The lessons
- 09:05 - There are sketchy people out there
- 11:10 - You need a home inspection
- 11:30 - As a seller, be honest; as a buyer, do your due diligence and be honest
- 13:30 - Virtual operations may change things because of COVID-19
- 14:30 - REALTORS® are necessary and agents are valuable; just using an app isn't enough
- 16:40 - Urbanites are running for the hills because they aren't limited by location anymore
18:05 – How to reach Dan: his website, Facebook, Instagram, and Twitter
- 18:45 - He might be on TikTok soon; he's fighting it, though

3 Key Points

Tell the truth.
Get a home inspection.
As a REALTOR®, it's not your job to fill out the disclosure.

208 - Karla Jacobson, Promising Things That They Couldn't Promise Jul 30, 2020

Show notes

How does a supermom REALTOR® balance it all? Karla Jacobson, an Associate Broker with Fortify Group in Geneva, Nebraska, schedules the time, whether it be for herself, her family, or her friends. Listen in to hear Karla share why self-care makes for a better REALTOR® and how she treats her clients with respect and care.

Time Stamped Show Notes

01:00 – Introducing Karla, an Associate Broker with Fortify Group in Geneva, Nebraska; the company does insurance and real estate
- 01:30 - She's been in real estate for 13 years and was in banking for 17 years
03:00 - On "coming over to the good side" of real estate
- 03:05 - When she was in banking, her husband was on the road a lot and she was caring for a family; she realized she wasn't going to be able to grow in the industry
- 03:37 - She was recruited by a broker but had to wait until her child was a bit older
- 04:45 - She's learned lots of life skills from the industry; for example, remembering names, intervening when needed, and getting shit done
07:40 - What she wishes she would've known
- 07:45 - You have to schedule time for your family, friends, and self; call it an appointment if you have to
- 8:35 - REALTORS® are people-pleasers at heart; it's hard to balance work and personal life
10:50 - On being humble and a lesson she learned
- 11:00 - She has sold trailers and was discriminated against in the financial world
- 12:05 - She treats all her customers the same; in her market, you look at everything at once since there isn't much
13:45 - On building homes
- 14:00 - Her and her husband found their dream property and built their own home; she's working with a developer to build other homes
14:40 - Her CSIRE story
- 14:45 - She's had people know if someone died in the home, crazy cat ladies
- 15:30 - She sold a mansion with a pool to a young family; the seller's agent was promising things that he couldn't promise about the pool
- 16:20 - The buyers said that the contract needed to say that the pool had to be "opened for the season"; it took $15,000 for the pool to be opened, then they closed
- 16:30 - She listened to the expertise the client brought to the table
18:55 - How to reach Karla
- 19:00 - Go to her website

3 Key Points

Ask for answers directly and eloquently.
Working in real estate teaches you valuable life skills.
Schedule time for yourself, your family, and your friends.

207 - Dan Rochon, Much More Than Just Sales and Commission Jul 23, 2020

Show notes

Being a good REALTOR® is about so much more than just sales and commission. It's about serving people. Dan Rochon, a REALTOR® with the Greetings Virginia Sales Network, knows this well and was reminded of it when he got a fateful call years ago. Listen in to hear Dan share why an app can never replace a good REALTOR®, and learn what he carefully considers during every negotiation.

Time Stamped Show Notes

00:40 – Introducing Dan, the Head Coach/Visionary with the Greetings Virginia Sales Network who has been selling real estate since 2007
- 01:15 - He lives in northern Virginia with his wife, daughter, and dog
03:00 – Real estate in his area
- 03:13 - The economy is great and insulated from the rest of the country
04:00 – Dan's CSIRE story
- 04:30 - They were in their office with old-school phones and it rang; he answered the phone and the lady was a seller he had been prospecting for two years
- 05:05 - She called to cancel their appointment because her husband had killed himself the day prior; he never answered the phone but did on that day
- 05:30 - He listened to her and went home and cried
06:05 – The lessons
- 05:35 - It's not about sales or commissions; it's about helping others
- 05:40 - REALTORS® work round-the-clock and are wound up in emotions, too
07:25 – On being a professional waiter
- 07:45 - He thought being a waiter was draining, but real estate is more emotionally draining and brain taxing than the Army
08:15 - Real estate is about people
- 08:20 - Even though there's more technology now, real estate will always be about people and their needs on both sides of the table
- 09:45 - An app will never change the need for a human to do the job or a REALTOR®
- 10:30 - It takes someone with skill to handle negotiations and the unexpected things that come up burning a transaction
- 10:44 - A REALTOR® also acts as a mediator between people who are running high on emotions
- 12:00 - Cultural differences impact the way people handle a sale, too
12:45 - Real estate is a tough industry
- 12:50 - People in the service industry have experience in hard work, negotiations, and great customer service under pressure
15:15 - How to reach Dan
- 15:35 - Facebook, his website Greetings Virginia, and check out his book Real Estate Evolution if you're an agent

3 Key Points

It's not about sales or commission; it's about the needs of the human.
Real estate takes every ounce of everything you have.
An app can't do what a REALTOR® can.

206 - Chris Prefontaine, A Crazy Sh*t Story (Literally) Jul 16, 2020

Show notes

Want to hear a crazy shit story (literally)? Of course you do, that's why you're here! Chris Prefontaine, a real estate investor and coach, had to do some quick problem-solving when things went south at one of his college investment properties. If you've got questions about how investments work without a bank loan or personal money, Chris is the guy to ask. Listen in to hear Chris share what he advises investors, why people love his solution, and how he brought his sons into the business, too.

Time Stamped Show Notes

00:40 – Introducing Chris, who's been in the industry for almost 30 years
- 00:50 - He's in Newport, Rhode Island and works with his two sons running a buying and selling entity and coaches others to do the same
- 02:40 - He got crushed in 2008, but during COVID-19 he's been tripling deals
- 03:30 - They buy everything lease-purchase or owner financing; neither require a bank loan or personal money
04:00 – How it works
- 04:05 - Banks aren't lending like they were, a lease-purchase helps people lock in profit and be hands-off on the process
- 05:20 - It helps you protect what you have no matter what the market does; he helps people get the solution they need
06:25 - His CSIRE story
- 06:30 - A client stayed in a home for 26 months and gave them credit the whole time; when she left, they had a payment due
- 07:25 - They gave her stability and peace of mind, but she was essentially paying to be in her home
07:40 - On debt limits
- 07:50 - After 2008, he's careful not to be overleveraged and advises investors to do the same
08:25 - Another CSIRE story
- 08:30 - They used to buy college properties; they got a call and the basement was full of sewage a foot deep
- 09:10 - They went in and cleaned it manually and it happened a second time at the same property; it wasn't the kid's fault, roots had grown into the pipes
10:20 - How to contact Chris:
- Free webinar: www.smartrealestatecoach.com/webinar
- Free strategy call: www.smartrealestatecoach.com/action
- Free book: www.freesrecbook.com
- https://www.smartrealestatecoach.com/thriving - it's a chapter in the Newly Revised Real Estate On Your Terms for free

3 Key Points

You can't learn better than toe-to-toe.
Don't be overleveraged.
People value stability and peace of mind.

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