Real Talk with Leigh Brown

Latest Episodes:

Jef Conn, The Man Who Sold a Prison - Crazy Sh*t In Real Estate with Leigh Brown - Episode #165 Sep 12, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Steve Sims - Crazy Sh*t In Real Estate with Leigh Brown - Episode #164 Aug 15, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Paula Brahan - Crazy Sh*t In Real Estate with Leigh Brown - Episode #163 Aug 08, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Rod Meyer - Crazy Sh*t In Real Estate with Leigh Brown - Episode #162 Aug 01, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Rose La Pira - Crazy Sh*t In Real Estate with Leigh Brown - Episode #161 Jul 25, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Candy Owens - Crazy Sh*t In Real Estate with Leigh Brown - Episode #160 Jul 18, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Phil Treadwell - Crazy Sh*t In Real Estate with Leigh Brown - Episode #159 Jul 11, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Bob Tompkins - Crazy Sh*t In Real Estate with Leigh Brown - Episode #158 Jun 27, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

LeAnne Long - Crazy Sh*t In Real Estate with Leigh Brown - Episode #156 Jun 13, 2019

Show notes

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

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

Time Stamped Show Notes:

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

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

07:40 – LeAnne's CSIRE story

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

11:11 – Lessons from LeAnne's story

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

3 Key Points

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

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Tim Ogle - Crazy Sh*t In Real Estate with Leigh Brown - Episode #155 Jun 06, 2019

Show notes

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

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

Time Stamped Show Notes:

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

3 Key Points

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

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

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