Real Talk with Leigh Brown

Latest Episodes:

Amy Broghamer - Crazy Sh*t In Real Estate with Leigh Brown - Episode #134 Oct 16, 2018

Show notes

Did you know that it's impossible to feel anxiety and gratitude at the same time? Amy Broghamer, author and realtor, does which is why she gifted doughnuts to her local firefighters after a bitter sale. Amy tells us the dirty details of the sale and what she did to turn her day around afterwards. Little did she know she'd be seeing those firefighters again so soon – at her own home! Get ready to hear another crazy story, and see why practicing gratitude pays off, sometimes instantly!

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

Time Stamped Show Notes:

01:30 – Amy's background; she's been in the industry for 13 years and sells about 40 to 50 homes a year
02:00 – She works in Cincinnati and nearby Kentucky; she wrote a book called "The Playbook for Success"
02:45 – Amy's CSIRE story
03:00 – She was about to close on a property and the buyer's agent called her to ask if she's been to the house recently
03:30 – Pictures showed garbage all over the front yard and the buyers were mortified at the final walk-through
04:30 – The sellers had no concern about the trash, they didn't realize what had been done while they weren't there and that the buyers weren't happy
05:40 – Her clients were upset that the buyers couldn't see past the trash, although a lot of the trash wouldn't be picked up because it was all over the yard
06:20 – She asked the sellers put themselves in the buyer's shoes; she recommended they hire a person to help haul away the trash
07:15 – She brought donuts to the closing to alleviate the stress and tension, her clients were upset at her and rejected the donuts
08:30 – She considered eating all the donuts but took them to the Fire Department to show her gratitude instead
10:30 – Her husband called her about an hour later to tell her their house had caught on fire; it was a mulch fire fueled by the landscaping lighting
12:00 – She pulled into her driveway and saw the two firefighters she had given the donuts to an hour earlier
16:15 – How to contact Amy: Find her on Facebook or on her website

3 Key Points

You can't experience anxiety and gratitude at the same time, so you must replace anxiety with gratitude!
Watch out for mulch fires and hazardous landscape lighting!
Be grateful for your local fire department!

Resources

Get free copy of Amy's book here.
Get the best doughnuts here.
See the town's best firefighters here.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Glenn Bill - Crazy Sh*t In Real Estate with Leigh Brown - Episode #133 Oct 09, 2018

Show notes

Perfect timing because it's almost Halloween and we've got a story that's going to give you the spooks! Glenn Bill, 30-year real estate industry veteran, recounts the story of a home with bad history and creepy vibes. He tells us of the importance of psychologically affected property disclosures and gives insight on how to learn of your state's disclosure requirements. Listen in to hear Glenn's crazy stories – and get a glimpse into the spooky, funny, and just plain unbelievable world of real estate.

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

Time Stamped Show Notes:

00:30 –Glenn is a 30-year veteran in the real estate industry and is based in Indianapolis with a team of 6
01:30 – His CSIRE story
01:40 – Glen started out doing estate work and professional farming work
02:00 – He went to a home that was recommended to him, and when he entered it had blood on the walls and carpet
02:30 – There had been a murder suicide at the home, and they asked him what the marketing plan should be
03:00 – The price was listed at a great price but people said they felt a presence and bad karma at the property
03:30 – Glenn believes spirits are real and psychologically affected property disclosures are needed; it was a tragic and creepy sale
04:00 – Another (funnier) CSIRE story
04:10 – He's had air conditioners sent to and replaced at the wrong address and he's sold the wrong home
04:30 – There's nothing better than the industry and the people in the real estate industry
05:00 – Buyers in 1989 had to rely on word-of-mouth for a property, that house today would have a whole different buying process
05:40 – How psychologically affected property disclosures would look like in Glenn's opinion
06:00 – In Indiana it exists, although it isn't commonly used; the seller must disclose if a death, killing, or other psychologically affected occurrence happened in the home
06:45 – Check with your state to see what disclosure requirements exists, and ask the right questions
07:30 – Glen knows of a property where an axe murder occurred, but the people living there don't feel anything odd or strange
08:00 – How to reach Glenn: com
08:30 – He wrote a book called, "The ABC's of Attitude"

3 Key Points

Different strokes for different folks!
See what the disclosure agreement requirements are for your state – especially if you feel something spooky at a property.
The processes to buy a house today have evolved so buyers are better educated on a property before they visit it.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Addie Owens - Crazy Sh*t In Real Estate with Leigh Brown - Episode #132 Oct 02, 2018

Show notes

As the owner of her own real estate company, broker Addie Owens has seen her fair share of crazy shit in real estate. But what happens when she finds herself at a home she dubs "The Panty Palace"? Tune in to hear Addie's reasons why she never visits a vacant home alone, and why safety measures are as equally important for your clients are they are for you.

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

Time Stamped Show Notes:

00:40 - Addie's Background
00:48 - She's from a small town in the middle of Florida
01:03 - She's been in the business for 13 years with REO properties as her main source of business
01:12 - She has 2 kids, ages 18 and 19 and she is married with a dog
02:00 - The "Panty Palace"
02:20 - She was contacted by a bank and assured that this mobile home was vacant
03:07 - She contacted a locksmith and planned to meet at the mobile home together since it was in a heavily wooded rural area
03:32 - The locksmith arrived early, and called her to confirm the house was vacant because he saw signs of life like a running fridge and food on the counter
04:10 - She thought it could probably be a squatter so she called the local authorities to help handle the matter
04:30 - She arrives and can barely get to the door because the ramp is covered by overgrown Jasmine vines
04:54 - Managed to get inside only to find the place littered with beer cans and a dirty stained chair
05:35 - There was also a two-foot deep perimeter of Sunday circular ads throughout the whole house
05:58 - The local deputies arrived and in the master bedroom they found "mounds of panties of all shapes and sizes" that were strewn everywhere
06:49 - Inside the second bathroom they discovered little plastic bottles that were filled with tiny amounts of fluid and they realized he was collecting his own fluids along with a freezer in each bedroom the police wouldn't touch without a warrant
07:54 - While they were there, the occupant came back to the home
08:27 - Occupant was about to eat lunch when the locksmith came by so he fled because he had told the bank he had moved out
09:44 - She couldn't secure the house until the eviction process got started
10:38 - Property Preservation crew calls to tell her the occupant built a shack at the end of the property and had been living there since his eviction
10:57 - She ultimately declined the property because of the unsafe situation
11:56 - Addie's Safety Measures
12:12 - Now she always schedules an appointment with a locksmith or Property Preservation before visiting a vacant lot
13:24 - She modified her email signature to include that she requires a copy of a driver's license before taking clients on showings and encourages her other realtors to do the same
13:41 - There is always the opportunity for squatters, you can't take your location for granted
14:12 - It's beneficial to have a mentor help walk you through some of these challenges
14:58 - Addie's contact information: visit her website at www.addieowens.com where you can contact her directly

3 Key Points

Don't go visit a site alone, especially if it's in a secluded area
Squatters can happen anywhere, never take your environment for granted
Have established safety measures in place to protect both you and your clients

Credits

Audio Production by Chris Mottram
Show Notes provided by Katie Allard

Tiffany DeLucia - Crazy Sh*t In Real Estate with Leigh Brown - Episode #131 Sep 25, 2018

Show notes

Have you ever been afraid of walking into an unfamiliar house and coming face to face with a dead animal? Well never fear, because New Jersey broker Tiffany DeLucia is here to tell you all about her several encounters with corpses, both animal and human. Tune in as Tiffany explains how she sold a house with a dead raccoon inside and why it's important to stay safe while selling real estate.

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

Time Stamped Show Notes:

00:40 - Tiffany's Background
- 00:48 - She's been in real estate for 22 years and "basically came out of the womb and started selling."
- 00:54 - She lives in New Jersey and covers North Central New Jersey
01:46 - Tiffany's CSIRE Story
- 01:53 - She tends to discover dead bodies - animal and human at her listings
- 02:12 - Recently had an investor purchase a home from a bank and discovered a dead body in the septic system
- 02:45 - House was historic and no one knew who the person was or how they ended up there
- 04:11 - The last home she sold had a dead raccoon in the wall that the bank refused to remove
- 05:00 - Had to put in the notes on MLS that there was a dead raccoon in the wall that won't be removed but in the end had 17 offers on the property
- 05:50 - Never crossed her mind not to tell people about the raccoon in the wall
- 06:15 - This can be a reminder that it's ok to disclose everything on the property
07:30 - How Tiffany handles animal and human corpses
- 07:40 - First experience was in Vermont listing a beautiful primary home
- 08:13 - Received a call that the owner was trying to kill himself while there was a showing
- 08:46 - Called the real estate commission and they told her the owner wasn't of sound mind and she couldn't list the property
- 09:20 - She has encountered emergency situations plenty of times and has had to call police or fire services
09:40 - Tiffany also trains other real estate professionals
- 09:48 - She tries to make her lessons fun and memorable by joking to help make the ideas stick
- 10:42 - Sometimes it's a scary business and you need to be prepared
- 11:45 - She joined a leadership academy through North Central Jersey Association of Realtors and emphasizes safety the most
12:04 - Tiffany's contact information: Cell number: (862) 242-0390 or email her at tiffanys@remax.net

3 Key Points

Be sure to check all aspects of a house when purchasing - including the septic system
A house can sell even in less than ideal circumstances
Safety is important to keep in mind while selling real estate

Credits

Audio Production by Chris Mottram
Show Notes provided by Katie Allard

The Return of Sher Powers - Crazy Sh*t In Real Estate with Leigh Brown - Episode #130 Sep 18, 2018

Show notes

Part 2 with the one and only Sher Powers of Nashville. Sher built an extensive background in investment real estate before becoming a full-service REALTOR®. In this episode, Sher tops last episode's story of too many cockroaches with a hair-raising story of a house full of guns and a spying homeowner. Sher also imparts a couple of hard-earned lessons for new realtors to be aware of.

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

Time Stamped Show Notes:

01:00 — A re-cap of Sher's background
- 01:01 — From Nashville, TN
- 01:04 — Has a small, boutique agency called Urbane Residential Specialists
- 01:08 — Works with investors to buy, fixup, renovate and resell, as well as with 1st-time homebuyers
01:43 — What drove Sher to become a full-service realtor
- 02:11 — Ended up in a partnership doing eight renovations a month
- 02:27 — Would see 1st-time homebuyers unhappy with circumstances of their purchase
- 02:52 — Realized entry-level realtors were representing the most vulnerable buyers
- 03:14 — "My heart was really drawn to 1st-time buyers and helping them have a great first experience."
05:10 — Sher's CSIRE story
- 05:11 — She was working with a family, 1st-time homebuyers, who were looking at entry-level properties
- 05:42 — As Sher and the couple walked through the house, they found 50 weapons, all out in the open
- 05:59 — "There were grenades."
- 07:10 — Client commented that whoever lived in the house was scary, and they didn't think they wanted to do business with them, and then they heard a giggle
- 07:29 — "I'm getting goosebumps telling you now."
- 07:40 — After a second giggle, Sher realized they were being spied on, and they decided to get out of there
- 08:32 — "We were basically being spied on by this guy who had an arsenal."
10:09 — Houses on the market need to be prepared for the public to come through
- 10:27 — Realtors can't be with their clients the whole time
- 10:44 — Lock up anything related to weaponry, lock up prescription drugs
- 11:03 — Tell your realtor about any cameras or safe houses inside the house
12:19 — Never allow sellers to stay after closing unless money is held in escrow
- 12:28 — Had to spend her entire commission on replacing a hardwood floor
- 12:35 — Seller had asked if they could move out after closing
- 12:50 — Left a beautiful rug in the living room, which revealed an unfinished floor beneath
- 13:20 — "The entire floor had been cut out."
15:10 — Make sure sellers know what is deemed a fixture in the contract
- 15:15 — Final walk-through had already been done when she got the call from her client
- 15:29 — "They've taken all the rose bushes."
- 15:52 — Seller had removed 30 or 40 plants from the yard
- 17:07 — Got the seller to purchase a large gift card to a nursery to try to match the size and look of the original landscaping
- 17:48 — "It's a challenge for every realtor to figure out what their clients are thinking."
19:59 — Sher's contact information: Visit her websites com and Urbane Residential Specialists or Urbane Residential Specialists on Facebook

3 Key Points

Sellers need to put away any unsafe possessions before the public comes through, such as weapons and medications.
Don't let sellers stay in the property past closing without extra money in escrow.
Read the current version of your standard contract so you can educate your clients.

Credits

Audio Production by Chris Mottram
Show Notes provided by Tara May Flanagan

Sher Powers - Crazy Sh*t In Real Estate with Leigh Brown - Episode #129 Sep 11, 2018

Show notes

Real estate is not what you ever expected it to be, until you end up in the middle of something fun. Power-house broker Sher Powers tells us about the worst experience she ever had viewing an investor property in Nashville, when she opened the door to hundreds of cockroaches. Sher has worked in both normal and investment real estate, and she's learned to expect the unexpected. Tune in to find out why Sher values renovations over resells, and how agents can ensure their clients get the best market rate for investor properties.

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

Time Stamped Show Notes:

01:06 — Sher's background and how she got into real estate
- 01:08 — Started as a real estate investor, buying property to renovate and resell
- 01:29 — Hit a snag in partnership and ended up with a portfolio of 24 rentals and no cash reserves to cover repairs and tenant needs and make readys
- 01:45 — Used license to survive – became a realtor
- 02:08 — Wanted to help new agents and new buyers
- 02:33 — Specializes in 1st-time buyers and investors who renovate for re-sell
02:22 — Why doesn't Sher call them flips
- 02:58 — "There is nothing flippant or flippy about doing a full renovation – it's a lot of work."
- 03:44 — Flipping is a quick, non-emotional transaction, compared to renovation, which is about creating a house that someone will love
- 04:08 — 1st-time homebuyers deserve good expectations and good education
04:15 — Renovations are houses being brought back to life
- 04:22 — They're ideal for entry-level buyers
- 04:30 — Improve neighborhoods one house at a time
- 04:47 — On seeing the buyer's response to their renovated home: "I love the experience; I never get tired of it."
06:28 — Sher's CSIRE story
- 06:35 — Went to Nashville with a client to view an inexpensive property; the client had to return to the car, so Sher entered alone
- 07:00 — "Leigh, I am not exaggerating—I wish I was—hundreds of cockroaches fell on my head."
- 08:11 — Her client got bug spray from the car and sprayed her with it
- 08:28 — She still can't watch Indiana Jones because it triggers the memory
- 09:34 — In real estate, you will see hoarders, and you will see families that live in ways that is heartbreaking
- 10:11 — "There is a heartache that goes with buying destitute property."
- 11:51 — She never enters a house without using her toe to push the door open
12:30 — Note for agents to think about
- 12:44 — Sher once encountered a tenant who did not want the property shown or sold
- 13:04 — "He answered the door stark naked."
- 13:56 — Encourages her clients to negotiate on the front-end, where buyers can see the property from the inside before making an offer
- 14:34 — If you're wanting to sell an investment property, it needs to be vacant
- 15:42 — Do everything you can to make it easy for the tenant to say yes
16:31 — Sher's contact information: Visit her website Urbane Residential Specialists or Urbane Residential Specialists on Facebook

3 Key Points

Renovations are different from resells.
Investors should be prepared for the unexpected when viewing investment property.
Vacant investment property will yield a higher market price than occupied.

Credits

Audio Production by Chris Mottram
Show Notes provided by Tara May Flanagan

Leigh York - Crazy Sh*t In Real Estate with Leigh Brown - Episode #128 Sep 04, 2018

Show notes

Summary:

Early in Leigh York's colorful career, an eventful sale involving missed medication, a fire, and a rolled pickup taught her to keep calm in the midst of craziness. She has learned that however she reacts to a situation is exactly how her client will react, so it is best to model level-headedness.

Leigh is also working to at the National Association level to set industry standards for realtors and instructors that would keep them active in the field while teaching in order to stay fresh.

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

Time–Stamped Show Notes:

0:40 – Leigh York's background
- 0:50 – The third–generation of her family in real estate, Leigh started "before the turn of the century" exclusively in farm and ranch. That morphed into development. Now, rather than drive over 5 counties, she covers half of one very large county in Fort Worth, TX.
- 1:40 – Leigh also loves to travel, teach, and speak to other realtors. She also does consulting on culture for other businesses. Got to do it all!

3:30 Leigh's CSIRE story
- 3:34 While she was doing predominantly farm & ranch, Leigh sold a piece of property. She met with a sweet, wonderful woman selling her little house on a large piece of property––more or less the family farm.
- 4:40 – The seller explained that all of her kids wanted the property and if she died they would just fight over it, so she wanted to sell it.
- 5:00 – Leigh lists the property, gets it on the market, and communicates frequently with the seller. The lady mentions that her oldest son is upset, but he shouldn't be a bother.
- 5:30 – Within about ten days of closing, Leigh's husband, who happens to be the volunteer Fire Chief in the area, calls to say there's a fire on the property.
- 6:40 – When Leigh arrives she sees that the grass from the front of the house all the way out to the road is blackened. But she's got good real estate karma.
- 7:20 – The son had decided that if he couldn't have the house, nobody could—and he was going to burn it down. He goes behind the house, sets a fire about 10 feet away, and leaves. The fire burns to within one foot of house, splits and burns around the house, then meets at the front of the house and burns all the way to the road. It never touched the house!
- 8:30 – Before Leigh can call the owner, her cousin, the City Marshall, calls to let her know that the son is en route to the hospital to be admitted to the psychiatric ward.
- 9:00 – The son apparently had mental health issues and had not been taking his medications for a few days. He had gone to a neighboring town, taken a pickup truck on a test drive without a salesperson, driven to his mom's house to set it on fire, and on the drive back to the dealership rolled the pickup!
- 9:40 – So now Leigh has to call the mom/seller and tell her that not only was her place on fire, but that her son is in the hospital and on his way to jail.
- 10:00 – While she's on the phone with the seller, the rep for the buyer is trying to call because of course the buyer has family in the area and has heard about the fire.
- 10:30 – Leigh keeps calm. She did not call the seller and say, "There's been a huge fire and your kid is in the hospital." She said, "You know, we've had an interesting day out here, and I want you to know that everyone is safe. Let me catch you up on what happened."
- 10:45 – The seller's response was calm. She replied, "OK, you go handle the buyers and I'll take go care of the kid." So they continued the negotiations.
- 11:00 – The house was OK and the grass was going to grow back, so they just replaced some fence posts. It didn't even delay closing––everything was fine!

11:15 – The importance of keeping calm

11:35 – However you react to a situation is exactly how your client is going to react, so keep calm and let your client reflect that good behavior.
11:50 – This kind of calm behavior is what can set you apart as a realtor. If you fly off the handle to protect your client, it's not going to help. So much of a realtor's skill is reflected in the way they convey information.
13:00 – Real estate instructors can help their students by talking about the psychology of what they do. If Leigh is teaching a class on contracts, she doesn't just teach people how to fill in the blanks. She also talks about who they're representing, what they're going to talk about with the client, and how that conversation might sound.
13:50 – They role play or talk it through so that they can know how to stay calm when the other party doesn't agree with what goes in the blank on the contract.
How do we train buyers to select the right representative?
- 14:20 – We have to coach consumers to interview their representative. Don't just take whoever answers the phone.

15:00 – The need for best practices for instructors
- 15:45 – We need to pay more attention to who gets to be an instructor. They need to be active in the market. If you haven't handled a transaction in 6 months, you don't have as much credibility as someone who is on the phone with a client right before she comes to teach. The market changes day to day.
- 16:30 – Leigh Brown is a volunteer leader in the Residential Real Estate Council – a group of realtors who want to focus more on education and who carry the CRS designation. During her volunteer presidential year, they implemented new standards for instructors, and it was met with some pushback and angst.
- 17:00 – They had some instructors who had not sold anything in 40 years! While the mechanics of selling may have stayed mostly the same, the entire climate has changed, consumer expectations are different, and the legal side has moved dramatically as regards liability.
- 17:30 – Being active in selling makes Leigh York a better instructor and speaker, and being an instructor and speaker makes her a better seller in her market. Each aspect helps the other.
- 18:00 – In Leigh York's volunteer role in professional standards in the National Association, she is working on the idea that there needs to be standards for instructors and all realtors. She started out as just once voice, but her voice is growing. She believes they will get there––just not at "Leigh speed."
- 20:30 – It does seem like all of this begins with people being nicer to each other.

20:45 – Contact Leigh York at Leigh@LeighYork.com, or call 817-613-2420. She's on Facebook and Instagram as well.

3 Key Points

Stay calm and let your client reflect that good behavior.
Consumers need to choose a realtor carefully—don't just use the person who picks up the phone.
Real Estate instructors need to be active in the business in order to be good teachers.

Credits

Heidi Powell - Crazy Sh*t In Real Estate with Leigh Brown - Episode #127 Jul 26, 2018

Show notes

As a new realtor, Heidi didn't know how to keep calm when things got a little stinky at closing time. Now, with 10 years under her belt and her own office, she's learned that real estate isn't all glamour and cocktails at the signing table. Not even close. Tune in to hear Heidi's crazy story about stinky carcasses (yes, you read that correctly), her client on the 6 o'clock news, and how another agent's calm demeanor saved her from a total meltdown.

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

Time Stamped Show Notes:

00:50 – Heidi's background

01:00 – She got into real estate in 2008, is a broker/owner of her own office which is a part of the Next Home Dynamic franchise, which she recently opened
01:30 – They serve Freeport, PA, a suburb of Pittsburgh, and her 10-year anniversary will be on her 50th birthday where she'll celebrate in Charleston

03:00 – Heidi's CSIRE story

03:10 – There's no HDTV-type glamour in real estate, 9 out of 10 people leave the business in the first year
03:30 – She listed a doublewide for sale on a family farm; there was that house, a big beautiful farmhouse, and another property that was sold 10-15 years' prior on a farm
04:00 – They're about to close and 2 days prior the seller calls her and asks if she saw the news
04:30 – Turns out the man who owns the other property on the other side of the farm had a dump truck, dump, and large pile of deer carcasses rotting in his driveway
05:15 – It was a mile and a half away from the property she was selling, but the stench was still terrible; the seller had called the news to tell the story
06:00 – The next day the state came out, cleaned it up, and fired/arrested the guy; he had been living just a few feet from the carcasses
07:00 – Real estate isn't all glamour, and this story shows it
07:45 – When she called the other agent, she was calm and just said, "We'll get through it"
08:30 – On the way home from closing, she ran into a deer and it shit all over her windshield

08:50 – Keeping calm when things get rough and the benefits of old and new realtors

09:05 – Things will resolve themselves, or their magnitude will lessen; new realtors get flighty but need to learn through experience
10:10 – You need a mentor; you need someone to call when crazy things happen so you can get some perspective
10:35 – It's ok to hire new realtors, just ask if they have a mentor or broker; new realtors are excited, energized, and are eager to please
11:50 – Old-timers can get a little lazy and lack excitement
12:15 – Contact Heidi at Heidi@nexthomedynamic.com or visit their website at nexthomedynamic.com

3 Key Points

"It's ok, it's cool, we'll figure it out."
It takes experience to learn how to remain calm in tough situations.
New realtors can be great to work with, just be sure they have a broker or mentor to lean on.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Isabel Affinito - Crazy Sh*t In Real Estate with Leigh Brown - Episode #126 Jul 24, 2018

Show notes

Sometimes you've gotta keep a secret. And sometimes Mercury Retrograde impacts your client's decision to sign any contracts (dang you, Mercury!). Isabel Affinito, a young realtor in central Austin, knows this all too well. Listen to her Crazy Shit in Real Estate story that involves Mercury Retrograde (if you don't know what that is, you'll just have to tune in to find out!), a divorce mid-sale that she had to keep quiet, self-fulfilled prophesies, and a happy – and relieving – ending for the books.

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

Time Stamped Show Notes:

01:00 – Introducing Isabel
01:15 – She's under 30 years old and already a success, she's been selling real estate in Austin for 4 years, and sold real estate outside of New Jersey for a couple years
02:15 – They live in central Austin now, which is closer to her family in Oklahoma; when driving out of Austin, they say "We're not in Austin anymore, we're in Texas"
03:30 – Isabel's CSIRE story
03:45 – A client who wanted to sell their house said they wanted to wait until after Mercury Retrograde to sell because contracts aren't to be signed during that time
04:30 – Isabel was respectful, asked questions, and asked if she wouldn't take an offer if it was given during Mercury Retrograde; the client said she would
06:15 – They still listed the house; the clients were awesome and Isabel liked them and they got multiple great offers that first weekend
07:10 – She calls the client and finds out the couple is getting a divorce; it was like a self-fulfilled prophecy and things got crazy
07:55 – He had bought the property before they got married, so lawyers and multiple parties needed to get involved; she was representing both
08:31 – She called for "best and final" and determined that something would be signed in 24 hours; that's when she found all this out
09:04 – All the agents expected a quick resolution and she had to keep everything confidential
10:00 – Sometimes the seller's agent can't share everything; the other agents started flipping out and wanted to know what was going on
11:20 – They thought the sellers were just wanting to get more money; eventually she could tell them that there was a possible divorce going on
13:00 – They finally come to an agreement about what's going to happen with the money and are willing to close; all 3 offers stuck around
14:01 – She knew which one was the highest, but the other two were nicer
14:56 – By the time they sit at the closing table, they had decided not to divorce; she felt honored to take them through the transaction
16:00 – One of the hardest things to learn and maintain as a realtor
16:05 – The ability to slow down, stay calm, and act with caution with clients that are highly emotional
16:55 – You want a passionate realtor that can slow it down and get serious when needed
17:26 – The couple decided to take the money and travel; they're doing well
18:00 – How to contact Isabel: com or on Instagram @funkyhomesofaustin; she also has a new podcast called Funky Homes of Austin

3 Key Points

Be respectful of your client's beliefs and always ask questions.
Crazy shit always happens in real estate!
As a realtor, slow down, stay calm, and act with caution.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Rachael Goldsworthy - Crazy Sh*t In Real Estate with Leigh Brown - Episode #125 Jul 19, 2018

Show notes

Guess who's joining us from the land down under? Rachael Goldsworthy! Rachael is a long-time realtor with a brokerage in Hawkesbury, Australia, and she's got a knack for visualizing potential and opportunity when others don't. Inspired by her less-than-ideal experience when she bought her first home, Rachael launched her real estate career with a mission to improve the consumer service experience in the industry. Tune in as Rachael fills us in on a story of a house full of rats, black walls, and stench – and why she bought it anyway.

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Time Stamped Show Notes:

01:00 – Rachael's Background

1:20 – She bought her first property in the late 90s and has a brokerage (they call it agency) with a team of 6 in Hawkesbury
02:05 – Buying her first home inspired her to begin a career in real estate; she had dragged the whole family along
03:30 – The home was in extremely bad condition but she fell in love anyway; her family thought she was crazy
04:50 – It was the worst house on the best street, and she saw an opportunity there; she renovated it and moved away for 2 years
05:15 – She listed with a big agency and the agency had placed terrible tenants in her home; they had severely damaged the home and landscaping
06:05 – She was sad and disappointed and thought there had to be a better way; she let the company try to sell the house, too
07:23 – In Australia you list with one agency; she didn't know so she got a second agency to try and sell it
08:50 – She wasn't an agent but decided to put an ad in the paper for it; she got two buyers and both wanted it, she sold it for 75% more than her original purchase price
09:13 – That marked the moment that she realized she wanted to be in real estate, so she could improve the experience for the consumer
09:45 – She's been constantly growing and learning ever since; she found opportunity in crisis

11:00 – Rachael's marketing approach and how she incorporates customer service

11:10 – There are a lot of pain points for the consumer and for real estate agents; agents must continue growing and networking
11:30 – She works her business around the gaps she sees in the market

12:00 – Rachael can visualize what "could be" with a property; how she conveys this to potential buyers who are viewing "ugly" properties

12:55 – It's all about taking the emotion out of the equation and working with the facts
13:07 – Write a list of pros and cons and know what makes the property a good investment
14:16 – She knew the bones of the house were good, despite other cosmetic things that looked like a lot of work; she focuses on the good with potential buyers, too
15:04 – Focus on the big picture and what will increase the property's equity; make sure they're buying for the right reasons and are happy with the purchase

16:24 – Rachael's biggest surprise since entering the industry: People

16:38 – She found that the more she invests in others, the more they're willing to invest in you
17:00 – At first, she tried to do everything alone, now she collaborates a lot with others
19:00 – Rachael's contact information: Website RachaelGoldsworthy.com.au or on any social media channel

3 Key Points

A good realtor can see an opportunity where others don't.
Always continue growing, learning, and improving the consumer experience.
You don't have to do everything alone; collaboration is good!

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

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