Real Talk with Leigh Brown

Latest Episodes:

Crazy Sh*t In Real Estate with Leigh Brown - Episode #104 with Shelly Duncan Jan 19, 2018

Show notes

Nope, this episode of CSIRE isn't a Saturday Night Live skit, this is the real-life story of Shelly's second sale! Tune in to hear how Shelly got into real estate by knowing she could "do it better" and why she loves the wild, wild, Wyoming. Don't miss her crazy story complete with a Hare Krishna compound, attorneys, gas money wires, and a van...down by the river.

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:

00:35 – Shelly is a realtor and was the President of the Wyoming State Association of Realtors
00:58 – Shelly's background
01:08 – She grew up in Texas and migrated north to Wyoming; her family came up for the oil boom
01:26 – She started in Art and Design and landed in Real Estate after she would look at newspapers and feel like people were designing houses wrong
01:44 – She bought her own house and told the real estate agent that she could do it better; she's been licensed in Real Estate since 2005 in Torrington, Wyoming (pop. 6,000)
02:00 – She lives in a "suburb" of Torrington called Lingle, population 515
02:29 – She's in an agricultural community near the Nebraska border, they measure distance in hours
03:06 – They have lots of cattle, corn, sugar beets, soybeans; they can grow almost anything and can fish and hunt
04:26 – She lives near old western movies are set
05:00 – Shelly's crazy story
05:15 – It was her 2nd sale; a $32,000 adobe house that was being sold because the couple was divorcing
05:30 – She never saw the couple, she dealt with them via phone and internet
06:25 – She learned that the woman lived in a Hare Krishna compound in Idaho and the man didn't have an address and lived in a van by a river in a friend's yard in California
07:42 – Shelly found a buyer that was a flipper; when they were trying to close she needed to find a place for both buyers to meet and sign the documents
08:35 – The woman signed at a local title company but was worried that the ex-husband would get a check and she wouldn't get any money
09:20 – They UPS'ed some documents to the ex-husband's "friend/neighbor," who said he didn't know who the man was
09:25 – They had to find the ex-husband and the closest title company, which was 40 miles away; he didn't have enough gas or gas money to make it there
09:50 – They figured out how to get him there, but then the check had both names on it and neither one trusted the other to deposit it and split the money
10:10 – It ended up being sent to attorneys to distribute
10:45 – She let them move on and never heard from them again but she kept in touch with the buyers
11:48 – There are things that could happen that would never expect; you must learn how to figure out solutions
12:33 – Trust the experts; the title company people were trained in handling situations like hers and the attorneys helped, too
14:03 – People talk about realtor's "money grubbing," but she did all of that for $600
14:47 – Clients come in for advice and questions and she just asks for referrals in return, she does a lot for free to build relationships
15:24 – How to reach Shelly: Her company's website or via email

3 Key Points

There are things that could happen that you would never expect; you must learn how to figure out solutions or reach out to the experts that do.
Be persistent – even if the sale is tough – and your clients will see your efforts and trust your work again for themselves and their connections.
Keep open and honest communication with your clients and you'll be top-of-mind the next time they are asked to refer a realtor.

Crazy Sh*t In Real Estate with Leigh Brown - Episode #103 with Aaron Hendon Jan 16, 2018

Show notes

In a day and age where there seems to be shortcuts for everything, Aaron reminds us to slow down and think. After all, as a client buying or selling a home you're choosing a realtor, not simply tonight's dinner! Tune in to hear how Aaron compares waiting tables to selling homes, and why choosing a realtor based upon likeability over competence can leave you paying more and getting less. Listen to Aaron's advice on interviewing your realtor to ensure you don't end up calling voicemails and wishing you had stopped to think.

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:

00:43 – Aaron's background
00:50 – He lives on a small island off the coast of Seattle called Vashon Island; it's an island of hippies and artists
01:01 – He's been selling real estate for 5 years, has invested in it for 15, and has an entrepreneurial and art background
01:18 – He worked in food service, opened a bakery, got into a sales career, and found his way to real estate; he loves it
02:00 – Like waiting tables, being a realtor focuses on taking care of people and Aaron loves that
02:26 – You need to mirror and match and find out what they want
02:51 –The way people choose a realtor is insane; it's with the same diligence that we use to choose dinner
04:35 – In residential, clients tend to choose likeability over competence
04:45 – His team sells for 5% more than average; he researched why people don't ask questions about these statistics
05:10 – Aaron loves podcasts and learning, so he was listening to Freakonomics Radio and an interview with Michael Lewis, author of "Moneyball" and "The Big Short"
05:32 – Michael also wrote the "Undoing Project" and discussed behavioral economics and "mental shortcuts"
06:45 – As realtors, we always want to stay "top of mind" because the brain shortcuts to what is top of mind instead of having to think
07:28 – Aaron wrote a book on those shortcuts called "Shortchanged by Shortcuts"
07:45 – Aaron believes we are thinking less and less, but he battles it by pointing it out and slowing down
08:25 – Just slowing down a little bit can allow for some real thinking
09:30 – If someone is committed to using shortcut and not slowing down, he'd rather not work with them; they won't see the value in truly thinking about the process
10:56 – Some sellers treat their real estate investments with a cavalier attitude when they should be choosing their agents and decisions wisely
12:09 – Realtors did this to themselves: There's no apprenticeship program, no journeyman master, conversation, or framing for the consumer
12:44 – Real estate has the lowest bar to entry; the person who cuts his hair must do 1000 hours, a realtor only must do 90
13:26 – Consumers should interview and ask for track records to see who has done the best job
13:55 – The first question every consumer should ask their potential realtor: the percent over asking price that they've gotten for a home, this shows how good they are at pricing and advertising
14:49 – Other questions: Do you work on a team or alone? What is your commission?
15:00 – Someone on a team is usually better and if they can't defend their own equity (commission), they won't be able to defend yours
15:27 – Leigh disagrees with the anti-team approach and believes it depends on the individual's structure, focus, and availability
16:20 – Many people complain about realtors not calling them back
16:40 – When Leigh was making phone calls for RPAC (Realtors Political Action Committee) investments for the year, the active and dialed-in realtors all answered while the others went straight to voicemail
17:27 – This a good way to tell who is active and professional; these are the only people she recommends in other markets
17:51 – One thing Aaron thinks will happen in 2018
17:59 – Two more interest rate hikes and a leveling off of the market as a whole
18:37 – Contact Aaron via email at aaron@eandgo.me and find his books here

3 Key Points

Slow down and think when choosing a realtor; your property is one of your most valuable assets.
As a consumer, you should always ask the percent over asking price that they've gotten over a home and their commission; if they can't defend their own equity, they won't be able to defend yours.
Whether on a team or solo, be active and professional; you'll be respected and referred by other realtors and clients.

Crazy Sh*t In Real Estate with Leigh Brown - Episode #102 with Whitney Nicely Jan 12, 2018

Show notes

Whitney Nicely likes to move fast. From 6 week long house flips to educated decisions when it comes to renovating, Whitney knows what's what in the world of real estate. Tune in to learn why house flipping TV show are crap, what Whitney does to make the most out of her investments, and what tends to hold women back in the 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:

00:45 – Whitney is in Knoxville, Tennessee, she flipped her first house in 2009, and now has land, houses, and apartment complexes all over east Tennessee
02:01 – She's allergic to the "f" word: "Foreclosures"
02:28 – Whitney's background: Her mom taught her a lot about real estate as a kid, her mom is self-taught and made ends meet through rental income
03:33 – She believes women are held back in real estate so she fights for women; she was taught to go out and get what she wants, not wait for it
03:57 – She was raised to look at deals herself and soon outgrew her mother when it came to investing
04:34 – How she got over the fear of her first flip
04:42 – The first ones she did were her mother's and they'd take 6 months, in 2014 she got her own house and flipped it in 6 weeks
05:34 – Advice for flippers: TV shows are crazy or crap
05:53 – Always assume that there's water damage and factor it in
06:20 – Re-do one room or one major thing throughout the whole house; don't gut the whole thing because then you're just earning what you invested into the house
07:15 – Many homes that she buys aren't a disaster; they just need little updates
07:38 – What's the most mind-blowing thing you've seen in real estate?
07:44 – People with empty houses that don't put the extra effort in to sell or have a tenant; they make payments on an empty house for years
08:15 – She tries to take these homes off their people's backs
08:35 – She finds these homes on Facebook
09:30 – Whitney believes that the best agents are also investors; but the best investors she knows don't have a license
09:45 – Most realtors don't invest because they are so busy getting the "close" and helping others make money
09:50 – Women realtors have the maternal instinct to just "help, help help" and "give, give, give"
10:10 – It's ok to be selfish and build up your own retirement
10:25 – Realtors don't invest outside of what they're going to get credit for
11:15 – The risk involved in investments doesn't stop people from investing
11:30 – Whitney's coaching specialty
11:45 – She helps agents become investors and focuses on women
12:07 – Men and women speak in different languages; she is working to help established investors make more money on their investments or make their next investment better
12:45 – She helps investors move into smaller or larger apartments and think bigger
13:30 – Trailer parks and storage units are also good investments
13:50 – Trailer parks don't go empty and is one of the last good private ways to have an affordable living situation
14:18 – How to find Whitney Nicely and chat: her Facebook Group and website

3 Key Points

It's ok to be selfish and build up your own retirement; think of yourself and your future, too.
Find something that make sense and pull the trigger; don't wait until the next market downturn.
Get in touch with an expert like Whitney to make educated real estate investment decisions.

Crazy Sh*t In Real Estate with Leigh Brown - Episode #101 with Susie Nelson-Crowley Dec 08, 2017

Show notes

Is this stripper pole structural? Susie Nelson-Crowley, realtor and CRS in the Tampa Bay area, will tell you that a pole, stage, DJ booth, and party tubs don't necessarily mean an impossible sale. Tune in to learn how Susie allows her clients the space to see and experience the potential of their new home – despite themed rooms and a party house website.

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:

00:35 – Susie is from Tampa, Florida
00:58 – She's been in Real Estate for 15 years and is a CRS, she services the Tampa Bay area
02:05 – She is a Certified Residential Specialist: She is a realtor with additional education and enough transactions to be identified as a cut above the rest
03:22 – Her crazy story in Real Estate

03:28 – Was working with a new client and was mostly working with husband (wife worked in an office and was less flexible)
03:44 – They wanted to put sweat equity into their investment
04:03 – In the era of short-sales and bank-owned properties, they found a home in a rural area and went to the home
04:35 – Home must've been grand in its day, and it was beautiful with corridors and windows...until they saw a stage and a pole
05:35 – Embarrassed with the new client, she looked up to the roof and said, "Gee, I wonder if that's structural"
05:52 – As they walk through the house, what it was used for becomes more obvious
05:58 – There was a bar, a coat check room, a DJ stand, and upstairs the rooms had titles (The Safari Suite, The Jungle Suite), party tubs, and fitting wallpaper
06:44 – They could see where cameras must've been in the rooms
07:10 – She was thinking, "Don't touch anything in this house!"
07:25 – Her clients bought the house; they could see what it could be
07:35 – Home inspector is dry, walks through home saying, "We won't have any problem knowing which room is which!" They're already named!
08:09 – Neighbors were happy it was purchased, they had the address changed with the municipality because it was listed online as a "party house"

09:01 – Home inspectors need to be focused and detailed, it's not based on personality
09:28 – The inspector protects the buyer and the realtor, and can be the best to-do list if you're getting a fixer-upper
10:10 – A realtor's personal distaste for a property could cloud the potential the client sees in the house – let them make their own decision
10:55 – Realtors need to take a backseat and let the buyer experience the home themselves

11:30 – Realtor provides important information as needed
11:42 – If you are looking for a realtor in the Tampa/Tampa Bay area, contact Susie through her website at: tamparealestatepulse.com and check out her blog

3 Key Points

If you are realtor, consider becoming a CRS – It shows that you are a cut above the rest.
Select a home inspector based on their attention to detail and work – not personality.
As a realtor, let your clients experience the home themselves; they may see potential where you don't.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

The 100th Episode - NAR President Bill Brown - Crazy Sh*t In Real Estate with Leigh Brown Dec 05, 2017

Show notes

NAR President Bill Brown has been through the ringer for the last few months, but it hasn't put a damper on this year's Thanksgiving (except that he couldn't wash down his turkey with a beer!). Tune in to learn why Bill was extra-thankful this Thanksgiving, and why it's never too early to think about the future. Bill dives into the tax reform discussion and urges NAR members to participate and be a voice for the people – you DO make a difference and must ACT when called to do so!

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:

00:29 – NAR President Bill Brown from Oakland; this is his first post-presidential interview
01:15 – Who he is, how he came into real estate, his story

01:45 – Second generation realtor, father started in the business in the 60s
02:24 – Both he and his brother were inspired and Bill knew what he wanted to do by sophomore/junior year of high school

02:40 – What attracted Bill to real estate

02:55 – The idea of working for himself, enjoys competition, was good with numbers rather than showing homes
03:44 – Stuck with what he knew – the numbers game – and felt it was easy if he had the grasp of the numbers

04:15 – Believes anyone can learn commercial or apartment brokerage with devotion

04:30 – Before, people could do a little of everything, now you need to be a specialist
04:45 – Concentrate on the product type you do best

04:50 – Bill says he's impatient but it has gotten a lot better in the past 3-4 months

05:20 – Broker told him a story about patience 10 years ago
05:40 – A new broker had just graduated from Stanford, but was told it could take 6-9 months to get his first deal
05:53 – On his 8th or 9th day, he picked up the phone, got a listing, and made $125,000
06:13 – Guy got BMW, rented new apartment in San Francisco, but didn't get another deal for another year and a half
06:28 – You must be smart, especially when just starting out

06:40 – Realtor retirement and investment planning

07:01 – Many realtors make good money and don't have anything to show for it at 50-55
07:45 – Bill wants realtors to be thinking about retirement early
07:57 – He knew a realtor, Tracy Saizan who put away 10-20% of every deal and has saved a good deal that way
08:18 – Kudos to Sharon Millett who chaired the PAC; members will be able to take advantage of the partnership with Merrill Lynch/ Bank of America
08:37 – His legacy will be this basis for financial planning

09:15 – Not all members are making a living: His friend runs an MLS with 17,000 members

09:25 – Half of the members have not made a deal in a year and 30% haven't even turned the MLS on
09:36 – The business is getting more competitive and people think it's easy and don't have the required commitment

10:04 – It's time for young people to start thinking 10-20 years' out

10:39 – He's been a president through some monumental changes in politics

11:08 – His thoughts on political changes and how it'll affect the real estate industry

11:20 – Looks back at 1986 Tax Reform for context: Property values went down and interest rates up, it's a very similar situation
11:45 – He likes the action in legislative changes and was glad he was president during this time

11:51 – Had a meeting in D.C. with Chairman of Ways and Means Kevin Brady

12:02 – Brought up what happened to real estate after the 1986 tax reform, and Brady said that the decline in property values will only last 3-4 years
12:15 – Said that they are looking 10 years' out
12:23 – They want 80-90% of Americans to fill out their own simplified tax returns

12:45 – In CA, if you eliminate state/local tax deductions, mortgage interest rate deductions, home values decrease 21-24%, it's hard to find a home

13:05 - $1 million buys you nothing in the area where he lives
13:14 - $500,000 deduction is useless there, it's a big deal to not be able to write off your taxes
13:33 – 35% of Bay area home buyers will rethink buying a home if the tax reform passes
13:50 – Ramifications of this tax reform are unbelievable, especially in high-cost states

14:00 – NAR core value is to protect private property rights

14:16 – Back in 1986 they promised to never lower the mortgage interest deduction

14:35 – If you are a congressman or senator that has gotten NAR support and you vote for this bill, NAR will be very active on the other side of the election in 2018

14:55 – CA has 9 Republican congressmen, and 3 voted against the bill: the other 6 voted against their constituents

15:40 – Tax reform provisions that bother Bill that aren't related to property taxes and mortgage interest deduction

16:26 – Tax reform takes away the incentive to buy a home
16:36 – Other side will say that the itemized deduction has doubled, but the mortgage interest deduction pushes the buyer over the threshold
17:25 – If a couple gets married, saves, and tax reform hits, they've lost their down payment and years of saving
18:00 – Car wash manager makes $85,000 a year, but didn't want to buy a house because of what his friends experienced in the recession

18:50 – The timing is still fresh for a lot of people who were impacted by the recession
19:30 – How Bill landed in voluntary leadership

19:51 – He was an apartment broker in 1982 with brother and father when rent control came on the horizon
20:15 – City council voted it down, but tenants got an initiative on the ballot and it was going to impact his ability to make a living
20:45 – He went to the Board of Realtors and volunteered to help against rent control and became a chair
21:20 – Realtors do help members make money and stay in business, he decided to get on local association committees, and became president in 1984
21:57 – Started at committee level, has chaired at pretty much every public policy and PAC committee at CAR while involved there, and in 2008 was president of his state association

22:20 – Members need to participate with time and money to help make initiatives successful

22:40 – When he graduated college, he knew his dad would take him under his wing
23:10 – Glad he was interested in real estate early-on

23:39 – Why don't more realtors get involved?

23:50 – We haven't found a way to get members to understand the importance of what they are doing
24:08 – Call to Action: A few clicks to flood senator offices with letters for legislative change
24:45 – Members need to understand importance of their participation
24:58 – People that aren't making a living doing it don't care, or ones that do figure that others will do it; leadership needs to work on messaging and members need to know importance of participation

26:22 – Individuals can get involved and make an impact

26:46 – Only 21% of members sent letter to congressperson for a Call to Action for the tax reform, but average response for other trade associations is 3%
27:40 – Coalition of Homeowners – 8 million members willing to participate

28:30 – Realtors give clients a voice and tools to be heard

29:04 – Realtors vote, have lobbyists in D.C., are active in their communities, and give voice to the people

29:17 – Last act as president: A fly-in of 78 realtors to tell their side of story

29:40 – Politicians know that realtors are a strong voice and know that if they don't support them, they'll go after them come election-time

30:37 – You can't undo the tax reform

30:55 – Speculation, economic theory cannot promise anything
31:14 – He supports paying lower taxes because ½ of what you send to D.C. will get wasted
31:44 – If you give a tax break, you take away a tax break from someone else
32:24 – Don't make changes on the backs of home-owning Americans

33:25 – Realtors that talk to officials can make sure they know what is written in the reform and understand it
35:25 – Bill was sitting in a congressman office and his aid came in and said he had a vote in 10 minutes; he didn't know what the vote was for, his aid told him
36:19 - Jerry Giovaniello won lobbyist of the year, and seeing realtor faces in their office makes an impact on congressmen's decisions
37:13 – What happened to Bill this year

37:35 – Never thought anything would happen to him medically
37:48 – He has a finger operation 2-3 years ago and it got infected, they gave him vancomycin to take 2 times/day
38:16 – After 3-4 days he felt horrible and it triggered lung problems
38:52 – He had to go on supplemental oxygen and in and out of the emergency room
39:15 – In August everything looked different and was turning white; he thought he was dying and his wife was overseas
39:53 – UCSF got an ambulance to take him to their hospital
40:20 – They found a lung transplant donor very quickly and he underwent surgery
41:03 – He had a successful surgery but the lung donor had a MRSA infection in the lung and pneumonia, so they transplanted it then treated the MRSA and pneumonia
41:41 – Had to be fed through feeding tubes, they were removed, then fluid was leaking into stomach, had to go into emergency surgery again
44:05 – A typical lung transplant is in the hospital for 2-3 weeks, then they go to a hotel to be close by while healing; he was in the hospital for 7 weeks and then was in a hotel for another 6 weeks
45:25 – It was a very trying time; it was exhausting and horrible, but got him well
46:30 – He met a transplant patient who gave up after a week and wanted to go home with pain medication; she ultimately decided to finish the treatment
47:35 – Nurses want you to get out "as fast as you can" and inspire patients to get better faster
47:55 – Wants to write the donor family a thank you letter; hasn't been able to take a deep breath in 1-2 years

48:40 – Re/Max broker Kynse Leigh Lee has kidney and pancreas transplant and uses hashtag #dontburygoodorgans and got to meet donor family
49:56 – Discussing organ-donating outreach for realtors
50:24 – UCSF is #1 in the nation for lung transplants, but they don't have enough organs; he was very lucky...(blessed!)
52:50 – This is the first Thanksgiving where he has the ultimate gift to be grateful for
53:55 – He put his health first; his wife Heather and his brother Kevin and his wife (RN) were his caregivers for the entire time he was at the hotel and he is grateful
55:20 – Become an organ donor and take care of yourself and your loved ones
56:16 – To learn how to get involved, send Leigh Brown a message on Twitter or any social network

3 Key Points

One person can make an impact – Get involved and make your voice heard by politicians...their votes impact your life.
You matter: Think about your future, your retirement plan, your family, and your health.
Become an organ donor!

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Crazy Sh*t In Real Estate with Leigh Brown - Episode #99 with Jessica Hickok Dec 01, 2017

Show notes

Are you INSPIRED? Jessica is, and she believes the #1 key to being better and achieving more is finding your inspiration. As the head of the Oklahoma Realtors Association, Jessica breaks down the Code of Ethics, what it means, and how it is used to uphold the name of realtors nation-wide. Tune in to learn why you must be familiar with the Code of Ethics, whether you are a realtor or a client, and how you can do your part to raise the bar in the industry.

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:

00:38 – Jessica is the head of the Oklahoma Realtors Association
00:56 – She runs the association and has been in management for 5 years, she was a real estate broker before that
01:30 – She manages over 11,000 realtors in the state
01:44 – Complaints filed and professionalism in the industry; what has she seen?
02:32 – All associations offer Professional Standards Administration and all realtors agree to abide by a code of ethics
02:52 – Code of Ethics is administered by state or local association; in OK the Association manages it state-wide
03:10 – Ethics complaints and arbitration requests can be filed through Association

03:19 – Ethics complaints are reviewed by peer panel

03:52 – Read a copy of the Code of Ethics at http://www.nar.realtor/
04:02 – Good realtors know the Code of Ethics
04:45 – Local association: new members start here, MLS, education benefits, advocacy work, professionalism piece
05:05 – Conglomeration of local associations with oversight and the voice of the state realtors and National Realtors Association (NAR)
05:45 – Code of Ethics is broken into 3 parts: duties to public, duties to customers and clients, and duties realtor-to-realtor

05:55 – The public or a realtor can (and should!) file a complaint when a breach has been made
06:10 – Not all realtors are created equal, and filing complaints allows the bad seeds to be weeded out so they don't continue to hurt others

06:28 – What kinds of complaints come in?

06:35 – Article 12: Whether a realtor has displayed a true and accurate picture in advertising
06:48 – Instagram or over-Photoshopped photos that look nothing like the true home
07:05 – Some Photoshop is okay (lifting shadows, blurring dead grass spot in yard)

07:14 – Example of inaccurate photos: removing power lines from back yard
07:45 – Why is it bad to over-Photoshop?

07:54 – Being caught off-guard and surprised; many people nowadays are purchasing their home online
08:10 – They may not even see the house until they've already closed and are moving in

08:30 – Realtors and the public want realtors to raise the bar of professionalism

08:39 – Turn in the people violating the Code of Ethics to help raise the bar

08:47 – Code of Ethics also warns against slander, how does this affect turning people in?

09:02 – You are doing worse if you slander online via social media
09:20 – Do something about it but don't slander, turn them in if they are in violation

09:40 – What kind of realtor-to-realtor misconduct do you see?

09:44 – Article 2: Exaggeration, misrepresentation, and concealment of pertinent facts
09:59 – Revealing facts or confidential information; Agents give away the client's negotiation position via text message trying to get a deal and the other agent turns them in

10:40 – How would you ever know if your realtor is doing this? There is no way to know
10:51 – Keep educating members to remain upright and forthright in everything they do; you never know who you are dealing with
11:20 – Jessica was a consumer recently: What questions did she ask to select a realtor?

11:49 – She chose someone in leadership in the city where she was buying
12:09 – Ask questions before agreeing to work with someone
12:19 – How many houses have you sold? How experienced are you? How many deals do you have going on right now?

12:45 – She went for someone in a volunteer leadership role, she thinks the public should, too

13:38 – Leader will have a vested interest in the realtor organization in general, are committed to Code of Ethics, giving back to association, and a higher level of professionalism
13:56 – People that are not volunteers can be professional, too, volunteers are just more likely to uphold standards
14:14 – Great realtors should consider volunteering to be heard; 1 in 287 Americans is a realtor, stand out as one less likely to cause trouble

15:18 – Realtors can be on top of their game with a desire to serve, get educated, and do a better job
15:53 – If a midline realtor want to get better, more active, and more educated about entire picture

16:20 – Find inspiration (mentor, group, giving back)
16:59 – She finds her inspiration through her support system at home
17:24 – If you aren't at the top of your game, there are resources to get better and stop selling consumers short
18:13 – Oklahoma realtors can email Jessica directly at: jmh@okrealtors.com
18:29 – Follow Jessica on social media: Twitter & Facebook
18:30 – Reach out to your state association leadership to get involved and heard

3 Key Points

Become familiar with the Code of Ethics whether you are a realtor or client.
File a complaint if you see a breach of the code; this is how the bar of professionalism in the industry can be raised.
As a client, ask questions to ensure your realtor is a good fit and as a realtor, step up your game, get involved, and strive to be better.

Crazy Sh*t In Real Estate with Leigh Brown - Episode #98 Margaret Martin Nov 28, 2017

Show notes

Margaret Martin does a little bit of everything from event planning to running an adult day care. After having worked in dentistry, Margaret dove headfirst into association life and inherited her executive position when her boss passed away. Tune in to learn how Margaret adapts, writes a "prenup" with incoming presidents, and talks her members off the "crazy ledge."

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:

01:08 – Margaret is in Dothan, Alabama and has a small board of 260 realtors, 400 in her MLS
01:30 – Didn't start out as an association executive, she was in the dental field, got injured, and started working at the association office for an interesting woman
02:50 – Her boss passed away in the office, she was always smoking and made it a difficult working environment, but this is how Margaret's career began
03:20 – She is pinned the "black widow" by associates because of how she inherited her job
04:08 – She's been there for 14 years and enjoys her job – she's an event planner, travel broker, story listener, and is all over the place
04:45 – She believes in her members and has a great assistant, Emma
05:07 – The biggest surprise moving from dentistry to association life
05:30 – You never want to mess with someone's children or money, but in dentistry you do both
06:15 – She said she was running an "adult daycare center" and her 6-year-old repeated it so she had to backtrack
06:41 – Being a realtor has difficult times, a boss may have never been a manager, you must be able to adapt
07:43 – You go to training and come back feeling refreshed and with new ideas, but people don't want change because it's hard
08:27 – Kiss babies, shake hands
09:11 – AE and incoming president program at Leadership Summit that clearly defines the lines and purpose of each branch of the association
10:11 – She writes up a "prenup" with incoming president to clarify needs/wants/preferences and establish a relationship
10:35 – The AE must be very adaptable
10:53 – What's the craziest thing an incoming leader has done?
11:04 – For the first time, they made a profit off CE and a committee chair wanted to use extra money to rent a condo for a committee party
12:00 – She had to talk them off that "crazy ledge"
12:17 – Fundraising: Sometimes members must be reminded that they are not a civic organization
13:36 – Strategic plan must align with fundraising efforts
14:13 – Benevolent fund for realtors in need
14:55 – Find Margaret Martin on her personal Facebook, the Dothan Association of Realtors Facebook, or by email at Margaret@dothanrealtors.com

3 Key Points

You must be adaptable – change is hard if you aren't open to new ideas.
Establish a relationship with leadership to clarify expectations and management style.
Fundraising efforts and spending must align with the association's overall strategic plan.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Murder She Wrote and Millennials - Episode #97 with Dennis Gaggini Nov 24, 2017

Show notes

Whether it be sweet seniors or the bomb squad and sex toys, Dennis Gaggini has pretty much seen it all. After having worked in the industry for 17 years, an eviction that came complete with a SWAT team, bomb squad, and gynecological bedroom tool pretty much took the cake. Tune in to learn how Dennis connects with the greatest generation, and how he learned first-hand what can happen when you knock on the wrong door.

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:

01:13 – Dennis has been in the business for 17 years, started right out of high school, is 35, and is in New Jersey
02:15 – Did a real estate pre-licensing course the summer after high school
02:27 – Surviving in a commission-based position at that time

02:39 – Grateful to his parents for support and was also a pharmacy technician on the side
03:00 – Has been doing real estate full time since he was 20, average real estate broker is 56

03:30 – Experience as a young person in real estate

04:00 – The people he gravitated towards were seniors, the "greatest generation"
04:15 – Millennials and seniors work beautifully together, they were his bread and butter
04:38 – His sister is 7 years older, and her friends were at home buying age
04:59 – Confidence took him a long way

05:28 – Old school relationship-building approach – how millennials can fit in with seniors

05:47 – Just do it, and don't overthink
06:00 – Go to your senior real estate specialist designation
06:07 – Visit, talk to your grandparents and go to places where seniors spend time
06:35 – Dennis went to water aerobics classes at a local Swim Club to chat with seniors

07:45 – Importance of connecting – humanity

07:54 – They need to be nurtured, he sees them and protects like his own grandparents

09:29 – Crazy story - He does a lot of foreclosures and REO properties

09:40 – He got a new listing about 45-50 minutes from his office so he went to visit at night
10:10 – The lights were on, he went back during the day, knocked, saw a sign that said, "Stupid people will be shot," and left
11:00 – Was going to offer cash for keys: Went back, knocked, lady answered the door
11:36 – He introduces himself kindly, she introduces herself, says she isn't the owner, gave him the owner's number
12:30 – He wanted to take photos but she declined, he tried the number and left a message
13:05 – The most irate person calls back, saying it's the wrong number
13:33 – He goes back, sends letters, offers cash for keys, gives deadline, informs bank that someone lives there
14:38 – Someone is there the third visit; he can see them on the side of the house
16:08 – He knocks on side door, asks for "Michael," tried to get rapport with Michael's nephew, continues sending letters
17:39 – He goes back out, sees original lady, takes photos, she takes photo of his license plate
18:41 – They filed for eviction, but even 2 days before he still wanted to work with them
19:30 – He goes to house with officer on eviction day and knew it wasn't going to be good when canine officer was there
20:03 – No one answers the door, then someone threatens to blow the place up: 6 sheriffs come, local police officers come, canine officers are present, then SWAT team arrives
21:30 – The guy's girlfriend is held up in the bedroom, he's threatening to blow up the place, and the bomb squad arrive and the block was closed
22:26 – They bust through the door, the guy shoots once, no one was hurt, but they saw he was manufacturing bombs in the house
23:23 – He sees woman coming to the police, and it's the man's ex-wife, they have to come back to get things out of the house
25:04 – He goes to house that evening to lock everything up, finds out that the guy had 50 guns, took pictures of the inside and saw things he had never seen before
26:08 – Saw sexual toys, adult magazines, heard officers talking about tools that a gynecologist would use found in the house
27:50 – 11 more guns were found, one was missing then found, nephew tried breaking in during inspection and threatened to shoot him
28:09 – Ever since, police escorted him
28:23 – Always use your head, be safe and aware of your surroundings as a realtor, take advantage of cash for keys offer if offered
29:22 – Contact information: 856-455-7653, dennis@njrealtorservices.com http://www.njrealtorservices.com/

3 Key Points

Build relationships with seniors by spending time and chatting with them – they need to be nurtured and taken care of.
Always use your head and be safe and aware of your surroundings.
When dealing with foreclosures and evictions, treat the people with kindness and care...you never know who you are dealing with.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Crazy Sh*t In Real Estate with Leigh Brown - Episode #96 with Gavin Blair Nov 21, 2017

Show notes

The nation needs YOU to get involved! Gavin Blair, AE/CEO of the State Realtor Association of Iowa, discusses the passing of first-time homebuyer legislation, the challenges of association life, and the dire need for top producers and working realtors to have a voice and make an impact. Tune in to learn how Iowa is leading the nation and making home buying a reality for first-time buyers, and get inspired to be a voice in your own community.

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 – Gavin is a AE/CEO of a State Realtor Association in Iowa; goal is to deal with legislature in Iowa, deal with back-office needs, protect rights, and defend its 7,200 members
01:40 – State forms, education for members across the state: founded on code of ethics and constantly focused on that
02:02 – What it means to run the association

02:10 – Advocacy: his background is in politics; he was a lobbyist for the Columbus Board of Realtors
02:52 – Goal is to make sure consumer gets best deal in home ownership

03:20 – Spearheaded something for homebuyers statewide

03:43 – "Brain drain issue:" 70% of students leave after they graduate
03:58 – 5 years they started working on first-time homebuyer legislation and it passed last year
04:05 – Individuals can set aside an account where people can donate and write off donation up to $30,000 for first-time home buying fees
04:45 – Iowa was one of the first states to come up with and implement the idea and he hopes it'll be nationwide to break the barrier to home ownership

05:23 – Realtors in the organization are aware of this movement, but most realtors aren't involved or aware of the smaller day-to-day legislations
06:35 – Have provided a way for families to help each other and incentivize saving, despite a decrease in revenue to the state

07:00 – Factoring the home purchase process's impact to the economy, it provides an influx of cash greater to what the state is losing and is a win-win

07:58 – So many people get paid in the process of a home sale

08:20 – For every house bought in Iowa, about $55,000 is dumped back into the economy (contractors, stores, people, etc.)
08:50 – Homeowners are invested in their community long-term; they give back
09:24 – We get lost in money turnaround over the long-term benefit of home ownership

09:44 – As small businesses grow and they buy buildings, business owners care more about their properties as well vs. large corporations

10:20 – Mega farms buy up small family farms and water contamination has become an issue because they don't care as much about the community

11:42 – Realtors apart of family farms and rural sales are involved in community upkeep and protection
12:07 – Realtors are both rural and urban – must bridge the gap
12:52 – IAR looks out for both types of communities; 2,500 are urban, the other 5,000 are rural
13:30 – What do you wish you could un-see?

13:42 – Some people are involved in association but aren't in the everyday business; the best members are in the field everyday
14:03 – The "trade association junkies" aren't tied so closely to the business so sometimes don't watch out for the day-to-day agent or consumer
14:11 – Can be time consuming for leadership

14:30 – How do you get top producers to get involved and show up?

14:32 – It comes down to, "How do you help me?" and "What's in it for me?"
14:45 – Its good for your pocketbook, your referral network, your business, and it's a way to give back
15:15 – Legislature affects you every day; get involved at the local level
15:36 – Hard part is keeping members involved once they are there at state and local level
15:54 – Members that don't do a lot of business can dominate a meeting and scare away top-producers and everyday business-doers

16:13 – Top producers are needed in association life because you are touching the most consumers and can be heard

16:33 – You can't complain if you aren't engaged
16:50 – We are only as good as the members involved at the association level
17:08 – It is a member driven and focused organization; they care but need your involvement
18:19 – If you are participating in conversations regarding legislature, get into an association to make an impact
18:29 – Reach Gavin through social media: Twitter, (search Gavin Blair), or email: gavin@iowarealtors.com

3 Key Points

Advocacy is intended to make sure the consumer gets the best deal.
Get involved – top producers who touch the most consumers need to be heard.
Joining an association directly benefits you, your pocketbook, and your network.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

Crazy Sh*t In Real Estate with Leigh Brown - Episode #95 with Cady Thomas Nov 17, 2017

Show notes

Summary:

Cady Thomas, the Government Affairs Director for North Carolina, says that her job is to "talk, stock, and stay paranoid," and that's exactly what she does. Tune in to learn about "housing affordability," why it's so important to stay informed when it comes to legislature, and discover your market is impacted by your involvement. Now, more than ever, realtors need to speak up for the sake of their businesses, their clients, and their communities.

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 – Cady is a GAD (Government Affairs Director) for North Carolina
01:05 – She went to D.C. after college and worked on the hill for a couple years before going to law school
01:21 – Moved back to Raleigh to do a corporate and capital markets practice, but realized she didn't like sitting in an office all day
01:40 – Started doing a pro bono project where she got to the North Carolina General Assembly lobbying the members; successful in passing a revision to the juvenile justice code
01:55 – Found job in lobbying world with realtors 10 years ago
02:25 – What was something crazy/unexpected that you learned/seen along the way?

03:07 – No metal detectors/badge check in the North Carolina Legislative building
03:35 – Friend said, "Cady, half the people in here are packin'...they'll never put up metal detectors"
03:45 – Shows difference between the state and federal legislature

03:57 – Shocking: The decisions the state makes and how quickly they can make them affect members 10x greater than at the federal level in everything but taxes
04:40 – She learned that she had to read every bill and find out the happenings in every committee because anything could affect real estate
04:57 – Why are realtors so blinded to what happens at the state level?

05:07 – Most people don't understand state structure
05:41 – Realtors are in the business of making friends – politics isn't about making friends and realtors don't want to get involved

06:20 – Find the issues that resonate with the brokers because they be passionate about getting involved
06:48 – Hoping to get through local issues that affect clients

07:02 – Private road maintenance issues and DOT to take over maintenance
07:30 – Getting kids to school busses with proper roads

08:21 – Having a statewide database of roads that are on transportation's books is a solution

08:40 – Counties already have the information, it's just a matter of getting it together with technology and keeping it updated with DOT's records

10:05 – As a consumer, what do you think needs to happen in the realtor community to stay ahead of legislative curves in the future?

10:21 – Creating relationships with elected officials, running for office, advocating for clients where local governments are coming down harder on property rights
10:41 – Counties and cities are taking development ordinances too far, like aesthetic design controls which aren't powers given by general assembly
11:19 – Have passed legislation to combat that, so it is clear
11:44 – Being vocal and brave will increase awareness in community and broker community

12:11 – Affordable housing is becoming a bigger issue and legislation like aesthetic design control drives up the price further

12:30 – If realtors don't combat bad legislation, it hurts affordable housing

13:07 – Housing affordability: Affordable within your means and for your circumstance (near schools, amenities used, etc.)
13:46 – "Affordable housing" has negative connotation; "Housing Affordability" better
14:30 – Cities are encouraging more assistance-based payers in their developments
15:00 – Assistant based payers living in environment with others improve the livelihood of all involved
15:48 – How should a realtor find out what their GAD is doing?

16:03 – A phone call, an invitation to a staff meeting, a coffee meeting with broker so they can understand their involvement
16:48 – Go on website to know who does what and ask questions

17:32 – What people think she does vs. what she does

17:39 – House of Cards is all fun and games but it's not typical
17:50 – Most legislators came to their position because they want to do what they think is best, they aren't getting paid a lot
18:19 – Legislator tends to be older because they are retired and have the time
18:30 – Cady tells people her job is to "talk, stock, and stay paranoid"
18:46 – Reach Cady by email or phone number
19:18 – Call your local association to find out your local and state Government Affairs Director and get involved to protect your clients

Reach out to Cady Here:

Email: cady@focuscarolina.com
Phone: 919-573-0996

3 Key Points

State-made decisions hugely impact realtors and their clients – pay attention to them.
Learn the state structure and get involved.
Speaking up can protect your clients; ask questions and education yourself on beneficial programs and potentially damaging legislation.

Credits

Audio Production by Chris Mottram
Show Notes provided by Melissa Valder

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