Center for REALTOR® Development

Welcome to the Center for REALTOR® Development podcast, the podcast for REALTORS®, all about real estate. I'm Monica Neubauer, your host. Many REALTORS® are hugely engaged in our communities. Others are looking for opportunities to engage. Christine Wendell, our guest, has been teaching us about ways that we can engage in the community and help communities elaborate opportunity, create more beautiful and functional spaces, and expand our education. And if you didn't listen to Episode 1, please go listen to Episode 1, where Christine very eloquently describes these grant programs that are available through NAR. Christine serves as the Director of Community Outreach at the National Association of REALTORS®, where she leads the community outreach team and oversees the implementation of a suite, and that's what we talked about in episode one, a suite of programs, grants, and services, things designed to strengthen state and local REALTOR® Association advocacy on public policy issues and public spaces and housing. Christine has so much experience, over 35 years of experience in advocacy, communications, organizational leadership, and PAC fundraising. She previously served as the CEO and Public Policy Director of the Dulles Area Association of REALTORS® in Loudoun County, Virginia. [2:30] Christine says the NAR grant programs are designed to help state and local REALTOR® associations advocate, engage, and educate on community development and Fair Housing issues and initiatives. [3:02] Christine says Community Outreach has a suite of five grant programs designed to help you engage in community development and fair housing, along with a number of resources that help ignite progress, economic development, and revitalization in communities. [3:22] You can find more information about the Community Outreach programs on the NAR REALTOR® Party Community Outreach landing page. Monica adds, We're going to put the links to these NAR pages and to some videos into the show notes. [4:35] Christine receives 50 to 60 placemaking grant applications a year. The program has been in place since 2010. There are many inspirational stories on the Spaces to Places Blog. [4:57] Hannah Dannenfelser, the team's manager of grants and resources, created with the production team a placemaking video that showcases recent stories and projects that can help provide inspiration. [5:15] One of Christine's favorite stories was a project by the Fredericksburg Area Association of REALTORS® (FAAR) in Virginia. They worked with the town of Orange to create a needed community park space in a once-vibrant African American business district that was disrupted by a highway project. [5:39] The African American Commemorative Park is now a catalyst for renewal. The NAR Placemaking Grant that Fredericksburg applied for helped offset the cost of benches and interpretive panels that share the area's history and offer a place for reflection. [5:59] The FAAR hopes the community gathering space will attract businesses and help keep the historic character. It was inspirational. It's in the placemaking video; it is a great example of committee engagement and how the REALTORS® brought the project to the table. [6:25] The FAAR Public Policy Director, Kim McClellan, applied for the grant in partnership with the REALTOR® leadership and worked with everyone toward the completion of the project. Be sure to check it out in the video and see what Christine is talking about. [6:43] Monica has been in some of these places with historical markers, just by happening upon them. The community where Monica lives has done that with a statue, markers, and a story. Now people can see the history right there. If we can be a part of that, how awesome it is to remind people of history! [7:22] Monica loves seeing the history. It reminds her that the community has been there. There are roots and stories, and there's the future. [7:32] Christine says to be sure, when thinking about these projects, to let the community know how involved and engaged you are. [7:40] Grants can fund a plaque that includes all of the contributors to the park. Add your name on it. Christine wants to demonstrate how these funds are working in communities and to ensure that the community knows that the REALTORS® are front-and-center in these projects and issues. [8:31] When REALTORS® come together with the community and the parks or public works team or municipal leaders, to build something tangible, it could take a year, it could take two years, but trust grows pretty quickly when you are working with a community. [8:58] The elected officials and municipal staff will see REALTORS® as problem-solvers. Not just advocates but neighbors who show up bringing their tools and their sweat to the table, not just talking points. REALTORS® are bringing value, interest, and energy to these projects. [9:22] Christine says, We see credibility, as a result, that pays off later. When we weigh in on things that hurt the community,

Welcome to the Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. REALTORS® play a powerful role in shaping our communities. Many are deeply involved, while others are just beginning to explore the possibilities. As an industry, we bring tremendous value, not just to buyers and sellers, but to neighborhoods, main streets, and local community development initiatives that make our communities stronger. What many people don't realize is that the National Association of REALTORS® offers a suite of grants, tools, and resources available only to state and local associations, to help turn great ideas into action. Whether it's improving housing access, revitalizing public spaces, or tackling zoning challenges, NAR has programs that can help. Maybe something we discuss today will inspire an initiative you may want to get involved in, or open a door you didn't know was there. [1:50] Joining us to share more is Christine Windle, who helps lead some of these efforts at NAR. Welcome, Christine. [1:59] Monica shares Christine Windle's biography. [3:02] Christine explains that NAR's Community Outreach Program offers several grants: Smart Growth, Housing Opportunity, Placemaking, and Fair Housing. These are available exclusively to state and local REALTOR® associations, not individual REALTORS®. [3:19] NAR's Community Outreach Program has produced webinars for state and local associations of REALTORS® and their leadership on how to leverage these grants. Just Google NAR Community Outreach webinars, and the page comes up. [3:32] The discussion will be how REALTORS® can work through local associations and state associations to identify, advocate for, and support eligible initiatives. All of these projects are meant to be done with the community. [4:03] It's REALTORS® helping the community, in partnership with their local and state association. There are networking opportunities. It's the industry lifting the community. [4:50] The Community Outreach Grant and Resource program is designed to help REALTOR® associations and their leadership engage in transformational work, bringing REALTORS® to the table to support housing opportunity, smart growth, placemaking, and fair housing in their communities. [5:12] Within the program, there are cornerstone grants. The Smart Growth Grant supports local planning efforts, infrastructure, investment planning, zoning reform, and more. It helps associations bring stakeholders together to plan for future growth in ways that are equitable and sustainable. [5:32] The Housing Opportunity Grant is a little different. It focuses on expanding access to home ownership, reducing barriers, and promoting housing affordability. These grants often support first-time buyer education, workforce housing forums, and housing trust fund advocacy. [5:50] The Placemaking Grant helps associations convert underutilized spaces into vibrant public spaces. So think of a pocket park, a trailhead, or alley activation. These small projects can have a really big impact on the quality of life and smarter growth. [6:11] Monica asks to hear more about these individual programs and how they help REALTORS®. [7:12] Christine explains the Housing Opportunity Grant. It's a widely used grant. It's a great member-engagement grant. It's a great grant to leverage for the local association when REALTORS® want to get involved in a Housing Fair. Several local associations will work with partners. [7:30] Partnerships are an important aspect of these programs, with associations leveraging relationships with municipalities, Housing Authorities, and housing counseling entities to put together Housing Fairs. The grant can help support expenses associated with those Housing Fairs. [7:53] The Housing Opportunity Grant Level 2 can be leveraged up to $7,500 to support the venue rentals, expenses, marketing materials, and needed workshop speakers. The REALTORS® work with the local association through the committee structure to help design the event and to help with engagement. [8:15] Many of them come to the table with ideas on what we need to do to get it done this year. We work with the local association. The board of directors of the local association signs off, and the staff applies for the grant. We help them understand what the best practices are with housing fairs. [8:36] Christine says we'll show them the housing opportunity toolkit, which has real-life examples, the REALTOR® success stories, where they can gain inspiration from what others are doing, to build the best program it can be. [9:06] Monica says, If you get started, this is not something to drag your feet on. Start making the plan and start communicating with Christine and her team. Look at the earlier episodes this year about community investment grants to help individuals buy houses, and these episodes, and let the ideas flow. [9:43] Christine explains, you can also use the grant to put together individual homebuyer education initiatives. Local associati

Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. We welcome back to the show Dr. Rodney Harrell from the AARP. In our last episode, we discussed the AARP Livability Index™ and what is important to our mature buyers and sellers. Dr. Harrell is also a policy specialist, so that's what we're going to focus on today. I love a little government and advocacy things going on! Welcome back! Rodney Harrell, PhD, is the Vice President of Family, Home, and Community at AARP, where he leads national work on housing, livable communities, and aging in place. He created the AARP Livability Index™, guiding how we evaluate and design neighborhoods that truly work. With a PhD in Urban Planning from the University of Maryland and a deep background in public policy and community development, Dr. Harrell brings data-driven actionable insights on how real estate intersects with longevity, lifestyle, and liveability. [:42] We welcome back to the show Dr. Rodney Harrell from the AARP. In our last episode, we discussed the AARP Livability Index™ and what is important to our mature buyers and sellers. Dr. Harrell is also a policy specialist, so that's what we're going to focus on today. Welcome back! [1:08] Monica introduces Dr. Harrell and describes his role with the AARP and his focus on livable communities for mature adults and future mature adults. Dr. Harrell has a PhD in Urban Planning and a deep background in public policy and community development. [1:47] As REALTORS®, we work primarily with people who are buying and selling properties. The nuances of policy may not feel like they directly affect us… until they do! When we do run up against these things, it can be a frustrating wakeup call. By the time we know about it, it may be hard to fix. [2:37] Dr. Harrell says the AARP's Future of Housing initiative considers a range of trends that are impacting needs. One trend is that the population is aging faster than was expected, with 10K people turning 65 every day. [2:58] Since we have not built the types of housing in our communities that support aging, we don't have a lot of housing that meets people's needs at any age and any level of physical ability. [3:09] Simultaneously, we just don't have enough supply of housing. As a country, we are short many millions of units of housing. We don't have enough housing, and housing is too expensive. [3:40] Dr. Harrell notes that we don't have enough housing at different price points. If we get housing that will meet our needs as we age, and it is affordable, is it in the right place? You might not find housing that meets your needs, that you can afford, and that is where you want it to be. [4:12] Housing that has the accessibility features that people might need as they're aging, housing that's affordable, and housing in the right location that meets all our other needs are the three pieces of the puzzle to create the housing that aging adults need. [4:48] Dr. Harrell discusses zoning. Zoning is a huge barrier. It can prevent communities from having the types of housing options that folks need. Communities want to create more flexibility in their neighborhoods. [5:20] The AARP Livability Index™ looks at neighborhoods with options other than a single-family home. Roughly 80% of the neighborhoods in the country only have single-family zoning and nothing else. That means there aren't a lot of options in those places. That's a huge barrier. [5:43] Zoning is just an early step in the process. There are additional barriers in the process of building some of the housing we need, which is part of the reason we have a supply shortage. [6:06] Monica has been looking at government and zoning. Going through the whole process with a development community can take years. If people make decisions based on current needs and not future needs, they may miss something. [6:31] Dr. Harrell says that's why his team at the AARP Public Policy Institute pulled together this Future of Housing initiative. Thinking ahead is required. If you want to buy in a neighborhood, that neighborhood needs to have the housing options that you need. [7:19] It's required to have a long-term thought process when it comes to our housing community choices in this country. Problems that we have today come from not having a long-term approach in the past, and will continue to hurt us if we don't have a long-term outlook for the future. [8:11] One of the challenges with single-family housing zoning across the country is that it prevents people from having some of the options that might work for them. Dr. Harrell loves Accessory Dwelling Units (ADUs). He calls them the Swiss Army Knife of policy solutions. [8:32] You don't need to completely change a neighborhood to allow ADUs. You don't have to build in a green space that might not work for folks. [8:41] In the neighborhoods where people already are and want to be, we can create more housing options by making it easier to build a garage apart

Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. We are very excited to have Dr. Rodney Harrell from the AARP as our guest today. Rodney Harrell, PhD, is the Vice President of Family, Home, and Community at AARP, where he leads national work on housing, livable communities, and aging in place. He created the AARP Livability Index™, guiding how we evaluate and design neighborhoods that truly work. With a PhD in Urban Planning from the University of Maryland and a deep background in public policy and community development, Dr. Harrell brings data-driven actionable insights on how real estate intersects with longevity, lifestyle, and liveability. He is a housing specialist who focuses on housing for mature adults and people who want to become mature adults one day. [:52] We are very excited to have Dr. Rodney Harrell from the AARP as our guest today. Welcome, Rodney! [:57] Monica introduces Dr. Harrell and describes his role with the AARP and his focus on livable communities for mature adults and future mature adults. [2:10] Monica is excited to talk with Dr. Harrell. She taught the Senior Real Estate Specialist Designation for many years. She brings up these points about 50-plus people: Boomers do not want to be called Seniors. The 50-plus market has three generations in it. What do the 50-plus want to be called today? [2:40] Dr. Harrell says it's important to consider that aging isn't always the same. It's not the same as it has been, and it's not the same as it will be in the future. It's not the same for everybody. Your aging journey is your journey. [2:54] Dr. Harrell likes to think about people by age group. People who are 50 and older are part of the 50-plus population. More importantly, he thinks about people at life stages. What's going on in their life, family, and self? Are you an empty nester, not driving, or having trouble with stairs? [3:26] For thinking about people as a group, age ranges or life stages are useful. Dr Harrell likes to think of people as individuals. [3:34] Monica is of an age where she could have grandchildren. She has grown children, and she could have grandchildren, but she doesn't. She's rearranging her life stage with some of the other things that go with grandchildren, but not having that mile marker. [4:01] Dr. Harrell notes that we go through these different parts of life at different points. When he talks to people about housing decisions, he asks them to think about where they are today and where they think they will be in the future, not where someone tells them they should be. [4:22] We should all think about our life journey. When we're talking to folks who are buying real estate or making housing decisions, the more we can personalize and make this decision point about them, the better off we'll be. [4:51] Monica starts a discussion of the AARP Livability Index™. How do REALTORS® use it? Dr. Harrell and his colleagues at AARP created it 10 years ago. It's the world's first nationwide, neighborhood-based livability index. [5:30] The index measures every neighborhood in the country across 61 indicators and creates seven category scores, including Housing, Transportation, the Environment, and Healthcare. Using the seven scores, it creates a combined score. [5:48] Dr. Harrell and his team created the index with input from experts around the country to answer the question of what makes a community livable. [4:54] What is the kind of community that people of all ages, incomes, and ability levels can age in? How do we measure that and put it in a way that anybody can grasp quickly? It took about three years to put the Index together. They've been improving it for 10 more years. [6:15] Monica points out that tools like that are very interesting. It creates easy searchability. She has been looking at her own community with the AARP Livability Index™. It was interesting to see how the Index rates things and why her community had low scores in certain areas. [6:52] Monica says the Livability Index is connected with the REALTORS® Property Resource®. [7:08] Dr. Harrell says he loves the relationship the AARP Livability Index™ has with the RPR®. In the RPR®, you can see the Livability Index score and the category scores for this ZIP Code. Those tell you if the neighborhood has the options that people need as they are aging. [7:32] These are things like transportation options, options to walk to things they might need, options for healthcare, and options to be outside in a healthy way. The Index measures a lot of things about each neighborhood. [7:45] You can quickly access the scores through RPR® or go back to the AARP site from RPR® and see more details. [7:59] Dr. Harrell talks about important factors for the Livability Index. Transparency. It doesn't just give you a 13 for environment. It tells you about the water quality and air quality. It tells you the source for the figures, so you can find out more and try to improve it in your com

Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. How many of you would like some more good tools to help more buyers buy homes? I say more, because we talked about this in our other episode with Skyler Lemons, and we are here with Kameron Kang from Washington, D.C. Welcome, Kameron! I met Kameron, and he has some great news, so I said, I need you to share this! Kameron has spent the last decade working across the housing world, from construction to real estate sales to community planning. He started his career as a real estate agent and broker in Washington, D.C., where he built a team focused on helping first-time buyers, especially those using purchase assistance programs. [1:05] We are here with Kameron Kang. Welcome Kameron! [1:26] Kameron started his career as a real estate agent and broker in Washington, D.C., where he built a team helping first-time buyers using purchase assistance programs. Over a couple of years, he led more than 500 homebuyer seminars. His work has centered on making home ownership accessible. [1:55] That has taken Kameron into everything from advising developers to consulting on housing policy and serving on real estate boards. He also runs a small hospitality business for short-term rentals. [2:11] Kameron started in the Army and Army National Guard, serving in the Infantry and Psychological Operations. He's mission-driven, collaborative, and focused on solving problems. [2:28] Kameron studied at Syracuse University and Valley Forge Military College and is originally from the Scranton area of Pennsylvania. [2:35] Today, Kameron is focused on connecting buyers and professionals with the funding tools and programs that are out there but often underutilized. He is happy to have been working in the industry in many different ways. [3:17] Kameron says that the foundation of his real estate journey was with the downpayment assistance program of the Veterans Administration loans. He'll talk about that in today's episode. [3:32] Washington, D.C. has been a challenging market for many years. It's a complex market with highly educated buyers and expensive housing, relative to income. Kameron says we can make it work with creative solutions. [4:15] Kameron calls them community home investment programs (CHIPs). These are investments by the community in home ownership. That's going to be one of the solutions to getting us out of the housing crisis that we are in. [5:00] Kameron recalls the marketplace from 2015 to 2020. It was more balanced, and people were interested in homebuying, but there were barriers. We didn't have the media saying homes were completely unaffordable. People wanted to buy but didn't know how. [5:37] From 2020 to 2022, the media said, "Now's the time to buy a house." Kameron had 20 to 50 people in seminars, excited to buy, but having no idea how. [5:48] Now, it has pulled back because the narrative is that homes are completely unaffordable. People are generally afraid. That creates a lot of opportunity for REALTORS® to stand on soapboxes and yell out, "We have programs!" [6:17] Monica agrees, it's up to the agents to go out into the community and push back against that narrative. Agents will have to get into real conversations and hold seminars. [6:48] That's where we'll be able to show our value as professionals in communities. Kameron calls the theme Boots on the Ground, REALTOR® Now, to start acting in our communities. [7:06] Seminars are one of the first places to start educating in communities, and get people inspired and believing again that homeownership is in their future. [7:37] Kameron once watched a Navy recruiting video of a woman who had been able to buy a house right away, utilizing the Veterans Administration Loan. Kameron had had housing instability, so that video message was impressed into his brain. He was inspired and wanted to do the same. [8:14] Kameron was obsessed with using his VA Loan ASAP to buy his first place. Within months of becoming eligible to use it, Kameron bought a home, building a strong foundation. [8.28] When Kameron was in Washington, D.C., working for a real estate team, one of the agents was doing seminars on local community home investment programs, or CHIPs. They were popular. Other agents saw that they helped grow business. [8:55] As the Business Development Coordinator, Kameron was tasked with making the seminars more consistent and better. [9:07] When Kameron launched his sales career, he loved seminars, so he did 500 of them over two years, sometimes three a day. Whether it's for one person or 50, it is an opportunity to share information and inspire people in a no-pressure sales situation. He couldn't fail. [10:05] He was concerned with people getting value from the seminar. Kameron thinks they did. [10:20] Monica explains that Kameron's goal was 500 seminars, with marketing to get people there. He trusted that if he brought value, the result would be money. [10:33] Monica says if y

Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. How many of you would like some more help getting buyers into homes? Um… I think everybody's hand would be raised right now. Even my guest is saying that, and he's going to teach us how to do that! Our guest today, Skyler Lemons, is known as Chicago's Down Payment Grant King. He is one of NAR's 2025 Class of 30 Under 30 award recipients. Skyler is helping people buy real estate who didn't think they could buy real estate or didn't know that they had the money to buy real estate. Welcome Skyler! [1:03] Skyler Lemons is an NAR 2025 30 Under 30 Award recipient. He is helping people buy real estate who didn't think they could buy real estate or didn't know that they had the money to buy real estate. Welcome Skyler! [1:27] Skyler thinks that every agent should know and have in their arsenal what Skyler has discovered in the world of down payment assistance. He's on a mission to empower more agents to do this. [1:53] Skyler is known as Chicago's Down Payment Grant King. He's a real estate broker with Exit Strategy REALTOR®, and he's helping first-time and low-to-moderate-income buyers access home ownership with minimal up-front costs. In 2024, Skyler helped secure over $250K in financial assistance. [2:20] Born and raised in Chicago, with a financial degree from Howard University, Skyler combines data-driven strategy, branding expertise, and a deep knowledge of the city to empower buyers and agents alike. He has 18K Instagram followers and 1,700 leads generated this year. [2:43] Skyler's mission is simple: bridge the home ownership gap through education, strategy, and community impact. [3:17] Skyler was licensed on December 26th, 2020. He was 24 years old. He started to work his sphere of influence. All his friends of his age told him, "Skyler, you know this sounds good, but show me some apartments. I'm ready to rent an apartment." [3:42] Skyler realized that the biggest barrier for himself and a lot of his peers wasn't the job or the credit score; it was the down payment. Most did not have the capital to buy, and it was also the middle of a pandemic. [4:09] Interest rates were low, and banks did not have any incentive to have these types of programs because of low interest rates. Initially, Skyler did not sell a lot of real estate. He did not know how to bridge that gap. [4:23] Once interest rates started to rise, Skyler saw that banks started to come out with different programs. The main problem between the programs and Skyler's community was the information gap. A lot of people don't know that these things exist. [4:44] Skyler shows people where the money is. He explains to people that if they buy a $250K property, they'll need about 6% to close, including down payment and closing costs. He suggests talking to a lender who will give $5K toward a down payment and $7 or $8K toward closing costs. [5:08] He goes out with buyers already figuring out a huge piece of the financial puzzle. [5:13] Skyler believes a lot of agents are afraid of the numbers. He reminds his clients that they need to call the lender, but he helps them paint that picture of what they are going to try to accomplish. That gets them excited. [5:32] Once they have pre-approval and secure the $5K for the down payment, and the $7 to $8K toward the closing cost, it solves a big piece of the puzzle for them. [6:17] The first opportunity fell into Skyler's lap. An agent had connected him to a lender that had this product. At the closing table, he realized that his client was getting a check back. Skyler started talking to different lenders and learning their requirements for credit score and income. [6:59] Skyler talked to clients about which lenders might work best for them in their circumstances and why. Cook County has a $25K grant program, but after running the numbers, sometimes a lender can do better for the client without the Cook County grant. [9:07] Skyler is always painting that picture. If an agent starts painting the picture for people, the agent will get a lot more callbacks because people will feel that the agent can take them to the next step. Skyler is an educator for his clients, right off the bat. [9:44] Skyler is an introvert, so he had to learn how to sell as an introvert. [10:42] Skyler always asks his clients how they found him, and nine times out of 10, it's on Instagram or TikTok. He uses Instagram as his digital business card, and he's always posting. [11:09] Skyler came up with a homebuying guide. On the back of it were over 30 down-payment assistance programs in the state of Illinois. He leveraged that value to get people to download the guide. A hundred people downloaded it. [11:31] Only ten of those people were very serious at that point. That only led to making three deals. Skyler came to learn that he had to nurture clients. [11:42] If you go to Skyler's Instagram and comment the word home on any of his posts, an AI assistant will

Welcome to the Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. Everyone's favorite topic these days is AI. In our last episode, Matthew Rathbun and Craig Grant saved you lots of time with their tips for improved productivity and agent and customer experience. Today, they're going to help you again and show you how they make AI work for them in practical ways. Practical ideas are my favorite takeaways! We're going to give you a few more apps. We're still going to stick with the basics of ChatGPT and Google Gemini, but we're going to get into a few more apps that you may want to invest in. Craig Grant is the CEO of RETI.us, the real estate industry's online home for technology education. He's been a national technology speaker, educating us through many tech changes. He's a tremendous mentor for speakers and educators. This passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations. Matthew Rathbun is the Broker and Executive VP of a Northern Virginia Coldwell Banker office. He's the President of the Real Estate Business Institute and an international speaker in the real estate industry. He helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us to actually do it. We are releasing this interview in two episodes. This is Part 2. Each one of these episodes stands alone, but we encourage you to start with Episode 1 or go back to it for some more context. Important: Be mindful of the limitations and risks of using generative artificial intelligence and protect personal, financial and confidential information from being shared with an AI platform. Keep in mind that content produced by generative AI tools is not always correct. Avoid using AI for legal advice and engaging in the unauthorized practice of law; always seek appropriate advice from actual professionals. Do not use AI to create content you wish to copyright, as AI-generated works are not protectable under U.S. copyright law. [1:27] Craig Grant is a tremendous mentor for speakers and educators. This passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations. Welcome back, Craig! [2:02] Matthew Rathbun helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us to actually do it. Welcome back, Matthew! [2:21] Matthew recaps the first episode. It covered creating GPTs, being an AI-forward leader, and being an example to your agents. Associations can also help themselves by creating GPTs of these tools. Think about things differently, do your job better, and help the agents do theirs better. [3:06] Craig tries to guide most people in the industry either to ChatGPT or Google Gemini. All AI platforms have similar capabilities, but Craig says to succeed in real estate, leverage one of the two main platforms. Matthew prefers ChatGPT while Craig uses Gemini more. [3:41] Craig says that ChatGPT focuses on third-party tools and integration. Google isn't trying to do any integration. It's about making you more effective inside Google. Craig runs his business through Google with Gmail, Google Docs, Drive, and Calendar through Google. [4:02] Gemini makes Craig so much faster and more effective with the tools he's already using to run his business. He uses ChatGPT for fun things, but if it's business-related, he uses Gemini, and it creates emails and documents the way he wants them, in his brand voice. [4:22] Craig uses Google to run his business, so he focuses on Gemini. He believes that whichever you end up using, whether it's Gemini or ChatGPT, the two main ones, Craig believes the possibilities of what you can do with them are endless. You can create anything you want. [4:36] Monica has learned so far that although she mostly uses ChatGPT, she can put more Gemini into her regular Google Suite use. [5:00] Monica is a ChatGPT user. She has just hired a virtual assistant, and they're still working out how they will work together. She wants her VA to have a quality AI program to build something custom with Monica. She wants to keep it separate from her ChatGPT. [5:45] Craig suggests Monica could create a custom GPT with a different profile from her GPT as a template to share with her VA. [6:43] Matthew speaks of having teams in ChatGPT or Gemini. Craig says it costs $5.00 more a month for the leader. [7:17] Craig offers an example. You use ChatGPT to help you respond to a customer's upset email on Yahoo. You copy the message, put it in ChatGPT, write a prompt to have ChatGPT defuse the situation, copy the response, and paste it into Yahoo to send. You have wasted time. [7:57] With Google Gemini, it's already in your inbox,

Welcome to the Center for REALTOR® Development podcast from the National Association of REALTORS®. I'm Monica Neubauer, your host. Before we start today, I have a favor to ask. We so appreciate you, our faithful listeners, and we are so glad that you're coming and learning with all of our amazing guests. However, when I travel, I find lots of folks who could benefit from what we are sharing here for free every month. So, please share this podcast with friends and other agents in your brokerage firm. Let's help everybody be more educated. Thanks for doing that! Today is everyone's favorite topic; it's AI. We had a great conversation recently with Dan Weisman, you can go back and listen to, as well. He's NAR staff. My guests today both make AI work for them in practical ways, every day. I love practical application. You all have heard me talk about it; just good tools to help me be more efficient. Sometimes I like these new tools because they help me stop putting off things that I put off because they felt too big, and now I have this friend who will help me do it. My guests will give us some tips on some of the software. I now tackle some of these things with my GPT friend. Matthew Rathbun is the Broker and Executive VP of a Northern Virginia Coldwell Banker office. He's the President of the Real Estate Business Institute and an international speaker in the real estate industry. He helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us to actually do it. Craig Grant is the CEO of RETI.us, the real estate industry's online home for technology education. He's been a national technology speaker, educating us through many tech changes. He's a tremendous mentor for speakers and educators. This passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations. We are releasing this interview in two episodes. This is Part 1. Important: Be mindful of the limitations and risks of using generative artificial intelligence and protect personal, financial and confidential information from being shared with an AI platform. Keep in mind that content produced by generative AI tools is not always correct. Avoid using AI for legal advice and engaging in the unauthorized practice of law; always seek appropriate advice from actual professionals. Do not use AI to create content you wish to copyright, as AI-generated works are not protectable under U.S. copyright law. [2:30] Matthew Rathbun helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us do it. Welcome, Matthew! Matthew says it's great to be part of this episode. [3:04] Craig Grant's passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations. Welcome, Craig! Craig thanks Monica for having him on this episode. [3:20] We're going to share some specific wisdom for the brokers in our first episode. While everyone's going to benefit from this conversation, Matthew's going to share some specifics because he's a broker. [3:33] We're going to have Craig in the second episode be the lead for some more tools for everyone. Both episodes are going to be great for everyone. [3:50] Craig shares the tech we will be discussing: ChatGPT, Google Gemini, Microsoft Copilot, Perplexity, Claude, DeepSeek, and others. Craig recommends using the big platforms, Google Gemini, Microsoft Copilot, and OpenAI ChatGPT, versus others that don't have the legal and financial standing. [4:41] Craig says the two main ones to use are ChatGPT and Google Gemini. Other options might do things just as well, but Craig falls back on the legal protection side. Craig notes that there is a huge difference between the free versions and the paid models. [5:17] Matthew agrees with Craig on limiting the tools. He sticks primarily to ChatGPT because when doing demos for agents or creating content, doing it on various platforms can be confusing and overwhelming. [5:36] Matthew explains that each of the platforms Craig mentioned may do a certain type of task. Claude may be better for legal experts, programmers, and coders by about 10%. For Matthew, as a broker, it's not worth an extra 10% benefit to switch platforms, although he may want to use those tools. [6:04] Matthew settled on ChatGPT largely because they've got more finances for the legal fight that will inevitably come down the pike. They are also trying a little harder to put up relatively good safeguards. [6:17] Matthew says, as a broker, if I'm deploying a product, I want to make sure that it isn't going to be harmful. ChatGPT has put up guardrails against adult content, violence, and duplicating material from a living author, celebrity, or a

Welcome, friends, to the Center for REALTOR® Development podcast from the National Association of REALTORS®. We are here in Part 2 with my guest, Dr. Jessica Lautz from NAR. Dr. Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. We are releasing this interview in two episodes. This is Part 2. Now, each one of these episodes stands alone, but we encourage you to start with Episode 1 or even go back to it for some more context. [1:10] Welcome back, my favorite data researcher! Thank you so much for being with me and with our listeners. I love how you get to talk to everybody around the country and share all the good scoop and help keep us informed. [1:25] Dr. Lautz says it's a highlight of her job. She loves having boots on the ground, seeing what's going on in local markets, what REALTORS® are feeling, and what the pulse is. Talking to people is important. [1:43] Monica recommends that listeners take the opportunity to go listen to Dr. Lautz and hear some of her great stories. [2:17] We're going to talk a little bit more specifically about clients and client needs, especially our first time home buyers. The demographic has shifted. [2:40] Dr Lautz explores the data. First-time homebuyers are different today. First-time homebuyers have dropped to the lowest level the NAR has ever recorded, dating back to 1981. It's just 24% of the market. In a healthy market, it would be 40%. [3:05] The 24% figure is an annual figure from last year. Monthly figures are ticking up, and this looks like it will be a better spring for first-time home buyers. [3:44] The median age of first-time homebuyers is now 38 years old. That's an all-time high. The median age historically was 28. Housing affordability and lack of inventory are issues. [4:13] Saving for a down payment is also difficult because of higher rent, student loan debt, childcare costs, car loans, and inflation. [4:33] First-time homebuyers' annual income has jumped by $26K in the last two years. The housing market has removed anyone with a lower income. Doctors and investment bankers will win out over first responders and schoolteachers. It's a different type of first-time homebuyer. [5:25] First-time home buyers' down-payment sources are different, too. They're more likely to use financial assets like stocks, 401(k), and cryptocurrency. They are still using the bank of Mom and Dad. Inheritance use is also up. [6:50] Dr. Lautz says we are seeing a generational transfer of wealth. The use of inheritances is at an all time high, but still in the single digits. Some parents are passing wealth along while they're still thriving. We have seen it come down, though. It may be uncomfortable for a 40-year-old to ask a parent for cash. [8:11] Dr. Lautz sees some 20-somethings and even Gen Zers coming into the market. Gen Z makes up 3% of the market. Young Millennials and Gen Zers may have learned from the mistakes of older Millennials who got graduate degrees. Some of that has to do with the Great Recession. [8:41] The big thing we've learned from today's young buyers is that they're willing to make some financial sacrifices, like living with parents for a longer time, not paying a huge rent. That allows them to earn homeownership sooner. [9:49] Dr. Lautz has found that when these young adults move into home ownership, half of them had been paying rent to family members they were living with. [10:37] How does a young adult build a credit portfolio while paying rent to parents and living at home? Dr. Lautz says that's a good question! What about people working in the gig economy? Monica says we need to research that. [11:58] Dr. Lautz says there are fewer sales at the lower price points. She thinks that translates into fewer properties at lower price points. She is seeing growth in the luxury homes, or $1 million and up, sector. Home prices keep going up. Homes at lower price points may not be move-in ready. [13:00] An issue for first-time homebuyers is that lower-priced homes are not move-in-ready. First-time homebuyers are buying the oldest homes, in the worst condition, where they need to put in remodeling costs. That costs money. Unless you can DIY very confidently, you may have to hire someone to fix it. [13:27] That may not be the best use of money for a cash-strapped first-time homebuyer. [14:14] Dr. Lautz sees rental prices in a much better situation than in the last couple of years. In 2022, there were bidding wars for rental units. So then builders built a lot of high-end multi-family properties to meet the demand. Rental prices for a new lease have come down from where they were. [16:10] Dr. Lautz speaks of people wanting nicer amenities in their rental, while they save to buy a home. [16:42] We're also seeing a growth in built-for-rent single-family homes. In communities where ten properties are being built, one of those single-family homes is just for rent. Builders understand there's growth there as the age

Welcome, friends to the Center for REALTOR® Development podcast from the National Association of REALTORS®. I am so glad you are joining me and today's guest, Dr. Jessica Lautz from NAR. Dr. Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. I love, love, love my data friends and I always learn things to help me and my clients. These trends are so huge when talking with our clients and preparing ourselves, as well as just getting in the nitty gritty because our clients are looking at that national market but we're also in the local market. I'm so excited to talk today about how we put those two things together. We are releasing this interview in two episodes. This is Part 1. [1:16] Welcome, Jessica! What are the hot topics you are seeing that are important and different? Let's give our listeners a preview of what we're going to discuss in these two episodes, 110 and 111. [1:36] Jessica says the real estate market is divided into two markets. We have an all-time high of all cash home buyers with cash from housing equity. At the same time, we have an all-time low of first-time home buyers. [1:58] Everybody's demographics are changing and buyers are adapting to the real estate market at hand. We're going to go over fundamentals and dig into some demographics, too. [2:18] Did anybody expect these demographic changes? Some unexpected things are going on in the world. [2:27] When we look at the real estate market, we know it is a tough market. Inventory is still extremely limited, even though it's jumping and we're seeing rises in housing inventory. We're still under February of 2020 when the housing market went bananas! We know that it's a difficult market to get into. [2:55] Home sales in 2023, 2024, and the first quarter of 2025 have been the lowest since 1995. This is striking because we have 75 million more people in this country than we did in 1995. Home sales volume being at the same level as in 1995 doesn't make a lot of sense. [4:06] We have more family units that tend to be smaller. We need more homes. We have seen young adults doubling up with parents and older relatives doubling up with their adult children. We know we have a lot of pent-up demand in the housing market from those young adults trying to leave the nest. [4:39] We're going to talk a lot more about them and the first-time home buyer option in our second episode, look at the demographics, and some possible solutions for young adult home buyers. [4:50] With the low number of transactions, we don't see the number of real estate agents shrinking. That's unexpected. It's an incredibly competitive and dynamic industry. You have to show your value, and what you can do for a client seller, or buyer. It's very difficult and it's growing. [5:30] Dr. Lautz was in three cities last week, talking to REALTORS® in Lansing, MI, Nashville, TN, and Orlando, FL, three very different real estate markets. In each hotel, the person at the desk or a person in line told her they wanted to study for their real estate license. It's an attractive career path. [6:14] Monica told someone that the number of actual sales is down, but it is the kind of market where anybody willing to be creative and hustle can still get in. Dr. Lautz agrees. Everyone has a different business model Everybody has the niche market they develop over time. [6:46] Monica was an agent in 2008. There were a lot of foreclosures, so foreclosure agents were getting a disproportionate amount of business. Monica took on some side work to stay in the business. The whole country was economically challenged. It felt so different to Monica than right now. [7:22] Jobs are at a good level. Unemployment is at reasonable levels. Dr. Lautz says jobs are important for home sale activity. Interest rates have been stable recently in the mid-6% range. Mortgage delinquencies are low because people need to have good finances to get a mortgage loan. [9:17] Even someone in an unfortunate situation where they are forced to sell will probably get some cash out of their house. [9:40] Dr. Lautz says that in more than four-fifths of the markets, home prices keep going up. They are going up by double digits in some markets. It's a result of the lack of available inventory. Nationwide existing home sale prices are higher for each month than the NAR has ever seen in previous years. [10:20] Prices differ in markets around the country. In some markets, people bid up home prices during the pandemic and there has been an easing of prices in some of those areas. In Austin, home prices went up 45% year-over-year. There has been an easing there. Homeowners are in a winning situation. [11:13] In the pandemic, we borrowed buyers from the future. During the pandemic, people suddenly and unexpectedly decided to move while mortgage interest rates were lower. A lot of people either don't have a home mortgage or are in a low-interest-rate mortgage. They have no intention of moving

Evan Fuchs is back with us for Part 2 of our conversation on negotiation, a favorite topic of mine! Welcome back! Markets will shift, and changes are happening. We need to remember the core tenets and basics of good negotiation while remembering that the details change from client to client. Some of you work in different markets or states, and you need to be aware of those details to help you negotiate specifically for what you and your client need. Negotiation is one of those significant topics I suggest we learn about constantly. Evan Fuchs is a 28-year award-winning REALTOR® and industry leader from Bullhead City, Arizona. Evan and I discuss training, and we go into one book with four tenets that can help us create win-win scenarios or at least manage the situations with a good attitude. Sometimes, operating on those principles helps us not to become so emotionally involved. There is always more going on under the surface when negotiating. We're going to discuss how that affects your conversations as well. Let's join Evan to level up some negotiation today! [2:07] We are talking negotiation, and if you didn't hear our first episode, we hope you'll go back to that; we discussed things like the tangibles and intangibles of negotiation and why you need to have negotiation skills. We're giving you the tip of the iceberg. We'll talk later about some training you can get. [2:33] We will share some great principles in this episode and discuss how agents can improve their skills for negotiating on their behalf. We will need better communication in different spaces where the terms are unclear. [3:25] Evan cites two episodes Monica did with Brent Lancaster on the Buyer Representation Agreement to help negotiate with your clients. We agents must understand our obligations under the law, the Code of Ethics, and the agreements we must follow that create a frame for our business to stay inside. [4:05] Inside that frame, your business is your canvas. You can paint your canvas any way you want. You can say, "Here is how I'm going to run my business, as long as I'm not going out of bounds." Then you bring your business to the market, and it responds if it sees value in hiring you for what you bring. [4:31] It's not easy to set boundaries and know the rules of engagement. Brokers are deciding what parameters will be a win for their agents and brokerage firms. With some brokerage firms, your business canvas is not as significant. Bring your ideas and creativity back to your broker. [5:44] The difference between your business model and another agent's model is what will appeal to potential clients. Explaining what you charge and what the client gets from you will hire you. Be very intentional about understanding who your target audience is and what services you offer. [6:39] Evan says finding clients can't be an accident. You must be able to show you how to walk the walk and say, 'This is why I should be here representing you.' [6:51] Sometimes, in a client meeting or a class, however much she prepares, people will ask Monica an unexpected question for which she doesn't have a great answer. Evan says it's essential to give feedback to yourself on what worked and what didn't work, and then you iterate on that. Have a place to practice! [7:51] Hold scenarios or role-playing with partners in your office, coaches, or spouses. Practice the words and get feedback before you go live. Once you go live, measure what works and what doesn't, and then try again. It's a different ballgame for many people, and you might not get it right on the first try. [9:10] Evan talked with his college daughter about what's happening in real estate. It helped him see another perspective. That's always a win. [9:40] Preparation for negotiating is essential. Be intentional. What do they need? What value do you bring to the table? How are you communicating and connecting with them? How am I qualifying them? How are you communicating what working with you looks like? [10:21] If you do the preparation and get a win, you know it worked. If it went South, tell yourself to handle that differently next time. Over time, you work out systems where you are repeating success. Monica encourages you to learn even from your accomplishments. [10:56] Monica is confident and open-minded when she goes into a meeting. She listens to what their needs are instead of selling them on herself. She wants to hear what they're saying, even if she doesn't have the answer for them. [11:29] Evan says if you want to improve relationships with other people and be a better communicator, listening, hearing what they say, asking questions, giving feedback, and being interested is where rich relationships come from. [11:49] Sometimes, just listening and being there, you'll hear the person tell you what they need from you. If you were too busy talking, selling, or presenting, you might have missed that and missed out on a great client. [12:06] Monica reminds agents that going through thei

Today's topic is so essential: negotiation! It has always been important. As our markets have been shifting and industry changes are happening, we need to go back to remembering the basic and core tenets of good negotiation while also understanding the nuanced parts of that shift within the market and the specific needs of our clients. My guest today, Evan Fuchs, is a 28-year award-winning REALTOR® and industry leader from Bullhead City, Arizona. Negotiation is one of those topics we need to learn about all the time. Unless you're writing a book on negotiation, I suggest more education is helpful. I love learning from skilled negotiators wherever I come across their books or meet them, like Evan or even some of my clients, who teach me new ideas and angles to consider in my negotiation. Evan and I both believe in the long-term value of win-win negotiations in real estate. Evan shares insights on building relationships and finding mutually beneficial outcomes. We discuss the importance of offering options, how crucial it is to get professional training, and the value of tangible and intangible negotiation elements. Evan will tell you what those are. Let's learn together! We are releasing this interview in two episodes. This is Part 1. [2:04] I am so glad to have Evan Fuchs with us today on the podcast! Welcome, Evan! [2:12] Evan is one of the very successful nice guys! If you ever get to meet Evan, talk to him. He's delightful, smart, and friendly. We're going to talk about negotiation, and he is the perfect person to have with us to talk about relationship negotiation because he's kind and respectful. [2:33] We will discuss a win-win negotiation atmosphere and why that's good. Evan, you're a 28-year veteran, broker-owner, board member extraordinaire, association president, and winner! (Evan says that introduction will put a pep in his step!) [3:05] Monica describes her impostor-fighter shelf of awards and statues that remind her that she's awesome at her job and connected. She recommends you have a shelf like that, and whenever you need a boost, look at your shelf and say, 'Yeah, I got this'! [3:35] Evan heard Monica talk about the importance of celebrating in one of her podcast episodes. Evan is totally about celebrating, even little victories. [3:52] The win-win negotiation model is a mindset that negotiators adopt. Instead of trying to compete against somebody, they take responsibility for building a good relationship with the other negotiator to work together to find good outcomes for everybody. [4:47] Sometimes, one party does get a better deal, but can you do something to let the other party feel like they also have a good outcome? [5:14] Dan says that options give us power. If I have the myopic view that this is the outcome that's good for me, and I can't get you to agree with that, then the deal's dead, but if we can work together and try to find other ways, then we have a chance of keeping the deal alive and getting to the closing table. [5:42] It's about how to help you get what you want so I can get what I want. Let's create many ways to get there and find the best one. [5:51] Everybody wants a deal. You may be working with a client looking at a transaction like a war. You have to help them find options and negotiate so both parties are happy with the outcome. Monica reminds agents that we must train ourselves and our clients to negotiate well. [7:06] Evan says that one out of four buyers want their buyer's agent, above everything else, to negotiate for them. They would rather you be a good negotiator than be good at finding them a house. Monica invites you to improve your negotiating skills. Promote them as part of your value. [8:43] In this episode, we will keep the buyer's agent negotiating with the seller's agent for their clients as our context. In Episode 2, we will discuss the agents negotiating with their clients for various things. [10:09] Evan explains the tangibles and intangibles of negotiation. The top-line purchase price is tangible. There can also be a concession further down in the contract. That is also tangible and measurable. The things you put in the blanks on a contract refer to something measurable and tangible. [11:21] Price is just one element of the negotiation. Think of the price, terms, and everything else involved in the negotiation as representing a value package. Look at the bottom-line number and what you exchange to get to that number. That's when you deal with both tangibles and intangibles. [12:23] Value negotiating is where I offer something to you that's of higher value to you than it is to me. This could be like moving up the closing date if you are in a hurry. We trade it for something of low value to you but high value to me. That creates a win. [14:00] One of Monica's favorite negotiations was between a buyer who offered under the listing price and a seller who wanted the list price. She wrote a contract with an expiration time that if the seller could get

We are in Part 2 of my conversation with Dan Weisman about AI in the real estate industry. Dan is a director of innovation strategy in the Strategic Business Innovation and Technology Group at the National Association of REALTORS®. In his role, he researches technology, strategizes what this tech may mean in the future, and builds relationships with tech leaders to better understand and drive innovation in the real estate space. This episode is where we get practical, starting with using generative AI instead of Google for searches. How would that help you? What do you think about that? We'll discuss software that is genuinely helpful for you in your business. We wrap up with virtual reality. As cool as it is, why do we not see it used more often? Dan gives us his insights. Let's join him! [1:24] I am so glad to have more time with Dan Weisman to learn more AI tips. In this episode, we are going to get into practical things! You may want to listen again later and get some of the apps if you're driving. We will link any apps we mention in the show notes. Look them up when you park. [1:50] In the first episode, we discussed plug-ins and research to help us understand what's available. [2:11] Dan Weisman is a Director of Innovation Strategy with the NAR. His team's focus is to look at and understand what technology is out there and help figure out how to drive innovation across the space to support membership in the industry. [3:33] Dan says the tech can be overwhelming. He does this full-time, and it seems something new every day if not every hour. You've got to be careful about not always chasing the shiny object. Many projects are getting built on generative AI products like ChatGPT and Gemini. [4:01] Dan's team is trying to focus on the pain points the NAR membership feels in their transactions and tie together the research and the relationships NAR is building with startups and big tech companies to help REALTORS® to be more efficient and productive. [4:36] REALTORS® are talking to Dan about how many phone calls they receive and constantly being on call for their clients. Some cool products use AI to help schedule tasks and calendar meetings, almost like an AI assistant. [5:44] Monica is ready for those products! She keeps busy keeping track of her schedule between her Google calendar, notebook calendar, and wall calendar. [6:39] If you missed Part 1, generative AI is a tool that recently became more available to the public to generate information and content using artificial intelligence behind the scenes. Dan calls it Google search on steroids. Instead of multiple web pages, it gives you a relatively concise answer. [7:11] You can plug information into it and ask for a response, and it will help formulate it in whatever way you want, with context and tone. It's for everyone. [7:56] Since ChatGPT launched, people have been talking about tech. Dan loves it! He's been trying to talk about tech with agents for five years! It's an opportunity for everyone to use a different type of AI product and service to free up some time to help them be more efficient. [9:17] Can Monica ask AI to orient her book in progress to another audience? Dan says yes, but it's a tool in its infancy. It will do a good job manipulating the information you put into it to satisfy your request. Its accuracy varies. Like any work you put out, pay attention to what it says. [10:50] If Monica sees that you just copied and pasted your listing from ChatGPT, from the many long adjectives and how they sound, she does not trust it. Generative AI makes things up. [11:50] When Dan gives presentations, he uses the example of providing the data for a listing to ChatGPT, and ChatGPT writes the listing description but gives it the wrong number of bathrooms. Luckily, Dan checked it. ChatGPT can do complex things and at the same time make silly mistakes. [12:37] Always edit a listing for mistakes and personalize it as you want it to sound. It's obvious when the human touch is missing. That is critical in real estate. [13:41] Monica uses AppSumo and Castmagic. Monica put a recording into Castmagic, which makes social media posts, transcripts, or show notes for a podcast. [14:15] There are many apps to take information, edit it, and simplify it for various content platforms. It reminds Dan of CliffsNotes. Monica mentions Blinkist. Whatever ChatGPT pushes out, ensure it is accurate and has the context and tone it should have. [16:17] Monica cites Otter, who takes notes in a meeting. When Monica sees the Otter notes from multiple people, she is overwhelmed by the quantity of information. Dan recommends focusing on your notes tool and tuning it to pull up the information you want. [17:26] One of the powers of generative AI is learning about you and what you are looking for as you communicate with it more. [18:34] When Dan gives a presentation about images, he'll take a photo of an iconic building, upload it to DALL-e by OpenAI, and ask it to remove the ico

Today, we will talk about AI in the real estate industry with Dan Weisman, a director of innovation strategy in the Strategic Business Innovation and Technology Group at the National Association of REALTORS®. In his role, he researches technology, strategizes on what this tech may mean in the future, and builds relationships with tech leaders to understand better and drive innovation in the real estate space. He is in the thick of thought leadership, creating new things for us. I asked him how I, as an agent, could personally use AI to help me in my business. Sometimes I do not default to it as quickly as I should. I found our conversation to be very interesting. We are releasing it in two episodes. This episode's Part 1 provides a big-picture overview of where we are now. It's amazing how fast things change! Then, we discuss some good suggestions for better habits. Let's get right into it! [1:51] Welcome, Dan Weisman, back on the podcast! We're so glad to have you! [2:07] Dan Weisman is NAR's Director of Innovation Strategy. His team's role is to look at and understand what technology is out there and help the membership figure out how it may fit into their business to make them more successful, productive, and efficient daily. [3:26] People inaccurately equate AI to ChatGPT. The concept of AI started 70 years ago. We now have the computing power and data to make sense of AI. ChatGPT is generative AI, a subset of AI. AI places the ads and suggestions we see on Facebook. [4:22] Generative AI is new to the average person because of its ability to use a technology like AI and know that it's AI. You don't need to understand how Gen AI works; you need to understand if it can help support you efficiently in what you're focusing on, whether selling real estate or researching a vacation. [6:02] Generative AI refers to anything generated by artificial intelligence. OpenAI has ChatGPT and DALL-e, and Google has Gemini. Open AI powers Microsoft Co-Pilot. Midjourney was out before Open AI. The average person can search the internet and use Gen AI to ask questions and get results. [8:14] Generative AI is in its infancy. It's like the beginning of the internet. People are not using Gen AI like they use Google today, but they will when they get used to it and find the value in it. It's developing itself. The more information we put into it, the better it will get. It's the future of search. [10:32] Dan is a Mac user who uses the ChatGPT app for Mac. When he hits Option-S, ChatGPT comes up, and he can search within seconds. Training his mind to think differently than going to Google to search is a matter of training him. He gets an efficient answer with ChatGPT instead of pages of links to read. [11:47] Dan thinks paying a monthly fee to use Gen AI is worth it. It finds the sources and gives you the results of all the searches. It's worth the $20.00 if you use it once a day. It's not that much compared to what we spend on other technology, like our phones. [13:53] Dan mentions Meta. Meta.AI is a similar product to ChatGPT. It's built on Meta's Llama 3 free so far product, a large language model that many people use behind the scenes. Microsoft's partnership with OpenAI powers Microsoft Copilot. [14:40] The big tech companies are investing and taking the lead in developing AI products and services. Google, especially, is working on this. Search is core to what Google does. There is healthy, strong, big tech competition. Dan worries that big tech companies will have too much control over AI. [15:48] Google just lost a suit by the government about having a monopoly on search, based on Google paying hardware companies for Google to be the default search engine. Dan hopes this sets a precedent for giving multiple companies more of a fair opportunity to get in on the Gen AI game. [17:42] Meta AI is catching up, as Google did with Gemini. Dan believes Meta will probably have a monthly subscription model to align more closely with what other companies are doing. These companies are losing billions of dollars on these products. Twenty dollars a month does not cover the usage. [18:39] Dan believes the current release of Meta AI is to give the public access to it. Their main goal seems to be to use Meta AI within their current products, Facebook and Instagram. They just needed something to get their name out there as a powerhouse. [19:25] Dan says it's good to have competition. It's good to have options to fit what you want. All AI products behave differently. [20:24] These companies aim to keep you in their ecosystem. Meta wants to keep you on Facebook and Instagram. [21:33] Dan states that some plug-ins are dangerous. It's worse than just downloading an app. They have access to stuff you don't realize. They may be searching your whole computer. Dan stays away from plug-ins for work. He sticks with the core apps. [23:29] Having AI products looking at your data can feel invasive to people. We take risks in almost everything we do. S

Today we have Ali Whitley and her son Martin Whitley back with us for Episode 2, where we discuss generational dynamics in the workplace and with our clients. Martin tells us more about his journey and how he decided he needed the specific house he purchased. There might be a pet involved! We discuss how it is a discouraging time for first-time home buyers, but there are ways you can get into the market. These two episodes are great to share with your clients! We are talking to REALTORS®, but this conversation is great for giving hope to potential buyers who think waiting out in this market is best. Ali and Martin are often talking right to your buyers. It's great for them to listen and learn some things. Ali Whitley is the current president of the Ohio REALTORS®. She has a wealth of experience and knowledge. I am so thrilled to have her with us again, along with her 22-year-old son, Martin, who bought his first home in 2023. Today, we talked about more generations, and Martin gave us some tips about working cross-generationally. [1:57] I am so glad to return for the second episode with Ali Whitley and her son, Martin Whitley. Welcome! [2:47] Martin's initial goal was to buy an investment property. He looked at duplexes and triplexes. The market in 2020‒2021 was very small. There were few investment properties in the area where Marton was looking. He was looking for a property where he could live on one side and rent out the other. [3:34] Not finding exactly what he wanted to get, Martin's goals eventually shifted. [4:14] Ali had had buyers in their 20s looking for duplexes. That led to Martin's conversation about finding a duplex. But Martin wanted to be able to bring his large dog, Draco, with him, so ultimately, he determined that a single-family home with a backyard he could have a fence around worked best for him. [4:47] The possibility of getting into an investment, living in a duplex or triplex for a couple of years while renting it out, building additional equity and some income, and then moving on to a single-family home as a second purchase is a fantastic investment opportunity. Ali always shares this with young buyers. [5:45] Monica's young Millennial son bought his first house at 26. He had things to fix in the home and faced hiring contractors. Later, he wanted to sell, and Monica advised him to interview three agents to find one he would like to work with. Each agent was different. [7:21] One agent in the local area came in with lots of data and showed professionalism. Monica's son chose to work with that agent. If you are young, are you getting a real estate agent and a lender who will educate you? [7:38] Ali has an introductory conversation with new buyers. Buyers must be comfortable with the agent they are hiring to represent them. Agents approach real estate in different styles, practices, and ways. You must share that with your buyers so they are comfortable with you. It's a big purchase! [8:02] One of the most significant, most important decisions a buyer will make is who will represent them and advocate for them in this big purchase they are about to make. [8:10] Sometimes, being of different generations, the agent and the buyer can have difficulty connecting. Monica has had young agents in her Senior Real Estate Professionals class who don't know if they can work with elderly clients. [8:46] Ali stresses that regardless of what generation we, the agent, are and what generation the purchaser or the seller is, we need to be able to communicate with everyone across all generations. That goes for all types of service professionals. We should do our best to communicate with everyone. [9:11] Ali, as a Gen X, can communicate with buyers of any generation because she prepares to help her clients every step of the way. [10:08] Monica notes that this market's average age of first-time home buyers has increased to 36. She encourages listeners to listen to Part 1, where Martin describes the process of buying his home. He made it happen with a great agent and great planning. [10:58] Ali says it can be discouraging if you're not finding what you want to buy. The first thing you need to do, as a first-time home buyer, is sit down and talk with a professional. Talk about what your options are and find out the basics. The REALTOR® will put you on a plan so you can make your goals happen. [11:21] The REALTOR® can set you up with a lender and talk to you about the different opportunities in the markets where you're looking. They can make the process as smooth as it can be. There will be some bumps, but REALTOR® can help smooth them out. [11:41] What assisted Martin in finding his home was researching the location. Certain areas will be more expensive and out of a typical budget. The most important thing for Martin was finding an area that supported his budget. Homes in big cities are outside of most people's budgets. [12:42] In the market Martin was researching, it was cheaper to buy than rent. [13:01] M

People are all different. With an open attitude on our part, they are a constant source of opportunity for education, and learning. I love learning from other people. One of my favorite topics over the last 10 years or more has been about generations. I've been learning and teaching about how people of different generations act and react since I began teaching the Senior Real Estate Specialist course in 2009. While stereotyping people is never good as a general rule, there are some things we can learn from studying cultural differences and commonalities within a group. My guests this month, Ali Whitley from Ohio and her son, Martin, will join me to discuss some characteristics of Generation Z and what we are seeing regarding their desires and actions around housing. We will also discuss the work and planning that Martin has done to help him purchase his first home. He's very excited about it, and I'm excited for him! He shares some great insights and practical tips to help first-time home buyers focus on the goal of purchasing real estate. Ali Whitley is the current president of the Ohio REALTORS®. She is a successful agent and generous volunteer. Her leadership roles are myriad, and she also teaches courses. It's such a pleasure to have her with us again on the Center for REALTOR® Development podcast, and what a treat to have her son join us today. [2:12] Welcome, Ali Whitley and Martin Whitley! Martin will tell all about his recent purchasing experience, hitting his goal of buying a home by the time he was 21 years old. Martin is excited to be on the podcast to speak about his experience of buying a house as a Gen Z home buyer. [4:37] Ali has been working with first-time buyers for years and helping other people's children and grandchildren get into homes, and while she treats all clients equally, and advocates for her buyers, it was fun to deal with her son through this transaction, seeing it professionally and also as a family member. [6:23] Sometimes, Martin needed to ask his mother a business question, and she would go into business mode. He says it was mostly easy to separate business from family. Ali always knows "which hat she is wearing, and at what time." [7:43] Martin is in Gen Z, which includes ages 12 to 27. Martin is 22. He bought a single-family house in Akron, Ohio. It only had small electrical issues. Martin hired an electrician to complete them. [9:52] Martin had called 10 or 15 people and got three responses. Electricians were backlogged at the time. He considered what was the best deal and looked at reviews to select the business. Hiring a contractor to work for him was a new experience for Martin. [11:01] Before buying the house, Martin had not noticed that the hookups for the washer were non-standard. He used "YouTube University" to get the right parts to hook it up himself. Martin was a set builder for the theater in school, so he could build things in the home. [12:49] Owning a home had been Martin's goal since he was 15 or 16. As a young person, he saw his mom working as a REALTOR® throughout her career. He had a clear picture of what he wanted, and he made a plan to achieve it. [14:03] Before planning how to buy a home, Martin had started building savings habits toward buying a car. He worked three days a week in the school year and four or five days a week in the summer, saving to buy a car. That gave him a habit of saving money for what he needed and not spending it on wants. [14:44] He started working in cell phone sales and found stability in that business. He worked up a budget of what he needed to save and how he could achieve that amount. [15:57] Martin hears talk among his friends in Gen Z about the fear of the difficulty of getting a mortgage with a "gig" job when they can't prove they have a steady income. Monica and Ali see education opportunities for real estate agents and freelancers to consult with tax professionals to prepare to buy. [18:20] Martin took the opportunity to build credit for himself. When he was 18, he got his first secured credit card with $300.00 down. He spent 10 to 20% and never had a rolling balance at the end of the billing cycle. After eight months still at 18 years old, he got his first credit score and it was in the 700s. [20:33] Martin has long been intentional about buying a home. It has been a roller-coaster of emotions for him. It has been one year since he bought it. He talks about the process of finding a house. He says that finding the house, putting in an offer, and having the owner accept his offer has been surreal. [21:18] Martin was determined to stay consistent about what he was doing. He didn't budge from the vision of what he was looking for during the whole process. He searched for exactly what he wanted. Once or twice, he put an offer in on a home that wasn't accepted. [22:00] Eventually, the home Martin bought came to his attention by word of mouth. Knowing what he was looking for was integral to finding it. [22:52] Martin was

Here we are, back with Trenesha Harrison, for Episode 2 on New Construction. In our first episode, we discussed new construction from the perspective of the on-site agent, which is how Trenesha started in real estate. In this episode, we'll discuss how to help you be more prepared as a buyers' agent, bringing your buyer to the new home community. The two episodes go together, so we suggest you listen to both. Trenesha lives in Oklahoma City, Oklahoma, and she loves new construction because it's always changing; it's always different, and there's so much that we can learn from how a home is built from the inside out. [2:03] Seeing new construction go up is awesome but it might be intimidating for buyers' agents who may not understand the foundation, the framing, or the roofing. Trenesha has ideas about getting familiar with new construction. On-site agents and builders can train buyers' agents about new construction. [2:52] Trenesha has had builders coordinate presentations for her team. Trenesha also does frame training with her team. It's hard for clients to envision what a house looks like when they're walking through just a bunch of sticks. It's hard to put the walls up mentally. [3:12] Being able as an agent to look at a floor plan or blueprint and understand what you're seeing will help you mentally put those walls up, not just for yourself but also for your client, so you can identify rooms and locations of appliances for them. You have to know what you're looking at. [4:58] To learn floor plans, you have to look at the floor plans of a completed home and an incomplete home. Look at the floor plan as you walk through the completed model home and the framed home to see how the path leads you through the homes. [5:31] Learn the construction components, such as the plumbing, gas, and electrical wiring, and framing for a door versus a window. This will help you walk this frame with your clients and understand how to explain it. Photos of the framing can also show the buyer possible structural changes they could make. [7:28] Trenesha has done "X-ray" photos of framing. She also finds it helpful to walk through the house during framing. Understanding what your client is building, you can see anything that may not be right in the framing such as a missing window the client requested above the shower. Address it with the builder. [8:35] If your client finds something in the framing that doesn't seem right to them, remain calm and say, let's talk to the builder, so we can get this corrected as quickly as possible. You want to help the client relax a little built. Building a home is very stressful. [9:12] If you notice something wrong in the framing, address it with the builder as the buyers' agent and let the client know you've covered it with the builder. You want to make sure your buyer understands you're working as a team with them and the builder. [9:54] Keeping your eyes on the job site for your client will help this process go a lot smoother so you don't get to the end and find structural mistakes that cannot be changed. [12:53] Within the Buyer-Broker Agreement, Trenesha writes verbiage that covers her exit fee compensation expectations for moving into a contract without her knowledge or participation. This lets buyers know their choices and encourages them to involve their buyers' agent in any contract. [13:37] The client must understand that the builder is for the builder, but the buyers' agent is for the client. Trenesha's company has these conversations and verbiage standards with their clients from the top. Trenesha trains the agents in her brokerage on new construction. Not being trained well is a liability! [14:24] In consultations, Trenesha talks to clients about new construction as an option. Some people think that's for buyers with a lot of money. They don't realize there are price points that fit everybody. Anybody can own a new construction home during this time. This leads to a discussion on flexibility. [17:08] Trenesha tells her clients they're not competing the same way in a new construction market as they are in a resale market, especially not in a fast market. Planning the timing of a move takes some of the ambiguity out of the process. [18:19] Trenesha mentions some pros and cons of working with a builder's preferred lender. Compare the closing costs and interest rates between the client's lender and the builder's lender. The builder may have a preferred lender because relationships matter. [20:53] Builders often carry contracts laying out details the real estate commission contract for new construction doesn't cover, like what is expected at different phases of construction and how much money to put down in addition to your earnest deposit, especially for upgrades and improvements. [21:29] The builder's contract may cover their specific warranty and your buyers' agents' compensation. Read carefully. The sales rep is knowledgeable about those contracts, so sit down with the on-site ag

I love to be able to participate with my buyer clients when they want to buy new construction. I have bought two new homes, and I love the process of choosing what I want, watching it get built, then knowing how it was built, and having time to make a plan for the move. It's not for everyone but it is a great option for a lot of people, and it is generally a bit more reliable than what we encounter with resale purchases; not always, but generally. Not all agents feel comfortable selling new construction, though. My guest this month, Trenesha Harrison, and I are going to help you see the benefits and show you how to ask better questions when selling new construction. There is a lot to learn about selling new construction and helping buyers buy new construction. Our first episode will feature Trenesha sharing some overview points and teaching us more about what it's like to be on the side of working as a salesperson for the builder. Trenesha lives in Oklahoma City and she has varied experiences with new construction. She'll tell you more about herself in our chat. She currently owns her brokerage firm. I'm so glad to have her with us, sharing her vast experiences and giving us some great wisdom. [2:07] Welcome, Trenesha Harrison! I am so glad to have you, with so much new construction experience. That's what we'll be talking about today, and you've worked on both sides of it. Tell us about yourself, where you live, and where you work. [2:26] Trenesha lives in Oklahoma City and has worked mostly there. She has been in real estate for nearly 11 years. She has also worked in the Dallas market for a couple of years. [3:02] Trenesha had worked for years for Oklahoma but was looking for a place where she fit. She took an interview for a job with a builder but the potential earnings seemed too good to be true and she didn't believe it. They called her back for a second interview and she met the sales manager and the division president. The division president was passionate about the company and what it stood for. [4:05] Trenesha decided she could get behind someone with such passion for what he was doing. That first real estate job was at a growing regional company. Trenesha started in a sales role and, after a year, moved into a sales management position. [5:02] After that job, Trenesha moved to the Dallas area. She worked for two national builders there. The companies worked differently; she adopted their sales styles and got amazing training. [6:15] Trenesha feels like builders look for people with a sales background but not necessarily a real estate background. They look for people who understand how to take a "no" and move past it. [6:49] Builders' on-site agents are trained differently than regular real estate agents. They are there to sell you a house. [7:18] Trenesha moved back to Oklahoma and worked for one more builder before she got her real estate license. After she got her license, she became a full-time real estate agent, working for a brokerage. She no longer worked for the new construction company. Some construction companies considered it to be a conflict of interest for their agents to be licensed, as licensed agents could compete against the company. [7:55] Trenesha notes that quite a few states don't require a real estate license to sell new construction homes because you're working as a sales professional under the builder. [8:37] New construction builders have career nights and ads on job websites and their websites. If you apply for a job as an on-site agent, ask if you would have to let your license go inactive. The sales training you would receive there is different from the training most real estate agents receive. [9:32] When selling for a builder, Trenesha liked coaching buyers who doubted their ability to buy a home, leading them to the right resources and helping them achieve a goal they didn't know they could reach, to buy a home already built, under construction, or work from a plan. There are lots of options. [12:09] Trenesha says when you as a buyers' agent bring a client to an on-site agent, let the on-site agent be the expert and do their job. If it's a fit for the buyer, you and the on-site agent will work as a team. [13:34] Making an appointment before coming in assures you the attention of the on-site agent. During business hours, it isn't necessary to make an appointment. If it's busy, the on-site agent may let you take your client to see the model homes and return to the sales center to discuss them. [15:19] Trenesha says that a buyers' agent who acts protective of their client doesn't have experience working with an on-site agent. If you don't have experience with new construction, Trenesha recommends first setting up appointments for yourself with several builders to see what they offer and how they sell. [16:59] Do you need to go to every appointment between your client and the on-site agent? What about selections? Trenesha offers her recommendations on selections. [19:17]

In Part 1 with Brent Lancaster, we started the conversation about the Buyer Agreement and it's a timely conversation. We recorded this before the proposed settlement from NAR was released. While the settlement is still proposed, and it's not final, one of the key points in it is the importance of a signed agreement with our buyers. There are details to be clarified but it seems this topic is even more relevant than before we recorded it. This agreement with buyers to work together and get paid for the work you do is crucial for us. Brent owns a school and teaches CE classes in many states and is very familiar with the laws and agreements in many states. He's not a lawyer and he's not a pro on every single one but he does bring so much wisdom to the conversation. I'm thrilled to have him with me for this topic and I hope you join us for both episodes. Let's join Brent and learn more about the sections that are in most Buyer Agreements. It's important to understand all those sections, and why they are important. Your documents will vary from state to state, as does your law. Please refer to your state law first, guidance from your state and local associations, and, very importantly, your broker for clarity on your specific state and situation. [2:58] Brent Lancaster, welcome back with us! In the last episode, we talked about the Buyer Agreement, having the conversation with the buyer to sign it; why it's important to sign it, and what happens if something goes wrong. In this episode, we want to discuss the elements of the Buyer Agreement. It's becoming more important that they are accurate. [3:49] Defining your Buyer Agreement and how you fill it out is the job of your broker and the lawyers in your state. It is not your job. We'll talk about some of the things we teach in the ABR® Accredited Buyer's Representative designation. Go to your broker and your state law for your policy; also check with your state and local associations. [5:25] The commitment has a start date and an end date with a caveat for an automatic extension for a closing that is scheduled beyond the end date, similar to a listing agreement. The length may be negotiated. It may be for 180 days or no longer than a year to be enforceable. [6:56] In a discussion with a broker, in arbitration, or with a judge, they will look at much more than the agreement as to whether it's enforceable. They'll look at how closely you worked together, who made a change, how much work you did, and more. How many calories did you burn? [7:45] The Carryover Period extends the time of the agreement if the buyer buys a property after the agreement that you showed the buyer during the agreement. The buyer may still owe compensation. This clause protects you. [8:40] The Duties of Each Party is in two paragraphs. Discuss this in your buyer consultation in terms of your responsibilities and the buyer's responsibilities. Try to have the same number of bullet points for each party. Brent gives some examples and priorities of the responsibilities of the agent. [12:50] Brent discusses some responsibilities of the buyer. The first is to work exclusively with the agent. Explain why that's important. Discuss what happens if the buyer is approached by another agent, or walks through a model home. No one in a model home represents the buyer. They are working for the seller. [14:05] The buyer consultation covers some of these situations, such as what properties they've looked at, if they have financing and more. [15:51] One section deals with compensation. Explain how money flows in the transaction. The buyer gets a loan or cash. They hand that money to the seller. The seller pays off the mortgage, and fees, and keeps the net. The listing and buying agents get paid. Explain how much you get paid for your service. [17:35] Tell your buyer what your fee is and that you will do your best to get it from the seller. If the seller refuses, the buyer decides if they want to look at that home. Before you show any property, explain to the buyer how much they will need to bring to the table. They can decide if they want to look at it. [20:41] Monica notes that in Spain, an agent can be hired as a personal house shopper for the buyer. Monica also points out that buyers' agents could be considered to be consultants. Consultants get paid. [22:18] There can be a section on a general description of the property type, a general area where you will look for it, and how much they will spend. If they materially change their mind, amend the agreement. [29:37] Brent explains compensation earned vs. compensation paid. What if you take the buyer up to days before closing and they want to terminate the contract? Language stating when your compensation is earned needs to be in the contract. Termination fees need to be negotiated in the contract. [31:36] You're going to do what's best for you. What we wanted to do in this episode is give you a general overview of some of the most important things that are i

Please Note: Effective August 17, 2024, all MLS Participants working with a buyer are required to obtain a written buyer agreement before touring a home. For details about this and other practice changes, please visit facts.realtor. This is our 100th episode — 100 great episodes with so many amazing people who volunteered their time to help you be the best agent you can be! So many helpful topics for your business! Who has been with me on the whole journey, even if you missed a few? If you see me out on the road at Midyear, Annual, or in a class, greet me and tell me what your favorite episode was! I'd love to hear it! Today, my guest, Brent Lancaster, and I talk about the often legally required, Buyer Representation Agreement. We recorded this before the proposed settlement from the NAR was released. While that settlement is still proposed, and not final, one of the key points in it is the importance of a signed agreement with our buyers. There certainly are many details to be clarified, but it seems this topic is even more relevant than when we recorded it last month, and we knew it was relevant then. This agreement with buyers to work together and get paid for the work you do is crucial to our work. Brent owns a school and teaches CE classes in many states. He's very familiar with the laws and agreements in many states. He brings so much wisdom to the conversation. I am thrilled to have him with me on this important topic! I hope you can join me for both episodes! [3:47] Brent Lancaster is our guest for our 100th episode! Brent says he's got fireworks and confetti! Brent is super excited and congratulates Monica on the 100th episode! [4:36] The laws and agency status in each state are not the same. As we talk about this, we need you, the listener, to recognize there are nuances and local practices. Always confirm questions with your broker. [5:11] We're going to talk about buyer agency commitments. Not every state practices buyer agency and agreements differ by state. Some states are changing their laws. Watch for changes in your state. We're recording this in March of 2024. [6:24] First, know what your state's default agency position is. Regarding clients and customers, you owe your clients a lot more than you do your customers. We need to be honest and truthful to everyone. [7:20] You don't owe your customers a fiduciary duty. You owe your clients a higher level of service: loyalty, obedience, confidentiality, and in some states, fiduciary duty. You also have the Code of Ethics, over and above the law. [8:41] March's episodes with Lynn Madison are about all the things agents do for buyers. The structure is changing and there's no longer an MLS amount a buyer's agent will get paid. You'll need an agreement, [10:22] Buyer's agents have just been accepting the Offer of Compensation. You show different properties, do the same thing, and are offered three different levels of compensation. That's going away. Now, you, the buyer's agents are in charge of your level of compensation. [11:27] Now you get to put your value on paper. A lot of agents haven't done it. Change is hard even if you want to change. We're at the point where it's potentially obligated. Get on board, early! [12:12] Brent says a conversation needs to happen before a contract. Brent sits with a seller or a buyer and explains his value and services. The Listing Agreement or the Buyer Representation Agreement is a summation of those conversations. [15:35] Tell your buyer that to perform services for them to help them buy the house they want, you need to be in a client relationship with them. That's what the Buyer Representation Agreement does. You must know what your value is. Do you struggle with your value? Go to Competition.REALTOR (now facts.realtor) for ideas! [17:11] When do you have the buyer sign the Buyer Representation Agreement? What do your broker and state law say? Brent says to have the buyer sign before the first showing. Showing is part of your value. [18:10] The first face-to-face contact when you present the Agency Disclosure, if your state has that, is a good time to present the Buyer Representation Agreement. A buyer consultation could be a good time. [21:22] If the buyer already has an agreement with another real estate agent but wants to work with you, find out if the buyer has gone on showings and what work the other agent has performed. Buyers need to be educated. A buyer can't work with two agents. An agreement can be terminated with written notice. [23:13] REALTORS® have an affirmative obligation to determine if a buyer has a Buyer Representation Agreement. If an agent takes your client, ask if they asked the client if they had a signed agreement. [24:51] If a buyer doesn't want to sign an agreement, you make a business decision. Is it a buyer you want to work with? Is it a buyer? What's going to happen if you don't get paid? It's no fun to be burned. [26:40] What about unrepresented and unqualified buyers going into o

Please Note: Since the recording of this episode, NAR entered into a proposed settlement agreement that would end litigation of claims brought on behalf of home sellers related to broker commissions. To learn more, and to prepare for the practice changes taking effect August 17, 2024, go to facts.realtor. Welcome to Part 2 of my conversation with Lynn Madison! Today we are talking about different business models. As you refresh your presentation of what you do and what you charge, we want you maybe to consider some other options or, at least, some other parts of the business and we also want you to be aware of the possibility that somebody else might have a different business model; how are you going to be prepared for that? Go back to episode 098 to hear the start of our conversation on clearly communicating your value to your clients. Lynn Madison has received the REBAC Hall of Fame Award, the REBI Distinguished Educator Award, and Educator and REALTOR® of the Year, both from the Illinois Association of REALTORS®. She is also one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. We will link to the other two episodes where Lynn has been with us, in the show notes. Welcome back, Lynn Madison, for Episode 2! [2:25] So we just want to talk about maybe some of the different ways people can get paid, maybe some challenges we see, and what we hear from people talking about business models. [2:45] Your business model must be something that is allowed in your state. Your menu of services must not include options that are lower than the minimum services that the license law requires you to give. [5:05] Competition.REALTOR (now facts.realtor) lists tasks you perform for clients. Are they in your business model? Lynn says your business model is what you deliver but be consistent. She talks about when inconsistency hurt her. [7:44] If you provide different levels of service, have the client check and sign on a written document what level of services they are choosing, so there is no confusion or anger later. Be very clear about it. [8:37] Lynn has a pledge of performance. In it, she offers her full level of service to every client. If she offered less service to some, she would need a separate pledge of performance for that level of service. [10:07] Lynn teaches about six buckets: finding a suitable property, showing property, analyzing the market, writing a reasonable offer, negotiating the offer, and following the transaction through to the closing. [10:47] People don't like to lose out. When you have a buyer sign a Buyer Representation Contract, you move the buyer from customer-level service to client-level service. Lynn explains what that means by law. [14:50] You're going to want to have this Buyer Representation Contract signed with a compensation amount in it. You're going to have to figure out how to talk about compensation with your buyers. [15:33] Stop being afraid of talking about compensation. Explain what it is you do to earn the money you are making. Nobody works for free. [19:34] Study in the last 18 months in your market, how long it took you to find a property for your buyer. Tell your client, in this market, it takes about four to six months to find a house. Would that fit your plans? [22:54] Follow your state law regarding the contract and protection period. What if they buy something after the contract that you showed them? If the contract period is long, there must be an opt-out. [26:52] Lynn wants to give her buyers premium-level services but if the buyer finds a house in two weeks instead of six months, that's a good place to offer a menu of services. Also, Monica tells why this podcast episode is not an antitrust violation conversation in the discussion of business models. [29:27] You can use a free Zoom account to meet with buyers, especially if out of town. Share your screen with them. Tell how they will be notified of new listings in MLS and other features and statistics. [31:10] Statistics of days a home stays on the market can show the urgency of making a move to buy a home. You can show these electronically or on paper. NAR resources linked below can help. [32:43] Lynn takes NAR resources and personalizes them for herself to show her clients her pledge of performance of what she will do for them to get them the right property at the right terms to the closing. [34:40] How Lynn deals with appraisal disagreements. [35:41] In this hour, Monica and Lynn have shared some of what they teach in the ABR® class. Be sure to take the ABR® designation, with Lynn, online, or locally. [36:49] "If you've not read the book, Who Moved My Cheese?, get it and read it. If you think about what we're going through, it helps you realize that you've got to change your mindset." [37:52] Monica thanks Lynn Madison. She gives us so much great information! What is your takeaway from this conversation? Can you bring some points back to your team or brokerage fi

Welcome back, Friends! Our podcast has received another award from AVA Digital Awards, an international competition that recognizes excellence by creative professionals in the area of digital communication. We received a Gold Award for Podcast and Audio Production! We have another amazing award-winning guest today! She has been recognized as an amazing instructor, having received the ABR® Hall of Fame Award, the REBI Distinguished Educator Award, REALTOR® of the Year, and Educator of the Year, both from the Illinois Association of REALTORS®. She is one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. She was with us last year to talk about the changes in the industry and how to prepare for them. We will link to that episode in the show notes. Today, we are going to dig in deeper with Lynn, specifically about ways to show your value to your clients. We must improve our skill in communicating what we do and how valuable our skills are to our clients. We have two episodes this month with Lynn, and I hope you can listen to both of them! They are worth your time! [3:19] Build your value proposition; if you don't quantify what you're doing, you don't know the value you bring to buyers. [4:46] You need the client to know what you do for them. It is sometimes harder and more work to get a lower-priced transaction to the closing table. The average buyer doesn't know the value you bring if you haven't explained it to them. [7:39] Lynn notes that "value proposition" is sales language and people don't want to be sold, they want to buy a house. Tell the buyer about the value you bring them, not about your value proposition. [8:29] A contractor building a house has a standards sheet showing what is included and some optional upgrades. Lynn talks about using a Buyer Representation Agreement. Lynn makes sure the buyer understands the "big bucket" things she does for them. [11:38] A weekly call with buyers keeps them updated on what you have done for them to help them buy a house. Lynn thinks we all should be doing that. [13:46] Lynn tells buyers that not all available properties are on the internet and not all properties on the internet are available. [14:03] If you don't consistently touch base with the buyer, they go out looking with other people. Stay in touch weekly with your buyers! [16:59] Use your analytical tool in your MLS and communicate to your buyers what the market is doing. Lynn shares a recent example about pricing listings. [18:34] It's hard for buyers to see we have an inventory shortage when the houses are everywhere. Unfortunately, in many cases, we're not communicating this to our buyers. [19:24] In your weekly call with your buyer, share data, such as the updated absorption rate. In the market niche you're looking at, what went under contract this week? [20:03] Lynn shares a story from her travels. Lynn shares more facts about the absorption rate or month's supply of inventory. [24:36] You would have a license law problem and a code of ethics problem if you showed houses to someone in an exclusive contract to purchase with another brokerage company. [28:16] If something changes along the way, you may need multiple consultations. [31:23] Sellers are now recording the agent and buyers going through their homes. So we have to be careful what we talk about. This is a relationship business. We build relationships in person. [33:54] Some websites pull the new listing data in the middle of the night. That puts them almost 24 hours behind the MLSs. This happens in a counseling session. [34:36] Lynn's last word: "NAR has a website called Competition.realtor. On there find '105 Things that Buyer Agents Do for Their Buyer Clients.' [35:20] It might help you to formulate your value proposition. Find out what you're passionate about, that your buyers have benefitted from, and talk about that. [38:05] Kudos for doing your best to get your clients the help they need and want. The Center for REALTOR® Development offers excellent training and you can find live, live virtual, and online courses, designations, and micro-courses. Check out the ABR® offerings locally or at Learning.realtor. Tweetables: "You go too long without talking to somebody and you can't figure out how to get yourself back on track." — Lynn Madison "Not all of the available properties are on the internet and not all of what's on the internet is available. We have stuff in the MLS that they don't see. Most MLSs do." — Lynn Madison "This is a relationship business and it's hard to build a relationship if all you're ever doing is communicating with somebody via computer and texting." — Lynn Madison "I talk with my buyers a lot about my having at least 10 different ways to make their offer stronger in a multiple-offer situation." — Lynn Madison Guest Links:Madisonseminars.com [email protected] 080: "Talking Buyers, Contracts, Value, and Fees with Lynn Madison" NAR Resource LinksABR® Addition

We're back with our second episode of the month to talk about connecting with people so that you will have clients throughout 2024. We call it filling your pipeline. Many of us focus on getting business. If we can spend time connecting with people with purpose, there generally will be a more steady flow of clients throughout the year. Did you apply anything you've learned from the first episode already? We would love to hear what worked for you! Our email address is in the show notes. In this episode, we will look at the difference between online leads and live leads and a few marketing tips. February's guest is Janet Judd. She's a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. [3:08] Excellent content on your site makes the difference. Janet gives some great recommendations. [4:37] Janet hangs on to hits because they picked her. Respond promptly when they contact you. Janet suggests you host virtual tours and webinars on your site. [7:08] Janet pays the website professionals for content, SEO, and marketing of her site. [10:25] Janet advertises in a neighborhood magazine to 55,000 homes a month. That's generated a few calls that she puts in her pipeline to send a monthly postcard. [16:47] When her leads start responding more conversationally to her texts or emails, Janet knows it's time to set up a phone call with them to slowly but surely reel them in. [18:46] Make sure you have testimonials on your website. Ask your clients for a testimonial right at the closing. [20:29] Janet is a worker bee. She volunteers and works hard. Active listening is one of Janet's superpowers. If you can do that, it makes all the difference. [22:13] Janet carries a wire-bound index card file in her purse to record notes about new contacts. For Janet, Top Producer is her "second brain." Find your "second brain" that creates a flow. [31:30] Be a resource. It creates credibility, trust, and an emotional connection. People decide with their emotions. The educational approach is her focus, now. [33:50] I'm going to encourage our listeners to go back and listen to Part 1 of this conversation if they haven't already where Janet talks about her system of keeping up with leads and clients. [34:55] Some states allow incentives or inducements, some do not. Check your state law before offering one. [36:08] Some agents hold R.S.V.P.-only open houses as a security issue and let only one person come in at a time. Don't share your personal information online. [38:08] Janet's last word: "You need consistent, excellent service to your existing clients. That's what's going to keep you in the business. … Whatever you do, autograph it with excellence. [39:11] My favorite takeaway from Part 2 was the reminder that everything we do to improve our visibility will cost us time or money. What was your favorite tip from the 2nd episode? If you missed the first episode about great ways to connect with people in real-time, head back and hear Janet's tips to get started. [40:25] We're going to be having several months of episodes focusing on tools to help you communicate more clearly, set excellent expectations, and create great experiences. What classes are you planning to take to improve your business? Go to Learning.realtor to find lots of live, virtual, and online classes. Join us in March for more ways to improve your business model and to think a little bit differently. Thanks for joining us! Make some calls, tighten up your system, go out there, and sell some houses! Tweetables: "You also want to have a call to action on your website so that they know what to do. For me is just 'Call JJ.' Call Janet Judd." — Janet Judd "I truly believe the old ways are coming back again. So print media could be coming back. So I started doing that." — Janet Judd "It has to be 'Janet-proof.' That means I can't break it, it's easy to learn, it's intuitive, I can get to it on my phone, and get that information that I need, right away … before I call them, and get all those notes." — Janet Judd "If I can get them on a phone call, I can usually get them." — Janet Judd Guest Links: Jane Judd on LinkedIn NARRPR.com REALTOR® Property Resource Slydial American Greetings digital cards Top Producer® NAR Library Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte NAR Resource Links NAR.realtor/technologyABR® SRS Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcast

How is your business growing and flowing right now? I hope you have a pipeline full of clients who are looking right now or planning to buy or sell in the next few months. We know, though, that hope is not a strategy. We need better tools than just hope to get our buyer pipelines filled. We know that a whole lot is happening in the real estate industry right now. We will be having several months of focusing on tools you can use to communicate more clearly, to set better expectations, and to create great experiences for you and your clients. February's guest is Janet Judd. She's a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. As a reminder, this a two-part episode, with the second part coming later this month. [3:17] Janet is a solo agent in Missouri who has been selling real estate full-time for 38 years. She loves what she does and has a servant's heart for volunteering. [5:42] You are the product when you're meeting clients. They need to know that you're engaging. You need to be credible and communicate to them the value of doing business with you. [11:08] Janet discusses an app that let's you call someone's voicemail when you can't chat. [14:15] For Janet, a pipeline means knowing she will be able to have a buyer close on a property. [15:00] Janet takes the most motivated ones out to show properties. She leads them along the pipeline with frequent contacts and suggestions. [16:04] Janet has buyers in the pipeline for months. She keeps all her contacts in the loop so they don't run off with someone else. She gets them under a Buyer Agency Agreement as soon as she can. [21:05] When buyers know what they want, it's easier to define and find it. Then you have to hold their hand and make sure they stay patient while you do your job. [22:00] Janet discusses the CRM she uses. She also keeps a file folder for every contact in the pipeline with notes. She goes through all the folders each day, making contacts as appropriate. [27:10] Sometimes you lose an opportunity. Ask people who may be a year from buying how often they want you to contact them. Janet discusses how to motivate them. [29:34] Janet invites people to sign a Buyer Agency Agreement at the first meeting. She writes the agreement for a year. It's a two-way commitment. Don't disappear from view. [33:15] Janet's last word: "I really just want you to understand the fact that you're the product. Help them make that emotional decision to work with you and be excited about the opportunity to work with them and help a dream come true — the American Dream come true." [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property! Tweetables: "I've been selling real estate full-time for 38 years. I don't have a team. I'm a solo agent and I still love what I do and definitely have a servant's heart for volunteering." — Janet Judd "Being a buyer's agent, you've got to dance the way they want you to dance. It's on their schedule. When they call, you've got to pop up!" — Janet Judd "Help buyers to make that emotional decision to work with you; be excited about the opportunity to work with them and help a dream come true — the American Dream come true." — Janet Judd Guest Links: Janet Judd on LinkedIn NARRPR.com REALTOR® Property Resource Slydial American Greetings digital cards Top Producer® NAR Library NAR Resource Links NAR.realtor/technologyABR® SRS Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Janet Judd Former Police Officer. First female hired by a 55-man department in St. Louis County — in the early '80s. First female elected Class President at the St. Louis Police Academy. That's why I teach the updated and revamped NAR REALTOR® Safety Course via Zoom and in-person. 2022 Chair of NAR's Safety Advisory Council. Presented Safety Topic at the August 2021 Leadership Summit. First Hispanic to be elected President of Missouri REALTORS® and St. Louis REALTORS®. Missouri Real Estate Commissioner. 2023 Triple Play Instructor. 6000+ attendees from New York, New Jersey & Pennsylvania. NAR Appo

We are so glad you joined us to help you start your new year! This episode's guest is Matthew Rathbun. Matthew discusses business suggestions, strategies, and ideas to help you make your plans for success this year. This is Part 2 of the interview with Matthew on Business Planning. The first part was launched earlier this month. In this part 2 episode, Matthew leads us into a conversation about the people you're partnering with in your business and gives some great suggestions when you consider the rhythm of work and home life. We would also love to hear your feedback on this new format with two parts and shorter episodes. [2:30] Matthew urges you to choose your sellers and buyers carefully. Allot your time and attention to the right people. [7:30] Matthew explains that you are alienating your market if you post what a great time it is to buy. It is a very different marketplace today with a different cost of living and a weaker job market than past markets. [8:27] Whatever you post in a public forum, consider how it impacts your target audience. Tell them you understand their pain points and villains and you have the solutions to their problems. [12:27] Matthew sits on the board of a housing non-profit. He had a recent conversation with a board member about the challenges people have coming up with the down payment. [13:40] Matthew recommends apps that can function as your Personal Knowledge Management System. [16:49] Matthew discusses digital mind mapping and a powerful tool for this. [18:01] Matthew does his business planning in October and November to get ready for January. Do it when it's right for you. [21:43] Do not trade your family for your career. Your career is alluring; everyone's feeding your ego. It's an ego-driven industry. What your spouse and kids think of you is eternal. [30:21] Matthew's last word: He has a business planning workbook that you can download on this site. [31:15] Look for things like virtual assistants. Start budgeting; this market is going to create opportunities. [31:55] The world is changing rapidly. There is going to be a lot of opportunity in the changes with the right mindset and the right plans. [33:35] We hope you will consider taking the ABR®, the Accredited Buyer's Representative designation, this year. You can learn more at learning.realtor. [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property! Tweetables: "[Use a] Personal Knowledge Management System. Our brains were designed for creating ideas, not for remembering things." — Matthew Rathbun "It is not worth trading your family for this career. I have watched it happen way too many times." — Matthew Rathbun "I don't expect my family to support my career. I think that's a misalignment." — Matthew Rathbun Guest Links: Matthew Rathbun on Facebook Canva Templates at Etsy.com NARRPR.com REALTOR® Property Resource MyStorybrand.com Apple Notes Evernote Getting Things Done: The Art of Stress-Free Productivity, by David Allen Apple Freeform MindMup Cofftivity MyOutDesk Matthewrathbun.com/resources/ NAR Resource Links NAR.realtor/technologyABR® SRS C-RETS class Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered REBI Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Matthew Rathbun I'm unapologetically me. I love learning and sharing what I've learned with anyone willing to listen. It's what I've done all of my life. I'm a restless and demanding learner myself, so I focus on people in the audience who want advanced information, a little humor, and actionable information when they leave. If a learner attends one of my sessions, I feel honored to have them there and feel that I have a duty to ensure that the time they have given me will be valuable to them. I believe that every moment with learners should count. I still work with clients and actually practice the skills and information that I deliver in each class. I'm also a licensed broker in Virginia, DC, and Maryland and a licensed instructor in many states in the U.S. I am the Executive Vice President of a large multi-office firm in Virginia and oversee operations, risk management, and agent development among other things. Before becoming a broker, I was a high-performing agent and received a number of awards and accolades throughout the year including the Virginia Associ

We are so glad you joined us to help you start your new year! This episode's guest is Matthew Rathbun. Matthew will be discussing business suggestions, strategies, and ideas to help you make your plans for success in 2024. This is the first part of a series on Business Planning with Matthew this month. The second part will launch later this month. [2:55] Matthew is the EVP of a Coldwell Banker company with 10 or 11 offices in the D.C.-Maryland-Virginia area. [3:40] Matthew started teaching and has been teaching ever since. He is currently the president-elect for the Real Estate Business Institute, a good partner for CRD, providing lots of education to agents. [4:20] There has been attrition in the industry. A lot of agents are not seeing a lot of production right now. When you plan for next year, you have to base it on reality. [5:33] We are knowledge workers more than salespeople. The buyer hires you as a buyer's agent for what you know. How do you provide clarity on your value as a buyer's agent? [7:00] A knowledge worker will say, "I know the market, what my capabilities are, and what my consumer base is and I'm going to build a strategic plan." [7:37] You can be a knowledge worker to your consumers and demonstrate that value to them. You can use your knowledge and say, "I'm the CEO of me." [9:21] What are we changing for 2024? Agents need to be much more precise with their goals to be able to look back and see what they've accomplished and why this is a good career for them. [11:12] Matthew goes over tips and tools on how to interject your goals. Substantial industry changes are coming but most of our chaos is controllable. [13:00] You're controlling whatever chaos you can. Putting systems in place is so important. "You do not rise to the level of your goals, you fall to the level of your systems." — James Clear [15:48] With industry changes, Matthew says training will be a core part of any successful agent's business. [18:33]. Change is good. A bad change can be corrected to something better. Have a healthy mindset on addressing change. Lean into change and what it means. [23:06] It's time to add to your listing kit and improve the buyer consultation kit on your website. Market your value proposition for buyers. Matthew discusses what to do in the next 30 to 90 days. [25:45] Agents need a better consumer persona. Who do you want to work with? Just saying you want to work with sellers or with buyers is not focused enough to reach the core consumer that you want. [30:18] Matthew cites Atomic Habits, by James Clear as the most transformative book. He recommends other books. [32:50] Monica urges you to check the resources mentioned in this episode and Matthew Rathbun's website linked in the notes. What education do you need to add to your life and business? The Center for REALTOR® development highly recommends ABR®, The Accredited Buyer's Representative designation. Tweetables: "This is very much an industry where you get to eat what you kill. You hunt it. You kill it. Now you get to enjoy it, so to speak." — Matthew Rathbun "Change is good. I've always said change is good. Even if it's bad change, it's generally going to be corrected and lead to something that's better." — Matthew Rathbun "Every successful CEO is a reader. That's one of the common traits of all successful CEOs." — Matthew Rathbun Guest Links:Matthew Rathbun on Facebook Canva Templates at Etsy.com NARRPR.com REALTOR® Property Resource Building a StoryBrand: Clarify Your Message So Customers Will Listen, by Donald Miller Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte Getting Things Done: The Art of Stress-Free Productivity, by David Allen Canva.com Alignment.io Trello.com MyStorybrand.com Freeform – app for iPads and iPhones only MindMup.com Coffitivity.com Matthewrathbun.com/resources/ NAR Resource LinksNAR.realtor/technologyABR® SRS Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered REBI Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Matthew Rathbun I'm unapologetically me. I love learning and sharing what I've learned with anyone willing to listen. It's what I've done all of my life. I'm a restless and demanding learner myself, so I focus on people in the audience who want advanced information, a little humor, and actionable information when they leave. If a learner attends one of my sessions, I feel honored to have them

This episode's guest is John LeTourneau. Our topic is real estate investing. The Center for REALTOR® Development has a course that teaches this: Real Estate Investing: Building Wealth: Representing Investors and Becoming One Yourself. There is so much opportunity for you, our listeners, in this area. John is just opening the door of what's possible. Let's find out more. [2:42] John became a broker and a REALTOR® in 2005. [4:11] John started in residential but preferred B2B, so he worked as a non-REALTOR® commercial broker for several years at a large commercial firm. John shares a prospecting story. [6:50] John does volunteer work for his local, state, and national associations and public speaking and education in the U.S. and internationally. Every hour he gives comes back 10 or 20 times in satisfaction, wisdom, and knowledge. [10:23] In commercial real estate, you are a product specialist and territorial generalist, or a territorial specialist and product generalist. John's license allows these transactions: listing property, buying property, working with landlords, and working with tenants. [11:22] John wants to reach the person who can spin off all four activities: a real estate investor. John can build a team and an income stream with that person. [12:11] John's specialty is helping people build multi-generational wealth through investment real estate. Through his connections, he can tap into local market resources around the country and find local knowledge. [12:44] The IRS has a passive loss rule for full-time real estate professionals. Full-time real estate professionals can lose money on real estate. John describes additional tax advantages only for full-time real estate professionals. [17:52] Your day-to-day brokerage activity will rarely be enough for you to retire. Start building sources of passive income. Figure out what it costs you to live every day and every year. That's your freedom number! [20:14] John believes that real estate, with its market advantages, in concert with a diversified portfolio of other things, is a phenomenal way to hit your freedom number. [24:04] John's real estate investment advice. In most cases, single-family homes are among the worst investments you can make. You have a lot of risk buttoned up in one tenant in your expensive property. [31:33] John explains straight-line depreciation. When your rental cash flow surpasses the depreciation, it is a good time to sell. If the home is expensive, you can see if it qualifies for accelerated depreciation or cost segregation. [36:41] Article 11 says you should not offer specialized services unless you have the skill set to do it. Refer it out or partner up with someone with that skill. Don't put your commission ahead of your client. [39:03] John shares some NAR statistics about the time and cost of a residential real estate transaction in the United States. [39:26] Getting a lead and making a referral of it in about 30 minutes and getting a referral percentage, is the best hourly rate you can make anywhere in the world. [40:41] John describes a cycle of investments starting with residential, into industrial, then long-term net leases. [43:14] The generational shift of wealth is where we as real estate professionals can consult in a great way. [49:43] To get into commercial, coming from residential, the top-fourth of your database is in top positions in their businesses to give you referrals. [50:27] John reviews the demographics of residential real estate agents contrasted with commercial real estate brokers. [53:30] Spending time in commercial will limit the time you spend in residential, so your residential income will decrease before you see income from commercial real estate. If you partner with a local mentor, you can get business quickly. [55:50] Invest early, invest often. Don't be the broker who dies broke. Please take advantage of all the things you have and invest in real estate. Build multi-generational wealth. The world's in front of you! Tweetables: "In commercial, you're either going to be a product specialist and a territorial generalist, …. or you're going to be a territorial specialist and a product generalist." — John LeTourneau "What does my license allow me to do? My license allows me to represent four basic transactions: listing property, buying property, working with landlords, or working with tenants. So, there are four primary ways to monetize my license." — John LeTourneau "The number one indicator of success in commercial real estate is your ability and willingness to prospect consistently with people you don't know." — John LeTourneau "Invest early, invest often. Don't be the broker who dies broke. Please take advantage of all the things you have and invest in real estate. … Build multi-generational wealth." — John LeTourneau Guest Links: John LeTourneau on LinkedIn Book recommendation: The Psychology of Money, by Morgan Housel NAR Resource Links NAR.realtor/technologyReal Estate Investing (REI) CR

We are in a market that is now topsy-turvy. We are part of the major movements in the economy of our country and there are benefits and challenges in the flow of economics and of buying a home. Today, we are going to talk about a group of people who have had some tough times buying in recent years. We're talking about our active-duty military and our veterans who use VA Loans to purchase a home. Working with VA borrowers right now could be just what your business needs. Jimmy Vercellino is our guest today. He's going to educate us about these loans and he is going to show us how we can serve our veterans well in the homebuying process. [3:01] Jimmy discusses his background. He served in the military and now helps veterans. [6:51] Jimmy, as a Marine veteran, shares a common language with the veteran and active-duty military homebuyers he serves. If you, a REALTOR®, speak that language, you can better serve that client and there's instant trust, differentiating you from competitors. [9:41] Getting veterans to learn about the benefits of VA Loans is the most important thing. The military doesn't teach this. The VA doesn't advertise it. Mortgage loan originators don't understand it. [11:22] A veteran can get 100% financing. VA loans today no longer have a cap, as long as the veteran qualifies by income and credit. In addition, there is no PMI (private mortgage insurance). [13:00] A veteran can use more than one VA Guaranteed Loan at a time, as long as they have enough entitlement. These features can help a veteran create wealth through real estate. [20:09] A mortgage originator who dabbles in VA Guaranteed Home Loans hasn't been properly trained. They don't understand the nuances of the VA Home Loan Benefit. You want to work with somebody who has an in-depth understanding of VA Home Loan Benefits. [23:15] The only time Jimmy doesn't recommend a veteran consider a VA Loan is when they're paying cash. He always wants veterans to have a VA Loan on the table as an option, so they can make an informed buying decision on what's best. [24:46] Jimmy wants real estate pros to know that just because their client is putting 20% down does not mean they should use a conventional loan. Make sure that your client is getting all the options. [26:28] On Jimmy's YouTube channel, linked at the end of these show notes, Jimmy interviewed a VA appraiser. A VA appraiser is not an employee of the VA. The appraiser said no appraiser should ever change the home value based on the loan type. [34:24] Va Guaranteed Loans are assumable. There is a lot of confusion that exists in this space. Two things have to happen to get a VA Loan assumed. [40:13] Jimmy's philosophy on providing value to military homebuyers is to ask them if they know the benefits of a VA Guaranteed Home Loan, listing them one by one. [42:00] If your questions have provided value to the military member or veteran, chances are they will answer yes. [47:35] The way real estate agents get paid is changing. At the same time, under current law, the veteran is not allowed to pay the REALTOR®'s commission. It will take creativity to figure out win-win solutions. [49:12] The Military Relocation Professional (MRP) Certification Course from NAR never expires. Jimmy Vercellino teaches the all-day course. Agents that have attended it felt like they were more equipped to speak the language of active-duty service members. Tweetables: "[The relief of hearing your language in a foreign land] is the same thing that exists for veterans and active-duty service members when they have a REALTOR® who speaks their language; somebody who understands BAH, BAS, COE, DD-214, EAS, all of these types of things." — Jimmy Vercellino "You don't want a mortgage originator who dabbles in VA Loans. … They haven't been properly trained and … we don't want to subject our buyers or veterans to somebody who doesn't understand the VA Home Loan Benefit and, could delay your on-time arrival." — Jimmy Vercellino "The only time I don't recommend a veteran consider a VA Loan is when they're putting down 100%." — Jimmy Vercellino "I tell my agents to be teachers; to bring the good word of VA Loans to veterans and active-duty military. As I said … VA doesn't teach it, mortgage lenders don't understand it, therefore, veterans don't know it." — Jimmy Vercellino Guest Links: Jimmy Vercellino VAloansforvets.com Jimmy Vercellino on YouTube Jimmy interviews Appraiser Jay Josephs on the VA Appraisal Process Jimmy Vercellino on LinkedIn Email [email protected] NAR Resource Links NAR.realtor/technology Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered The MRP Certification Course from NAR Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®

Today we are talking about a topic that we all need to pay attention to. Many of us don't like this part of our business. Our guest, Holly Mabery, is going to break it down to a simple plan for us to follow. What's the topic? Marketing! Holly brings this huge concept to a manageable part of your business. She is also one of the subject matter experts for NAR's Marketing Strategy and Lead Generation course. Let's join Holly for some great information on marketing and a few laughs about this potentially overwhelming topic! [3:38] The most successful agents are the ones who show up with value and substance to their clients. That's the key to building your business. [4:00] Before selling a house, you have to figure out how to market yourself to get listings, how to market the listings, and then how to re-sell the house each time the buyer goes back to it. Clients will come to you because of how you show up and the consistency with which you show up. [9:17] Holly coaches new agents to know the purchase contract better than anybody in the market. [12:33] Holly discusses three things to help with marketing. [22:02] If you spend a dollar, you should back that up in free ROI tenfold. If you can't do that, don't spend that dollar. [24:08] Every time you earn a designation, like the Accredited Buyer Representative, put that certificate on LinkedIn and promote yourself. Every time you do an educational video put it on LinkedIn. [24:55] Your phone is your second biggest tool, after your resume. Start using your phone! [26:54] Do a quarterly e-newsletter with a calendar. Spotlight a specific business. Include one real estate stat. [29:35] Google will let you send out 500 emails daily. Use MLS drip campaigns for targeted marketing. Look for opportunities to help people. [35:01] Don't be overwhelmed by the number of platforms. Pick one to start and focus on using it for 30 days. [36:36] If you can explain to your buyer or seller the ways they can get out of a contract, that builds trust. [37:57] Ask for reviews. Ask people who loved you to talk about it. Rate My Agent is a great tool to use. [43:47] Your value proposition is to earn the trust of your client and take care of their needs. Identify what job your client is hiring you to do while you treat everybody equally. [53:07] Find your specialty; residential resale or new homes? Find that nuance. Where are you already showing up online? Accentuate that. [55:35] Always be yourself! Be yourself authentically because people want to work with you. They want to refer you. If you're anything but yourself, that will take more time, energy, and effort and burn you out faster. So always be yourself and show up in that way. Tweetables: "When you start to think of marketing, it's huge, it's nuanced, and it's layered. My best advice to everybody out there right now is to take a deep breath; inhale and exhale. It's going to be fine. You can do it. Find your niche and be authentically yourself." — Holly Mabery "Show up. One thing at a time. Learn your contract first. Period." — Holly Mabery "You are the glue that puts the pieces together. [Your client] has all the pieces. You are the glue that pulls it together and helps them understand how it works." — Holly Mabery Guest Links: Holly Mabery, VP of Operations at eXp Realty eXprealty.comHolly Mabery on LinkedIn Rate My Agent Related Episodes: "Lead Generation Through Relationships with Sean Carpenter" "The Champlain Towers Collapse: What REALTORS® Can Learn" "What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac" NAR Resource Links NAR.realtor/technology Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Guest Bio Holly Mabery brings a contagious enthusiasm for all things real estate. A full-time REALTOR® since 1998, her passion for our industry led her to serve as the 2012 President of the Arizona Association of REALTORS® and she remains active on state & national committees. Holly is a VP of Brokerage Operations for eXp Realty and a former state-designated broker of Arizona supervising & training over 1800 agents. Holly is the Co-Creator of the Arizona REALTORS® Leadership Training Academy, a strategic planner, industry speaker, and instructor whose goal is to build strong communities with each transaction working with clients, REALTORS®, and associations. Hollymabery.com

Do you want to know about AI, and specifically, ChatGPT? Alex is here to tell you all about it! Alex is a true tech person with a teacher's heart. He will explain some of the inner workings of Natural Language Programming, which is what ChatGPT is: language. There are layers to this, and more changes are coming; changes that will make using ChatGPT even easier. So, let's get some tips and some education from Alex Camelio! [2:36] Alex looks for technologies that change the way we do business. For example, the Snapchat and Reels trend of holding your phone upright to watch video was a small, fundamental change to video. [4:31] When Alex sees fundamental changes in people adapting and working differently, that's when he starts thinking there's a revolution or a trend that's sticking around. He sees that with AI. [6:10] In a few months, Alex will be at NAR for two sessions involving AI. He discusses the sessions. [7:49] AI has limitations; it tends to lie or "hallucinate" when it lacks information to draw from! If you don't give it good instructions and directions, it makes up something. [10:40] Alex Camelio is the CEO of Agent Inner Circle (AIC), agentinnercircle.com, a free community of about 40,000 agents. AIC publishes free content and articles to help agents in marketing and business practices. [11:06] Alex had taught himself to code and has been coding since he was 10 or 11. About 15 years ago, he started a tech company, Barcode Realty, and sold it to Lone Wolf. [13:30] Alex believes that ChatGPT was a publicity stunt by OpenAI. OpenAI has been working on the Large Language Model (LLM) for years. Their mission statement is "Making artificial intelligence available for the world." [18:25] ChatGPT learns over time. The apparent reason for the release of ChatGPT is to gather as much data as possible. It took off as a consumer product but is meant for the AI side of the world more than the consumer product side. [19:47] Alex shares his thoughts on privacy. We carry an active listening device with us, day and night. If we want to go back to privacy we will need to make major cultural and government steps to protect it. [22:18] OpenAI, the creator of ChatGPT has an API behind the scenes. An API allows your website and server to connect to ChatGPT and the data, and use the AI through your website instead of through the platform. [23:18] An enterprise customer of OpenAI GPT has settings that allow them to change the creativity and other components of how the AI responds. [29:25] Alex predicts it will become less complicated to use AI. Alex has been building a tool called ChatGuide that gives access to a lot of these features. [35:18] Alex is setting up bots at ChatGuide that are cold-call teaching bots that pretend to be home sellers. You can chat with it and it will give you objections while you try to make a listing appointment. [39:01] Think about ChatGPT as if you were bringing on an assistant. You would take time to train the assistant on what you want. [45:38] CrystaKnows builds a DiSC profile on someone from social media. It's a sales tool for agents who want to speak in the personality language of the person they're talking to. [52:45] Alex thanks Monica for having him on the show. He leaves you with a bit of philosophy. Will AI take your job? [57:33] Don't get too distracted by all the shiny objects, because they're sure flying around, now! Your clients and friends are still out there, planning their lives, and you're the one to help them at the perfect time. So, go talk to some folks and sell some properties! Tweetables: "I always look at technologies that will … change the way we're doing business in some form. … In the last few years, there were … Snapchat and Instagram Reels. The trend there was vertical video. … Somebody said, 'We need to hold our phones upright.'" — Alex Camelio "AI can be very good at writing … but it also has some limitations. … If you just tell it to write something, it will commit Fair Housing violations, or it will make stuff up. … It tends to lie or 'hallucinate' … when it has a lack of information to draw from." — Alex Camelio "Think about [ChatGPT] like you're bringing on an assistant. … An assistant shows up on their first day to work for you. Are you going to be able to say, 'Write me a property description,' and then expect a perfect property description … their first try?" — Alex Camelio "The prompt to make a good property description is probably going to be anywhere from two to four times the length of the property description. … Think about it like you're training an assistant. … A brand new assistant comes into your office; they have no idea." — Alex Camelio Guest Links: Alex Camelio, owner and founder of Agent Inner Circle https://agentinnercircle.com/ChatGuide.ai (software referenced) Alex Camelio on LinkedIn Chat GPT is at chat.openai.com AIPRM CrystalKnows DiSC NAR Resource Links NAR.realtor/technology Additional Links: JASPER ZESTIMATES Microcourses found at Lea

September is Safety Month at the NAR. We have a great episode with Andy Tolbert to help you stay aware and keep yourself safe as you do your job. I am so glad to have Andy Tolbert in this episode with me today. Andy lives in Florida, where she's a speaker, real estate investor, and safety professional! So, join us for this episode about safety while selling! [1:17] September is NAR Safety Month. The dangers to real estate professionals seem to be increasing — or are we just knowing more about the dangers? [2:17] Andy has been in real estate for 20-plus years. She is a Florida broker associate, a state-permitted instructor, and an instructor and member of the Florida REALTORS® faculty. She has trained loan officers and real estate investors and is a self-defense and firearms instructor. [3:29] Andy and her husband have written a book called The Safer Agent. It's the real estate agent's guide to make a ton of money and be safer doing it! [4:54] Andy discusses her number one safety rule. [5:37] Andy also teaches REALTOR® Safety and body language to law enforcement officers in Florida. [7:08] Andy shares information about why certain people were targeted. Prisoners who have been charged with attacks were asked this question. [9:07] Andy discusses the fight-or-flight physiological response of your body to danger. [13:39] Andy discusses the four levels of awareness. [14:37] Deciding where you need to be on that level of awareness scale involves three things: Where you are, whom you are with, and what you are doing. [17:07] Andy says you need to train yourself not to ignore your gut feeling. [20:58] Andy always tells her classes that she's using the pronoun "he", but it could be "she," a child, an old person, or an animal that is used to get you to drop your guard. [26:33] Andy discusses the steps to take before you show a house. [40:28] How do you keep safe when entering a damaged home, such as from flooding or fire? Make sure it has first been officially inspected and found safe to enter. [44:02] Facebook Marketplace is starting to have scams. [51:21] Andy bought a property in mountain country. She discusses that going to a rural property is a big commitment. [53:04] A lot of people don't realize how serious a matter REALTOR® safety is. According to the Bureau of Labor Statistics, in an average year, more than 50 real estate professionals die on the job for all reasons. [54:16] If you are a broker, Andy stresses that you bring safety standards and training into your office and be serious about it. Don't just make it a page in your new agent's manual. [58:39] So, what was your takeaway thought? This may be a great episode to take to your broker to open or continue the safety conversation in your office. [59:14] Please review your personal and office safety policy this month. It is Safety Month, so be thinking of safety this month and all the time! [59:32] At Learning.REALTOR, the Center for REALTOR® Development offers a whole webinar series on safety for your benefit and you can use those if you need to develop a new policy. We want you to be safe. Tweetables: "They've gone into prison, and they've interviewed guys that are in prison for attacking people on the streets and they've said, 'Why did you pick the person you picked?' And the answer is, 'Because they weren't paying attention.'" — Andy Tolbert "I'm never going to blame you for being a victim of something. However, let's look back at the situation. Was there something you could have done differently that wouldn't have made you a victim today? Usually, there's something you could have done differently." — Andy Tolbert "If you are a broker and you're listening to this, I want to super-duper stress to bring safety standards into your office. Bring safety training into your office. And be serious about it!" — Andy Tolbert Guest Links: Andy Tolbert on LinkedIn The Safer Agent: The Real Estate Professional's Guide to Protecting Themselves & Their Customers, by Andy Tolbert NAR Resource LinksNAR.realtor/technology NAR Safety Webinar Series "074: REALTOR® Safety Tips with Tracey Hawkins" "044: Safety Tips for REALTORS® with Donny Allen" Additional Links: FOREWARN® Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! [email protected] Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Guest Bio Andy Tolbert Andy has been in real estate for 20-plus years. She is a Florida broker associate, a state-permitted instructor, and an instructor and member of the Florida REALTORS® faculty. She has trained loan officers and real estate investors and is a self-defense and fi

In this episode, we are talking about emerging technology. Dan Weisman and Dave Conroy work at NAR and are sharing with us their knowledge about technology in the real estate industry. We're talking AI — yes, we all love ChatGPT — Chatbots, Fractional real estate, and what they see for the future of cryptocurrency. They have some software suggestions and usage tips for us as well. So, join us for this informative episode! [2:31] Dan Weisman and Dave Conroy are the Directors of Emerging Technology at NAR. [3:51] If agents do not feel they are able to keep up with emerging technologies, Dan encourages them not to feel bad. Even Dave feels on some days it's like drinking from a firehose and keeping up with emerging technology is his full-time job. [5:05] Proptech is any form of property technology. Dan and Dave also look at the adjacent industries of construction tech, financial tech (fintech), insurance tech, and mortgage tech. [6:59] There is no shortage of data to feed proptech tools to help agents get a better understanding of their market and customers and complete more transactions. [8:49] Dave explains the amount of data over the past 10 years has grown exponentially. Ninety percent of our data was created in the last 10 or so years. [10:59] Some companies are backed by NAR, Second Century Ventures, and Reach. Plunk is one of them. They've got an AI-powered valuation model that digs into MLS showing data. [15:09] Dan discusses AI products he and Dave have been researching for years similar to ChatGPT. [16:37] When you log into Amazon, it offers things you might be interested in, whether or not you have been thinking of it. That's AI based on your habits, predicting your next move. [18:22] ChatGPT feels like having a human-level intelligent personal assistant to answer questions about anything; how to write an email, recipes, and no shortage of help for REALTORS®. [21:16] There will still need to be a person involved with the end product to make sure it's written as you want it, the information is the way you want it to be displayed, and that it's accurate. [22:32] Monica points out that CRD is teaching classes on applying ChatGPT. [24:53] ChatGPT is powerful but make sure you understand what problems or what areas you're trying to be better at to increase your revenue, increase your business and provide better service. [25:36] If Dave were recommending to a REALTOR® how to incorporate one of these large language models, Bard or ChatGPT, into their workflow, he would suggest they use it as a creative muse. [27:03] Dan discusses image generation. [30:54] Dan and Dave discuss ways to keep in touch and to join their monthly proptech meetups. [33:56] Cryptocurrency has disappointed Dave who was bullish on it early. Make sure the tech you're looking at isn't a solution looking for a problem. [38:03] Fractional real estate or fractional ownership of properties isn't new, but there are new ways to get access to it. [44:45] Global funding for technology is down. What does that mean for the United States agents? [48:48] Automated listings use AI to analyze listing photos to help assist agents in creating listings. [50:32] Some of the changes coming to real estate may require agents to be much more efficient. Agents can improve their efficiency with some of the AI tools discussed in this episode. [57:46] There are lots of basics in our industry that are about people and relationships, and they're based on that relationship. Technology is a tool to help us, not remove us from our clients' lives. [58:19] You can follow up with Dan and Dave on LinkedIn to learn more. If you want to expand your tech knowledge, NAR also offers the e-PRO® certification. Tweetables: "You need to also know that it's still a machine that was trained by someone that's pulling data from somewhere. … It's like 90% accurate. There's still that 10%, which can get you in a lot of trouble sometimes. … Test it out but … verify everything." — Dan Weisman "I would suggest that you just use [ChatGPT] as a muse; like a creative muse. … It helps me get from zero to one. I feel like if I can just get started with something, finishing it is so much easier." — Dave Conroy "How we operate has changed, and most of it is due to technology. It can be overwhelming but what's most important is to understand the problem you're trying to solve and what technology may be out there to help you solve it or at least be better at it." — Dan Weisman "People will try a new piece of technology and it doesn't work right out of the box, so they dismiss it. I would urge your listeners, please don't dismiss technology because it can be very hard to predict how quickly the technology will advance and be adopted." — Dave Conroy Guest Links: Dan Weisman at NAR Dan Weisman on LinkedIn Dave Conroy at NAR Dave Conroy on LinkedIn ChatGPT Dall-E 2 GetPlunk.com Generative AI Flock Fractional Summer ListAssist Emerging Technology with NAR iOi Summit Meetup.com/proptech NAR Resource Li

Everyone is adapting to the technology they need, in their work and life. We want you to have the best tools that will benefit you and your clients. In this episode, Ali Whitley discusses working with our mature clients. The Seniors Real Estate Specialist® Designation (SRES®) is an amazing class that the Center for REALTOR® Development offers. This class discusses things you need to know. We discuss the technicalities of senior living, reverse mortgages, estates, taxes, and more. We also discuss helping our mature clients get established in communities and be connected in the ways that help them best. Thanks for joining us! [2:22] Ali is an educator and loves all things education. She is happy to be the chair of the Emerging Business and Technology Forum for NAR this year. [4:56] A person of the same age could have a very different lifestyle than another person. It depends on your activity and health and your ability to be active. [8:16] Ali talks with clients about their interests. She finds out their activity level and the things they like to do. [9:07] Art museums, libraries, and different types of opportunities in your community may have senior or 50-plus programs. When you get plugged into something, you find more to do. Do pre-work and find links for your clients to find their way. [10:39] If we have things available for someone and we can start to identify it for them, their interests and their ability to meet people is going to "explode," so they'll be able to be connected in their communities. [10:59] The Seniors Real Estate Specialist designation covers three generations: Gen X, Boomers, and the Silent Generation. These generations have different characteristics. They are very diverse in technology. [11:59] As real estate professionals, we help clients across any technology abilities, know where they are, and meet them there, encouraging them to use technology in their transactions and their lives. [12:20] Stereotypes are helpful for some conversations but don't ever over-assume things. Ali sees different generations using technology differently. [13:36] Video chats and social media are useful for people to keep that connection and feel that they're in the know with their community and their family. [15:18] Ali sees older people using video doorbells to keep an eye on who's coming up on their porch and when they're getting deliveries and having visitors. They're using health trackers and video medical appointments. [16:52] When Monica's parents find something that satisfies a need that they have determined, like their Ring doorbell, they are thrilled to have the technology. But they still don't want "all of that technology." [20:15] We need to talk with our clients and learn their communication preferences. [20:40] Our young clients don't want to talk on the phone but our older clients want to talk on the phone and see us in person. This is a relationship-building business. We need to build the relationship in a way that the client is comfortable. [26:19] There are all sorts of opportunities to use technology to make connections but face-to-face or voice-to-voice are important for people to feel connected. [26:39] Ali is the chair of the Emerging Business and Technology Forum that works with the REACH program. The REACH program comes out of Second Century Ventures, the strategic investment arm of the National Association of REALTORS®. [28:08] NAR chooses both REACH commercial and residential companies for technology that may be utilized in homes or businesses. Ali recommends some digital technology clients can use. [32:40] Ali suggests looking at the REACH program and Second Century Ventures to see all the REACH programs and classes. [34:58] The Seniors Real Estate Specialist is one of many excellent offerings and you can find out more at Learning.REALTOR. Tweetables: "A person of the same age could be in a very different lifestyle than another person. It really depends on your activity level, your health level; how you really feel about yourself, and your ability to have activity." — Ali Whitley "Maybe someone had a real interest in something particular and their job took them in a different direction. Now, as they're retiring, they can start to take those classes that they thought that they would enjoy." — Ali Whitley "As REALTORS®, we need to help clients across any technology abilities and we need to know where they are and meet them there and see if we can help to encourage new technology within their transactions." — Ali Whitley "They can see your smiling face on the video or they get to meet you in person and they get a feel for who you are, and then later, if … you're sending a text, or you're sending something through email, now they can put your face to it." — Ali Whitley Guest Links: Ali Whitley, REALTOR® ABR, CIPS, CRS, GRI, SRES, SRS, AHWD, e-PRO, PSA, RENE, RSPS, SFR, C2EX Endorsed RE/MAX Crossroads Aliwhitley.com Prisid.io REACH Second Century Ventures REACH Program Companies nar.re

In this bonus episode, we are joined by a member of the NAR staff, Alexia Smokler, a staff executive to NAR's Fair Housing Policy Committee. That description does not begin to convey all the work that she does on our behalf and on behalf of the clients we serve. She has been key in developing the Bias Override class and Fairhaven.realtor. We are excited to discuss the programs she manages as well as learn what agents are doing in the marketplace, in this bonus episode! [1:40] Monica welcomes and introduces Alexia Smokler, the Director of Fair Housing Policy and Programs for NAR. [2:19] Alexia discusses several of the educational programs she delivers such as Fairhaven, implicit bias training, NAR's Fair Housing Champion award, and licensure reform efforts under the ACT Initiative, which NAR rolled out after the Newsday investigation in Long Island. [3:52] Monica asks Alexia for definitions of Fair Housing, DEI, and Implicit Bias. [8:18] Alexia discusses the difference between prejudice and discrimination. [8:50] It's important to distinguish that you can be engaging in discrimination without holding feelings of prejudice. This is discussed in the Implicit Bias course. [13:06] Alexia describes the Bias Override course. The problem with mental shortcuts is when they're about people and they're based on stereotypes. [16:57] The Bias Override course brings new terms to your mind. It helps you describe things you have felt and gives a name to it. Monica speaks of the trip she and her daughter took to Japan where there are not a lot of Westerners. [19:02] Alexia ties Monica's Japan experience to the Bias Override course. She had the experience of being the minority and being the out-group. [20:53] Alexia speaks of studies that show that discrimination shrinks the economy. The wealth they would have generated that would have created more jobs does not get created. [21:56] Morgan Stanley's study found that lending discrimination had kept five million people out of home ownership nationwide. [25:03] The wealth gap is not just attributable to differences in income. It's also because of the historical support of White people to become homeowners. [25:48] Alexia tells how the government involved itself in home ownership. They created the FHA which distributed loans according to redlining maps and most of the mortgages went to White people. [26:54] Black GIs were not able to get mortgages from lenders. They didn't get to buy a house and pass that wealth down. [28:53] Lending discrimination is a big problem and it's not just against People of Color. It's also against women and people with disabilities. Loan officers need more Fair Housing training. Monica cites the books The Sum of Us and The Color of Law. [31:30] In a couple of decades, we'll be a majority-minority country. There will be no one majority group. We need to be ready to serve different kinds of people or we will miss out. [32:56] Fairhaven.realtor is an interactive real estate simulation. You go into a fictional town and your task is to sell four homes in six months. You go through different scenarios where you encounter different kinds of discrimination taken from real Fair Housing cases or members' FAQs. [43:09] The Fair Housing Champion Award was launched as part of the culture change around Fair Housing to celebrate people who are helping clients overcome historic barriers. Alexia discusses one applicant who stood out. [49:28] Alexia's final word: What agents do is much more important than a transaction. It's about the wealth that's generated from a transaction that will impact generations. [50:37] The minimum that agents can do is to keep the highest standard of compliance with the law and take training and classes. Alexia offers ideas on how to help make it better in your community. [53:04] All NAR certification and designation courses give you skills that help you level up your business so you can serve all your clients and your community better. Tweetables: "DEI supports Fair Housing. So, if we're inclusive, if we're diverse, and if we're open to different perspectives, then it naturally follows that we're going to treat consumers better because we have that lens on how we approach everybody." — Alexia Smokler "Once you start making those assumptions, you're down a dangerous road." — Alexia Smokler "Black folks earn 60% of the income that White people earn. But they have only about 12% of the wealth. … The average wealth of a White person [with] a high school education is higher than the wealth of a Black or Hispanic person who has a college education." — Alexia Smokler "Loan officers need more Fair Housing training." — Alexia Smokler Guest Links: Alexia Smokler [email protected] Fair Housing Champions: https://www.nar.realtor/fair-housing/fair-housing-champion-award Bias Override Class: https://www.nar.realtor/fair-housing/bias-override-overcoming-barriers-to-fair-housing The Sum of Us: What Racism Costs Everyone and How We Can Prosper Together,

In this episode, we are joined by Mandy Neat who is going to discuss commonalities in homebuying trends with Generation Y (Millennials) and Generation Z. With significant cultural changes happening at increasingly fast speeds, we see notable differences in these generations. While we never want to generalize, there are some markers with these generations that can help us understand our clients better. In this episode, we learn more about these generations and how we can manage their expectations with preparation and communication. We want to help you be able to help them! [5:20] Mandy discusses the different generations. She brings up a conversation with a Gen Z about what he would want in a house. [7:33] Gen Y is the next largest home-buying group after Baby Boomers. [11:06] Mandy sees that people are not going right to college from high school. They see housing as an asset. Some are buying investment properties. [15:46] Younger Millennials are becoming first-time home buyers. They are trying to pay off their student debt, while Gen Z is avoiding going into student debt. [18:55] COVID-19 changed house-buying habits. At the beginning of COVID-19, Younger Millennials and Gen Z-ers jumped into the market without fear. [21:48] Gen Y and Gen Z want everything to be easy to understand. Home buying is potentially complicated and may take time. Mandy discusses the Consumer Financial Protection Bureau (CFPB) as a resource. [27:55] Younger people go to an app on their phone to get information. Real estate professionals need to get in front of technology trends. [30:11] Mandy talks about DPA (Down Payment Assistance) which can help clients buy a house. She also discusses knowing your Confirming Loan Limit. [34:44] Mandy shares that a lot of Gen Z-ers are using family gifts. There are All-In-One Loans where the home buyer can set up a GoFundMe account to be applied toward a down payment. Lenders are coming out with products to help young borrowers. [37:11] TikTok and YouTube make everything look so easy when it comes to home updates. People are opening their minds as to what is possible. [41:12] Mandy is seeing more people buying homes with spaces to work from home and have a social life at home. There is a lot of openness in floor plans. [44:19] Millennials care more about walkable city living rather than their apartment. Gen Z-ers are buying out of the city in more affordable growing areas. [47:35] Mandy comments on what she observed recently in Wichita, Kansas, with a community full of Gen Z-ers, built around diversity. [51:56] Mandy hopes that all generations will allow Gen Z and the younger Millennials to get in the conversation of infrastructures, jobs and how to make a difference. [52:40] If you enjoyed this episode, there are classes you can take to enhance your knowledge: ABR® (Accredited Buyer's Representation), and the Buyers by Generation: Success in Every Segment course. Tweetables: "It's just how their brains are wired. They have so much information. At 18, there's no reason not to go out and purchase, instead of paying all this tuition money, and build your legacy for your wealth in the future. It's an amazing generation." — Mandy Neat "We need good loan officers. We need to empower the mortgage industry to take time with people … and show them the numbers … and … professionals in the real estate community that are willing to … go over it with them to make sure all their questions are answered." — Mandy Neat "You can obtain a Down Payment Assistance Program and offset your down payment. Try to negotiate closing costs with the seller. You can come in with a minimal amount and own a half-a-million-dollar asset. What other country can you do that in?" — Mandy Neat "Gen Z and Millennials have this great thing where lenders are coming out with products to help them collect money to buy a house." — Mandy Neat Guest Links: Mandy Neat, REALTOR® Deputy Commissioner, Arizona Department of Real Estate Mandy Neat Mandy Neat at Realty One Arizona Association of REALTORS® WeSERV Consumer Financial Protection Bureau (CFPB) Foreign Investment in Real Property Tax Act (FIRPTA) NAR Resource Links The ABR Designation The CIPS Designation Buyers by Generation Additional Links: Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! Crdpodcast.realtor Learning.REALTOR - for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.Realtor - List of all courses offered If this conversation has helped you realize that perhaps more conversation about generations would be helpful, there are classes you can take: the ABR® and an elective, Buyers by Generation: Success in Every Segment. crd.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Guest Bio Mandy

Our guest for this episode is a long-time REALTOR®, trainer, and world traveler. Do you have a dream to travel somewhere? Is there a place that you already love in the world? For example, have you been to Cabo San Lucas eight times? Wouldn't it be great if you could be a connector with buyers and sellers with agents in Mexico? In the Caribbean? In Europe? In Asia? You can do that with your favorite areas in the U.S. and the world! In this podcast, Ginni Field talks about selling real estate and expanding your business in new ways. We also talk about international buyers and sellers in the United States with a focus on the Certified International Property Specialist (CIPS) designation. Join us on this podcast and expand your vision beyond your local area. [6:10] Monica asks the audience to stick with this episode to hear the interesting stories Ginni and Monica will share with consideration for the huge and growing influx of international immigrants, residents, and investors. [7:53] Ginni discusses what she learned from experiences in France, Belgium, Luxembourg, Spain, Portugal, and Germany. [11:56] When traveling the world, you have the opportunity to visit small towns and explore their history. Find people in your community from these areas and connect with them. You may be able to help them buy a home. [14:14] In most of the world, business is based so much on relationships. In America, relationships are huge and you need that network, but overseas, relationships are crucial. [15:18] In the Americas, the process of buying a home is a family affair. If they don't know you, they're not doing anything with you. When they know you and begin to trust you, business happens. [17:36] Where Ginni was teaching, there were good universities and schools everywhere, providing a place to build your business. [18:08] Find your niche and get connected to it. Be a part of those market areas and people. What businesses bring people into your market area, that hire people from other countries? [18:34] Foreign resident buyers may become citizens and still may be very connected to their foreign community. [21:42] When Ginni talks to people with work visas, they tell her they want to stay when their visa is over. Parents of foreign students in universities also will buy a home for their student in the U.S. with the hope of the student staying and the parents moving there because they own a home. [22:44] The Open Doors fact sheet says foreign students spend over $5 billion. Ginni gives estimates for several California universities. Do outreach at universities. [24:05] Look at the industries in your local community and where folks are coming from. Then begin to do outreach. Go where they are and network with them. [24:31] Refugee groups that settle in an area don't have the money to buy a house at the time, but as they become established, they work and build businesses, and become qualified to buy houses. [26:00] Ginni tells of a man who immigrated to the U.S. with next to nothing, wanting to build his life. Now, he is a millionaire, owning multiple buildings and worked hard to get there. [27:21] CIPS talks a lot about non-resident foreign buyers. These are investors buying houses more as investments than as homes. California attracts more than $1 billion in foreign direct investments from Japan, the UK, France, Canada, and Germany. [30:07] The fluctuation of exchange rates plays an important role in these investments. Fluctuations can cause a buyer to cancel. [32:14] The CIPS designation course teaches about the global market. If you're not paying attention to global opportunities, you're leaving profitable business on the table. [35:55] The world is more connected now than it ever was. Inflation is happening around the world. Pay attention to the world economy or you will miss out on tremendous opportunities. [36:33] There are investors for commercial properties, condo communities marketed internationally, college students, and refugee communities. There are many ways foreign investors purchase American real estate. [37:19] When you grow with these communities, learn about their visas and their needs, and connect them with lenders, you can help them. [38:22] Go to the HR departments of hospitals and colleges. Find out at the source how you can be a resource for their students, staff, employees, and medical professionals. [44:32] Look for international real estate conferences in a search engine and you will get a list of conferences you can attend. A list is also provided in the back of a CIPS manual. [48:11] Ginni notes that when you get your CIPS designation, you are part of a Facebook networking group. You can find an agent in the target country in minutes through the networking group [52:15] It's such a powerful thing that you can create a relationship no matter where somebody is in the world. We're all so interconnected. [52:38] Ginni's final word: "The most important thing is don't discount the global community. Don't di

In this episode we welcome Matt Difanis and Robert Morris. April is Fair Housing Month, as people know, and we gratefully, as an organization, are getting more education and more awareness on the need for us to be more systemic, and more attentive, in order to provide excellent care to all who come to us. Matt Difanis and Robert Morris have been instrumental at the national level with course materials, ethics reconsiderations, and other conversations that are helping us pay more attention. They teachboth the At Home with Diversity course and Bias Override. They are grateful to be sharing these classes and this information with our members. In this episode, they share their stories on what has led them to be so committed to getting the message of Fair Housing out to others. Matt: [1:40] Let me start by saying none of this was on my radar up until just a few years ago. [2:00] I had the privilege of serving as the 2018 President of the Illinois REALTORS® and that meant I was on the leadership teams starting in 2016. And 2017, the year I was President-Elect, Illinois, like a lot of other associations, including NAR, was prepping for 50-year Fair Housing Act retrospectives and commemorative activities. [2:20] As Illinois prepared, I got my first bit of exposure to the absolutely awful history of our industry's involvement in housing discrimination [2:59] So, I went from unaware to aware, not just of our history of housing discrimination but also the hangover effect that still exists. [5:09] And so when you look at people who make it through to leadershp, it's important to recognize, they've had to be the minority of the minority who were willing to just go find a battering ram and just find a way to break through it. [5:28] And then, I had the opportunity after my time on the Illinois REALTORS® leadership team, I had the opportunity to serve as the 2020 President of the NAR Pro Standards Committee. [5:46] We were doing things virtually. And George Floyd was murdered on viral video, and the country was on fire, and we had a proliferation of hate speech. [6:04] Because of numerous requests made to them, President Vince Malta kicked over a request to my committee to look and see if there was a possible code of ethics solution. [6:57] You don't get to be a REALTOR® and engage in bigoted hate speech anywhere. [7:17] That led to the opportunity to do speaking and training. So, it's a genuine passion of mine. Robert: [9:23] "Now mine's a little bit different. As you guys know, I consider myself, maybe it's just my opinion, a Southern Gentleman, and I have been reared in the South my entire life. And so, as an American who happens to be Black, living in the South, it has always been an adventure. [10:28] So, my walk has been that way the whole time. I've gotten into this particular arena because I want to change hearts and minds. [10:59] And the other part is the fear factor that has always been associated with things that are different, things that people don't necessarily understand. [11:16] And so, my philosophy is that I meet people where they are because everybody's at a different stage, they've been exposed to different things, and depending on the culture that they've been reared in, depending on the influences that they've had. [11:38] One of the things I talk about is how culture affects us and that if we were reared in a culture by people that trusted us or by people we trusted and we loved, and they taught us things, based on their point of reference. [12:21] So I'd ask the question, "Why do you feel the way you feel about me if I have never done anything to you?" [13:06] So how are you going to respond now, based on what that is? So I think that discovery is important. [13:26] And my mission — and like Matt, I have been blessed to be exposed to tens of hundreds of people, to share thoughts with them. [12:53] So, in that walk that I've had, now for probably 20 years — that has been the mission, that I want people to have a better understanding of all of us and where we are, and just understanding that we are all just human beings. [14:41] I've never heard a person on a donor's list make that sort of request. They just want to live and we're more alike than we are different. Monica: [15:33] And now you're talking about something that is even more near to you. I'll briefly share my story as well because I came into it very differently and my experience is more international. [16:05] When I got older, I went to New York City, and then, ultimately, I went to live overseas, in another culture. [16:38] I was looking around, looking at the way people were talking to me and treating me and the way they did things, and I said, "These people really do not view the world and think about things the same way I do. [17:09] My mother was a Swedish immigrant. But the Swedish culture wasn't that different. It is kind of different from the Southern culture. But I'd always been in kind of a multicultural situation without reali

Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. In this episode, she is going to share national data with us from NAR and discuss what she sees coming in the future. All of our crystal balls may be broken, but there are definitely patterns that can be seen. The core of Jessica's research focuses on analyzing trends for both NAR members and housing consumers. Through the management of surveys, focus groups, and data analysis, she presents new and innovative ways to showcase results. Let's see what she will teach us in this episode! [2:46] Jessica thinks we're in a moment of transition when existing home sales data show 12 months of decline but the decline seems to be getting smaller. [4:24] Our current sales numbers are lower than in 2019, before the pandemic. They are more in line with 2014 sales numbers. [6:51] The typical homeowner has been in their home for 10 years and has $210,000 in home equity. [7:14] In some scenarios, not only investors but a large share of primary residence repeat buyers are paying all cash for a home, because of the housing equity they have. [9:34] Home mortgage interest rates had gone down for several weeks continually before going back up to 6.3% from 6.1%. [10:53] Jessica says to pay attention to what happens after the Fed meets. NAR tracks interest rates and puts out a statement every Thursday on social media. [12:30] Jessica explains the indirect effect that the Fed raising interest rates may have on mortgage loan interest rates. [13:41] Jessica hopes that existing home sales in spring will be stronger than it was in the previous two months. She is starting to see early signs of it. [15:52] Jessica breaks down corporate investors. We know that they're present in the market, but has their share of the market gone up? [16:41] The investors of 2022 pushed first-time homebuyers out of the market. [18:18] In March of 2022 there were five-and-a-half offers for every home that was listed. [19:02] Jessica discusses credit card debt, student loan debt, and daycare costs. How are first-time homebuyers going to save a down payment when they use their credit card to buy eggs and milk? [22:01] Jessica believes that awareness of low-down-payment programs in communities is low. Putting that information out there for potential buyers is incredibly important. [25:15] Jessica discusses the aging population and the housing market. In the next three years, every Baby Boomer will be over the age of 60. [26:36] Retirees are looking for newer homes with bells and whistles where they can age in place. [33:54] Jessica shares a few of her favorite data points. [37:31] Jessica also shares that a lot of first-time homebuyers are trying to get out of their parents' homes and move into home ownership. [38:08] Jessica shares her links for NAR Research at NAR.realtor. You can also subscribe and share infographic posts from NAR Research on Instagram, Facebook, and Twitter. Tweetables: "We released our existing home sales data and it showed a continual decline — 12 months of decline — but it seems like the decline is getting smaller. … [It] is not necessarily a normal spring market; … interest rates are still high, but a more normal spring market." — Jessica "Buyers are coming back. They understand now that rates are higher but they may actually have an opportunity in the market, especially first-time homebuyers." — Jessica "It's also your long-term future. It's also the long-term savings and the gains that you have in home ownership that you don't have as a renter." — Jessica "Only 26% of the market was first-time homebuyers last year. In a healthy market, it would be 40%. So we really lost first-time homebuyers last year." — Jessica Guest Links: Dr. Jessica Lautz NAR.realtor Research section NAR Research on Facebook NAR Research on Instagram NAR Research on Twitter Email [email protected] Additional Links: Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class! Crdpodcast.com Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates New! Home Finance Resource (HFR) Certification [email protected] Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. In 2021, Dr. Lautz was named one of Housing Wire's Women of Influence, a list representing 100 of the most influential women in leadership in the housing industry. In 2022 and 2023, Dr. Lautz was named RIS Media Newsmaker in My Influencer and Crusader categories, respectively.

With interest rates rising, we are seeing changes in the mortgage industry. Not all lenders, though, are created equal. They have various levels of education and experience, just as real estate agents do. They need to be the expert in the loan department for our clients. Like so many areas of our work, we need to have some knowledge of the process to help our clients, and be on top of the process. In this episode, our guest, Debra Killian, has been in the mortgage business for over 25 years. She has financial, banking, accounting, and business experience. She has also been a contributor for the Home Finance Resource Certification Course. In this episode we are going to discuss loans, lenders, money laundering and so much more! [3:41] This episode will touch on the importance of having an understanding of all the major loan types, and the best ways that we can work with lenders to improve the experience for our clients. [4:32] Deb explains that there are so many misconceptions about how the mortgage lending business works. There are differences between banks, credit unions, mortgage bankers, and mortgage brokers. Most real estate agents don't see the big differences between these lenders. [5:16] The first big difference is the licensing and education requirements. [8:07] There is a fine line between representing your client with questions and asking too many questions of the lender. The missing piece is understanding why the lender is doing what they are doing. There are so many moving parts. [14:19] Just as agents need to have a formal consultation with their clients, so do lenders, to get to know them and share all the information. Filling out the application online is not the way to do it. Deb says technology has really hurt the process in a lot of ways. [15:13] Deb discusses 10 questions every originator must ask their customer before starting an application. [16:24] The originator needs to set the expectations with the customer and also with the REALTOR® from the standpoint that there is a high level of trust between the agent and the originator. [19:06] Deb explains lender turn times, and how they affect the contract date. How many delays will there be from missing documents? Deb tells how the inspections and appraisal fit into the timing. [22:02] Deb's advice to REALTORS®: Don't write the contract until you've got the agent and the lender on the phone to set the contingency date and closing date and lock the loan. [25:03] Deb discusses conforming and non-conforming loans. [32:27] Deb discusses pre-approval and pre-qualification letters. [34:07] Contingency dates may vary by location. Deb explains how a mortgage contingency date can protect the seller. [42:13] Deb talks about fee sheets. They are specific to all service providers involved, such as the title company and the attorney. [47:25] Deb shares statistics. Over the last five years, according to a December 2022 report, over $2.3 billion has been laundered through U.S. real estate. [49:00] Most crimes involve money laundering because they don't want to pay tax on the money and they're trying to hide it. [52:50] A real estate agent cannot advise someone how to convert cash into usable funds. If a client asks, direct them to a financial professional, their bank, title company, or an attorney. [54:39] If you're required to comply with anti-money laundering, you must take annual education. [55:40] Money might be laundered if it is in large amounts of cash. Deb explains beneficial ownership. [1:01:42] Deb gives some history of anti-money laundering legislation. [1:02:56] Deb's final word: "If you can develop good, strong relationships with the lenders that you work with, individual originators (not the company reputations), … Let them do their job, you do your job. We need to stay in our lanes but we need to be communicating about what's going on in those lanes. Tweetables: "There are a lot of lost opportunities when we run into problems because then it becomes heads butting against one other sometimes. Many times it is for that reason because the customer didn't give us what we needed." — Debra "There is no reason for any experienced originator not to know every single piece of paper that an underwriter's going to ask for. … We don't have to wait until the file goes to underwriting, wait for the approval to come back, and say, 'Now I need five more things.'" — Debra "There are these misconceptions about things and nobody asks those questions." — Debra "Nothing's risky with full disclosure. If a buyer understands that they're taking a three-year ARM with a 9% interest rate and they understand what that means, and they understand what's going to happen after three years when that ARM expires, … then it's not risky." — Debra "[The agent could tell the mortgage originator] Don't be surprised if something goes wrong here because they're not being upfront." — Debra "There is no right way to do the wrong thing" — Debra Guest Links: Debra Killian [email protected]

This episode discusses important ways of working with buyers, including understanding what buyers want, expressing the value that REALTORS® bring to the table, and how to get compensated in a changing environment. We take a closer look at how REALTORS® can improve their systems with buyers. How do we best serve our buyers, and what does that look like moving forward? Lynn Madison is an ongoing contributor and instructor for the Accredited Buyer's Representative (ABR®) designation. She will be sharing her wisdom in this month's episode! [4:05] Agents have told Lynn that what they have learned in the ABR® class assisted them in doing a better job for their clients. [4:36] ABR® has been updated to show how to make a buyer's offer stronger in a multiple-offer situation. [7:01] Your value proposition is what you do, why you do it, and how that is important to the buyer. [9:17] Too many agents think their job is done when the contract is signed. The ABR® class talks about the Code of Ethics, the Rules, and Multiple Offers. [10:09] Lynn tells buyers when the contract is signed that her role on their team is the quarterback. She explains team dynamics. [12:22] ABR® covers working with first time home buyers and discusses the Buyer Representation Agreement. [18:31] A significant portion of the ABR® course talks about the Buyer Counseling Session. [26:34] NAR statistics show that home buyers are staying in their houses for eight to ten years when they used to stay in a house for five to six years. The world has changed in 10 years. [29:01] Why would you show houses to a buyer you have not had a counseling session with and has not been pre-approved by a lender? [32:18] Lynn shares from her 15 years of experience as an expert witness in real estate suits against REALTORS®. [35:09] Agents want to take care of their buyers, but you also need to take care of yourself. The risk management side of this is so important. [39:33] Lynn wants you to know one word: Safety. Even in daylight, be careful. Check out Episode "074: REALTOR® Safety Tips with Tracey Hawkins," linked below. [40:45] Lynn gives advice about Contract Consultations. It is our responsibility to explain the contract to our clients. [56:11] You will never get compensation if it is not spelled out at the beginning of your representation of a buyer in a Buyer's Representation Agreement. This is a major paradigm shift in the way we've been doing things. [59:25] Lynn explains that without the buyer broker offer of compensation, sellers would be getting lower offers. [1:03:49] Buyers and agents are having conversations on Facebook that are a mess! Your buyers and sellers are going onto the internet and getting their information about houses. Lynn discusses what you can do. [1:07:21] Lynn's final word is Education! You need to take your designation programs and keep yourself educated. Be better today than you were yesterday. That's how you grow. Tweetables: "One of the great things about being involved with ABR® as long as I have been here is I've watched it grow along with some of the agents who have taken it, and taken it more than once, by the way. … We change the ABR® class as the business changes." — Lynn "We need to know how to write a contract that has a reasonable chance of being the chosen one, as I call it. If we're going to end up in a multiple-offer, we cannot just keep throwing money at it because, after a while, the buyer doesn't qualify anymore; the property isn't going to appraise." — Lynn "We've got to find ways to make our buyers' offers stronger; more appealing to the sellers, and we've got that! We did a change to ABR® to put in there how to make the buyer's offer stronger in a multiple-offer situation." — Lynn "I don't know why you would want to go out and show houses to a buyer you have not had a counseling session with and you have not had pre-approved by a lender." — Lynn Guest Links: www.madisonseminars.com [email protected] 847-757-5710 "065: Agent Consultation and Client Expectations with Ali Whitley" "074: REALTOR® Safety Tips with Tracey Hawkins" "044: Safety Tips for REALTORS® with Donny Allen" Additional Links: Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! Crdpodcast.com Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates [email protected] Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: As a primary author of the ABR®, SFR, and PSA courses and a contributing author of SRS and RENE, Lynn brings intelligence, street-smarts, years of expertise, and humor to the sessions she facilitates. As a past president of the Mainstreet Organization of REALTORS®, her local association with 20,000+ members in Illinois, as well

When you talk to some serial entrepreneurs you need to put on your seatbelt! Lots of us, as REALTORS®, have that entrepreneurial bent, starting and running our own businesses. Imran Poladi started young selling real estate. He served as Vice President of NextHome Real Estate since the launch of the company in 2014 until July 2022. He has mentored brokerage owners and as a speaker, he's taught thousands of agents concepts of business, real estate, and living life. In this episode, we are talking about business planning. But we're also talking about living life the way you want to live it. Though Imran loves business, he also likes taking control of his life and changing it up sometimes. He lives in California. You can read his full story at ImranPoladi.com. [4:11] Business planning comes around every year. Imran shares his take on this topic. [6:41] Some people start their business planning at the end of December. Imran says you need to know what your budget looks like in the fall. [9:22] Every year, you rebuild your business. Do you want to grow your business? Do you want to maintain your business? What are the elements you consider when you're planning your business? [9:53] Imran works backward. He operates off a "need" goal and a "want" goal. [15:14] Imran cites the Five Love Languages, by Gary Chapman. Imran teaches a version of this in his speeches around the country. He speaks of the Five Love Languages of Real Estate. [21:18] Every individual has personal motivations. It doesn't help you to ask someone else what you should be motivated by. You already know what your motivations are. [23:05] Start your blueprint by understanding what you're not willing to do. [27:58] When you try something, you learn from what happens when you try it. You'll learn new communication skills. You're going to learn something with everything you try. [31:11] Imran shares the 30-30-40 rule. [37:36] Before making a big change, talk to the people that it affects. Are you setting the foundation that when the change happens, you're prepared for it? [39:32] Make sure that ultimately the change ends up making you happy in what you're doing. [43:56] If you look at your beginning business and try to imitate someone's established business, it can set you back in your career. [55:07] Where can you go to get a one-to-four or one-to-three return on your lead generation spending? [57:40] The key is finding how you get to your top 100 connections. Imran cites the book 1,000 True Fans. [59:26] People can't get to know you if you're hiding who you really are. Live according to your core principles so people know what to expect of you. [1:04:20] Imran says, if you want to do really well in business, you have to connect with people who have the same drive as you, the same enthusiasm as you, and the same willingness to learn as you. [1:07:58] If you want to hear more suggestions or direction for business planning, we have Episodes 8, 9 and 63. You can find them at CRDpodcast.com. Tweetables: "Let's line up your business planning in two formats: 'need' goal, 'want' goal. And then let's go for the 'need' goal first so that way you create the foundation." — Imran "It's always important for us to figure out who is our customer, who are we helping, and where do we get the joy in helping them?" — Imran "When you start with figuring out what it is that's the 'no,' it creates the blocks … for the 'yeses.' … What is your 'no'? If you know what your 'noes' are, then you can configure your 'yeses' to them." — Imran "If you're strategic about it, everything works." — Imran "The question then becomes why are you standing in front of that machine [of online lead generation] putting a dollar in and getting 75 cents out? And keep doing it? That's how you have to look at your business." — Imran Guest Links: Imran Poladi ImranPoladi.com The Five Love Languages: The Secret to Love that Lasts, by Gary Chapman Tommy Choi 1000 True Fans: Use Kevin Kelly's Simple Idea to Earn A Living Doing What You Love, by Jon Longhurst "008: Business Planning, Part 1: The Principles with Mark Given" "009: Business Planning, Part 2: Applying the Principles with Misty Woodford, Trish Myatt, and Barry Owen" "063: Real Estate Business Planning for 2022 with Brent Lancaster" Additional Links: Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class! Crdpodcast.com Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates [email protected] Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks

Christine Hansen and I had such a great conversation that came out for our December episode, that we decided to continue it for you for a Bonus Episode! And at this point, we got to know each other a little bit better and you can hear us just talking so excitedly; we are so happy to be talking about this holiday topic, hospitality! We're having a conversation about, what does that look like? Hosting people with less stress. And being a good guest for the holidays, and beyond! Christine also gives us some great ideas for transferring these principles into your real estate business. We also talk about ways to have fun that are simple and intentional! Just as a recap, Christine Hansen is the Broker-Owner of Century 21 Hansen Realty in Fort Lauderdale, Florida. She's been an agent for many years and she's been very active in association leadership at the local, state, and national levels, recently on the leadership team for NAR. Christine is passionate about well-being in the lives of REALTORS®! I am thrilled to bring you this Bonus Episode with Christine Hansen. [3:01] To Christine, hospitality means you invite people to your home, or you're invited to someone's home. Christine and Monica talk about how to be a good host (and have an easy time hosting). [4:37] As a guest, if you're invited to bring something, find out what will work within the venue. If you bring something that doesn't go with the dinner, it's a gift. [5:53] If you are anxious about hosting dinner in your home, you can order and bring things in. [7:25] We put way too much on ourselves when it's really about friends getting together for laughs, to break bread, and create some amazing memories. [8:44] For years, Monica and her husband would serve everybody pizza that they made and a salad. Or they prepared a taco bar. It comes down to your comfort in serving a simple meal so you can have companionship. [9:52] Think about a theme. It makes it fun and it creates an expectation for the evening. [10:34] When you're a guest, if you say you're coming, don't cancel at the last minute. Your commitments matter. [11:20] Now after the pandemic, we're getting busy again. Monica stresses the importance of being with people and being present and the importance of community. [11:49] Monica has heard people say they don't want to plan something because no one will commit. Choose what you want to do and what's important to you, and do it. [12:36] There are so many things dividing people. When you can build community, by getting together, laughing, eating, and playing games together, it means so much. [16:14] When REALTORS® are with buyers and sellers, you are kind of hosting them. One of the things you can do to be the best host is to not overwhelm buyers and sellers with too many choices or decisions. Christine did a role-play with two of her agents. [17:23] Christine asked each agent in the roleplay how they felt. [26:34] Have confidence in yourself as a REALTOR® to let your clients know that you have the right to some time off. Don't spend hours of your vacation working on deals. Make it normal. Tell your customers, "I will be out of town this week and my co-worker, Susy, will be overseeing everything." [28:51] This is setting expectations. When we set good expectations and don't surprise people, it goes well. Don't "sneak" out of town and be unreachable to your customers without letting them know. [30:03] Christine used to hold massive parties. She loved looking around and seeing the house filled with joy and people talking with holiday cheer and spirit. That warmed her heart. Now, she holds smaller casual game nights. She sees people laughing and talking and she says, this is what life is about. [33:15] Christine's final word: "I wish everyone so much joy. Make each day count. Again, it's "the present," which means the gift. Each and every one of you is unique and you deserve to have the most amazing life. Tweetables: "As a host, … come up with some things that are easy for your guests to bring because they don't want to walk in the door empty-handed. And as a guest, if you're invited and they do ask you to bring something, … find out what's going to work within the venue." — Christine "If these are your friends and you're welcoming them into your home, they're going to love being in your space just the way it is." — Christine "We put way too much on ourselves when it's really about friends getting together for laughs, to break some bread, and create some amazing memories. So, be you and there's nothing wrong with ordering in from a restaurant and then plating it." — Christine "I cannot be in the kitchen cooking and having people there. I'm not a big cook. I need my concentration!" — Christine "Every single time I've ever felt like, 'Oh, man, I'm tired, I wish I hadn't said yes,' and I'd go, I've had the best time! … Remember that our life is made up of nice little times of memories and experiences, all lumped together. You want to be able to have those." —

As a REALTOR®, there's always more we can be doing in our job. When we aren't actively selling, we're working on marketing, getting new business, or planning our systems for improving our work with our clients. We will never be completely finished with our work; our to-do list. We are entering into a holiday season with a different, changing market after some challenging times. The change just continues to swirl around us, doesn't it? Are you taking care of yourself? It's a serious question that you should pause and consider. If you are not being intentional with your relationships, your stress level, and your plans to manage your business (instead of your business managing you), then I encourage you to have a listen to my conversation with Christine Hansen about taking care of yourself and managing your life better. Christine Hansen, a REALTOR® for more than 30 years, has been active in local, state, and national association leadership for many years. In 2018, she was the REALTOR® of the Year. Christine is also a life coach and a trained mediator. Let's hear how she has figured out some ways to take care of yourself in real estate! [6:10] Christine explains what wellness is. Wellness is about priorities and making sure that the first thing you prioritize is yourself. [7:06] Christine explains why wellness has become a hot topic. [9:44] Christine has always felt she wanted to help people to be the best version of who they are. Wellness is a journey, not a destination. [11:44] Because you are on a path, you may take some missteps. You can always evaluate if the path is right for you and make new choices to correct your path. It's believing in yourself and trusting that you are complete as you are. [12:56] A lot of our choices are based on pleasing others. We say yes to things because we don't want to let people down. We have to choose to prioritize ourselves. [15:12] Christine explains the effect of guilt and how it leads to self-sabotage. You take away things that could be victories for yourself and you add heartbreak. [16:56] It takes being intentional. Christine says to give yourself "intention time" every morning. Christine welcomes in the day by saying she is healthy, whole, and complete. Then she looks at the intention of her day. [18:28] Instead of labeling yourself a workaholic, say you get pleasure from doing things that you love. You are passionate about the things you get to do each day. Have a pre-set answer for when people ask you to do something. [21:39] If you want to do volunteer work, but the timing is off, answer with confidence, "Not now." Don't allow yourself to be spread too thin, it will lead to feelings of guilt and letting yourself and your family down. [25:01] Christine asked a leader in a leadership training course, "When do you get to be able to just breathe and be happy with where you are?" [26:33] Christine has noticed that REALTORS® living in the present, that are "taking stride," are better connectors. They're giving people an experience. Clients want to be around agents that are at peace, not hectic agents. [27:26] You need to do a self-check and make whatever shifts are necessary for you to live your best version of yourself. [27:53] Instead of thinking you "should" do something, consider that you could do something, or could choose not to do it. It gives you more focus and power. [29:41] Don't tell yourself that tomorrow you will do something if you already know you won't do it. Be careful with what you say to yourself. Own what you say. [33:11] Go back and think of things you were told or that you believe and ask, "Is this still true to me, today?" If not, reframe it to what is true to you. Reframe how you see yourself. [37:10] Let your feelings be the compass to direct you to make healthy choices. Disconnect. [43:29] The holiday season is rushed and busy, and then we crash into the winter months of January and February, that are often not busy for real estate agents. Christine says you want to pace yourself for the holidays. Don't try to do everything and be everywhere. [49:45] If you are feeling overwhelmed about decluttering, one quick and easy thing to do is declutter your car. Get all the stuff out of it and get it cleaned. It will make you feel better. Clean up your workspace, home office, or office in your brokerage; you want it to be a positive reflection of your intentions of being successful and enjoying your work. [50:50] Have a place set aside for meditation or special quiet moments and sit at peace as you transition from the holidays to the winter. What would some change create for you? Would it give you joy? [52:41] REALTORS®, you know what you have on your plate for the holidays with family expectations or travel. Prep things now to leave at the office to be mailed on certain dates, while you are traveling. When you are celebrating, you won't be worried about mailings but you can be present because you've prepped. [54:44] Please, please, please, stop watching

Today, Antoine Dupont and I get practical with YouTube marketing and a few video tips, as well. Antoine teaches what he does. Learn how to create videos that create value and produce leads with people who already trust you because of your video presence. It's a great conversation. Antoine Dupont is a keynote speaker and marketing consultant and strategist specializing in digital marketing. He's an in-demand consultant for discovering the strategies that work. Let's hear those strategies that will work and consider why we aren't doing them already. [6:28] Antoine talks about the three things you should be doing to promote yourself and to stand out in this content-saturated world. [6:52] Antoine has traveled three times around the earth this year alone. He spends a lot of time on planes. He pays attention to what people are doing on their phones. [8:05] Inside the airport, people are watching videos because they have Wi-Fi. On the plane, they often play video games, without Wi-Fi. If we are on our phones consuming content, so are our clients. Videos work and they will generate leads. The purpose of video for agents is pure lead generation. [9:11] Creating video is the best way for an agent to get organic attention on themselves. If an agent cannot afford to pay for high SEO, being on YouTube is totally within the agent's control and it can trump all the rest of the ways that you get organic attention. [11:28] Antoine's strategy is thinking about what it is that people want, like, and need. [12:14] Antoine does a lot of research to answer those three questions. [13:41] Antoine says to make notes of what you see in the first ten results. [15:56] Another great tool for real estate agents is answerthepublic.com. [18:40] Agents sometimes make a mistake with video, trying to leverage YouTube as a lead generator. Your first objective should be to provide value. [19:37] People are looking for tips, hacks, and secrets on how to find the best home for themselves, and how to know if this home is better than that home. Answer those questions. [20:08] Antoine generates so many leads through his channel that come to him, without him selling anything. [21:02] Antoine shares what his approach would be if he suddenly decided to become a real estate agent in Nashville, Tennessee without knowing anything about Nashville. [21:50] Antoine would start creating content, starting with, "One of the issues that people have with buying homes here is X, Y, and Z. [22:19] Over time, with Antoine doing video, after video, after video, people are going to say this guy knows his stuff, this guy's an expert. [22:54] Monica elaborates on Antoine's comments about building a business in a new area. [24:11] The reasons many agents don't follow these steps are that they are too busy, they don't know how, or they don't like the way they look or sound. [27:38] Even well-loved speakers can be uneasy about how they look and sound. Keep pushing forward anyway and create video content. [29:26] Monica shares how she created a six-video series this week for her daughter on the steps to buying a home and converting it to an Airbnb or a rental property. [30:30] Going onto all the platforms is not ideal for most agents. You can be mediocre on every platform or you can be an expert on one platform. Each platform requires separate expertise. Choose the platform that you're most comfortable with. [31:52] Each platform requires its own expertise. Antoine explains why he doesn't do Instagram. He recommends that real estate agents pick YouTube, and become experts at it. [34:00] Monica and Antoine discuss video creation. [39:15] The thumbnail is the picture people will see when they scroll by your video on their phone or desktop. It is the image people click to watch your video. [41:38] For YouTube, make a thumbnail that will make the people in your audience want to click on your video. Go to a freelancer to make amazing thumbnails for your videos. [42:48] Draw a shot plan. You can use a screen from a scene in your video for the thumbnail but you want to make it an appealing graphic so people will want to watch it. [46:53] The thumbnails should be consistent with the tone of the videos. They need to match your personality in the videos. Don't be something you're not. [47:52] Customize how you produce your video for that market. How your audience resonates with you is very important. [52:11] Monica suggests resources for more information and education. Tweetables: "I want to remind you that we have all of these back episodes and they're always there if you need that specific piece of information." — Monica "The three things you should be doing to promote yourself and to stand out in this content-saturated world are, 1.) Video, 2.) Video, and 3.) Video." — Antoine "Whether it's on Instagram, on TikTok, on Facebook, or on YouTube, the only difference is the way they're holding their phone. So if they're watching Instagram or TikTok, it's upright. If it's sideways, th

October is part of National Hispanic Heritage Month! Gonzalo and I are excited today to have this conversation that needs to be discussed, but not everybody knows how to talk about it. On this podcast, we talk about a lot of things real-estate-centric and I'm so excited about what has come out in the last few years of having conversations about different people groups in America. Today we're going to talk with Gonzalo about the group that we refer to as Latinx. There are different terms and we'll dig into what they mean with Gonzalo. [1:04] Monica presents the topic. [6:04] Gonzalo explains neither Hispanic nor Latino is a race. It is a culture and ethnicity, not a race. [7:02] Hispanic is a term used by the government. Hispanic is somebody who descends from a country or culture where Spanish is the main language. [8:53] What matters is how the person identifies, as Latinx, or Hispanic. People often identify as Latinx. People talk about Latin culture, not Hispanic culture. [10:31] It is important never to label somebody else; let them label themselves. [11:05] Latinx is new. The intention of Latinx is to make it non-gender-specific. [16:23] National origin can be a tricky topic for Hispanics. It is a point of pride. Never assume where somebody is from. [20:12] Also, national origin is a protected class, so be very careful asking people where they are from. [22:11] Highlight things that you have in common instead of things you don't have in common. Always consider how the receiver of the question would feel about the question. "Tell me more" is a neutral question. [26:21] Whether a person is first-generation or has been here for generations makes a difference to them. It's important not to make assumptions about people based on their appearance. [28:28] A mistake real estate agents make is asking the client if they would like an agent who speaks Spanish. That is the customer's choice to request, not the agent's choice. [32:00] An agent who is having communication issues with a customer should look for a remedy. [33:15] The most important part is understanding the customer's needs. Language isn't the top priority. The decision-making should be similar to any other customer call. Gonzalo explains a non-discriminatory approach. [35:16] There have been conversations going on about race in the United States for several years. Race is an unspoken important element in our culture and our lives. [41:17] In most Latin American countries, home ownership is not as accessible as it is here in the States. [42:44] Many people come to the States and don't realize the opportunities they have for homeownership. Education about opportunities is important. In the U.S., you have to borrow money first before you qualify for a mortgage, which will take education in the Latinx communities. [44:12] Gonzalo talks of high-context and low-context cultures. In the U.S., we tend to be very transactional, especially around real estate transactions. In Latin culture, people like to be friends and want to feel connected. [45:35] Communication is important. In conversation, they don't go into business right away. Friendly small talk comes first. A Latinx customer may feel mistreated by a U.S. agent's directness. [48:22] We are all humans and we all care about our customers. Be sure that you show that care. [50:48] Gonzalo has made greater connections with his customers. He feels he had become more sensitive to the customer's cultural needs. [51:32] Throughout Gonzalo's career, he has had customers around the world. He likes going and meeting customers in other countries and it's such a good experience. [53:54] Multi-generational housing is common in Latin culture. It has to do with access to homeownership. [58:29] It is important to remember the diversity of the Latinx community. There are different cultures in each country. [1:00:50] Monica invites you to expand and start getting to know your Latinx neighbors. [1:02:01] Gonzalo recommends biographies in general for learning about people from different cultures. [1:03:34] Monica thanks Gonzalo for sharing and being such a needed voice in our industry. Monica invites you to look at additional resources to continue this important conversation. Tweetables: "We are in the middle of National Hispanic Heritage Month and we at NAR are thrilled to share this conversation with you." — Monica "What's going on at the border is such a small part of this conversation and it's dominating the conversation." — Gonzalo "Neither Hispanic nor Latino is a race, meaning that Hispanics or Latinos come in all shapes and colors. Many people tell me, 'Oh, you look Latino,' when really Latinos look so different [from each other]." — Monica "We don't say, 'I'm a Hispanic,' we say, 'I'm a Latino.' … We talk about the Latin culture. We don't talk about the Hispanic culture." — Gonzalo "Sometimes that's a challenge when you deal with people from a culture that you are not familiar with. You tend to say or ask questions

Did you know that September is Safety Month at NAR? This month, we are talking with Tracey Hawkins about being intentional regarding safety in the general course of business. REALTORS® can be at risk when meeting strangers at empty houses, or meeting sellers at their houses alone. It is key to be prepared and use proactive solutions. Even though the likelihood of something happening may be small, the fact is the risk does exist. Our guest will inform you of these risks and will share some information that may surprise you, including stories of crimes against agents. You may not realize who the majority of the victims are. In this episode, you will find out and will learn so much more. This episode shares crucial information to keep you safe on the job. Disclaimer: Some topics discussed in this episode may not be suitable for children. [2:23] Monica introduces Tracey Hawkins and shares her biography. [3:20] Monica welcomes Tracey to The Center for Realtor® Development Podcast to talk about safety and security. [4:17] Tracey says that we're more aware of incidents with REALTORS® thanks to social media and more reporting. Incidents have always happened and continue to happen. Tracey talks about these crimes on social media. There are many forums where real estate agents talk about these crimes, so we're just more aware of them. [5:18] The most important part of Tracey's message is "Let's prevent these crimes," using lessons learned. Tracey talked at the 2021 NAR Conference about lessons learned. She looks at the crimes against real estate agents, and without blaming the victim, let's learn from what happened in those crimes and let's pledge to do better. [5:53] In the last two-and-a-half years, there has been a focus on male agents being victimized and the question is, why? In 2017 for REALTOR® Magazine, Tracey wrote an article about crimes against male agents. It was the most-read article of the year. She rewrote the article for RIS Media. In the last while, in almost every crime against REALTORS®, a male agent has been the target. [6:43] Most recently, a male agent was murdered by his 85-year-old client. The agent had only communicated with the client online. It seems the client had bought the home after only seeing it virtually. After he closed on the house and moved in, he decided he didn't want it and wanted to "return" it. When the agent met the client at the home, the client shot and killed him and then shot and killed himself. [7:55] Tracey talked to an agent who knew the situation. The agent's opinion is that the solution is that no one should be able to close on a house without seeing it in real life. But in the pandemic, that was not realistic. Many homes have been sold virtually without any problems. This was a case of a disturbed person. We can prepare but we can't prevent everything. [9:30] Tracey shares a story from California. A brother and sister had inherited a property. The sister wanted to sell it but the brother didn't. Two real estate agents and a home inspector met them both at the property. The brother pulled out a gun and shot the two agents and the home inspector. The agents were wounded and the home inspector died. [9:57] Tracey has always recommended agents follow the CITO (Come Into The Office) protocol for the first meeting. Failing that, the first meeting should be virtual, on Facetime, or similar. The pandemic made agents more apt to use virtual meetings. During the virtual meeting, you can gauge the disposition of the client, such as if there is a conflict between the sellers. [11:06] Tracey suggests being more productive during a virtual meeting. Share your screen and show a few properties virtually. You can rule out properties without driving to them. [12:34] The stories Tracey shared were not random strangers showing up. They were a client and potential clients. This opens up awareness beyond what we have been taught. Tracey has talked to thousands of agents and is active on social media. She has conversations with agents who think they have nothing to worry about. Criminals have cars; there's no such thing as a safe neighborhood. [13:45] In the "nicer" neighborhoods, where you think you're safe, that's where criminals assume that the rich agents are. Tracey shares a recent story from Las Vegas of an assault against a female agent in a model home in broad daylight. It can happen anywhere, anytime. Always be alert and aware. [14:27] Tracey's job is somewhat challenging. She works hard to get the message out to male agents. You may not think you need to hear what she has to say but it could save your life or save them some trouble. [14:54] Monica returns to the idea of showing properties virtually, especially for clients who cannot conveniently come into the office. It's a great first step for safety and also for having a conversation about where the client wants to live and what kind of house they want. Before getting in a car and driving around, the agent will get a better v

In this episode, Leigh Brown asks if you believe we are in a new market shift in real estate. You will be able to get some great insights and suggestions from Leigh as she is one of the most well-known speakers and thought leaders in the real estate industry. She has been selling real estate for several years and is the founder of One Community Real Estate® in Concord, NC. She has written three books, hosts two podcasts, and speaks all over the country. Leigh and Monica discuss the information REALTORS® can get from their MLS, their Chamber of Commerce, as well as the news, in order to inform their clients of the most up to date information. They also discuss the importance of networking, and using data to help make decisions. Leigh insists that REALTORS® need to keep current on changing conditions and educate their buyers and sellers with the most relevant information in order to navigate this market shift. [2:35] Monica welcomes Leigh Thomas Brown to The Center for Real Estate Development Podcast to talk about The Shift. Leigh compares the shift in real estate now with the shift in '07. [5:23] You have to figure out the new conditions in a shift. In March of 2020, a house that earlier would have sold in minutes was sold in seven days. Now it takes longer. The busiest REALTORS® see the changes in the marketplace first. Once you see them, you need to educate sellers and buyers or you will get behind the REALTORS® who will figure out the shift and leapfrog you. [7:16] In the big recession in 2007, REALTORS® didn't see the shift, didn't get educated quickly enough, and didn't adapt their expectations quickly enough. If you're not dialed in, you can hurt people. [8:11] Monica watches her local group's Facebook pages to stay current with local market conditions. It's also great to see local REALTORS® supporting newer REALTORS®with their experience. [10:43] Going to in-person events allows you to build relationships that will last through your career. Take classes to network with long-time mega-listing agents. There is no better resource for an early-career REALTOR® than a long-time agent who has been through a shift. They know how to conduct themselves when the phones stop ringing and everything seems to be coming apart. [12:46] Leigh tells how she acted in 2007 when her phone stopped ringing. Going to events would have helped her. An experienced agent would have reassured her that houses will still be bought and sold. [13:56] Leigh defines a shift as market conditions that cause people to behave differently in real estate. She notes several market conditions that have happened together. An agent can see a shift first by keeping track of Days on Market and price reductions on MLS. [17:04] Leigh lists some of the conditions defining the current shift, showing how complex the real estate market is. Being a real estate professional doesn't mean being a financial/business expert but you need to be aware of what's happening. It helps you talk to your clients who are also reading the news. Real estate is a financial tool as well as a living and home tool. [17:50] Monica refers to Episode 70, featuring Josh Cadillac, about the different areas that affect the real estate market and how to talk to clients about them. [19:43] Leigh tells how an agent in her office used statistics from MLS. MLS is much more than bedrooms, bathrooms, and prices. Put the best information possible into the MLS so every agent has the information for their clients to create a match. Check out the History button on every comp property. Print it out and attach it to the comp. Highlight all the times it has changed price. [23:55] Let people know markets are fluid in a shift. Also, every house is a combination of condition and price. Look at Feedback on the listing to see more about the house. [26:02] Call your MLS and ask the data person to do training at your brokerage. Learn how to use the Statistical Analysis Module (SAM) to look at the month-over-month of ZIP Codes or neighborhoods to come up with an accurate market value price. You will be the most educated REALTOR® at the table. Most listings occur at the end of the month. Things change every day. [30:01] The future is coming at us quickly. Dig into the data now. Take classes at your MLS or have them come to your brokerage. Learn it now. Only REALTORS® can dig in and analyze the last six weeks of data. The three-month data doesn't matter. Monica shares an anecdote about how they first saw this shift. Using the data is a skill all agents need to have right now. Train your client with the data. [32:30] Look at the NAR profile of home buyers and sellers. Clients want greater transparency. They wish we told the story better. When you're discovering all the data points, explain what they mean to your client. You will have a client that understands where you're coming from. [33:32] Train your clients to understand the data. They will receive it, own it, and make informed decisions about what to d

This episode, with Chris Linsell, covers one of real estate's most popular topics: CRMs. Chris is an expert reviewer of customer relationship management systems, or CRMs, the organizational tool that all real estate professionals need to have in some form. He discusses how to use a CRM, why you should use one, and the benefits of having this system in your business. Chris and Monica discuss many important tools for real estate professionals, including broker-centric systems that many of you have access to in your brokerage firm, as well as their favorite independent systems for you to consider. Listen in for timely expertise on CRMs and more office tech. Announcement: The Center for REALTOR® Development has migrated all of its educational tools to one website: Learning.REALTOR. [1:51] Chris Linsell is an expert and reviewer for customer relationship management systems. [4:09] As a consultant, Chris stays up with tech and real estate trends; he needs to know a lot about a lot of things. [8:18] We all must manage customers and relationships. Most agents think of a CRM as difficult technology and software. Technology provides the tools we use to create the business that we want. Those tools are often based on the internet. But don't overcomplicate things. [11:01] If you want to scale, you are going to need better technology. You cannot share a spiral notebook or an Excel sheet with your associates. Agents need to keep up with leads and current clients, their deals, and their client database. [14:21] Chris's top CRM recommendations for real estate professionals. [23:56] Compared to general-purpose CRMs, these real-estate-based CRMs give you an amazing number of tools in one piece of software, Chris explains how CRMs substitute for tech stacks. [27:22] What are CRM best practices? [31:30] Chris advises Monica to commit to one consistent place to enter contacts, so she will have all her contacts together. Also, get tech support. Your brokerage may offer you a CRM, but have an exit plan in case you leave. [37:11] Chris always coaches agents considering a CRM to ask themselves three questions: Can they commit to it for at least one year of subscription? It takes time for a CRM to build value. Does this tool solve one major problem? Does this tool provide the opportunity to effectively exit it if needed? [39:53] The software is constantly upgrading. [42:38] More best practices for CRM use. [50:35] Additional tasks: Set up an automated branded text messaging and email message combination for new contacts. Look at how your CRM integrates with other tools, like ringless voicemail drops. The CRM has a list of tools that can be used. [54:14] A CRM is only as valuable as the time you put in on it. In the beginning, you will put more time into it while you learn to use it. [55:17] What do agents need to know about predictive analytics? Predictive analytics is the use of big data to understand better and make better predictions about what's going to happen next. Chris shares an example of predictive analytics for lead generation for the next 12 months. [57:50] Big data sells predictive analytics to real estate companies; small companies can access the same insights as large corporations. Chris gives an example of how you have already used predictive analytics over small sets of data. Predictive analytics tools use larger data sets for greater accuracy. [59:44] Chris lists some predictive analytics tools for real estate agents. He predicts that predictive analytics will be pretty mainstream within a year. Monica has been watching the vendors for a while! [1:04:00] Chris's final word of advice! [1:05:21] Monica thanks Chris Linsell for bringing his wisdom, experience, and a willingness to call her out for the flaws in her systems! Who is helping you learn and level up in areas of your life? Every day is an opportunity to learn something new in business or life. Are you looking for those nuggets and the people who will share them with you? Guest Links: https://theclose.com/real-estate-tech-companies/ https://theclose.com/predictive-analytics-overview/ https://theclose.com/real-estate-lead-management-strategy/ https://theclose.com/best-real-estate-crm/ https://theclose.com/market-leader-real-estate-lead-conversion/ ChrisLinsell.com TheClose.com The Matrix Excel "The Best Real Estate CRM for 2022: In-depth Reviews & Pricing" LionDesk® MarketLeader® Zillow® BoldLeads BoomTown Elevate Social ProTM AI Elevate Real Estate CRM Review + Video Walk-through Jasper IxactContact® TopProducer® PropertyBase WiseAgent Follow Up Boss Tech Stack (Solution Stack) Facebook MLS Gmail ReMax Coldwell Banker Real Estate One Keller Williams EXP "Compass acquires Contactually" Outlook MailChimp SlyBroadcast Slydial Offrs Revaluate NAR Annual Additional Links: Micro courses found at Learning.REALTOR Crdpodcast.com Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates [email protected] Host Infor

Do you have a succession plan for your business when you want to leave it? Whether you have created a business that you wanted to do for life, or you decided, "I'm going to move on and take a different direction for my life, or for my business," this conversation on phasing out of your business, and creating long-term financial resources and assets, is for everyone. Our guest, Renee, will help you see ways to invest in yourself and your business to meet your long-term goals.​ [2:32] Renee Williams is passionate about holistic business success, which includes finances, strategic planning, and retirement with passive income. She hosts the Agent Exit Podcast. Exit Strategy is huge! [3:43] Renee and Monica talk about bucket lists, plans for retirement and Monica's current Big Why. [5:05] Renee talks about "someday" goals and being intentional in making them happen. [6:42] Research shows that anticipation and planning for something can provide as much enjoyment as the activity itself. Take a phone video of yourself telling what your ideal exit strategy would be. Watch it in a year and see what steps you've taken. [10:15] It's a lot easier to make the transition to exiting production when you have a written plan! What does exiting production look like if you want to keep some income after your last commission check? [11:50] Ways to exit production: Sell your business. Invest in rental properties. Revenue share or profit share, depending on your brokerage. Receive equity in the brokerage if offered or in another business. Draw down on your Solo 401(k), IRA, funds you have already set aside, and savings. [13:11] 1. How to sell your business. Renee recommends Nick Krautter's book, The Golden Handoff. Nick shares step-by-step instructions to sell your book of business to a known broker. [15:57] Selling your entire business includes the database, assets, name, logo, team, and more. You may need a business broker to help you. [18:53] As part of your planning, hire a third party to look at your business and tell you what needs to be renovated or fixed. [22:03] If your brand is your name, it will be hard to sell your business. Rename it long before you sell it. [25:58] Renee tells how she refers clients to other agents when she is busy. [30:10] 2. Real estate investing is low-hanging fruit and there are many ways to invest. [32:50] Monica invites you to listen to her episode on referrals with Gary Rogers and her episode on cash-based investing with Rich Arzaga for information. [35:17] 3. If your brokerage offers revenue-sharing or profit-sharing, take advantage of it! [38:12] 4. Are you with a brokerage that will allow you, if you are a top producer, to own equity in the brokerage? Ask. Times are changing for brokerages, too. They may be looking to share the burden. [41:55] Get someone to represent you in selling your business. There are many ways to structure a sale. [43:10] 5. Savings — when you have a transaction complete, you need to put some into the business, use some for personal expenses, set some aside for taxes, and put some into savings until retirement. [44:51] Renee is heavily into real estate investments; her husband has stocks and some crypto. Solo 401(k)s and self-directed IRAs can both be invested in real estate. [46:18] Monica suggests listeners listen to the Rich Arzaga episode linked below for information about finding an investment advisor who is knowledgeable about real estate. [47:23] Renee's advice: go to Financialwellness.realtor. There are great tools to help you figure out what your financial goals are for your age and what kind of plan you need. [52:07] Knowing your "number" so that you can sustain the lifestyle you want after you exit production. [52:30] Looking at what debt you can pay off now so you can get to your exit number. Social Security may not be enough for you. [54:04] Renee's final word is you don't need anybody's permission to plan your exit! Write a plan and make it plain. It is absolutely doable! [55:05] Monica invites you to go back through past episodes to find topics you need to help you be more successful in your business. Use this podcast as a library! The earlier episodes are as relevant today! Tweetables: "We have to be intentional if we want 'someday' to actually happen. … Have an actionable plan so someday occurs. … Planning is free! It doesn't cost you anything to write a plan!" — Renee "If you think real estate is expensive now, just wait! Just wait! It's going to get higher! So, there is never a bad time to buy a duplex … a triplex, or a quad!" — Renee "Get a property manager. If you get too many [units], then you hire a property manager." — Monica "The equity is just going to be phenomenal. There's just really no reason for us not to be purchasing some sort of real estate." — Renee "It's good for us to get help … because we don't know everything!" — Monica Guest Links: Renee Williams Group Renee on LinkedIn Agent Exit Podcast with Renee Williams Nar.realtor/researc

Real estate is intertwined with the economy in so many ways, and real estate agents can sometimes have a hard time connecting these external factors with the home buying process. Our guest, Josh Cadillac believes in closing customers for life, which means building expertise on a deeper level that goes beyond the specifics and square footage of a home. When you give your clients context within the home buying process, not only does it help their future, but it means you're on a path to creating a lifelong customer. [3:00] Josh and his background in real estate. [5:30] Josh talks about his motto, "Close for Life." [6:45] It's an important part of Josh's life to do work that you're proud of, to have a life you're proud of. [7:40] Diving./, into the actual raw product real estate agents sell. [10:20] Sometimes there's a disconnect between real estate agent and customer. Why is that? [14:55] Real estate agents need to make the case on why a customer should trust them. [20:45] Sometimes just talking to your customer about the market and reciting facts can provide a lot of insight and trust with them. [25:45] Older real estate agents need to understand that the world, and the market, are much different than when they first started selling properties. They need to provide context to the younger homeowner. [32:50] Homeowners in distress still can grab an amazing price for their property. A real estate agent has to set the frame right so that they get the most out of the property. [33:25] We are not in a 2008 bubble. There are not a lot of people in negative equity positions. [34:00] Why do investors love real estate in times of high inflation? [39:35] Real estate has always been a good hedge against inflation. [44:00] Josh shares his thoughts on motivation and how you can motivate your customer to be more excited about the home buying process. [50:35] We need to stop trying to close deals and start trying to close customers for life. Tweetables: "A path to a fulfilled life is to take every part of your life, and have it /./.be something you do with excellence." — Josh "Because of the inflation we're seeing, real estate tends to be more attractive to investors. The reason for that is real estate tends to appreciate when there's inflation and rents tend to go up." — Josh "A house tends to be the perfect hedge for inflation. If you're renting, your rent will go up, but your wages usually won't go up. Wages tend to trail inflation." — Josh Guest Links: Joshcadillac.com Josh on LinkedIn Nar.realtor/research-and-statistics Additional Links: Microcourses found at Learning.REALTOR Crdpodcast.com Learning.REALTOR for NAR's Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates [email protected] Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® [email protected] MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Joshua Cadillac ACE, CCIM, CDPE, MCNE, CRS, CRB, ABR®, GRI, RSPS, CSSA, CCFA, CIAS, MRETE, e-Pro, SFR®, BPO-R, CFA Master, TRC, LMB, AHWD, C-Rep, M-rep, CPMS, CIPS, DPP, PSA, ASP, SRS, LGC, CAM, LHI, Leed AP, RRP, LMA, LMR Prior to entering the real estate industry as an agent, Josh was a commercial real estate investor and business owner of restaurants and other related companies. He started in real estate full time in 2008 and within the first two years, earned his broker license and many of the most prestigious real estate-related designations that exist. After a few years, Josh transitioned into a leadership role at the brokerage where he worked, assisting, training, and even mentoring agents to help them achieve success and reach their full potential in real estate. During this time, he learned the mistakes that many agents make that successful agents avoid and developed his philosophy of "not just closing deals but closing customers for life." Investors are one of Joshua's specialties and one of the many clients he enjoys working with. Joshua has a robust knowledge of the financial aspect of real estate and has worked as an investor himself, successfully flipping numerous properties both distressed and non-distressed. Josh took his passion for investing and helping agents close more deals (and customers) they already had and put together the ACE 2-day training course. Recognizing the tremendous lack of financial literacy that exists in popular culture he also wrote an easy-to-understand guide to how money works called The Roadmap to the American Dream. Since then Josh has written several courses on how to achieve excellence in the various parts of the real estate business. He continues to work with clients in buying and selling their property, honing his skills, and making sure the information he provides is the most accurate and relevant it can be for the agents he teaches. When he isn't busy closing deals and teaching, Josh enjoys a number of interests and hobbi