Explore every episode of the podcast Center for REALTOR® Development
| Title | Pub. Date | Duration | |
|---|---|---|---|
| NAR Grants, Tools, and Resources for State and Local REALTOR® Associations To Turn Ideas into Actions with Christine Windle: Part 2 | 18 Nov 2025 | 00:29:56 | |
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, REALTORS® will be seen as trusted advisors. The community will want to have REALTORS® at the table on future projects with smart growth and affordable housing. [9:56] That's the end game. These projects help the relationships grow as a result. [10:05] Monica reviews the uses of Housing Opportunity Grants from Episode 1. They can be used for events like Housing Fairs, Financial Literacy Programs, Education for the public on Down Payment Assistance, and Education for the REALTORS®. [10:27] Christine says a lot of the funding goes toward Housing Fairs. Christine feels inspired by a model that comes from the Sacramento Association of REALTORS®. Jessica Coates, the AE, and her DEI Committee put together the Find Your Path to Home Ownership Expo. [11:03] This Expo draws hundreds of people with the support of the Housing Opportunity Level 2 Grant of up to $7,500 to support the venue rental, the workshop speakers, marketing materials, and the food that brings in the community. [11:23] This effort is led by their DEI and Fair Housing Committee. The event combines their affiliate vendors. They put in exhibits and expert-led sessions. Then they do panels of first-time buyers to showcase the journey that they've gone through. [11:40] In addition, they leverage strategic partnerships, their multicultural real estate groups, and also their outside business folks, like Home Depot, to provide support. Home Depot came in and did this little activity for the kids, so the parents could attend the workshops. [12:01] The response was so positive that they're committed to doing this as an annual event. That's what we like to see. And the grants can be used over and over and over again for the same initiative. Go to the REALTOR® Party success story on this. [12:24] Search for REALTOR® Party Success Story Sacramento Housing Fair, and see the images, see the pictures of the REALTORS® involved, wearing their REALTOR® shirts. Jessica was interviewed by the media. REALTORS® are out there teaching and building partnerships. That's the standout example. [12:52] You can go it alone, but there's no I in team. When we leverage partnerships and build relationships, we're telling the community, We are the source for real estate; we are the source for this information, and they begin to rely on it. [13:42] Christine says the partnerships are driven by the type of initiative. In the previous Housing Fair example, those partners were multicultural partner organizations and business leaders. We've also seen partnerships for Homebuyer Education with Housing Counseling entities. [14:00] If there's an issue on housing affordability, where an association wants to work to change the Zoning ordinance to encourage more mixed-use and units that are affordable for the workforce, they may want to partner with the municipality, chambers of commerce, and business improvement districts. [14:22] They may want to partner with business leaders individually who are having a hard time finding workers to staff their business. Those are stakeholders, along with community foundations; those who serve the underserved, who want to ensure there is housing on every step of the ladder. [14:42] Universities in the area can be key partners in terms of data and support for student needs. Economic Development entities in the area are key partners. They represent business. They ensure community progress, bringing key business sectors in. The business community needs housing. [15:11] Lean on those folks. Associations don't always need partners. Some quick-build Placemaking or REALTOR® Education Events can be Association-led. The highest-impact efforts that we see bring together public, private, and non-profit strengths. The Level 2 Grants require a partnership for initiatives. [16:07] For a REALTOR® to advocate for affordable housing, the first step is to learn about all the Down Payment Assistance Programs in your local area and with your state Housing Finance Agency. [16:25] Monica refers you to the episodes with Skyler Lemons (Episode 114) and Kameron Kang (Episode 115). Monica says to look back in the library for those episodes. You have buyer help options. [16:39] Christine says the second step is to be a community advocate. Advocate for a diverse number of unit types in your community. Take the NAR Planning and Zoning Resource Course. Understand the fundamentals of planning and zoning through Smart Growth Plans. [16:58] Learn the vocabulary. Accessory Dwelling Units (ADUs) and Affordable Dwelling Units, what's the difference? Missing Middle Housing, By-Right Approvals, Parking Minimums. Those are tucked into the planning and zoning course. Build relationships before you need them. That's most important. [17:33] Monica has seen in her community that the developers are ahead of the REALTORS® on some of those issues. They are knowledgeable about some of the things Christine mentioned. There will be a lot of future conversation about Smart Growth, Urban Growth, Waymos, and all the self-driving vehicles. [18:22] Developers are involved in planning as part of their business. They have to understand land use and how these projects can come to life. They are key partners in all this, the Builders Association. It's important at a municipal level. Build relationships and get involved in the civic environment. [18:55] Before getting involved, meet your Municipal Planner, Planning Director, Housing Director, and your Council Member, who represents you. Work with the local Association and attend Governmental Affairs Committee meetings where these policymakers and municipal staff are often invited. [19:17] Christine says that's your opportunity to dig in, to lean in, to understand what they're telling you, what the priorities are, and where the community is in terms of their stage of looking at these issues, whether they're updating their master plan or general plan, or their zoning ordinance. [19:34] Do they have a housing plan or a housing blueprint? Dig in and learn the terms and the governing documents that guide development. It's important. From the REALTOR®'s standpoint, the biggest value is bringing data and stories from clients. [19:53] The decision-makers need you to be knowledgeable. But bring that data and bring those stories about that first-time buyer that you've been working with for two years, who has lost out on 10 contracts, for them to hear that they're going to leave. [20:13] They're coming in to support this new company that Economic Development brought in, and they are still renting. That's a powerful message coming from a sales standpoint, from the REALTOR® standpoint in terms of just hearing the angst. And the elected leaders need to hear that as well. [20:36] That's their future. If we can't house the future, I'm not sure where we're going to be. The other opportunity is to host some education with the local association. What does density look like? The communities encounter a lot of not-in-my-backyard sentiments. [20:55] REALTORS® can come to the table to help the community understand what good design looks like and what the community needs in terms of improved walkability. The Community Outreach Program can underwrite public education and coalition-building, and the ability to bring these types of units to life. [21:23] Seeing is believing. What does this look like in my community? The Smart Growth Level 2 Grant can be used to put together a community visioning session. Get people in a room. [21:34] This is the sticky note session, where you have maps and design, and people can understand and say, "Wow, this is going to be amazing!" instead of, "I don't want that." [21:46] The REALTORS® could be front and center and lead those conversations with community planners, and there are lots of different opportunities for them to do so. [22:04] Monica was at a great sticky note session, but the local association hadn't been invited. Monica suggests REALTORS® should become so engaged in their community that it becomes normal to invite them to these meetings. Monica thinks REALTORS® and communities could work together better. [23:09] Christine shares a recent story. The Oklahoma City Metropolitan Association of REALTORS® has been working on an ADU ordinance for a long time. They have been trying to move the needle on housing supply. They have had forums, engagement, and education for their REALTORS®. [23:33] Christine says this year, they were able to work with the city to have real conversations about diversifying housing. They turned to another resource, the Housing Opportunity Grant, to support funding, having conversations, and meetings. [23:54] Then they turned to the Land Use Initiative, an important resource in the Community Outreach portfolio. This program has been in place since 1998 and allows associations to submit proposed ordinances on housing and community development issues. [24:14] And then we give them legislative advice and talking points on those ordinances. So they leaned on that program to advocate again for an Accessory Dwelling Unit Ordinance. They went through multiple drafts with the municipality for about six months. [24:29] They leaned on the LUI for advice on what each draft said. And at the end, they were able to get the accessory dwelling unit ordinance passed, seven to zip. It took a long time. It was done through conversations with their members, conversations with the municipality. They had a policy forum. [24:58] It also took deep relationship building. That doesn't happen magically. They worked hard on that. And there's a Success Story on it. If listeners are interested in more information, they can go through that. [25:14] The Community Outreach Grant and Resource Program is for long-game issues. Nothing happens overnight. You can't go to Amazon and get a good housing policy. You have to work on it for years, and you have to build relationships for years. [25:32] Christine goes back to her original point. Meet with the people in your community. Listen, talk to your local association, become knowledgeable, figure out "what if," and "what's next." Lean on Community Outreach for Grant and Resource support with your local association. [25:49] It's going to bear fruit for you as a REALTOR®, not only in getting to know community members, elected leaders, your association staff, but also your REALTOR® community. [26:02] That agent could be on the other side of the transaction one day, and you've gotten to know them through local and state association involvement. [26:10] Christine says, I'm inspired every day about what REALTORS® do, honestly. And their activism is amazing. And we're just so proud to help support that. [26:20] Monica says, Christine, thank you so much for all the work that you do with the REALTOR® community and the very real and actual help that you provide to associations and members, and indirectly/directly, to the public. [26:37] That's what we're about, helping our buyers and sellers get more of what they want, and you're helping us help them get what they need. I'm very grateful! I'm grateful to introduce you to our REALTOR® community in a bigger way. [26:59] Christine's closing remarks: If you're feeling inspired but you're unsure where to begin, I can't say this enough: Start local. Reach out to your local association. Ask about the committees that focus on Community Development, Land Use Policy, Housing Opportunity, and Fair Housing. [27:16] There are so many ways for you to plug in as a REALTOR®. You can volunteer for an association-led initiative, such as a Housing Fair, or attend a local zoning meeting with association staff and listen while they talk about ordinance changes. [27:36] Help your association plan a small-scale Placemaking Project like a small-scale park. You don't have to lead right away, just show up. Showing up is a powerful first step. Remember, NAR offers Grants and Resources to help associations make an impact. You're never going alone on this. [27:59] Thank you so much, Christine Windle from NAR. I'm excited about this topic because it's been known to me, and I'm so excited to bring it to you all, to help you become more engaged in your local communities. [28:13] As I've been growing in this, a few things that I've done to learn more, besides going to the meetings, to the NAR architectural tours at the annual meeting, and the legislative meeting, I've been reading the NAR magazine On Common Ground. You can find that online. Lots of great education there. [28:31] I've been following developments in my community. It will go through the planning commission, the city, and the county. I'm watching these things. So if you want to become more involved, and we hope you will, consider taking the Planning and Zoning Resource class at Learning.REALTOR. [28:48] Go to the show notes, and you can see the links from some of the stories that Christine shared to help you learn more about these programs. Ask your local and state associations if they're applying for these and how you can be involved. [29:00] Join the Government Affairs Committee. I find that one so fascinating myself. So thank you so much for joining Christine and me, Monica Neubauer, for the Center for REALTOR® Development. I hope to see you out there. [29:14] I know you want to be part of the solution, and I know you want to help more people pursue their dreams. So as you're out there learning and growing, I know you're just going to go out there and sell some more houses. Thanks so much.
Tweetables: "The Fredericksburg Area Association of REALTORS® worked with the town of Orange to create a needed community park space in a once-vibrant African American business district. … The Placemaking Grant helped offset the cost of benches and interpretive panels." — Christine Windle
"Jessica Coates, the AE of the Sacramento Association of REALTORS®, and her DEI Committee, put together the Find Your Path to Home Ownership Expo. This Expo draws hundreds of people with the support of the Housing Opportunity Level 2 Grant of up to $7,500." — Christine Windle
"Advocate for a diverse number of unit types in your community. Take the NAR Planning and Zoning Resource Course. Understand the fundamentals of planning and zoning through Smart Growth Plans. Learn the vocabulary." — Christine Windle
"[Community planners may say,] 'I heard the REALTORS® want to get involved in smart growth, and they're really concerned about affordable housing. What do they think? We need to have them at the table.' So that's the end game." — Christine Windle
"The decision-makers need you to be knowledgeable. But bring that data and bring those stories about that first-time buyer that you've been working with for two years, who has lost out on 10 contracts, for them to hear that they're going to leave." — Christine Windle
"Meet your Municipal Planner, Planning Director, Housing Director, and your Council Member, who represents you. Work with the local Association and attend Governmental Affairs Committee meetings where these policymakers and municipal staff are often invited." — Christine Windle
"Help your association plan a small-scale Placemaking Project. You don't have to lead right away, just show up. Showing up is a powerful first step. Remember, NAR offers Grants and Resources to help associations make an impact. You're never going alone." — Christine Windle
Guest Links: Christine Windle, Director of Community Outreach at the National Association of REALTORS® NAR REALTOR® Party Community Outreach Center for REALTOR® Development 114 with Skyler Lemons Center for REALTOR® Development 115 with Kameron Kang NAR Planning and Zoning Resource Course
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Christine Windle Christine Windle 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 of programs, grants, and services designed to strengthen state and local REALTOR® association advocacy on public policy issues.
With over 35 years of experience in advocacy, communications, organizational leadership, and PAC fundraising, Christine previously served as CEO and Public Policy Director of the Dulles Area Association of REALTORS® in Loudoun County, Virginia. She also held roles at NAR as Community Development Policy Representative and staffed key committees focused on smart growth and housing needs. Her additional experience includes advocacy roles with the American Institute of Architects, the National Society of Professional Engineers, and as a congressional intern for Rep. Steny Hoyer (D-MD).
Christine holds an MPA from George Mason University and a BA in Political Science and Economics from the University of Maryland. She is also a REALTOR® Association Certified Executive (RCE).
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| 118: NAR Grants, Tools, and Resources for State and Local REALTOR® Associations To Turn Ideas into Actions with Christine Windle: Part 1 | 04 Nov 2025 | 00:35:16 | |
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 associations are leveraging Level 2 to partner with the municipality to do outreach on Saturdays, where their REALTORS® and affiliates are teaching to help build awareness about education. [10:15] Monica asks about Placemaking. The definition is not complicated. It's making places better. I see that as a high-level term used a lot in zoning language and in government situations. But I don't think the average real estate agent understands what that is or how easy it is to put in their community. [10:52] Christine says our Placemaking program grew out of our Smart Growth program, which is to help REALTOR® associations and REALTORS® engage in building better and more livable communities. [11:04] Think walkability, mixed use, housing affordability, and transit options, growing in versus growing out. That program was being designed in the late '90s. And then, as it grew over the decade, the Placemaking program came about. [11:22] Placemaking means different things. But there was recognition that local associations could get involved in helping build more vibrant communities tactically. What that means to us is converting underutilized spaces. Think of a vacant lot between two buildings. There's potential with that vacant lot. [11:44] Perhaps it's a pocket park that can go in there, or what we call an alley activation, where you could put lights and benches, a gathering spot for the community to get together and to help recognize and realize the potential of that space. [11:59] Once you redesign that space and bring life to it, then the other areas of the town become vibrant. And so what we call Placemaking is quicker, lighter, cheaper projects. [12:12] Christine gives an example. Take that pocket park, where you're putting benches together, maybe put a game table, and lights. The community says, I would like to have lunch there. Let me go to the local deli. That's a spot. You want that to be an attractive spot. [12:27] It's also used for trail heads as well to connect communities and to build parks and to build dog parks, anything that brings in vibrancy. It's an exercise as well for the REALTOR® associations to build partnerships and relationships with local elected officials. [12:46] Often, the association will have an idea, they'll bring it to the municipality, the parks director, and the elected officials, and they'll come together with a plan. The grant can provide support of up to $7,500 for that improvement. There's a lot of potential. The projects must be under half a million dollars. [13:04] It's called Quicker, Lighter, Cheaper projects. We're not financing large capital facility projects; we're financing small parks, pocket parks. As of last year, we listened to our associations, and there was an interest in helping to refurbish some of these smaller-scale initiatives and community assets. [13:26] Local associations can kick in funds to replace that bench that's been there for a long time, and to refurbish a smaller-scale community asset. Christine adds an important aspect: the lot must be publicly owned, not private property or owned by a non-profit. It must be owned by the municipality. [14:16] There's a reason for that. We want the area to be vibrant for years to come. Once the municipality commits to that, we know that that investment from an NAR standpoint is going to stay. And we don't want to put any type of REALTOR® Party dollars toward anything that enriches an individual. [14:40] We want it to be accessible and open to the community at all times. You can't lock it up for a period of six months. It's fine if, at sunset, you have to lock up the park. It has to be accessible to everyone. [15:18] Monica asks about Smart Growth. Christine says to think of Smart Growth as bringing homes near jobs and the ability of residences and businesses to improve walkability and infrastructure, ensuring community revitalization efforts move forward. [16:06] Christine says, think about infill as an example, where we have a vacant building. Is there an opportunity to ensure adaptive reuse or to bring in and develop mixed-use, to create a place where people can live, work, and play? That's the essence of smart growth. [16:31] It's bringing homes closer to jobs. It means safer streets for people walking and biking. A lot of our associations are doing walkability audits to expand sidewalks and put in crosswalks so people can travel safely from one place to another. It has zoning that welcomes a mix of housing types. [17:15] Monica notes that, going to a municipality with potential grants and education, an association can bring more to the table than just a request. [17:42] Christine adds that the program offers a suite of resources, including grants, education, and funding programs that allow technical assessments to help diagnose a real estate problem to ensure smarter growth. [18:00] There are lots of opportunities. We work with all of our local or state associations and meet them where they are in their journey on building better communities, in their journey on smarter growth. So proud of our team. We have Hugh Morris, who has been with us for 20 years. [18:18] He is an urban planner. He has a different lens in terms of helping design educational plans for local associations and helping them with their journey. [18:29] Hannah Dannenfelser, our manager of grant resources, came to us two years ago, helping us focus on Placemaking and really putting together some amazing and incredible toolkits and resources. [18:42] She has a blog to inspire you. She manages our Fair Housing and our Rural Outreach program. We've got a heck of a team! If there's one thing to take away from this podcast, it's that the staff and the committees are here to help local associations leverage these resources to benefit their communities. [19:11] As a real estate speaker, Monica has been invited to many smaller cities across the country. Speaking to those areas, Monica says, if you have a part of your area that needs a little attention, you can help in any phase. It can start with a study, or funding a Housing Fair, or funding a park. [20:07] Monica sees so much potential and excellent energy happening in some of these small cities to create more housing options for people nationwide that she's excited to get this out to our listeners! [20:25] Some places are working so hard to create beautiful spaces, and Monica wants you to know this is available for you. [20:46] Christine says, We meet people where they are. We have a grant for every association. Christine shares an example: Our Rural Outreach Grant Program. This is designed for local associations that have a chartered footprint that includes a municipality with a population under 30,000. [21:11] This grant, put in place three years ago, has helped those local associations put together forums on rural infrastructure, information on getting broadband, and addressing onsite well and septic education with our members. An association in Virginia had an educational field trip on wells and septic systems. [21:55] Other examples are flood plain education and environmental open space preservation education. [22:09] The Community Outreach Program has a tool for local and state associations to reach them. It's the Community Outreach Planning Session. It has been wildly successful since the pandemic. People sign up with Signup Genius and schedule a meeting with the entire team. [22:32] Sometimes other grant managers from different programs will participate. The association asks to talk about X, Y, and Z. We need help with this. They set up a Zoom meeting and spend about 45 minutes or an hour with the association, designing their program and listening to them. [22:56] We listen to what their priorities are. Our team responds to a grant or resource that could help. And then if there's something else that is on their mind, they want to reach NAR on, we of course send them to the appropriate person at NAR. Christine loves spending one-on-one time with associations. [23:24] The local associations are welcome to bring their leadership. We have been on Zoom calls with entire committees and their spreadsheets, deciding how the grant program can support their advocacy priorities. It's a ton of fun and a learning experience. It helps establish a relationship. [23:44] Christine says, Our goal with the Community Outreach Program is for local and state associations to keep these programs top-of-mind as they work through their advocacy initiatives, and discuss these priorities. We want to build a relationship with them. These planning sessions help. [24:02] Associations are always welcome to text or email the Community Outreach Program. They do that when they need help. It's OK. Just reach out to Hugh. Just reach out to Hannah. Just reach out to Christine. [24:38] Monica gives kudos to those local and state associations that have already reached out to the Community Outreach Program and the staff at NAR. We want to see more people do that, which is why we have this episode today. We're trying to educate some more folks. [25:06] Monica brings up the grant opportunity of up to $3,000 to support education for REALTORS®. These grants can cover instructor fees, materials, and curriculum development. Christine says she's hoping our local and state association education directors are listening! [25:46] The Community Outreach Program has several grant programs that offer up to $3,000 for eligible initiatives. They would love for the local associations to take advantage of it. The highest use has been the Fair Housing Grant Level One. [26:01] Last year, we had a hundred local and state associations approved for that Level One to teach Bias Override and Fair Housing CE classes. Christine says, That's a low-hanging fruit. My only suggestion, with all of these grant programs, is please apply early. [26:24] Christine lists classes: Bias Override, Planning and Zoning, Smart Growth Level One, and any type of zoning course; it doesn't have to be our zoning course. The idea is to teach REALTORS® and to build knowledge, so Level One is REALTOR®-only. [26:49] If you want to go wide and go to Level 2, you're welcome to do that. We have a lot of local associations teaching Planning and Zoning and Bias Override, and inviting partners, the construction industry, and elected leaders. That's level two, up to $7,500, because you may need a bigger room. [27:13] The Housing Opportunity Level 1 is being used to teach housing opportunities. If you're a new REALTOR® trying to find the down payment assistance programs available in your area, the local association could put together a program to teach REALTORS® about that. You could take it to Level 2. [27:38] Rural Outreach Level 1 includes well and septic classes, open space preservation, and flood plain education. There's an educational opportunity for the four grants. [27:51] We've also seen ADU workshops. So your municipality has now allowed ADUs. What is that all about? Do a workshop in your local association to teach REALTORS®. Go wide for a Level 2 Housing Opportunity. Maybe consumers want to understand the new ADU ordinance and the design standards. [28:14] Take that opportunity to build great relationships with the community, inviting consumers in. It's inspirational that the local association is taking the lead. Your name is out there, building the REALTOR® brand, and you're ensuring that people know that REALTORS® are leading on these issues. [28:41] Monica says our next episode is going to give you some success stories so you can see a little bit more of how this plays out. You need to apply, and you need to apply early. [28:58] Christine says, The first thing to do, if you're a local association, is study the REALTOR® Party Community Outreach section. We have one page that talks about all of our grants and resources. Also, study the application process and the FAQs, where we talk about eligible expenses. [29:17] Most importantly, sign up for a Community Outreach Planning Session to talk about how one or more grants could help. It's worth taking the time to do that, or just giving us a call and doing a brainstorm. If you're a REALTOR®, get involved with your local association. [29:38] Talk to the local association Executive or Executive Director, the local Government Affairs Director, or the Education Director. Committee involvement is so important. There's strength in numbers. There's no I in team. [30:05] Get involved in the committee. Talk to the board about what's important to the industry. Share your wonderful ideas based on your background. REALTORS® come from all walks of life. Christine is inspired when they come to the committee and they make a suggestion. "Have you thought what if…?" [30:24] So, get in there, network, meet your fellow REALTORS®, support your local association, and, if you're game, rise the ladder and serve on your state association. Get more involved. Get more involved in NAR. [30:40] There is so much there for you and for your business, in terms of relationship-building, knowledge-building, and getting engaged in the community. There are so many benefits for your business and the profession. [30:59] When you're making suggestions, be inspired by those in the room, your fellow committee members, coming up with that idea, always thinking about, can a grant support this? Let me talk to my Association Executive about it, because I heard Monica talk about it a long time ago! [31:21] Save this episode and get back to it after you get involved! It's hard to take in all this information and absorb it. [31:30] Monica says, It is a lot, but you've done a great job, Christine, distilling it into these different areas and giving some snapshots of what's available. Thank you so much for your very clear direction on this! [31:42] Christine adds, about the application process, it opens mid-January and typically closes mid-October, each year. This year, we ran out of money at the end of May. [32:08] Christine's advice is for local and state associations to bring their ideas to the table now, to talk to Community Outreach around the fourth quarter about what they would like to do, and get ready to apply in early January. That gives a chance at the funding. [32:25] Monica says, This is going to come out in the Fall of 2025. Hopefully, some of you have already had some ideas. You can go and plug this right in, but if not, you get those conversations started. If not for a few months, but don't yet. Don't, don't run, but do hurry. Don't run. Do hurry. [32:53] We don't want you to trip, but we do want you to be involved. And you know, you may end up having a call with Christine's team and finding out that there are more pieces to put together, and you may be revisiting it a few months later. [33:05] So some of these things do take time as they create vision for the long-term in the community and for the agents. We're going to wrap up Episode 1. [33:16] Thank you so much to Christine Windle from NAR. We're going to talk about some success stories in Episode 2, so come back and join us there. [22:25] This topic has become known to me because I've gone on NAR Architectural Tours, when you go to the Legislative Meetings, or the NAR NEXT and Annual, and I go to some of the committee meetings, and learn things. [33:38] So I have been following these developments through planning commissions and also in my community in the city and county commission meetings. I'm going and watching how that goes. [33:50] If you want to become more involved, and we hope that you will, you can take the Planning and Zoning Resource Class at Learning.REALTOR. There's an option there. There are also local classes. My association had a Septic Class that's still available on YouTube. [34:09] Your association is creating some of those. Go to some of your meetings and ask your local or state association if they're applying for any of these grants. They may have something in process that you don't know about. Offer to be involved. Join the Government Affairs Committee. [34:30] Thank you so much for coming and joining Christine and me, Monica Neubauer. I hope to see you out as part of the solution for providing more housing options and improving your community. And as you go out there, sell some more houses!
Tweetables: "The Community Outreach Grant and Resource program is designed to help REALTOR® associations … engage in transformational work, bringing REALTORS® to the table in meaningful ways, to support housing opportunity, smart growth, placemaking, and fair housing in their communities." — Christine Windle
"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 quality of life and smarter growth." — Christine Windle
"Often, the association will have an idea, they'll bring it to the municipality, the parks director, and the elected officials, and they'll come together with a plan. The grant can provide support up to $7,500 for that improvement. There's a lot of potential." — Christine Windle
"The projects must be under half a million dollars. Understand, it's called Quicker, Lighter, Cheaper projects. We're not financing large capital facility projects; we're financing small parks." — Christine Windle
"The lot must be publicly owned. It can't be on private property. It can't be owned by a non-profit. It must be owned by the municipality. There's a reason for that. We want the area to be vibrant for years to come." — Christine Windle
"If you're a REALTOR®, get involved with your local association. Talk to the local association Executive, … the local Government Affairs Director, or the Education Director. Committee involvement is so important. There's strength in numbers." — Christine Windle
Guest Links: Christine Windle, Director of Community Outreach at the National Association of REALTORS® https://www.nar.realtor/about-nar/grants-and-funding/community-outreach-grants https://realtorparty.realtor/community-outreach
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Christine Windle Christine Windle 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 of programs, grants, and services designed to strengthen state and local REALTOR® association advocacy on public policy issues.
With over 35 years of experience in advocacy, communications, organizational leadership, and PAC fundraising, Christine previously served as CEO and Public Policy Director of the Dulles Area Association of REALTORS® in Loudoun County, Virginia. She also held roles at NAR as Community Development Policy Representative and staffed key committees focused on smart growth and housing needs. Her additional experience includes advocacy roles with the American Institute of Architects, the National Society of Professional Engineers, and as a congressional intern for Rep. Steny Hoyer (D-MD).
Christine holds an MPA from George Mason University and a BA in Political Science and Economics from the University of Maryland. She is also a REALTOR® Association Certified Executive (RCE).
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| 117: Livable Communities for the 50-Plus Population with Rodney Harrell, PhD: Part 2 | 21 Oct 2025 | 00:31:08 | |
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 apartment, an apartment in the backyard, or an attached apartment; all the different kinds of housing that are under the label of ADU. [9:02] Dr. Harrell said we've seen that explode over the last few years. People are looking more for those solutions. He loves that you have control over your property to make this home that may work for you for a while, work better for you in the future with a one-level ADU in the backyard. [9:32] Maybe you need a place to help take care of an aging relative. Maybe you're the aging relative in the house and want to have somebody in an ADU who can help take care of you. Maybe you need to build one because you want to have some more income coming in. [9:51] You can do so many things by giving homeowners the ability to do what they need to with their property to make it work for them. ADUs are a big way to do that. [10:03] Monica lives in a newer neighborhood, and the lots are too small to support a backyard unit. Monica loves the uses Dr. Harrell described for an ADU. If you have an option to rent out a portion of your house or a second dwelling on your property, that can be huge. [10:43] Dr. Harrell says that even with small lots, there may be ADU options. We have too many people who are limited in housing choices. We don't need to have all things everywhere in this country, but the more we have of these options we're going to talk about, the better off we all are. [11:25] Dr. Harrell says it may take multiple bites of the apple. It may be baby steps before we run. Almost every community can add more options in and the more options we have, the better off people will be. [11:38] The community Monica lives in, South of Nashville, is "growing, growing, growing." Unfortunately, it has become quite expensive. The developers are recognizing that people want to have some commercial properties near them. They want to have some walkability. [12:01] Monica says a lot of "New Urbanism" communities are popping up in various parts of the county. [12:10] Dr. Harrell sees different varieties of that in other places around the U.S., whether it's transit-oriented development (TOD) or the more general category of mixed-use development. Communities that only have homes on large lots can be limiting and isolating. [12:46] Dr. Harrell has talked to so many people whose dream house several decades ago was a large house on a cul-de-sac, but who are now isolated there, and have no other option in their community, and they want to be able to walk to the shop or to their religious institution. [13:04] We're forcing people to adapt to the limited options that are available to them, instead of providing the options that people want. [13:17] There's a pent-up demand for these mixed-use communities and neighborhoods where you can get to different things that you might want to be near, not thinking of your home and family as isolated, but as part of a community. [13:29] Monica suggests that if they're isolated and have a large lot, that goes back to the ADU conversation. That would be a prime neighborhood to consider for that zoning. [13:49] Dr. Harrell highlights missing middle housing, between single-family homes and high-rises. These can be duplexes, triplexes, townhouses, courtyard apartments, or cottage housing grouped on small lots. [14:50] All of these options may have been illegal according to the limited single-family zoning of your community. This frustrates urban planners and potential homeowners because they can't get into a community or find a home that works for them. [15:08] Making it easier to build different types of homes in a larger community allows folks to have what they need. Dr. Harrell sees it as part of a range of solutions that help people become better able to find housing that might work for them. [15:22] Monica mentions community investment programs that help people get into houses. [15:35] Monica likes the concept of the missing middle. The housing is mid-sized, and it can be priced for middle-income families. "Affordable" has become nebulous and hard to define. [16:10] Dr. Harrell says we need all types of housing, whether it's subsidized housing or smaller units; we need everything in this country. This is a zoning-related solution that communities can do, alongside other policy solutions that might bring in housing, as well. [16:59] Dr. Harrell mentions universal design, visitability, or inclusive design. The fact that our homes don't necessarily fit our needs as we age is a problem in this country. [17:14] A Harvard Joint Center study, a few years ago, said that less than 1% of homes had a set of features that supported aging. Things like zero-step entrances, wide doorways, a bathroom on the first floor, and a bedroom on the first floor. Most homes don't meet our needs. [17:40] The study said that nearly 50% of homes had one of those features, so we're not starting from nowhere. It would be better for us if we had more homes that met our needs. [17:52] The AARP has a HomeFit Model Ordinance, a way that states and communities can make it easier to build homes that have those features. There are lots of policy steps that can be made to make sure that homes have those features that we need. [18:14] The intent is to build homes with more universal design features to make our homes work for people of all ages and all abilities. The features work for someone who might be aging, has a physical disability, is a younger person with a stroller for children, or someone with a sports injury. [18:47] Our homes are places not just for ourselves but for family, friends, and others. Housing that limits the ability of folks to visit us, or live with us, safely and happily, is a problem. We can create more options to build homes that have the features we need. That helps accessibility. [19:12] Building homes, the ADUs, and the missing middle can help with more affordable options that can be in places where we need them. The universal design helps us make sure the homes themselves have the features that help support us, regardless of our ability or our age. [19:40] Dr. Harrell says many folks in the industry, from real estate agents to affordable housing advocates, to AARP, and others, are in favor of getting more of these options into communities. The question is how to do it and what policy steps are needed. [20:12] People may have some differences on how to get there. For all of these things, AARP has model acts. They have partnered with a lot of folks in the housing industry across the country on those models. [20:26] Monica brings up the Not In My Back Yard (NIMBY) factor. When people first hear something, it's easy to reject it because we don't like change. We need to be educated on what the results are, for ourselves and the community, for those things. What does Dr. Harrell suggest? [21:33] Dr. Harrell provides two website addresses: One is AARP.org/homeandcommunity. At the Home and Community hub, there are resources designed for real estate agents and others, including homebuyers, to see what has worked for people with challenges similar to yours. [22:14] Dr. Harrell addresses NIMBYism by telling people the option they're opposing might work for them in the future, a friend of theirs, or a relative or neighbor that might need an option like it, someday. Seeing themselves in these options speaks to a lot of folks. [22:45] Dr. Harrell has spoken to people who opposed these options years ago, and who thought their situation would never change, but it has, and now they're stuck, because their community is still not zoned for them. Personal stories are important for changing attitudes. [23:32] Dr. Harrell shares an account of a family friend who lost income during COVID-19 and needed a new place. ADUs were not zoned in his community, and the subsidized housing waiting list was full. After a year and a half, he found something in the next county. He had few options. [24:36] Dr. Harrell's mother would have built an ADU for the friend in her yard if Zoning policies had allowed it, and everybody would have been happy. Examples like this start to change hearts and minds. [25:05] Dr. Harrell doesn't expect to convince everyone that all these housing options are good ideas. He just wants to convince enough people in more communities so that we can have these options. [25:22] The more people who see the kinds of videos and information he's talking about on the AARP.org/homeandcommunity website, the more those people might be able to make a change. [25:33] For policy-minded people and community leaders, look at the AARP.org/livable website, a hub of resources for community leaders to do all the things we've talked about. [25:46] These two AARP websites, one for homeowners and one for community leaders, help you with the information you need in your home and in your community. [26:03] Monica says, This AARP website needs to be a regular resource in our bookmarks! A lot is going on there. Thank you! [26:12] Monica refers to NAR's RPAC and Advocacy Notifications that REALTORS® can sign up to be a part of and receive messages about urgent policy advocacy needs. [26:39] Dr. Harrell says you can get involved with AARP by going to AARP.org and logging in. Then you can choose to receive notifications on a range of AARP issues, including housing and community work, travel, and discounts. [27:16] The AARP.org/livable website has a Livable Newsletter that goes out often and is very popular. Hear about things as they come out. The HomeFit Model Ordinance just came out a few weeks ago. That was featured in a newsletter issue. [27:32] Dr. Harrell says go to AARP.org and find some great information that might be useful for you or for your clients. [27:41] Monica says one of the things that has stuck out through our conversation is that AARP's mission is to help people when they grow older, but we are seeing some of the same housing needs with young people: smaller units and affordable units. Everybody needs this information. [28:06] AARP has information for all issues, for all REALTORS® to use for all clients in some form. [28:18] Dr. Harrell says, One of the issues here is that you can't change the housing in the country overnight. The issues that are impacting today's older adults are impacting tomorrow's older adults, who are younger people, as well. [28:36] So we need to make these changes today, and then they can serve all of us. That's why we have a lifetime approach to housing. All the livable communities things we're talking about here really work for all ages. [28:49] Dr. Harrell discusses an urban planner study of a couple of years ago about all the things people want in their communities: housing options, being near grocery stores, and parks. [29:00] AARP did a survey when they were creating the Livability Index, about what older adults wanted. They wanted to be near parks, libraries, grocery stores, and some of the same things. That showed Sr. Harrell that we have things in common across the ages. [29:14] Dr. Harrell says, "Think about what we can do to make our communities work for people of all ages, all income levels, and all physical abilities. That could be you, a family member, or a friend. So, does your community have what that person needs?" [29:29] "The answer is, it probably could have more. And if that is the answer, then take some of the steps to make that happen." [29:35] That is an awesome final word! Thank you so much, Dr. Rodney Harrell, from the AARP! [29:41] This was such excellent information! Again, we just want to know what else is available in the world, and you have provided so much great information. If our listeners didn't hear our first conversation about the Livability Index, go back and listen to it. [29:56] And, for our listeners, if you just want to expand your education generally on working with the over-50 population, start with AARP, but then, also, add the Senior Real Estate Specialist course from NAR and from the Center for REALTOR® Development. [30:11] You can find live or online class opportunities at Learning.REALTOR. I've taught that class since 2008, and here's what people say: "Wow! I really didn't know what I didn't know!" It's such a valuable class. [30:27] Thank you, listeners, for joining us! I'm Monica Neubauer for the Center for REALTOR® Development. And with all these new tools, go out there, talk to your clients, build some new handouts, send some new things, and then get involved and sell some houses!
Tweetables: "Since we have not built the types of housing in our communities that support aging, we don't necessarily have a lot of housing that meets people's needs at any age and any level of physical ability. Simultaneously … we just don't have enough supply of housing." — Rodney Harrell, PhD
"You don't need to completely change a neighborhood. You don't have to build in a green space that might not work for folks. In the neighborhoods where people already are and already want to be, we can create more housing options." — Rodney Harrell, PhD
"Maybe you need a place to help take care of an aging relative. Maybe you're the aging relative in the house and want to have somebody in an ADU who can help take care of you. Maybe you need to build one to … have some more income coming in." — Rodney Harrell, PhD
"We have too many people who are limited in their housing choices. We don't need to have all things everywhere in this country, but the more we have of these options … the better off we all are." — Rodney Harrell, PhD
"Housing that limits the ability of folks to visit us, or to live with us, and safely and happily; it's a problem." — Rodney Harrell, PhD
"We need to make these changes today, and then they can serve all of us. That's why we have a lifetime approach to housing. All the livable communities things we're talking about here really work for all ages." — Rodney Harrell, PhD
Guest Links: Rodney Harrell, PhD, Vice President, Family, Home and Community, AARP Public Policy Institute
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Rodney Harrell, PhD Rodney Harrell, PhD, is Vice President, Family, Home, and Community (FHC) for AARP. In that role, he leads AARP Public Policy Institute's FHC team of experts on long-term services and supports, family caregiving, and livable communities, and he is an enterprise lead across AARP on housing and livable communities issues.
Dr. Harrell first joined AARP in 2008 and served as a senior advisor and as a director in the Public Policy Institute prior to becoming a vice president. He led the team that created the award-winning AARP Livability Index™ platform, which measures the livability of every neighborhood and community in the United States, and builds on his research on housing preferences, neighborhood choice, and community livability.
Dr. Harrell is a member of the board of trustees of the National Building Museum, is chair of the Champions Council of the Coalition for Smarter Growth, and a board member and past chair of the Board of Visitors for the University of Maryland School of Architecture, Planning and Preservation. He formerly served as the vice chair-policy for the American Planning Association's Planning and the Black Community Division and has served on several local boards and committees in Maryland. He is a member of the Phi Beta Kappa and Phi Kappa Phi honor societies and was named to the initial class of Top Influencers in Aging for his work with AARP.
He holds a doctorate in urban planning and design from the University of Maryland, earned dual master's degrees in public affairs and urban planning from the School of Public and International Affairs at Princeton University, and graduated summa cum laude from the honors program at Howard University with a bachelor's degree in political science.
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| 116: Livable Communities for the 50-Plus Population with Rodney Harrell, PhD: Part 1 | 07 Oct 2025 | 00:28:43 | |
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 community. [8:32] If you're trying to buy a home, take that into account as one of the tradeoffs of living in this place. Dr. Harrell says many people make housing decisions without doing a thorough evaluation of how it might meet their needs today and tomorrow. The goal of the Index is to help fill that gap. [8:50] The Index gives a lot of information, so people thinking about a neighborhood on the East side of town or the West side of town can look at the Index and find out about this neighborhood or that one. [9:04] Dr. Harrell shares that there's no perfect neighborhood. No neighborhood in the country gets 100 out of 100 on this Index. Each community has tradeoffs. Understanding those tradeoffs that you're making to be in this place or that one helps you make a better decision for yourself. [9:36] Dr. Harrell says they put together the Index to help you think about the future and the kinds of things you might need. Many people don't think about the fact that if they're driving today, they might not be driving tomorrow. On average, we outlive our driving years by several years. [9:56] What might happen if you're driving today, but will no longer want to or be able to? Having public transportation options or being able to walk to stores nearby becomes much more important. If you've bought a house but haven't thought about it, that could be a challenge. [10:17] The Index helps real estate customers think about their needs today and into tomorrow. [10:27] Monica shares her experience using the Livability Index. It's incredibly easy. She could see clearly the process they follow to get the scores. Real estate agents can use it as a resource when people ask, "Well, what's it like in your area?" There's so much in the Livability Index. [11:19] Just going through the Livability Index will get them educated about their community. [11:43] Dr. Harrell says they pored over each category of the Index with their technical advisor committee and their experts at the Public Policy Institute at AARP. They wanted something that would tell a narrative about transportation, opportunity, civic and social engagement, and more. [12:03] The Index is about the types of things people want and how to measure that. It's important to have things that can be measured. Not everything important is measurable. Over the years, one of the goals was to make it more user-friendly. Todney says, today, anybody can use it. [12:31] It's a great tool to supplement the other parts of your real estate journey. [12:46] Monica says it led her right through it. She learned a lot in five minutes of easy clicking. [14:14] Monica asks Dr. Harrell what he has learned about the aging population from this data. Dr. Harrell says that lived experience is so important because it gives us the background to understand ourselves and where we are. [14:43] Dr. Harrell says it amazes him how many people don't think they're going to get older than they are today. Whatever life stage they're in is where their mindset is. They address the issues they have at that life stage. One of the big things at AARP is thinking about the future. [15:17] The AARP has an initiative called The Future of Housing. Dr. Harrell asks people who are buying a home to think about the future remodeling they may need. What options may they need, such as a zero-step entrance, a bedroom on the first floor, and nearby transportation? [16:08] If you think about not just where you are today, but where you might be tomorrow, you're going to make better decisions, no matter what decision you make. It will be better if you think about the future. [16:18] Monica thinks the AARP Livability Index™ and this podcast episode might be good tools for real estate agents to share with their customers. [17:10] Dr. Harrell says the AARP launched the Livability Index at the American Planning Association's National Conference. It shows urban planners designing communities, AARP's suggestions for housing near transportation, stores, libraries, and parks. [17:34] That's valuable for REALTORS® as well. They can talk to clients and say AARP thinks that it's important to have someplace where you can walk for exercise and have access to stores, libraries, and places where you can interact with other folks. This neighborhood has more of that. [18:17] Monica and Dr. Harrell discuss mature adults moving into independent housing communities. Dr. Harrell says 10K people are turning 65 every day in the U.S. By 2034, there will be more people over 65 than under 18, for the first time in U.S. history. [19:47] All of what we've learned for centuries about communities and housing is shifting. Aging is here, and it's our future. Dr. Harrell mentions an AARP initiative, "Future of Housing." AARP surveys show that the vast majority of people want to stay in their communities as they age. [21:03] If 80%-plus of older adults want to stay in their home or community, that still leaves a lot of people moving to Florida and Arizona. There will be people trying to stay in their home and community, or find options nearby to downsize. Others will be moving to retirement communities. [22:14] Some retirement apartments are second homes for older adults where they spend a season near their adult children. The AARP Livability Index™ includes a Community Finder tool, where you can enter a core location, like your child's house, and search for nearby communities. [23:07] This feature lets you specify a community with X, Y, Z features near your child's home, or near a university, hospital, or favorite sports team, etc. There's a quiz to take to help you find communities that meet your needs. [23:41] Monica says, Dr. Harrell, this is so much good information! The second episode will talk about policy and come back to the future of housing. Monica asks two questions to wrap up this episode. [23:58] The first question is what fun and quirky things Dr. Harrell has learned that he can share with our listeners. The second is Dr. Harrell's final word on how he would encourage real estate agents right now, and their older adult clients, the bulk of the people buying and selling houses. [24:22] Older adults are a large part of the population, and growing. A quirky question: Dr. Harrell was talking with a woman in her 90s in Alabama. He asked what would happen when she could no longer go up and down the stairs. She said she hadn't thought about it yet. [24:43] It reminded Dr. Harrell that no matter how old you are, you're not too old to think you're too young to worry about being old. All of us need to think about it. There are so many of us who are not thinking about the future. Dr. Harrell hopes we can all do that. [25:05] Dr. Harrell's charge to our listeners: "As you're out there helping people, whether they're 30, 40, 50, 80, 90, or anywhere in between, help them to think about their needs today and also how their needs might change, over time." [25:20] "What happens if their income might shift? What if the economy shifts? What happens if they cannot get up the stairs anymore? Or a spouse passes? Just help them have that thought about their future and their lives." [25:32] "That's what leads to folks having better housing decisions that better meet their needs over time. That's the real goal, by the way, that we have at AARP in this housing space, having people end up in better housing positions than they would have otherwise without our help." [25:48] "And so we create this Index and a range of other things, our Home Fit Guide, so many things that we create that help people get to the homes that best work for them and the options that best work for them." [25:58] "I think all of our listeners are important parts in helping people make those decisions, so please do. Folks out there can use a little help sometimes, making the right call." [26:10] I am such a fan of data, and I'm really quite excited that we had you on the podcast, and that I learned how much data… I'm a member of AARP, and I read your magazine, and there's all kinds of information, but I didn't know all of this! [26:26] So, I want all of us; this is a tool for everyone to use for everything. Don't limit yourself because I love all the data, and we as real estate professionals need to provide as much data to our clients as possible, don't we? [26:40] Dr. Harrell agrees, as much information as possible. There's no such thing as too much information, unless it becomes overwhelming. All the information that you could have, and then put it in a way that people can use it; that's one of the things that we see as important. [26:52] Take all the data and information possible, but then, distill it down to what folks need, and that's what we try to do with the Index, and hopefully, we can do that with all those customers, as well. [27:03] Awesome! Thank you so much, Dr. Rodney Harrell from the AARP! This was, in my opinion, excellent information for us to know about this segment, but really, for all of our clients. There are so many great tips, and this tool is for everyone. [27:19] So, join us next time, as Dr. Harrell and I discuss policies in government that affect our senior community. We'll talk about the future of housing. These are things you're going to want to be aware of and possibly get involved with at your state or maybe your local level. [27:34] If you want to expand your education on working with the over-50 population, or if you want to know more information to help aging members of your family, take the Senior Real Estate Specialist course from NAR and the Center for REALTOR® Development. [27:49] Find live or online class opportunities at Learning.REALTOR. I've taught that class since 2008. It is an amazing treasure trove of information. It's practical and it's immediately implementable in your business. [28:06] Thank you, Dr. Harrell. Thank you to our listeners. I'm Monica Neubauer for the Center for REALTOR® Development. With all these new tools, go out there and have more conversations and sell more houses!
Tweetables: "It's important to think about that aging isn't always the same. It's not necessarily the same as it was, and it's not necessarily the same as it's going to be in the future. It's not the same as it is for everybody else. Your aging journey is your journey." — Rodney Harrell, PhD
"My colleagues and I created the AARP Livability Index™ 10 years ago. It's the world's first nationwide, neighborhood-based livability index." — Rodney Harrell, PhD
"More importantly for me is thinking about folks at life stages. What's going on in your life, with your family, with yourself? That is a better description of you. Are you somebody who's an empty nester, now, regardless of what age that is?" — Rodney Harrell, PhD
"What can we get that tells a story, that tells a narrative about each of these things? Transportation, opportunity, civic and social engagement; the other categories of the index? What are the types of things that people want and how can we measure that?" — Rodney Harrell, PhD
"It never ceases to amaze me how many people don't think they're going to get older than they are today. People think of whatever life stage they're in, that's where their mindset is. They're going to address the issues that they have at that life stage." — Rodney Harrell, PhD
"There's no such thing as too much information, unless it becomes overwhelming. All the information that you could have, and then put it in a way that people can use it; that's one of the things that we see as important." — Rodney Harrell, PhD
Guest Links: Rodney Harrell, PhD, Vice President, Family, Home and Community, AARP Public Policy Institute
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Rodney Harrell, PhD Rodney Harrell, PhD, is Vice President, Family, Home, and Community (FHC) for AARP. In that role, he leads AARP Public Policy Institute's FHC team of experts on long-term services and supports, family caregiving, and livable communities, and he is an enterprise lead across AARP on housing and livable communities issues.
Dr. Harrell first joined AARP in 2008 and served as a senior advisor and as a director in the Public Policy Institute prior to becoming a vice president. He led the team that created the award-winning AARP Livability Index™ platform, which measures the livability of every neighborhood and community in the United States, and builds on his research on housing preferences, neighborhood choice, and community livability.
Dr. Harrell is a member of the board of trustees of the National Building Museum, is chair of the Champions Council of the Coalition for Smarter Growth, and a board member and past chair of the Board of Visitors for the University of Maryland School of Architecture, Planning and Preservation. He formerly served as the vice chair-policy for the American Planning Association's Planning and the Black Community Division and has served on several local boards and committees in Maryland. He is a member of the Phi Beta Kappa and Phi Kappa Phi honor societies and was named to the initial class of Top Influencers in Aging for his work with AARP.
He holds a doctorate in urban planning and design from the University of Maryland, earned dual master's degrees in public affairs and urban planning from the School of Public and International Affairs at Princeton University, and graduated summa cum laude from the honors program at Howard University with a bachelor's degree in political science.
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| 115: Community Housing Investment Programs for Buyers with Kameron Kang | 23 Sep 2025 | 00:36:33 | |
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 you do seminars, and find out after a certain number that you end up with so many clients, that helps you refine your goal. Your goal can be seminars or talking to people. [11:00] Kameron says the seminars started as two hours, with all the details of the homebuying process. People didn't retain it. Kameron refined them to 30 to 40 minutes of content. [11:37] The seminar was to give an overview and focus on key elements, such as what's possible in financing, and give people knowledge about what to expect along the way. [11:54] In seminars, Kameron would say, "My goal today is to give you an idea of what the whole mountain looks like. I'm going to give you the information and the next steps you need to take." [12:09] "I'm not gonna tell you that there's a branch halfway up the mountain that you're gonna forget about. I'm telling you what you need to know today that will get you through the next few steps." Kameron says it allowed them to stay at a high energy level and not be bogged down. [12:40] By the structure of the seminar, Kameron made the process seem unintimidating, and it showed how easy it is to work with him. This is enjoyable if it's handled in this bite-sized format. [12:59] Monica adds, there's the mountain, but the first step is financing. And that's with everybody, whether they have a lot of money and you need to teach them how to get their cash ready, or they need the CHIPs. [13:12] The next step, Kameron told everyone, is a lender strategy call, so that they can figure out where they stand financially, relative to buying a house. And once they have those details, transition to an agent strategy call. Those were the two action steps. [13:35] The agent strategy call starts with a number. You can take that number, see tangible properties, and get an idea of what you could afford. You might go back and forth between lender and agent until you're in a position where what you qualify for fits the needs of your family. [13:58] It gave them a very tight framework. It gave them no commitments, because it's scary to commit early. But it worked well. People appreciated it. Kameron gave them multiple lenders. [14:15] Kameron told them the three options that he'd recommend if they're looking at certain programs. That takes having strong relationships with loan officers. When it came to talking to an agent, Kameron put himself on the follow-up email. [14:32] Kameron would say, You can talk to me. I'm available, but if you have somebody else, you can talk to them. Kameron gave them options. You're doing this for a reason, so make sure you put your name down as an option to talk to. [14:51] Sometimes people asked if they could work with him. It was incredible because they did not feel pressured. People said, We just want to make sure we can reach out to you. And Kameron said, yes, he would love to work with them on this process. [15:24] Kameron sees agents struggling with showing their value and what they bring to the table. After these seminars, people would email months later, We've been doing the lender strategy call. Would you be willing to work with us? We have everything done. [15:54] Kameron would say, OK, yes. It was one of the best experiences he had, compared to how agents are taught to bombard people. Kameron thinks the REALTOR® way is seminars. [16:38] Kameron tells how people find down payment assistance programs. Sometimes it's word-of-mouth from friends. They see someone buy a house or they see somebody on social media. Be specific in your social media to make people aware of these programs. [16:56] In D.C., the housing agency offers DC Open Doors, HPAP, and other options. DC is a cerebral market, so a lot of people search for grants on their own. They're looking for options. [17:09] In some other marketplaces, people might not even know programs exist or are available to them. In the U.S., there are over 1,500 programs that Kameron would qualify as CHIPs. [17:29] There are so many of these programs all across the country. Massachusetts leads the pack. Maryland has quite a few. They are everywhere. They are impactful. [17:43] Kameron has a website, homebuyerwallet.com, with a national database of programs to make the search user-friendly. Put your town in, and search for down payment assistance, closing cost assistance, or home-buying programs. Do different term searches and see what pops up. [18:11] Kameron developed homebuyerwallet.com because the government websites are pretty tough sometimes. Kameron calls these community home investment programs because they are investments by the community. They're not handouts. [18:41] This is helping a community member who is employed, is maybe a Millennial who did everything they were supposed to do, and who doesn't have a cash down payment. [19:01] A homebuyer should not feel bad about help from the community. An agent shouldn't feel bad about helping their community members who are on that fringe. [19:23] It is incredibly important to have owned stable housing communities. It is an investment from the community in homeownership. Homeownership in communities is important. It matters. [19:47] If you're willing to invest half a billion dollars into a football field or the home of a sports team, you should be willing to invest in the community members. It's really important to have communities filled with active, engaged homeowners who love where they live. [20:09] Communities will see the return on investment every time if they invest in these programs. [20:20] Monica says people have different opinions about the policy when it's being talked about. Once something becomes available, by all means, please take advantage of it. [20:51] That money has now been made available; whether you thought it was a good idea or not is irrelevant. Let's use it. Let's make sure that the people who qualify for the funds are using them. [21:18] Kameron says, in terms of us providing value as REALTORS® in our communities, boots on the ground, we can transform these programs and have more funding invested in them. [21:31] Imagine being a REALTOR® in your community when you're sitting across from buyers and they say, Why are you worth this? Why are you worth this commission or this fee? [21:42] And you say, Well, have you been to a recent community meeting? No? I have. And I advocated for this $20,000 of funding that you are going to use to buy your house. And I'm one of the people who advocated for this time and time again. [21:58] So imagine the value that if you're sitting there as a REALTOR®, stressed about what value you bring. People find houses online. People bring Kameron houses all the time. You can go to an open house. But how do you transform your value proposition? [22:13] You advocate for your community, and you shape programs that fit that community. And that's something that you'll see from 1,500 programs. There's a vast range of what these programs can offer. [22:27] In DC, one of the biggest programs in terms of offerings is HPAP. And that's the Home Purchase Assistance Program. The maximum assistance for that program is $202,000 for a down payment. And then it's $4,000 for closing costs. So that's a $206,000 program. [22:46] The condo market in DC is quite slow. The way that program is handled is it's a zero-interest, 45-year loan on that $200,000. So when you talk about affordability, it's not just what the house sells for; it's about how the financing is structured. [23:03] And that's one of the big areas where, if you spread out those costs over that period, you can recharge a whole market segment. [23:11] Kameron explains how this applies to housing for people leaving college or trade school. Instead of getting sucked into the luxury rental cycle, where, yes, you might get three months free, but it's not free. You're trapped in that rental cycle because it costs money to move. [23:42] Kameron suggests an alternative. Before you leave college, start looking at these programs. You can get a program like HPAP or DC Open Doors to help you get a small condo. [24:00] If we want to, we can fund these programs and start to spur a whole generation of people trading up. It starts with advocacy to make sure more of this funding is available and more of these programs work for people. We have to let people know that this option works. [24:28] Monica asks about a second mortgage kind of program, which can be a little bit complicated, but because they're complicated doesn't mean they're a bad deal. Sometimes real estate agents don't even understand them. [24:42] Monica asks, How do we partner with the lenders who do understand this and can, first of all, train us? How are you connecting with lenders to advance your lender partnerships to improve these programs for your buyers? [25:06] Kameron says, Teamwork makes the dream work. So you don't need to know every factor or detail. The home-buying process is the same. We're just adding a few additional elements. [25:18] As a REALTOR®, remember, it is the same general process. You identify a house. Some of the order is different, and some timelines are extended. As the REALTOR®, you take the lead. [25:35] Kameron succeeded because he took the lead in all of these instances. He said, I'm going to have ownership of this. I'm going to know what needs to happen and when it needs to happen. It's simply a checklist. You just need a checklist. [25:58] We've got to get this document. At this time, we have to contact these people. The key part is communicating so all stakeholders are engaged. Stakeholders, meaning you, your buyers, the listing agent, the lender, and the sellers, need to understand the value of this. [26:15] Do you want top dollar for your house? Then we need to have this program work. So you're gonna have to wait an extra 30 days, and that's okay, because some of the timelines are extended. [26:26] Kameron talks about loan officers. With a government-based program, there might be multiple loan officers to work with. So, find the officers who want to do this type of business. [26:40] Certain loan officers in Kameron's market are very engaged. They'll go to the town hall and advocate with you. Work with those people. Those are the ones that you want. [26:50] If it's bank-specific, where they might be offering through the Community Reinvestment Act, it's a requirement for some of these credit unions to invest in the community, and they'll do a $15,000 grant. And when they have programs like that, then you need to work with that lender. [27:07] There are typically multiple lenders in that institution. So, find the one that is really into the program, and they can process it. The lenders have a lot more capacity. You just need to find the diamond in the rough when it comes to that. [27:25] Don't look for someone to be the hero. You, the REALTOR®, are the hero of this process. This is where your value is and how you're going to command your commission. [27:36] It is a great way to make sure that you earn the money that allows you to be a community advocate so that these people can live their lives the way they want. Use a checklist. Kameron is working on ways to help create systems to enable having a checklist and the right information. [27:59] Monica talks about finding the lenders through the grant, because not every lender does every CHIP. Sometimes you need to start with a program and see who the approved lenders are, and get to know who the banks are in your area. [28:13] Monica had an email once from a bank that is committed to helping people move forward in home ownership. They had a special program. Monica went in and met their lenders. [28:27] You get on email lists. When you're connected, you will start to find out about programs. Go to vendor fairs, talk to lenders, and ask, What's your unique program? They'll tell you. [28:42] Kameron notes that it is a lot of work. He goes back to why he decided to build Homebuyerwallet.com. He had a client who came to him and said, Hey, Kam, this company, George Mason Mortgage, has this $15,000 program. And Kameron hadn't heard of it. [29:00] Kameron said, Certainly let me examine this because there are some gimmicks out there. Some programs aren't real programs, in his opinion. He looked into it. The program was awesome. It was $15,000 at a reduced interest rate. [29:14] Kameron spends significant time on this issue, but he hadn't heard of the program. You still might miss some, but you go to where the flagship programs are in your area. And you have to go look at different lenders or institutions. [29:37] They're bad at marketing, sometimes. Nobody knew about that George Mason program until everybody knew about it. It was a missed opportunity. Homebuyerwallet.com is fixing that. [29:51] Monica adds, You create a win-win because the lenders want people that they can help as well. So that goes back to the partnership. She says, If you've got the REALTORS®, you've got the lenders working on it, then the third leg is that advocacy. [30:05] Monica puts a plug in for our members to go join their advocacy committee at the Association of REALTORS® in their area. She makes another point that there are city, county, state, and federal programs. You need to advocate and be aware at all levels, not just one. [30:28] Kameron attended legislative meetings in Washington, D.C., and the rooms in the Housing Opportunities Committee meeting were packed. The room in the Housing Committee meeting was packed. [30:44] Kameron says we're seeing turnouts from REALTORS® all around the country. It's the cream of the crop that is willing to come to these, especially legislative meetings. [30:59] Kameron recaps the programs. Within CHIPs, think down payment assistance, closing cost assistance, tax incentives, such as reduced or tax rebates through the mortgage credit certificate, interest rate buy-downs, shared equity programs, funding for new builds, and ADUs. [31:17] There are service-based benefits for first responders, educators, veterans, public service workers, and medical professionals. These can touch every single level of your community. [31:27] If you're in an area like Scranton, Pennsylvania, and you need more doctors. The city can create a municipal program where they'll give doctors $200,000, $400,000 for coming to the area. [31:41] You need more firefighters? Create a grant program for firefighters to buy in these communities. You can shape your community as a REALTOR® and make it something special. [31:56] Within the REALTOR® Association Policy Committee, your local committees, you have those options as well, where you can find other like-minded agents that you can work with, so you don't have to do it alone. [32:10] When Monica invites people to be on the podcast, she's not always sure what they're going to bring. This is another podcast episode that has turned into something bigger than Monica anticipated. [32:24] I love what you brought, Kameron! Pair this episode up with Skylar's, and you're going to get an amazing bucketful of opportunity, just a plethora of ideas. So, what is your final tip to share with agents who might want to start improving their business opportunities? [32:46] "Action steps. Number one, start doing a weekly seminar. Treat it like an open house. Get in the business of being consistent, though, because you can't depend on other sources marketing it for you. You will get referrals and word of mouth if you treat it as a knowledge share." [33:06] "So we had over time from 2015, 2016 to 2019, 2020, we had the amount of referrals that we started to get in those, from friends or people saying, hey, you gotta come to Kam's or Lance's, or whoever was doing the seminar, you gotta come to it." [33:24] "And it was amazing. Be consistent so that people know, on Wednesday nights, to come to the seminar. And then from there, pick something that I call the honey, that brings in the bees." [33:39] "So that is a $15,000 grant. That is one program. That's the flagship thing that you're talking about, the idea that gets them excited, right?" [33:49] "And you do need that to draw people in because just a first-time homebuyer seminar, that's a little flat to be honest, but $20,000 local grants for housing, that is going to move the needle and get people excited." [34:02] "So post it on Eventbrite, on your Facebook, on your Instagram, and be consistent. That's two things. Consistent seminar, one hour, refine it. You can reach out to me on social media at Kameron Kang, or Kam Kang on Instagram." [34:17] "And then Homebuyerwallet.com as well, if you want to check that out. But Kameron Kang, you can reach out to me. I'll respond. I'll give you my homebuyer seminar slides." [34:32] "I'm not afraid of sharing this information and getting you set up to host great seminars that provide a ton of value. Start, be consistent, and then find some honey to draw in the bees." [34:47] Monica adds, What's the need in your area, and what is satisfying it? Kameron, thank you so much. We're gonna put your contact information in the show notes so they can find it there. And I just appreciate you giving us your time and long-earned wisdom. Thank you so much! [35:07] I'm just beyond words here with what Kameron and Skylar have brought. These are programs that are out there and available. And I think this is gonna help turn the tide a little bit for a lot of people. [35:17] I hope you all will add this to your business. This is a great way to help home buyers find financing for their home purchase. And that helps everyone. Just like you said, the community helping people get into housing helps everyone. [35:29] So go back, listen to the other episode with Skylar, as well. And to my listeners, thank you for taking the time to come and learn more about your industry and the tools that are out there to help you help people. [35:40] There are also so many great classes at Learning. A realtor can help you work with buyers, and understand the financial side as well, so that when you talk to lenders, you have more information and you are more educated in those conversations, too. [35:54] So, check it out. Some great offerings there to help you in this challenging market. Thanks again, Kameron. And I'm Monica Neubauer for the Center for REALTOR® Development with these great new tools. Go out there and sell some more houses!
Tweetables: "To be able to say I have a decade of experience cracks me up a little bit because I think that's always the hurdle that many people have to pass. It's great to have that experience set and to have been working in this industry in so many different ways." — Kameron Kang
"Seminars are one of the first places that you can go to start educating and sharing knowledge in communities, and get people inspired and get them believing again that homeownership is in their futures." — Kameron Kang
"Imagine again, … when you're sitting across from buyers, and they say, 'So, why are you worth this commission or this fee?' and you say, 'Oh. Well, have you been to a recent community meeting? No? I have and I advocated for this $20K of funding that you are going to use to buy your house.'" — Kameron Kang
"People find houses online. People bring me houses all the time. You can go to an open house. But how do you transform your value proposition? You advocate for your community and you shape programs that fit that community." — Kameron Kang
"When you talk about affordability, it's not just what the house sells for; it's about how the financing is structured. And that's one of the big areas where you spread out those costs over that period. You can recharge a whole market segment." — Kameron Kang
"Within CHIPs, think down payment assistance, closing cost assistance, tax incentives, so reduced or tax rebates through the mortgage credit certificate, interest rate buy downs, shared equity programs, funding for new builds, and ADUs." — Kameron Kang
"If you're in an area and you need more doctors, the city can create a municipal grant where they'll give doctors $200,000, $400,000 for coming to the area. You need more firefighters? Create a program, a grant for firefighters to buy in these communities." — Kameron Kang
Guest Links: Kameron Kang, Community and Housing Advocate
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio
Kameron Kang is a dedicated community housing advocate and the founder of Homebuyerwallet.com, a platform focused on making homeownership more affordable and increasing the homeownership rate in America. By connecting people with community home investment programs from across the country, Kameron is working to make the dream of homeownership a reality for more Americans.
Kameron's career spans from construction sites to boardrooms, giving him a deep and well-rounded understanding of the housing market. He began as a real estate sales agent and broker, building a high-performance sales team in Washington, D.C., that focused on helping first-time homebuyers, particularly those using purchase assistance programs. Over two years, Kam conducted over 500 seminars on the homebuying process, providing valuable insights and guidance.
In addition to his work in real estate, Kameron has played a significant role in government relations, working closely with local communities to provide input on development decisions and housing finance options. He also operates a "small but mighty" hospitality company focused on short-term rentals and travel planning. His diverse experience extends to consulting for real estate developers, serving as an expert witness in legal disputes, and participating on multiple real estate boards and advisory committees. These roles have allowed him to see the full picture—from the policies that shape housing to the personal stories of those striving for a home. This unique blend of experiences equips him to create meaningful solutions that directly address the needs of individuals and communities.
Kameron attributes much of his career success and progress to the foundation laid during his time serving in the Army and Army National Guard as an infantry and psychological operations officer. He is a graduate of Syracuse University and Valley Forge Military College and was born in Scranton, PA. He currently resides in Washington, D.C.
Through his work, Kameron remains committed to providing practical solutions that meet the specific needs of individuals and communities. Whether you're a first-time homebuyer, a local business owner, or a community leader, Kameron's deep expertise offers valuable insights and actionable strategies to help you achieve your goals and build stronger, more connected communities.
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| 114: Center for REALTOR® Development: Down Payment Assistance Options in Action with Skyler Lemons | 16 Sep 2025 | 00:31:45 | |
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 respond to your comment and DM you with a link to join Skyler's down payment grant newsletter. [12:01] Once you opt into his newsletter, you get an email with Skyler's guide on buying a property with little-to-no money down. From there, you get on a 36-touch email nurture campaign. That keeps a lot of people on his Calendly. People can make appointments with him at any time. [12:53] They become a client when they call Skyler, ready for the first step. That's Skyler's funnel. At the top of the funnel, he provides value by email. At the bottom of every email, there's a call to action to make an appointment. [13:40] Skyler doesn't just say, "Let me help you in real estate." He has a niche. "Let me help you with your down payment." If down payment assistance is not your niche as an agent, Skyler suggests pulling up your MLS sheet and looking at your deals. [14:05] Your deals tell a story. You've built a skillset in one area versus another. Start thinking about what the pain point of your client was when they bought that multi-family, or when looking for that apartment, or buying a luxury home. [14:24] The services you're going to provide in that space may look a little bit different. Maybe you have some concierge services. Maybe you call the moving company and schedule the move. Whatever it is that you offer, speak directly to that pain point and how you solve it. [14:45] On Instagram, you only have five seconds to capture somebody's attention. If you capture that attention, you may have 30 seconds more. Get to the point. They don't care about fluff. Get to the house and tell people how they can get it today if they give you a call. [15:29] In Skyler's market area, a lot of state and government money is available for homebuyers. IHDA has downpayment assistance programs. Chicago is one of the most segregated cities in the U.S. It's easy to map where the low-to-moderate income people are. [16:09] A lot of areas in the South and West corridors in the city are low-to-moderate income areas. Most of Skyler's business is on the South Side. A lot of the properties he showcases on Instagram are on the South Side. He is attracting a buyer who usually qualifies for a program. [16:42] When Skyler doesn't use a state program because of its stipulations, he likes to use Community Reinvestment Act (CRA) lenders. To do more lending in low-to-moderate income areas, they have in-house down payment assistance programs without as many stipulations. [17:19] The closing costs go to the client at the time of close. If rates drop and they want to refinance, they can do so. [18:02] Skyler also works with the VA program, but often the CRA program works better for his clients. [19:26] Skyler says there are about five ways to get real estate clients: content marketing, referrals, paid ads, affiliates, and face-to-face events. Look up areas where there are more renters than buyers. Run an every-door direct mail campaign. [20:36] A lot of Skyler's programs specify that a buyer is qualified for a program based on the address being in the low-to-moderate income area. That's how it's done in Chicago. In other markets that may not be as segregated, they may have different qualification requirements. [20:58] If you are in a market similar to Chicago, you probably could go after renters with direct mail or local events. [21:12] Monica suggests becoming known for a weekly meeting at the library, offering education. [21:39] In Chicago, there are a lot of triplexes and quadplexes. Skyler tells clients that in those cases, down payment assistance doesn't apply. [21:53] For three- and four-unit properties, lenders require the buyer to have either a three-month or a six-month reserve in the bank account at the time of close. The reserve may be a 401(k) or a savings account. [22:35] If you don't have the reserve money, you may hone in on a two-unit because you can still access the down payment assistance programs, and there is no reserve requirement. [23:13] If you buy a two-unit, most of the time, you have to live in one of the units for a year. Then you can move out and rent both units and maybe have a small cash flow. [24:13] Skyler's Mom is Marki Lemons Ryhal, a real estate keynote speaker and the host of the Drive with NAR podcast. Coming into the business, Skyler says there are big shoes to fill. [24:26] Marki is not actively practicing now; she is on the education side. When she was in the field, she used to sell 70 to 80 houses a year. Starting in the business, Skyler learned how many moving pieces there are in real estate. His mother did it all without nearly as much technology. [25:40] Skyler asks, Who do you know, selling 70 to 80 houses a year as a solo agent? That's who she is. Every idea Skyler comes up with, he shares with his mother, and she takes it and amplifies it for him. They have a really good working relationship. [26:23] Monica is excited for Skyler. She knows his Mom pretty well. Seeing Skyler find his niche and grow his business is exciting, helping so many people find a home. Monica believes in what Skyler is doing, and she loves that he shared it on the Center for REALTOR® Development. [27:03] Skyler's final words of advice: In this business, it's easy to think about what you don't know and what you don't have, and get the shiny object syndrome. We have all the tools that we need already to do everything. [27:23] If there's something you feel like you don't know, it's already on the internet. Somebody has already figured it out. Put some time into some deep learning, be consistent with it, and I think that you'll be surprised. [27:34] Skyler is automating his business systems with AI. He has had to go through the flow and learn things to get to this point. When you feel like you're not doing enough, take the moment to realize that we already have everything that we need. Just spend $20 a month on ChatGPT. [28:02] Get on ChatGPT and figure out how to get through what it is that you need to get through to generate more business. [28:09] Monica says, Treat it like a business. Get some education. [28:29] Tyler suggests getting to know loan officers can be a waste of time. You won't do business with a lot of them. Save the lunch for when you have a loan officer selected, and work out with them how to maximize your business. [28:59] Figure out some questions to ask. A lot of people have credit challenges. Skyler points people to agencies that offer free credit counseling. He's putting together a guide of free resources for home buyers. [29:21] Start asking your loan officers what they have available, and what the income requirements, credit requirements, and capital requirements are, if there are any. Are they stipulated to buy in a particular area? You can do that via phone call and email. [29:43] Put that information in a database so when you're talking to a client, you have all this information pulled up, and you'll see this client is a good fit for this loan officer. That will save you and the loan officer a lot of time. Loan officers tell Skyler he sends so many qualified people. [30:00] When somebody tells Skyler they have a credit challenge, he's already deferring them to something else because they're not ready to talk to the loan officer. He directs them to a credit counselor for free through a housing agency. [20:28] Once you start closing deals, then have lunch with a loan officer who works with you, to see how you can multiply. [30:35] Monica says, I love all your system suggestions. So many great takeaways! Thank you so much, Skyler Lemons, for sharing your wisdom with us today! [30:46] As I hope now, you all start learning about what's happening in your area and what grants are available that you're going to plug this in. This is a great way to help homebuyers find financing. Go, find the program, then find the buyers. That's going to help everyone. [31:05] In our other episode on grants, I'm interviewing Cameron Kang, from D.C., and he's going to talk about what he's doing over in his area, because everywhere has different programs. [31:18] We're so glad you joined Skyler and me today to learn about this. I'm Monica Neubauer for the Center for REALTOR® Development, and I hope you go out there and sell some houses! Thank you very much!
Tweetables: "What I've discovered in the world of down payment assistance, I think that every agent should know and have in their arsenal. I'm on a mission to empower more agents to do this." — Skyler Lemons
"If you start painting the picture for people, you'll get a lot more callbacks because people will feel like, OK, he showed me how to do that, but then I need to figure out how to do this. And they'll just naturally feel like you're the best person to take them to the next step." — Skyler Lemons
"I am an introvert, so I had to learn how to sell as an introvert." — Skyler Lemons
"When I don't use a state program because of its stipulations, I like to use Community Reinvestment Act (CRA) lenders. To do more lending in low-to-moderate income areas, they have in-house down payment assistance programs without as many stipulations." — Skyler Lemons
"If there's something you feel like you don't know, it's already on the internet. Somebody has already figured it out. Put some time into some deep learning, be consistent with it, and I think that you'll be surprised." — Skyler Lemons
"Save the lunches for when you have that loan officer selected, and you've figured it out, so that you can go to lunch and talk about how you are going to maximize it. That's what you should spend your lunch time doing." — Skyler Lemons
Guest Links: Skyler Lemons, Associate Broker at Exit Strategy Realty
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Skyler Lemons My goal as a REALTOR® directly aligns with Exit Strategy Realty's mission to provide strategic counsel, creative solutions, ethical advice, and dynamic services while empowering lives through real estate. I'm passionate about securing the best deals for home buyers and sellers in the Chicagoland area. I create authentic long-term relationships while assisting clients with purchasing a dream home or selling property.
Born and raised in Chicago as a sixth-generation entrepreneur, I have developed a wealth of knowledge on our City's history as well as its future plans. My extensive knowledge of the Chicagoland real estate market spans across all of our 77 communities. As a second-generation REALTOR®, I have cultivated a network of REALTOR® over the past 20 years to help me identify properties for buyers and find new owners for sellers.
Equipped with best practices gained from my successful experience as a consultant to Fortune 500 Companies and a finance degree from Howard University, I combine predictive analytics and proven methods to structure winning offers while selling homes quickly. Through exceptional communication and transparency, clients trust that I will find the perfect opportunity at the right price. When people choose me to assist with this important and sometimes stressful aspect of their lives, they receive my undivided attention. | |||
| 113: Center for REALTOR® Development: AI for REALTORS® with Matthew Rathbun and Craig Grant: Part 2 | 19 Aug 2025 | 00:38:03 | |
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, reading the emails. The second you click on an email, Gemini has read it and has a prepared response ready for you. It will ask if you want to use it or write your own response. [8:11] Craig says he can respond to that testy email from the customer in under 10 seconds if he wanted to, using Gemini, without having to go back and forth. From a productivity side, that's why Craig uses Gemini the way he uses it. [8:35] Next, Craig talks about Canva Pro, the paid version of Canva. Craig says it has improved by leaps and bounds over the last few years. It probably includes more AI than any other tool on the market. It includes Branda for creating your logo and brand, colors, and brand voice. [9:07] That way, you can redesign any template in the library in seconds. There are many tools that Canva keeps adding that will do the design work for you. [9:27] Canva has teams. Monica added her VA as a team member. [9:37] Craig talks about Magic Media for creating AI imagery, animations, or videos within Canva. Using Canva Magic Resize, if you designed something for Facebook, with one click, you can resize it for TikTok or any other site. [9:55] Monica asks for tips to Resize, to get better results. [10:13] In Magic Resize, the big thing is that to look its best, the size you start with and the size you end with should be a similar shape and orientation. If you pick something of a very different size, you can expect to have to go into it to tweak it to look good. [10:45] Also, under Magic Resize, there is the ability to translate to different languages, so you could have a campaign in English, and with one click, you could have it in Spanish, Portuguese, Italian, or other language you want. [11:04] Another tool Craig loves is Bulk Create. It's not AI. It allows you to merge information into a Canva design. You can mock up a design, like Reasons to Move to Your Town, ask ChatGPT or Gemini for 100 reasons to move there, and then merge them for 100 designs done in seconds. [11:35] Between the Bulk Create tool and Magic Resize, you could knock out a year's worth of content, multi-media, in multiple languages, in minutes. You always want to make sure the content is accurate before you publish it! Monica says, Always proofread before publishing. [12:30] Craig repeats something he said in the first episode. Always treat everything AI creates as a first draft. It does 90% of the work; you have to do the last 10%. Proofread it, make sure it's accurate, that the sources are right and not vested, and that it doesn't violate the Code of Ethics. [12:52] You've got to do the last 10% every time you create something with AI. [12:58] Matthew loves the Canva Layout tool. Docs to Deck is one of his favorites. Choose a Doc, hit the forward slash, and it brings up an AI dialogue box. Tell it about the presentation you want, like for first-time homebuyers moving into Richmond, VA. It will create the outline. [13:23] The next step is to ask it to create a presentation deck for you. You can resize the deck into a pamphlet, brochure, or guide. Or go into the AI and ask it to write a blog post on something like keeping house plants alive. It will give you templates and content based on your brand. [14:01] Matthew suggests concepts for creating content in minutes. Not everyone in your newsletter system is looking to buy or sell soon. They want to know how to make their lives better. AI does a good job of building that content, so you can just tweak it and post. [14:17] Monica asks about setting up page breaks in a Canva document. Monica's advice to brokers and agents: If you're stuck on something in Canva, go find a video to help you learn it. Don't let one small problem derail you. [15:21] Craig talks about GrammarlyGO, the paid version of Grammarly. Besides correction, it now does AI content creation, as well. GrammarlyGO learns your brand voice so it crafts content that sounds like you. [16:54] Discussion on AI avatars. Barbie didn't go well for Monica, and Ken didn't work for Craig. He uses a tool called HeyGen that does more than avatars. Upload pictures of yourself, record some speech, then enter text, and it creates a video of your avatar speaking in your voice. [18:47] HeyGen has an avatar spokesmodel library. Pick an avatar of the gender, nationality, and language you want and create content. HeyGen can also convert your video from English into other languages, using your face and voice. It syncs your mouth to the chosen language. [19:30] HeyGen can merge from a list into your video, so you can greet prospects by name. It can create a podcast from your content or a video about a website page. Craig says they keep adding new features to the tool. It has a video editor built in and a template library. [20:18] Matthew says you can use an avatar of a client for a testimonial about yourself. Craig notes the interactive avatar. [20:55] Matthew and his wife are going to France. Using HeyGen, Matthew made several French videos that he can play on his phone in emergencies. [22:07] Craig says he did an event in Milan, and AI helped him plan the entire trip. He used HayGen to create promotional videos of himself speaking Italian, using the translation feature. [22:45] Craig explains that an AI assistant is almost like a clone of yourself to help you do your job. It can check your email inbox, manage your calendar, do outbound communications, and all sorts of other things. In the last year, vendors have been popping up selling AI VA packages. [23:32] Craig or Matthew, with their knowledge, could create their own AI VA, but the average real estate agent is probably unable to do that without help. They can buy one from Productive.ai, Oppy AI, Whisper AI, or others. You sign up and get an assistant to help you do your job better. [24:23] Craig is a huge believer that any real estate professional not using AI is going to get run over by one who is. An agent leveraging AI will be better at customer service, communication, and marketing, and will outpace a real estate professional who's not using it. [24:44] Matthew says for $20.00 a month, you can have an army of experts in your pocket. There are a lot of tools, but if you just start with Google Gemini and use it appropriately, you'll outpace any other agent who isn't using AI. [25:21] Craig says when agents ask him which of the many tools he shows them do they need to buy, he tells them their first decision is to pick between ChatGPT or Google Gemini. Buy one of those two. Then get Canva Pro. The combination of one of those and Canva Pro is incredible. [26:03] Once you have AI and Canva Pro, if you want to add video, get HeyGen or Synthesia. [26:53] How does AI work with MLS data? Matthew says the only problem he's had with adding content to AI is the size limitation. A GPT can only include 20 documents. You can combine multiple documents into a PDF and upload it. Canva can handle files of 100 MB or less. [28:26] A spreadsheet with a lot of macros and formulas can cause glitchiness. For everyday stuff, it's usually OK. Don't overwhelm it. [28:39] Matthew has a prompt that takes a listing and makes a coloring book from all the pictures of the house for kids to pick up when they're in the house. [29:03] Craig says when you do any kind of prompt work in AI, control the narrative. It can do online research and pull from sources you don't control. So, give it the data you want it to use, and you know you will get accurate information back, versus online research. [29:54] Craig shares an example. During an event in Montana, AI gave a wildly inaccurate estimate of rental cost for a property in the area until he fed the AI an appropriate data set, and it gave a realistic response for what the rent for the property should be. Control the data. [30:47] Matthew adds that he has a prompt he uses for CMAs and a prompt to do listing descriptions. In the prompt, he gives the GPT data to work with and tells it that he wants it to emulate an expert marketing content writer. [31:35] Craig mentions tools your MLS can purchase and integrate within your MLS system. Restb.ai uses computer vision to take your uploaded photos, identify what part of the property it is, including flooring and appliances, and write a listing from it. The agent has to check the details. [32:49] Matthew and Craig agree that the MLS systems need to be doing these types of things to remain relevant. [33:25] Craig mentions Property Shield. It scans the internet looking for inconsistencies in property listings. If something is listed in MLS as a sale and on Facebook Marketplace as a rental, Property Shield notifies the agent that the property may be involved in a scam. [34:36] Listing scams are a huge scourge. The average agent doesn't know about a scam until it's already a big problem. Property Shield in your MLS can alert agents to scams before they cause problems. [34:35] Craig, thank you for bringing us these specific additions. Matthew, I think you have a final word for us, and remind people about the REBI AI class. [35:38] Matthew stresses the importance of investing in your education and development. He says his and Craig's podcasts are designed to trigger thoughts and give you a ton of awesome stuff. Learn to use them, one by one. Keep a list. They build on each other. [35:53] The REBI has an eight-hour AI certificate program in three modules. Associations can hire it for three half-days or one day. Craig, Matthew, and Marki Lemons Ryhal are all speakers. It takes you from original concept and history to risk management, productivity, marketing, and more. [36:27] AI is very important for you to understand and master, not only for your benefit but to do it safely. Education and exploration are the only ways you're going to learn to do those things well. [36:37] Craig loves that the REBI AI certification course gives Matthew, Craig, and Marki enough time to explore. Instead of just lecturing, they can demo and show you how to do things and leverage these tools. [37:01] Thank you so very much to Matthew Rathbun and Craig Grant for coming to share your expansive knowledge. For our listeners, you can see we have just touched the tip of the iceberg. Don't forget to go back to the prior episode to hear us talk about some more uses specifically for brokers. [37:22] Thank you so much for joining me. I'm Monica Neubauer for NAR's Center for REALTOR® Development podcast. Level up your skills! Go sell some more houses!
Tweetables: "Because I use Google to run my business, I focus more on Gemini. But whichever one you end up using, whether it's Gemini or ChatGPT, the two main ones, to me, the possibilities of what you can do with them are endless." — Craig Grant
"Not everybody in your newsletter system is looking to buy or sell in the next five to seven years, nonetheless right now. They want to know how to make their lives better. And AI does a good job of building that content so you can just tweak it and post." — Matthew Rathbun
"I've consulted with a few different associations where they're like 'We can never get our president to come in to the board to do content. We can't get our AE on camera. Well, this is the easiest solution for that, right? Get your broker on camera, get yourself on camera, just create an avatar." — Craig Grant
"I don't think AI is going to wipe out a real estate professional, but I do think any real estate professional not using it is going to get run over by one who is." — Craig Grant
"Listing scams are a huge scourge. The average agent doesn't know about it until it's way too late, until it's already out of control." — Craig Grant
"It's important that you invest in your own education and development. Our podcasts are designed to trigger thoughts. Craig will give you a ton of awesome stuff. Pick one and work on it until you feel you've got it, and go to the next one. Keep an ongoing list." — Matthew Rathbun
Guest Links: Matthew Rathbun, President of the Real Estate Business Institute Craig Grant, CEO of RETI.us
NAR Resource Links Ep. 106: "AI Trends in Real Estate with Dan Weisman: Part 1" Ep. 107: "AI Trends in Real Estate with Dan Weisman: Part 2"
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bios 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, and I have been the beneficiary of his wisdom over the years. 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 REALTORS® to actually do it. | |||
| 112: Center for REALTOR® Development: AI for REALTORS® with Matthew Rathbun and Craig Grant: Part 1 | 05 Aug 2025 | 00:32:02 | |
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.
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 artist, so Matthew feels better deploying it in his brokerage. [6:46] Matthew used it before coming to this podcast recording. He had a 90-minute segment with his agents on using AI for marketing. [7:11] Matthew says we have to face the realities, or we can't get where we need to go. If you're a broker, you have an obligation to lead. Leaders create a practice that is to be emulated. AI is world-changing already. It has advanced us in so many areas. [7:32] Not utilizing AI as a broker means that you are being outpaced by every broker who is, but you're also not demonstrating the value to your agents when they could not be more confused, frustrated, and overwhelmed. [7:45] AI, although it has a learning curve, brings clarity and specificity to tasks. Matthew believes that agents with AI will significantly outpace agents without it. As a leader, you need to create tools and resources to help your agents be better at their jobs and reduce some of the anxiety out there. [8:15] Craig says we're about to enter a new generation, not based on age but AI competency; just agents and brokers who are way more efficient and better at doing their jobs because they're leveraging AI, versus the other ones who are going to get left in the dust because they're not using this technology. [8:35] Matthew's advice for brokers is to bring your creativity and your humanity. Show agents what could occur in the betterment of their careers if they use these tools. Then use your creativity to create tools. Matthew believes AIs enhance the work. [9:20] Matthew has about 300 agents. For years, he has had agents who need an assistant but are not successful enough to afford one. Now they have one in their pocket with a PhD-level brain about marketing, productivity, our contract, and the law. It still takes us to give that information a brand voice. [9:50] For Matthew, being an AI-forward leader means creating content to show his agents what they can do with it. Within a month of ChatGPT rolling out, Matthew was doing classes on it. Agents started by uploading a PDF of their contract into it and asking it questions for clarity on things they didn't know. [10:48] The next thing they did was create custom GPTs. There are libraries of GPTs available, but it's easy to create your own. [11:19] Matthew has GPT tutorials just for brokers. He recommends that association leaders also create them for their members. [11:35] Click on your ChatGPT profile and go to Custom GPTs. The AI tool has the world's knowledge that's publicly available. It understands marketing concepts and the law. There may be things that you create in your company that you want to be in a place where your agents can grab them. [12:09] Matthew uploaded transcripts of his contract training videos into the GPT. That's content that the world doesn't have. It influences how the GPT answers agent contract questions. [12:35] The next step Matthew took was to upload all of his teaching about marketing and his favorite literature about marketing, like Storybrand, by Donald Miller, into the GPT. [14:00] You can ask ChatGPT for an AI use policy for a real estate brokerage. Matthew wrote his brokerage policy and then realized how much time he could have saved by having ChatGPT do it. He put a sticky note on his PC asking, "How can AI help me do this?" [14:42] For 30 days, every time Matthew sat at the computer, he looked at the sticky note and asked how AI could help him do the job of being a broker, or an educator, or an agent, better. It was amazing what he started applying it to that he had never conceptualized before. [14:56] Matthew encourages agents to use General ChatGPT while reminding them of the company policy, "You are still liable for whatever you do, based on the advice of AI. You can never go back and say AI told you to do these three steps or interpret this paragraph." [15:12] Matthew has a great prompt to help you do a CNA in minutes. He still tells the agents, "You still are responsible for knowing how to do a proper CNA. If you don't know the basics, you don't know if the AI is giving you bad data or not." [15:29] It's the same thing with your contracts. Checking with General ChatGPT helps enhance and trigger things in our brains. When it's late at night, your brain is fried, and you have to negotiate terms, AI helps fill in the stuff you may have forgotten. [15:46] Craig says that AI can regularly give you completely false or misleading information. Always check the sources to see that they are reliable. Go through everything to make sure it's accurate. There should never be any copy and paste in AI. Review it. AI does 90% of the work. You do the last 10%. [16:23] Treat everything like a first draft and review every little detail of it before you publish it to the world, because you are 100% responsible for what you publish. If you publish something inaccurate, misleading, or violating the Code of Ethics, whatever it may be, that's you on the line. [16:37] Matthew stresses that AI is an assistant, not a licensee. AI can help with the draft. Everything is a draft that Matthew needs to edit and make his own. AI is just for idea-sharing and problem-solving. [17:03] Matthew then created a GPT for marketing. He took the books he's written, the onboarding and training materials, into a GPT. Matthew told it to create content in the StoryBrand framework for marketing and create scripts using this six-step process. [17:33] Matthew did the work and shared the GPT link with the agents. Now they have content that Matthew, the broker, feels is trustworthy. That's a marketing assistant. When agents ask it to create a blog post, it creates content and walks the agent through the steps to post it. [18:10] Matthew isn't an AI-first executive. He doesn't believe in replacing humans with AI. However, his marketing team now has far more time to create meaningful content rather than trying to teach agents how to write a script. The AI will do that for them if we teach the agent to use it. It frees up time. [18:38] A lot of agents are putting children to bed, putting laundry away, and finally sitting down to focus on their business at 11:00 at night. They can use the marketing GPT to play with their ideas. The GPT supplements Matthew as a broker. He cannot be with them at 11:00 p.m. [19:21] Matthew returns to the topic of having AI create an AI use policy or edit one you create. Matthew had ChatGPT review the AI use policy he wrote, and it came up with two additional points. That led him to input the full company policy into AI and check it for compliance with modern HR issues. [19:48] It gave him great language, although he toned it down to be less formal. It gave Matthew what he needed to update his policy, and he is confident that he has the tightest, best policy he could have right now. He didn't pay anyone to do that. It was 20 minutes' worth of work. Matthew edited it. [20:31] Craig notes that a lot of policy manuals were written years ago. They don't involve some modern concerns, such as cybersecurity, data retention, AI, and things that have popped up over the last couple of years. Most brokerages and associations haven't thought to update their company policy manuals. [20:53] Craig says that how Matthew updated his policy manual was brilliant. He uploaded three contemporary example manuals and asked what was missing from his manual. When you create a new manual, have everyone go back and re-sign it. [21:14] Most of the things that apply to brokerage manuals apply to association manuals. [21:24] Craig mentions onboarding processes. Associations have a lot of problems when they lose a staff member. There are months of training and getting that new person up to speed. This is an area to leverage AI. AI can help with onboarding processes and training manuals. [21:54] Matthew's big Aha moment was in asking what AI can do to help me do this better. That creates creativity. How far can he push it? Matthew uses the Todoist platform to track his daily activities. He realized recently that he wanted a 90-day follow-up program for the phase after an agent joins. [22:16] He wanted to-do items paced throughout the 90 days; a reminder to send a handwritten note; a reminder to call them? He wanted the to-dos to come to him on certain days throughout the 90 days. He took his manual to-do lists and asked ChatGPT to create a 90-day template in Todoist, which it did. [22:42] Matthew's last custom GPT is recruiting. Recruiting is up to his leadership team. Matthew took all of his recruiting resources and uploaded them to a custom GPT with job specifications. He asked for a recruiting platform, a follow-up plan, talking points, and what time to post them to get in front of agents. [24:13] What his GPT gave him reinforced what he already knew, which gave him confidence to execute his recruiting plan. It also made him think about things he couldn't create himself, such as having Suno create a rap song about his company and adding it to a video created in his backyard. It got attention. [24:42] Canva AI is mindblowing. Matthew can tie in his recruiting campaign and his brand kit and create compelling and beautiful content in minutes that he could not have created before. He doesn't hire a recruiting firm or a marketing firm to do it. He just needs the imagination to get it done. [25:13] Matthew says that as soon as NAR wrote the FAQs about the settlement, he told ChatGPT to take the company policy and compensation and check them against the FAQs. "What do we need to change and rewrite?" The results were pretty good, but not perfect. [25:31] Matthew says it's just about thinking what you could do if you had a PhD-level assistant to do your bidding anytime. [25:50] Matthew renamed his ChatGPT Kit, from the show Knight Rider, with a cool accent. On his drives, he turns on the ability to chat back and forth. Matthew explains how to get audio voice engagement so you can have a conversation with AI. "I get lost, not remembering she isn't real." [26:44 While driving, Matthew asked ChatGPT to ask him 10 questions it would need to freshen up and rewrite his intro bio for his marketing materials. ChatGPT interviewed him and asked what person he wanted it in. It wrote him the best bio he's ever seen, based on things he wouldn't have thought to ask. [27:59] Monica says agents want help with AI. Monica has been encouraging brokers to create videos and PDFs as training tools for their agents to learn to use AI. Your AI can help you be a better trainer for your agents. [28:55] Craig adds his belief that the only way to win in today's marketing world is through content creation. One of the biggest issues brokerages and associations have is communication with their members. There's no excuse now not to become a content machine. [29:12] AI can help you create a year's worth of blogging content and video scripts. You can use an avatar if you don't want to be on camera. There's no reason brokerages and associations communicate with their members on a consistent basis, and do a much better job communicating with anyone. [29:47] Craig will speak more specifically about some great tools in the next episode of the Center for REALTOR® Development. [29:58] REBI has put together a class, The AI-Powered Real Estate Professional, the only AI course certified by NAR. It's a one-day course. Matthew and Craig walk you through the nuts and bolts of AI and the practical ways to use it in your business, the proper way, legally and ethically. [30:50] People can look for that class and book it for their area. [31:08] Thank you so much to Matthew Rathbun and Craig Grant! Come back next time to hear us talk about some specific uses for agents of AI in their businesses and some more specific tools. I'm Monica Neubauer for NAR's Center for REALTOR® Development. [31:24] Thank you for joining us to level up your skills to help you help more buyers and sellers.
Tweetables: "I stick primarily to ChatGPT. The reason for that is that when we're doing demos for agents or we're creating content, doing it on various platforms can be confusing and overwhelming." — Matthew Rathbun
"AI is going to be the most impactful technology in the modern era. … Not to utilize it as a broker means that you are being outpaced by every broker who is, but you're also not demonstrating the value to your agents … when they could not be more confused." — Matthew Rathbun
"I think we're about to enter a new generation, not based on age but AI competency; just agents and brokers who are way more efficient and better at doing their jobs because they're leveraging AI." — Craig Grant
"You've always got to check the sources. Make sure they're reliable sources. Go through everything to make sure everything's accurate. There should never be any copy and paste in AI. Review everything. AI does 90% of the work. You have to do that last 10%." — Craig Grant
"Treat everything like a first draft and review every little detail of it before you publish it to the world, because you are 100% responsible for what you publish. If you publish something inaccurate, misleading, or violating the Code of Ethics, whatever it may be, that's you on the line." — Craig Grant
"This newest version of Canva AI is mindblowing. I can tie in my recruiting campaign and my brand kit and create some of the most compelling and beautiful stuff in minutes that I could never have created before, either because of a lack of time or just talent." — Matthew Rathbun
Guest Links: Matthew Rathbun, President of the Real Estate Business Institute Craig Grant, CEO of RETI.us
NAR Resource Links Ep. 106: "AI Trends in Real Estate with Dan Weisman: Part 1" Ep. 107: "AI Trends in Real Estate with Dan Weisman: Part 2"
Additional Links: 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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bios 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 REALTORS® to actually do it. | |||
| 111: Center for REALTOR® Development 111: 2025 National & Local Market Outlook with Dr. Jessica Lautz from NAR: Part 2 | 11 Jul 2025 | 00:34:05 | |
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 of first-time homebuyers goes up and families want to move into homes. [17:38] Dr. Lautz says we need more new construction. Builder sentiment has retreated in the last couple of months. Builders say the underbuilding has happened because of the lack of skilled labor, the lack of land, permitting costs, and the lack of supplies. [18:12] When we look at it as a nationwide whole, we're short about five million homes in the U.S. We need to build that amount of homes to meet the pent-up demand that we have. [18:51] Dr. Lautz says that in the last month, newer homes are within $100 of an existing home as a national median. If a new home seller has a rate buydown program to attract buyers, that could be a sweet spot for first-time homebuyers, working with a REALTOR® and representation, of course. [20:01] Monica talks about the value of working with a REALTOR® when buying a new home, to help with anything that could go wrong. An experienced agent who's done new construction deals can help you watch for things and ask better questions. Be sure to get an inspector in the process. [20:57] Dr. Lautz loves talking about single buyers. When we look at these trends, we see a reflection of the U.S. There are fewer married couples in the home-buying market. We're seeing a lot of single women. Dr. Lautz is impressed by single women. They're a quarter of first-time homebuyers. [21:21] As seniors in the market, single women are outperforming. This is also true for Gen Z. A first time homebuyer single woman is buying on a lower household income, saving for a longer period, and purchasing her first home; it's important to her. [22:03] Single women as homebuyers are more likely to be single moms. They're also more likely to purchase multi-generational homes. Perhaps they have an elderly relative with them. They buy to remove the unknowns. Knowing the school district. Knowing they don't have to worry about a landlord. [22:45] Dr. Lautz sees single men first-time homebuyers moving because they have a job change or are in retirement. She's not seeing many single men actively in the market. They have been about 10 or 11% of the market since the 1980s. [23:24] Monica cites Think and Grow Rich, about money as a motivator for men. She notes Think and Grow Rich for Women came out more recently, focusing on the complex motivators for women. Monica suggests asking men about their long-term goals and how homebuying increases their net worth. [24:11] Monica says there are a lot of men and women of all ages who do want to get married but are struggling to find a partner. Having a house and a sense of stability may be an attractive factor. [25:44] Dr. Lautz says the majority of buyers now are repeat buyers. Their median age is 61 years. Forty years ago, the median age would have been 36 years old, Baby Boomers have a lot of cash from their housing equity. They want to move to be closer to their grandchildren or healthcare. [26:38] Dr. Lautz says the NAR asked repeat home buyers what motivated them to move, and they say it's downsizing, but the data shows they're downsizing 100 square feet, if that. They're going into a newer, nicer space but not necessarily downsizing. Monica says it may be downsizing their yard. [27:10] Some of them are moving into city centers, suburbs, or small towns, but someplace where they have amenities or where they don't have to do outdoor upkeep. When they purchase at age 61, they're planning on living there for 15 or 20 years. Aging in place is probably their intention. [27:45] Monica talks about some features of 55-plus communities, with group activities, crafts, hobbies, and making music together. Monica visited a community with parties. She went to one of the parties. The band members were in their sixties and seventies. There was a great community and lots of activity. [28:36] Dr Lautz thinks these communities are adapting to what Baby Boomers want, and it's different from past generations at the same age. People are thriving and living longer and are healthier longer. [29:16] Dr. Lautz has comments about pets. Pets are a $152 billion business in the U.S. Sixteen percent of homebuyers said their pet will be a factor in their home-buying decision. The neighborhood has to be walkable, the yard has to be fenced, and the grooming center and vet have to be close. [30:39] REALTORS® can talk to their clients about a "catio" or wide enough windowsills for cats, where to put the litterbox, or other pet-related topics. [32:01] Dr. Lautz's final word: It's an interesting market. We're seeing a lot of changes, whether it's demographics, or seeing the all-time high of the all-cash buyer, or the struggle of first-time homebuyers. Keep your pulse on all of the changes because it is a changing market. [32:17] Please check on our research, it's a huge NAR benefit. It often goes under the radar. The easiest way to check it out is to follow NAR Research on every social channel: LinkedIn, Instagram, Facebook, X; we are everywhere that you are. [32:34] Follow us and you can get the latest and greatest infographics, as well, that you can share with your clients. [32:39] Monica adds that we all need some social media tools so you can go follow NAR Research and share all their infographics. Somebody's doing the work for you to create things for you to share. Awesome! [32:51] Thank you so much, Dr. Jessica Lautz, for being with us here today and giving us the latest and greatest scoop! [33:01] I want to remind you again of all the learning opportunities at Learning.realtor. Go over there and see what course you might need to fill in any gaps that you have about seniors, first-time homebuyers, or mortgages. There are so many great courses there. New construction… [33:19] For almost everything we've talked about, you can find a class over there. If you can't find it in person, you can find it online at Learning.realtor. Thank you for joining us for Part 2! [33:29] I'm Monica Neubauer for NAR's Center for REALTOR® Development. Now, go out there and sell some more houses, everybody! Tweetables: "It's a highlight of my job at NAR. … Boots on the ground, what's going on in all these local markets; what REALTORS® are feeling and what the pulse is. It's important. You can get the survey data but talking to people and getting the vibes is really important." — Dr. Jessica Lautz "It's a different type of first-time home buyer. … Their down-payment sources are different. They're more likely to use financial assets; we haven't seen that as high. … Stocks, 401(k), cryptocurrency, even. Still using the bank of Mom and Dad." — Dr. Jessica Lautz "When we look at it as a nationwide whole, we're short about five million homes in the U.S. We need to build that amount of homes to meet the pent-up demand that we have." — Dr. Jessica Lautz "If a new home seller has a rate buydown program to attract buyers, that could be a sweet spot for you, working with an agent who is a REALTOR® and representation, of course, to make sure you are fully represented in that transaction." — Dr. Jessica Lautz "It's an interesting market. We're seeing a lot of changes, whether it's demographics, or the all-time high of the all-cash buyer, or the struggle of first-time homebuyers. Keep your pulse on all of the changes because it is a changing market." — Dr. Jessica Lautz Guest Links: Dr. Jessica Lautz, is Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. NAR Resource Links ABR® Accredited Buyer's Representative Additional Links: Crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. She has been with NAR since 2007. The core of her research focuses on analyzing trends for both NAR members and housing consumers. She is in demand as a speaker and by major media outlets to provide commentary on the real estate market. She has testified before Congress on behalf of NAR. She also volunteers at Nottingham Trent University as an industry fellow mentoring real estate graduate students, is a committee chair at the National Association of Business Economics, bakes birthday cakes for underserved youth with Cake4Kids, and sits on the board of the Food Recovery Network. Dr. Lautz has been recognized by Housing Wire's Women of Influence and RISMedia's Newsmaker award. Jessica received her Doctorate in Real Estate from Nottingham Trent University in the United Kingdom. She also holds a Master's in Public Policy from American University and undergraduate degrees in Political Science and Law and Justice from Central Washington University. | |||
| 110: Center for REALTOR® Development: 2025 National & Local Market Outlook with Dr. Jessica Lautz from NAR: Part 1 | 25 Jun 2025 | 00:26:05 | |
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. [12:19] There are a lot of people who are just trying to make it work, even though they would be in a better situation if they moved. [12:32] Mortgage interest rates in the high sixes are a full percentage point below the historical average since 1971. Some people are sitting on enough equity that if they used it for a down payment, they could be in a better financial situation. [13:06] If agents called all of their past clients to discuss the situation, and those clients talked to their mortgage lender to find out what their options are, people would find out they have more options than they realized. [13:44] Do people in their first home understand the trade that can be made now? Do they understand the equity that they're sitting on? The housing equity gains we've had in the last few years are very unusual. [13:56] From 2020 to 2024, we saw a 50% increase in price appreciation, nationally. In some states, it's topping 70%. These homeowners are sitting on a lot of cash. Many of them could be in a better situation if they made that move. Monica points out there are more options than people think. [14:55] Dr. Lautz speaks of the many all-cash buyers in this market, for more than two years, now, topping more than a quarter of the market. There are a lot of people who can make these housing trades or put down extremely sizable down payments because of the housing equity they earn. [15:13] Half of older Baby Boomers and nearly 40% of younger Boomers in their 60s are putting down all cash. They know the value of home ownership and they're making housing trades. [15:29] Monica's message to the younger people: If you can get the house, get the house. Who knows where you're going to be in 10 years? Over time, even if there's a little bit of a down payment, the value keeps going up. [15:46] Dr. Lautz hopes that wages will go up also, but that's guesswork. [16:03] Monica discusses the U.S. credit rating downgrade of May 2025. When the U.S. credit rating goes down, stuff happens in the bond market, and then that affects the interest rate. [16:33] Dr. Lautz says NAR is reporting that there have been a lot of investors in the bond market who have decided not to invest but to sell or move money into something else. That means that the 10-year Treasury goes up. Mortgage interest rates are closely aligned with the 10-year Treasury. [17:11] We have had about a 2% added interest rate. If the 10-year Treasury is at 5%, the 30-year fixed would go to 7%. The NAR forecast is that the 30-year fixed will be in the 6% range. It could touch 7% for a few days and then come back down into the 6% range. They probably won't go down by much. [18:20] Be sure that any buyer you are working with is in close contact with their mortgage broker. The broker will lock in the best rate they can get on that day. They will be watching rates more closely than a buyer has time to. Working with that expert is incredibly important. [18:55] Dr. Lautz notes that the use of FHA and VA loans has gone down. How many people are aware of these low-down-payment options that are out there for buyers? They do have a different interest rate than what you could see for a conventional loan product. You need a smaller down payment. [19:36] Something that goes under the radar is the low-down-payment options in your community for teachers, nurses, first responders, and just first-time home buyers overall. Many buyers and potential buyers nothing about these programs that can help first-time home buyers to get into the market easier. [20:24] Monica advises agents not to make assumptions about buyers and not to assume the lender is making all the options available to your first-time home buyer. If inventory is not moving, sellers want to see offers. [20:53] Dr. Lautz says now is a good opportunity for first-time buyers, because of the recent 6% rate range, more housing inventory coming onto the market, and the lock-in effect of repeat buyers. First time home buyers stand a chance because they're not overwhelmed by repeat buyers. [21:14] Being able to come into the market, see several homes in their price range, look at the homes for more than 15 minutes, and have a conversation with the seller through their agents. [21:35] Homes are selling quickly but there are four months of inventory on the market. Dr. Lautz says most homes are selling in under a month. Buyers generally have a few days to make up their minds. We could not say that a couple of years ago! [22:23] Dr. Lautz explains capital gains on home equity. This will be one of the top issues of the REALTORS®' Legislative Meeting. The advocacy team, led by Shannon McGann is in talks with legislators to adjust the capital gains limit with inflation above where it has been stuck for decades. [23:39] The public doesn't understand the current capital gains deduction and needs to be educated by agents about it. [23:59] Thinking of people who are aging in place, is their home working for them? Are they able to stay in that home with 14 stairs in the long run? For a lot of people, the answer is no. But they may be limiting themselves as they think their tax bill to sell will be too high. It may not be as much as they think. [24:32] Making sure that you're talking to the tax experts who know all of that is incredibly important. Sellers need to understand what they are going to be taxed on. [24:47] So many great topics for our agents to take and talk to their sphere about! Newsletter fodder! All kinds of great things to help educate the public about! [24:58] This has been a great conversation with Dr. Jessica Lautz. Thank you so much! We're going to do another episode, so check back in when that's released. [25:07] For my listeners, I want to remind you of all the learning opportunities at Learning.REALTOR. You can access so many courses there and each month, there are specials if you want to get a deal. We hope you'll join us for Part 2 with Dr. Jessica Lautz from NAR. [25:24] I'm Monica Neubauer for NAR's Center for REALTOR® Development. Thank you so much, Dr. Lautz. [25:31] All right, folks! Now, go out there and sell some more houses! Find them if you need to! We'll see you soon! Tweetables: "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, even though we're seeing rises in housing inventory. We know that we're still under February of 2020 when the housing market went bananas!" — Dr. Jessica Lautz "What we have seen is that we have a large number of people who are doubling up, young adults with parents. We also have a large number of older relatives who are doubling up, too, with their adult children." — Dr. Jessica Lautz "You have to show your value. You have to be out there showing what you can do for a client to make sure that you can get the listing or you can work with that buyer. And it is very difficult." — Dr. Jessica Lautz "There are a lot of people who are just trying to make it work, even though they would be in a better situation if they moved." — Dr. Jessica Lautz "When we look at FHA and VA loans, the use has gone down, unfortunately. I wonder how many people are aware of these low-down-payment options that are out there. They do have a different interest rate than what you could see for a conventional loan product." — Dr. Jessica Lautz Guest Links: Dr. Jessica Lautz, Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. NAR Resource Links ABR® Accredited Buyer's Representative Additional Links: Crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Dr. Jessica Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. She has been with NAR since 2007. The core of her research focuses on analyzing trends for both NAR members and housing consumers. She is in demand as a speaker and by major media outlets to provide commentary on the real estate market. She has testified before Congress on behalf of NAR. She also volunteers at Nottingham Trent University as an industry fellow mentoring real estate graduate students, is a committee chair at the National Association of Business Economics, bakes birthday cakes for underserved youth with Cake4Kids, and sits on the board of the Food Recovery Network. Dr. Lautz has been recognized by Housing Wire's Women of Influence and RISMedia's Newsmaker award. Jessica received her Doctorate in Real Estate from Nottingham Trent University in the United Kingdom. She also holds a Master's in Public Policy from American University and undergraduate degrees in Political Science and Law and Justice from Central Washington University. | |||
| 109: Center for REALTOR® Development: Mastering Win-Win Negotiation Strategies with Evan Fuchs: Part 2 | 05 May 2025 | 00:33:15 | |
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 their broker or association's paperwork provides a structure. It's like a third party in the negotiation. [12:43] Evan talks about appealing to different learning styles. It's always better to ask somebody a question than to tell them something. It's also better to show them something than to tell them something. Try to mix those things. Evan would want you to show him the process visually if he were buying. [13:37] If Evan were selling, he would also want you to walk him through the marketing process with visuals. [13:52] You must use leave-behind visuals to show people the market conditions for buying and selling. The visuals can negotiate for you in your absence. [14:37] Monica asks the public to interview more than one agent so they see different styles, and it will be easier to recognize they have a choice between different kinds of agents. Leave-behind items are hugely important, especially if they are amazing materials. Your professionalism is visible in the materials. [15:18] Be confident as an agent that you belong at the table and believe in yourself. It wasn't meant to be if the client didn't pick you up. Confidence comes through preparation, knowledge, and experience. [16:21] As a new agent, Monica went to every class at her association for two years to gain knowledge and confidence. Evan didn't take classes at first but then took a GRI class. After two days, he realized he had bought lots of someone's experience, saving him time. It changed his attitude about learning. [17:55] Monica says not all classes will be perfect but asks you to find the instructors that give you value. [18:24] There are many helpful books on negotiation. Monica and Evan agree that one book they love is Getting to Yes. Evan has never found a better book to learn negotiation. It teaches four principles of negotiating. The authors were part of the Harvard Negotiation Project, and these are proven principles. [19:28] The principles apply well to real estate negotiation. They support the win-win mindset. You're trying to collaborate with the other party without giving up what's most important to you. [19:58] The first of the four principles of Getting to Yes is to separate the people from the problem. Very often, the problem in the way is a people problem. You have to solve the people problem before you can solve the problem you're negotiating. [21:29] When an agent says their client won't go for that, Evan asks what the agent thinks their client won't go for, why the agent thinks that, and then tries to solve it with the agent. If it's a price, look at comps together and discuss what constitutes a fair price. [22:25] What you don't want to do is defend it and try to convince somebody who's dug their heels in. Go back to common ground, bring the temperature down first, and find out why they're reacting that way. Set your ego aside. Your job is to save the relationship with this person so you can get to the finish line. [23:04] The second principle focuses on interests, not positions. Under every position (what), a statement is an interest (why). The position has one solution. The interest has endless solutions. Understanding why someone takes a position creates new options for working together to find the best path to win. [24:23] When somebody says what they want, ask them why or try to find out why if you can't ask them directly. Once you know the underlying interest, you have many more ways to deal with it that have nothing to do with the position. Monica covers this principle in three to four hours in her negotiation classes. [25:00] Monica adds that when she needs to understand the why, she loves the phrases "Tell me more" or "Help me understand" to get them to tell her the why without her asking directly. Evan suggests checking for understanding with, "It sounds like you're saying …" to confirm. [25:37] The same principle applies to negotiating with the buyer. Find the why under any positions they take on what they are looking for in a house. The value of a buyer's agent is to get to the why and expand the options for their clients. [26:43] The third principle is to invent options for mutual gain. Don't view this as a competition, but as building a relationship. You'll sit on the same table and look at the problem together. This is where all the pieces and intangibles come together. This is the time for options and value negotiation. [28:22] The fourth principle insists on using objective criteria. This may need a third party, such as an appraiser, to provide an objective value. MLS comps and public records are objective. Ask, "If we can come up with a fair price, do you think we can make a deal?" Then, you bring in your CMA. [29:24] When you submit an offer to another agent, include your comparative market analysis that supports the offer. Review it with them over the phone so that it makes sense; it's not just an arbitrary number. On your end, listen with an open mind when you review objective criteria. [30:04] I hope our listeners recognize how much more there is to negotiation than just conversing and putting terms on paper. [30:23] Evan's final word: "I took a class from Ed Hatch 20 years ago on negotiating, and he said something that has stuck with me ever since, which is 'The negotiation begins long before the amateur negotiator realizes it.'" [30:42] "As professional negotiators, our preparation, our conversations, what we've done to get our clients to understand their negotiations; the person we're negotiating with may start when they get the offer, but we started long ago. Do the work, do the prep. What a tremendous advantage that gives you!" [31:45] Thank you so much to Evan Fuchs for sharing his wisdom with us, learned over many years of training and action with real people and situations. [31:53] You can find more opportunities to learn about negotiation at Learning.REALTOR. Evan Fuchs and Lynn Madison have micro-courses there, and you can also link to the Real Estate Negotiation Expert Class. Please attend some local negotiation classes through your association or online. [32:20] Once you start learning about negotiation and looking at these opportunities more objectively, you're going to find opportunities for you to learn in your everyday situation. I hope you can find those and share them. It will improve your business. [32:38] Thanks for joining us! I'm Monica Neubauer for the Center for REALTOR® Development. And I hope you keep busy out there selling lots of properties! Tweetables: "It can't be an accident. You have to be able to show and walk the walk. 'This is why I should be here representing you.' That's the way that I look at it." — Evan Fuchs "That's where we are right now. It's a different ballgame for a lot of people, and they're not going to get it right, necessarily, on the first try." — Evan Fuchs "If you want to improve relationships with other people and be a better communicator with them, listening, hearing what they're saying, asking questions, giving feedback, and being interested is where rich relationships come from." — Evan Fuchs "Confidence is the root of most of these conversations; my confidence as an agent that I believe I should be here. I bring something worth being at this table. Therefore, I'm going to be a better negotiator about it." — Evan Fuchs "It doesn't cost me anything to be nice to you. If it's important to you that the other person is nice, I just expanded the pie a little bit by throwing in some intangibles." — Evan Fuchs Guest Links: Evan Fuchs, Broker/Owner of Bullhead Laughlin Realty, Speaker, Educator Episode 100, "Explaining the Buyer Agreement and How to Use it Effectively with Brent Lancaster: Part 1" Episode 101, "Explaining the Buyer Agreement and How to Use it Effectively with Brent Lancaster: Part 2" Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William L. Ury, and Bruce Patton NAR Resource Links ABR® Accredited Buyer's Representative Additional Links: Crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Evan Fuchs ABR, CRB, CRS, GRI, RENE, RSPS, SRS, e-PRO Evan Fuchs speaks nationally on leadership, sales, strategic planning, and team building. A recognized industry leader with 28 years of experience, Evan is a past state president, four-time REALTOR® of the Year, and has been the broker/owner of Bullhead Laughlin Realty in Bullhead City, AZ, since 1999. Evan combines his experience in business and leadership with a down-to-earth style to deliver engaging and actionable programs. In addition to designations and certifications, such as the Accredited Buyer Representative, Certified Residential Broker, and Real Estate Negotiation Expert, Evan presents and develops custom programs, including the Arizona Leadership Training Academy. He is also a John Maxwell Certified Leadership Trainer. A proud dad, accomplished concertgoer, and lifelong learner, Evan loves collaborating with individuals and teams who aspire to produce their best work. | |||
| 108: Center for REALTOR® Development: Mastering Win-Win Negotiation Strategies with Evan Fuchs: Part 1 | 21 Apr 2025 | 00:35:11 | |
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 the list price from another buyer within a week, they could do that; otherwise, they would accept this offer. [15:41] Evan considers that a smart, creative negotiation. Monica's client did get the house after a week, while the seller had time to find another offer, which did not come. [16:08] Evan notes that considering the options takes time. To develop that kind of strategy, be prepared, know what you're doing, and spend time with the market, the property, and the client. Spend time, especially with your client, so you don't miss the options that may be meaningful to them. [17:14] Monica thinks some agents don't realize that the agent-to-agent relationship is valuable. The buyer's agent has some influence when the seller's agent is looking at multiple offers. The relationship history matters both in large markets and small ones. [19:13] Monica and Evan discuss how personal property becomes a negotiating point. Monica says agents in Tennessee must let their buyers and sellers negotiate personal property. Evan believes the furniture owner places a higher value on it than the buyer. [20:42] Monica cautions her listeners that if you negotiate anything beyond appliances and attached things, make sure you talk to your broker and know how that works in your state and local market. [21:11] Evan says intangibles are things that can't be measured, that you can't quantify. Is this a fair deal? How are you treating me? Are you ethical? Intangibles can be felt as opposed to being measured. Every negotiator has both tangible and intangible interests in every negotiation. We're human, and we care. [21:56] Adding intangible value to a negotiation does add value even though you can't put a dollar on it. Build a personal relationship with your client. Know what's essential to the other person and spend time with that. That adds value. Treating the other person might get you a concession in the contract. [23:15] Everybody has things that are important to them. So, the more you know the other party… use it to your client's advantage, which is your job. You owe that to your clients to do that, as long as it's ethical and honest. We need to put everything into it that we can. Adding those intangibles is part of it. [23:50] Monica shares another negotiating example. She called an agent who had just lost the family dog. She asked, "How can I help prepare the paperwork for our deal? I see you're having a difficult day." If Monica finds out that an agent needs something, and she can fill it quickly, why wouldn't she offer? [24:58] Evan calls that win-win language, offering to work as a team. It doesn't take anything away from your client. It's also called being a good human! [25:59] If you're not people-oriented and trying to negotiate with someone who is, it's like you're bringing friction to the table. You've got to take responsibility and adjust how you show up for this person and make them feel more comfortable. [26:16] Because Monica's a people person, sometimes she has to tell herself to "zip it" and do her job because she sees the other person doesn't want to chat today. [27:06] Evan talks about the negotiation environment. You have to know the numbers; you have to know your market. As a market professional seeking to get paid to represent clients, you have to know it. Evan refers to the pandemic lockdown and how, after that, buyers went gangbusters. [27:47] There were way too many buyers trying to buy the same houses. That led to the seller's market. It's our job to help our clients, and sometimes the other negotiators, understand the market dynamics so they understand their negotiating position. Once they do, then you can move on to strategy. [28:15] Our opportunity to shine is helping our clients develop a negotiating strategy once they understand their position. Evan gives the example of explaining to a buyer what it looks like to buy in a seller's market with multiple offers, bidding wars, and buyers getting creative to sweeten the pot. [29:06] Before you start showing houses, your buyer needs to understand that so they know how to behave once they get into the market if they want to buy. When the right house comes up at the right moment, they need to know how the market affects their position. [29:34] Monica now calls the market an artificial buyer's market. In some towns, at some price points, houses stay on the market for a little while longer. But we're not at that four-to-six-month range for most people. [29:51] In an extreme market, where one party is at an extreme disadvantage, and the other is at an extreme advantage, negotiators can help look for a win-win. It won't be in the money because the extreme advantage is there. That's where niceness and empathy make all the difference. [31:01] Evan comments that the win in an extreme buyer's market is just selling your house. In an extreme seller's market, the buyer gets the house. You won't be looking for the best deal in either situation. [31:23] Once you accept those negotiation parameters and start trying to find a house, everything else is on the table. "I know I'm not going to get a great deal here, but here's what else is important to me." Knowing what's important on the other side might get you the house or the sale. [31:50] We must get through the negotiator to get to the decision-makers. You've got to get the other agent "on your side." Sometimes, we have to coach them through their job and deliver that information to their client in a way that gets their client those secondary wins. [32:38] When Evan and I return in our next episode, we will discuss the conversations between the agents and their clients. That's a different negotiation environment. Join us on the next one! [32:55] Evan's final word: "Right now, so much is changing! Negotiating is an important part of navigating these changes, whether we are negotiating to get hired on either side or helping the clients who hire us navigate what the negotiations will look like now that we have different practices." [33:21] It's a whole new ball game that creates opportunities for people to step in and thrive! I get kind of excited about having these conversations! I'm looking forward to continuing on the next one with you!" [33:39] Thank you so much to Evan Fuchs for sharing his wisdom with us! You can find more opportunities to learn about negotiation at Learning.REALTOR. There are micro-courses there, taught by Evan and by Lynn Madison. [33:51] You can also link to the real estate negotiation expert certification class from there. Please attend some negotiation classes. Your associations are offering lots of opportunities right now. If it's not your local one, you may be able to travel a little bit and find one nearby. [34:09] Also, there are some great books on it. Read some books or watch some of the amazing online videos to help teach you great negotiation tools. [34:17] As you're moving through the changes in the industry, don't miss the opportunity to learn from your experiences as you're having conversations with your clients, your friends, and your family, hear what they're saying, and that will also help you be more prepared. [34:33] Thank you so much for joining us! Come back and join us for Part 2. I'm Monica Neubauer for the Center for REALTOR® Development, and I hope you are busy out in the field selling lots of properties! Tweetables: "While most people focus on price, it's just one element of the negotiation. So we want to think more about value. What does that price plus the other terms and everything else involved in the negotiation represent as a value package?" — Evan Fuchs "Everybody has things that are important to them. So, the more you know the other party, the more use those conversations to your client's advantage, which is your job. You owe that to your clients to do that, as long as it's ethical and honest." — Evan Fuchs "If you're somebody who's not people-oriented, and you're trying to negotiate with someone who is, it's like you're bringing friction to the table. You've got to take responsibility and adjust how you show up for this person and make them feel more comfortable." — Evan Fuchs "Whether negotiating to get hired on either side or helping the clients who hire us navigate what the negotiations are going to look like now that we have different practices, it's a whole new ball game, and that creates the opportunity for people to step in and thrive!" — Evan Fuchs Guest Links: Evan Fuchs, Broker/Owner of Bullhead Laughlin Realty, Speaker, Educator NAR Resource Links ABR® Accredited Buyer's Representative Additional Links: Crdpodcast@nar.realtor 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® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Evan Fuchs ABR, CRB, CRS, GRI, RENE, RSPS, SRS, e-PRO Evan Fuchs speaks nationally on leadership, sales, strategic planning, and team-building. A recognized industry leader with 28 years of experience, Evan is a past state president, four-time REALTOR® of the Year, and has been the broker/owner of Bullhead Laughlin Realty in Bullhead City, AZ, since 1999. Evan combines his experience in business and leadership with a down-to-earth style to deliver engaging and actionable programs. In addition to designations and certifications, such as the Accredited Buyer Representative, Certified Residential Broker, and Real Estate Negotiation Expert, Evan presents and develops custom programs, including the Arizona Leadership Training Academy. He is also a John Maxwell Certified Leadership Trainer. A proud dad, accomplished concert-goer, and lifelong learner, Evan loves collaborating with individuals and teams who aspire to produce their best work. | |||
| 107: Center for REALTOR® Development: Tech Meets Property: AI Trends in Real Estate with Dan Weisman: Part 2 | 07 Apr 2025 | 00:43:30 | |
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 iconic thing. It usually takes 10 to 15 prompts to get it to do what he wants it to do. [19:41] In Chicago, he takes a picture of the Bean and asks DALL-e to remove the Bean from the photo. It takes 10 or 12 tries. He doesn't show all the variations. The photo stuff has a long way to go. Dan took a listing to Canva and asked it to create a flyer. The images looked computer-generated. [20:39] Dan says some real-estate-specific apps are doing a good job tweaking photos. Renovate AI and Reimagine Home are two big ones he's been looking at. You can take a photo of a room and request changes to it, and in seconds, you will get a couple of gen AI photo options as you requested. [25:47] Monica points out that many agents are leaning toward virtual staging, and it is a pet peeve for buyers who want to see the actual condition of the house. That is a misrepresentation, a Code of Ethics violation. For any gen AI images in the listing, label them clearly as such, as different ways to view things. [28:36] Agents must be responsible as an industry when it comes to utilizing these tools, to ensure that we don't dilute the value of what we're providing and the consumer's expectations when they show up to see a property. [29:24] Monica recommends an agent derive from home or at least look at the pictures and see them before taking a client to them. The agent can confirm if that mountainous landscape in the background exists. Dan adds that agents need to be transparent about using gen AI tools. [30:27] Monica asks about virtual reality and shares her experience of seeing a European condo in VR. [31:24] Dan says VR is tough. You need at least a $500 headset. Many people feel uncomfortable or nauseous with the headset. VR headsets are being used in new construction and development, where there is a budget to build a VR experience. It is all custom, so it is expensive. [32:22] With VR, since every house is different, there has not been an effective way to create an experience that would provide value for a reasonable cost. Augmented reality needs to come first. At some point, VR may become mainstream, but a price-efficient method to build it for a home is not yet available. [33:15] Monica and Dan share their pain about communicating with bots. Bots will get better the more we use them. Dan has had success with the Amazon bot on a product return. The opportunity in the real estate space is for virtual assistant bots. [35:44] Productive.AI summarizes your phone conversations locally without sharing them with the world. It will provide a list of the things you talked about to follow up. It is especially helpful if you are calling while driving. [36:24] There are more agent and broker needs for virtual assistants than bots. The virtual assistants can help collect information and summarize it. [37:20] Monica would like to see more agents providing FAQs or answering specific questions on their websites. Can a bot do that? Dan says that will come as generative AI matures. [39:48] Monica is looking forward to having her own C-3PO generative AI bot to be all these apps for her. [40:15] Dan's final word: When it comes to generative AI, I would tell everybody to try it. Do not try to jam technology into a problem that isn't a problem, and you make it a problem. Focus on what you do, how you run your business and how you communicate. Test generative AI to see if it can help you do your job better. [40:55] Dan also says to be open-minded, be thoughtful, and use gen AI just occasionally. Before you know it, it will be integrated into your everyday life, making you more efficient and productive. [41:18] Thanks again to Dan Weisman for joining us. I am so happy to hear a simple and helpful tech update. His focus on his work and on what he learns is what is important to us. He distills it down and makes it so easy. [41:34] I am so fortunate to host this podcast and get to ask all these smart and focused people whatever questions I have. So let me know if you have some questions, you would like to hear us address on the podcast! [41:46] I hope you're taking advantage of the great education being offered at Learning.REALTOR, especially the ABR® Class. We know that AI in every form is relevant to all parts of our business. If you do join classes in some live form, you'll get a better focus on what's up to date. [42:12] Things are happening so fast. You will get those from the instructor or possibly from other learners in the classroom. I am also learning from you when I come to a classroom. We all need to keep learning from each other. [42:24] So head over to Learning.REALTOR and see what is available there to match the needs of your business. If you have been listening for a bit, we would appreciate your feedback on this two-episode-per month format, as opposed to the one longer episode we used to do. [42:43] Our email address is in the show notes. Please give us your feedback. [42:48] Keep up the good work helping your clients do what they need and want to do in this shifting market. I'm Monica Neubauer for the Center for REALTOR® Development. Now go out there and sell some property! Tweetables: "Generative AI is a tool in its infancy. This is new. It will do a pretty good job of manipulating the information you put in to satisfy whatever request or requirements you have. … How accurate it is and how close it is to how you might want it always varies." — Dan Weisman "One of the powers of generative AI is learning of you and what you are looking for as you communicate with it more." — Dan Weisman "We have to be responsible as an industry when it comes to utilizing these tools." — Dan Weisman Guest Links: Dan Weisman, Director of Innovation Strategy at NAR Canva NAR Resource Links ABR® Accredited Buyer's Representative Additional Links: Crdpodcast@nar.realtor Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Dan Weisman is a Director of Innovation Strategy within the Strategic Business, Innovation, & 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. | |||
| 106: Center for REALTOR® Development: Tech Meets Property: AI Trends in Real Estate with Dan Weisman: Part 1 | 24 Mar 2025 | 00:35:38 | |
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. Some companies use your data to provide better content and information. Dan wants to see ads for things that interest him. [24:05] You feed the system whenever you enter information into a Gen AI product. It's learning. It becomes more valuable as more people use it. Be careful what information you put into it. Don't upload confidential financial or personal information into AI, even though it's anonymized. [26:20] Dan clarifies one difference between the internet and Gen AI. If Monica uploaded her upcoming book into Chat GPT before she published it, it would not have generated more book sales. That may work in the future. [27:45] Copyright is a massive topic regarding content, in general, and how these large language models are trained. There are lawsuits out there now related to images. Anything you input into AI is your work. Anything AI creates from your input is not necessarily yours. [28:50] We're just scratching the surface with those conversations. Over the coming years, there's a lot to learn about what copyright and ownership of intellectual property means. Monica's info from her book could give a better answer to someone who asks Chat GPT a related question. [29:48] Analyze the risks before you add anything to Chat GPT. Do you want to share information or just maximize book sales? Chat GPT can do the former; the internet can do the latter. [30:27] Manica says that even though we're all creating our individual business models, we can use AI to help ourselves and make it more interesting. In real estate, there is a lot of mutual sharing. Most agents are not creating completely new content; they portray it differently. [30:59] For the average user, AI products are a way to do things you aren't great at or may not even like doing in a more productive, efficient manner, whether it be a blog post or writing a listing. To some degree, it's an assistant that supports whatever you are doing. There are huge opportunities to use it. [31:54] Monica always teaches agents to take what they've read and put it into their words in a video. Their expression of the idea is theirs and is part of their influence, engaging with the world. [32:14] Dan shares three points: (1) Use these products once a day. Get used to them. (2) Remember, this is a tool. You want whatever you provide to be yours. Verify that what comes out is what you want to say and that it's factually correct. (3) Make sure it's in your voice how you would articulate something. [33:07] Think of AI as a tool to help you improve at what you do and get from Point A to Point B twice or thrice as fast. Go out there and try some of these tools. You can ask any of them the same question 10 times and get 10 slightly different answers. [33:28] Dan suggests that you should get used to using AI just as you got used to using the internet for everything you do. AI is the next version of the internet. [33:37] Very encouraging stuff there, Dan! We'll have another episode, which will be more on application items, so look for that. Thank you so much, Dan! I appreciate you! [33:51] Thanks so much to Dan Weisman for joining us! I love to be able to introduce you, our listeners, to some of the amazing staff in Chicago and D.C., working for you as members of NAR. Dan is always learning and networking. Getting some time with him was fun, and I'm glad you could also join us. [34:09] Stay with us for Part 2, where Dan and I learn some of the best ways to increase your productivity. [34:15] I hope you're taking advantage of the great education offerings at Learning.REALTOR, notably, the ABR® Class. AI is relevant to all parts of our business. If you take classes on Zoom or in person, you will be getting the most up-to-date information from the instructor and other learners in the classroom. [34:34] What classes are you taking this fall to keep you sharp in this changing environment? I look forward to seeing some of you out on the road. If you are a listener, let me know! If you see me, come up to me and let me know what you're enjoying about the podcast. [34:48] We'd also appreciate feedback on this two-episode-per-month format, as opposed to the one longer episode we've done in the past. [34:56] Keep up the good work, helping clients escape their various living situations. In shifting markets, they need your expertise more than ever. I'm Monica Neubauer from the Center for REALTOR® Development. Go out there and sell some houses! Tweetables: "Nobody cares how the backend of Facebook works. We know it's providing a service we want: connections, people, ads, etc. You don't need to understand how Gen AI works; you need to understand if it can help support you efficiently." — Dan Weisman "I feel like we're at this point with generative AI products where it's like the beginning of the internet again." — Dan Weisman "Just get used to using AI, just like we got used to using the internet for everything we do, because this is the next version of the internet in the near future." — Dan Weisman Guest Links: Dan Weisman, Director of Innovation Strategy at NAR Canva NAR Resource Links ABR® Accredited Buyer's Representative Additional Links: Crdpodcast@nar.realtor Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio Dan Weisman is a Director of Innovation Strategy within the Strategic Business, Innovation, & 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. | |||
| 105: Center for REALTOR® Development: Buying that First Home: Insights from a Gen Z Buyer and Generational Trends with Ali Whitley and Martin Whitley: Part 2 | 10 Mar 2025 | 00:34:57 | |
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] Monica invites agents listening to these two episodes with Ali Whitley and her son Martin Whitley to share them with their clients and show them Martin's story. Ali and Martin are talking to the first-time home buyer as well as to the agents. It's about education. [13:49] Ali adds we don't need to find our forever home the first time. Think about your goals. If you want to own a home, it doesn't have to be the best property. Your home can appreciate. You can earn money from it when you sell it. Start with what you can afford and make a 10-year plan to move up. [14:44] Buying the next home is on Martin's mind but not a goal he's working toward yet. Part of the reason Martin was successful in buying a house was that he thought far ahead. One of his main drivers was building equity in something to look to the future. Any rent you pay goes to someone else. [16:13] Monica introduces the topic of generations. While people of a generation may share some similarities, it's important to remember that everybody is an individual. Monica asks Ali and Martin to share their observations on Millennials, Gen X, and Baby Boomers. [17:20] In real estate, Ali sees that Millennials purchase more as single purchasers than as a couple, in contrast to previous generations. That causes differences in what they need. It also causes differences in their ability to purchase a home. Millennials also have pets. [18:37] Millennials buy homes to accommodate their pets, which they see as part of their families. Martin's dog is 80 pounds, and Martin wouldn't have chosen a house with a fence if he hadn't had a dog. He knew a condo wouldn't have worked for that dog. NAR research shows pets are more important now. [20:17] Gen Xers are aged 44 to 59. Ali notices that Gen X is the new Sandwich Generation. They are helping their children and their parents. Sometimes, they combine households and have their parents live with them. [21:44] This may mean getting a bigger home. Gen X, now at their highest wage-earning age range, has money to work with to get what they want. There is a loss in this generation as parents pass and children leave. REALTORS® need to recognize this and know where the person is in their homebuying journey. [24:25] Monica suggests educating the whole family on how REALTORS® can help. What kind of home is needed? Perhaps have all the adults involved sit down with the agent and consider their options, keeping in mind who is the decision-maker client. [26:00] Martin previously worked in an event center and saw people of all ages. Selling is a very different experience for each generation you work with. Older customers tend to be more analytical and ask more questions. They want to know that you are trying to assist them in making informed decisions. [27:55] Baby Boomers are over 60. They are staying healthier longer, living longer, and aging in place. They want to have the correct type of home. They are right-sizing their homes, such as living on one floor. [28:36] Boomers are managing a lot of possessions. If you are servicing the Boomer Generation, you might have a person on your vendor list to help manage the possessions with a sale. The kids and grandkids have homes full of possessions and don't want more. See what doesn't need to stay. [30:09] Ali has suggested that people take digital photos of their collections and put them in a digital photo frame that cycles through the photos. They can keep one piece from each collection on the shelf and sell or gift the rest. [30:46] Martin would not want to receive his grandparents' collections, but little mementos would be appreciated. [31:27] Monica invites listeners to look at some agents who have been doing this for a while, how much they know, and what they bring to the table. Ali has just shared so many broad ideas. [31:38] Ali, thank you so much for volunteering and teaching with your clients and other agents in the industry and for sharing all your knowledge with us. [31:50] Ali thanks Monica for having her and Martin on the podcast. She is excited to be able to do this podcast with her son. She is proud of how her son has done so far in life. [32:07] We love having you with us, Martin! You brought so much great information. Thank you for being open and sharing some of your story with us! Thank you to both of you. I appreciate both of you a lot! [32:21] Personal stories and experiences are great tools to help us understand others. I enjoyed hearing their stories about the cooperation with other agents in the transaction and with their lenders, all of them educating and jumping in. This all led to a huge win for Martin. [32:39] I enjoyed Ali talking about Generation X being the Sandwich Generation. I think multi-generational housing is taking on new characteristics. What do you think? [32:49] Recently, I was on a tour with NAR in Arlington, Virginia. I love the tours they've started to do at Mid-Year and NAR Next. Zoning in Arlington had been changed to add more ADUs to the allowable residential zones. [33:09] ADUs are Accessory Dwelling Units. They're a smaller second unit. They might be attached, maybe not attached, and they can be added to the property of a single-family home. Here in my area, we see many of these in neighborhoods with older homes. [33:24] I love to see how different areas of the country are adapting their environments to the needs of their communities. The multi-family homes, as well as single-family homes, are all part of what people want and need in a changing environment. [33:43] The Accredited Buyer Representative course is available at Learning.REALTOR. There is so much great training at Learning.REALTOR. This topic is part of an excellent elective for the ABR®, Buyers by Generation: Success in Every Segment. [33:59] Such a fun class with applications for working with our clients and other real estate agents in our co-op deals and getting along better with our family members. I'm Monica Neubauer for the Center for REALTOR® Development. [34:16] You got some great tips from Ali and Martin, so I know you are now even more prepared to go out there, have great conversations with your prospects and clients, and sell them some properties! Yes! Tweetables: "[A duplex] is absolutely something I looked into and something I strived toward at one point, but my goals eventually did end up shifting." — Martin Whitley "Whenever I meet with a new buyer, I have a conversation with them. Ultimately, they need to be comfortable with the person that they are hiring." — Ali Whitley "I've had [Millennials] tell me, 'Oh my goodness, my cat is going to love that window!' … It is a gorgeous window; it's not something we might have heard in the past, though." — Ali Whitley Guest Links: Ali Whitley RE/MAX Crossroads in Akron NAR Resource Links ABR® Accredited Buyer's Representative Buyers By Generation: Success in Every Segment Additional Links: Crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio 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 teaches courses as well. Ali is Director of Education with RE/MAX Crossroads in Akron and is an instructor of professional designations and certifications conferred by the National Association of REALTORS®. Whitley has been active in the Akron Cleveland Association of REALTORS® since 1997, serving as President in 2012, and has chaired and served on several committees. She also served as an RPAC Trustee from 2015‒2016. She was awarded the 2013 REALTOR® of the Year from the Akron Area Board of REALTORS® and was honored by Crain's Cleveland Business as a Women of Note in 2012. | |||
| 104: Center for REALTOR® Development: Buying that First Home: Insights from a Gen Z Buyer and Generational Trends with Ali Whitley and Martin Whitley: Part 1 | 21 Feb 2025 | 00:33:48 | |
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 very intentional about preparing to put in an offer and how the process would go for each step. Ali helped him focus on goals, so when the roller-coaster of emotions and frustration came, Martin went back to getting to the end goal by going through the process. He made it happen! [23:28] It took work and focusing on his goal to buy a home by age 21, with the rooms and features he wanted. [24:17] Martin says the timing was definitely right for that house to come to his attention to buy. Martin tells how he learned of the property. He and his mother were in Spain at the time. A colleague of Ali's texted her that the house was going on MLS in 20 minutes. There were just a few pictures of it. [25:32] Ali reached out to one of her colleagues, Cyndi Kane, who went through the entire house and took about 40 pictures as a virtual showing. Martin saw the pictures and decided the house was exactly what he was looking for. He's grateful to Cyndi Kane for making that effort. It was a competitive property. [26:24] With solid advice from Ali, Martin put in an offer that outbid the second-highest offer by $222.00! He wouldn't have come up with that winning offer without the assistance of a real estate professional. [27:33] A lot of Martin's friends are renting houses. Discussing his home purchase with his friends has given many of them the idea that it is possible. There seems to be a lot of negativity about home buying among Gen Zs, who don't see it as possible for them. It is very expensive in certain areas. [27:59] There are areas where purchasing real estate instead of renting it could make sense for many people. [28:17] Martin was able to find grants and programs through mortgage lenders, which allowed him to make very low-down payments at the end of the process. He had saved money if needed but didn't have to come up with much out of pocket. [28:52] Ali asserts that it is always important to work through the right lender. Find a lender who will speak to the client as you, the agent, would. The client needs a lender who is similarly professional. The lender explained to Martin the ramifications of certain decisions he could make. [29:53] Martin's final word: "I would say it absolutely can be a difficult process, but it really is not impossible. With enough research and preparation, it is something that many more people can do. Depending on the situation, it could make more sense for a lot of people to pursue purchasing." [30:23] Ali's final word: "It is definitely possible. … It is challenging, but it's something that you can achieve if you are focused and intentional, and you have a real estate professional who is going to help guide you through each step. Having a REALTOR® advocating for you is your best first step to make that happen." [30:58] Thank you both so much! I look forward to our next chat! [31:06] Such a great conversation with Martin and Ali. Make sure you join us for Episode 2, where we hear some great selling tips for all the generations from Martin and Ali. What a world of difference a good education in the right area makes! [31:23] What was your favorite part of this episode? The financial planning? That was huge! What stood out to me was that Martin had a goal, made a plan, and worked the plan. Then he got his desired goal! He tweaked the plan on the way and kept moving toward what he wanted. That is a life lesson! [31:50] What do you want? Make a plan. Work the plan. Get to the goal! [31:57] The Accredited Buyer Representative is available at Learning.REALTOR. An excellent elective for the ABR® is Buyers by Generation: Success in Every Segment. It's a fun class with applications for working with our clients and other agents and getting along better with our family members! [32:24] Thanks for joining us! Watch for our next episode with Ali and Martin, where we discuss the other generations and some trends that we're seeing in the marketplace. I'd love for you to go out there and help someone in their 20s buy a house! [32:39] However, I have a different close this time. If you have family members who are in different generational groups (and who doesn't?), go and spend some time with them and ask them about themselves and what's important to them, and then just listen. [32:59] Great conversation can be and will be the bridge for any generational confusion. I believe it's improved greatly, but there is still room for conversation and understanding. I hope you enjoy the journey! I'm Monica Neubauer from the Center for REALTOR® Development. Tweetables: "For so many years, I've been selling homes and working with first-time buyers, helping other people's children and grandchildren get into homes and it was really a fun and different experience being able to deal with my own son through this transaction." — Ali Whitley "Occasionally Martin would say, "I need to ask you a business question,' and then we would go into business." — Ali Whitley "There are absolutely areas where purchasing real estate as opposed to renting it really could make sense for a lot of people." — Martin Whitley Guest Links: NAR Resource Links Buyers By Generation: Success in Every Segment Additional Links: Crdpodcast@nar.realtor Host Information: Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks Guest Bio 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 teaches courses as well. Ali is the Director of Education with RE/MAX Crossroads in Akron and is an instructor of professional designations and certifications conferred by the National Association of REALTORS®. Whitley has been active in the Akron Cleveland Association of REALTORS® since 1997, serving as President in 2012, and has chaired and served on several committees. She also served as an RPAC Trustee from 2015‒2016. She was awarded the 2013 REALTOR® of the Year from the Akron Area Board of REALTORS® and was honored by Crain's Cleveland Business as a Women of Note in 2012. | |||
| 103: Helping Your Buyers Purchase New Construction with Trenesha Harrison Part 2 | 12 Dec 2024 | 00:37:58 | |
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.
[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.
[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 agent and your client and ask the agent to go over it with you before your client signs it.
[22:28] In 2020 some builders had clauses that they could change the price, based on the price of lumber. Trenesha has not seen that in a long time. Most of the time, she sees verbiage about appraisal shortages. The buyer has to make up the difference. The builder will not drop the price. Don't overbuild your home!
[23:17] Monica saw a price-change clause in a contract last year. Be alert for things that may not need to be in the contract.
[23:36] Spec builders build homes without a specific buyer. Semi-custom builders allow you to make some structural changes. They may be already built into the models based on the floorplan you choose. Completely custom builders do whatever you can afford to do.
[24:33] Builders will sometimes let you move walls a bit but not too much. You may be able to pull a wall out two feet to make this side of the house bigger. You could choose a separate tub and shower or just a big shower. You may want sliding glass doors onto a back patio instead of a single door.
[25:08] Design changes include your floor tile choice, wood floors, metal choice for your fixtures, paint colors, brick color, color of fascia or soffit, front door color, and window frame color. It can be overwhelming for some home buyers. There are so many decisions.
[26:06] Your client has to decide what their negotiables are and what they have to have in their home.
[26:47] As a buyers' agent, know if this is a builder that starts at a low base level or a builder that has a higher base level. Knowing that is a way to bring value to your clients. There are so many nuances that come with extra money.
[27:36] What does the client want and how much are they willing to pay for it? Most structural decisions need to be made at the beginning of contract time. There is a little leeway with some decisions that can be made later, such as how much concrete to pour for a patio.
[28:27] Design selections involve your client's preferences. Ask them how long they plan to stay in the house if they start choosing extreme colors. Are they OK with repainting when they sell" Cabinets and flooring set the tone of the home. Also, help them watch their budget according to their goals.
[29:49] Builders that Trenesha worked with did a frame walk-through and a dry-wall walk-through. At that stage, there is still time to fix issues with plumbing and electrical placement.
[30:34] Before the final walk-through, there are third-party inspections. In the final walk-through, the builder shows the homeowner the water, gas, and electricity shutoffs, alarm system, sprinkler system, and hot water system.
[31:17] Before a walk-through, the buyers' agent should discuss with the on-site agent or builder the stage they are in. Will there be time to mark anything they missed? Will the inspection report be addressed? Then you tell your client what to expect in the walk-through. A final walk-through comes before closing.
[32:54] Sometimes buyers don't feel they have the power to insist on the builder making corrections. Be sensitive to the situation. It is the buyer's decision to make but you may have to advocate for them. Sometimes the builder pushes back, but a crooked sink counter, for example, has to be fixed.
[34:52] Small or medium items can go on a warranty list to be fixed within two weeks after closing. The buyers' agent needs to follow up on these items. Homes are rarely perfect by closing.
[35:23] Trenesha's final advice: Do not be afraid of new construction. There is a lot to add to your expertise toolbox about new construction. Don't be afraid to search for things that will make you a better real estate agent and buyers' agent and will help you understand what the process looks like to the buyer.
[35:52] Thanks so much to Trenesha Harrison! I truly believe that our listeners are way more prepared to help buyers purchase new construction homes after listening to the wisdom of Trenesha Harrison. I got some new tips, myself! I am so grateful she could take some time with us!
[36:10] These days, when we have limited inventory options, new construction is a great option at all price points. Education will help you feel more prepared to explore all the available housing opportunities in your area.
[36:25] An ABR elective course: "New Home Construction and Buyer Representation: Professionals, Product, Process" is a course that will give you more detailed information if you want to help yourself feel even more confident working with buyers and builders.
[36:42] You can access the class online or find a live class by searching on Learning.REALTOR. You can take it as an elective to the ABR or by itself. There are lots of opportunities to take the Accredited Buyer Representative, also available at Learning.REALTOR.
[37:01] Thanks so much for joining us! We would like to hear some feedback from you, our listeners about this two-episodes process we're testing here. Do you like the monthly topic separated into two episodes? Or, do you prefer one longer episode?
[37:17] The email address to contact us is in the show notes and you can let us know which style you prefer. I'm Monica Neubauer for the Center for REALTOR® Development.
[37:26] You got some great suggestions from Trenesah, so I know you are more prepared to go out there and sell some new construction!
Tweetables:
"I do stuff like that for my team, where we do a frame training because 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 for them to put those walls up mentally." — Trenesha Harrison
"You want to be the calm person in this. … Help the client relax a little because building a home is very stressful. If you notice something wrong, let the builder know as the buyer's agent but also talk to your client and tell them you've addressed it." — Trenesha Harrison
"Keeping your eyes on the job site for your client is going to help this process go a lot smoother so you don't get to the end and realize, 'Oh, this was supposed to be a bedroom, not an office. This was supposed to have a closet.'" — Trenesha Harrison
Guest Links:
NAR Resource Links
Additional Links: Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered New Home Construction and Buyer Representation: Professionals, Product, Process
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Trenesha Harrison is an Oklahoma native. She specializes in new construction, and first-time home buyers, is a listing specialist, and is investor-friendly. She began her career in new construction and has expertise on many top home builders in Oklahoma and the Dallas market. While being well-versed in new construction, her transition into general real estate was natural and mutual. She didn't just choose real estate, real estate also chose her. "I have learned there is so much more to finding a home for my clients than checking off boxes." Trenesha understands the importance of not just listening to her clients, but actually hearing them. Selling and purchasing a home is more than a logical or practical decision, there is an emotional component. Understanding someone's emotional motivation is sometimes more important than the home itself. "As a representative for buyers and sellers, you will not be disappointed with the level of care and attention I put into helping with your home search and getting your listing noticed and sold for top dollar."
"As a seasoned real estate professional, I understand that buying or selling a home is more than just a transaction: it's a life-changing experience. That's why I am dedicated to providing exceptional, personalized service for all of my clients. I take great pride in the relationships I build and always work relentlessly on the client's behalf to help them achieve their real estate goals. My philosophy is simple: Clients come first. I pledge to be in constant communication with my clients, keeping them fully informed throughout the entire buying or selling process. I believe that if you're not left with an amazing experience, I haven't done my job. I don't measure success through achievements or awards but through the satisfaction of my clients." | |||
| 102: Helping Your Buyers Purchase New Construction with Trenesha Harrison Part 1 | 12 Dec 2024 | 00:32:50 | |
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.
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.
[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.
[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] Monica shares a Seth Godin podcast quote: "When feelings of change come in, we tend to feel incompetent." There is so much change, we have to get used to those feelings of incompetence and learn how to fix them, so as not to feel incompetent.
[20:11] Trenesha advises, you've got to get comfortable with being uncomfortable. That's where you will find the most of your growth. Talk with these sales agents. Understand what they do and let them understand what you do. A lot of them aren't REALTORS®. Build a rapport with them.
[23:20] Ask the builder if they change the incentive level to buyers, depending on whether a buyers' agent is involved. If the answer is no, you're going to be protected. Trenesha always recommends doing an agreement upfront. She shares a case where an agreement with the builder protected her.
[25:58] Trenesha will share some great tips in Part 2 about how you prepare your buyers when you're having them sign your agreement with them. Make sure you come back for our second episode!
[30:08] Trenesha's advice for buyers' agents: If you take your client to see a new construction model home, watch how the agent interacts with your client and take notes because they've had different training than you have received. See how they handle objections and understand the questions they ask.
[30:38] Trenesha learned early to ask three "why"s deep. When a client answers your question, the first answer is surface-level. Dig down two more times to get to the root of the client's motivation. Trenesha offers an example. A good third question is "Tell me more about that." That will uncover the real answer.
[31:46] Trenesha's advice as an on-site agent: To become a new construction expert, join groups, and pay for sales training. Talk with builders. Work with colleagues who have more knowledge of new construction. There is much to be learned in the new construction field. You will elevate your career!
[32:42] Thanks so much to Trenesha Harrison! Do you feel better now about working with on-site agents to help your clients get the best house for them? It's such a great option, whether a finished market home or from-the-ground-up new construction!
[33:02] Trenesha shared some fantastic tips for how to grow your understanding and your business with new construction opportunities in your community. Your professionalism with new construction communities will yield a better result for you and your client.
[33:17] You can improve your professionalism with education. The CRD has an ABR elective course: "New Home Construction and Buyer Representation: Professionals, Product, Process." Taking it will give you more education to help you feel even more confident working with buyers and builders.
[33:40] You can access the class online or find a live class by searching on Learning.REALTOR. The Accredited Buyer Representative is also available at Learning.REALTOR.
[33:52] Thanks so much for joining us! Listen for our next episode with Trenesha, where she talks about new construction from more of the buyers' agent side. I'm Monica Neubauer for the Center for REALTOR® Development.
[34:06] You got some great tips today, so go out there and sell some new construction this time!
Tweetables:
"States have different rules for selling new construction homes. Some states require you to hold a real estate license but there are quite a few states that don't require a real estate license because you're working as a sales professional under the builder." — Trenesha Harrison
"You need to talk with these sales agents and understand what they do, and let them understand what you do. A lot of these agents aren't REALTORS®." — Trenesha Harrison
"You have to protect yourself a little bit more with the smaller, single builders; the ones who don't have a huge development; the ones who build one-offs here and there." — Trenesha Harrison
Guest Links:
NAR Resource Links
Additional Links: Learning.REALTOR — for NAR Online Education CRD.REALTOR — List of all courses offered New Home Construction and Buyer Representation: Professionals, Product, Process
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Trenesha Harrison is an Oklahoma native. She specializes in new construction, and first-time home buyers, is a listing specialist, and is investor-friendly. She began her career in new construction and has expertise on many top home builders in Oklahoma and the Dallas market. While being well-versed in new construction, her transition into general real estate was natural and mutual. She didn't just choose real estate, real estate also chose her. "I have learned there is so much more to finding a home for my clients than checking off boxes." Trenesha understands the importance of not just listening to her clients, but actually hearing them. Selling and purchasing a home is more than a logical or practical decision, there is an emotional component. Understanding someone's emotional motivation is sometimes more important than the home itself. "As a representative for buyers and sellers, you will not be disappointed with the level of care and attention I put into helping with your home search and getting your listing noticed and sold for top dollar."
"As a seasoned real estate professional, I understand that buying or selling a home is more than just a transaction: it's a life-changing experience. That's why I am dedicated to providing exceptional, personalized service for all of my clients. I take great pride in the relationships I build and always work relentlessly on the client's behalf to help them achieve their real estate goals. My philosophy is simple: Clients come first. I pledge to be in constant communication with my clients, keeping them fully informed throughout the entire buying or selling process. I believe that if you're not left with an amazing experience, I haven't done my job. I don't measure success through achievements or awards but through the satisfaction of my clients." | |||
| 101: Explaining the Buyer Agreement and How to Use it Effectively with Brent Lancaster: Part 2 | 07 Aug 2024 | 00:33:23 | |
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.
[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.
[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 in the Buyer Agreement.
[31:47] Buyers are just dying to buy! There are some pent-up buyer demands. Brent is excited about the rest of 2024, second quarter, third quarter; those agents that are ready, those agents that have planted those seeds, they're going to reap the rewards. Brent is excited for them.
[32:24] Brent's final word: "Thanks! I really appreciate the opportunity to do this, Monica! This has been so much fun. I really have enjoyed it and if anyone has any questions, just reach out to me. I'd be more than happy to help at least talk through it or have a conversation. This is my jam! I love talking about it!"
[33:10] Brent, thank you so much for all your wisdom, clarity, and the beautiful way that you've explained some of those things!
[33:49] Please continue to listen and learn from people who are creating solutions for you and your business in ways that produce growth and understanding for you and your client. Your ABR® instructors are working very hard all over the country to help us all be more focused on the quality service we bring to our clients and communicating that clearly to our prospects and the public.
[34:09] Go to Learning.REALTOR to get more information about quality training online or in your local area. Getting your Accredited Buyer's Representative (ABR®) designation is more important than ever. You might consider getting it again for a good refresher while considering your business options and plans. I have so enjoyed the personal engagement with agents in my classes on this topic.
Tweetables:
"If you don't tell your buyer what to do, then you're going to lose that buyer." — Brent Lancaster
"We wanted to give you an overview of some of the most important things that are in your agreement." — Brent Lancaster
"Buyers are just dying to buy! There are some pent-up buyer demands. I am excited about the rest of 2024; second quarter, third quarter; those agents that are ready, those agents that have planted those seeds, they're going to reap the rewards." — Brent Lancaster
Guest Links: LinkedIn: Brent Lancaster
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Brent Lancaster Brent Lancaster combines his love of the business of real estate with his passion for education. As president/CEO of one of the nation's oldest real estate schools, he offers a variety of solutions to the challenges agents face in today's real estate environment.
In 2003, Brent developed his first online course and has spent every year since, searching for innovative ways to bring quality and consistency to every agent using multiple delivery formats. Today, he continues to teach classroom instruction but has transformed the traditional brick-and-mortar classroom into a multimedia educational experience called On-Live™.
Brent is also the broker/owner of his own real estate firm, Brent Lancaster & Associates. | |||
| 100: Explaining the Buyer Agreement and How to Use it Effectively with Brent Lancaster: Part 1 | 23 Jul 2024 | 00:38:07 | |
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.
[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.
[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 open-house homes? The NAR says 89% of buyers are represented by a real estate professional. Explain your value to the buyer!
[29:35] What if the buyer's agent doesn't get paid? Brent notes some scenarios. Agency Representation and compensation are separate things. Legal representation doesn't guarantee compensation.
[31:15] A Buyer Representation Agreement is a contract. The buyer says the agent will do work for the buyer and the buyer will pay the agent for the work. No reasonable person expects agents not to get paid.
[31:55] The more the agent explains to the buyer how money flows in the transaction, the better off the agent will be. Brent covers negotiating cooperative compensation between the buyer and seller's agents.
[34:48] Brent believes that the buyers' agents who are strong enough to have the conversations about compensation are the ones who are going to get the deals.
[35:16] Monica encourages buyers' agents not to be afraid to negotiate with the seller about compensation. The seller may not have chosen to make an offer but may agree to negotiate for a sale.
[36:05] Brent's final words: "Get used to having the conversation! … Those who get used to having it sooner are the ones who are going to win! We're entering into an awesome market! Buyers are going to be more plentiful. If you can have the conversation, you're going to convert faster than anybody else!"
[36:33] Thanks so much to Brent Lancaster for sharing so much wisdom! I hope this conversation expanded your thinking about the benefit of having a signed agreement with your buyers. It is common for us to have agreements with service providers. We should have one too, with our clients.
[36:58] Please join us for the second episode, where we will discuss the individual components of the agreement and why they are important. We will also discuss some of the considerations regarding even more clarification for the agreement, moving forward.
[37:13] In these days, please listen to people who are creating solutions for you and your business in healthy ways. Your ABR® instructors are working very hard all over the country to help us all be more focused on the quality service we bring to our clients and to help us communicate that clearly.
[37:35] Go to Learning. REALTOR to get more information about quality training online or in your local area. Getting your Accredited Buyer's Representative designation is more important than ever. If you got it more than five years ago, you might consider getting it again. It's been updated and is so helpful!
[39:17] When your clients ask you questions, have great conversations with them so you can go out there and help them buy those properties!
Tweetables:
"A lot of buyer's agents have been staring at the Offer of Compensation and have just been accepting of what it is. Conceivably, I could show three different properties, do the exact same thing and essentially be offered three different levels of compensation." — Brent Lancaster
"The sticking point is it's different. A lot of agents haven't done it before. It's different and hard. Change is hard even if we want to do it. Now, we're at the point where this agreement is something that's potentially going to be necessary." — Brent Lancaster
"[A Buyer Representation Agreement] is a contract where the buyer is saying 'You're going to do work for me and I'm going to pay you for that work.' I don't think that there's anyone … that's reasonable that expects agents not to get paid for what they do." — Brent Lancaster
"That's the market that we're headed to and those buyer's agents that are strong enough to have those conversations [about compensation], I think those are the ones that are going to win the deals." — Brent Lancaster
Guest Links: LinkedIn: Brent Lancaster
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered facts.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Brent Lancaster Brent Lancaster combines his love of the business of real estate with his passion for education. As president/CEO of one of the nation's oldest real estate schools, he offers a variety of solutions to the challenges agents face in today's real estate environment.
In 2003, Brent developed his first online course and has spent every year since searching for innovative ways to bring quality and consistency to every agent using multiple delivery formats. Today, he continues to teach classroom instruction but has transformed the traditional brick-and-mortar classroom into a multimedia educational experience called On-Live™.
Brent is also the broker/owner of his own real estate firm, Brent Lancaster & Associates. | |||
| 099: Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 2 | 08 Jul 2024 | 00:39:48 | |
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 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.
[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.
[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 firm?
[38:05] Please share this podcast with your fellow agents. I am learning all the time and I am talking with some very well-trained and thoughtful educators. They want to help you and the people that they train to make the transition that needs to be made. Please share this as a resource for this time.
[38:31] 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 and the SRS offerings locally or at Learning.REALTOR.
Tweetables:
"Your business model cannot be something that is not allowed in your state. Some states have, for example, Minimum Services. If I have an exclusive agreement with my client, whether it's a listing or a buyer, I must give them a certain level of service." — Lynn Madison
"I'm at a loss as to understand why a buyer would want to go [without representation]. But part of the problem is we haven't been having these conversations with the buyers." — Lynn Madison
"You're going to have to figure out how to talk about compensation with your buyers. All of this ties back into your value proposition." — Lynn Madison
"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." — Lynn Madison
Guest Links:
080: "Talking Buyers, Contracts, Value, and Fees with Lynn Madison"
NAR Resource Links SRS Seller Representative Specialist
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Lynn Madison Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.
Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS®, a local independent with 28 offices. She was the manager of two different offices for First United. Prior to that, she was an award-winning salesperson — receiving their Salesperson of the Year honors.
Lynn speaks annually at the NAR conventions and is an ABR®, BPOR, GRI, SFR, SRES®, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR®, and BPOR courses.
Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS® her local 14,000+ member association.
At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships — RPAC and REBAC.
At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, and GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR's Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.
Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011.
Lynn's Credentials
| |||
| 098: Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1 | 05 Mar 2024 | 00:39:23 | |
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.
[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.
[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:
080: "Talking Buyers, Contracts, Value, and Fees with Lynn Madison"
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page: Facebook.com/Monica.Neubauer Instagram: Instagram.com/MonicaNeubauerSpeaks
Guest Bio Lynn Madison Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.
Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS®, a local independent with 28 offices. She was manager of two different offices for First United. Prior to that, she was an award-winning salesperson — receiving their Salesperson of the Year honors.
Lynn speaks annually at the NAR conventions and is an ABR®, BPOR, GRI, SFR, SRES®, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR® and BPOR courses.
Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS® her local 14,000+ member association.
At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships — RPAC and REBAC.
At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR's Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.
Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011.
Lynn's Credentials ■ 2016 President Mainstreet Organization of REALTORS®, 18,000 MEMBER ASSOCIATION ■ 2011 REALTOR® of the Year — Illinois Association of REALTORS® ■ 2003 REALTOR® of the Year — Main Street Organization of REALTORS® ■ Speaker at the NAR Convention since 1993 ■ REBAC Hall of Fame ■ RPAC Hall of Fame ■ Conducts over 250 continuing education seminars annually ■ NAR and REBI Certified to Teach: ○ ABR® ○ SFR ○ SRES® ○ SRS ○ RENE ○ PSA | |||
| 097: Filling your Buyer Pipeline with Current and Future Clients: Part 2 with Janet Judd | 20 Feb 2024 | 00:42:06 | |
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.
[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.
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: NARRPR.com REALTOR® Property Resource
American Greetings digital cards
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
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 Appointee to the elite Professional Standards Advisory Council.
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| 096: Filling your Buyer Pipeline with Current and Future Clients: Part 1 with Janet Judd | 06 Feb 2024 | 00:35:49 | |
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: NARRPR.com REALTOR® Property Resource American Greetings digital cards NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! 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® 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 Appointee to the elite Professional Standards Advisory Council.
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| 095: Strategies for Successful Business Planning in the New Year: Part 2 with Matthew Rathbun | 16 Jan 2024 | 00:35:03 | |
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.
[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.
[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: NARRPR.com REALTOR® Property Resource
Getting Things Done: The Art of Stress-Free Productivity, by David Allen
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
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 Association Instructor of the Year, and was recognized by RISMedia Newsmaker Thought Leader in 2020.
My course offerings are pretty extensive and I'm always happy to create unique content if it's within my knowledge base. I'm a certified CRS instructor and have contributed to or written various national certification and designation courses for RRC, REBAC, and REBI (all three NAR education institutes). My emphasis is on leadership development, technology, risk management, and advanced practice of real estate. I have a wide range of experience with risk reduction, including serving on the local, state, and national professional standards workgroups, MLS compliance committees, and various other industry opportunities that have given me broad exposure to what should be the best practices in the industry. I am an alumnus of the VAR Leadership Academy. As an author, I have contributed to many real estate industry magazines and online industry news venues.
A few accolades:
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| 094: Strategies for Successful Business Planning in the New Year: Part 1 with Matthew Rathbun | 03 Jan 2024 | 00:36:51 | |
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.
[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: 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
Freeform – app for iPads and iPhones only
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
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 Association Instructor of the Year, and was recognized by RISMedia Newsmaker Thought Leader in 2020.
My course offerings are pretty extensive and I'm always happy to create unique content if it's within my knowledge base. I'm a certified CRS instructor and have contributed to or written various national certification and designation courses for RRC, REBAC, and REBI (all three NAR education institutes). My emphasis is on leadership development, technology, risk management, and advanced practice of real estate. I have a wide range of experience with risk reduction, including serving on the local, state, and national professional standards workgroups, MLS compliance committees, and various other industry opportunities that have given me broad exposure to what should be the best practices in the industry. I am an alumnus of the VAR Leadership Academy. As an author, I have contributed to many real estate industry magazines and online industry news venues.
A few accolades: ■ REBI National Distinguished Instructor of the Year 2021 ■ CRS National Instructor of the Year 2020 ■ Virginia Association of REALTORS® — Instructor of the Year 2007 ■ RISMedia Newsmaker — 2020 Influencer ■ Virginia REALTORS® Graduate — Leadership Academy — 2007 ■ Fredericksburg Assoc. of REALTORS® — Realtor of the Year 2020 ■ Fredericksburg Assoc. of REALTORS® — President's Award 2010 ■ Fredericksburg Assoc. of REALTORS® — Code of Ethics Award 2011 ■ Fredericksburg Assoc. of REALTORS® — Rookie of the Year 2003 ■ Fredericksburg Assoc. of REALTORS® — Honor "Role" ■ Fredericksburg Assoc. of REALTORS® — Production Awards ■ Coldwell Banker Recruiter Award — Virginia | |||
| 093: Investing in Real Estate is More than the Purchase with John LeTourneau | 05 Dec 2023 | 00:58:42 | |
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: Book recommendation: The Psychology of Money, by Morgan Housel
NAR Resource Links CRD Episode 057: Financial Planners, Insurance, and REALTORS® with Rich Arzaga
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio John LeTourneau is currently the KW Commercial Managing Director for the E to P Group of 9 offices in the Chicago area. In his role, John oversees the strategy implementation and daily operations of the KW Commercial brand, with a special focus on mid-market commercial properties in the Chicago region.
During his career, John has represented landlords, tenants, investors, owner-users, and sellers in all aspects of commercial real estate; and looks to use this experience to leverage the KW Commercial platform.
● Member of the Board of Directors, Illinois REALTORS® ● Immediate Past President, Mainstreet Organization of REALTORS® ● Member of the Board of Directors, Mainstreet Organization of REALTORS® ● Member of the Commercial and Government Affairs Committees at Mainstreet ● Member of the Illinois REALTORS® Commercial/Industrial, Leadership Development, and Public Policy Working Group ● Member of the National Association of REALTORS® Commercial Real Committee ● Overseas Member of the Institute of Professional Auctioneers & Valuers (IPAV), Dublin, Ireland ● Illinois Consulate Liaison to the Republic of Ireland ● Illinois State Legislative Contact for Senator John Curran ● Approved Continuing Education Instructor in Illinois ● Approved Instructor for NAR and REBAC ● Carries the CIPS, e-PRO, ABR, CRS, SRS, PSA, RENE, C2EX, AHWD, and GRI Designations/Certifications | |||
| 092: VA Loans, Helping Veterans, and Improving Business with Jimmy Vercellino | 08 Nov 2023 | 00:55:20 | |
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.
"[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 on YouTube Jimmy interviews Appraiser Jay Josephs on the VA Appraisal Process Email Jimmy@VAloansforvets.com
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio My name is Jimmy Vercellino, and I am a proud veteran of the United States Marine Corps and Operation Iraqi Freedom. I was born and raised in the San Francisco Bay Area, but at the age of 18, I made the decision to defend my country and leave home by enlisting. During my time in the Marine Corps, I traveled across the world visiting countries such as Japan, Korea, Thailand, Australia, and Singapore, and Fallujah, Iraq. I am a veteran of Operation Iraqi Freedom.
I met my beautiful wife Sylvia while stationed in Kaneohe Bay, Hawaii, and we decided to relocate to Arizona in 2005 and get into the mortgage industry. I had a hard time transitioning from military to mortgage. I devoted myself to the Veteran and active-duty home buyers and their families here in the Phoenix area. I went all in, I started educating real estate professionals and veterans about how the VA Home Loan Benefit works. Today, I'm fortunate because I get to serve veterans all across this great nation. I lend in all 50 states. My mission was to serve all veterans and active-duty military as a trusted advisor for all their VA Home Loan financing needs. I have always had great love, respect, and admiration for veterans who have served the United States and I wanted to give back.
Now, I have risen as one of the country's top VA Home Loan mortgage originators. Being a licensed and certified instructor with the Arizona Department of Real Estate, I proudly teach continuing education for real estate professionals in the Valley. It is my passion to partner with servicemen and women every day to help them find the home of their dreams in the country they call home.
I now live in beautiful Phoenix, Arizona, and enjoy spending time with my wife Sylvia, daughter Sylvia Ann, and son Christian.
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| 091: Marketing your Business and Value with Holly Mabery | 03 Oct 2023 | 00:58:17 | |
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!
[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: eXprealty.com
"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
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered
Monica Neubauer Speaker/Podcaster/REALTOR®
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. | |||
| 090: Embracing the World of AI with Alex Camelio | 20 Sep 2023 | 00:58:29 | |
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. [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: https://agentinnercircle.com/ Alex Camelio on LinkedIn Chat GPT is at chat.openai.com NAR Resource Links Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! 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® Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks Guest Bio Alex Camelio As the CEO of Agent Inner Circle®, a 40,000-member real estate agent community, Alex focuses on providing agents with education and actionable strategies to grow and optimize their business, ultimately building some of the most successful careers in real estate today. Alex is an internationally recognized educator who's shared his thoughtful and energetic presentations with various National Associations and industry organizations. Prior to AIC, Alex was the Co-Founder and President at Barcode Realty, a company focused on bringing cutting-edge mobile technology to the real estate industry, which he later sold to Lone Wolf Technologies | |||
| 089: Awareness is Your Best Safety Tool with Andy Tolbert | 05 Sep 2023 | 01:00:44 | |
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 Links "074: REALTOR® Safety Tips with Tracey Hawkins" "044: Safety Tips for REALTORS® with Donny Allen"
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page 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 firearms instructor. About ten years ago, she was asked to bring safety training to the real estate world. She is now a real estate safety professional. | |||
| 088: Emerging Technology in Real Estate with Dan Weisman and Dave Conroy of NAR | 01 Aug 2023 | 00:59:55 | |
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. [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
NAR Resource Links
Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! 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®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio Dan Weisman Dan Weisman is a Director of Emerging Technology within the Strategic Business, Innovation & Technology group at the National Association of REALTORS®. In his role, he focuses on how the intersection of business processes and technology may impact the real estate industry. Dave Conroy | |||
| 087: Tools and Tech for Working with Mature Clients with Ali Whitley | 05 Jul 2023 | 00:35:55 | |
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 REACH Program Companies nar.realtor/newsroom/second-century-ventures-announces-14-companies-for-2023-reach-scale-up-program
NAR Resource Links NAR NXT, The REALTOR® Experience
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio
Ali Whitley Ali Whitley is an active Residential Real Estate Agent and Director of Education at RE/MAX Crossroads. In addition to guiding buyer and seller clients through successful transactions, Ali is passionate about professional development and education. A skilled negotiator and experienced REALTOR® for over 26 years, she shares this expertise and empowers fellow agents as an educator and mentor, and as an instructor of Designations and Certifications. Ali is active in local, state, and national REALTOR® Associations, currently serving as President-Elect of Ohio REALTORS®, NAR Director and Chair of the Emerging Business and Technology Forum. She has been recognized as AABOR REALTOR® of the Year and as a "Woman of Note" by Crain's Cleveland Business. Ali is committed to excellence, fostering an inclusive environment focused on sharing strategies for growth and success | |||
| 086: Committed to the Conversation: Why is the Homeownership Gap Still So Wide? | 23 Jun 2023 | 00:54:06 | |
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 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, by Heather McGhee The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein
NAR Resource Links
Additional Links:
Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio
Alexia Smokler Alexia Smokler represents NAR's positions on Fair Housing to Congress and federal agencies and leads NAR's ACT! initiative, which emphasizes Accountability, Culture Change, and Training to advance fair housing in the industry. She led the development of Fairhaven: A Fair Housing Simulation, and Bias Override: Overcoming Barriers to Fair Housing. Alexia also oversees NAR's discrimination self-testing program for real estate brokerages, NAR's fair housing real estate licensure reform efforts, and other projects aimed at closing racial and ethnic homeownership gaps. Alexia serves as staff executive to NAR's Fair Housing Policy Committee and writes and speaks regularly on fair housing issues to audiences around the country. Her 2021 cover story for REALTOR® Magazine, Repairers of the Breach, won several awards for excellence in business-to-business journalism.
Before joining NAR, Alexia worked in fair housing enforcement at HUD, on the staff of Congressman John Conyers, Jr., and with nonprofit civil rights organizations. She is admitted to practice law in Maryland and holds a law degree from the University of California, Berkeley, School of Law; a master's degree in public affairs from Princeton University's School of Public and International Affairs; and a bachelor's degree in government from Smith College. She lives in Alexandria, Virginia.
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| 085: Rethinking What You Know About Gen Z and Millennial Homebuyers | 09 Jun 2023 | 00:54:04 | |
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 Arizona Association of REALTORS® Consumer Financial Protection Bureau (CFPB) Foreign Investment in Real Property Tax Act (FIRPTA)
NAR Resource Links
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
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®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio
Mandy Neat Mandy Neat is the 2023 Treasurer for the Arizona Association of REALTORS®. She serves on committees and as a member of the board of directors for the local association WeSERV, which is the West and Southeast REALTORS® of the Valley, where she is also a Past President. She serves with the Arizona Association of REALTORS® and the National Association of REALTORS®. She obtained her license in 2004 and has continued to serve her community as an advocate for home ownership as well as assisting other professionals to succeed. She truly believes in her value statement of making you matter. As a current managing broker of Realty One Group, she puts her agents' needs and their clients first, daily. | |||
| 084: Networking to Expand your Global Business with Ginni Field | 03 May 2023 | 00:55:30 | |
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 discount the fact that the world really is a marble, that we are all so interconnected. And build that business and get the CIPS designation. It's such an important designation.
Tweetables:
"I want to share with you and your listeners the importance of global real estate, paying attention to it, and getting their Certified International Property Specialist designation. Don't miss out on opportunity!" — Ginni Field
"It's all about the relationship and trust. … When you look at the Americas, it's a family affair. The process of buying real estate is often a family affair with a hierarchy. And if they don't know you, they're not doing anything with you." — Ginni Field
"The fluctuation of exchange rates — you have to be paying attention to that. It matters more for the investor buyer than it does for the person who's going to live in the house. ... If the exchange rate fluctuates just enough, that deal might be gone." — Ginni Field
"When you get your CIPS designation, you're now part of a networking group through social media, as well." — Ginni Field
Guest Links:
Ginni Field, REALTOR® ABR, AHWD, CIPS, CRB, C-RETS, ePro, GRI, MRP, PSA, RENE, RSPS, SFR, SRS, SRES Real Estate Trainer, Business Consultant, Risk Management Consultant, Business & Life Coach 858-774-7063
NAR Resource Links
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bio
Ginni Field Ginni has been in real estate since 1986, beginning her career in Fairfield, CT, and moving to San Diego, CA, and continuing her real estate career in California. Throughout most of her real estate career, Ginni served in brokerage management positions in both states with her largest office consisting of 250 agents creating profitable real estate offices in each location. Ginni has also served as Vice President of Leadership Development for an international real estate franchise sales company where she developed agent and leadership curriculum for agents and brokerage leaders. Ginni continues to write real estate training content as well as work with real estate companies as a consultant and as a coach to individual real estate agents and teams.
Achievements and Awards:
● REALTOR® Associate of the Year 1991 Greater Fairfield Association of REALTORS® ● President, Greater Fairfield Association of REALTORS® 1998 ● REALTOR® of the Year 1998, Greater Fairfield Association of REALTORS® ● Former Director, Connecticut Association of REALTORS® ● President, North San Diego County Association of REALTORS® 2004 ● Former Director, California Association of REALTORS® ● Regional Chair, Region 29, California Association of REALTORS® 2006 ● Executive Committee, California Association of REALTORS® 2007 ● Director, National Association of REALTORS® 2004‒2010 ● Former Member, National Association of REALTORS® Professional Development Committee ● Former Chair, Real Estate Business Institute Professional Development Committee ● Member, Real Estate Business Institute Learning Experiences Committee and Strategic Thinking Committee ● Former Director, Greater San Diego Association of REALTORS® ● Former Director, San Diego Multiple Listing System ● Inducted into the REBAC Hall of Fame 2013 ● CIPS Instructor of the Year 2018 ● Senior Real Estate Specialist Outstanding Service Award 2021 | |||
| 083: Personal Stories on Awareness, Fair Housing, and Bias with Robert Morris and Matt Difanis | 10 Apr 2023 | 01:06:35 | |
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 realizing it. This really opened my eyes. [19:44] I call myself a hobby sociologist because I find so much of this fascinating. But then there came a time when I became more involved. [20:41] After seeing the memorial park in Tulsa,things opened up for me even more, and then, of course, the journey that Matt described about so many of the changes that happened in 2019 with the Newsday report (on housing discrimination). [22:22] People need to be exposed to different stories, and different journeys, and when they are… just like me, to grow and then finally find a place to speak what I had learned. [22:52] This journey has been fun in many respects. I feel very grateful to have had it. But isn't that the perspective that we all want to take, hopefully, when we go through something that's hard or different, that it changes us for the good?
Discussion: [23:57] Monica stresses Robert's point about fear and his question, "Have I caused you to feel that way? Has anybody actually caused you to feel that way in a personal engagement?" [24:36] People are not born prejudiced. In their formative years, they were taught it or observed it from the people that mattered the most to them. [30:18] Robert teaches that the construct has been put together for those who were in authority and power. Robert talks about meeting people where they are. The Fair Housing Act covers everyone. [34:10] They discuss equity and equality. [49:11] Robert says we need to revisit constructs that are not equitable, and that involves changing hearts and minds. [53:31] Robert explains the terms Black American and African American. [58:04] Matt shares two favorite books. [1:01:41] Matt's last words: Matt was very trepidatious about going into unfamiliar spaces where he was going to be the outlier. Most of White America don't take that opportunity. Matt invites you to seek out and enter unfamiliar spaces as a listener. [1:02:56] Robert says, with Dr. King, I'd love to get to a place where I'm not judged by the color of my skin but by the content of my character. In America, if you work hard, you should be able to experience the American Dream.
Tweetables:
"And then [I] looked at the lack of inclusion that I was oblivious to, but like in 2017, the Illinois REALTORS®Board of Directors, the whole board: 100% white and 68% male! Home to a city many of you have heard of, Chicago. We didn't look like the state at all!" — Matt
"It's not just about Black and White. There are a lot of different pieces to that puzzle." — Robert
"We need to be able to give people targeted resources to offset structural disadvantages that we collectively as an industry inflicted on large swaths of our population." — Matt
"As human beings, mindwise, you might say, 'Yeah, it's bad, but I kind of like the gig I've got.' and … 'I don't necessarily want to give up that.' That's human nature." — Robert
"We're not that much different. … All of the things that you would want in your family are what all families would want. And hopefully, we can find a way as we travel this journey that we can become closer and better in those respects." — Robert
Guest Links:
Robert Morris — Linkedin.com/in/robertmorrisseminars Harvard Implicit Bias Test — Project Implicit Implicit.harvard.edu/implicit/user/agg/blindspot/indexrk.htm
Matt Difanis Website — Mattdifanis.com The Color of Law: A Forgotten History of How Our Government Segregated America, by Richard Rothstein Caste: The Origins of Our Discontents, by Isabel Wilkerson
The Sum of Us: What Racism Costs Everyone and How We Can Prosper Together, by Heather McGhee
NAR Resource Links Nar.realtor/fair-housing/fair-housing-compiled-resources
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
New! Home Finance Resource (HFR) Certification
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Guest Bios
Robert Morris Robert Morris has been actively involved in real estate sales and training since 1985. He recently received the Tennessee REALTORS® Educator of the year award for the second time and served as President of the Middle Tennessee Association of REALTORS® from 2020‒2021.
Robert graduated from the NAR Leadership Academy in 2022 and serves as a NAR Director from Tennessee REALTORS® for 2022‒2024. He has also been inducted into the Real Estate Buyer's Agent Council (REBAC) Hall of Fame for 2022. Robert is an international speaker, certified instructor, and professional development consultant on the Dynamic Directions, Inc. team and he is committed to making a positive difference in the lives of every person he meets.
Matt Difanis Matt considers himself the world's most improbable DEI and fair housing evangelist. Matt served as the 2018 President of the 50,000 member Illinois REALTORS® trade organization. During his four years on the state leadership team, he went from unaware of any of these issues to aware, then concerned, and eventually outraged. In the last few years, he has developed a reputation for building bridges to historically marginalized groups that have been impacted by housing discrimination — particularly the Black community.
Matt served as the 2020 Chair of the National Association of REALTORS® Professional Standards Committee, which is charged with updating and interpreting the NAR Code of Ethics. During his time leading that group, he advanced a series of proposals that eventually became Standard of Practice 10-5 in the Code of Ethics — a ban on discriminatory hate speech by REALTORS®. That journey has landed Matt in the pages of The New York Times, in a Bloomberg Businessweek feature about housing discrimination, as a live guest on Bloomberg Quicktake, and as the exclusive guest for a full hour on the Tavis Smiley Show on KBLA in Los Angeles.
Matt is a full-time practitioner and multi-office broker-owner in Champaign, Illinois, where he leads a highly inclusive real estate team. On Sunday mornings, you can find him in the tech booth of Pilgrim Missionary Baptist Church, a historically Black church, where he runs sound and the live stream, as well as doing volunteer photography.
Matt earned a bachelor's degree in psychology and his juris doctor from the University of Illinois. | |||
| 082: Spring 2023 Housing Market Data Update with NAR's Dr. Jessica Lautz | 22 Mar 2023 | 00:41:23 | |
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:
Email data@nar.realtor
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
New! Home Finance Resource (HFR) Certification
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page 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. | |||
| 081: Lending and Laundering Money with Debra Killian | 09 Mar 2023 | 01:06:44 | |
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. "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: Microcourses can be found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse! Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates New! Home Finance Resource (HFR) Certification crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Instagram.com/MonicaNeubauerSpeaks
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| 080: Talking Buyers, Contracts, Value, and Fees with Lynn Madison | 07 Feb 2023 | 01:11:43 | |
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:
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!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page 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 as serving on too many local, state, and national committees to list, she has a passion for real estate that she brings to her classes and a vast array of knowledge that she gets from being on all those committees. Lynn has been honored as an Illinois REALTOR® of the Year, REBI Distinguished Educator Award as well as being a REBAC Hall of Fame award winner. Her years as the VP of Career Development for one of Chicagoland's largest brokerages, along with her top production status gave her the background she needed to transition to training, which is where she now focuses her talents.
She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. Locally Lynn has served on the Board of Directors for her 20,000+ local association, Mainstreet Organization of REALTORS®, and proudly served as President of Mainstreet in 2016.
Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR® of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR® of the Year for 2011 and most recently was honored with the Distinguished Educator Award from the REBI division of NAR for 2022.
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| 079: The Philosophy of Business Planning with Imran Poladi | 11 Jan 2023 | 01:09:41 | |
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:
The Five Love Languages: The Secret to Love that Lasts, by Gary Chapman 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" "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!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page | |||
| 078: Hospitality Tips for the Holidays and Beyond with Christine Hansen | 20 Dec 2022 | 00:35:27 | |
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." — Christine
"We project people's opinions on us more than we have to." — Christine
"What are you doing [by telling your client that you're going on vacation]? Setting expectations. And when we set good expectations and don't surprise people, it goes well." — Monica
"At times [in a party], I just make myself pause and I look around the table and I see people laughing or talking and I'm like, 'This is what life is about!'" — Christine
Guest Links:
You Can Heal Your Life, Study course by Louise Hay Ron Phipps, 2011 NAR President Stand Up For Your Life, by Cheryl Richardson Dare To Lead podcast, by Brené Brown You Can Heal Your Life, by Louise Hay
Episode 63 with Brent Lancaster Episode 46 with Sean Carpenter
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Christine Hansen Bio: Licensed in 1987, obtaining Brokers license in 1989 2007 President of Great Fort Lauderdale REALTORS® 2009 NAR leadership team 2017 NAR Liaison of Member Communications 2018 Florida Realtor President 2019 Florida REALTORS® — REALTOR® of the Year 2019 NAR REALTOR® Party Director 2020 NAR Vice President of Advocacy 2021‒2022 NAR Executive Committee
Designations & Certifications: CRB/CIPS/GRI/AHWD Licensed since 2007 to teach You Can Heal Your Life by Louise Hay Broker/Owner Century 21 Hansen Realty which was established in 1977 2nd tier Hall of Fame RPAC 2021
WCR Member since 2003
Christine Hansen Broker-Owner 3010 E. Commercial Blvd. Ft. Lauderdale, Fl 33308 Est. 1977 954-817-4881 call/text
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| 077: Personal Wellness with Christine Hansen | 06 Dec 2022 | 01:02:15 | |
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 the news. Don't wake up in the morning and put the news on. You won't have your spirit lifted up by negativity, sensationalism, and drama. [55:27] Christine suggests some wellness resources. [57:36] All of us need to have grace with ourselves, take it easy on ourselves, we need to be our best advocates.
Tweetables:
"[Wellness] is about making sure that the very first thing that you prioritize is yourself. And it's not being selfish and it's not negative. It is about taking care of who you are. Because … you cannot give what you do not have. And so you must give to yourself." — Christine
"When did we stop living our lives in the way that we choose and start living our lives at the timing of everybody else? … We're basically accessible 24/7 without safeguarding the things that we need." — Christine
"We need to give ourselves permission to be curious and courageous and … able to make mistakes without beating ourselves up … about it. … It's … having that belief in yourself and trusting that you are complete as you are. … That's where the journey starts." — Christine
"When you focus on true wellness, it's about having a foundation of belief and trust within yourself; that you have the courage and the respect to be able to say, 'Thank you for asking, but no.' Or … to say, 'If I say yes to this, I'm letting myself down.'" — Christine
"Often, we will say yes to good, and then we miss out on great." — Christine
"When you have guilt, it always seeks some sort of punishment. And punishment always seeks some sort of pain. If you have guilt, you're setting a path of self-sabotage because you will somehow believe you deserve to either be disappointed or hurt." — Christine
"Give your family the best of you, not the rest of you." — Past NAR President Ron Phipps, quoted by Christine
"When you're feeling overwhelmed, I want you to take a breath and I want you to slow things down." — Christine
"We 'should' ourselves to death. … I think we need to take 'should' out because 'should' is a guilt word." — Christine
"We beat ourselves up way more than we ever let on. We need to give ourselves a break." — Christine
"Stop lying to yourself. Make a deal that if you already know you're not going to do [something] don't say you're going to do it. Start to be careful with the thoughts you think and what you say to yourself. … Own the things that you say." — Christine
Guest Links:
You Can Heal Your Life, Study course by Louise Hay Ron Phipps, 2011 NAR President Stand Up For Your Life, by Cheryl Richardson Dare To Lead podcast, by Brené Brown You Can Heal Your Life, by Louise Hay
Episode 63 with Brent Lancaster Episode 46 with Sean Carpenter
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Additional Christine Hansen Bio: Licensed in 1987, obtaining my Brokers license in 1989 2007 President of Great Fort Lauderdale REALTORS® 2009 NAR leadership team 2017 NAR Liaison of Member Communications 2018 Florida Realtor President 2019 Florida REALTORS® — REALTOR® of the Year 2019 NAR REALTOR® Party Director 2020 NAR Vice President of Advocacy 2021‒2022 NAR Executive Committee
Designations & Certifications: CRB/CIPS/GRI/AHWD Licensed since 2007 to teach You Can Heal Your Life by Louise Hay Broker/Owner Century 21 Hansen Realty which was established in 1977 2nd tier Hall of Fame RPAC 2021
WCR Member since 2003
Christine Hansen Broker-Owner 3010 E. Commercial Blvd. Ft. Lauderdale, Fl 33308 Est. 1977 954-817-4881 call/text | |||
| 076: YouTube Video Marketing and More with Antoine Dupont | 07 Nov 2022 | 00:54:23 | |
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, then it's YouTube." — Antoine
"One of the things that are helpful for agents to understand is creating video is, if not the only, certainly the best way for them to get organic attention on themselves." — Monica
"Think about it for a second, what Google wants me to do; is it that Google wants me to come only one time and never come back, or does it want me to come over and over? So it's going to try to give me the best possible answer they can find for me." — Antoine
"It doesn't matter what Colleen — my wife — and I think about it. None of our opinions matter. What matters is what YouTube and Google and AnswerThePublic are telling us." — Antoine
"The fastest growing demographic on YouTube is 45 to 65, which are people with a checkbook." — Antoine
"People are trying to leverage YouTube as a lead gen and it is a strategic mistake. Your first objective should be to provide value. First and foremost, provide value. Forget about lead gen. Lead gen is going to be a result of you providing value." — Antoine
"We're generating so many leads for us through our channel and we hardly ever ask for anything. It comes to us. And the reason why it comes to us is that we provided so much value in the forefront that people come to us as, … 'Can you help us find a guide in Paris?'" — Antoine
"Look — just get out there. Write a script. Get some ideas of content to create and start shooting. And that's really it. The thing that's in your way is that you're not starting." — Antoine
"In order for me to execute Instagram properly, I need to have a strategy and I need to have the resources to execute that strategy properly. And currently, I don't. … Pick a platform and become great at it. … I would recommend for a real estate agent, pick YouTube and do YouTube." — Antoine
"I know it's daunting, I know it's overwhelming, but this is what your audience out there wants to consume. It's video. So better get started now!." — Antoine
"Let's do it! That's what they want. Let's provide it. Let's bring the future to right now!" — Monica
Guest Links:
Antoine Dupont Antoinedupont.com
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks Additional Bio: Antoine Dupont is a keynote speaker, marketing consultant and a strategist specializing in digital marketing. He's an award-winning marketing agency owner and a speaker at national and international conferences. He combines 18 years in marketing with 15 years in the hospitality industry. His first job out of college was working for Gordon Ramsey in London at Le Gavroche. Antoine travels the world, sharing his strategy and methodology with marketers and business owners. Real estate is only one of the industries he contributes to. His goal is to improve lead generation and business growth via his proven marketing strategies. | |||
| 075: Sharing insight into the Latinx community with Gonzalo Mejia | 07 Oct 2022 | 01:06:06 | |
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 that you didn't think through if it was right or not." — Gonzalo
"Don't ask a question if you don't really care about it." — Gonzalo
"When I go to another country and people laugh at me, I laugh with them. I try not to take myself too seriously. I'd rather throw it out there and try and have them laugh. I'm OK with that." — Monica
"The Hispanic/Latino community is so large, that doesn't mean everybody has to get along and they're all the same." — Gonzalo
"In most Latin American countries, home ownership is not as accessible like it is here in the States." — Gonzalo
"In America, sometimes, it's even the opposite. It's like, 'Oh, don't do business with your friends, then you're going to deteriorate your friendship relationship." — Monica
"Even though I grew up in the South, I continually have to remind myself and train myself just to slow down." — Monica
"A lot of my … U.S. customers have created greater connections with me because I have treated them with that kind of extra care that I showed to my international customers that they felt like I offered something different that other agents weren't offering." — Gonzalo
"The future is customer care and customer service because if a computer can do it, a computer will. So be a better human." — Monica
"The diversity … is so important. [There are] different cultures, even inside each one of our countries. … We are not all the same in any way, shape, or form. We come from so many different places. The geography … is also very diverse. Never make assumptions!" — Gonzalo
"As the world becomes more computerized, we need to keep our focus on being exceptional humans. Take one of these NAR Diversity classes to expand your understanding of people who are different from you. … We can all use a bit more understanding and compassion." — Monica
Guest Links:
Garcia Mejia https://gonzalom.watsonrealtycorp.com/
Additional Links:
Micro courses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any online class!
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Additional Bio: Gonzalo Mejia is an 18-year veteran of the real estate industry. He has been an agent, broker associate, managing broker, and now team leader of the Dream Home Team in Jacksonville, FL where they are one of the top producing teams in their market. One of their specialties is global business, and they work with customers from all over the world.
Gonzalo has a background in financial controlling and used to work for multinational companies in the USA and South America.
With over 25 years of experience as a leader, instructor, and speaker, Gonzalo is a licensed real estate instructor in Florida and an approved instructor for REBAC, RRC, REBI, and Florida REALTORS®. He has been a featured speaker at several national and international events.
Monica Neubauer | |||
| 074: REALTOR® Safety Tips with Tracey Hawkins | 06 Sep 2022 | 00:59:43 | |
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 vibe of what the client wants. It builds the relationship. [16:03] Burglaries also happen. An agent in Tennessee was opening the door for clients. A gunman approached and said, "Run for your life!" The agent trusted his gut, threw his keys, and ran. He was not shot. The gunman stole the car, which was later recovered by police tracking his iPad still in the car. [17:05] In Florida, a male real estate agent was in front of a listing and a gunman approached and abducted the agent. They drove to two ATMs where the gunman stole $500 at each ATM and then shot and killed the agent. Be aware, be alert, and know that it can happen. The male agents always tell Tracey how big they are, but they can be victimized, too. [18:59] Tracey teaches agents to lead with safety and be the agent who is constantly talking about safety. When a caller asks you to come to their property, inform them that company procedure requires you to check them out and get some background information before you visit a property. That's for everyone's benefit. [20:06] Don't assume that the person in the house is fine because they own a house. It might even be someone who has "jacked" the listing and is pretending to be the owner. [20:34] Forewarn® for Real Estate is an app for REALTORS® that does a basic background check in a few minutes. Tracey has interviewed them for a couple of her articles. If some of the agent victims had used Forewarn®, they might never have met their assailants. Forewarn® reports on criminal convictions, but many criminals have not been caught. So Forewarn® is a layer in your safety process. [21:28] The U.S. Department of Labor considers real estate sales and leasing a high-risk, hazardous occupation. You meet strangers in empty houses. Build safety into your business. Let clients know safety requires you to check them out before going to meet them. Let clients know they have to get valuables, guns, envelopes, and prescriptions out of sight in an open house. Be the safety agent for your clients. [23:17] The agent must say out loud to the seller, that the agent cannot be responsible for belongings in the house. The agent can make a waiver for the seller to sign. Provide a checklist of things for the seller to lock away or hide to keep them safe. Tell the seller, no one should know who lives in this house. Take down family photos. You will represent safety to that seller and stand out from other agents. [26:50] If the house is empty, you can offer to go by and check that it is locked and secure. But you may be taking on liability with this offer. [28:40] Monica asks Tracey about these practices: Before going to meet someone at a house, on the phone get their full name, phone number, email address, their REALTOR® if they have one, and who is coming with them to the showing. Also, tell them you will be checking their driver's license outside the house. If unexpected extra people show up, you have a chance to find listen to your gut feeling. [30:58] Tracey loves that Monica is listening to her gut feeling, instinct, intuition, or whatever you want to call it. All agents need to do that. If your gut is telling you you're not safe, believe it and get out of the situation. If you do not have the first meeting in your office, meet at a coffee shop where you are known, where if something happens, it will be noticed. Or borrow vendor meeting rooms in different parts of town. [33:59] Tracey's sister, an agent for 34 years, only meets new people at her office. You meet a professional at their office. Wherever you meet, let the client know you have a safety plan that includes knowing whom you are meeting and that you will need some information. Be consistent for one and all, so you don't get into trouble with fair housing discrimination. Make it your everyday safety practice. [35:40] When you rented a movie at Blockbuster, you showed your ID. Of course, it is reasonable to show an ID to make the largest financial transaction of your life. A legitimate client will accept safety practices. It needs to be a part of your safety plan and it needs to be consistent. [36:20] Tracey's tools for safety include smartphones and smartwatches. You can call for help or show your location from your watch. Set up the safety settings of your smartwatch and smartphone. Google Maps has a free location-sharing feature. Every agent needs to use it. Google Calendar can be shared with your office for your work appointments. Google View can show a street view of where you are. [38:30] Someone should always know where you are. But, whenever there is Bluetooth or Wi-Fi connectivity, your information is being shared, so be on alert. You might be playing golf, but somebody knows where you are. [39:55] Tracey's suggestions about carrying weapons. The number one defensive weapon agents use is pepper spray. Next are firearms, and then knives. Know the difference between tear gas, Mace, and pepper spray. Mace is a brand name. You want pepper spray. Look for OC (Oleoresin Capsicum) on the label. The spray has an expiration date. Test it. Know how it's going to spray when you need it. [41:17] Any safety tool, whether it's your phone, or whether it's a gun, or your pepper spray, needs to be accessible. In some cases you want it to be visible, like pepper spray, as a deterrent. Practice and test the pepper spray every six months. [42:24] Tracey sells pepper spray to agents. She tells them to take it outside and practice with it, become familiar with it, and test it every six months. [43:04] Some agents tell Tracey their husband wants them to have a gun but they are afraid of it. If you are afraid of a gun, you're not going to carry it. If you are not comfortable using it, it is more likely to be taken from you and used against you. If you are comfortable with a gun, take care of the legalities first. NAR does not have a policy on guns. They refer you to your regional or local association. [43:57] If you get the clearance of your local board or association, talk to your company and find out if they have restrictions on carrying a firearm. Then, don't just get a license and call it a day. Enroll in firearm safety classes and be there regularly. Practice regularly so it becomes muscle memory and when it becomes time to use it, you are confident. Tracey shares a Colorado story where an agent had to shoot. [45:18] If you are going to take martial arts or self-defense classes, you need to be committed. You need to do it. Tracey shares a Virginia story where an agent was hit 10 to 12 times in the head area with a wrench. She was a black belt. She put up a fight. She survived, with a long road to recovery. Enroll in self-defense classes, take more than one class, and take them regularly. Get muscle memory. [45:59] All of these things are layers in your safety plan. First, be proactive. Then have weapons of pepper spray or firearms. Take self-defense classes. Tracey wishes proactive safety education was mandated. Monica believes proactive safety education is working for some of us and shares a story of an alert agent who protected herself from a potential assault from someone lurking around an open house. [47:54] Tracey says that 71% of REALTORS® surveyed have not taken a safety class. Tracey wants to change that. Meanwhile, she tells agents to rely on their gut, but also not to judge a book by its cover. Look at photos of Sam Walton and Ted Bundy. You would not know from looks which was the richest man in the world and which was a serial killer. Look at behavior. Judging wrongly could cost you your life. [50:30] Monica recommends a book, Verbal Judo, and asks for Tracey's recommendations on de-escalation. Tracey tells of an agent who showed up for a listing appointment and walked into a sibling dispute. She said she would go back to her car and when they reached a decision they could come out and invite her back in. Tracey also suggests a fake phone call to retreat from an uncomfortable situation. [52:29] Having an implied witness to whatever may happen is helpful. Tracey has group discussions and role-plays in her classes. Agents learn from each other when they hear the different stories and the techniques others have used. Role-playing prepares you for situations that might take you off-guard when it's hard to think on your feet. [53:54] Safety education needs to be a part of new agent orientation. New agents have no clue what they don't even know. [54:54] Tracey's last words for the episode: Agents are interested in putting video content on social media. Use those platforms to talk about safety! Be the safety agent for your area. Post safety tips. Be a resource. Provide safety content for people to copy instead of sending out the same email every other agent is sending. Lead with safety. Use expert-created content that Tracey and others have curated. [56:25] Monica thanks Tracey for caring about us and sharing this important safety information. [58:14] Monica invites the listener to listen to Donny Allen's episode on safety, Episode 44. He discusses different things than Tracey discussed. Monica invites you to share Tracey's episode with your friends to help them be safer in these crazy times. [58:52] Check out the new Center for REALTOR® Development website at Learning.REALTOR.
Tweetables:
"I live and breathe real estate safety." — Tracey
"I think one of the reasons there are not more [crimes against REALTORS®] is the proactive preparation that agents are making." — Monica
"There are things that we can do but we can't prevent everything." — Tracey
"Use that virtual opportunity to be more productive. … Take that time in your first meeting to share your screen and show a few properties and you can rule out properties that just are not a fit, right there virtually, so you're more productive and you're working safely. So the two go together." — Tracey
"My job, without inducing fear, is to let agents know that it happens everywhere. It happens at all times. And if one more person says anything to me about 'I only go to good neighborhoods,' I'm going to scream!" — Tracey
"Ask the police about 'good neighborhoods' and how many times they go there for domestic violence!" — Monica
"The nicer neighborhoods, … that's where the good stuff is and that's where criminals assume that the rich agents are. So when I look back at crimes against real estate agents, I see them happening in model homes. … It can happen anywhere, anytime. You need to always be alert and aware." — Tracey
"My job is always challenging. People don't think they need to hear what I have to say when what I have to say could save their lives." — Tracey
"When you hear that the U.S. Department of Labor considers real estate sales and leasing a high-risk, hazardous occupation, then that makes you pay attention. You make a living sitting in empty houses waiting for strangers to walk in. You make a living meeting strangers in empty houses." — Tracey
"Someone should always know where you are when you are working, no ifs ands or buts about it. That means open houses." — Tracey
"Any safety tool, whether it's your phone, or whether it's a gun, or your pepper spray, needs to be accessible. In some cases you want it to be visible, like the pepper spray as a deterrent." — Tracey
"Enroll in [firearm safety] classes and be there on a regular basis so that it becomes muscle memory; when it's time to use it, you are confident." — Tracey
"If you are going to take a martial arts or self-defense class, you need to be committed. You need to do it." — Tracey
"That's one of the things about proactive education, that when people are applying it, we don't know what we've thwarted. So, we have to just believe that it's working even though we don't know it and that's the good news is we believe that it's working for some of us." — Monica
"It easy to put [safety] off. Until it isn't. We don't want any of you to be a statistic. So if you don't have a policy already, I would encourage you to set it this week. Put that on your goal list. And attend a class this month." — Monica
Guest Links:
Tracey, the Safety Lady — Tracey Hawkins www.safetyandsecuritysource.com/about
Verbal Judo: The Gentle Art of Persuasion, by George J. Thompson and Jerry B. Jenkins
realtor.libsyn.com/44-safety-tips-for-realtors-with-donny-allen
Additional Links:
Micro courses found at Learning.REALTOR
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Additional Bio:
"Tracey, the Safety Lady" Hawkins is a former real estate agent who has taught thousands of agents across the country to live and work safely for over 27 years. Hawkins is the real estate safety writer for The Close and a safety expert and contributing writer for the National Association of REALTORS® REALTOR® Magazine, MNNews, realtor.org, contributing writer for the National Association of Residential Property Managers/NARPM, Houston REALTOR® Magazine, and RIS Media.
Tracey, the Safety Lady" was selected to speak at the National Association of REALTORS® national conference in 2021 and 2022! Tracey has also presented at the Triple Play REALTOR® Convention and EXPO. She has been recently selected as a 2022 RISMedia Newsmaker in the Crusader category.
She was selected to speak nationally for the National Association of Residential Proper Managers (NARPM) and realtor.com in 2021.
She has created the country's only real estate agent safety designation, the Consumer Safety and Security Specialist (CSSS). She also created the only broker, manager, and owner office safety policy certification workshop with an office safety policy handbook and the property management safety certification program. | |||
| 073: The Shifting Real Estate Market with Leigh Brown | 02 Aug 2022 | 00:57:28 | |
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 do. This is what Monica calls proactive real estate work If you will set up the systems and do the work proactively, then you won't have a problem later. Leigh reminds us that everything we do has to center on the best outcome for the client and it's up to the client to determine the best outcome. [34:39] One of the top complaints to any state Real Estate Commission is "My REALTOR® made me…" When clients understand the decision they are making, they will not feel pressured to make a bad decision. Give them as much information as possible in writing so they can decide. This also protects you from going against Commission guidelines. The client wants to trust you to act in their interest. [37:18] Leigh shares some best practices. Human behavior, when something doesn't feel right, is to pull back and stop. Agents don't have that luxury. Right now in our marketplace, there are people who need to sell. If we do not effectively tell them how to get out of the market, then we are hurting them. Learn the language of short sales and foreclosures. Leigh explains why. [39:55] Prospecting is not about you. Leigh's father taught her that if you take care of people the right way, money will find you. That's what REALTORS® must remember, going into a market change. Stop thinking about money; think about somebody else's best interest and the money will find you. Pick up the phone and call your contacts to say, "Hi! If you need something, I've got you." You don't need a script. [44:01] If this time has afforded you a pause and you need to take a month if you have money in the bank and you're OK, then take a break. REALTORS® have worked seven days a week since COVID-19 started. You have to be a businessperson when it comes to your time. That includes putting up guardrails. If you're not rested, you're not capable. Find your balance between work and rest. [47:45] Real estate is not going to stop being wildly competitive. Every pre-licensing school is full. If you want to maintain or grow, you have to make specific business choices. [48:30] Leigh explains how to talk to buyers in a shift. Buyers have a built-in need to win. They've been getting beat up. You have to explain to the buyer that sellers and even banks are not accepting 20%-off offers. They have to get their equity. Banks also sell in bulk deals that exclude individual buyers. Don't wait for a repo. [53:41] You should know how long people stay in their houses, on average, in your ZIP Code. Ask your local Chamber of Commerce. Be the person who has the data for your clients. With the right data, people can buy houses. [54:36] If your client insists on making offers at 30% off, refer them to a REALTOR® who is willing to do that; which is why you show up at networking events, to build a stable of amazing REALTORS® who have different business models and mindsets so that, at the end of the day, the client is best served by the REALTOR® who fits what they're looking for. [55:04] Leigh's final word is, Do the work; pay attention to the information, take the classes, train your clients, train your sellers, and keep moving. Without REALTORS®, home ownership dies; the American Dream dies; REALTORS® are the ones doing the work in the field, every day, giving some neighbor the hope that they can buy their first house. [55:48] Monica thanks Leigh Brown for joining the Center for REALTOR® Development podcast! [55:56] Leigh shares three takeaways from this episode: Get education in person, to network. Build your knowledge of statistics and how to use MLS data. Call and care about your clients!
Tweetables:
"We have been through some changes in all of these years and so, when they say The Shift, I'm like, 'Well, all right, let's see where this new road's going. You know, not a big deal, maybe I'm even glad!' But a lot of our listeners, as crazy as their lives have been, they're not necessarily excited about this!" — Monica
"That was what I felt like on March 13th of 2020. Of course, the COVID-19 lockdown started on Friday the freaking 13th. The phones stopped ringing for a minute and then they started ringing and it was, 'What do we do?!'" — Leigh
"I got you, baby! I know what to do when the market goes stupid and sideways because I've been through this and frankly I would rather not think about how many years it's been since the shift last time, in '07!" — Leigh
"The managing of expectations is the hardest thing for REALTORS® to adapt to because we see it first. The busiest REALTORS® see it first." — Leigh
"It's one of the under-sung beauties of REALTOR® world is that there is an actual desire to work together; not collusion,… but from a knowledge, information, expertise, and competence standpoint." — Leigh
"If you're an early-career REALTOR®, there's no better resource than somebody who has been through this. … They know how to conduct themselves. They know how to maintain a sense of calm and confidence when everything … looks like it's just coming apart at the seams." — Leigh
"There's a new problem. I'm going to define it and I'm going to help my clients get where they want to go. 100%!" — Monica
"[A shift is] anything in the external market that causes people to behave differently in real estate." — Leigh
"When you call your MLS, that data person will come to your brokerage and do a training session and show you inside scoops and they love it." — Leigh
"Because markets are fluid, all you have is your data. So if you take in that month-over-month view of the ZIP Code, you're going to be the most educated REALTOR®at the table." — Leigh
"When everything goes smoothly, it's not because it just went smoothly, it's because you prepared well and everybody joined in the journey together." — Monica
"Everything we do has to center on the best outcome for the client." — Leigh
"Be curious. Ask better questions. What's their need?" — Monica
"Care about your people. Genuinely care about your clients, your friends, and the business will come." — Leigh
"Until interest rates are higher than the rate of inflation, we're not at the end of the pain for buyers. You've got to tell your buyers, right now is still a good time to buy! It's not going to get easier! It's cheaper, monthly-payment-wise than it will be later! … Focus on the monthly." — Leigh
"Go back to that [average stay in houses] data and MLS may not have it but your Chamber of Commerce will. … So you know that number, you know the interest rate, you've got your lender on speed-dial, and you're focused on PITI-plus, people can buy houses." — Leigh
Guest Links:
leighbrown.com | leigh@leighbrown.com | 704.507.5500 Facebook: leighbrownspeaker https://www.facebook.com/LeighBrownSpeaker/ YouTube: leighbrownspeaker https://www.youtube.com/leighbrownspeaker Instagram: leighthomasbrown https://www.instagram.com/leighthomasbrown/ LinkedIn: leighthomasbrown https://www.linkedin.com/in/leighthomasbrown/ On the Clubhouse app: @leighbrown Twitter: https://twitter.com/LeighBrown Podcast: Crazy Sh*t In Real Estate https://www.crazyshitinrealestate.com https://podcasts.apple.com/us/podcast/crazy-sh-t-in-real-estate/id1153262163?mt=2
Additional Links:
Micro courses found at Learning.REALTOR
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Additional Bio:
Leigh Thomas Brown Certified Professional Speaker™ (CSP®) international keynote speaker who happens to be hilarious in an almost-inappropriate-but-still-family-friendly way. Leigh uses her decades of experience as the go-to expert for REALTORS® to help any organization get on track with goal setting and achievement. She knows the secret to solid relationships with clients to ensure that they keep coming back again and again. She talks fast, and every word of it is gold. Leigh's messages are bold, powerful, and full of a contagious energy that breaks through barriers and skyrockets your organization towards success.
A wife. A mama. A runner, singer, and pianist, who enjoys cooking, gardening, and needlepoint. A child of God and a follower of Jesus. Trying to get life right, one mistake at a time. | |||
| 072: Best Practices for Using a CRM System with Chris Linsell | 05 Jul 2022 | 01:07:12 | |
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. 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. [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:
[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/ "The Best Real Estate CRM for 2022: In-depth Reviews & Pricing" Elevate Real Estate CRM Review + Video Walk-through Gmail "Compass acquires Contactually"
Additional Links:
Micro courses found at Learning.REALTOR
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Additional Bio:
Chris Linsell is a REALTOR®, real estate coach, writer, technology analyst, and content strategist based in the United States. He is a hands-on real estate professional with more than 10 years of experience buying and selling anything from modest starter homes to massive waterside compounds. As a digital and content strategist, he's worked with teams (real estate and non-real estate alike) to realize their lead generation and overall business goals by finding new ways to demonstrate their expertise and authority in their local markets. Chris is a Writer and Technology Analyst for The Close, the internet's leading source of actionable, strategic insight for and by industry professionals. At The Close, his job is to be up-to-date on the latest and greatest technology platforms, real estate strategies, and best practices that the leaders of our industry are using to buy and sell more homes every year. He is a thought leader in the real estate space, regularly hosting webinars and group coaching calls, as well as being a featured speaker at events like the National Association of REALTORS® Annual Conference. Linsell is also a contributor to publications like Apartment Therapy, Bank Rate, Fit My Money, EOE Journal, Mashvisor, and Constant Contact. He is also a regular contributor to industry-leading media like the Keeping It Real Real Estate Podcast | |||
| 071: Succession Plans and Maximizing Financial Opportunities with Renee Williams | 06 Jun 2022 | 00:57:00 | |
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! [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:
[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:
Agent Exit Podcast with Renee Williams Nar.realtor/research-and-statistics NAR's Center for REALTOR® Development Podcast: Gary Rogers NAR's Center for REALTOR® Development Podcast: Rich Arzaga NAR's Center for REALTOR® Development Podcast: Melanie McLane and Rob Mehta NAR's Center for REALTOR® Development Podcast: Bryan Bergjans and Juanita Charles
Additional Links:
Micro courses found at Learning.REALTOR
Learning.REALTOR for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page Instagram.com/MonicaNeubauerSpeaks
Additional Bio:
Renee Williams is a former loan officer and corporate strategy administrator turned investor, REALTOR®, Director of Operations, and small business coach. For over a decade, she provided organizational support on billions of dollars in mergers, acquisitions, joint ventures, and divestiture transactions for her corporate job, all while having a real estate license and investing on the side. Now she's leveraging that experience to help seasoned women entrepreneurs create a business they love and secure the future for themselves and their families. | |||
| 070: What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac | 02 May 2022 | 00:54:42 | |
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:
Nar.realtor/research-and-statistics
Additional Links:
Microcourses found at Learning.REALTOR
Learning.REALTOR for NAR's Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates
crd@nar.realtor
Host Information: Monica Neubauer Speaker/Podcaster/REALTOR®
Monica's Facebook Page 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 hobbies including writing, ballroom dancing, reading, playing board games, watching a great movie, and traveling the world | |||