Explore every episode of the podcast The Neighborhood Realtor
Dive into the complete episode list for The Neighborhood Realtor. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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Title
Pub. Date
Duration
Using STR’s & “Funvestments” as a Infinite Lead Machine — Peter Michael, FL
27 May 2025
00:42:20
In this conversation, Peter Michael shares his remarkable journey from a marketing professional to a successful real estate agent in the Miami market. He discusses the importance of understanding marketing as a core component of real estate, his strategies for building a network in a new city, and how he approaches real estate as a business. Peter emphasizes the significance of intentionality in networking, tracking business metrics, and evolving marketing strategies to target high net worth individuals effectively. His insights provide valuable lessons for aspiring real estate agents and entrepreneurs alike. In this conversation, Peter Michael discusses his approach to real estate, emphasizing humility, the importance of client relationships, and the challenges of property management. He shares insights on developing a niche in Airbnb investments and the significance of creating a seamless experience for clients. Additionally, he highlights the necessity of building a personal brand in real estate and provides an update on the current trends in the Florida market.
Takeaways
You don’t need to sell a high cap rate to lure in investors.
You can sell to people who want a funvestment.
Marketing is the core of everything in real estate.
Transitioning into real estate requires understanding the conversion process.
Building a network in a new city involves hustling and leveraging marketing skills.
Real estate should be approached as a business, knowing your numbers is crucial.
Intentional networking can lead to better opportunities and results.
Time management is essential; prioritize activities that yield ROI.
Evolving marketing strategies is key to staying relevant in the market.
Targeting specific demographics can enhance marketing effectiveness.
Understanding the sales cycle helps in planning and executing strategies.
Most agents lack the knowledge of their business metrics, which hinders success.
Moving silence, it's an underrated skill.
Why property management sucks
You need to find a way to take some friction out.
You could be the worst realtor and have the best brand.
Florida prices are going to finally come down due to more inventory
Value Beyond Closing & Leveraging Sandwiches into $$ — Abby Palanca, NY
13 May 2025
00:27:10
Million Dollar Listing meets the Neighborhood Realtor, in today’s episode Matt interviews Abby Palanca with Serhant Real Estate in NY, who shares her journey from a vulnerable single mom to a top producer with $400 million in career sales. They discuss the importance of community engagement, unique marketing strategies, and the emotional connections formed with clients during significant life transitions. Abby emphasizes the value of education for first-time buyers and the creative approaches she employs to make open houses memorable. The conversation also touches on team dynamics, the significance of curiosity in real estate, and future plans for scaling her business.
Takeaways
Abby emphasizes the importance of community engagement in real estate.
Building strong relationships with clients during vulnerable times is key.
Curiosity can lead to incredible growth in the real estate industry.
Unique marketing strategies can make open houses memorable.
Educating first-time buyers is crucial to overcoming their fears.
Staging homes in-house can alleviate seller costs and concerns.
Creating a supportive team environment enhances overall success.
Real estate agents should be seen as valuable resources beyond transactions.
Setting clear intentions and time blocking is essential for productivity.
Scaling a business requires refining processes and focusing on team growth.
Want Fries with That? The 0 to $100 Million Story — Ragan McKinney, OH
07 Jan 2025
00:31:19
There are very few agents out there who have crossed the one hundred million dollar mark, there are even fewer who approach numbers like that in markets that don’t have crazy price points. Ragan McKinney is the exception to the rule. After getting her start at a deli and realizing she wanted more, she leveraged her people skills and work ethic into a career in real estate that over a few years has grown to over $100,000,000 in sales.
She emphasizes the importance of being fully committed to the business, effective communication, and building a strong team. Reagan also discusses her strategies for leveraging social media to grow her business and her future goals of focusing on higher-value transactions while maintaining a high level of service.
takeaways
Consistency is key to success in real estate.
Being all in is essential for achieving goals.
Effective communication can set you apart from competitors.
Building a strong team is crucial for scaling your business.
Social media can be a powerful tool for generating leads.
Providing a five-star experience leads to referrals.
Listening to clients can create opportunities for referrals.
Time blocking helps maintain organization and efficiency.
Developing deeper relationships with clients can yield more business.
Always strive for improvement and growth in your business.
Consistency & Raving Fans — Ivette Hollendoner, IL
15 Feb 2021
00:24:37
Realtor Ivette Hollendoner with Keller Williams Realty in the Chicago Suburbs has been consistently growing her business since she started.
In real estate too often we lose focus of the actual art of the deal and serving clients with great customer service to instead chase the next hot trend in marketing. Ivette’s consistent growth and client centric approach is proof that the fundamentals never change. In this podcast Ivette shares the tactics that she has used for 10 years to consistently grow her teams business to over 75 transactions per year, most of which are from here loyal Raving Fan Sphere.
Why the “HeliRealtor” Has More Fun at Work — Dylan Tent, MI
18 Jan 2021
00:31:00
Realtor Dylan Tent with Sotheby's joins us from the Metro-Detroit suburbs of Michigan. Dylan crushed last year by closing it out with a stunning 22 million in sales, with average transaction prices of $540,000. He rose above the challenges of 2020 and made things happen.
How a Fun Brand, Hard Work, & Cocktails Led to $100m+ in Sales — Julie Aragon, CA
04 Jan 2021
00:24:47
Julie Aragon is a top .5% lender at Arbor Financial Group in Los Angeles, California, at the top of her game crushing over $100 million in loan volume last year. Join us as Matt and Julie talk about creating your own brand, how to stick out from the competition and how to have fun in this industry.
This episode is sponsored by Block Party, a cool new software for Realtors and lenders. Learn more about the app by clicking here.
Bonus Episode — The Art of Passive Income through Rental Properties
14 Dec 2020
01:25:44
This bonus episode of Marketing in Other Markets is a special recording from the live giants of execution zoom event, held on 1/27/21. It is an educational session about the art of passive income, mainly focusing on building wealth through investing in real estate. The content will be helpful for people who already have rental properties but want to manage them more efficiently. It will also be valuable for those looking to start investing-even in a competitive market. The information is also great for Realtors and lenders who advise their clients on real estate rental properties.
Your giants are Kevin Polakovich and Josh Smith, who started their rental portfolio, The Fulton Group, twelve years ago and built a rental portfolio worth $35,000,000+. Using the complete opposite of the typical landlord business model. They discuss their four keys to success: Finding your competitive differential, building a brand, accelerated debt reduction, and don't quit your day job!
Where most episodes feature a top lender or Realtor, this bonus episode features a top lender and a top real estate agent who teamed up to build a better mouse trap when it comes to real estate investments.
The Road to $100 Million in Sales: Teams, Leads, & Love — Kevin Polakovich, MI
30 Nov 2020
00:33:50
Kevin Polakovich is a top .5% lender at Treadstone Funding based in Grand Rapids, Michigan. Join us a Matt and Kevin talk about the path to $100 million.
Stop Giving Crappy Gifts, Be Impactful — Meghan Howard, MI
10 Dec 2024
00:26:44
Instead of talking about CRM’s and open houses, today’s episode is different. Matt chats with the queen of real estate gifting and events, Meghan Howard, to explore the art of thoughtful gifting and event planning, especially during the holiday season. Meghan shares her unique approach to gifting, emphasizing the importance of personalization, creativity, and the emotional connection behind gifts. They discuss how memorable experiences can create lasting impressions, and how to plan events that truly resonate with attendees. Meghan highlights the significance of listening to others and understanding their preferences to create meaningful connections through gifts and events.
Takeaways
Gifting is about creating a feeling and telling a story.
Personalization is key; it's not about the price but the thought behind the gift.
The note accompanying a gift can make it more meaningful.
Experiences often have a greater impact than material gifts.
Listening is a crucial skill for understanding what others value.
Events should be enjoyable and engaging, not just obligatory gatherings.
Small, intimate gatherings can foster deeper connections than large events.
Thoughtful gifts can evoke nostalgia and joy, bringing back childhood wonder.
Gifting should be about the recipient's interests and needs, not just a generic item.
Creative and unique experiences can leave a lasting impression on clients.
The Secret Sauce You Are Missing: A Transformation Specialist — Carl Medford, CA
25 Nov 2024
00:28:49
What do you do when inventory is ultra light? What do you do when prohibitively high taxes dissuade people from wanting to sell? How do you work in a market where buyers have the money but don’t want to fix up a house? These are issues that plague every real estate market at different times so we brought in a California agent who has extensive experience navigating these unique situations. Carl Medford of the Medford Team at KW has built a thriving business in the Bay Area selling over 60 homes per year in the 1.5m+ price point. In this episode he shares unique ways to overcome many listing related challenges as well as gives tips on pricing. From bad feng shui to t shaped intersections this is an episode you don’t want to miss if you plan to list homes in the near future.
F*@& Being Patient & Other Lessons — Sammy DeStefano, AZ
12 Nov 2024
00:39:10
This week’s Neighborhood Realtor is Sammy DiStefano, a successful Realtor who transitioned from car sales to real estate. Sammy shares his journey, discussing the challenges he faced in the car industry, his initial disdain for Realtors, and how mentorship played a crucial role in his success. He emphasizes the importance of cold calling and building relationships through follow-up, providing valuable insights for aspiring real estate agents. In this engaging conversation, Sammy DeStefano, a successful realtor in Arizona, shares his insights on the importance of storytelling in real estate, building a strong personal brand, and the significance of nurturing client relationships. He emphasizes the need for realtors to embrace their role as salespeople and to navigate challenges with confidence. The discussion also touches on the balance between long-term planning and short-term marketing strategies, as well as the value of creating meaningful connections with clients through regular communication and updates.
Cold calling and door knocking are essential strategies for new agents.
Building relationships through follow-up is crucial for long-term success.
Storytelling is crucial in real estate to connect with clients.
Great Realtors can narrate the entire journey of a transaction.
Salespeople must embrace their role to succeed in real estate.
Building a strong personal brand is essential for success.
Client relationships should be nurtured through regular communication.
Navigating challenges with confidence can lead to better outcomes.
Long-term planning is vital for sustainable success in real estate.
Regular updates to clients can enhance trust and satisfaction.
Referrals should be treated with care and diligence.
Creating a memorable client experience can lead to repeat business.
How to Keep Your Database Warm & Close 1200 Units — Jeff Burke, MI
29 Oct 2024
00:29:45
In this conversation, Matt and Jeff Burke discuss the evolution and success of Jeff's real estate team, which has closed over 1200 homes in the last five years. Jeff shares insights on building a strong team, effective training methods, and the importance of lead generation and community engagement. He emphasizes the need for agents to adapt to market changes and the value of nurturing relationships with clients. The discussion also highlights innovative strategies for recruiting and training new agents, as well as the significance of maintaining a robust database of leads.
Key take aways include:
Training is crucial for maintaining quality service.
A structured training program helps new agents succeed.
Engaging with the community is key to growing a network.
Nurturing leads can lead to significant business opportunities.
Door knocking can yield high returns on investment.
Utilizing a warm database is essential for lead generation.
Agents should focus on appointment setting for success.
Mastering the Snowbird Market & Offering House Husbands — Torie Ellens, AZ
15 Oct 2024
00:31:10
In this conversation, Tori Ellens shares her extensive experience in the real estate industry, discussing her journey from starting out in Tucson to running a successful team in Phoenix. She emphasizes the importance of mastering real estate contracts, the role of mentorship, and the strategies she employs to grow her business and support her agents. Tori also highlights the significance of niche marketing, particularly in the second home market, and the value of maintaining strong relationships with past clients through proactive communication and personalized service. The podcast then goes deep into the niche market of snowbirds and second homes. Torie explains how she has built a business that caters to this group by offering added value such as house husbands that nobody else is doing.
Key take aways include:
Mastering contracts is crucial for protecting clients in real estate transactions.
Data-driven decisions help dispel fear in clients and agents alike.
Mentorship can significantly accelerate an agent's career growth.
Building a strong team requires treating the business as a collaborative effort.
Niche marketing, especially in second homes, can lead to significant business growth.
Providing value to clients involves understanding their unique needs and challenges.
Staying connected with past clients is essential for long-term success.
Proactive agents have more control over their business outcomes.
Continuous education and adaptation to market changes are vital for success.
Selling Drugs to Selling The American Dream — Marcus Miller, MI
01 Oct 2024
00:36:33
If ever an agent had a captivating story that sucks you in and makes you want to work with him, its Marcus Miller. In this episode Matt and Marcus discuss the challenges of housing affordability in America and how Marcus, a former inmate who was convicted for selling drugs, has transformed his life (and the lives of those around him) by becoming a successful real estate agent. He shares his journey from incarceration to helping underserved communities achieve home ownership. Marcus emphasizes the importance of trust, innovative strategies for lead generation, and the significance of education in the home buying process. He also highlights his plans for community engagement through buyer events and his unique approach to leveraging social media for organic growth.
Housing affordability is a significant issue in America.
Marcus's journey from prison to real estate is inspiring.
Building trust is crucial for success in real estate.
Innovative loan programs can help first-time buyers.
Testimonials are a powerful tool for generating leads.
Organic lead generation is more effective than paid ads.
Education is key to empowering home buyers.
Community engagement can lead to lasting relationships.
Understanding the market is essential for real estate success.
Marcus's approach is a model for serving underserved communities.
Negotiating For Yourself & THEN Your Clients — Derrick Chevalier, CA
17 Sep 2024
00:31:54
The last few months have been rife with changes for real estate professionals. Most notably is that agents now need to work their negotiation skills more than ever before. Negotiation now starts when you first meet a buyer and continues until the closing table. In short negotiation skills have never been more crucial. In this episode Matt chats with certified real estate negotiation expert Derrick Chevalier who often acts as a stealth negotiator – helping agents negotiate million dollar deals without the other parties even knowing he was there. He emphasizes the importance of establishing added value and building relationships with clients and other agents. The discussion also touches on strategies for buyer's agents in negotiating with clients and listing agents, as well as the concept of stealth negotiation. The conversation concludes with a focus on the power of influence and the significance of helping clients understand the consequences of their decisions.
Takeaways:
Real estate professionals need to sharpen their negotiation skills in the current competitive market.
Establishing added value and building relationships with clients and other agents are crucial in negotiation.
Buyer's agents should focus on understanding their clients' goals and presenting the benefits of working with them.
Influence plays a significant role in negotiation, and agents can use it to their advantage.
Helping clients understand the consequences of their decisions can be a powerful persuasion tool.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org
How Creating Opportunities & MOFIR Led to $50m in Year 3 — Will Van Wickler, ME
03 Sep 2024
00:27:20
This guest is a perfect example of what you could be doing with your business – if you did everything right. At just 22 years old Will Van Wickler, a successful real estate agent in Maine and New Hampshire has built his business up to over $50,000.000 in sales in his 3rd year in real estate. He shares his journey and strategies for success in the industry. He emphasizes the importance of being a real estate investor and using personal investment stories to attract clients. Will discusses his property investment experience and his rule of acquiring at least one property a year. He also highlights the value of being a consultant rather than a salesperson, asking clients about their goals and providing personalized advice. Will shares his marketing strategies, including targeted social media content and building relationships with influencers. He also talks about his approach to creating opportunities for clients through developments and relationships with builders. Will's success in the higher price range is attributed to his niche focus and building a strong network. He emphasizes the importance of post-closing follow-up and being available to help clients beyond the transaction.
Takeaways
Being a real estate investor and sharing personal investment stories can attract clients and build trust.
Asking clients about their goals and providing personalized advice can differentiate you as a consultant rather than a salesperson.
Targeted social media marketing and building relationships with influencers can generate organic leads.
Creating opportunities for clients through developments and relationships with builders can lead to business growth.
Focusing on a niche and building a strong network can lead to success in the higher price range.
Post-closing follow-up and being available to help clients beyond the transaction can strengthen relationships and generate referrals.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org
How To Get & Close 60 Relocation Leads in 1 Year — Sarah Maslowski, GA
20 Aug 2024
00:30:43
Sarah Maslowski, a top real estate agent in Georgia, shares her success with YouTube marketing. She explains how she shifted her video content strategy to focus on providing valuable information for people relocating to the area. By creating videos that highlight the pros and cons of different neighborhoods and answering common questions about the local market, Sarah has been able to attract high-intent leads and convert them into clients. She emphasizes the importance of consistency in posting videos and using attention-grabbing titles and thumbnails to increase click-through rates. Sarah also discusses her plans to explore other social media platforms like Instagram and TikTok.
Takeaways
Creating valuable video content for people relocating to an area can attract high-intent leads.
Consistency in posting videos is key to building an audience and gaining traction on YouTube.
Using attention-grabbing titles and thumbnails can increase click-through rates.
Exploring other social media platforms like Instagram and TikTok can help reach a wider audience.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org
Success Leaves Clues, Use Them to Catch Attention — Kevin Polakovich, MI
29 Apr 2025
00:21:31
Going to conferences can be a complete waste of time. That however is a problem you can fix if you take Kevin Polakovich’s approach! Kevin “KP” is a master executor in the real estate industry. Over his 25 year career he has amassed 1 Billion+ in sales and a property portfolio of over 300 properties. Kevin moves fast and isn’t afraid to try new ideas, leveling up almost constantly as new ideas work. In this conversation Matt and KP discuss a recent conference they attended and some of the top tips they learned. They explore the definition of success in both personal and professional contexts, the necessity of discipline in managing one's calendar, and the value of learning from others. The discussion also highlights the significance of maintaining high energy and a positive attitude in sales, as well as adapting to changing social media trends to capture attention effectively. The episode concludes with key takeaways and encouragement to seek mentorship and coaching for continuous improvement.
Takeaways:
Implement actionable strategies from conferences for real impact.
Define success clearly in both personal and professional life.
Discipline in calendar management is crucial for achieving goals.
Learning from others can accelerate personal growth.
High energy and a positive attitude attract success in sales.
Adapt to social media trends to capture audience attention.
Regularly change coaching strategies for fresh perspectives.
Address conflicts head-on to free mental space.
Success leaves clues; study those who excel in your field.
Confidence comes from consistent discipline and effort.
Spent 6 Months Surfing & Outperformed 99% of Agents — Ryan Hvizda, NH
06 Aug 2024
00:33:36
Ryan Hvizda, a top-producing agent and team leader in New Hampshire, shares her journey in real estate and how she has built a business that aligns with her passions and values. She emphasizes the importance of finding ways to incorporate your interests and purpose into your real estate career. Ryan also discusses the strategies her team has implemented to increase their average sales price and improve their business performance. She highlights the significance of having a strong operations team and providing exceptional value to clients and strategic partners. Ryan shares her plans for the future, including expanding her team and creating a business that allows agents to achieve their financial and lifestyle goals.
Incorporate your interests and purpose into your real estate career to find fulfillment and success.
Focus on increasing your average sales price by providing exceptional value to clients and being intentional about the price point you target.
Invest in building a strong operations team to handle administrative tasks and create a seamless client experience.
Develop strategic partnerships with professionals in related industries to generate referrals and provide added value to clients.
Continuously touch base with your sphere of influence through various marketing channels to stay top of mind and build strong relationships.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org
Turning 4k into $400k with Strategic Socializing — Meg Daday, IL
23 Jul 2024
00:33:36
In this episode Matt talks with the Chicagoland real estate queen of all things events – Meg Daday. Meg has built a business on her creative “big sister” approach by which she offers the advice and style that a big sister would offer, she has leveraged this style into a $20,000,000+ business that centers on women, community and events. Key take aways include:
Having a clear strategy and understanding your ideal client is crucial for hosting successful events.
Micro events and strategic socializing with a small group of people can be more effective than large-scale events.
Partnering with other organizations and leveraging past clients can help expand your reach and attract your target audience.
Focus on providing value and creating meaningful connections through your events.
Consider unique and creative event ideas that appeal to your target market.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org
How a Farmer Did $100m+ in Sales — Scott Moe, Vancouver, CA
09 Jul 2024
00:33:32
In this episode Matt and co-host Josh May talk to a “farmer” in Canada who through consistently farming a 750-1200 home area. Scott Moe is a top producing RE/MAX agent with over 20 years of experience in farming a geographic area and working his database to produce big results. We discuss how to choose a farm, how to farm for free, what to mail if you plan to mail, and how to incorporate door knocking into your strategy to 10x your results. We also discuss the importance of consistency and accountability both in farming and in all other aspects of real estate marketing.
Key take aways include:
• Having an accountability partner can greatly benefit your real estate business by providing support, motivation, and a sense of accountability.
• Farming is a powerful strategy for growing your real estate business by focusing on a specific neighborhood and consistently door knocking and building relationships with residents.
• Community involvement and sponsoring local events can help establish your presence and reputation in a neighborhood.
• In a competitive market, it is crucial to be relentless in your efforts to win for your clients and go above and beyond to provide exceptional service.
• Staying consistent and committed to your chosen strategies is key to long-term success in real estate.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org
The Average Realtor’s Dilemma: Laziness & Entitlement — Michael Hellickson, WA
25 Jun 2024
00:29:54
Michael Hellickson, CEO and founder of Club Wealth and the one time Number 1 Agent on the Planet, discusses the challenges and opportunities in the real estate market. He emphasizes the importance of hard work, discipline, and sticking to a schedule in order to succeed. He also highlights the significance of investing in real estate and becoming your own best client. Michael provides tips for agents to educate their clients about investment opportunities and create value in their communities. He encourages agents to make phone calls and engage in conversations with potential clients, focusing on building relationships and providing valuable information. We then dive into the specifics of what to say when you are making your calls, and how to make client’s feel valued and listened to. Some key take aways include:
Hard work, discipline, and sticking to a schedule are key to success in the real estate market.
Investing in real estate and becoming your own best client can provide financial stability and create opportunities for growth.
Agents should educate their clients about investment opportunities and provide valuable information to build trust and loyalty.
Making phone calls and engaging in conversations with potential clients is essential for building relationships and creating value in the real estate industry.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
200 Listings in 2 Years, by Age 22! — Austin Hellickson, WA
11 Jun 2024
00:32:16
Get ready to be inspired as we chat with Austin Hellicskon, a successful real estate agent who has achieved remarkable success at a young age. In this episode we talk about Austin's journey in real estate, his team structure, lead generation strategies, daily schedule, and future goals. Austin shares insights on lead sources, lead management, and the importance of consistency and discipline in real estate. He also introduces us to the art of pattern interrupts in phone calls—a nifty trick you'll want to steal! This episode provides valuable insights for new and experienced real estate agents alike.
Takeaways
Success in real estate requires a disciplined and consistent approach to lead generation and lead management.
Leveraging social media to showcase success and build credibility is crucial for attracting clients and establishing a strong presence in the market.
Pattern interrupts in phone calls can be effective in engaging potential clients and setting the stage for meaningful conversations.
Lead sources should be evaluated based on ROI, and a systematic approach to lead management is essential for optimizing results.
Setting ambitious goals and focusing on team growth can help real estate agents transition from production to leadership roles, driving long-term business success.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Converting Short Term Rental Tenants & Owners Into Buyers & Sellers — Mike Zecchino & Shaun Kass, FL
28 May 2024
00:29:10
Call it a niche, or call it the best side hustle a Realtor can have. In this episode Matt talks with Naples, FL agents Mike Zeccino & Shaun Kass of The Agency who have built their traditional real estate business by building a profitable short term rental management company. They have built systems for converting both tenants and owners into traditional buyers and sellers. They manage over 100 rental units and have converted their business on the short-term rental side into over 27 sales last year. They provide insights into the challenges and opportunities of property management, including the importance of providing excellent customer service and being available 24/7. They also discuss their marketing strategies, such as using social media platforms like Instagram Reels and partnering with local companies for collaborations. The conversation concludes with advice for agents looking to get into property management and the importance of scalability and planning for future growth.
Takeaways
Property managers can leverage their experience in short-term rentals to convert business into real estate sales.
Providing excellent customer service and being available 24/7 are crucial in property management.
Marketing strategies like social media and collaborations can help attract leads and build a personal brand.
Scalability and planning for future growth are important considerations in property management.
Finding a side hustle that complements the real estate industry can be a valuable opportunity for agents.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Time To Make a Move? The Discipline & Recruiting Episode — Dan Nieto, TX
14 May 2024
00:43:30
In this conversation, Matt interviews Dan, a Brazilian jujitsu fighter and top .0001% recruiter in the real estate & mortgage industry. They discuss when real estate agents should consider making a move to a different company, the importance of evaluating the market, the company, and oneself before making a decision, and the key factors to consider when recruiting new salespeople. They emphasize the need for stability and strong leadership in a company, the importance of networking and building relationships with top producers, and the value of asking the right questions during the interview process. In this conversation, Dan and Matt discuss the importance of due diligence and building strong relationships when making a career move. They emphasize the need for confidence and preparation when starting a new job. They also address common excuses for not making a move and the negative impact of trying to time the market. The conversation highlights the importance of marketing and onboarding in the recruiting process, as well as the discipline and passion required for successful recruiting. They also discuss the importance of being genuine and building rapport when making sales calls.
· When considering a move to a different company, evaluate the market, the company, and oneself to determine if a change is necessary.
· Company stability and strong leadership are crucial factors to consider when choosing a new company.
· Networking and building relationships with top producers can provide valuable insights and help in the decision-making process.
· Ask the right questions during the interview process to gain a better understanding of the company's culture and vision.
· Compensation should not be the primary factor in making a decision; focus on the overall value and support the company provides. Be confident and prepared when making a career move
· Build strong relationships and go deep with your network
· Don't make excuses based on seasonality or timing
· Focus on the benefits for your clients and community when making a move
· Recruiting is a long-term process that requires discipline and passion
· Disarm people by being honest, genuine, and focused on building relationships
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
What To Do When Your Sphere Isn’t Converting — Jake Garay, NY
30 Apr 2024
00:35:07
In this must-listen episode of our podcast, we're joined by Jake Garay, a top-producing Realtor from Berkshire Hathaway Home Services in NY, who shares his insider strategies for when your sphere of influence just isn't cutting it. Whether you're a seasoned agent facing a dry spell or a newcomer looking to make your mark, Jake's insights are your ticket to turning things around.
Dive deep with us from the very beginning as Jake takes us on his journey from starting out in real estate to discovering the gold mine that is real estate investments. By 03:13, we're unpacking the wisdom behind specializing in this area, not just as an agent but as an investor, leveraging property ownership to build wealth.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Buying Leads Just Got Scary — David Roybal, NM
16 Apr 2024
00:24:14
In this conversation, Matt and David Roybal discuss the impact of commission changes on agents buying leads, the challenges for first-time home buyers, and the importance of re-educating past clients. They also explore David's unique approach to engaging past clients through charitable events. David shares advice for new agents and emphasizes the need for a plan and mentorship. They discuss the potential impact of commission changes and conclude with a focus on moving forward with confidence.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
How a Billion Dollar Agent Stopped Acting The Fool — Danielle Lazier, CA
02 Apr 2024
00:35:29
Danielle Lazier, a top-producing real estate agent in San Francisco, shares her unique strategies for success in the industry. She discusses her early career, including the creation of San Francisco's first real estate blog, SF Hotlist. Danielle emphasizes the importance of avoiding common agent mistakes and finding ways to stand out in a crowded market. She introduces her pre-screening strategy for listing appointments, which helps determine if she is the favorite or the fool. Danielle also highlights the significance of authenticity in marketing and building connections with clients.
Takeaways
Consider creating a unique brand and marketing strategy to stand out in the real estate industry.
Use a pre-screening strategy for listing appointments to determine if you are the favorite or the fool.
Focus on building connections with clients and being authentic in your marketing efforts.
Efficiently follow up with potential clients and respect their decision-making process.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Mastering The Art of Buying Properties & Creating Opportunities — Gaetano Morello, MA
15 Apr 2025
00:31:11
Stay ahead of the game by creating the opportunities that the market wants and use those opportunities to get meetings and form new relationships that can feed you. These are only some of the topics that Matt and his guest Gaetano Morello discuss on this episode of the Neighborhood Realtor. Matt and Gaetano Morello delve into the intricacies of the real estate market, particularly focusing on historic home renovation and development. Gaetano shares his journey from being a realtor to a successful developer, emphasizing the importance of relationships, niche marketing, and community building through his Level Up Mastermind group. They discuss strategies for acquiring properties, the significance of renovation trends, and how to cater to high-end clientele. The conversation highlights the value of networking and providing exceptional service in the competitive real estate landscape.
Takeaways:
Real estate is fundamentally a relationship business.
Finding a niche can set you apart in the market.
Social media is a powerful tool for promoting your niche.
You make your money on the buy; acquisition is key.
Customization is crucial in high-end renovations.
Community and collaboration can drive success in real estate.
Gamification can enhance accountability and engagement in mastermind groups.
Listening and following up with clients builds trust and rapport.
High-end clients expect a high level of service and attention.
Investing in quality renderings can aid in pre-marketing properties.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsume
How a Former European Basketballer Closed $75m+ — Kyle Visser, MI
19 Mar 2024
00:34:03
This episode is different! Kyle Visser and I first met 7 years ago when he was first getting into real estate. I have watched him grow from a new agent to the top agent in the West MI market, and one of the top agents in really any market! He has big production and similarly brands himself as the big guy. Kyle Visser is a Realtor who has rewritten the rulebook on building relationships and strategic branding in the hyper competitive world of real estate. Prepare for a whirlwind tour from Kyle's accidental stumble into real estate greatness to his top-secret (not anymore!) Visser Report that's been turning heads and opening wallets.
Starting off, we explore Kyle's journey from European basketballer to newbie top Realtor, complete with missteps and “aha” moments.
But how does Kyle mix business with, well, more business? By 05:47, you'll get the scoop on his unique blend of sources that keep clients knocking on his door, begging for a piece of the action. And if you've ever wondered how a report could become the talk of the town, wait till you hear about the infamous Visser Report at 06:15 – it's like the Oprah’s Book Club of real estate marketing.
At 08:10, we break down the sacred mantra of consistency in marketing – a strategy so effective, it could probably sell ice to Eskimos. Fast forward to 09:45, and Kyle shares his new ventures into property flipping and opening a brokerage.
By 28:16, Kyle dishes out advice for new realtors. And finally, at 31:22, we tackle the game-changing strategy of hiring and delegating, because let's face it, even superheroes need a sidekick.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
How To Build a 300+ Unit Property Portfolio From Scratch — Kevin Polakovich & Josh Smith, MI
05 Mar 2024
00:33:03
In today’s episode we explore the journey of two individuals – Kevin Polakovich and Josh Smith who over time built one of the biggest portfolio of single family and 1-4 unit homes in the state of Michigan, and they did so without starting with piles of cash! They discuss their early beginnings, transitioning into real estate development, and eventually building a rental property portfolio. The conversation emphasizes the importance of core principles such as debt reduction and delayed gratification. They also discuss the current opportunities in the real estate market and provide advice for individuals looking to invest in rental properties. The conversation concludes with information on how to seek mortgage advice for real estate investments.
Kevin and Josh are both nationwide renowned speakers and experts in the real estate industry.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Chicago’s Queen of Leverage & Intentionality — Jamie Lemmons, IL
20 Feb 2024
00:27:02
In this episode, Matt interviews solo Keller Williams agent Jamie Lemmons who in 2023 did over 50 transactions for $20,000,000 without a team! Jamie shares her strategies for leveraging transaction coordinators and virtual assistants for the “right” tasks. She has been extremely effective when it comes to using her VA to help set her up for the tasks she needs to accomplish, in a relationship where after lots of training her VA almost manages her! She discusses the importance of training and really putting the time in with assistants even if they are virtual. We also talked about her niches of agent referrals and divorce – both of which make it into her time block to ensure that she continues to work them.
Tune in for tangible actions you can take to grow like Jamie.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Real Estate Smoke & Mirrors, and the 4:30 Psycho Challenge — Ron Howard, MD
06 Feb 2024
00:36:31
In this episode, Josh May and Matt chat with Ron Howard, the dynamic leader of the Greatest Moves Team at RE/MAX Advantage Realty, who has been making waves and creating community in Central Maryland's real estate market since 2005. With nearly a billion in sales, Ron and his team have achieved the rare feat of combining top-tier sales performance with unparalleled customer satisfaction, as reflected in their Zillow reviews.
Ron's journey in real estate began with a series of successful property flips, laying the foundation for his illustrious career. His unique background in sales, IT, video production, and networking has empowered him to harness the power of AI for SEO.
Beyond his professional achievements, Ron is deeply committed to the Baltimore community, serving on boards and committees of respected non-profits and tirelessly working towards its betterment. His approach to real estate is not just about transactions but fostering community growth and support.
Listeners will gain insights into Ron's market trend analyses, property valuation, and his strategic negotiating tactics that ensure the best outcomes for his clients. We'll also dive into his bestselling book, "Create Demand and Stop Chasing Business," which has been a game-changer in the real estate industry, and hear about his founding of the 4:30 psycho challenge, showcasing his dedication to both professional and personal excellence.
Join us as Ron Howard shares his wealth of knowledge, experiences, and the keys to his success in Baltimore's competitive real estate landscape. Whether you're a home buyer, seller, or fellow real estate professional, this episode is packed with valuable insights that you won't want to miss.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Mastering Real Estate Investing Through Strategy & Tax Advantages — Brian Davis & Josh Smith, MI
23 Jan 2024
00:35:14
In this episode of the Neighborhood Realtor Podcast, we delve into effective tax strategies for real estate investment with our guests, real estate guru Brian Davis from Spark Rental, and seasoned investor Josh Smith of the Fulton Group.
Brian opens the discussion with insights from his article "7 Ways to Avoid Taxes on Real Estate Investments." He highlights the 1031 exchange, a tax-deferring strategy for property sales, and shares his shift towards 'lazy 1031 exchanges' in passive investments, emphasizing the benefits of depreciation write-offs.
We then move into discussing the advantages of Roth self-directed IRAs, which allow for tax-free growth in diverse real estate investments.
The episode is a treasure trove of tips for minimizing taxes in real estate, making it a must-listen for investors and real estate professionals at all levels. Tune in to uncover the secrets of navigating real estate taxes with Brian Davis and Josh Smith, here on the Neighborhood Realtor Podcast.
None of the information contained herein constitutes a recommendation that any particular security, portfolio, transaction, or investment strategy is suitable for any specific person. All viewers agree that under no circumstances will Neighborhood Loans. its subsidiaries, partners, officers, employees, affiliates, or agents be held liable for any loss or damage caused by your reliance on information obtained.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Squeeze the Orange, Become the Godfather in Your Market — Nate Martinez, AZ
09 Jan 2024
00:40:31
Experience trumped all in today’s episode — our hosts and guests had a combined 75 years of experience in Real Estate, and our guest Nate Martinez with RE/MAX explained not only how he built a sustainable business but also provides tips for longevity in an industry where the only constant is market volatility.
The conversation covers the importance of mindset and consistency in the real estate industry. It highlights the success of agents who are committed to doing the work and executing their strategies. The topics discussed include the power of mindset, the effectiveness of open houses, the benefits of farming, and the value of building relationships through agent referrals. The key takeaway is that success in real estate requires a positive mindset, consistent effort, and a commitment to building relationships and providing value to clients and fellow agents.
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Fired for TikTok to Top Realtor: Authenticity, Leads & Explosive Growth — Ryan Cecil, KY
19 Dec 2023
00:28:28
In this captivating episode of "The Neighborhood Realtor" podcast, your hosts Matt Muscat and Josh May, sit down with real estate newcomer Ryan Cecil, a rising star in the Louisville market. Ryan's journey is nothing short of inspiring; she entered the real estate industry in 2020 after a setback in her logistics career due to her authentic use of TikTok. Little did she know that her authenticity would be the key to unlocking unprecedented success.
Join us as Ryan shares her story of exponential growth, from just starting out to over 75 transactions in a single year. Discover how she harnessed the power of social media, especially TikTok, to build her brand and double her business year after year. Ryan's approach isn't just about generating leads but transforming them into meaningful relationships, proving that every lead can be a potential goldmine.
In this lively conversation, we also explore the importance of showcasing your personality through video and educating prospective homebuyers about your local area. Josh explains how leveraging platforms like YouTube can boost SEO and attract valuable warm leads.
If you're a real estate agent looking to leverage social media, turn leads into lasting relationships, and supercharge your growth, this episode is a must-listen. Tune in now for valuable insights and inspiration from Ryan Cecil's incredible journey in the world of real estate.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Deep Dive on Using Home Inspections to Close More Deals — Nick Wright, KY
05 Dec 2023
00:29:41
In this episode of The Neighborhood Realtor podcast, we dive deep into the world of property inspections with a true industry expert. Our guest is not just any property inspector; he's someone who started his journey with a deal on his very first day in the industry and has since grown his brand to become synonymous with excellence in property inspections. This episode has marketing ideas for agents, inspection tips, and ways to partner with your inspector or home expert. We love talking to true entrepreneurs like Nick!
Join us as we uncover the remarkable story behind his rise to success, from humble beginnings to inspecting over 2,000 properties each year. Discover the marketing strategies he employed to set himself apart from the competition, including targeting untapped markets.
But it's not all about personal success—our guest also shares valuable insights into the latest inspection trends and how realtors can partner with inspectors to add significant value to their clients. If you're a real estate agent looking to enhance your services and provide top-notch experiences for your clients, this episode is a must-listen.
Tune in now to gain a fresh perspective on property inspections and learn how to build more meaningful partnerships in the real estate industry. Don't miss out on this episode filled with invaluable tips and stories from The Neighborhood Realtor podcast!
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Clients Need Patience, Agents Need Grind — Nevin Raghuveer, MN
21 Nov 2023
00:33:52
In today’s episode Matt is joined by not one but 2 powerhouse agents who shared strategies for operating differently in a different market. Both agents were around for 2007-2010’s market and came out thriving because of the seeds they put down when others buried their heads in the sand. We discuss a different approach to team compensation that Nevin has always used, and discussed how he treats his clients like gold bars that he isn’t willing to part with. Josh and Nevin expounded on the idea that clients don’t “need” you to sell their house but they do NEED you to sell their house for top dollar, keep them out of hot water, and counsel them throughout the process. This episode was chock full of tangible take aways.
The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans: https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
Tactics That Let You Start From Scratch in Any Market — Blair Dinkins, CO
07 Nov 2023
00:26:47
In this episode Matt talks with Blair Dinkins an expert agent in Colorado who moved her business from one state to another but didn’t lose her momentum. By applying systems and going after big opportunities she was able to make the move and grow to new levels. Her business is best described as tactically fun. She got her start by reaching out to top agents and simply asking what they were doing that is working. We discussed how even though she moved during the pandemic she was still able to meet people, including those who were motivated to move! Something that is very important to be on the lookout for in any market. Blair isn’t afraid to door knock and cold call, but she does so with a purpose and makes her door knocks a win-win-win strategy.
2025’s Biggest Opportunity: Back To The Office — Lori Rogers, MD
01 Apr 2025
00:28:08
Have you spotted the trend of your working from home clients being called back to the office? Lori Rogers has! In this episode KW Maryland agent Lori Rogers shares her unique journey from South Africa to becoming a successful Realtor in Frederick, Maryland. She discusses the diverse housing market in her area, emphasizing the blend of historic and modern properties with the occasional farm thrown in. Lori highlights the importance of personalized marketing and building strong relationships with clients, which she believes is key to success in real estate. The discussion also touches on the impact of remote work on housing preferences and the role of technology and AI in the industry.
Takeaways:
Personalized marketing is essential in catering to diverse clients.
Building strong relationships leads to long-term success in real estate.
Every home is a luxury for first-time buyers.
Understanding client needs is crucial for effective service.
The shift to remote work is changing housing preferences.
Future market trends will be influenced by hybrid work models.
Technology and AI can enhance productivity in real estate.
Being a resource for clients builds trust and loyalty.
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsume
Marketing Where Your Competitors Aren’t — Megan Walters, MO
24 Oct 2023
00:28:16
In this episode we connect with Megan Walters a NAR 30 under 30 agent for 2022. In only 6 years as a REALTOR , Megan has built up a serious business and is on track to beat her 2022 and do more in 2023. Megan’s Strategy? Spotting areas in her market and in her marketing where other’s weren’t competing
From Google Business to reels on Instagram Megan has built many marketing avenues out of areas that others weren’t tapping into. When you have multiple sources of business you don’t need to rely on any 1 as much. This year Megan came up with a genius strategy to market to a builder, show extra value and land their business. Finally we discussed how Megan worked through the objection of being too young, partially by getting a haircut – but trust me there’s more.
In this episode we talk to a Seattle area top producer who despite the “locked in” effect that everyone else is talking about has continued to grow his business this year. He and his small team did over 120 units and 80 million in production last year and are on pace to beat it by a tad this year.
Although 20 years of practice doesn’t hurt Jon’s biggest secret to real estate sales is in networking with networkers and professionals. Most Realtors network but network in all the wrong places. Jon seeks out people in professions who share mutual clients, and who he can add value to as well. He then layers into their life/professionally and personally to stay top of mind. In addition to focusing on professionals he also stays in constant contact with his sphere of influence by layering in new marketing and touch points – including being personally present in the areas he markets.
Jon is coached professionally by the CORE coaching program and has been for over 10 years where he gets to meet agents from around the country and get new ideas.
Why Social Media Isn’t Working For You — Stefanie Lugo, AZ
26 Sep 2023
00:33:35
Back by popular demand is one of our best guests of all time, Stefanie Lugo with My Home Group in Scottsdale, AZ. Stefanie and her husband Bryce are top performing agents who went all in on their database. Their business is 100% repeat and referral and they use social media to spread the word from those already in their network to those just 1 connection away. In this episode we discuss how social media is changing and why what worked for lead gen in 2019-20 isnt working anymore. Stefanie reveals her new secrets for how she makes Instagram deliver results.
Stefanie is also the owner of The Market Authority podcast and coaching program where she offers current tips and tricks of what is working for her real estate business in real time.
Stop Wasting Their Time! Networking & Calling With Purpose — Sasha Trip, VA
12 Sep 2023
00:35:12
Bombshell episode! Today we feature a dynamo Realtor and Broker Owner Sasha Tripp from Charlottesville, VA. Sasha originally got into real estate because she wanted to educate herself on the home buying process.
For her first two years before she had the business, she spent her time learning about the market and creating content. After these bedrocks were set the rest was history! In our episode we discuss “partying with a purpose” - how to network with specific and tangible goals. We also discussed her journey that brought her to a 2022 that had over 285 closed units. As an introvert she makes a concerted effort to go into every phone call with a plan.
A Secret Weapon for ANY Market — Cara Ameer, CA & FL
29 Aug 2023
00:31:29
This week the Neighborhood Realtor Podcast welcomes Bi-Coastal Realtor and industry thought leader Cara Ameer.
Over her 20 year career in real estate Cara has developed niches in both Southern California and Florida. She uniquely plays her skill sets in both areas and markets tax and social advantages in each state to market herself as the expert for clients looking to go from 1 sunny state to another. Cara and Matt discuss how she started her career with tactics like door knocking, calling expired listings and a host of other tried and true methods—this hard work and approach carried her through not only the recession but are now helping her to grow even in a tight inventory market. Every market has its challenges, but the magic bullet is putting in the effort!
We go on to discuss how to write a winning offer, and tips to get them accepted. Finally, we discuss a loan program that has become her secret weapon to unlocking the market for many buyers.