The Real Estate Sessions

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This podcast episode serves as a poignant tribute to the late John Bjorlie, who recently passed away on November 13, a date that coincidentally marks his sister Lisa's birthday. I share my personal reflections on the profound impact John had on my life and the lives of those around him, particularly highlighting his unique sense of humor and indomitable spirit during his final months. Throughout our years of friendship, John exhibited an unparalleled ability to bring joy and laughter, exemplified by our memorable golfing experiences together. As I embark on the journey of compiling a book that encapsulates his essence and the stories we shared, I express my gratitude for the support of friends and family who stood by him during his illness. This episode not only honors John's legacy but also invites listeners to cherish the memories of those they hold dear.

In a heartfelt tribute to John Bjorlie, the episode delves into the shared memories and experiences that defined their friendship. The speaker reminisces about their adventures, particularly their golfing escapades, which served as a backdrop for countless stories and laughter. The camaraderie developed on the golf course is emphasized, illustrating how John's jovial spirit and lighthearted banter enriched each round they shared. Specific incidents, such as John achieving multiple hole-in-ones and his unique approach to life, are recounted with fondness. The narrative not only celebrates John’s life but also acknowledges the collective grief felt by those who knew him. The speaker discusses the importance of preserving John's legacy through a book that will capture the essence of their friendship and the lessons learned along the way, enriching the lives of others through John's story.

Takeaways:

The first two weeks of November were traditionally filled with celebrations and birthdays, but this year marked a poignant change.
John Bjorlie, a beloved friend, passed away on November 13, coinciding with his sister Lisa's birthday, symbolizing a personal connection between them.
Throughout his life, John had a remarkable ability to bring joy to those around him, often through humor and wit.
I recall fondly the numerous golf outings with John, where he demonstrated both passion for the game and a unique sense of camaraderie.
The stories shared in this podcast serve as a testament to the profound impact John had on his friends and community.
I am in the process of compiling a book that chronicles John's life and the memories we shared, aiming to honor his legacy.

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In this discourse, Wayne Einhorn, the proprietor of Inner Circle Broker Coaching, covers the pivotal issues surrounding brokerage operations and the complexities of asset management within the real estate domain. He poignantly reflects on a critical juncture in his career, wherein he confronted the stark realities of financial mismanagement, emphasizing the necessity for brokers to cultivate repeatable cash flow and establish sustainable business models. Furthermore, we delve into the essential competencies required for effective recruitment and retention, alongside the significance of nurturing a brokerage that not only thrives but also offers a lucrative exit strategy for its owners. Einhorn's insights underscore the transformative potential of coaching and mentorship in enhancing the operational efficacy of brokerages while fostering a conducive environment for growth and profitability. As we engage in this enlightening dialogue, we aspire to illuminate the pathways available for brokers to transcend the traditional constraints of their profession and achieve unprecedented success.

Creating a Sustainable Brokerage: Wayne Einhorn's Key Principles

In this engaging conversation, Wayne Einhorn shares his extensive expertise in real estate brokerage with host Bill Risser, shedding light on the essential components of running a successful brokerage. Einhorn recounts his journey from a fledgling agent to a prominent coach, discussing the critical lessons learned throughout his career. He highlights the importance of establishing a brokerage that not only generates revenue but also offers a fulfilling lifestyle for its owner. The episode delves into the intricacies of business models in real estate, emphasizing the necessity for brokers to understand their financial health and the value of repeatable cash flow. Einhorn's insights into recruiting and retention strategies provide listeners with practical tools to enhance their brokerage operations. Furthermore, the conversation touches on the current state of the real estate market, juxtaposing the Canadian and U.S. markets and discussing the implications for brokers. The episode serves as a vital resource for real estate professionals, offering a wealth of knowledge on building and sustaining a profitable brokerage in an ever-changing landscape.

Takeaways:

Wayne Einhorn emphasizes the importance of establishing a business model that provides repeatable cash flow, ensuring long-term stability and profitability.
The podcast highlights the necessity for brokers to develop a clear exit strategy, ideally five to ten years in advance, to maximize business value upon sale.
Einhorn discusses the critical role of effective recruiting and retention strategies in maintaining a successful brokerage, particularly in a competitive market.
The conversation reveals that successful brokers are those who prioritize business health checks to identify areas for improvement and growth.
Wayne shares that integrity and work ethic are paramount qualities for individuals seeking to thrive in the brokerage business, as these traits cannot be taught.
Finally, Einhorn suggests that new agents should focus on understanding the vast possibilities within the real estate industry, particularly in today's favorable market conditions.

Links referenced in this episode:

RealEstateBrokerCoaching.com

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Mergers and Acquisitions: Insights from BrokerVMA's Norma Rawlings

In this enlightening discourse, we engage with Norma Rawlings, the esteemed founder of BrokerVMA, who shares the nuanced complexities of valuations and mergers within the real estate sector. Norma's extensive experience, spanning nearly 25 years, imbues her insights with a depth of knowledge that is both compelling and informative. We delve into the intricacies of how real estate brokerages can strategize their exit plans to maximize value, highlighting the importance of aligning with potential buyers who share similar values and business philosophies. The conversation further explores the distinctions between the Canadian and American real estate landscapes, particularly in the context of operational practices and ancillary revenue generation. As we traverse these pivotal topics, it becomes evident that understanding one's unique market niche and building a legacy are paramount for success in this dynamic industry.

In this insightful episode, Bill Risser welcomes Norma Rawlings, whose expertise in real estate valuations and mergers and acquisitions presents a rare perspective on the industry. Norma's journey from a family law attorney to a successful entrepreneur in real estate finance is a testament to her adaptability and keen business acumen. Throughout the conversation, she discusses the foundational principles of valuing real estate brokerages, stressing the significance of understanding the market value and the financial metrics that underpin successful transactions. The dialogue also touches upon the importance of fostering relationships that are mutually beneficial, thereby creating environments where both buyers and sellers can realize their aspirations. Norma shares compelling anecdotes from her experiences, illustrating the common pitfalls that brokers encounter when navigating the sale of their businesses, and the vital need for realistic expectations regarding valuations. The episode also explores the cultural nuances and regulatory frameworks that distinguish the Canadian real estate market from its American counterpart, offering listeners a comprehensive view of the industry's operational landscape.

Takeaways:

Bill Risser introduces the podcast as a platform for discussing real estate stories and insights, emphasizing its longevity and extensive episodes created over the years.
Norma Rawlings shares her journey from family law to real estate, highlighting her educational background and the evolution of her career towards mergers and acquisitions.
Broker VMA, co-founded by Norma, focuses on assisting real estate companies with valuations and mergers, aiming to help them exit successfully while maintaining their legacy.
The conversation covers the differences between real estate practices in Canada and the U.S., particularly regarding revenue generation and regulatory environments.
Norma's experiences reveal that a significant question from brokerage owners is about the worth of their business, emphasizing the importance of proper valuation processes.
The podcast concludes with insights on the essential qualities for new real estate agents, stressing the value of expertise and local knowledge in developing a successful career.

Links referenced in this episode:

brokervma.com

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Empowering Real Estate Professionals: Jason Pantana's Blueprint for Success

The primary point of this episode centers on the transformative impact of artificial intelligence on real estate marketing, as articulated through the insights of Jason Pantana. Bill Risser, the host, offers a comprehensive overview of Jason's contributions to the field, highlighting his role in equipping agents and entrepreneurs with the tools necessary to navigate the evolving landscape of digital marketing. The discussion emphasizes the significance of Jason's AI Marketing Academy, which is designed to streamline marketing efforts through actionable training and innovative strategies. Furthermore, the episode recounts Jason's extensive background with Tom Ferry International, underscoring his influence in shaping marketing practices within the real estate sector. As we delve into this discourse, we aim to illuminate the essential strategies that enable real estate professionals to leverage AI effectively, ensuring they remain competitive in an increasingly digital marketplace.

Bill Risser's latest monologue serves as a profound exploration of the intersection between real estate marketing and the burgeoning field of artificial intelligence, featuring the influential figure Jason Pantana. Risser, a seasoned veteran in the real estate industry, draws upon his extensive experience to articulate the transformative potential of AI in reshaping how real estate professionals engage with their clients and market their services. Through his personal anecdotes and observations from various Tom Ferry events, Risser paints a vivid picture of Pantana's impact on the industry, emphasizing the shift from traditional marketing approaches to more innovative, technology-driven strategies that resonate with today’s consumers.

The episode delves deeply into the methodologies that Pantana has developed as part of his role with Tom Ferry International, where he has been instrumental in guiding agents to rethink their digital presence and embrace AI as a powerful marketing ally. Risser highlights the importance of Pantana’s YouTube channel, which serves as a treasure trove of information ranging from SEO tactics to the latest AI tools, thereby equipping agents with the knowledge necessary to navigate the complexities of modern marketing. Furthermore, Risser discusses the AI Marketing Academy, a pioneering initiative designed to arm agents with practical skills and resources to leverage AI effectively, transforming it from a mere buzzword into a tangible business advantage.

Ultimately, this episode is a clarion call for real estate professionals to adapt and thrive in an era dominated by technological advancement. Risser’s narrative underscores the urgency of embracing innovative marketing techniques that not only enhance operational efficiency but also elevate the client experience. By sharing Pantana's insights and strategies, Risser provides a roadmap for agents seeking to elevate their marketing prowess and establish themselves as thought leaders in the real estate domain, thereby ensuring their sustained success in a competitive landscape where adaptability and foresight are paramount.

Takeaways:

Bill Risser, the host of the Real Estate Sessions podcast, has nearly 25 years of experience in real estate, and he enjoys sharing the stories of industry leaders.
In episode 426, Bill discusses the significant impact of AI and digital marketing strategies on the real estate sector, emphasizing Jason Pantana's contributions.
Jason Pantana's YouTube channel serves as a valuable resource for real estate professionals seeking to enhance their marketing skills through AI tools and strategies.
The AI Marketing Academy introduced by Jason Pantana provides agents and entrepreneurs with essential training, workflows, and automation strategies to optimize their marketing efforts.
Bill highlights the importance of evolving marketing techniques in light of AI advancements, urging real estate professionals to adapt to stay competitive.
The podcast encourages listeners to subscribe to Jason Pantana's YouTube channel and explore the AI Marketing Academy for transformative marketing education.

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Patience and Persistence: The Golfing Approach to Real Estate Success

This podcast episode elucidates the profound parallels between the disciplines of golf and real estate, emphasizing that success in both arenas is underpinned by the principles of focus, adaptability, and persistence. I delve into the notion that the ability to concentrate amidst distractions—whether on the golf course or during client interactions—significantly influences outcomes. Furthermore, I explore the importance of preparation and the establishment of a consistent routine, drawing a compelling comparison between a golfer's pre-shot routine and a realtor's daily practices. The episode also highlights the necessity of maintaining mental fortitude in the face of challenges, advocating for techniques such as visualization and mindful breathing to cultivate resilience. Ultimately, I encourage listeners to recognize that regardless of the field, the mastery of focus remains the cornerstone of achieving enduring success.

The podcast articulates the intricate parallels between the realms of golf and real estate, elucidating how the principles governing success in both domains are fundamentally intertwined. The host, Bill Risser, draws upon his extensive experience in the real estate sector to underscore the necessity of discipline, focus, and preparation. In his monologue, he likens the meticulous pre-shot routine of a golfer to the preparatory rituals that realtors engage in prior to client interactions. Emphasizing the importance of mental fortitude, Risser posits that both golfers and real estate professionals must cultivate resilience and patience in the face of setbacks. He poignantly illustrates that the ability to maintain concentration amidst distractions is paramount for achieving success, whether one is addressing a client’s needs or executing a golf swing.

Risser deftly navigates through various anecdotes and insights, drawing attention to the psychological challenges that both golfers and realtors encounter. He notes that a single adverse experience, such as a lost client or a misplayed golf shot, can significantly impact one's confidence and subsequent performance. Consequently, he advocates for the establishment of mental routines—be it through meditation, journaling, or strategic visualization—that can aid in maintaining composure and focus. This exploration culminates in a profound revelation: the triumph of both golfers and real estate agents hinges not on the absence of error, but rather on the capacity to recover, adapt, and persist despite the inevitable challenges that arise in their respective fields.

Takeaways:

The similarities between golf and real estate underscore the importance of focus and discipline.
Preparation and routine are critical for Realtors, much like the pre-shot routine in golf.
Both Realtors and golfers must develop the ability to block distractions to succeed.
In both fields, resilience and patience are key to navigating setbacks and challenges.

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This podcast episode serves as a reflective commemoration of my ten-year journey with the Real Estate Sessions, emphasizing the importance of authentic storytelling in the real estate industry. I share insights garnered from over 400 episodes, highlighting how the narratives of individuals, rather than mere industry jargon, have enriched our discussions. This episode also revisits poignant moments from my personal life, particularly the influence of my dear friend John Bjorlie, who has faced terminal illness with extraordinary grace and resilience. His experiences have imparted invaluable lessons about empathy, connection, and the significance of savoring life's moments. As I transition into the next phase of this podcast, I express my intention to slow the pace of episodes while I embark on writing a memoir that captures the essence of friendship and the profound impact of shared experiences.

In a poignant reflection on the past decade, Bill Risser, the host of the Real Estate Sessions podcast, shares his insights on the transformative power of storytelling within the real estate sector. With nearly 25 years of industry experience, Risser has dedicated the last ten years to uncovering the narratives that shape the lives of real estate professionals, emphasizing the importance of human connection over transactional dialogue. His journey began in 2015 with the aim of understanding podcasting, yet it evolved into a platform that celebrates the intricate tapestry of personal stories, highlighting the resilience and creativity that define the industry. Risser's commitment to authenticity is evident as he recounts how he has avoided superficial marketing tactics, instead opting for deep, meaningful questions that elicit the true essence of his guests’ experiences.

Throughout the episode, Risser revisits significant moments from the podcast's history, including memorable interviews that have left a lasting impact on both him and his audience. He reflects on the lessons learned from guests such as Joe Rand and Sean Carpenter, who have shared insights that extend beyond real estate, touching on themes of relationships and personal growth. Risser's emphasis on the human element serves as a reminder that the stories of triumphs, setbacks, and reinventions are what resonate most with listeners, offering them valuable lessons in empathy and connection that transcend the confines of the real estate industry.

As the podcast enters its next phase, Risser announces a new direction that prioritizes depth over frequency, signaling a commitment to crafting a memoir that delves into his personal experiences with his friend John Bjorlie. This narrative will explore the profound lessons of joy, resilience, and the human spirit in the face of adversity, reinforcing the idea that the bonds we forge and the stories we share are what truly matter. Risser's reflections on his decade-long journey with the podcast underscore the significance of consistency, integrity, and the power of listening, reminding us all of the importance of walking alongside each other through life's challenges.

Takeaways:

The podcast celebrates ten years of storytelling in the real estate industry and beyond.
Bill Risser emphasizes the importance of genuine narratives over industry jargon in his interviews.
Listeners appreciate the podcast for its depth, connection, and emotional resonance rather than mere tactics.
The 'Die Happy Tour' serves as a significant reflection on living fully and finding joy amid adversity.
In transitioning to season 11, the podcast will shift to a slower pace to allow for deeper storytelling.
Consistency, integrity, and the power of questions have emerged as vital lessons from a decade of podcasting.

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The central theme of this discourse is the imperative nature of inquiry over assumption in our professional interactions. I emphasize the significance of asking questions, rather than presuming to know the thoughts and feelings of clients, colleagues, or escrow officers. Such assumptions often lead us astray, as they are mere constructs of our imagination, devoid of the reality we seek to comprehend. By fostering a culture of curiosity, we cultivate understanding and trust, thereby strengthening our relationships within the real estate domain. I implore you to embrace this practice, for it is through inquiry that we build connections, and through assumptions that we erect barriers.

Engaging in a reflective discourse on the imperative of questioning rather than assuming, Bill Risser provides a thought-provoking examination of communication dynamics in the real estate industry. The episode illustrates how assumptions can lead to significant miscommunications, as we often craft narratives in our minds that do not align with reality. Risser posits that the courage to ask questions is fundamental not only to professional success but also to personal relationships. By invoking the wisdom of notable figures such as Don Miguel Ruiz and Stephen Covey, he reinforces the notion that understanding precedes being understood, a principle that is critical in navigating complex interactions within the real estate sector.

The host adeptly weaves in cultural references, notably drawing parallels between his insights and the popular television series 'Ted Lasso.' By highlighting Ted's mantra of curiosity over judgment, Risser articulates a broader message about the necessity of empathy and inquiry in fostering trust. This thematic exploration culminates in a compelling argument for the transformative potential of questioning—both in terms of enhancing professional relationships and enriching personal interactions. Risser concludes with a clarion call for listeners to adopt this mindset, emphasizing that the simple act of asking questions can significantly alter the landscape of communication, ultimately leading to stronger connections and more fruitful outcomes in their professional endeavors.

Takeaways:

In the realm of real estate and interpersonal interactions, the imperative to ask questions supersedes the tendency to make assumptions, fostering clearer communication.
Assumptions often lead to misunderstandings and misinterpretations, which can adversely affect relationships in both personal and professional spheres.
The act of asking questions is a demonstration of humility and courage, acknowledging that one does not possess all the answers.
Curiosity, as opposed to judgment, is a fundamental trait that enhances connections and builds trust among individuals.
Engaging in dialogue with clients or colleagues about their true concerns is crucial for effective collaboration and relationship-building.
The assertion that assumptions are the termites of relationships highlights the destructive nature of unverified beliefs in personal and professional interactions.

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Local Loyalty: How Lolo Transforms Agent-Client Relationships

Matthew Simpson, co-founder of Lolo, shares the pivotal role of maintaining connections within the real estate industry through thoughtful engagement strategies. He articulates how Lolo provides real estate agents with a sophisticated tool designed to facilitate ongoing communication with their sphere of influence by sending curated local gifts on a monthly basis. This initiative not only fosters loyalty among clients but also champions local businesses, thereby enriching community ties. Throughout our discussion, we delve into the evolution of Lolo and the significance of leveraging technology to enhance personal relationships in a competitive market. Additionally, Matthew shares invaluable insights on the importance of building a robust network and the lessons learned from navigating the complexities of entrepreneurship within the real estate sector.

The dialogue between Bill Risser and Matthew Simpson unfolds a narrative rich in insights about the evolution of Lolo, a platform designed to maintain connections between real estate professionals and their clientele. Matthew, drawing from his extensive experience in the real estate sector, elucidates how Lolo curates local gifts, thereby fostering a sense of community and enhancing client relationships. The discussion delves into the challenges faced by local businesses amid the dominance of larger corporations, and how Lolo aims to provide these businesses with a competitive edge through innovative marketing strategies. Matthew articulates the importance of sustaining local culture and economy, illustrating how Lolo not only benefits agents in their outreach efforts but also supports small enterprises in becoming visible and engaging within their communities. This episode captures the essence of modern entrepreneurship in real estate, emphasizing relationship-building as a pivotal approach in an increasingly digital world.

Takeaways:

Matthew Simpson discusses the inception of Lolo, a platform designed to enhance connections between real estate agents and their local communities.
The Lolo service curates monthly gifts from local businesses, enabling agents to maintain engagement with their sphere of influence effectively.
Simpson emphasizes the importance of relationships in real estate, advocating for agents to focus on networking from the outset of their careers.
The podcast highlights the evolution of Lolo from a technology initiative to a business centered on curating meaningful local experiences for clients.
Simpson shares insights on overcoming fears of rejection in sales, urging new agents to embrace failures as opportunities for growth and learning.
The conversation reveals Lolo's commitment to supporting local businesses and fostering sustainable community engagement through thoughtful gifting.

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A Journey Through Episodes: Revisiting Memorable Conversations

I dive into a reflective examination of past episodes, wherein I comment upon twenty distinguished guests who have graced the show. With an emphasis on the significant contributions these individuals have made to the real estate industry, I present my subjective insights pulled from their respective interviews. This retrospective endeavor not only serves to highlight the diverse perspectives and expertise of each guest but also aims to provide listeners with concise yet profound takeaways from their collective wisdom. Noteworthy figures such as Sean Carpenter and Paula Monthofer emerge prominently, exemplifying the rich tapestry of conversations that have characterized the podcast's journey. As I navigate through seasons of insightful dialogues, I invite you to engage with these reflections and consider revisiting select episodes that resonate with your professional interests.

A theme emerges throughout this episode, encapsulating the notion that the real estate industry thrives on connections and the exchange of knowledge. I emphasize the enduring relationships forged through the podcasting medium, highlighting how these interactions have not only enriched my understanding but have also fostered a sense of camaraderie among industry professionals. The episode culminates in an invitation for the audience to engage with the stories shared, encouraging them to explore the show notes for links to the featured episodes. This call to action reinforces the idea that the wealth of knowledge contained within these discussions is but a click away, empowering listeners to further their own professional development.

In my conclusion to this reflective episode, I introduce a segment dedicated to a cherished friend, John Bjorlie, who is currently confronting terminal cancer. I share not only the profound lessons gleaned from our long-standing friendship but also the inspiration derived from John's resilience and determination to live life fully despite the challenges he faces. This segment transcends the typical boundaries of a real estate podcast, as it explores themes of mortality, friendship, and the human experience. Listeners are thus reminded of the importance of genuine connections in both personal and professional spheres, as well as the indelible impact that one individual can have on another's life. The episode serves as a testament to the power of storytelling, as I weave together threads of humor, depth, and sincerity, culminating in a rich tapestry of insight that resonates well beyond the confines of real estate.

Takeaways:

The podcast episode features a retrospective discussion about notable guests from previous seasons.
I have selected specific guests based on their impactful contributions and memorable episodes.
Each guest's unique insights and experiences have significantly enriched the podcast's content and audience understanding.
Listeners are encouraged to explore the show notes for links to the highlighted episodes and further details.

SEASON 1

Episode 5 – Sean Carpenter

https://www.therealestatesessions.com/episode-5-sean-carpenter-director-of-agent-development-ohio-nrt-companies-coldwell-banker/

Episode 16 – Paula Monthofer

https://www.therealestatesessions.com/episode-16-paula-monthofer-high-peaks-real-estate/

SEASON 2

Episode 93 – Heather Elias

https://www.therealestatesessions.com/episode-93-heather-elias-vp-marketing-century-21-redwood/

Episode 58 – Phil Sexton

https://www.therealestatesessions.com/episode-58-phil-sexton-the-sibbach-team/

SEASON 3

Episode 118 – Matthew Ferrara

https://www.therealestatesessions.com/episode-118-matthew-ferrara-speaker-author/

Episode 141 – Lauren Walker

https://www.therealestatesessions.com/episode-141-lauren-walker-senior-director-of-account-strategy-inman-group/

SEASON 4

Episode 153 – Tiffany McQuaid

https://www.therealestatesessions.com/episode-153-tiffany-mcquaid-president-mcquaid-co/

Episode 152 – Glenn Sanford https://www.therealestatesessions.com/episode-152-glenn-sanford-ceo-exp-world-holdings-inc/

SEASON 5

Episode 250 – Stefan Swanepoel

https://www.therealestatesessions.com/episode-250-stefan-swanepoel-ceo-t3-sixty/

Episode 219 – Marc Davison

https://www.therealestatesessions.com/episode-219-marc-davison-chief-creative-officer-1000watt/

Episode 244 – Jessica Swesey

https://www.therealestatesessions.com/episode-244-jessica-swesey-partner-and-chief-copywriter-1000watt/

SEASON 6

Episode 301 – Shelley Zavitz

https://www.therealestatesessions.com/episode-301-shelley-zavitz-realtor-and-author-of-marketing-that-moves-people/

Episode 282 – Ines Hegedus-Garcia

https://www.therealestatesessions.com/episode-153-tiffany-mcquaid-president-mcquaid-co/

SEASON 7

Episode 323 – Sarita Dua

https://www.therealestatesessions.com/episode-323-sarita-dua-principal-broker-at-keller-williams-realty-professionals/

Episode 184 – Joe Rand

https://www.therealestatesessions.com/ep184-joe-rand-managing-partner-better-homes-and-garden-rand-realty/

SEASON 8

Episode 329 – Katie Kossev

https://www.therealestatesessions.com/episode-329-katie-kossev-ownerceo-the-kossev-group/

Episode 352 Veronica Figueroa

https://www.therealestatesessions.com/episode-352-veronica-figueroa-exp-realty/

Season 9

Episode 370 – Sharran Srivatsaa

https://www.therealestatesessions.com/episode-370-sharran-srivatsaa-president-real-brokerage-llc/

Episode 363 – Dani Vanderboegh

https://www.therealestatesessions.com/episode-363-dani-vanderboegh-senior-editor-inman-news/

Season 10

Episode 400 – John Bjorlie

https://www.therealestatesessions.com/episode-400-the-john-bjorlie-die-happy-tour-2024/

Episode 421 – Brian Boero

https://www.therealestatesessions.com/episode-421-brian-boero-co-founder-1000watt/

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Brian Boero articulates a pivotal truth within the realm of real estate marketing, emphasizing the lack of creative storytelling and brand development that has historically characterized the industry. He explains how this unclaimed territory has been staked by his firm, 1000watt, as they ventured to redefine conventional approaches to marketing in real estate. Over the years, the company has grown, increasingly recognized for its innovative strategies and compelling narratives. In our dialogue, we delve into the evolution of marketing practices, the challenges agents face in a hyper-competitive landscape, and the necessity for professionals to cultivate bravery in their branding efforts. Ultimately, we underscore the importance of establishing a distinct and authentic identity in a field where differentiation remains critically scarce.

Brian's narrative is punctuated by the challenges he faced while transitioning from political campaigns to real estate. Disillusioned with the political landscape and the individuals within it, he found solace and purpose in the realm of real estate marketing. His partnership with Mark Davison, another luminary in the industry, further propelled 1000watt's success. The duo's dedication to exploring uncharted territories of creativity and branding has led to a distinctive methodology that not only focuses on visual design but also emphasizes the importance of messaging and strategic positioning. This holistic approach ensures that clients are not merely following trends but are instead cultivating a unique brand identity that reflects their values and aspirations, setting them apart in a crowded market.

Takeaways:

The real estate industry, particularly in the past, lacked innovation in storytelling and brand building, which presented an unclaimed territory ripe for exploration.
In establishing 1000watt, we recognized the absence of creativity in real estate marketing, allowing us to define a unique space for our services.
The evolution of our firm was marked by a gradual expansion of projects and clients, leading to our recognition for innovative branding solutions.
Clients often require encouragement to embrace creative risks, and our established reputation facilitates their willingness to venture beyond conventional marketing.
Understanding the distinct characteristics of a client’s brand requires an in-depth discovery process, which serves to differentiate them in a crowded marketplace.
The misconception that immediate engagement in marketing equates to effective brand building overlooks the necessity for a thoughtful and strategic approach.

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Brad Filliponi, co-founder of BoxBrownie.com, joins us to discuss the transformative impact of technology on real estate photography and marketing. Emphasizing the importance of accessibility, Filliponi advocates for the utilization of smartphones, asserting that the most effective camera is the one readily available. He shares insights into the evolution of BoxBrownie, a platform designed to alleviate the burdens of editing for real estate professionals, thereby streamlining their workflow and enhancing property presentation. Throughout our dialogue, we explore the competitive landscape of the real estate market and the necessity for agents to adapt through innovation and effective marketing strategies. Filliponi's passion for service and commitment to providing affordable solutions for agents exemplifies a dedication to improving the industry as a whole.

Takeaways:

The best camera for capturing real estate images is often the one readily available, typically a smartphone.
Real estate photography has evolved significantly, transitioning from film to digital techniques over the years.
BoxBrownie.com was created to streamline the photo editing process, making it easier for real estate agents to enhance their listings.
Brad Filipponi emphasizes the importance of education and innovation in the rapidly changing real estate industry.
The Snap Snap Snap app allows agents to take high-quality photos effortlessly, utilizing advanced camera technology.
Virtual staging is now more affordable, allowing agents to present properties in their best light without breaking the bank.

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In this episode, we delve into the compelling journey of Lauren Toppins, the founder and broker of Cherrywood Real Estate, who transitioned from a career as an attorney to a prominent figure in the real estate industry. Our discussion encompasses her formative years in Oklahoma and her profound appreciation for the state’s vibrant culture, particularly as it relates to community and family. We explore the significance of fostering a supportive environment within her brokerage, emphasizing training and personal development for agents as a cornerstone of her operational philosophy. Furthermore, Lauren articulates her vision for the future of Cherrywood Real Estate, aspiring to replicate its nurturing culture across multiple locations while maintaining a steadfast commitment to professionalism and ethics. Through her multifaceted experiences, Lauren exemplifies the importance of advocacy and empowerment in achieving success within the competitive landscape of real estate.

The Journey from Attorney to Real Estate Broker: Lauren Toppins' Inspiring Story

Takeaways:

The journey of Lauren Toppins from attorney to real estate broker demonstrates the importance of adaptability in career paths.
Cherrywood Real Estate emphasizes a family-friendly culture, fostering a supportive environment for both agents and their families.
Lauren's background in law enhances her capabilities as a broker, providing valuable legal insights to her agents.
Education and training are paramount at Cherrywood, ensuring agents are equipped with knowledge to thrive in a competitive market.
The podcast highlights the significance of community relationships and collaboration among real estate professionals in Oklahoma City.
Advocacy for oneself and continuous improvement are essential themes for success in the real estate industry, as emphasized by Lauren.

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Michelle Berman-Mikel shares the autonomy inherent in the worlds of real estate and mortgage professions, emphasizing that aspiring solopreneurs must take the initiative to cultivate their own business and revenue streams. The conversation, hosted by Bill Risser, delves into Michelle's extensive background, including her transition from competitive swimming and her journey into entrepreneurship. She articulates the importance of personal branding and storytelling in social media, asserting that agents must engage authentically to foster genuine connections rather than merely chasing trends. Furthermore, Michelle discusses her forthcoming book, "The Black Line," which intertwines her personal adversities with professional insights, offering a roadmap for others navigating similar challenges. This episode serves not only as an exploration of Michelle’s career but also as a motivational call to action for individuals in the real estate industry to embrace their unique narratives.

In dialogue with Bill Risser, Michelle Berman-Mikel shares her unique insights on the evolution of social media within the real estate sector and how agents can leverage these platforms effectively. She delineates the distinction between social media coaching and social media prospecting, asserting that the latter focuses on converting social interactions into tangible business opportunities. Michelle draws upon her extensive experience in the industry to articulate the significance of authenticity and personal branding in social media. She challenges conventional approaches that prioritize flashy content over genuine engagement, advocating for a strategy rooted in relationship-building and community connection. This episode not only provides listeners with actionable advice but also encourages a paradigm shift in how real estate professionals perceive and utilize social media as a tool for success.

Takeaways:

The journey of a real estate agent or mortgage professional requires one to embody the spirit of a solopreneur, taking initiative to cultivate their own business and revenue streams, as no one will do it for them.
Michelle Berman-Mikel's narrative illustrates the importance of personal resilience and adaptability, especially in the face of life's adversities, which ultimately shapes one's professional identity.
The concept of the 'black line' serves as a metaphor for focus and direction in both personal and professional pursuits, emphasizing the need for individuals to identify their guiding principles amidst distractions.
Successful social media engagement in real estate is fundamentally about building relationships and connections, rather than merely following trends or algorithms, a principle Michelle passionately advocates throughout her career.
Michelle's experiences highlight the necessity for real estate professionals to leverage their unique personal stories and backgrounds as a means of differentiating themselves in a competitive market.
The podcast serves as a platform for meaningful conversations that not only foster personal connections but also provide invaluable insights into the intricacies of the real estate industry and the human experience.

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John Bjorlie, a stage four prostate cancer patient, epitomizes the notion of living life fully, even in the face of terminal illness. In this episode, we explore his remarkable initiative, the "John Bjorlie Die Happy Tour 2024," which serves as a celebration of life and an opportunity to reconnect with friends and loved ones across the country. John shares his profound insights about the importance of relationships, the liberating nature of letting go of material concerns, and the joy he finds in giving back to others during this pivotal time. His journey is not just a reflection on mortality but an inspiring narrative that encourages us to cherish our connections and experiences. Join us as we delve into John’s unique perspective on life, friendship, and the legacy he wishes to leave behind.

Takeaways:

John Bjorlie shares his poignant realization that life should be celebrated while still alive, inspiring others to appreciate their connections with friends and family.
Through social media, John reconnected with old friends, leading him to host a preemptive celebration of life in his hometown of Rome, New York.
Despite facing terminal cancer, John emphasizes the importance of living fully, prioritizing relationships over material possessions as he embarks on his 'Die Happy Tour'.
John reflects on the liberating feeling of relinquishing concerns about future plans, focusing instead on enjoying the present moment and fostering meaningful connections.
His journey illustrates that even during challenging times, one can find joy and purpose in relationships and acts of kindness, such as generous tipping to service workers.
The conversation underscores a profound shift in perspective; what was once deemed important has transformed into valuing experiences and the happiness of others.

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The episode presents a deeply reflective examination of John Bjorlie’s 'Die Happy Tour', an initiative born from his desire to embrace life and connect with loved ones during his terminal illness. Bill Risser eloquently narrates John's journey, capturing both the joy and sorrow woven into his experiences as he travels to see family and friends, culminating in the poignant moment of attending his own wake. As John's health has notably declined, the podcast transitions to a discussion on the gravity of hospice care, which emphasizes comfort over curative treatment, highlighting the sensitive nature of this phase in John's life. Risser’s portrayal of John’s situation strikes a balance between the somber realities of illness and the uplifting moments shared among friends, illustrating the duality of life’s experiences.

The dialogue centers around the profound impact of John's oncologist's declaration of 'firing' himself from treatment, a moment that encapsulates the transition from aggressive medical intervention to a focus on palliative care. This shift reflects not only John's medical reality but also the emotional landscape he navigates. Risser shares candid conversations with John about the symptoms he faces—fatigue, appetite loss, and pain—yet he emphasizes John's remarkable resilience and his determination to maintain a sense of normalcy, including enjoying meals and engaging in social activities. The narrative underscores the importance of personal agency in the face of illness, showcasing how John continues to assert his will to live fully, even as he confronts the inevitability of his condition.

A significant highlight of the episode is the 'golf portion' of the Die Happy Tour, where Bill, Paul, and Vernon join John on the golf course, a longstanding venue of friendship and joy. Risser articulates the promise he made to John to ensure they would always share these moments together, regardless of the circumstances. The recounting of their golfing outings not only illustrates the therapeutic benefits of friendship but also serves as a reminder of the importance of shared experiences in fostering joy during challenging times. Through laughter and camaraderie on the course, Risser captures the essence of life’s fleeting moments, making this episode a heartfelt tribute to friendship, resilience, and the enduring human spirit amidst the shadows of terminal illness.

Takeaways:

In this poignant episode, we discuss John Bjorlie's transition to hospice care as he embarks on the next phase of his Die Happy Tour.
The episode highlights the profound impact of friendship, as we continue to engage John in meaningful activities despite his declining health.
We reflect on John's remarkable resilience, as he maintained his passion for life and golf throughout his journey with cancer.
The conversation underscores the importance of support systems, as friends rally around John to ensure his comfort and happiness during this challenging time.
We explore the significance of creating lasting memories, as John enjoys golfing and sharing meals with friends during his final days.
This episode serves as a testament to the enduring spirit of camaraderie, even in the face of life's most difficult challenges.

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Russell Marsan, a distinguished expert from IPX 1031, shares the intricacies and significant advantages of 1031 exchanges, which facilitate the deferral of capital gains taxes on real estate transactions. He emphasizes the common misconception that only properties of the same type can be exchanged, clarifying that any property utilized for investment or business purposes qualifies as like-kind. This episode serves as a critical resource for real estate professionals, particularly those engaged with baby boomer clients, who may be underutilizing their real estate assets. Russell advocates for proactive engagement with these clients to help them recognize the potential benefits of their holdings and the opportunities afforded by 1031 exchanges. With nearly three decades of experience, he provides invaluable insights that can significantly enhance an agent’s ability to assist clients in navigating the complexities of real estate investment.

Marsan begins by addressing a prevalent fallacy regarding the 'like-kind' requirement of 1031 exchanges, clarifying that the true essence of 'like-kind' pertains to the investment or business nature of the properties involved, rather than their physical characteristics. This pivotal clarification empowers realtors and investors to explore a wider array of investment opportunities, thereby enhancing their financial portfolios. Marsan encourages real estate professionals to engage with potential clients who may own underutilized properties, such as raw land, which could be transformed into lucrative investments through the strategic application of 1031 exchanges. The conversation further delves into the demographic trends influencing real estate transactions, particularly the significant role of baby boomers in the current market landscape. Marsan's assertion that this demographic holds a substantial portion of real estate assets underscores the urgent need for targeted outreach and education to facilitate their transition into more suitable investment vehicles.

Takeaways:

The 1031 exchange allows investors to defer taxes by swapping investment properties, enhancing their financial strategies significantly.
A common misconception about the 1031 exchange is the belief that only similar property types can be exchanged, when in fact, any investment property can qualify.
Educating realtors about the benefits of 1031 exchanges can help them gain new clients and offer valuable advice to property owners.
Baby boomers hold a significant amount of real estate and are increasingly looking to reposition their assets to align with their retirement goals.
Time constraints are crucial in 1031 exchanges; investors have only 45 days to identify new properties after selling, which can lead to failed exchanges if not properly managed.
Utilizing 1031 exchanges effectively can dramatically transform an investor's financial landscape, shifting stagnant assets into productive income-generating properties.

Links referenced in this episode:

ipx1031.com
russell.marsan@ipx1031.com

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The conversation with Sam Mehrbod shares the profound parallels between the arduous journey of pursuing a Ph.D. and the entrepreneurial path, emphasizing the necessity of self-reliance and resilience. In his insightful dialogue, Sam reflects on the absence of a universal formula for success, underscoring that individuals must navigate their own challenges with tenacity and perseverance. He shares his personal experiences, illustrating how the landscape of real estate has evolved and the importance of innovation within the proptech sector. As the founder of Roomvu, Sam articulates the significance of creating valuable content and maintaining affordability for agents, advocating for a supportive ecosystem that fosters growth for emerging professionals. This episode invites listeners to contemplate the intricate dynamics of real estate, entrepreneurial spirit, and the imperative for continuous adaptation in an ever-changing market.

The discourse with Sam Mehrbod, a visionary entrepreneur and founder of Roomvu, illuminates the intricate dynamics of the real estate industry, particularly through the lens of technological innovation and marketing strategies. Mehrbod's multifaceted background, encompassing a Ph.D. pursuit in computer science, provides a strong foundation for his insights into the entrepreneurial landscape. He articulates the notion that both academia and entrepreneurship require a profound level of self-motivation and resilience, as there exists no singular formula for success; rather, it is the relentless pursuit of goals that yields fruitful outcomes.

During our dialogue, Mehrbod reflects on his transition from the academic world to real estate, spurred by a realization of the limited opportunities available for Ph.D. graduates. This pivotal moment prompted him to explore the lucrative avenues within real estate, leading to his engagement in property development and investment. He expounds upon the evolution of Roomvu from a content creation entity into a robust platform that automates marketing solutions tailored for real estate professionals, highlighting the necessity for adaptability and innovation in response to market fluctuations and consumer demands.

Moreover, Mehrbod underscores the importance of consistent content creation and the strategic use of technology to enhance marketing efforts, advocating for a model that minimizes the burden on agents while maximizing outreach and engagement. His narrative serves as a compelling testament to the entrepreneurial spirit, emphasizing the value of perseverance, adaptability, and the willingness to embrace change as critical components of success in the ever-evolving landscape of real estate.

Takeaways:

Pursuing a PhD resembles an entrepreneurial journey, where one must navigate challenges independently and find solutions without external assistance.
The realization that academia offers limited financial rewards prompted a transition to real estate investment and development, highlighting the importance of adaptability in career choices.
Building a content-driven real estate business requires consistency in content creation and strategic automation to ensure sustained engagement and visibility in the market.
Agents often struggle with the misconception that their close friends will be their primary clients; instead, they should focus on generating new leads and expanding their network to find success.
The evolution of Roomvu showcased the necessity of adapting business models in response to market demands, especially in challenging times like the COVID-19 pandemic.
Future trends in real estate suggest a shift towards reduced commission rates and increased automation, reflecting the ongoing transformation of the industry's operational landscape.

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AK Lalani, the founder of Rollout, joins us to share the profound challenges associated with API integrations within the real estate sector. He elucidates how Rollout endeavors to streamline the integration process, thereby enabling proptech companies to focus on their core offerings without the burden of complex API management. Drawing from his rich background, including a formative upbringing in Tanzania and extensive experience in the tech industry, AK shares insights into his entrepreneurial journey and the motivations behind his innovative solutions. Our conversation traverses his early ventures, the lessons learned from working at startups, and the pivotal moment that led him to address the critical integration issues plaguing the industry. As we delve into the future of technology in real estate, AK emphasizes the transformative potential of AI and the imperative for seamless data connectivity across platforms.

The dialogue with esteemed guest AK Lalani unveils a profound narrative of his formative years, tracing back to his upbringing in Tanzania and the indelible impact of his familial background on his entrepreneurial aspirations. Lalani's reflections on growing up in a developing nation highlight the stark contrasts between his educational experiences and those of his peers in the United States. He articulates a burgeoning sense of empathy fostered by witnessing the struggles of those in his community, which ultimately propelled him to initiate a poverty reduction initiative during his high school years. This endeavor exemplifies how early exposure to socio-economic challenges instilled in him a desire to effectuate tangible change, a theme that resonates throughout his professional journey.

Transitioning from his roots, the conversation delves into Lalani's academic pursuits at Stanford University, where he encountered the duality of being both a standout student and a member of a highly competitive cohort. His experiences at Stanford were transformative, shaping his understanding of entrepreneurship and technology. The narrative highlights the pivotal moments that led him to recognize his strengths in economics, steering him away from traditional engineering pathways. This realization set the stage for his eventual foray into the startup world, where he sought to learn from existing enterprises before embarking on his entrepreneurial ventures.

The latter part of the discourse centers on Lalani's current ventures, particularly his role as the founder of Rollout, which addresses the intricate challenges associated with API integrations in the proptech sector. He elucidates the complexities faced by companies striving to connect various software solutions, emphasizing the time-consuming nature of building and maintaining integrations. Rollout's innovative approach—allowing companies to build once and integrate everywhere—represents a significant advancement in simplifying this process. Lalani's insights into the future of technology in real estate, particularly the integration of AI through their recently released MCP server, underscore his forward-thinking perspective and commitment to enhancing the operational efficiency of proptech companies.

Takeaways:

Growing up in Tanzania provided AK Lalani with a unique perspective on community and empathy, shaped by the challenges of poverty.
His entrepreneurial journey began in high school with a poverty reduction initiative called Prompt, reflecting a commitment to social impact.
AK's experience at Stanford was transformative, challenging him to outwork his peers and discover his true talents in economics.
Rollout, the company founded by AK, addresses the complexities of API integration in prop tech, aiming to simplify data connectivity for businesses.
The MCP server introduced by Rollout enables advanced AI capabilities, facilitating seamless communication between CRM systems and enhancing operational efficiency.
AK emphasizes the importance of creating a local monopoly for new agents, advising them to specialize in a specific market to gain expertise.

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The conversation with Karla Saladino elucidates the intricate dynamics of real estate transactions in Manhattan, particularly highlighting the challenges posed by privacy concerns and the unique market structure that eschews traditional MLS systems. Saladino, a co-founder of Mirador Real Estate, articulates the necessity for brokers to maintain direct control over high-value listings, advocating against their exposure on platforms like Zillow, which may divert leads to less qualified agents.. Through her extensive experience, she emphasizes the importance of matching agents’ strengths to their roles within the industry, encouraging new agents to undertake personality assessments to ensure alignment with the demands of real estate. The discourse further delves into the significant impact of regulatory changes on market availability, noting how over-regulation has contributed to a scarcity of rental properties. Listeners will gain valuable insights into the nuances of Manhattan real estate, along with practical advice for aspiring agents navigating this complex landscape.

The discussion between Bill Risser and Karla Saladino unveils the multifaceted nature of the Manhattan real estate market, highlighting the unique challenges faced by brokers and developers in this iconic urban landscape. Saladino articulates her perspective on the evolving dynamics of property transactions, particularly the impact of digital platforms like Zillow that complicate traditional brokerage practices. As she elucidates the intricacies of the Real Estate Board of New York (REBNY) and the lack of a conventional MLS in Manhattan, listeners gain an understanding of the market's distinctive framework that prioritizes privacy and personalized service. Saladino also shares her insights on the pressing issues of housing availability and the implications of recent legislative changes on rent stabilization and development, showcasing her expertise and the proactive approach taken by her firm to navigate these challenges. This episode is not merely an exploration of real estate; it is an insightful commentary on the broader socio-economic factors influencing urban living.

Takeaways:

Karla Saladino elucidates the complexities of the Manhattan real estate market, emphasizing the unique challenges posed by limited MLS functionality and privacy concerns.
Saladino articulates the necessity of aligning one's innate strengths with specific roles in real estate, advocating for rigorous personality assessments such as DISC testing.
The discussion underscores the critical importance of effective communication within real estate teams, particularly in fostering a cohesive work environment for enhanced productivity.
Saladino's insights reveal the intricate relationship between leadership styles and market dynamics, highlighting the need for authenticity in one's approach to real estate management.
The episode expounds on the detrimental impact of excessive regulatory measures on housing availability in Manhattan, suggesting a need for a more organic market-driven approach.
Saladino encourages new agents to thoroughly evaluate their compatibility with commission-based roles, reflecting on the high attrition rates within the industry.

Links referenced in this episode:

miradorrealestate.com

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The salient point of our discussion with Todd Carpenter revolves around the transformative nature of social media and technological advancements within the real estate industry, particularly in relation to compliance and image management. I elucidate how Todd has significantly contributed to bridging the gap between emerging technologies and real estate practices, particularly through his current role at Styldod. We delve into the intricacies of how artificial intelligence is revolutionizing image editing processes and compliance measures within Multiple Listing Services (MLS). Furthermore, Todd shares invaluable insights from his extensive career, detailing the evolution of social media's role in real estate and the imperative of fostering genuine connections in this competitive industry. This episode serves as a profound exploration of the intersection between technology and real estate, highlighting Todd's expertise and forward-thinking perspective.

A profound exploration of Todd Carpenter's journey through the real estate landscape unfolds in this episode, revealing the intricate interplay between technology, social media, and industry dynamics. The conversation ranges from Carpenter's early influences in the real estate sector, rooted in familial connections, to his pivotal role at the National Association of Realtors, where he championed the integration of social media as a means of fostering communication and mitigating public criticism during challenging times. His anecdotal experiences highlight the evolution of the industry, especially in the face of technological advancements and shifting consumer expectations.

The dialogue further delves into Carpenter's transition to Styldod, a company leveraging artificial intelligence for compliance in real estate listings. With a keen focus on the challenges faced by Multiple Listing Services (MLS) regarding image compliance, Carpenter elucidates how Styldod's innovative solutions not only alleviate the burdens of compliance but also enhance the aesthetic representation of properties. This episode serves as a testament to the ongoing evolution of real estate practices, emphasizing the necessity for agents to adapt to emerging technologies while maintaining a strong network of professional relationships.

Listeners are offered a glimpse into Carpenter's personal philosophy regarding the importance of connections in the real estate industry, as he encourages new agents to prioritize relationship-building over mere transactional interactions. His insights illuminate the significance of leveraging one's sphere of influence to foster success, showcasing a holistic approach to real estate that transcends conventional sales tactics and underscores the human element of the profession.

Takeaways:

In our conversation, we explored the profound impact of social media on real estate, particularly emphasizing the necessity for leadership and volunteers to effectively engage with negativity and criticism.
Todd Carpenter elaborated on his extensive career trajectory, highlighting his unique entry into real estate, informed by his family's background in the industry.
The discussion encompassed the evolution of technology in real estate, notably Todd's insights on how artificial intelligence is transforming compliance and image enhancement for listings.
We delved into the intricacies of compliance challenges faced by MLSs, emphasizing how emerging technologies can preemptively address these issues before they escalate.
Todd shared his experiences at the National Association of Realtors, focusing on the need for a cultural shift towards embracing social media as a vital communication tool within the organization.
The episode culminated in Todd's current role at Styldod, where he is at the forefront of integrating AI technology to streamline real estate image compliance and enhance property presentations.

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Florin Patrasciou, a prominent figure in the real estate sector, elucidates the transformative evolution of real estate transactions, emphasizing the profound impact of technological advancements on the industry. He recalls the cumbersome processes of the past, where clients were required to sign multiple original documents, contrasting sharply with contemporary practices that favor efficiency and digital solutions. Through his extensive experience, Florin underscores the necessity of embracing technology to streamline operations and enhance client satisfaction. His journey from a newcomer in the United States to a successful broker owner exemplifies the entrepreneurial spirit essential in the competitive real estate landscape. This episode serves as a compelling narrative of adaptation and innovation within the realm of real estate, highlighting the importance of mentorship and continuous learning in achieving success.

A profound exploration of Florin Patrasciou's journey unveils the remarkable evolution of the real estate landscape and the technological advancements that have reshaped the industry. As a broker owner of ReMax Premier in Wesley Chapel, Florin shares his insights on the transition from traditional practices to modern methodologies. He reflects on the cumbersome processes of the past, where multiple original contracts were a norm, and contrasts them with the efficiency of contemporary technology. The discussion further delves into the personal narrative of Florin, an immigrant from Romania who embraced the American dream, highlighting the cultural experiences that mold his perspective on the real estate market today. Florin emphasizes the importance of continuous learning and adaptation within the industry, asserting that the integration of technology does not substitute the role of the real estate agent but rather enhances their capabilities to serve clients more effectively.

In this engaging dialogue, the podcast also touches upon the significance of community development in areas like Wesley Chapel, which has witnessed significant growth and transformation over the years. Florin's passion for fostering relationships within the community is palpable as he recounts the vibrant diversity that defines the area. The emphasis on mentorship and accountability in the real estate field serves as a key takeaway, with Florin advocating for new agents to cultivate an entrepreneurial mindset while embracing the wealth of knowledge available through training and professional development. As the conversation unfolds, listeners gain a comprehensive understanding of the shifting dynamics in real estate and the proactive measures that can be taken to thrive in a competitive market.

Takeaways:

Florin Patrasciou emphasizes the evolution of real estate transactions, shifting from cumbersome paperwork to streamlined digital processes.
He highlights the importance of technology in facilitating real estate transactions and enhancing client experiences in today's market.
Patrasciou reflects on his journey as an immigrant, illustrating how his hospitality background has shaped his real estate career.
The discussion reveals the significant impact of economic changes on the real estate market, particularly new construction challenges post-2008.
Patrasciou stresses the necessity of mentorship and continuous learning for new agents in the real estate industry.
He advocates for transparency in real estate transactions, particularly regarding commission structures and buyer representation.

Links referenced in this episode:

boxbrownie.com
paperlesspipeline.com
upfolio.com
ratethispodcast.com/resessions

Companies mentioned in this episode:

ReMax Premier
Fidelity National Title
Lucent Technologies
Coldwell Banker
Buffini & Co.
Paperless Pipeline
Upfolio
Dotloop
Box Brownie
Lehman Brothers

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The salient point of this discussion centers on the imperative for real estate agents to possess a comprehensive understanding of their local market dynamics. It is imperative that agents convey pertinent data to their clientele—buyers and sellers alike—to elucidate the current state of the market, thereby facilitating informed decision-making. The conversation also underscores the necessity of maintaining an active connection with one's sphere of influence, as these relationships can yield significant opportunities in terms of referrals and business. Furthermore, Amy Chorew emphasizes the importance of a structured approach to technology adoption, advising agents to maximize their existing tools before venturing into new technologies. Ultimately, this episode serves as a call to action for agents to refine their skills in market articulation and to strategically engage with their networks.

A profound exploration of the intricate dynamics within the real estate industry unfolds as the conversation transitions to the importance of local market knowledge. Emphasizing the necessity for real estate professionals to be acutely aware of their surrounding environment, the dialogue underscores the critical data points that should be utilized in articulating market conditions to potential buyers and sellers. The speaker elucidates the distinction between superficial social media statistics and the nuanced understanding required to effectively convey market realities. This foundational knowledge serves not only to inform clients but also to empower agents in their strategic decision-making processes, thereby enhancing their overall efficacy in the market.

Takeaways:

Understanding local market dynamics is essential for real estate agents to effectively serve clients.
Effective communication of market data to buyers and sellers is crucial for informed real estate transactions.
Establishing a strong connection with one's sphere of influence can yield substantial long-term benefits in real estate.
A well-structured onboarding process can significantly enhance the experience of new agents in a brokerage.
Agents should focus on mastering a few essential tools rather than getting overwhelmed by technology.
Developing a clear value proposition and articulating it effectively is vital for new agents to succeed.

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The forthcoming dialogue features Joe Rand, a distinguished figure in the real estate sector, who elucidates the significant transformations currently reshaping the industry, particularly concerning the new regulations surrounding buyer broker compensation. As he articulates, these changes necessitate that buyers and their agents engage in more nuanced negotiations regarding compensation, a departure from the previously established norms where such arrangements were often implicit. Rand emphasizes the critical importance of formalizing buyer agreements, a practice that aims to elevate the standards of representation for buyers, thereby ensuring that they receive adequate advocacy in their transactions. Furthermore, he posits that while these adjustments may initially provoke concern, they ultimately present an opportunity for agents to refine their negotiation skills and demonstrate their value to clients. We invite you to immerse yourself in this insightful conversation that promises to shed light on the evolving landscape of real estate.

Takeaways:

In the evolving real estate landscape, sellers retain the ability to offer buyer agent compensation, albeit without using MLS as a communication tool.
The introduction of mandatory buyer agreements represents a significant shift in the real estate industry, ensuring formal representation for buyers.
Despite concerns regarding buyer compensation, the market will adapt, and agents must refine their negotiation strategies to maintain fair compensation.
The separation of listing and buyer commissions may lead to increased pressure on pricing, compelling agents to clearly articulate their value to clients.
As the market transitions, real estate professionals must avoid reverting to outdated practices that contributed to previous industry challenges.
Ultimately, adapting to these changes will demand resilience and innovation from agents in order to sustain their business and provide value to clients.

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In this episode, I, Bill Risser, take the opportunity to discuss several personal reflections and significant events occurring in my life. I emphasize the importance of colorectal cancer awareness, particularly the necessity of scheduling colonoscopies for those eligible, as I participated in a local awareness walk. Additionally, I share my enthusiasm for the impending baseball season and my plans to celebrate opening day in San Diego, where I will also engage in social activities with friends. Furthermore, I express my heartfelt sentiments regarding a visit to my friend John Bjorlie, who is navigating the challenges of terminal prostate cancer. Lastly, I look forward to attending the TechCon 2025 in Fort Myers, where I anticipate gaining insights from esteemed speakers, some of whom have previously shared their expertise on this platform.

A rich narrative unfolds within the confines of this episode of the Real Estate Sessions, as host Bill Risser shares an intimate glimpse into his life and the various themes that shape his experiences. The observance of Colorectal Cancer Awareness Month emerges as a central motif, where Bill recounts his involvement in a local awareness walk. This event serves not merely as a backdrop but as a catalyst for a broader discussion on health awareness and the imperative of regular screenings. Bill's earnest advocacy for colonoscopies is underscored by his personal reflections, urging listeners to prioritize their health and consider the critical nature of early detection. His message resonates with urgency and sincerity, illuminating the often-overlooked importance of preventive health measures within the community.

Transitioning from health to personal enjoyment, Bill expresses his palpable excitement for the forthcoming baseball season, particularly as he prepares to celebrate opening day in San Diego. This segment of the episode is infused with nostalgia and warmth as he reminisces about past experiences shared with friends. The communal aspect of sports becomes apparent, highlighting how these shared moments foster connections and enrich personal relationships. Bill's reflections on the Tampa Bay Rays and the challenges of their current season serve as a reminder of the integral role that local sports play in community dynamics, illustrating how they can act as a unifying force amid diverse backgrounds.

Additionally, the episode poignantly addresses the theme of friendship and resilience as Bill prepares to visit his ailing friend John Bjorlie, who is navigating the complexities of terminal cancer. This narrative thread introduces a layer of vulnerability, emphasizing the importance of companionship and emotional support during life's most challenging moments. Bill's commitment to maintaining their friendship amidst adversity underscores the profound impact that relationships can have on our lives. The episode concludes with Bill anticipating his participation in TechCon 2025, signifying his dedication to continuous learning and professional development within the real estate sector. This episode serves as a multifaceted exploration of personal anecdotes, community engagement, and the importance of relationships, leaving listeners with a deep sense of connection and reflection on the themes presented.

Takeaways:

Bill Risser reflects on his nearly 25-year journey within the real estate industry, highlighting the significance of storytelling in connecting with guests.
The importance of colorectal cancer awareness is emphasized, particularly the necessity of regular screenings for individuals at risk.
Risser shares his excitement for the opening day of baseball season, showcasing the personal joy and community connection it brings.
A heartfelt acknowledgment is made regarding his friend John Bjorlie, who is battling terminal prostate cancer, illustrating the power of friendship in difficult times.
The upcoming TechCon 2025 is anticipated, where numerous previous podcast guests will share their insights on technology in the real estate sector.
Bill Risser expresses gratitude to his listeners and supporters, reinforcing the sense of community that has developed through the podcast over the years.

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Christian Dwiggins, co-founder and co-CEO of Rayse, articulates a transformative vision for the real estate industry, focusing on the imperative of enhancing agent-client relationships through innovative technology. The primary salient point of our discussion centers on Rayse's pioneering buyer presentation tool, which seeks to empower agents by providing them with a rich, interactive platform that showcases their value and expertise. Dwiggins emphasizes the necessity for agents to convey their worth effectively in a rapidly evolving market, particularly in light of recent legal changes affecting commission structures. Throughout the episode, he reflects on his multifaceted background, including his experiences in the military and the audio engineering industry, which have shaped his approach to leadership and collaboration. We explore the overarching theme that successful real estate practices hinge not solely on transactions but on fostering trust and connection between agents and their clients.

The conversation with Christian delves deeply into the intricacies of the real estate industry and the innovative solutions his company is providing. Dwiggins recounts his upbringing in San Luis Obispo, sharing how his formative years spent with his influential grandfather shaped his critical thinking and problem-solving abilities. He discusses his transition from a background in audio engineering and the military to the realm of real estate technology, emphasizing the importance of interpersonal relationships and the trust that agents must cultivate with their clients. Throughout the episode, he articulates how Rayse is redefining the buyer experience with a nonlinear, interactive presentation platform that empowers agents to showcase their unique value propositions effectively and efficiently. Dwiggins also reflects on the current challenges facing real estate agents, particularly in light of recent lawsuits affecting commission structures, and how Raise aims to position agents as trusted advisors in a rapidly changing landscape.

Takeaways:

The product strategy for Rayse was deliberately crafted to address the evolving needs of real estate agents.
Christian Dwiggins shared insights on how the platform empowers agents to articulate their value to clients effectively.
The discussion highlighted the importance of building trust between agents and clients in the real estate industry.
Dwiggins emphasized that agents must navigate a complex landscape of client expectations and market dynamics to succeed.
Rayse's innovative approach includes a nonlinear buyer presentation that adapts to various client relationships.
The company aims to leverage AI technology to enhance agent-client interactions while maintaining the personal touch essential for trust.

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Diana Zaya, the esteemed founder and CEO of Maverick Systems, engages in a profound discourse with host Bill Risser regarding the critical importance of agent retention in the real estate industry. At the forefront of this episode is the salient observation that retaining agents is significantly more feasible than recruiting new ones, a point that underscores the necessity for robust retention strategies. Zaya elucidates how her company employs data-driven methodologies to enhance coaching practices, thereby fostering better conversations and ultimately improving agent performance. The episode further explores the challenges faced by brokerages in navigating the complexities of data interpretation and application, which are pivotal in shaping effective recruitment and retention strategies. Through her insights, Zaya advocates for a consultative approach that balances technology with personalized support, thereby addressing the multifaceted needs of the real estate sector.

Maverick Systems: Revolutionizing Real Estate Recruitment and Retention

In a compelling episode of the Real Estate Sessions podcast, Bill Risser hosts Diana Zaya, the accomplished CEO and founder of Maverick Systems, leading a conversation that explores the intricacies of recruiting and retaining real estate agents. Zaya articulates the often-overlooked truth that retaining existing agents is significantly more cost-effective and manageable than the recruitment of new talent. She advocates for the implementation of robust retention strategies, primarily through coaching initiatives that leverage data analytics to facilitate targeted conversations and support for agents.

Zaya's journey from her early days as a Chicagoland native to her entrepreneurial endeavors in the real estate sector provides a rich backdrop for her current work. She shares insights about the influence of her immigrant parents on her work ethic and ambitions, emphasizing the values of discipline and education that have shaped her professional trajectory. Coupled with her passion for data, these experiences laid the groundwork for the creation of Maverick Systems, which aims to modernize the recruitment and retention processes within the brokerage landscape.

The discussion further delves into the functionality of Maverick Systems, highlighting its capability to analyze extensive datasets, offering brokers critical insights into agent performance, market dynamics, and potential areas for improvement. Zaya highlights the importance of fostering a positive organizational culture, noting that it is often the deciding factor for agents considering a change in brokerages. She concludes with a profound piece of advice for new agents: the necessity of crafting a business plan prior to obtaining their license, thereby ensuring they enter the industry with a clear roadmap for success. This episode not only sheds light on the challenges faced by real estate professionals but also offers actionable strategies for overcoming them.

Takeaways:

Diana Zaya emphasizes the critical importance of retention strategies, which are primarily achieved through effective coaching and data utilization.
The podcast reveals that it is significantly easier to retain an agent than to recruit a new one, highlighting the importance of focusing on existing talent.
Diana Zaya discusses how Maverick Systems provides over 70 data points on agents, enhancing decision-making processes for brokers and leaders.
The conversation covers how culture plays a pivotal role in recruitment and retention, with agents prioritizing cultural fit over compensation.
Diana shares insights on her journey from real estate to data analytics, demonstrating the value of adapting to industry shifts.
The episode concludes with advice for new agents to create a business plan before obtaining a license, emphasizing the necessity of a strategic approach.

Links referenced in this episode:

www.mavericksystems.com

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A Survivor's Call to Action: Understanding Colorectal Cancer

The discussion centers on the critical importance of colorectal cancer awareness, particularly during the month dedicated to its recognition. I emphasize the significance of early detection, underscoring that the survival rate markedly improves when the disease is identified at its localized stage. With colorectal cancer being the second leading cause of cancer-related mortality in the United States, it is paramount for individuals to engage in regular screenings, which the U.S. Preventive Services Task Force recommends starting at the age of 45. Moreover, I highlight the alarming increase in colorectal cancer incidence among adults under 50, which necessitates urgent attention and advocacy for improved healthcare access. The Colorectal Cancer Alliance plays a vital role in this endeavor, providing resources, education, and support to patients and their families while advocating for necessary policy changes.

Takeaways:

Colorectal Cancer Awareness Month is crucial for educating the public about this disease.
Early detection significantly enhances survival rates, particularly when cancer is diagnosed at a localized stage.
Regular screenings for colorectal cancer should commence at age 45, or earlier for those at higher risk.
The Colorectal Cancer Alliance provides vital resources and support for patients and their families.
Awareness and education efforts are essential in combating the rising incidence of colorectal cancer among younger adults.
Participating in events and sharing information can greatly contribute to colorectal cancer advocacy and research funding.

Links referenced in this episode:

ratethispodcast.com/resessions

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The primary focus of this podcast episode is the continuous journey of learning and adaptation within the real estate industry, as articulated by Richard McDonough. He emphasizes the necessity of embracing change and fostering relationships amidst the evolving landscape of real estate, highlighting his belief that agents must remain proactive and engaged. Richard shares insights from his unique career trajectory, which includes an extensive background in luxury yachts and competitive skiing, ultimately leading him to real estate. He reflects on the importance of leveraging technology and social media while maintaining authentic connections with clients. This conversation offers a profound exploration of the intersection between personal growth and professional success in the real estate sector.

From Freestyle Skiing to Real Estate Success: Richard McDonough's Journey

The dialogue unfolds as Richard McDonough, a seasoned real estate professional, shares his profound insights into the intricate dynamics of the real estate market, particularly in the picturesque setting of Stillwater, Minnesota. As a fourth-generation resident, Richard articulates the deep-rooted connections he has with the community, emphasizing the significance of relationships in real estate. He recounts his experiences, which range from competitive skiing to navigating the luxury yacht industry, illustrating how these diverse backgrounds have enriched his understanding of client relationships and market nuances. Richard's trajectory from luxury yachts to real estate exemplifies a journey underscored by adaptability and a commitment to continuous learning, vital traits in today's ever-evolving market landscape. He reflects on the importance of embracing technology, particularly social media and AI tools, as essential allies in enhancing client interactions and business efficiency. Richard's philosophy of being proactive rather than reactive in the real estate business resonates throughout the conversation, offering listeners not just a glimpse into his professional life but also practical advice for navigating their own paths in real estate.

Takeaways:

Continuous learning is paramount in real estate; one must constantly absorb new information and experiences.
The essence of community engagement is vital in real estate, fostering lasting relationships is key to success.
Real estate agents often overlook the significance of following up with clients after a sale, which can impact future business.
Adapting to technological advancements, such as AI, can significantly enhance productivity and efficiency in real estate practices.
Effective real estate practices should transcend mere transactions; they require a strategic business mindset and consistent effort.
Balancing traditional relationships with modern technology is essential for navigating today's competitive real estate landscape.

Links referenced in this episode:

richard.mcdonough@lakesmn.com
richardmcdonough.com
ratethispodcast.com/recessions

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The conversation presented in this podcast episode with Vanessa LeVesque unveils the profound transformation of her artistic journey and the pivotal moments that shaped her into the artist she is today. Central to our discussion is the notion that the pursuit of art can be both an organic and liberating process, as Vanessa reflects on her initial hesitations about a career in the arts, stemming from societal expectations and a desire for stability. As she recounts her transition from traditional employment to the vibrant world of art, it becomes evident that her unique perspective and creative expression are deeply intertwined with her personal experiences and the challenges she has faced. Throughout the episode, we explore the significance of embracing one's individuality and the importance of finding a niche in the ever-evolving landscape of the art world. I invite you to delve into Vanessa's narrative, which serves as an inspiring testament to the power of creativity and self-discovery.

In this episode, listeners are treated to the insightful and inspiring story of Vanessa LeVesque, an artist whose evolution from a conventional upbringing in Connecticut to a vibrant artistic career is both compelling and relatable. Bill Risser engages Vanessa in a thoughtful dialogue about the complexities of her early life, exposing the pressures of societal expectations and the challenges she faced in carving out her identity as an artist. Vanessa's reflections on her childhood reveal a deep-seated passion for creativity, yet an initial belief that a career in art was unattainable.

As the conversation unfolds, Vanessa's journey takes several unexpected turns, including a series of uninspired jobs that left her yearning for something more fulfilling. The pivotal moment in her career trajectory is brought to light through her personal experiences, such as the debilitating car accident that forced her to reconsider her professional life and ultimately led her to the arts. This transformation is further highlighted by her creative breakthrough during the pandemic, where she produced a piece that cleverly satirized contemporary culture. The episode intricately weaves together themes of self-discovery, the significance of resilience, and the power of art to reflect societal narratives, leaving listeners with a profound appreciation for the journeys that shape us.

Takeaways:

Vanessa LeVesque's journey to becoming an artist was deeply influenced by her upbringing in Connecticut, where she initially felt a disconnect between her artistic aspirations and the societal expectations surrounding career choices.
The conversation highlights the misconception that individuals from Connecticut are uniformly affluent, as Vanessa shares her perspective on the economic diversity within the state.
Vanessa's transition into the art world was catalyzed by both her dissatisfaction with corporate jobs and a significant life event that allowed her to explore creative avenues more freely.
The podcast underscores the importance of pursuing one's niche in the art field, emphasizing that artists should focus on developing their unique voice rather than conforming to trends.
Vanessa's artwork often serves as social commentary, reflecting her desire to challenge perceptions and provoke thought through creativity, rather than simply aiming to please others.
The discussion concludes with valuable advice for aspiring artists, suggesting that business and marketing skills are increasingly essential in today's art landscape to complement creative talent.

Links referenced in this episode:

luhvek.com
@vanessaluhvek on Instagram

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Clients desire to feel valued and understood, a sentiment that underscores the essential nature of effective communication in the realm of real estate. In this discourse, I delve into the pivotal role that nurturing relationships plays in fostering a successful career within the industry. By listening attentively to client needs, responding promptly to inquiries, and offering personalized guidance, we can cultivate a rapport that not only enhances client satisfaction but also generates referrals and repeat business. Furthermore, I emphasize the significance of building connections with fellow industry professionals, which transcends mere networking and fosters a collaborative environment conducive to growth and resource sharing. Ultimately, the essence of real estate lies not solely in transactions, but in the enduring relationships we forge, which serve as the foundation for both individual success and communal advancement.

The dialogue in this episode serves to illuminate the crucial aspect of relationship-building in the real estate sector, as articulated by Bill Risser. Drawing upon nearly two and a half decades of professional experience, Risser posits that the strength of relationships is the bedrock upon which a flourishing real estate career is constructed. He meticulously outlines the significance of ensuring that clients feel appreciated and comprehended, which is fundamental to establishing trust. Risser emphasizes that effective communication is not merely a tool but a cornerstone of successful interactions, advocating for active listening and tailored responses to client needs. He illustrates that the agents who forge genuine connections are the ones who remain indelibly etched in clients' memories, thus leading to a cascade of referrals and enduring loyalty.

Transitioning into the realm of professional networking, Risser expounds upon the idea that meaningful connections extend beyond transactional exchanges. He elucidates that true networking is predicated on the establishment of authentic relationships that foster collaboration and mutual support among industry professionals. By engaging with colleagues, lenders, and inspectors in a spirit of cooperation, agents can cultivate a robust network that enhances their operational efficacy. Risser also emphasizes the importance of understanding local market dynamics through connections with community leaders and businesses, suggesting that such relationships not only enhance credibility but also provide invaluable insights into the real estate landscape.

Ultimately, Risser encapsulates the overarching message that real estate transcends the mere buying and selling of properties; it is fundamentally about cultivating human connections. He encourages listeners to engage sincerely with clients and colleagues alike, asserting that these relationships are vital not only for professional advancement but also for personal growth. The episode serves as a compelling reminder that the legacy we create in our careers is defined by the relationships we nurture, underscoring the notion that building trust and fostering connections is paramount in our professional journeys.

Takeaways:

Clients desire a profound sense of being valued and comprehended within the real estate environment.
Effective communication is paramount, serving as the conduit through which client relationships flourish.
Establishing trust with clients transcends mere practice; it is an essential cornerstone of success.
Building relationships with fellow industry professionals fosters a collaborative atmosphere that enhances mutual growth and resource sharing.
Engaging with diverse individuals not only enriches your understanding but also cultivates empathy, a vital trait in real estate.
The core of real estate lies not in transactions but in the intricate web of human connections and relationships.

Links referenced in this episode:

carpscorner.net
ratethispodcast.com/resessions

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Curiosity: The Secret Ingredient for Successful Real Estate Relationships

Curiosity is a powerful tool in building professional relationships, especially in real estate. By prioritizing asking questions over delivering sales pitches, agents can foster deeper connections with potential clients. Bill Risser emphasizes the importance of genuinely understanding clients' goals and challenges, which not only builds trust but also positions agents as partners in their journey. Active listening and open-ended questions can lead to valuable insights and creative solutions that resonate with clients. This episode encourages listeners to embrace curiosity in their interactions, ultimately enhancing their ability to serve clients effectively.

The importance of curiosity in professional relationships is the central theme of this enlightening podcast episode. Bill Risser passionately articulates how asking thoughtful questions is not merely a technique but a fundamental shift in how one approaches client interactions. By moving away from the traditional sales mindset and embracing a more curious stance, professionals can uncover the true motivations and aspirations of their clients. This method fosters a deeper connection and positions the professional as a partner in the client's journey, rather than just a salesperson. Risser emphasizes that curiosity leads to trust, which is paramount in any successful relationship, especially in the competitive landscape of real estate.

Throughout the episode, Risser shares anecdotes and practical examples that illustrate the effectiveness of a curiosity-driven approach. He discusses how active listening and open-ended questions can transform a standard sales conversation into a meaningful dialogue. By genuinely engaging with clients about their challenges and goals, professionals not only gather essential insights but also demonstrate their commitment to understanding and serving their clients' needs. This shift in focus can lead to innovative solutions that resonate with clients, setting the stage for more fruitful interactions.

Towards the conclusion of the episode, Risser provides actionable strategies for cultivating curiosity in conversations. He advocates for a practice of active listening and offers examples of open-ended questions that encourage clients to share more about their experiences and expectations. Risser's insights serve as a powerful reminder that curiosity is a vital skill that transcends industries, enabling professionals to build stronger, more collaborative relationships. For anyone eager to enhance their client interactions and create a more engaging and satisfying experience, this episode is an invaluable resource.

Takeaways:

Asking the right questions helps you connect with clients on a deeper level.
Curiosity fosters trust and an open dialogue, essential for successful client relationships.
Leading with curiosity transforms client interactions from transactional to collaborative and meaningful.
Active listening opens doors to insights that can tailor your approach to each client.
Prioritizing client needs through curiosity allows for innovative solutions that resonate.
In any industry, genuine curiosity enhances the ability to understand and serve clients effectively.

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Building a Better Real Estate Business: Insights from Mark Choey

Mark Choey emphasizes the critical importance for real estate agents to focus on converting leads into clients, as this is essential for their survival and success in the industry. With nearly 25 years of experience, he shares insights from his journey, including his time as a co-founder of Climb Real Estate, where he and his partner Chris Lim made significant strides in the San Francisco market. Mark's latest venture, HighNote IO, aims to provide agents with powerful tools to streamline their workflows and enhance their marketing efforts by consolidating all necessary materials into one easily shareable link. Throughout the conversation, Mark reflects on the unique characteristics of New Jersey, his educational background, and how his early experiences in tech shaped his approach to real estate. His advice to new agents centers on the necessity of establishing a clear niche and building a business strategy that leverages their strengths in the competitive real estate landscape.

Mark Choey, co-founder of HighNote IO and former co-founder of Climb Real Estate, shares his journey from New Jersey to San Francisco and his evolution in the real estate industry. Choey emphasizes the critical role of agents in converting leads into clients, underscoring the pressure agents face to secure business for their livelihoods. Throughout the conversation, he reflects on his diverse upbringing in Bergen County, New Jersey, and how this shaped his work ethic and approach to challenges. The discussion also touches on Choey's background in technology and engineering, as well as his passion for creating solutions that empower real estate agents. As he unveils Highnote.io, he highlights the platform's mission to streamline the agent's workflow, providing tools that allow agents to present their services effectively and convert leads into clients seamlessly. The episode captures Choey's entrepreneurial spirit and his commitment to enhancing the real estate experience for both agents and clients.

Takeaways:

The highest priority for real estate agents is converting leads into clients daily.
Mark Choey emphasizes the importance of having a focused niche in real estate.
Technology plays a crucial role in modern real estate marketing and client engagement.
Building a strong personal brand and showcasing client testimonials is essential for agents.
Mark and Chris built their brokerage by capitalizing on emerging market opportunities in San Francisco.
Highnote.io was developed to streamline the way agents present their value to clients.

Links referenced in this episode:

www.highnote.io
www.ratethispodcast.com/resessions

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Navigating Real Estate with Authenticity: Insights from Chelsea Peitz

Chelsea Peitz emphasizes the transformative power of video communication in today's digital landscape, highlighting that consumers are increasingly expecting to see people on video to establish connections. With a background in clinical psychology, Chelsea shares her journey from aspiring therapist to a leading voice in real estate marketing and personal branding. She reflects on the evolution of social media and how platforms like Snapchat have influenced real-time communication, paving the way for a more authentic online presence. Throughout the conversation, she encourages new agents to define their unique value propositions and embrace personal branding as a cornerstone of their success. Chelsea's insights on the importance of sharing one's story resonate deeply, as she advocates for genuine connections in an increasingly digital world.

Chelsea Peitz offers profound insights into the evolving landscape of real estate marketing, highlighting how video and social media have become indispensable tools for agents. The dialogue centers around the idea that consumer behavior is being conditioned for immediate engagement and visual stimulation, similar to the convenience provided by platforms like Amazon. Chelsea predicts that in the near future, not having a video presence will be met with skepticism, paralleling contemporary reactions to individuals without social media accounts. This perspective underscores the significance of adapting to digital communication channels in order to meet client expectations and foster deeper connections.

Throughout the conversation, Chelsea shares her unique journey from her early aspirations in clinical psychology to becoming a prominent figure in real estate marketing. Her experiences navigating economic downturns shaped her understanding of the industry's challenges, driving her to embrace digital marketing strategies. By focusing on personal branding, Chelsea emphasizes the importance of identifying and articulating a unique value proposition that resonates with potential clients. She encourages agents to share their stories and experiences, fostering a sense of authenticity that can differentiate them in a competitive market.

Moreover, the episode sheds light on Chelsea’s involvement in the Snap Pack, a community of supportive peers that has significantly influenced her professional growth. The collaboration within this group exemplifies the power of networking and mentorship in the digital age. As Chelsea looks ahead to launching her educational programs with Jason Frazier, she aims to provide agents with comprehensive resources that cover various aspects of digital marketing. By instilling confidence and offering practical tools, Chelsea is determined to empower real estate professionals to thrive in today’s fast-paced, visually-driven marketplace. This episode is a treasure trove of insights for anyone looking to leverage video and social media effectively in their real estate business.

Takeaways:

Chelsea Peitz emphasizes the importance of using video to communicate effectively in today's digital landscape.
Consumer behavior is evolving, and people are increasingly expecting to see videos about others online.
The shift from traditional marketing to digital platforms is essential for real estate professionals.
Personal branding is crucial for success; understanding your unique value proposition helps attract the right clients.
The rise of social media has changed how we connect and communicate in the business world.
Chelsea encourages individuals to embrace vulnerability and authenticity when building their online presence.

Links referenced in this episode:

talkinginpicturesbook.com

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Unlocking Home Equity: How HouseAmp is Revolutionizing Real Estate

Rick Hennessey, the CEO of HouseAmp, joins Bill Risser to discuss innovative solutions in the real estate market that empower homeowners to maximize their home sale potential. House Amp provides a unique platform that enables sellers to access equity for home improvements without any upfront costs, making it easier to sell homes faster and for more money. Rick shares his personal journey from growing up in Alaska to becoming an entrepreneur focused on helping others through real estate. He emphasizes the importance of community, integrity, and the entrepreneurial spirit that defines people from his background. The conversation also touches on the evolving landscape of real estate, the challenges agents face, and how leveraging technology can create exceptional client experiences

Rick Hennessey’s insights into the real estate market shine a light on the transformative potential of technology in enhancing the home-selling process. Growing up in the resilient environment of Alaska, Hennessey learned the importance of community and hard work from an early age, traits that have profoundly influenced his career path. As the CEO of HouseAmp, he has developed a platform that empowers homeowners to access the equity in their homes, enabling them to make necessary renovations that can significantly increase property value. The podcast unfolds the story of how this platform came to be, including a poignant moment where Hennessey helped a homeowner improve her property, allowing her to move to a retirement community with her friend. This personal connection to the mission underscores the core philosophy of HouseAmp: improving lives one home at a time.

The conversation transitions to the broader implications of Hennessey's work in the context of a rapidly changing real estate market. He addresses the critical need for real estate agents to adapt to new technologies and shifting consumer expectations. By providing agents with innovative tools, HouseAmp not only enhances the service they can offer but also increases their competitive edge in a crowded marketplace. Hennessey shares success stories from agents who have leveraged the platform to secure deals, reinforcing the idea that technology, when integrated thoughtfully, can level the playing field for newer agents competing against seasoned professionals.

As the episode progresses, Hennessey discusses the current challenges in the housing market, including fluctuating interest rates and buyer behaviors. Yet, he maintains an optimistic outlook, suggesting that these obstacles can lead to new opportunities for growth and innovation. He encourages agents to embrace their unique niches and double down on what they do best, using technology not just for efficiency but as a means to build lasting relationships with clients. This episode is a rich exploration of how personal values, technology, and strategic thinking intersect to create impactful solutions in the real estate industry, offering listeners valuable insights into both the challenges and opportunities that lie ahead.

Takeaways:

Rick Hennessey discusses how homeowners can leverage equity to improve their homes for sale.
The importance of technology and innovation in streamlining the home selling process is emphasized.
Rick shares his experiences growing up in Alaska and how it shaped his work ethic.
HouseAmp connects homeowners with service providers to prepare homes for market efficiently.
The real estate market presents unique opportunities for agents who embrace new technologies.
Rick believes that building relationships and solving problems is key to success in real estate.

www.houseamp.com

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Reflecting on 2024: Lessons from the Real Estate Trenches

Sean Carpenter joins Bill Risser for the final episode of the Real Estate Sessions podcast in 2024, focusing on effective business planning for the upcoming year. They discuss the importance of reflecting on the past year to set meaningful goals and avoid the pitfalls of simply pursuing success without a clear direction. Carpenter emphasizes the need to be honest with oneself during the planning process, encouraging agents to evaluate their performance in key areas such as prospecting, time management, and client relationships. He introduces the concept of a "one, one, one" plan to enhance client engagement post-transaction, ensuring that agents stay connected and top-of-mind with their clients. As they look ahead to 2025, Carpenter reassures listeners that it's never too late to start planning and that focusing on activities rather than just results can lead to a fruitful year ahead.

As the calendar year draws to a close, Sean Carpenter and Bill Risser engage in a meaningful discussion centered around business planning for real estate agents. Carpenter emphasizes the importance of reflection as agents prepare for a new year. Drawing on Stephen Covey's principles, he explains that understanding past performance is crucial for setting future goals. Agents are encouraged to evaluate their successes and challenges from the past year, creating a foundation from which to build their strategies for 2025. The conversation also highlights the significance of honest self-assessment, particularly in areas such as prospecting and time management. Carpenter shares practical insights on how agents can leverage technology and maintain a balance between old-school relationship-building and modern strategies, ensuring they remain competitive in a dynamic market.

Risser and Carpenter also touch on the concept of life harmony, suggesting that instead of striving for an elusive work-life balance, agents should seek a harmonious integration of their professional and personal lives. This includes recognizing that the nature of real estate work requires a continuous engagement with clients, even when personal commitments arise. The discussion concludes with Carpenter advocating for a 'one one one plan'—a systematic approach to maintaining relationships with clients after closing a deal, which can significantly enhance repeat business and referrals. This episode serves as an insightful guide for real estate professionals looking to optimize their business planning and client engagement strategies heading into the new year.

Takeaways:

Reflecting on past performance is crucial for real estate agents to set effective goals for the upcoming year.
Stephen Covey's principle of 'Begin with the End in Mind' emphasizes the importance of direction in business planning.
Success isn't solely about increasing the number of deals; it can also mean providing better service and achieving work-life harmony.
Implementing a 'one one one plan' can greatly enhance client relationships after closing a deal.
Utilizing both traditional and modern technology is essential for real estate agents to thrive today.
Creating a safe space for honest self-reflection helps agents accurately assess their performance and make necessary adjustments.

Links referenced in this episode:

carpscorner.net/therealestatesessions
ratethispodcast.com/recessions

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Mary-Anne Gillespie, CEO of Red Apple Coaching, shares her dynamic journey from homelessness to becoming a leading figure in real estate coaching. She emphasizes that less than 7% of realtors can excel in both sales and operations, highlighting the importance of having systems in place to support success. Mary-Anne's high-energy approach is evident as she discusses the necessity of investing in coaching and systems, urging new agents to prioritize these elements over chasing leads. Through her personal transformation, including her remarkable journey to becoming an Ironman athlete, she illustrates the power of resilience and the belief that anyone can overcome challenges to achieve their goals. This conversation is not just about real estate; it's a testament to the strength of the human spirit and the importance of believing in oneself.

Engaging and insightful, the conversation between Mary-Anne Gillespie and Bill Risser dives into the multifaceted world of real estate, coaching, and personal transformation. Mary-Anne, the energetic CEO of Red Apple Coaching, articulates the struggles many realtors face, emphasizing that operational skills often don’t come naturally to them. This episode shines a light on the necessity of developing a robust operational framework within real estate businesses. Mary-Anne advocates for agents to allocate a portion of their earnings to build effective systems, a crucial step that will help them streamline their processes and ultimately increase their revenue potential. With less than 7% of agents being adept in both sales and operations, her insights are both timely and actionable for aspiring realtors.

The narrative shifts as Mary-Anne reflects on her dramatic personal journey from homelessness to competing in Ironman events. This transformation not only illustrates her resilience but also serves as a powerful metaphor for her coaching philosophy. Marianne believes that anyone can transcend their circumstances with the right mindset and support. Her story encourages listeners to confront their challenges and pursue their goals with tenacity. As she shares her experiences, it becomes clear that perseverance in the face of adversity is a recurring theme in her life, whether in her athletic pursuits or her approach to coaching other real estate professionals.

Mary-Anne's passion for helping others is evident as she discusses the importance of mentorship. Her message is clear: investing in a coach can accelerate one's success in real estate. This episode is a motivational call to action for listeners, challenging them to invest in their growth and embrace the journey ahead. With a blend of practicality and inspiration, Marianne Gillespie’s insights promise to resonate with anyone looking to make an impact in their personal and professional lives.

Takeaways:

Real estate agents often struggle with operations, and only about 7% can excel in both roles effectively.
Mary-Anne's journey from homelessness to becoming a successful real estate coach highlights resilience and determination.
Investing in systems and coaching is crucial for real estate agents to thrive in their careers.
Understanding the importance of a solid foundation in business is essential to avoid eventual collapse.
Mary-Anne emphasizes that every agent should take a day off each week to maintain balance.
The key to success in real estate is to focus on high-value activities and delegate lesser tasks.

Links referenced in this episode:

redapplecoaching.ca
redapple_coaching

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Breaking the Cycle: Bill Risser's Journey through Health Challenges

Bill Risser shares a personal and reflective monologue in episode 405 of the Real Estate Sessions podcast, highlighting the importance of staying connected with clients in the real estate industry. Drawing on his own experiences with health challenges over the years, he discusses the six-year cycle of significant health events in his life and how these experiences have shaped his perspective. Bill emphasizes the critical nature of building relationships through effective communication and understanding client needs, rather than simply presenting products or services. He also provides updates on his friend John, who continues to inspire despite his own health struggles, and shares insights from his role at Fidelity National Financial, where he focuses on sales enablement. As the year comes to a close, Bill encourages listeners to prioritize connection and communication in their professional lives, ensuring that no client feels neglected.

Bill Risser, the host of the Real Estate Sessions podcast, takes a reflective journey in episode 405, sharing personal anecdotes and insights from his career in real estate. With nearly 25 years of experience, Risser dives deep into his own life experiences, discussing a curious pattern of health challenges that have emerged every six years since 2006. This cycle began with a serious health scare from West Nile fever, followed by a colon cancer diagnosis in 2012, and most recently, the excision of malignant melanoma in 2024. Risser candidly shares how these experiences have shaped his perspective on life, resilience, and the importance of staying connected with loved ones and colleagues.

Amidst these personal revelations, Risser also touches upon the significance of relationships in the real estate industry. He emphasizes the connection between realtors and their clients, underscoring the necessity of maintaining communication and offering value beyond transactions. Drawing from his current role in sales enablement at Fidelity National Financial, he articulates that success in real estate hinges on asking the right questions, understanding clients' needs, and nurturing those relationships over time. This insight resonates deeply, especially in light of the loyalty gap highlighted by the National Association of Realtors, where many clients fail to return to their original agents due to lack of ongoing engagement. Risser's reflections serve not only as personal storytelling but as a call to action for real estate professionals to prioritize client relationships.

Takeaways:

Bill Risser reflects on a six-year health cycle, sharing personal experiences with illness.
The importance of asking the right questions to build relationships in real estate.
Maintaining connections with clients is crucial for success in the real estate industry.
Bill discusses his current role at Fidelity National Financial and its impact on sales.
A personal update on Bill's friend John, who continues to fight cancer.
Bill emphasizes that past clients should always be viewed as current clients to maintain relationships.

Links referenced in this episode:

ratethispodcast.com/resessions
John Bjorlie's Music Channel

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Rachel Kilmer, a rising star in the real estate world, shares her journey from sports journalism to becoming a top agent at ReeceNichols Real Estate in Kansas City. With a background that includes a passion for sports and a knack for engaging content creation, Rachel highlights the importance of authenticity in marketing, especially through video. She emphasizes that if creating video content feels like a chore, agents should focus on their strengths instead. Rachel discusses her successful strategies, including leveraging social media to connect with clients, particularly those relocating to Kansas City. Her insights into the local culture, including the unique dynamics of Kansas City and its sports scene, provide a vibrant backdrop for her growing real estate career.

Rachel Kilmer's multifaceted career journey from sports journalism to real estate is a compelling narrative of passion and perseverance. Rachel, who now thrives as a real estate agent with ReeceNichols in Kansas City, began her professional life aiming to become a social worker. However, her love for sports led her to a successful career in media, where she honed her skills as a sideline reporter. The episode explores how Rachel's sports background has not only shaped her career but also informed her unique approach to real estate marketing. Her transition during the pandemic, when she had her first child, highlights her desire for flexibility and personal fulfillment, prompting her to pivot into the real estate sector with determination.

Throughout the discussion, Rachel reflects on the importance of mentorship and the value of joining a team, which played a crucial role in her successful transition to real estate. She credits her team's experienced members for guiding her through the industry's complexities, allowing her to minimize the learning curve significantly. Rachel's innovative marketing strategies, particularly her successful use of social media, have allowed her to connect with clients authentically and build a loyal following. She discusses how her TikTok presence has created a community around Kansas City, where she shares not only real estate insights but also local culture and sports enthusiasm, further solidifying her brand in the market.

In addition to her personal successes, Rachel addresses the broader cultural dynamics of Kansas City, discussing local sports rivalries and community pride. Her passion for the city is evident as she highlights how these elements influence her work and interactions with clients. Rachel's approach to real estate transcends mere transactions; she emphasizes building relationships and understanding clients' needs, making her a standout agent in her field. As she continues to grow her business and explore new marketing avenues, Rachel's story serves as an inspiration for aspiring agents, showcasing the importance of authenticity, adaptability, and community engagement in achieving lasting success.

Takeaways:

If you feel pressured to create video content that doesn't excite you, it's best to avoid it altogether.
Rachel Kilmer emphasizes the importance of enjoying your work in real estate, especially when it comes to marketing.
Joining a supportive real estate team can significantly shorten the learning curve for new agents.
Navigating the Kansas City metropolitan area can be confusing due to the state line that divides it.
Rachel's transition from sports journalism to real estate showcases her adaptability and passion for connecting with people.
Utilizing TikTok for real estate marketing has proven to be effective in reaching local audiences.

Links referenced in this episode:

rachtherealtorcasey.com

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Matthew Rathbun emphasizes the critical need for real estate professionals to adapt to the evolving landscape shaped by consumer preferences and technological advancements, particularly in the face of AI and aggregator platforms like Zillow and Homes.com. With nearly 25 years in the industry, he shares insights on how agents can leverage these changes to better serve their clients and remain competitive. Rathbun discusses the importance of authenticity in building relationships and the necessity of embracing innovative tools to enhance productivity and client engagement. He also touches on the significance of education and continuous learning within real estate, advocating for agents to prioritize their personal and professional growth. This engaging conversation explores the intersection of technology, consumer behavior, and the future of real estate, offering invaluable advice for both new and seasoned agents alike.

The episode offers a deep exploration of Rathbun's philosophy on leadership and service in the real estate industry. He articulates a compelling vision of what it means to be a leader in real estate, emphasizing the need for authenticity, empathy, and a commitment to community involvement. Rathbun's journey from a nursing home kitchen worker to a high-ranking real estate executive is a testament to his dedication to service and personal growth. He discusses the significant impact of mentoring and education within his brokerage, indicating that these elements are vital for fostering a supportive environment for agents. Rathbun's perspective on change—viewing it as an opportunity rather than a setback—provides valuable lessons for both new and experienced agents. He articulates a clear message: to succeed in real estate, one must not only adapt to new technologies but also cultivate genuine relationships and prioritize the well-being of clients, ultimately leading to a more fulfilling and successful career in the industry.

Takeaways:

Matthew Rathbun emphasizes that real estate agents must adapt to changes like AI to remain competitive.
The importance of being authentic in personal branding is crucial for success in real estate.
Consumers are increasingly turning to aggregators like Zillow and Homes.com for real estate information.
Rathbun believes that AI can enhance the human touch in real estate transactions, not replace it.
He advises agents to focus on meaningful connections with clients rather than just transactions.
The real estate industry needs to improve its communication with consumers regarding its value.

Links referenced in this episode:

matthewrathbun.com
ratethispodcast.com/resessions

Companies mentioned in this episode:

Realtor
Zillow
Coldwell Banker Elite
homes.com
CoStar
NAR
REBI
Evernote
Apple Notes
1Password
Canva
Hootsuite
Todoist
Notion

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Jack Miller, CEO and president of T3 Sixty, shares valuable insights on the evolving landscape of the real estate industry, emphasizing the crucial need for real estate professionals to redefine their roles as trusted advisors rather than mere salespeople. He discusses the importance of building relationships within communities and highlights how a strong personal network can significantly enhance business success. Throughout the conversation, Jack stresses the necessity for agents to clearly articulate their value to clients, especially in light of recent changes in compensation dynamics. He also addresses the challenges facing real estate associations and MLSs, advocating for a clearer separation of their functions to better serve their members. With a focus on embracing change and innovation, Jack encourages agents to leverage their expertise to navigate the industry's future successfully.

Jack Miller's discussion offers a rich tapestry of insights into the current challenges and opportunities within the real estate sector. With a background steeped in technology and a wealth of experience from his tenure at Keller Williams to his current leadership at T3 Sixty, Jack brings a unique perspective on the necessity of evolving agent roles in response to market changes. He argues that the industry is at a critical juncture, shaped by legal challenges and a heightened focus on the value provided by buyer's agents. Jack posits that agents must move away from traditional sales models and instead adopt a consultative approach, positioning themselves as essential allies in the home buying process. The dialogue also touches on the need for associations and MLSs to clarify their value propositions, encouraging a culture of transparency and accountability. By separating the governance of MLS from associations, Jack believes that each can better serve its members and foster trust. The episode not only addresses the immediate impacts of recent legal decisions but also provides a forward-thinking framework for how agents can thrive in an increasingly competitive landscape, underscoring the importance of adaptability and client-centric practices.

Takeaways:

Jack Miller emphasizes the importance of viewing real estate professionals as trusted advisors rather than mere salespeople.
The shift in the industry necessitates buyer agents to clearly communicate their value propositions to clients.
A strong community connection can significantly enhance a real estate agent's success and well-being.
The Opportunity Report highlights the necessity for associations and MLSs to demonstrate their value independently.
Jack suggests that real estate is fundamentally a people-focused industry, where technology serves to enhance human connections.
The recent legal changes in real estate are a catalyst for agents to redefine their approach to buyer services.

Companies mentioned in this episode:

T3 Sixty
Keller Williams
Dell
Apple
Facebook
Google
Tesla
Texas Instruments
IBM
Sematech
Good Life Team
Top Producer
Jason Mitchell Team
Matt Curtis Real Estate
Gary Ashton

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Join Bill Risser as he revisits a compelling conversation with Stefan Swanepoel, a leading figure in the real estate industry, originally aired in August 2020. The episode delves deeply into Stefan's diverse background, including his journey from Kenya to becoming a prominent real estate consultant and author. Stefan shares insights on the challenges and opportunities facing the real estate market, emphasizing the importance of adaptability and strategic thinking. The discussion also highlights his passion for analyzing industry trends and the impact of external factors on real estate practices. This rewind offers valuable perspectives for anyone interested in understanding the dynamics of real estate and the importance of informed decision-making.

Listeners are treated to an engaging and thought-provoking discussion with Stefan Swanepoel as Bill Risser revisits a pivotal episode of the Real Estate Sessions podcast. This rewind episode captures the essence of a transformative period in real estate, where Swanepoel discusses his extensive knowledge and insights into market trends and challenges that emerged during the COVID-19 pandemic. The conversation touches on his early life and career, revealing how his unique background enriched his understanding of the global markets. Swanepoel emphasizes the importance of leadership and strategic thinking in adapting to the rapidly changing real estate environment. He articulates a clear vision for the future, advocating for a collaborative approach among industry professionals to tackle emerging threats and capitalize on new opportunities. The episode not only provides a retrospective look at Swanepoel's influential work but also serves as a guide for real estate professionals seeking to thrive in an unpredictable landscape.

Takeaways:

Stefan Swanepoel shares his eclectic background from Kenya to Hong Kong and now Hawaii.
The importance of setting clear goals and having a backup plan in real estate.
T3 Sixty aims to provide top-tier consulting services, similar to McKinsey in the industry.
Stefan emphasizes the value of objective analysis over emotional decision-making in business.
He reflects on his early career in construction and how it shaped his passion for real estate.
The Danger Report sparked significant discussions in the real estate community about industry challenges.

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Don't Quit Before the Magic Happens: Megan's Inspiring Story

Megan Farrell Nelson's narrative intertwines personal and professional growth, illustrating the intricacies of navigating the real estate landscape while overcoming significant life challenges. Starting her journey in Scranton, Pennsylvania, Megan was initially on the path to becoming an educator. However, her life took a turn when she moved to North Carolina for a teaching job but quickly realized the limitations of her salary. Following her partner’s suggestion, she pursued a real estate license, which opened doors to a new career that she had not initially considered. As she transitioned into this field, her enthusiasm was met with skepticism, but her teaching background allowed her to connect deeply with clients, helping them through one of the most significant financial decisions of their lives.

The discussion also delves into the challenges of being a young agent in a field often dominated by more experienced professionals. Megan recounts her first year, where her optimism faced harsh realities, including a lack of support from some peers. Yet, through her determination and willingness to engage with the community, she began to carve out her niche. One of the notable strategies she employed was active participation in local events and causes, which not only helped her establish credibility but also fostered meaningful connections that became instrumental for her business.

An essential part of Megan's journey involves her encounter with trauma and its aftermath. After being assaulted at a conference, she faced a difficult road to recovery, grappling with the stigma and victim-blaming that followed her disclosure. Her candid discussion about this experience sheds light on the importance of mental health and seeking support in times of crisis. Her journey of healing led her to develop new priorities, focusing on joy and balance in her life and work. Now, as a successful real estate agent and a mother, Megan embodies resilience and the belief that even the darkest moments can lead to profound personal growth and a renewed sense of purpose.

Takeaways:

Megan emphasized the importance of getting a real estate license to connect with people and build relationships.
She shared her journey from teaching kindergarten to becoming a successful real estate agent in Florida.
Megan highlighted the challenges of being the youngest agent in a competitive real estate environment.
Her experience in education helped her understand how to explain complex real estate processes to clients.
Megan's traumatic experience led her to prioritize self-care and mental health in her life and career.
She encourages new agents to embrace video as a powerful tool for building trust and relationships.

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Weathering Change: Julie Lawrence's Transition from News to Real Estate

Julie Lawrence, a former meteorologist turned real estate agent, shares her unique journey in the real estate world on the Real Estate Sessions podcast. With nearly four years of experience at Berkshire Hathaway Home Services in Tampa Bay, Julie emphasizes the rewarding nature of helping clients transition to their new homes, particularly those escaping colder climates. She discusses her background growing up in the suburbs of Chicago and her decision to move to Florida for college, which ultimately led her to a career in real estate. The episode delves into the challenges and successes she has encountered in her new profession, highlighting the importance of perseverance and building a support network within the industry. Julie also touches on her passion for animal rescue, specifically her involvement with bulldogs, revealing the personal side of her life beyond real estate.

Julie Lawrence, a dynamic real estate agent with Berkshire Hathaway Home Services in Tampa Bay, shares her unique journey from meteorology to real estate in a captivating conversation with host Bill Risser. With nearly four years in real estate, Julie reflects on how her background in weather reporting has equipped her with the skills to navigate the unpredictable nature of the housing market. She emphasizes the importance of helping clients transition, whether they are moving from cold climates to sunny Florida or selling their homes under challenging circumstances. Julie’s insightful anecdotes reveal her passion for client relationships and the satisfaction she derives from witnessing their dreams come to fruition in their new homes.

Through their discussion, Julie also opens up about the challenges new agents face in a competitive market. She advises aspiring realtors to give themselves time to build their careers, stressing that success often takes longer than anticipated and requires hard work and perseverance. Her experiences highlight the significance of mentorship within the industry, as she credits her supportive team at Berkshire Hathaway for fostering a collaborative environment where agents can learn from one another. Julie’s story serves as an inspiring reminder that dedication and a willingness to learn can lead to fruitful careers in real estate.

The episode also touches on Julie’s personal life and her involvement in animal rescue, specifically her work with the Florida English Bulldog Rescue. She shares heartwarming stories about adopting her dog, Freddie, and the impact of animal advocacy on her life. By weaving together her professional and personal narratives, Julie illustrates how her passions intersect, making her a well-rounded and relatable figure in the real estate community. This episode not only showcases her journey but also emphasizes the broader themes of resilience, community, and the joy of helping others realize their dreams, making it a must-listen for anyone interested in real estate or personal growth.

Takeaways:

Julie Lawrence shares how her background in meteorology prepared her for a career in real estate.
Moving from the suburbs of Chicago to Miami sparked Julie's desire to escape the cold.
Her husband encouraged her to explore real estate, leading her to a fulfilling new career.
Julie emphasizes the importance of persistence in real estate, as success takes time and effort.
She highlights the emotional satisfaction of helping clients find their dream homes after moving to Florida.
Julie discusses the challenges of selling homes in light of recent flooding and weather events.

https://www.flbulldogrescue.com/

https://www.linkedin.com/in/julie-lawrence-2341b715/

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Lauren Toppins, founder and broker of Cherrywood Real Estate, emphasizes the importance of advocating for oneself in the competitive real estate industry. With a unique background as an attorney, Lauren shares her journey from law to real estate, highlighting how her legal expertise informs her approach to helping agents thrive. The conversation explores her commitment to fostering a family-friendly culture in her company, where education and support are paramount. With 62 agents and a focus on both residential and commercial real estate, Lauren is dedicated to providing comprehensive training and resources to empower her team. As she looks to the future, her goal is to expand Cherrywood while maintaining the core values that define her business and its community impact.

Bill Risser engages with Lauren Toppins about her unique transition from attorney to real estate broker. Toppins reflects on her early aspirations of becoming a U.S. Marshal or an attorney, and how her legal background has shaped her approach to real estate. She explains how her experience working in commercial real estate during her time at Paycom ignited her passion for the residential side. Toppins reveals the importance of mentorship and community in her business philosophy, advocating for a culture of support and collaboration among agents. As she discusses Cherrywood Real Estate's growth and the various services they offer, including property management and remodeling, it becomes clear that Toppins is driven by a desire to empower her agents and foster a sense of belonging within her company. The conversation also touches on the current challenges in the real estate market, including changes brought about by recent lawsuits, and how Toppins is helping her team navigate this evolving landscape with confidence.

Takeaways:

Lauren Toppins emphasizes the importance of advocating for oneself in the real estate industry.
She believes that creating value for clients leads to long-term success and business growth.
The culture at Cherrywood Real Estate focuses on family-friendly policies and professional development.
Lauren's journey from attorney to real estate broker showcases the significance of adaptability.
Education and training are critical components of Cherrywood's approach to developing agents.
The podcast highlights the value of collaboration and sharing knowledge among industry peers.

Facebook

Instagram

Cherrywood Real Estate

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Building a Bullseye: The Art of Cultivating Your Key Connections

Sean Carpenter emphasizes the importance of building relationships and maintaining meaningful connections in the real estate industry. He introduces the concept of a "bullseye," which represents the 20 key individuals in one's life who are invested in their success, advocating for a focused, personal approach to networking. Throughout the conversation, Sean shares insights from his extensive speaking engagements across the country, illustrating how his presentations revolve around practical strategies for nurturing these vital relationships. The episode also touches on the evolving landscape of college football, particularly the impact of new teams joining the SEC and the excitement of the upcoming playoffs. With a mix of humor and personal anecdotes, Sean and host Bill Risser delve into the intricacies of real estate, sports, and the importance of maintaining a genuine connection with clients and colleagues alike.

A dynamic conversation unfolds as Sean Carpenter discusses his busy schedule of speaking engagements and the importance of staying engaged with the real estate community. He reflects on his travels across the country, attending conferences and conventions that allow him to connect with industry professionals and share his knowledge. Throughout the dialogue, Carpenter underlines the significance of adapting his presentations to suit different audiences, always focusing on practical advice that can be implemented immediately. He shares anecdotes from his sessions, including inspiring moments where attendees express their appreciation for the simplicity yet effectiveness of his teachings. This engagement with his audience not only enriches his experiences but also reinforces his commitment to helping others succeed in real estate, all while maintaining a light-hearted approach to the challenges faced by agents today.

Takeaways:

Sean emphasizes the importance of building strong relationships with a select group of people, which he refers to as his 'bullseye'.
The bullseye concept involves identifying 20 people who genuinely care about your success, making it easier to connect with them regularly.
In real estate, having a focused database helps agents effectively nurture their key relationships, which can lead to more business opportunities.
Sean highlights that the success of a real estate agent is often dependent on consistent communication and maintaining visibility with their network.
During his travels, Sean engages with diverse audiences, sharing insights on relationship building and effective communication strategies in real estate.
The podcast discusses the impact of college football's changing landscape, particularly the influence of NIL deals and the transfer portal on the sport's future.

Links referenced in this episode:

seancarpenter.com
carpscorner.net

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Jackie Semero Tate emphasizes the crucial role of relationships in the real estate industry, highlighting that agents are essentially small business owners. With over 20 years of experience, Jackie shares her journey from aspiring ballerina to successful realtor and coach. She discusses the importance of work-life balance, sharing her personal struggles and the transformative steps she took to prioritize her health and family while still thriving in her business. Jackie advocates for new agents to seek mentorship, arguing that guidance is essential for success in a challenging field. With insights on building authentic connections and fostering a service-oriented mindset, Jackie inspires agents to focus on the value they provide to their clients.

Jackie Semero Tate, a distinguished real estate agent and coach, discusses her extensive journey in the industry, highlighting the importance of relationships in real estate success. With a background as a ballet dancer, Jackie draws parallels between her artistic roots and her current career, emphasizing how the discipline and creativity she developed through dance have contributed to her achievements. She also reflects on her personal challenges, including overcoming health issues that arose from the demands of her career. This shift in perspective led her to prioritize work-life balance, demonstrating that a successful career in real estate requires not just hard work, but also self-care and boundary-setting.

Throughout the conversation, Jackie emphasizes that being a real estate agent is more than just a job; it’s a career where one must own their business and understand the significance of nurturing client relationships. She shares her belief that new agents should focus on the value they bring to their clients, rather than solely on commission checks. By developing a genuine interest in serving clients and meeting their needs, agents can cultivate lasting relationships that lead to success. Jackie’s insights serve as a reminder that in the fast-paced world of real estate, building connections is essential for growth and sustainability.

The episode further explores the challenges faced by real estate professionals, particularly during economic downturns. Jackie candidly shares her experience during the 2008 financial crisis, where she faced significant personal and financial hurdles. This experience taught her the importance of resilience and the necessity of having a strong 'why' to motivate oneself through difficult times. Jackie advocates for mentorship in the industry, arguing that pairing new agents with experienced mentors can provide invaluable guidance and support. By fostering a culture of collaboration and knowledge-sharing, agents can enhance their skills and navigate the complexities of the real estate market more effectively. Overall, Jackie’s story is one of perseverance, authenticity, and the power of relationships in transforming a career.

Takeaways:

Building strong relationships is essential for success as a real estate agent.
New agents should prioritize mentorship and guidance from experienced professionals in the field.
Work-life balance is crucial for sustaining a long-term career in real estate.
Finding joy in helping clients achieve their dreams is the real reward of this profession.
Establishing systems early in your career can help manage relationships effectively.
Resilience is key; every agent will face challenges and must learn to adapt.

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Matthew Rathbun shares insights on the evolving landscape of real estate, emphasizing the importance of adapting to consumer needs and technological advancements. He highlights how aggregators like Zillow and homes.com have filled gaps that the real estate industry neglected, urging agents to embrace change rather than resist it. With nearly 25 years of experience, Rathbun discusses his unique background in emergency medicine and law enforcement, which shaped his empathetic approach to real estate. He stresses the value of authenticity in building relationships with clients and the necessity of balancing personal and professional lives. This episode is a deep dive into how agents can leverage AI and other tools to enhance their business while maintaining a personal touch in their interactions.

The conversation flows into the practical implications of AI in real estate, with Rathbun advocating for its integration as a tool rather than a replacement for personal interaction. He argues that while AI can streamline processes and improve efficiency, it cannot replicate the empathy and understanding that come from genuine human connection. Rathbun shares anecdotes from his career, illustrating how personal touches—like inviting children to participate in home-selling discussions—can differentiate agents in a crowded market. He underscores that the future of real estate hinges on agents’ ability to embrace change, not merely as a challenge but as an opportunity to innovate their service offerings. This perspective is particularly relevant as the industry faces legal challenges and public scrutiny, urging agents to rethink their strategies and adapt to an increasingly digital consumer landscape.

Takeaways:

Matthew Rathbun emphasizes the importance of understanding consumer needs in the real estate industry.
He believes that agents must adapt to technological changes, especially with the rise of AI.
Rathbun argues that being authentic and relatable is crucial for real estate agents' success.
The podcast discusses how homes.com is becoming a strong competitor in the real estate market.
He highlights the vital role of continuous education and training for agents in today's market.
Rathbun explains that change can be viewed as an opportunity rather than a threat.

Links referenced in this episode:

matthewrathbun.com
homes.com
realtor.com
zillow.com
nar.realtor
rpr.realtor
canva.com
hootsuite.com
todoist.com
evernote.com
apple.com

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Debbi DiMaggio's journey through real estate is one of passion, adaptability, and dedication to excellence. Originating from Piedmont, California, she has built a formidable career in real estate alongside her husband, Adam, and their son, Chase. One of the core philosophies that drives the DiMaggio Beta Group is the idea that luxury is about the service provided, not just the price point. This ethos permeates their business practices, ensuring every client, whether a CEO or a school teacher, receives the same VIP treatment. Debbi's commitment to relationships and service excellence has not only led her to success in real estate but has inspired her to mentor and coach others in the industry. Her approach underscores the importance of treating everyone—clients, colleagues, and service providers—with respect and integrity, fostering a network of trust and collaboration.

In her conversation with Bill Risser, Debbi shares insights into her background, her path to becoming a real estate agent, and how she overcame initial reluctance towards the industry. Despite growing up around real estate, she initially resisted following her father's footsteps. However, after exploring various career paths and realizing her desire for autonomy and meaningful work, she found her niche in real estate. Debbi's story is a testament to finding one's calling by aligning work with personal values and passions. Her success is also attributed to her involvement with the Corcoran Icon, a move that has expanded her reach and solidified her reputation in the luxury real estate market. Through her coaching and mentoring, Debbi emphasizes the significance of building authentic relationships and giving back to the community, a principle that has guided her throughout her career.

Takeaways:

Luxury is defined by the quality of service provided, not just by the price point.
The East Bay area of Northern California, including Piedmont, offers diverse living experiences close to San Francisco.
Debbi DiMaggio emphasizes the importance of treating everyone like a VIP, regardless of their job or status.
Real estate is often not a first career choice, but it can align with personal passions and goals.
Building strong relationships with colleagues and maintaining a supportive network are crucial for success in real estate.
Debbi DiMaggio's journey into real estate was influenced by her desire to be her own boss and work in a field she was passionate about.
The DiMaggio Beta Group treats every client with the same level of service, focusing on relationships and marketing.
Debbi DiMaggio believes in positioning first-time buyers for success by deconstructing the real estate process and providing clear guidance.
Community involvement and philanthropy are integral to Debbi's approach, allowing her to connect authentically with others.

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Jorge Guerra is a seasoned veteran in the real estate industry, having founded Real Estate Salesforce, a brokerage based in Coral Gables, South Florida, at the young age of 26. With nearly 25 years of experience under his belt, Guerra's perspective on real estate salesforce is shaped by his belief in simplicity, consistency, and relationship-building. He views technology as a tool that should be carefully evaluated and implemented by brokers, only if it significantly contributes to the industry. Despite acknowledging the importance of technology and embracing innovations like AI, Guerra emphasizes that the core of the real estate business lies in human interaction and providing value to clients. His experiences, including the collapse of the real estate market and the rise of the internet, have led him to see opportunities for young, tech-savvy individuals to enter the industry and leverage new technologies for greater exposure and success.

(00:01:36) Tech-Savvy Real Estate Brokerage Revolutionizing Industry

(00:03:49) Immigrant Journey: Sacrifices, Opportunities, and Resilience

(00:06:13) The Determination Fueled by Parental Sacrifice

(00:14:37) Embracing Innovation: Revolutionizing the Real Estate Industry

(00:17:46) Embracing Technology to Revolutionize Real Estate

(00:22:41) Industry Influence through Volunteering and Advocacy

(00:27:13) Embracing Technology and Building Client Relationships

(00:00:10) "It's simple. But they're consistent, you know, and they're focused on, on what their genre is." - Jorge Guerra

(00:07:35) "We're lucky to be here. We need to take advantage. And life is that." - Jorge Guerra

(00:08:19) "The Miami fast life, the drug dealing and the shootings aren't as prevalent as people might think. We are a police city, law abiding, multiculture melting pot that has changed every single decade to not look like the decade before how it was. It's been incredible, the growth and what we've seen here, to be honest with you." - Jorge Guerra

(00:15:06) "I felt that it was riddled with opportunity and it was for me for the taking." - Jorge Guerra

(00:20:19) "We want you to come out of that video saying, hey, I like it. Or, you know what? Thank you for saving me the time. I don't want to even see it. So whichever way you go, we want you to have that experience." - Jorge Guerra

(00:31:52) "Nothing I ever got came easy. It wasn't one, two, three or magic. It was a lot of suffering, a lot of mistakes, a lot of financial tuitions to get me to where I'm at today. But I never gave up. And I think that's the trick. And I never gave up because it was my passion, because I felt it in my heart and I believed in it." - Jorge Guerra

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I've known John Bjorlie for nearly 25 years. 4 years ago, john was diagnosed with terminal cancer. John has chosen to stop aggressive treatments, focusing instead on a "Die Happy Tour" to reconnect with friends and loved ones, embracing quality of life over the length of it. Despite his prognosis, John remains positive and content, surprising even his hospice doctor with his acceptance and joy in the face of mortality, determined to live fully and leave a legacy of kindness and compassion.

Time Stamped

(00:08:07) "John Bjorlie's Ear-Playing Musical Prodigy Journey"

(00:19:18) Marketing Expert Thrives in Telemarketing Sales

(00:20:44) Navigating Challenges to Shipping Supplies Success

(00:26:06) Die Happy Tour 2024: John's Cancer Journey

(00:27:53) Quality of Life in Prostate Cancer Treatment

(00:29:54) Proactive Management of Palliative Medical Care

(00:34:40) Supportive Friendship Amid Medical Challenges

(00:42:38) Generous Acts Creating Lasting Impact

(00:43:50) Impactful tipping: A legacy of generosity

John on Facebook

John on YouTube

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Stas Matias, a seasoned professional with nearly 14 years of experience, is the broker-owner of Erin Catron & Company Real Estate, a boutique brokerage in Punta Gorda, Florida. Having transitioned from a background in criminal justice, Stas emphasizes the importance of adaptability and continuous learning in building a successful real estate career. He advocates for new agents to invest in education through the GRI program and stresses the practical application of their acquired knowledge. Committed to community engagement and fostering win-win relationships, Stas believes giving back is essential for personal and professional growth, drawing parallels between his real estate practice and sustainable farming.

Key Takeaways

Embracing change and adapting to new challenges is crucial in the real estate industry.
Understanding the unique aspects of different geographical areas in Florida is important for real estate professionals.
Specializing in catering to out-of-state buyers can lead to a successful real estate business.
Giving back to the community and fostering relationships is valued in the real estate industry.
Adapting to shifts in the real estate industry while prioritizing consumer protection is key for realtors.
Continuing education, such as obtaining the GRI designation, is recommended for new real estate agents to enhance their expertise.

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Nick Krautter is the author of "The Golden Handoff," a highly recommended book in the real estate industry that focuses on facilitating smoother transitions between newer and retiring agents. In his work, Krautter addresses the critical issue of setting up agents for retirement, emphasizing the importance of connecting retiring agents with adopting agents before retirement to maintain strong client relationships. The second edition of his book introduces the concept of partial handoffs, a strategy that allows for gradual transitions, which Krautter learned about through his teaching experiences. Beyond his literary contributions, Nick is also a seasoned keynote speaker and avid golfer who aims to achieve a plus handicap, bringing a unique blend of passion and expertise to his multifaceted career.

(00:02:49) Dynamic Insights: Real Estate Keynote Performances

(00:06:52) Partial Handoffs in Real Estate Succession Strategy

(00:09:16) Enhancing Real Estate Client Relationships for Growth

(00:15:56) "The Golden Handoff: Valuable Agent Tools"

Episode 48 with Nick Krautter, April 2016

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Tiea Vincent, the Owner/Broker of Next Level Real Estate and Property Management, brings 21 years of experience to the real estate business and actively engages with Florida Realtors on advocacy efforts. Initially from a rural part of Tennessee, Tiea values work-life balance but is deeply committed to expanding her company's portfolio. Drawing on her extensive experience, Vincent highlights the complexities of managing rental properties and underscores the importance of balancing regulations with property owners' rights, all while navigating the practical challenges property managers face, such as maintenance issues and navigating HOA regulations.

(00:07:13) The Influence of External Events on Choices.

(00:13:27) Transitioning to Hawaiian Property Management Styles

(00:17:31) Exploitative Rent-to-Own Property Agreements

(00:18:20) Property Rights Debate: HOA Rental Restrictions

(00:23:15) High-Yield Real Estate through Pad Splitting

"When I drive home, I cross the Tennessee state line in Chattanooga, and it is like the world falls off my shoulders, and I just can breathe easy. The air seems cleaner. It's beautiful." - Tiea Vincent"

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Sammy DeStefano, seamlessly transitioned into the real estate business, building on his extensive experience in sales since the age of 19. His move was driven by the promising growth and myriad opportunities within the real estate sector, further inspired by his family's own relocation experiences and his professional background at a luxury car dealership. As a dedicated real estate agent with Russ Lyon Sotheby's International Realty for the past four and a half years, Sammy emphasizes the critical importance of being coachable and committed to continuous learning—attributes he credits for his success. Enthusiastic about the financial prospects and the flexibility to work remotely, Sammy envisions a bright future in real estate, with aspirations to expand his business and manage investment properties across multiple states.

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Joe Rand, an author and seasoned real estate expert, has significantly shaped modern practices in buyer agency with his profound insights and extensive experience. On The Real Estate Sessions podcast, where he has appeared over 20 times, Joe discusses the evolution of buyer agency, noting the industry's initial seller-centric focus and the major shifts in compensation dynamics that began in the late eighties. He emphasizes the critical importance of securing buyer agreements and adapting to the ever-changing landscape of real estate transactions. Rand advocates for agents to seek guidance from knowledgeable brokers rather than relying on random advice from social media, ensuring they are well-prepared to navigate the complexities of current buyer agency practices.

(00:03:38) Adapting Real Estate Agents in Changing Market

(00:05:46) Enhanced Communication and Representation in Real Estate

(00:09:03) Commission Evolution in Buyer Representation

(00:16:42) Compensation Protection for Buyer Agents in Real Estate

(00:23:01) Evolving Market Guidance for Real Estate Professionals

(00:26:23) Real Estate Adaptation Amidst Challenges

(00:28:31) Supporting Authors in Real Estate Literature

Links to Joe's books

How to be a Great Real Estate Agent

Disrupters, Discounters and Doubters

Disruptors, Discounters, and Doubters: A Guide for the Client-Oriented Future of the Real Estate Industry

How to be a Great Real Estate Agent: The Principles of Client-Oriented Real Estate (CORE)

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Bill Risser's Real Estate Sessions podcast, which began in 2015, has grown remarkably over nine years, featuring nearly 400 episodes that delve into the stories of real estate professionals. Initially focused on how guests entered the real estate industry, the podcast has evolved to include in-depth interviews with established and emerging leaders. Bill Risser reflects on the history of the Real Estate Sessions podcast, which he has been hosting for nine years. He started the podcast to explore the stories and backgrounds of industry leaders and up-and-comers in the real estate world. Despite the challenges of producing the podcast, Bill Risser takes pride in his unique and evergreen content, highlighting the interesting backgrounds and advice shared by his guests over the years.

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Mary-Anne Gillespie's journey is a testament to resilience and determination, starting from her early days exploring open houses in Montreal with her mother, to becoming a standout figure in real estate. Initially flourishing in Ottawa's tech industry as the youngest vice president of sales at a software marketing company by age 22, she felt an unshakable sense of unfulfillment. This prompted her to pivot towards real estate, where her tenacity led her to approach the city's top agent to launch her new career. Reflecting on her path, Gillespie underscores the importance of seizing opportunities, pushing oneself to uncover true potential, and maintaining a work-life balance for sustained success in the demanding real estate sector.

(00:02:11) Ottawa's Diverse Charm and Vibrant Culture

(00:10:45) From Homelessness to Vice President: A Success Story

(00:13:11) From Corporate to Real Estate Success

(00:14:56) "Thriving in Keller Williams Coaching Role"

(00:18:27) Investing in Critical Business Systems for Success

(00:23:05) Empowering Resilience for Success in Real Estate

(00:29:19) Strategic Time Management for Entrepreneurial Success

(00:37:18) Weight Loss and Athletic Achievements in Ironman

(00:43:28) Transformative Power of Coaching for Personal Excellence

Contact

Instagram - @redapple_coaching

Website - RedAppleCoaching.ca

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Dionne Malush, co-owner of Realty One Group, Gold Standard in Pittsburgh, brings nearly 25 years of invaluable experience to the real estate industry. Initially uninterested in owning a real estate company, Malush was captivated by the innovative branding and marketing strategies of Realty One Group, particularly its disruptor model offering a 100% commission plan. She emphasizes the cyclical nature of real estate and the challenges agents face during market downturns, advocating for a shift in mindset and the importance of building a strong sphere of influence to maintain consistent success. Malush also highlights the significance of tracking business metrics meticulously and surrounding oneself with a supportive community to overcome obstacles and achieve long-term goals in the real estate industry.

(00:08:51) Visual Approach Propels Real Estate Success

(00:16:14) Mindset Shifts: Thriving in Real Estate Industry

(00:18:55) Navigating Financial Realities of Brokerage Ownership

(00:26:04) Building Relationships through Podcast Networking

00:00:00 - Real Estate Challenges

Real estate professionals often face challenges related to financial concerns and mindset shifts during market downturns. The industry's roller coaster nature can lead agents to struggle with paying bills and overcoming obstacles. Addressing limiting beliefs and fostering a shift in mindset can reignite passion and drive for success. Seeking expert counsel and being prepared for challenges are also emphasized in navigating the real estate industry.

00:02:15 - Pittsburgh City Perception

Dionne addresses the misconception of Pittsburgh being a dirty, industrial city by highlighting its beauty, such as the stunning view from downtown and the abundance of bridges. She also mentions the sense of community around sports teams, like the Steelers and Penguins, reflecting the city's grit and toughness. Additionally, the unique feature of Mount Washington offering a breathtaking view of the three rivers coming together emphasizes the city's charm and recreational opportunities. Despite considering a move south, Dionne's love for Pittsburgh and its unique features showcases the city's allure beyond its industrial past.

00:08:51 - Transition from Graphic Design to Real Estate

Dionne Malush transitioned from owning a graphic design business to becoming a successful real estate agent. A partnership gone bad in her graphic design business prompted her to diversify her career. Combining her skills in graphic design with real estate, she entered the Pittsburgh market with a unique approach, creating visually appealing house listings that set her apart from traditional agents. This unconventional strategy paid off, as she quickly found success in real estate, surpassing the income she had made in her 17th year of graphic design in just her second year in the real estate industry. Ultimately, she made real estate her full-time focus, while still incorporating her love for graphic design into her daily work.

00:16:14 - Limiting Beliefs in Real Estate

Dionne Malush discusses the cyclical nature of the real estate industry and the common limiting beliefs agents face during downturns, emphasizing the importance of shifting mindset to overcome challenges and achieve success. Real estate agents often struggle with limiting beliefs during market downturns, questioning their ability to succeed and worrying about financial stability. The industry can be a roller coaster ride, requiring a mindset shift to overcome obstacles and thrive. By offering support, mentorship, and resources like her weekly mastermind group and self-discipline camp, Malush helps agents break free from limiting beliefs and achieve their goals in real estate. Ultimately, she emphasizes the importance of mindset, perseverance, and seeking expert counsel to navigate the challenges of running a brokerage and succeeding in the real estate industry.

00:18:55 - Brokerage Ownership Challenges

Owning a brokerage involves significant financial considerations and challenges, as highlighted by Dionne Malush's experience with Realty One Group Gold Standard in Pittsburgh. Malush mentions the model they operate on involves giving back most of the money to agents, requiring a large number of agents for financial viability. She stresses the importance of seeking expert counsel and not handling everything independently, as she and her partner initially faced numerous challenges without the support systems in place today. Despite the difficulties, Malush finds owning a brokerage to be the most amazing yet hardest thing she's ever done, emphasizing the need for a realistic and informed approach to brokerage ownership.

00:26:04 - Networking and Making Connections

Bill highlights the value of connections in growing a network of people who are willing to support and collaborate. Dionne discusses how her podcast has allowed her to connect with people from all over the world, showcasing the impact of building relationships through platforms like podcasts. Additionally, Dionne's emphasis on mindset and positivity ties into the idea of networking as a means to inspire and uplift others, showing how connections can lead to personal growth and success.

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Michael LaFido, a seasoned professional with nearly 25 years of experience in the real estate business, has significantly impacted the luxury real estate market. With his competitive spirit honed from a background in college football, LaFido has become a leading specialist and author in the field. His book, "Secrets of Top Luxury Agents," released in May 2024, quickly became a bestseller, with 26 top Luxury Agents sharing their secrets to success. The book also offers over 200 tips for homeowners and over 110 for buyers from 26 top agents across more than 13 brokerages. LaFido highlights the book's value to agents, buyers, and sellers, emphasizing its extensive industry insights while championing diversity and inclusion through his active involvement in numerous real estate organizations.

Link to Michael's first interview - Episode 253 September 1, 2020

Get your free copy at FreeLuxuryBook.com (only pay shipping/handling)

(00:01:16) Building Trust and Value through Collaboration

(00:05:19) Luxury Real Estate Insights from Top Agents

(00:10:27) Luxury Real Estate Marketing Techniques

(00:17:23) Client-Centric Approach in Real Estate Industry

(00:20:12) "Strategies for Securing Luxury Real Estate Clients"

Title: Unveiling the Secrets of Luxury Real Estate Strategies

Luxury real estate is a whole different ball game compared to the regular housing market. It's all about trust, networking, and marketing to the right clientele. So, what better way to navigate this high-end world than by delving into the book 'Secrets of Top Luxury Agents' by Michael LaFido?

Why is trust, network, and marketing important in dealing with high-end clients?

Trust is the foundation of any successful relationship, especially when dealing with high-net-worth individuals in the luxury real estate market. Building trust with clients requires transparency, honesty, and integrity. Networking is equally crucial, as it allows you to connect with other professionals in the industry and gain access to exclusive listings and potential buyers. Marketing plays a significant role in showcasing luxury properties in the best light to attract the right clientele.

How can real estate professionals benefit from reading 'Secrets of Top Luxury Agents'?

Reading 'Secrets of Top Luxury Agents' provides real estate professionals with valuable insights and strategies to excel in the luxury market. From understanding the mindset of affluent clients to leveraging social media and technology for effective marketing, this book offers practical tips and actionable advice to help professionals elevate their game and achieve success in the competitive luxury real estate industry.

Who is Michael LaFido and what insights does he offer in the book?

Michael LaFido is a top-producing real estate agent and luxury marketing expert with over 20 years of experience in the industry. In 'Secrets of Top Luxury Agents,' LaFido shares his wealth of knowledge and expertise, including how to establish credibility with high-end clients, negotiate effectively, and create a memorable brand that sets you apart in the luxury market. With his proven strategies and insider tips, readers can learn from the best in the business and take their real estate career to the next level.

Conclusion:

In the world of luxury real estate, trust, networking, and marketing are essential components for success. By exploring the strategies and insights offered in 'Secrets of Top Luxury Agents' by Michael LaFido, real estate professionals can gain a competitive edge and thrive in the high-end market. So, why not pick up a copy of the book and unlock the secrets to success in luxury real estate? Share your thoughts and experiences with us - we'd love to hear from you!

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Today, our guest spoke nationally about marketing for luxury properties and even created a luxury designation offered to interested realtors. Michael LaFido, a real estate consultant and top-producing realtor for the past twenty years, is joining us. Michael shares his insights into the high-end luxury market and how it has been crucial to his success.

In this episode, join Michael and me as we discuss some of the secrets to getting into the luxury market and how Michael’s background shaped his business decisions today. We also dive into Michael’s luxury designation and some major myths about the luxury market!

Top Takeaways:

Michael LaFido’s Advice for New Agents
“You hang out with nine top producers; you are bound to be the tenth. Who’s in your inner circle, who are you learning from?”
“Who are you surrounding yourself with? What are you listening to? If you want to be a top producing agent, if you want to earn X amount of dollars, you have got to observe them. “

“I tell real estate agents, grow your knowledge, and your confidence will grow. Grow your knowledge by listening to Bill’s podcast, by listening to our podcast (Luxury Listing Specials), by reading books. You can be a student of the game.” – Michael LaFido [22:19]

“My tagline in my consulting business and my home-selling business, it’s not the market; it’s the marketing. I believe that the agent’s job is to position the home more effectively so more buyers can visually see themselves moving in and buying the home.” – Michael LaFido [23:42]

Episode Highlights:

[00:14] Intro

[00:30] Meet Michael LaFido – The Luxury Real Estate Marketer

[01:11] Born and Raised in the Chicago Area

[01:49] Michael Jordan and the Cubs

[03:46] Playing High School Sports

[04:21] Playing College Football at Northern Michigan University

[06:21] Different Mindset on Football Today

[09:05] Becoming a Health and Physical Education Teacher

[12:08] How Michael Got into Real Estate

[14:27] Michael’s Love of Inspiring and Educating Others

[15:28] Driving Force in Getting into the Luxury Market

[18:06] Luxury Designation

[21:03] 5 Myths About the Luxury Market

[23:42] The Importance of Positioning a Home

[26:23] COVID-19’s Impact on the Luxury Market

[28:31] Michael’s Advice for New Agents

[29:26] Connect with Michael

[30:12] Closing Thoughts

[30:33] Outro

Find | Bill Risser

At bill.risser@fnf.com

On Twitter

On Facebook

On Youtube

Find | Michael LaFido

At Michael@marketingluxurygroup.com

On Luxury Listing Specialist

On Luxury Listing Podcast

On Website

On Facebook

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The Real Estate Sessions podcast, hosted by Bill Risser, offers a treasure trove of almost 400 episodes that delve into the journeys and strategies of prominent figures and rising stars in the real estate industry. Celebrated for its diverse voices and valuable insights, the podcast has become a go-to resource for those looking to understand the intricacies of the real estate world. Bill Risser, who recently transitioned to an internal role at Fidelity National Financial, brings a wealth of experience and a passion for real estate technology, supporting sales teams across multiple states. With a background of over 20 years in the industry, Bill enjoys the dynamic nature of his podcast, mixing interviews with monologue episodes where he shares his personal insights. He acknowledges the contributions of industry experts like Sean Carpenter, Anthony Malafronte, Sue Benson, Jeff Chalmers, Tiffany McQuaid, and Chelsea Pietz, encouraging his audience to follow them for further valuable content. Bill remains committed to providing helpful information to his listeners.

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In a recent episode of 'The Real Estate Sessions' podcast, host Bill Risser sat down with Alex Gustafson to delve into the world of AI chatbot development, focusing on Oppy, a versatile AI tool that is revolutionizing customer interactions in various industries, including real estate.

During the episode, Gustafson highlighted the importance of integrating AI tools like Oppy into business operations to enhance efficiency and client satisfaction. He emphasized the role of business owners in customizing Oppy's conversations and actions by setting prompts, thus giving it a unique personality and specific goals tailored to each business's needs.

Enjoy Episode 389. Cheers!

Episode 207 from Oct 2019 - Alex's first appearance on The Real Estate Sessions

From the episode, we've gathered three key takeaways:

Tailored Prompts Drive Results: Setting specific prompts for AI chatbots like Oppy is crucial in guiding conversations and ensuring efficiency in customer interactions.
User Preferences Matter: Understanding user preferences regarding AI disclosure is essential for providing a seamless and personalized experience.
Focus on Client Experience: The ultimate goal of AI integration is to enhance client satisfaction by delivering quick, precise responses that mimic human-like interactions.

In Alex Gustafson's own words, "'If you're getting the response quality that you want and need out of something and you're getting the information that you need, do you care if it's an AI? I personally wouldn't."

As AI continues to reshape industries like real estate, tools like Oppy offer businesses a unique opportunity to streamline operations, improve customer interactions, and stay ahead in a rapidly evolving technological landscape.

If you're intrigued by the potential of AI chatbot development in real estate or curious about Oppy's capabilities, this episode of 'The Real Estate Sessions' is a must-listen. It provides valuable insights into the future of AI technology and its impact on enhancing client experiences in various industries.

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Description:

In this podcast episode, Bill Risser and Russell Shaw delve into the fascinating world of real estate and career success. They explore the evolution of Phoenix real estate, from a small town to a bustling metropolis. Shaw's unconventional career path from selling life insurance to comedy and then real estate is also discussed. The concept of "carte blanche" is explored, emphasizing the importance of freedom and authority in one's career. Effective communication skills are highlighted as crucial for success in the industry. The evolution of real estate advertising is examined, with an emphasis on understanding consumer needs. The significance of systems and replicable success is also discussed, with insights from expert Gary Keller. Building trust and treating clients with respect are emphasized, and valuable resources for homeowners and real estate professionals are mentioned.

Episode Outline:

(00:00:00) The Evolution of Phoenix Real Estate

(00:06:30) From Life Insurance to Comedy

(00:13:02) The Power of Carte Blanche

(00:20:07) The Importance of Communication in Real Estate

(00:26:28) The Evolution of Effective Real Estate Advertising

(00:33:35) Real Estate Success and Systems

(00:40:48) Building Trust in Real Estate

(00:47:36) No Hassle Listing

00:00:00 - Russell Shaw

Well, it would be the ability to talk to people. It would be the ability to communicate to people. And it would be like if I said, what's the most important part of intelligence? Let's take it that way. It would be to have some idea of what's going on with the other person.

00:00:24 - Bill Risser

You're listening to the Real Estate Sessions podcast. And I'm your host, Bill Risser, executive Vice President, Strategic Partnerships with RateMyAgent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 360 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend today I have a real treat for you. We are headed to Phoenix, Arizona, where we are going to be talking to one of the legends of Phoenix real estate, some might say The Godfather, just a huge figure in Phoenix real estate. I'm talking about Russell Shaw. Russell is with Realty, one group. When I first moved to Phoenix, he was bigger than life. You're going to see that as we get into the conversations. The phrase I'm applying for a job is something that if you were in Phoenix in the early two thousand s, you heard it over and over and over. Just an amazing guy. Let's get this thing started. Russ, welcome to the podcast.

00:01:34 - Russell Shaw

Thank you so much, Bill. I appreciate you having me on.

00:01:38 - Bill Risser

I've been remiss in waiting this long to have you on here. I just introduced you as the legend of Phoenix real estate and some of the great things you've done and the fact that I first moved to Phoenix in 2000 and my mornings were greeted just about every morning watching the news with I'm applying for a job. We're going to talk about that shortly, but first I'd like to start at the beginning.

00:02:06 - Russell Shaw

Sure.

00:02:06 - Bill Risser

Rush, you're a native phoenician. There are very few of you floating around.

00:02:10 - Russell Shaw

Well, yeah, I was born in Phoenix, lived in Phoenix all my life.

00:02:14 - Bill Risser

Let's talk about that. Let's talk about, first of all, some of the changes.

00:02:20 - Russell Shaw

Oh my God. Like when I was a little kid. Well, no, I'll give you a better example. There was a policeman killed, motorcycle patrolman killed. His name was Arthur Blum. The reason I remember this, it was over by the Bali High Motel off of Grand Avenue, and he had stopped somebody driving and he radios in and they shot him from the back of a campervan. At the time, it was the biggest manhunt in the state until they found those people.

00:02:56 - Bill Risser

Wow.

00:02:56 - Russell Shaw

There had never been anything in Arizona like it. What was interesting, fast forward now, if a cop gets killed, it doesn't even make the front page of the Arizona Republic. It's on the second section on B, one below the fold. I'm just giving you, for instance, we were a sleepy little town, and we didn't have the Black Canyon Freeway. I 17 had not. That was our first freeway. Phoenix was the only place in the country where truckers on I Ten drove down Van Buren because there was about 25 miles where they had to get off the freeway and drive on city streets. So I'm telling you. Van Buren think of, like, 16th street and van. The long haul truck drivers were coming across these city streets to get back on the freeway, and they were on city streets for about 25 miles. All that stuff. None of those things had happened yet. And Phoenix was this sleepy little town. The population of the city of Phoenix was around. It wasn't a million. It was more like about 700,000.

00:04:16 - Bill Risser

Wow.

00:04:17 - Russell Shaw

And now it's one of the biggest populated cities in the nation, period. I mean, without any modifier on it. The areas in the north, like the dreaming that was, like, out in the country, like, driving to what is now, say, 32nd street in Bell.

00:04:37 - Bill Risser

Sure.

00:04:37 - Russell Shaw

Those were all dirt roads. Those were dirt roads.

00:04:44 - Bill Risser

I can't even imagine, like, trying to get over towards East Mesa. I mean, I remember in 2000, you would drive on McDowell for 30 miles.

00:04:55 - Russell Shaw

Yes. Quite literally. So it's changed so dramatically. And the inflow of population. I remember one time I was at a realtor luncheon, and this really nice and very knowledgeable man from ADOT, Arizona, Department of Transportation, was there giving a talk, and he couldn't have been. I thought it was fascinating. He said they had surveyed people to find out what the citizens of Arizona, specifically Phoenix, hoped Phoenix would have. Like, what would we develop into? And the answer that everyone gave, we don't want to be like Los Angeles. What made that funny? Nobody. It never occurred to anyone to say, here's what we would like. They wanted to hear, here's what we don't want.

00:05:47 - Bill Risser

Right.

00:05:47 - Russell Shaw

And of course, that's exactly what occurred. Sprawl, right?

00:05:51 - Bill Risser

Yeah, exactly. 101, the 202, the 303, they're all out there, and everything happened, and now everything's all spread out. For those that know Phoenix, it was boy. I mean, if you got to North Scottsdale, to where the princess is now, there was nothing up there.

00:06:07 - Russell Shaw

Yeah, it was just desert, quite literally desert.

00:06:10 - Bill Risser

Yeah. That's cool. So, Russ, I want to find out kind of ultimately how my guests get to real estate, and we'll get there with you. But before we go there, tell me what 15 year old Russell is thinking about for a career. You're in high school. What's playing to your mind?

00:06:28 - Russell Shaw

I was routinely getting kicked out of high school by the time I was 15. Different numerous, numerous different high schools. I started at Central High. Got kicked out of Central. I'm trying to think I went to North High I went to a lot of different schools, phoenix Union, for a little while. But what was funny is I always thought, well, maybe someday I'll sell life insurance. I actually had this I don't know why I had that goal particularly. I knew this man my mom knew who seemed to be I think he did something with insurance. I didn't even know what kind, but he wore a suit, and he seemed successful looking to me. Whether he was or not, I don't know. But he was a nice guy, and I thought, well, I'll do what he does. When I was 15, I had become an amateur magician, and I had sort of intertwined, well, maybe I could use magic tricks to literally like, I was doing performances, I would charge $25 to do a show at some birthday party.

00:07:37 - Bill Risser

Wow, nice.

00:07:39 - Russell Shaw

Somehow I thought, well, maybe I could use magic tricks to get customers to want to talk to me.

00:07:46 - Bill Risser

Were you ever hanging out with Gene Urban at the time? I think you know Gene, right? He's a magician.

00:07:52 - Russell Shaw

No, I don't know. I know the name, but I don't know him. But it's funny, this was my plan, and I did get into the life insurance business. Yeah, you did. I was in it for five years. And what makes it funny is I became what's called a CLU chartered life underwriter, which is about the same level of education in terms of difficulty as a CPA. The test.

00:08:18 - Bill Risser

Sure.

00:08:18 - Russell Shaw

And what made it funny is I kept thinking, well, once I get that, I'll like the business better. I actually hated selling life insurance. I didn't dislike it. I hated it. And when I left, I had no idea that I would wind up in real estate. And when I did, it was just because I didn't know what else to do. I knew I didn't want to sell cars, and I couldn't bear the idea of going back to life insurance. And so I wound up as a realtor. And my first year actually, my first nine months, I wound up selling enough to make $87,000.

00:08:58 - Bill Risser

Wow.

00:09:01 - Russell Shaw

I found it in real estate, you could walk up to anyone randomly and say, I'm a realtor, they would immediately want to start talking to you about house prices and different houses they'd seen and this sort of thing. If you were sold life insurance and you said to someone, Hi, I sell life oh, God. They wanted to get away from you because part of well, part and this is not I'm not trying to be disrespectful to life insurance salespeople or it's not that I don't believe in that product. People shouldn't have it. But the whole sales pitch is basically getting someone to start visualize themselves dying and leaving their family broke. This is this isn't one of the things that life insurance salesmen do. It's the thing they have to do.

00:09:51 - Bill Risser

Right.

00:09:51 - Russell Shaw

And the sales trainers would literally say stuff like, no. When you're at the table, you've got to back up the hearse. You've got to get them seeing themselves in a coffin. Like, if you were trying to sell $100,000 policy back in the day, sure, you had to get that guy to start confronting. You died and she doesn't have any money. And that was what I hated doing. So I used to have this joke of, maybe I could come over and see you and talk about your death.

00:10:27 - Bill Risser

This works for me. Now when I think about how funny you are. Russ, you're doing stuff on social. We're going to talk about that, but let's start first with where you got to really have fun with comedy. I know you did a little bit of stand up, but you got into radio and you're doing this at the same time you're selling life insurance.

00:10:48 - Russell Shaw

Yes.

00:10:48 - Bill Risser

So my guess is you probably wrote some bits that you probably couldn't pull out in front of a customer.

00:10:53 - Russell Shaw

I'm just guessing that would be an understatement. I did commercials, and I was part of a couple of different comedy shows that were on the air, but I wrote commercials, and probably if I had to pick what became my claim to fame, there was a moving company in Mesa at Southern and Country Club named Lepla Moving and Storage. And KDKB's Am tower was in LePla's parking lot.

00:11:26 - Bill Risser

Nice.

00:11:27 - Russell Shaw

Henry Lepla, the owner and president of Lepla Moving Storage, had a right to have X number of 32nd spots run on the air in exchange for money that they weren't giving him to pay for. The parking lot was a trade out. So disc jockeys, when they got off the air, were having this sort of hot potato, like, okay, it's your turn. You make these spots, you write something to put it on, and nobody really wanted it. I mean, different people did it. I was already hanging around the station and doing different things and little jokes and stuff. Marty comes to me, and he sort of gave me my break, to tell you the truth. He goes, would you like to do the Lepla commercials? I go, sure. Well, since no one like, I wound up later functioning like a small ad agency as I got established because the Lepla commercials worked so well. Henry Lepla, first time ever, writes a letter to the station going, I don't know what you guys are doing. I've never listened to the station, but we're getting the phone to ring all the time. We've gotten more business in that actually when I started doing those commercials than they had in the previous years, and that continued. So the sales staff at KDKB realized this. What made it funny is then different advertisers wind up calling me and go, hey, could you do some commercials for us? So I wound up making a living doing commercials for other people. But with the Lepla commercial, they were supposed to be 32nd spots, I had complete carte blanche to say whatever I wanted. Some of them, I didn't even bother saying their name and the time where they were supposed to be 30 seconds. In radio today, if a spot is supposed to be a 30, it's between 29 and a half and 30.

00:13:39 - Bill Risser

Okay.

00:13:39 - Russell Shaw

Any difference in that? They're going to compress it that you are not going to have a spot that runs at 31 seconds. It's just not going to happen. That's true. Obviously on television as well. The timing is precise right, so I had the right to make them any length I wanted. Some of them were almost a minute long. Some of them were 7 seconds long. I did whatever the hell I wanted, and I made all the commercials about myself saying hi as though I were a celebrity. I wasn't endorsing them. It's like somebody like I was Bob Dylan or something like, here's the company I normally would use for moving if I were moving, I'm not know this kind of thing. So I got to write jokes and just put them on the air. And I became as well known as any of the disc jockeys who actually got paid by the station to be there. It was the most fantastic experience because I had complete carte blanche to do whatever I wanted, and there was no one saying, you can't say that here. If I wanted to make a joke about there's a store called Wilco Wilco or something, I can't remember their name, but it would be the equivalent of one of these big discount places, sam's Club or something. And I could say they're having a special this week on cocaine. I could say anything I wanted, and nobody was mad about it. And if somebody called the station complaining, the people there thought it was funny. So it wasn't like, oh, you can't say that on the air, right? I could say anything I wanted. And it was unbelievable, and it was an opportunity. It was years later, I did stand up, but it was initially and then I got on the comedy shows because of people that like a guy named Todd Carroll who later went to work for National Lampoon, and he later became a screenwriter. He wrote a couple of different shows, and I was on those shows with Todd. So that's how that all started.

00:15:55 - Bill Risser

Would you say you don't have that carte blanche anymore when you're coming to your social channels?

00:16:02 - Russell Shaw

No, I would. Oh, I do. I could care less at this point because I'm very political.

00:16:12 - Bill Risser

Your memes are hilarious. I think sometimes, Russ, you come right up to a line and sometimes you tip your toe over.

00:16:19 - Russell Shaw

Yeah, yeah.

00:16:20 - Bill Risser

You're okay with.

00:16:23 - Russell Shaw

Like it's it's my goal is not to offend. My goal is actually partially an educational like, I do a lot of posts of different philosophical type stuff, a tremendous amount which don't get the same kind of response as the funny memes or the funny jokes, but they're important to me.

00:16:55 - Bill Risser

Okay.

00:16:55 - Russell Shaw

Because it's like, do a lot to help other people, mostly agents, because I'm an opinion leader to most agents. But when someone's in trouble and they have their attention, it's sort of like what Tony Robbins does, only I'm not selling anything because usually what's holding someone back is a dumb idea. Like, literally, they have a goal of doing something, but their attention is fixated on this stupid thought that they're using to explain to themselves why they can't do the thing they really want to, kind of stuff where Tony Robbins has a gift, really, or an amazing skill of being able to spot that dumb idea. He can't teach it, by the way. Like, none of the Tony Robbins coaches can do it. Tony can't teach it because he doesn't have a technology. He just knows he can do it. He absolutely knows he can do it. And he's correct. He can do it. I've actually figured out exactly what he does, and I don't do the firewalk or any crap like that. I'm a Scientologist, and because of the stuff I've learned from Scientology, I'm able to, when I'm talking to someone, sort of see their dumb thought, and all I'm doing is getting them to see it doesn't belong to them. I'm just getting them to see, how does this align with your goals? Like, there's something you want. I want blah blah. Okay, let's put your attention on blah, blah. Not this reason, like whatever the crap is. And it's like an agent who loses a deal. I literally have dozens of agents who, when they get stuck, will sort of text me and sort of, can we talk? Sure. Basically what's happened is they've lost a deal or they've had a crummy customer or something that's given them a loss, and they've taken their attention completely off of, I want to be a successful, financially independent, prosperous agent. I'm just saying, making up those but that's essentially the kind of stuff most HR trying to a lot of agents.

00:19:25 - Bill Risser

That's what they want.

00:19:26 - Russell Shaw

Yeah, that's what they want. And instead, they have their attention on how can they stop bad customers from upsetting them? Well, there's a nice goal, because now your attention is fixated on stop right there. That's all you'd have to do to screw up your entire life is fixate on how can I stop blah blah. Because now you're pushing against it, which means you're going to have lots of it.

00:19:57 - Bill Risser

I can almost equate that Russ to, you know, the worst thing to think about on the golf course is don't hit it in the water.

00:20:04 - Russell Shaw

There you go.

00:20:05 - Bill Risser

What are you going to do? There you...

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Eric Sachs, the President and co-founder of Breakthrough Broker, champions the significance of maintaining consistent contact with one's sphere of influence to stay top-of-mind for real estate opportunities. Under his leadership, Breakthrough Broker utilizes innovative AI technology and high-quality content to help real estate agents engage their networks effectively. Sachs believes that automated marketing tools are essential for agents to navigate market challenges and showcase their expertise, especially during uncertain times. By leveraging services like Breakthrough Plus, which offers automated marketing features and MLS integration, agents can remain competitive and secure more business opportunities even in a landscape increasingly dominated by large teams.

(00:01:17) "Network Nurturing for Real Estate Success"

(00:05:37) Navigating Market Dynamics in the Real Estate Industry

(00:08:11) Dominance of Larger Real Estate Teams

(00:12:58) Enhanced Real Estate Marketing with Breakthrough Plus

In the latest episode of 'The Real Estate Sessions' podcast, host Bill Risser sat down with Eric Sachs, the president and co-founder of Breakthrough Broker, to discuss real estate marketing strategies. The conversation revolved around maintaining contact with one's sphere of influence to secure business opportunities in the competitive real estate industry.

Eric highlighted the significance of staying top-of-mind for potential clients by consistently engaging with them. He shared a personal anecdote about his brother losing a major listing because he failed to keep in touch with a potential client. This emphasizes the need for agents to prioritize sphere marketing to ensure that they are the first point of contact for their network during significant life events.

Here are three key takeaways from the episode:

Utilize Breakthrough Broker for Sphere Marketing: Breakthrough Broker offers valuable resources for automated sphere marketing, providing agents with engaging content to stay connected with their network effortlessly.
Adapt to the Increasing Dominance of Large Teams: Eric discussed how the real estate industry is being dominated by large teams, challenging individual agents to prove their worth. Agents can navigate this competitive landscape more effectively by leveraging tools like Breakthrough Broker.
Stay Connected to Secure Business Opportunities: Eric emphasized the need for agents to prioritize staying in touch with their sphere of influence to avoid missing out on potential opportunities, as illustrated by his brother's experience.

In the episode, Eric posed a thought-provoking question to realtors, "What are you doing to make sure the people you know call you this summer when they have a life event?" This question encapsulates the essence of sphere marketing and the proactive approach agents need to take to ensure they are the go-to realtor for their network.

As Eric shared, Breakthrough Broker offers a comprehensive suite of tools for agents to streamline their marketing efforts and maintain consistent communication with their sphere. The standout among these is Breakthrough Plus, a tool that empowers agents with a range of features, including automated marketing, for a nominal fee of $107 per year. This reassures agents that they have a powerful and cost-effective solution at their disposal to enhance their marketing strategies and stay competitive in the industry.

In conclusion, the podcast episode shed light on the real estate industry's evolving dynamics and sphere marketing's pivotal role in agents' success. Agents can enhance their marketing strategies and cultivate lasting relationships with their clients by implementing Eric's insights and leveraging platforms like Breakthrough Broker.

Quotes

00:00:07) "What are you doing to make sure the people you know call you this summer when they have a life event?" - Eric Sachs" - Eric Sachs

(00:03:12) "We're working on trying to create the best content for agents in the world. That's where we're at." - Eric Sachs

(00:05:37) "My attention right now is on all the agents sitting on the sidelines. My attention is drawn to all the negative comments in the Facebook groups and the agents who are reacting to the settlement instead of trying to figure out how to get through it." - Eric Sachs" - Eric Sachs

(00:00:07) "What are you doing to make sure the people you know call you this summer when they have a life event?" - Eric Sachs

(00:14:17) "I'm so happy to be working with you again. You have no idea. Let's do this more often." - Eric Sachs" - Eric Sachs

View Details

Dani Vanderboegh, the Service Editor at Inman, is a dynamic force in real estate journalism, deftly managing content to make industry news accessible and valuable for readers. With nearly a decade of experience at Inman and a unique personal journey marked by resilience, she brings a distinctive perspective to her work, particularly through her contributions to the "Real Tea" project. Vanderboegh finds joy in exploring the intersection of real estate and reality TV, appreciating the lighter yet equally important topics this project allows her to discuss. She underscores the significance of creating engaging, trustworthy content and effectively promoting it on social media to establish a realtor's credibility and expertise.

Time Stamps

(00:00:14) Curating Practical Real Estate Insights for Readers

(00:09:23) Resilience and Triumph: Danny's Recovery Journey

(00:11:58) Achievements and Resilience: Life Beyond Limits

(00:13:28) Transformation from Archaeology to Journalism Success

(00:25:54) Real Estate Reporting Obligations

(00:29:36) Tailored Support: Local Associations in Real Estate

(00:32:15) TV Personalities in Real Estate Business Dynamics

View Details

Annette Anthony, the vice president of technology engagement for Exit Realty, is a seasoned expert with over 15 years in the real estate industry. Known for her hands-on approach and energetic demeanor, Annette is particularly passionate about video communication as a means to connect and build relationships. She believes that videos can convey emotions and messages more effectively than traditional communication methods, and she is dedicated to helping agents overcome their fear of video by providing guidance, accountability, and encouragement. Annette's focus on the personal touch and human connection in video communication underscores her commitment to empowering real estate professionals to engage confidently and authentically with their audiences.

View Details

Kurt Uhlir is a man of many talents with an extensive tech and entrepreneurship background and unconventional experiences in high-angle rescue operations, scuba diving, and stunt work. As he transitioned to real estate, he brought a wealth of knowledge and skills, such as spatial data analysis, website creation, gaming, and targeted advertising, giving him a unique approach to the industry. Uhlir's perspective on transitioning to real estate revolves around the idea that agents should see themselves as representatives of brokerage and independent business entities. He underscores the importance of agents owning their website, a central hub for their marketing efforts. Furthermore, he highlights the significance of maintaining a clean database of contacts and the value of past clients and referrals. His experiences have shaped his belief that agents should take control of their marketing strategies and prioritize building their personal brand in the real estate industry.

(00:01:47) Early Exposure to Tech through Family Involvement

(00:06:00) Alligator Handling and Stunt Experience Mirrored

(00:14:30) Revolutionizing Real Estate with Spatial Data Technology

(00:15:51) Standardizing Data for Real Estate Success

(00:20:30) "Real Estate Transition: Unique Marketing Insights"

(00:25:46) Modern Search Tools on Agent Websites

(00:35:14) Maximizing Agent Success Through Personal Websites

Transcript

00:00:00 - Bill Risser

Hi, everybody. Welcome to another Real Estate Sessions Rewind. This week we're going back to March of 2023 with marketing expert Kurt Uhlir, as well as some expertise in some other areas, which I'll save for the introduction. So enjoy.

00:00:15 - Kurt Uhlir

But if it's your business, do you have a site with technology that you control that that is the focal point for anything else that you do marketing wise, whether you're great with email and KVcore or follow up boss or you're wonderful on TikTok or social like, when those algorithms change, when Google spam filters change, have you trained your audience to come find you on kurtulur.com? And that's that second big thing, because then it doesn't matter where you choose to invest in marketing, you have a central hub that everything focuses back to.

00:00:47 - Bill Risser

You're listening to the real estate sessions, and I'm your host, Bill Risser. With nearly 25 years in the real estate business, I love to interview industry leaders, up and comers, and really anyone with a story to tell. It's the stories that led my guests to a career in the real estate world that drives me into my 9th year and nearly 400 episodes of the podcast. And now, I hope you enjoy the next journey. Hi, everybody. Welcome to episode 348 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend. Today. We're going to have a lot of fun. Today we are talking to Kurt Uhlir. This guy did a lot of things prior to the world of real estate, including stuntman scuba rescue and high angle rescue. And he's a certified alligator handler. Yes. That's the first time I've ever mentioned that phrase on the real estate sessions podcast. So you want to listen in? Let's get this thing started. Kurt, welcome to the podcast.

00:01:45 - Kurt Uhlir

Hey, thanks for having me, Bill.

00:01:47 - Bill Risser

Well, look, most of my listeners know that I like to start at the beginning. I really, I am fascinated where people come from, how they got to be where they're at. And so the easiest way to start with that is, is your childhood. And I'm going to go, I'm going to ask you, looking at some of the things I could. In my research, I found out that it seems like you were preordained to have a life in tech and entrepreneurship. Let's talk about that. Your parents, I think your father was early on in this game, if you wanted to call it that. So let's talk about what role that your mom and dad played getting you.

00:02:21 - Kurt Uhlir

Yeah, my dad was. I'd say a glorified grunt at actually, Bell Labs used to be like the apple or Tesla of the day. And so I build my first hours thanks to him, when I was like eight or nine with Bell Labs. So I was really good at math, even very early on. And my dad was the person that would take all like, say, cell phones. Now somebody else came up with the whole network on schematics, and he would lead the teams to actually go build it in the field and so, and take what was on paper and make it, make it reality. And they'd had some problems and he happened to take me in an office and I solved something they'd been struggling with. And he was like, well, we pay people for this. So he built hours for it. So I got to be around some high techs very early on, but it was just also weird from a tech perspective. And I didn't think about it was growth takes time. And my dad is blessed with one of those people where he didn't sleep. And so, like, until he had cancer the third time, I think he slept an hour to an hour and a half a night. Then he started sleeping more like a normal person. And so between, he just put in more hours than anybody I'd ever seen. And my mom just had this country work ethic where, I mean, I remember, like, I mean, I did spend, we moved to Alabama when I was eleven. I mean, I still remember, I was probably like seven, maybe eight, in Michigan where we had cat outages when we lived in Chicago. And like, it's, it's late at night, late enough that the moon is way up in the sky. And I just remember telling my mom, like, when can we go to bed? Well, we were out, like, raking leaves for this like one acre, like, garden that she had. She's like, we'll go to sleep when we're done. Wow. That work ethic, I didn't even, I had no, there's no way I could ever go and pay for that kind of like, basically coaching and consulting that taught me, like, what it's like and exposure to both working hard and really just like, technology at an early age.

00:04:15 - Bill Risser

Yeah, I think that, that probably drives into the fact that when you attended school, you went to Vanderbilt, which very cool school, you were a track athlete, you loved running, and, which is, for me, that's, that's, I don't get that, but that's awesome for you. And, and I think you, you talked about the fact that, you know, being an athlete and having that discipline and all of the stuff that that takes, especially at a collegiate level, really primed you for what you're going to do in your life, you know, running companies and growing businesses and things. Let's talk about that.

00:04:47 - Kurt Uhlir

Yeah. I mean, even now, it's like, you know, if you want to ring my bell, if I'm hiring something, like, I love hiring athletes and healthy addicts, and, I mean, every, every athlete is a healthy addict. But I mean, to say that in terms of people that have had, like, true, like. Like, bad addictions but have overcome that, I mean, that's a huge kind of, like, that's a process into itself. But, I mean, as an athlete, it's like, there's nothing you could do, like, from a running perspective or pick any sport where you could make up for a week or three weeks of, like, screwing off by just going and make up practice in one day. And so, like, I was running, you know, 60, sometimes 120 miles a week, especially, like, in the summer when we're working on things. And it's like, you couldn't. You can't do all of that mileage, like, in one or two days. It has to be spread out. So it's small things done consistently, which is what it takes to be successful running companies. I mean, at the end of the day, it's perseverance that wins. Perseverance and operations. Like, everybody has good ideas. I mean, and good ideas and bad ideas. Like, they're the. They feel the exact same until you realize that a bad idea was bad and you shouldn't have been doing it for six months. But what matters is operations and just putting in the time you get out of school.

00:06:00 - Bill Risser

And I, first of all, you have the most varied background of anyone in the tech world that I've ever interviewed. And. And I'm probably, you know, this is episode 348, so there's a lot of people I've chatted with, but I'm going to throw some things out there, like stuntman, unbelievable, a certified alligator handler. And I live in Florida now, so that really is intriguing to me. And a member of something called high angle and scuba rescue teams. I get the scuba part right, especially with what I'm watching in California, where I grew up, there's a lot of rescue going on in water. But let's talk about, first of all, what's high angle rescue and then really, alligators?

00:06:41 - Kurt Uhlir

Yes. On both, it goes back to largely, I mean, to my dad as well. I mean, I picked up those genes where I do not need to sleep like most people. And so I'm in my mid forties. But, you know, when you only sleep two or 3 hours a night, you get more hours to do things. And so, like, when my wife and I got married, it was like, hey, do you want to go to. Do you want to go to go to bed with me or wake up with me? And I asked her that a couple weeks before we got married, and she was like, it took her a minute. She was like, you do email me at, like, 03:00 in the morning. And then, like, that was just like a mind shift for her. And I was like, so I get a little bit more time. But literally, I became a member of the Alabama state rescue squad in Marshall County, Alabama, at 14, shouldn't have been able to, but there was a bad ice storm, and in the county, there were four total people, my dad and me being two of them, that could drive on the snow and ice that we had. And so he got permission at the. At the state level for me to join the rescue squad. And I was using a suburban or, you know, an old jeep to help pull out Hummers from the National Guard that were off in the ditch. Between that kind of allowance and skills my dad had taught me when I was younger and maybe wasn't the wisest, but still taught. Learn scuba very early. High angle. Think about anything with cliffs, rappelling. I'm not really a rock climber, but I can go down and I'll do a lot of controlled risk, but you and I both do in work. And so I started that when I was 14, and so did that for many years, actually, even when I moved, after I moved up to Chicago, I'd still go down and join Alabama when there was different things that went on. So.

00:08:21 - Bill Risser

Wow. So how did Gators come into play? Come on, Kurt. I mean, seriously.

00:08:25 - Kurt Uhlir

Well, the stunt work, again, I don't sleep. And so Chicago was doing a lot of movies at the time, and I met a gentleman that I was out, and I was like, well, what do you do? And he was like, well, I'm a database programmer by day, but really, I'm a stuntman. Cause there wasn't a real full time movie industry in Chicago at that time and not enough for full time stunt people. And I was like, what does that look like? So I started hanging out with them and literally started training stuntmen and women and training with them. And so people for Batman's, you know, dark knight movies and public enemy and some others, and so friends that have a lot cooler experiences than me, but I took a friend with me to some of the training sessions that he hurt his back pretty bad, and so he needed an epidural. And so I went with him, took off work to go with him, because I'm like, well, I kind of broke you, so I'll go with you, Mike, to bring you back after you get the epidural to lower the inflammation. And as I'm sitting in this doctor's office for basically people with disposable income or time to do stupid stuff like us, I read, hey, there's only one place in the United States that you can legally go learn to handle alligators unless you work for a company for, like, six months full time, because Florida, Louisiana, like those legislators, because the animals are native there, they've done the wise thing. You have to go work for a company for, like, six months full time before they can let you touch an alligator over about this big, maybe, you know, 30 inches long without its mouth taped. And I was like, hey, you're supposed to be good in, like, a week or two, right? He's like, yeah. I was like, all right. I booked his flights to Colorado. And so Alamosa, actually, about 15 minutes north of Alamosa, Colorado, which is still the middle of nowhere Colorado, there's Colorado gators, and it's this animal sanctuary with on a geothermal spring, and that's where I first learned to kind of handle alligators. And so, like, there's 1100 alligators in the middle of nowhere, Colorado, that it's a tilapia farm. And so they literally fillet the top of tilapia. They brought in gators, like, decades ago to be the trash compactors for them. And it's just great business. All you do is insert labor, and you get money out the other side. And so that's where I first learned to do it. So anything up to about maybe an eight foot gator I can handle by myself. Wow.

00:10:37 - Bill Risser

All right. All right. So, yeah, that's never been said on this show before.

00:10:42 - Kurt Uhlir

You may just need to ask some people some questions. I'm sure some agents out there have that experience.

00:10:48 - Bill Risser

I'll have to. It's got to be someone that grew up in Louisiana or Florida, though, not. Not Chicago, and went to Denver. That's great. Well, let's talk about, really, some of your real early successes. When you got into the heavy into the space, there's a lot of things you played in. There's some gaming and website creation and that sort of thing. The spatial data, I mean, I think especially as important as that is today, which is unbelievably important in our world. You talk about targeted ads and all kinds of great stuff. Let's talk about how you got into that world. And maybe for those who don't know, we'll talk about real quick what it is and some of the things that it's being used for today that we wouldn't even think.

00:11:29 - Kurt Uhlir

Yeah, I mean, every one of us used spaceship aid in ways that, like, 20 years ago, nobody used it. And so I went to go work for. Didn't mean to, but I was meaning to go. I was looking for jobs with investment banks and kind of being that go between, between the IT programming side and the top leaders and those working in algorithms. And I got a call from a retained search firm that said, hey, look, we're looking for somebody to come work with. Denise Doyle and Saladin Khan at this little company at the time called Navigation Technologies became nav tech. Now it's called hear technologies. They're literally the spatial data. I mean, many people think about Google Maps, but Google Maps is nowhere near the largest provider of this stuff. We provided all that data. And so if you use, you know, like, I invented the core technology behind Waze, like the navigation apps. And so that IP has been licensed by Google and Apple and a bunch of others. But think about all the places where, like, spatial digital data. Like, every time you do a route from one place to another, or in real estate, we do. I want to search for homes within 2 miles or 20 minutes driving of this school. Like that. All YEet needs two d and three dimensional spatial data behind the scenes. And so I had ten and a half years at this company that we took from $85 million a year in revenue to $1.44 billion. And it was like, I mean, it was like being at McKinsey or Bain basically for ten years, being mentored by people. Like I mentioned, two of them. And then later by Jetson Green. He was the president of Disney theme parks and came kind of as his semi retirement to nav tech until he realized, like, there's a lot of money here. And we were just at that place where the rest of technology picked up. And he went from, like, navigation systems being like a $20,000 add on to, like, it being in your cell phone and doing mapquests for free. Like, I was there for all of that. And so I would walk out of a meeting from Siemens VDO that makes the navigation system for Lexus, and then walk into FedEx Logistics, which is using it for getting packages. And then I walk into my innovation teams where I had friends in the video game industry was like, well, like on the back shelf behind me. I mean, I know we're audio, but it's like, I've got Microsoft Flight Simulator X. Because I had this crazy idea to walk into Microsoft and say, hey, how about we save you $20 to $40 million in building your next flight simulator game? And they were like, let's have that conversation. That was like, literally like 08:00 a.m. At 09:00 a.m. And a 10:00 a.m. But we did that across, like, eleven industries for spatial data. And it was like I could have gone to Bain or McKinsey and may not, maybe not have had that same background.

00:14:03 - Bill Risser

Let's talk about in the real estate space how that's exploded over the last, let's call it ten years, RPR. RPR launched a while ago, and it struggled to get a foothold. I think it's a great tool. I think there's some great stuff in it. I'm guessing your stuff is in there because they do that 20 minutes from here or 2 miles to the office. That's one place. Agents are using spatial data daily if they're using RPR.

00:14:30 - Kurt Uhlir

Well, and there's tons of things like that. I mean, anytime that any, literally any search that you're. That you're just comparing, like, distance or time or anything. I mean, a lot of the applications like RPR might use the United States government's census tiger data, but that data is basically free because the government came to our company and paid us an exorbitant amount of multiple, multiple millions of dollars so that we would give them a snapshot of that data and so for their purposes. And so, like, they've kind of bought data to open source, but it's still not nearly as good as what you can kind of get on the private market. And now there's companies like Mat box and others that Google collects their own data. But, yeah, there's places like, anytime you do a home search, the listing alerts, we all get that come out. And then there's, you know, a ton of other things that we have on there, too. It's like, you know, there's applications that consumers or agents can go to that says, here's the seven homes I want to go look at. Give me the optimal route between those. And then you'll get. And then you'll schedule your times at those based on 1234 as opposed to crisscrossing across town. That's just some of the places that we see the data used.

00:15:41 - Bill Risser

Yeah. So it seems there's this natural connection between what you did in nav tech in here with MLS's, I would guess. I mean, data. It's data all over the place, right?

00:15:51 - Kurt Uhlir

Very much both because it involves spatial data. But like in 2019, RESO, the real estate standards organization, brought me and Scott Lockhart in to talk about kind of two things. One was Showcase IDX had been one of the first companies to start using web API at that time, which was meaningful for accessing the MLS data. But on the other side, like, my 15 to 20 minutes that I really talked about was really meant to scare MLS into why they need to work better together with Riso. And so the, one of the. Oh, one of the reasons that nav tech here technologies exist so well now is they take disparate data, just like real estate. And so we created this multi-billion dollar a year revenue product by going out to all the local municipalities, the...

View Details

Craig Grant is a distinguished speaker who has expertise in the impact of artificial intelligence (AI) on the real estate sector, among other things. Grant's insights, which are specialized in fact-checking and legal compliance in AI-generated content, result from his nationwide exposure and participation in high-profile events such as the High-Tech and High-Touch Summit. Grant's perspective on AI's influence on real estate encompasses a transformative shift, believing it will revolutionize every facet of the industry, including communication, marketing, property search, and transaction processes. His unique viewpoint is shaped by his conviction that AI will give birth to a new era of super realtors leveraging AI tools for enhanced customer service and communication. He perceives AI as a game-changer that will streamline transaction processes, bolster security, and minimize human intervention in contracts and underwriting, making the entire real estate transaction more efficient and secure.

TIME STAMPS

(00:03:07) Risk Mitigation in Evolving Artificial Intelligence

(00:06:46) Tailored AI Platforms Enhancing Specific Tasks Functionality

(00:13:09) Ensuring Compliance in AI-Generated Realtor Content

(00:17:23) AI-Driven Video Creation and Editing Innovations

(00:22:27) Enhancing Real Estate Transactions with AI

ACTIONABLE INSIGHTS

Implement safeguards to mitigate potential risks of AI technology
Choose AI platforms tailored for specific tasks to enhance productivity
Verify information pulled by AI databases before using it for marketing materials
Utilize AI tools like Descript for video content creation and editing
Leverage AI tools in real estate to streamline transactions and improve customer service

View Details

Alicia Berruti is a seasoned professional in the real estate industry, having spent more than eight years at Bomb Bomb before transitioning to Fidelity National Financial as the Director of Agent Engagement. Alicia believes the real estate industry has a substantial opportunity to rebuild consumer trust, especially in light of the ongoing commission lawsuits. Her perspective is shaped by her experience in the industry and the belief that real estate agents can demonstrate their value and protect consumers throughout the real estate process. This viewpoint suggests a proactive approach, with agents showing up stronger and emphasizing their professional value to regain trust rather than focusing on the negative aspects of the lawsuits. Alicia's experiences and her current role in fostering trust and transparency in real estate through innovative product design greatly contribute to her perspective.

In a recent episode of 'The Real Estate Sessions' podcast hosted by Bill Risser, Alicia Berruti shared insightful tips on rebuilding consumer trust in the real estate industry. Drawing from her experiences at Bomb Bomb, Alicia highlighted the significance of providing value and excellent service to clients to enhance industry relationships and trust. Here are three key takeaways from the episode:

Show Your Value: Alicia emphasized the importance of demonstrating value as a means to regain consumer trust amidst commission lawsuits. By showcasing the unique services and expertise agents bring to the table, they can establish credibility and rebuild confidence in the industry.
Prioritize Relationships: Alicia spoke about the lasting relationships she built within the real estate community, underscoring the value of connections in fostering trust and mutual respect. By nurturing professional relationships, agents can create a supportive network that benefits both clients and industry peers.
Provide Tools and Resources: Offering tools for home management and maintenance can be a valuable resource for potential buyers and sellers. By equipping clients with practical resources, agents not only add value to their services but also demonstrate a commitment to supporting clients beyond transactions.

Alicia encapsulated her perspective with a powerful quote, "Provide value and abundance will follow." This mantra underscores the principle that by prioritizing client needs and delivering exceptional service, agents can cultivate meaningful relationships, establish trust, and ultimately achieve success in the real estate industry.

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Transition in the real estate industry, such as incorporating advanced technologies, is a fascinating topic that highlights the industry's adaptability and future prospects. Bill Risser, a veteran in the real estate industry, sees this transition as a testament to the industry's resilience and ability to evolve. Risser has weathered numerous changes in his 25 years of experience, including market crashes and booms and the recent shift towards virtual operations spurred by the 2020 pandemic. His career trajectory, from embracing new technologies like Zoom back in the day for training sessions to joining innovative startups like RateMyAgent, showcases his adaptable, forward-thinking approach to the industry. Now, as the VP/Regional Sales Enablement Manager at Fidelity National Financial, Risser continues to champion growth and success in real estate, demonstrating his unwavering commitment to the industry's evolution.

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Sharran Srivatsaa, President of REAL Brokerage, LLC, is a distinguished real estate entrepreneur and advocate for employee ownership, who has a unique perspective shaped by his personal journey from India. His perspective on real estate entrepreneurship, mindset, and employee ownership is deeply rooted in the power of partnership and collaboration, as evidenced by his strong alignment with Tamir, the founder of REAL. Sharran believes in creating a career-based financial incentive system for agents, rather than solely focusing on sales, to foster a deeper bond between the company and its partners. This approach, he believes, can lead to long-term success and loyalty. His experiences and the influence of his extraordinary parents have shaped this perspective, making him a strong advocate for a coachable mindset and personal growth. Join Bill Risser and Sharran Srivaatsa on this episode of The Real Estate Sessions podcast to delve deeper into these insightful perspectives.

Guest Bio

Sharran Srivatsaa is a real estate entrepreneur and advocate for employee ownership, with a strong focus on mindset and personal growth. Born in India, Sharran's journey to success was not without its challenges. He faced ridicule and bullying, but he persevered and developed a coachable mindset. Sharran's willingness to learn and seek guidance has been instrumental in his achievements. He credits his extraordinary parents for shaping his exceptional outlook on life. With a deep appreciation for the effort and commitment required to succeed, Sharran is dedicated to sharing his knowledge and experiences with others, creating a positive impact in the world of real estate entrepreneurship.

Connect with Sharran

www.instagram.com/sharransrivatsaa

https://www.linkedin.com/in/sharran/

Business School Podcast

Time Stamped Outline

(00:00:00) Inside the Minds of Real Estate Leaders

(00:06:03) Sharran's journey from India to Wall Street

(00:13:52) The Power of Minimalism and Efficiency

(00:19:08) Business School: A Catalyst for Career Transformation

(00:23:57) The Power of Continuous Skill Development

(00:27:58) Transforming a Small Operation into a Thriving Empire

(00:34:00) ESOP Model: Sharing Rewards for Team Success

(00:38:06) Prioritizing and Achieving Greatness in Life

(00:42:52) The Transformative Power of Mindset

(00:47:50) REAL's Innovation in the Real Estate Industry

Detailed Outline

00:00:00 - Real Estate Sessions podcast

The Real Estate Sessions podcast, hosted by Bill, offers listeners an inside look into the world of real estate through interviews with industry leaders. In episode 370, Bill sits down with Sharran, the president of Real Brokerage LLC, to discuss his experiences and insights in the field. Sharran emphasizes the importance of mindset, stating that "the problem is not the problem, the problem is how you think about the problem." He also highlights the mission of REAL Brokerage LLC, which is to serve and work for their agents. The podcast provides a platform for industry professionals to share their stories and journeys, offering valuable insights and inspiration to listeners. With a focus on real estate leaders and their perspectives, the Real Estate Sessions podcast is a must-listen for anyone interested in the industry.

00:06:03 - Tennis career

Sharran's tennis career began at a young age when his parents saw his potential for a brighter future. Encouraged to pursue an individual sport, tennis became his path to success. He started lessons at 9 or 10 and his family prioritized supporting his journey to the pro tennis tour and leaving India. However, Sharran's dream of playing college tennis was shattered when he realized turning pro meant losing his eligibility. Undeterred, he decided to play Division III tennis and earned an academic scholarship at Luther College in Iowa. Despite challenges and cultural shock, Sharran's tennis career paved the way for his future endeavors, including working in the tennis industry and transitioning to Wall Street.

00:13:52 - Roger Federer's Biomechanical Efficiency

Roger Federer's biomechanical efficiency has captivated many, including Sharran Srivatsaa. Srivatsaa believes Federer is a true gift to tennis and attributes his success to his unmatched biomechanical efficiency. Unlike other top players, Federer's effort to result ratio is smooth and efficient, allowing him to play for over 20 years with minimal injuries. Srivatsaa sees a valuable lesson in Federer's approach, applying it to the business world. He emphasizes the importance of minimalism, simplicity, and efficiency in achieving success, encouraging individuals and teams to create a "not to do" list and focus on what truly matters. By eliminating unnecessary tasks and focusing on their goals, individuals can increase productivity and achieve success. In summary, Roger Federer's biomechanical efficiency serves as a powerful example of how minimalism and efficiency can lead to success in sports and business.

00:19:08 - Business School as a Track Shifter

Sharran, a successful entrepreneur and former Wall Street banker, shares how business school became a pivotal point in his career. After a successful exit from his startup, Sharran found himself unsure of his next steps. His mentor, who had previously doubted his chances of success, encouraged him to attend business school to gain deal structuring experience. Recognizing the opportunities and unique story that business school could provide, Sharran began searching for the right school. Ultimately, he chose a warm location with a feeder to Wall Street, setting the stage for his future success. Business school became the catalyst for Sharran's career transformation, allowing him to combine his technology and hospitality experience with deal structuring skills and pursue any path he desired.

00:23:57 - Meritocracy and Building Skills

Meritocracy and building skills are key factors in achieving success, as Sharran discovered during his time at Goldman Sachs. By constantly seeking to learn and improve, he was able to skyrocket his career by asking for guidance and mastering new skills. He emphasizes the difference between ability and capability, with the latter being the result of developing skills and expertise. Sharran believes that humility comes from recognizing the gap between ability and capability and actively working to bridge that gap through coaching and mentorship. He credits his success to the concept of meritocracy, where individuals who possess valuable skills have a competitive advantage that is difficult to take away. In summary, Sharran's experience highlights the importance of continuously building skills and expertise to thrive in a meritocratic environment.

00:27:58 - Scaling a Real Estate Business

Scaling a real estate business can be challenging, but Sharran shares his remarkable journey of transforming a small operation into a thriving empire. With a bold vision in mind, Sharran proposed taking the business from $300 million to $3 billion in just three to five years. Despite initial skepticism, Sharran's strategic plan and relentless dedication led to unprecedented growth. Under his leadership, the company expanded from one office and 30 agents to an impressive 22 offices and 700 agents. This achievement ultimately led to the successful sale of the business to Douglas Settlement, with annual sales reaching $5 billion. Sharran's secret to success lay in fostering a culture of performance, where agents were skilled and constantly honing their craft. By prioritizing skill development and creating a career-based financial incentive system, Sharran built a team that achieved outstanding results and fostered a deep sense of love and loyalty.

00:34:00 - ESOP Model and Employee Ownership

Sharran is a strong advocate for the ESOP model and employee ownership. He is committed to building a business that benefits everyone involved. His experience at Telus, where only a few partners profited while the agents who helped build the company received nothing, motivated him to prioritize the ESOP model. He believes that every individual who contributes to the business should share in the rewards, even if it means a minority share. Sharran also emphasizes the importance of aligning the business plan with potential buyers' models each year to ensure the company's valuation and readiness for acquisition. His ultimate goal is to transform a sales business into a career, offering financial incentives that foster love and loyalty among team members.

00:38:06 - Work-Life Balance

Sharran discusses work-life balance and shares his personal experience and strategies for maintaining it. He emphasizes the importance of prioritizing and doing fewer things to achieve greatness. Sharran avoids watching the news, sports, or engaging in activities that don't align with his priorities. Open communication with his family is crucial, ensuring their understanding and support for his work commitments. He also resonates with the phrase "be where your feet are," reminding him to be fully present. Sharran's insights offer valuable perspectives on work-life balance.

00:42:52 - Importance of mindset

In the realm of personal growth and success, Sharran sheds light on the significance of mindset. Drawing from personal experiences, he shares a valuable perspective on the power of having a bigger and better future. As a child, he initially dismissed his father's words, but as an adult, he now understands their profound meaning. Sharran also opens up about his struggles with undiagnosed ADHD and the societal stigma attached to it. Through his story, he emphasizes the importance of disclosure and how it can be disarming. In summary, Sharran's insights highlight the transformative impact of mindset and the need to be present in the moment, both personally and professionally.

00:47:50 - The rise of REAL

The rise of REAL is driven by their significant progress in building infrastructure and derisking their business. According to Sharran, it took them three years to expand into all 50 states and four major Canadian provinces. They consider what they have built so far as table stakes, the baseline required to run a successful business. However, they acknowledge that there is still more to be done. REAL is now focused on connecting consumers to the real estate transaction and reducing the pressure on agents by utilizing AI technology, such as their AI assistant called Leo. Additionally, they aim to transform real estate from a sales business into a career for agents, providing them with financial incentives and stability beyond just selling homes. In summary, REAL's rise is not just about their accomplishments, but about their ongoing efforts to innovate and improve the real estate industry.

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Ron Shuffield is a respected figure in the business industry, recognized for his contributions as the founder of the Beacon Council and his leadership roles at the Chamber of Commerce and the Coral Gables Community Foundation. He views his career journey as a continuous learning experience, underlining the importance of mentorship, aligning with individuals of integrity, and the transformative power of personal growth within the industry. Shuffield's perspective has been shaped by his commitment to ethical business practices, such as trust, integrity, and longevity, and his belief in engaging in community roles. His guiding principle revolves around having respect and maintaining grounded values, ensuring that his team supports the company's core principles. Consequently, his approach highlights the importance of continuous learning, ethical conduct, and community involvement in building a long-lasting and successful career.

Transcript

00:00:00 - Bill Risser

Hi, everybody. Welcome to another real estate sessions rewind episode as I continue my spring break. This break is nearly finished, and we will soon be back.

00:00:08 - Ron Shuffield

I don't know if I ever asked for business. It just comes to us because our associates are very active in whatever they're doing in the community, too. When people come to work for us, I say, you know, get involved in something you like doing, something that benefits the community.

00:00:26 - Bill Risser

You're listening to the real estate sessions, and I'm your host, Bill Risser. With nearly 25 years in the real estate business, I love interview industry leaders, up and comers, and really anyone with a story to tell. It's the stories that led my guests to a career in the real estate world that drives me into my 9th year and nearly 400 episodes of the podcast. And now, I hope you enjoy the next journey. Hi, everybody. Welcome to episode 354 of the Real Estate Sessions podcast. Thank you so much for tuning in. Thank you so much for telling a friend, as I always say. And today we're going to have a lot of fun. I am talking to Ron Sheffield. Ron is the CEO and president of the Berkshire Hathaway Home Services EWM Realty operation in Miami. We'll say South Florida. I met Ron with our CEO when Michael Davey was out here traveling through Florida, just kind of getting a sense of the Florida market for an australian. It was unique to be able to experience that. Ron was kind enough to have lunch with us, and, boy, I could tell just how during that conversation, he was somebody I had to talk to. It's somebody's story I had to get. So I'm really excited to get this thing started. Ron, welcome to the podcast.

00:01:36 - Ron Shuffield

Yeah, thank you, Bill. It's good to be here. Yeah.

00:01:38 - Bill Risser

You know, you and I met about a month ago or so, maybe a little longer down in your neck of the woods, Coral Gables area. We had a really nice lunch with Nina Fabri from the Berkshire Hathaway Home Services company. Right?

00:01:50 - Ron Shuffield

Yes, absolutely. Absolutely. Fun day with you guys.

00:01:52 - Bill Risser

It was really fun to talk to you and learn about, really, the unique space that the Miami real estate market is. And we're going to talk more about that. But first, I always start the podcast with where everything started for Ron. Now, I'm pretty sure, uh, and most people probably could tell that that accent's probably not a south Florida native, right? So far, so good. Yeah.

00:02:16 - Ron Shuffield

I grew up in New York City.

00:02:19 - Bill Risser

So let's go with where you grew up and and how long. How long before you made the move down here?

00:02:25 - Ron Shuffield

Sure. Well, I grew up in Tennessee and still the fifth largest city in the state, Jackson, Tennessee, which is near Memphis, but certainly not a huge place, 50,000 people. So you got to know a lot of your family, knew everybody in town, sort of thing.

00:02:40 - Bill Risser

Yeah.

00:02:40 - Ron Shuffield

So I had a great growing up experience and high school experience, and then, like a lot of guys and kids from that area, we went over to Knoxville, which is 300 miles away, to go to school at the University of Tennessee. So I spent four years at the University of Tennessee and had a wonderful experience there and met, of course, people that are still friends of mine today that I've known for decades now. So it's a lot of fond memories looking back on that. But after college, you kind of want to not maybe go right back home. And so I moved to Florida, and I thought I'd stay for a few years, probably end up back in the south someplace. And so here I am all these years later, and, you know, met my wife down here and, you know, three kids and five grandkids later.

00:03:28 - Bill Risser

I'm not going anywhere, you know, Ron, I moved to Florida in 2017, knowing I was coming to the south. I was coming to SEC country, kinda. It's just north of us, up in Gainesville. But, man, it's a whole different world from growing up in San Diego and then moving to Phoenix, where college sports are just whatever. Boy, if I hear another SEC person tell me it just means more or it just matters more, there's a word. There's something that the SEC people love to say, but, um. But so you're. You're a volunteer through and through. Rocky top, the whole thing. It's nailin Stadium, right? It's just unbelievable, right? What's going on up there? But I've got some buddies who went to Florida, and they really don't like Tennessee. What happened there?

00:04:12 - Ron Shuffield

Well, you know, there's been a competition there for a long, long time, you know, and when I was in school, it was obviously, you know, very competitive at that point, too. I think we probably were a little friendlier toward each other when I was in college, you know, 40 years ago. But I tell you one memory I have, because we have a. We actually have a gator in my house, which is. That was a hard to. Hard thing to accept in the beginning. But our oldest daughter is a Florida graduate, and she had a great experience in Florida. But I remember going, this is probably her senior year, junior, senior year. We're up there for a ball game when Tennessee was playing in the swamp. And of course, you know, I was the only people, we were the only people there that any orange on where we were sitting because our daughter had gotten us the tickets. And so we're like, over in the middle of, I don't know, the alumni for Florida, I guess. And so our son at the time was probably, I don't know, he was maybe 15 or so, or even younger. He's by 13, and he's. He was all about Tennessee. So he had all this Tennessee wear on, and it was a cool day. So, fortunately, we had to have some jackets on. So I said, well, you know what? Until we see where we're sitting, let's just kind of, like, keep this jacket zipped up because these people can get kind of rough. And so we're, we're winning the game. We ended up winning that game that day. And so as, as it became clear that even though we had our arms all covered up with a jacket, we weren't shouting with any enthusiasm when Florida did anything right. And so this older lady behind us screamed out, she didn't understand why these people talking about us were ashamed of their colors. And so I told my son then, I said, okay, now after this next play, we're just going to quietly walk on down the aisle. We only had about two minutes left, and, of course, it was clear we were going to win. So, anyway, yes, there's a real competitive spirit between these two schools.

00:06:12 - Bill Risser

I love that. Well, look, eleven and two last year, I think, right? The balls are back. I know they went through a little rough patch, so you got to be excited. It's looking forward. I mean, your quarterback decided to go into the draft, right?

00:06:26 - Ron Shuffield

We've got going to have some new players there. But you know what? The coach. Coach seems great. You know, I don't know him. I knew some of those previous coaches, but he's great and everybody loves him up there.

00:06:37 - Bill Risser

I always wonder, was there someone in the real estate world as you were growing up that maybe kind of tilted you that way? Or was it something that came from another source?

00:06:49 - Ron Shuffield

Well, you know, my dad was in a retail business, and we transfer. He transferred. You know, every time he'd get transferred, every time he'd get promoted, we'd move to a new city. So. But most of them were in the south. So, you know, when I was really young, I mean, we were living in Texas, and then we lived in Kentucky, Louisiana. And anyway, I ended up in Tennessee. I say I'm from Tennessee, but I lived in some other places before that, but I moved there in middle school, and so, you know, that was certainly, you know, my early years. And so that's what I remember is really, you know, where I'm from and, you know, people I keep up with from high school are all obviously from that area. But when I graduated, my older brother had just started his law practice in Florida. He went to University of Miami law school. And so when I would come down for spring break or just vacations during college, those four years, I mean, I'd stay with my brother and his wife. And I thought, well, this really is a nice place down here. And so he said, man, you ought to come down here and just live here. So I thought, well, what would I do? And so one of his clients was a real estate developer. So I started out in the development side of things, and it wasn't brand new to me because as we were moving around quite a bit when I was growing up, we were always living in new subdivisions where they were building new homes. And so as I got into high school, I actually started working some construction summer jobs and working with a contractor who built our house. And so I just kind of started gaining an appreciation for how homes are built. And so even as a 15, 1617 year old kids, I mean, you start learning a lot about that. And I just was kind of attracted to that by the fact that we had moved a few times. And so I understood how all that worked. And then when I went to work with my brother's client and we were developing homes, that was a lot of fun. And then one thing kind of led to the next, and we bought the company we have now. At that time, it was Esslinger Wooten. Maxwell was founded by three women in the sixties, 64 to be exact. They opened our company in 1964. And then 20 years later, I had a partner by this time, and he and I were partners for 30 years. And we bought the company from the three ladies in 1984, and then we sold the company in 2003 to Berkshire Hathaway. And that's when Warren Buffett was getting into our business. He'd gotten into our business in 1999. So four years later, we were the 13th company that they purchased. And now Berkshire Hathaway has purchased about 65 companies across the country, all about our size or larger or smaller. And we're kind of right in the middle of the size of all of our companies, but a wonderful collection of companies that, you know, I had known many of these people for a lot of years, you know, just in the various industries that are various networks that we were a part of within the industry. That's how I got here, and so I've been. I've been at EWM now for 40 years, but now our name has changed, obviously, to Berkshire Hathaway, Ewm Realty. So, gotcha.

00:09:57 - Bill Risser

You know, Ron, at lunch, you shared, you know, the EWm story. Those are the last names, initials of the last names of the three women who own that real estate company. Can you share that with us?

00:10:09 - Ron Shuffield

Sure. Well, the three ladies that started our company in 1964 were already in their late fifties and sixties when they started the company. So by the time we actually bought the company from them, you know, they were in their seventies and eighties, and so they. They were dynamos of their day. And, you know, for that time, you know, for three women to start a company that became, you know, a large company in Miami, it was a real accomplishment that a lot of people shared their pride here in Miami. And we kind of met them kind of by a fluke. I mean, we were in a development business. You know, I had a partner for 30 years, and we were developing condominiums, mostly some single family homes, but mostly condos on both coastal Florida. But we were based here in Miami, and my partner had a relationship with the e anime Esslinger. They had gone to church together, and so he knew her through that. And so she had kind of confided in him one day that it just seemed like it was going to be time to sell. And they didn't really want to sell to anybody that had tried to approach them about buying that she wanted us to buy their company. And so I said, well, gosh, you know, we. We're over here in this development business. I mean, I don't know if we've got time to do all this. He says, well, I think we can do this. And so that's. That's exactly how it happened. It was pretty much that simple.

00:11:27 - Bill Risser

Yeah.

00:11:27 - Ron Shuffield

And so we bought the company, and, you know, the market was in 1984, we bought it, and, you know, we just had. We had 50 people, 55 people, to be exact. And that first year, we did about $50 million of sales, which is pretty good. I guess in that time, they were averaging like a million dollars a person. Not quite, but we just started recruiting a lot of people, and then we started buying other companies that saw what we were doing, and then it just kind of kept growing. But the three ladies we still talk about, we have a painting of them in our offices just to kind of remind us of the help that they gave us and the inspiration they gave us when the company was started.

00:12:09 - Bill Risser

Yeah, one of them, one of them was business minded. One of them was a socialite. Am I being polite there?

00:12:15 - Ron Shuffield

Yeah.

00:12:15 - Bill Risser

And I can't remember what the third one was.

00:12:17 - Ron Shuffield

Well, she was, she called herself the business manager and she, they were cute. They, they were great friends. And you're, you got a good memory there. Yeah. The one that was really the, you know, the, the person that was out in the community was Anna Mae Esslinger. And she was the life member of the chamber of Commerce and, you know, the president of the board of realtors. And, you know, she played bridge every Wednesday at the country club and, you know, she just sponsored a lot of events in town and so she was very out involved in the community. The second one was Dodie Wooten, whose father was the second physician in Miami, actually built our still existing today county hospital. He and doctor Jackson or Jackson Hospital. Those two guys, you know, were early, early people to Miami. And so they needed a hospital and those two doctors built it. So they had a lot of affluent friends. And so Doty Wootton sold probably the first million dollar home ever sold here because they were friends with everybody else that had businesses here and there weren't a lot of people here in those years. Dodi Wooten was born in 1911 and her family moved here in 1917. And even by 1920, I think there were only about 5000 people living in Miami. And then Arlene Maxwell, she was a petite little lady who really managed the back end of the business. And she always used to laugh and say that she was the balance wheel between two big wheels. They had a great relationship for a lot of years. So that's how that happened.

00:13:53 - Bill Risser

Yeah, you mentioned, you know, you're, you're much bigger than 55 agents.

00:13:58 - Ron Shuffield

Now.

00:13:58 - Bill Risser

Let's talk about what Berkshire Hathaway home Services Ewm looks like today.

00:14:03 - Ron Shuffield

Well, we have a little over 700 agents and ten offices at Dade, Broward and Palm beach counties. And we've always focused on the high end markets and so we still do that. And we're fortunate that we've been able to assist a lot of developers over the last several decades because of our development background. Originally, that was easy for us to transition into that. So we have sold several thousand units in pre construction all the way back to the late nineties and early two thousands. And then Berkshire, of course, now owns other companies in our Florida market. So we have four sister companies, I mean, well, three sister companies plus us, four of us in the state that are owned by Berkshire Hathaway. And it's just kind of really wasn't planned this way, but they're kind of like, you know, West Coast, North Florida Panhandle, Jacksonville, and, of course, along the western or the eastern border down here. So that has given us a lot of strength, not only within our state, but across the whole nation now. I mean, we have major companies in Southern California and Dallas and Denver and, you know, Washington, DC, New York. I mean, in the midwest where Warren Buffett is, we own a lot of those companies up through there. So it's just been a great collection of people. We all like each other and learn from each other and, of course, has been easy to share business with each other because when people are moving, you know, it's really one stop shop. You know, we, we had the same name and, you know, it's all Berkshire under the Berkshire umbrella. We also own a mortgage company, a national mortgage company called Prosperity Mortgage, and title companies for each one of us to close deals, insurance company to help insure all these properties. So it's been fun to see how all this has developed over the years and we've all benefited from it, including our customers.

00:16:01 - Bill Risser

Yeah, you say development. So you, you had a lot of those sales offices for those new towers going up is what you're telling me.

00:16:09 - Ron Shuffield

Yes. Right. Yeah, really fancy. I mean, we were fortunate to be, you know, of course, when technology was not what it is today. You know, we had a lot of, you know, fancy, you know, screens and, and help in the offices to showcase what we were, what we were dreaming about would be there one day. And of course, you know, then we would sit off to the sideline in a construction and a sales trailer on the property in most of those cases, and we'd watch the building, you know, be built and then people move in. And anyway, it's that those, those were fun periods and still. Fun periods. I mean, we still. Yeah, yeah, yeah. And now the developers are from all over the world. I mean, you know, we met last week with developer from, from Dubai and, you know, from South America. I mean, these, these development companies all see that, you know, these are, well, you know, established companies from other places that are now coming to the US, to Florida in particular, to build. So, yeah, we're helping them as well.

00:17:06 - Bill Risser

What, I'm going to ask you this question. I don't ask this very often, but I know you'll have an answer for this. What does a day in the life of the president and CEO of EWm look like? And tell me what it looks like. Tell me what you wish it looked...

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In the latest Real Estate Sessions Rewind episode of 'The Real Estate Sessions,' Episode 365 is this week as host Bill Risser sat down with Luke Carl, a former rock and roll bar owner who transitioned into real estate investing. Luke's journey into real estate was influenced by his family background in construction and his desire to be closer to his wife's family, leading him to invest in various markets and adapt to changing conditions in the industry.

During the episode, Luke shared some valuable insights and tips for finding success in real estate investing:

Patience and Hard Work: Luke emphasized the importance of patience, hard work, and hustle in achieving success in real estate investment. He highlighted the need to slow down and put in the effort to see results.
Targeting High Demand Markets: Luke's strategy involves targeting towns with high vacation demand but low permanent residency rates for his successful short-term rental business. By understanding market dynamics, he has been able to maximize his returns in these areas.
Responsive Client Service: Luke stressed the importance of being responsive to clients and building strong relationships in the industry. He believes that being available and attentive to clients' needs can set you apart in the competitive real estate market.

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Introduced amidst the struggle of a terminal illness, John's Die Happy Tour is a testament to the human spirit's resilience and creativity. This remarkable endeavor, spearheaded by John, focuses on spreading happiness through surprising loved ones with creative gestures and meaningful interactions, even while facing personal adversity. Bill Risser, observing John's journey, commends his unique approach to celebrating life. Risser, moved by John's determination and positivity, emphasizes the profound impact of John's actions, which involve surprising folks and creating unforgettable memories for his loved ones and people he's just met. According to Risser, John exemplifies the power of giving and making the most of every moment, inspiring admiration and support.

Here are three key takeaways from the episode:

Spread Joy Through Simple Acts: John's tour highlights the significance of small gestures in making a difference in someone's life. As Bill Risser mentioned, John finds true happiness in bringing about a positive change in others' lives, echoing the sentiment that "it's better to give than to receive."
Create Lasting Memories: Despite the challenges he faces, John is committed to making the most of every moment. By surprising his loved ones with thoughtful gestures, he aims to leave a lasting impact and inspire others to appreciate life and the joy of giving.
Embrace Resilience and Creativity: John's story is a testament to resilience and creativity in the face of adversity. His ability to find unique and humorous ways to surprise people with gifts showcases his unwavering spirit and determination to spread happiness.

As John eloquently put it, "Point your toes. It's the last thing the judges see." This metaphor shared by John reflects his approach to life, where he is focused on making the most of every opportunity and leaving a positive mark on the world.

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OVERVIEW

Sam DeBianchi is a native of Fort Lauderdale and the proud owner and founder of Debianchi Real Estate. Her extensive background in real estate, along with her successful brokerage, has led her to be featured on the television show "Million Dollar Listing" and open her own real estate shop after gaining valuable experience in the field for around three years. When it comes to the NAR settlement, DeBianchi harbors a critical perspective, expressing skepticism about its potential impact on real estate agents. She believes that top-performing agents, who provide substantial value to their clients, shouldn't worry too much about the settlement as they already exceed the basic requirements. DeBianchi's viewpoint, shaped by her experience in the industry, emphasizes the importance of being hands-on and selective when choosing a brokerage, underscoring the necessity of a supportive and conducive environment for success in the real estate industry. Her overall focus lies in providing exceptional service and adaptability in navigating industry changes.

Sam's blog post on the NAR Settlement

TIME STAMPS

(00:01:42) Elevating Real Estate Professionalism Through NAR

(00:08:34) "Thriving in Real Estate through Nightlife Skills"

(00:15:05) Personalized Client Relationships in Luxury Real Estate

(00:20:33) Prioritizing Personalized Mentorship in Real Estate Brokerage

(00:26:12) Realtors' Journey to Rebuild Consumer Trust

(00:29:52) Collaborative Nature of Real Estate Deals

(00:36:05) Transition to a Balanced Real Estate Market

KEY TAKEAWAYS

Real estate agents are discussing the impact of the recent NAR settlement on agent professionalism and consumer trust.
Sam DeBianchi emphasizes the importance of buyer agreements in preventing dishonest practices and elevating the industry's reputation.
DeBianchi highlights the expertise, market insights, and personalized services that real estate agents provide, going beyond what buyers can access on their own.
DeBianchi's experience managing a nightclub helped her develop skills in managing people, marketing, selling, and making quick decisions, which she successfully applied to her real estate business.
DeBianchi emphasizes the significance of personality over price in the luxury real estate market, stressing the value of building relationships with clients based on their needs and preferences.
Consumer distrust towards real estate agents due to lack of honesty has created a negative perception of the industry, emphasizing the need for effective representation.
There is a prediction of a shift towards a more normal real estate market in the upcoming years, requiring adaptability in different market conditions and providing value beyond quick sales.

Socials:

Twitter: www.twitter.com/SamDeBianchi
Instagram: www.instagram.com/samdebianchi
Facebook: www.facebook.com/samdebianchi
YouTube: www.youtube.com/samdebianchi5650

TRANSCRIPT

00:00:00 - Sam DeBianchi

There's always this post that I see around on Facebook, and it lists like a hundred things of what the buyer agent does. And I appreciate that. But I also don't love that post. And reason being is because some of those items, any, anyone could say, oh, well, I can do that, you know, and I want to take it to a different level to where someone is like, I can't really do that. Peace.

00:00:28 - Bill Risser

You're listening to the real estate sessions, and I'm your host, Bill Risser. With nearly 25 years in the real estate business, I love to interview industry leaders, up and comers, and really anyone with a story to tell. It's the stories that led my guests to a career in the real estate world that drives me into my 9th year and nearly 400 episodes of the podcast. And now I hope you enjoy the next journey. Hi, everybody. Welcome to episode 384 of the Real Estate Sessions podcast. As always, thank you so much for tuning in, and thank you so much for telling a friend today, staying in my home state again, I like this. I like sticking around here. And we're going to be talking to Sam DeBianchi, who is the owner founder of DeBianchi Real Estate in Fort Lauderdale. Sam's an actual native of Fort Lauderdale, so we're going to have some great conversations about that. She also put out a blog post talking about the recent NAR settlement. And so it's going to be my goal to talk to over the next few weeks to get takes on the Nar settlement from different agents, different parts of the country, and different parts of the industry. So we can kind of make sure everybody's up to speed with what people are thinking. So let's get this thing started. Sam, welcome to the podcast.

00:01:42 - Sam DeBianchi

Thanks for having me.

00:01:44 - Bill Risser

This is going to be a lot of fun. You're my first guest post. Nar settlement, that's just become a thing over the last week.

00:01:53 - Sam DeBianchi

Just a little thing.

00:01:55 - Bill Risser

Yeah, just a few people talking about it, some media outlets maybe saying the wrong stuff in their headlines. I don't know. We'll talk about that in a little bit. I want to first find out. I know you're in the Fort Lauderdale area. I live in St. Petersburg, so I've made a few trips over to the east coast, and it's definitely a different vibe than here in the St. Pete area. But I believe you're a native of Fort Lauderdale, is that correct?

00:02:20 - Sam DeBianchi

That is correct. All 39. Almost 40 years, which is crazy that I'm saying almost 40 now.

00:02:29 - Bill Risser

I think people have their own impression of South Florida or even Fort Lauderdale versus Miami. I like to ask this of guests, no matter where they're from, right. What's the biggest misconception of the area you grew up and love? And then also, what do you think is the best part?

00:02:49 - Sam DeBianchi

So Fort Lauderdale used to you, when anyone would bring up south Florida, they'd say Miami and Palm Beach and Fort Lauderdale was kind of like the redheaded stepchilds that we got skipped over and nobody talked about. It's like, you don't really want to go to Fort Lauderdale. And now it has evolved and grown tremendously. And mind you, I've lived. So I'm born and raised in Fort Lauderdale. I went to college in Boca, got my MBA in Fort Lauderdale area, and then lived in Miami. All parts of Miami for a while, moved back to Fort Lauderdale. So I'm really a native south Floridian. It's evolved and changed, especially not just with buildings and real estate and everything else, but transportation. We have now what's called the bright line, which I'm sure you're familiar with, which so many people don't realize. It connects Miami to now it'll be going to Tampa, which is awesome. And so the main stops right now are Miami, Fort Lauderdale, Palm Beach, Orlando, and then it will head to Tampa. And I think that is probably one of the most exciting parts. Fort Lauderdale also has the biggest boat show in the world. So all of the mega yachts and tons of people all over the world come to Fort Lauderdale for an extended weekend. And because of that, it's really evolved. And it said its name. It's established its name so much more. It's still a community where you can know a lot of people, and there's a lot of walkability. It's not as overwhelming as Miami. It's not nearly as expensive as Palm beach. And it's a great place to.

00:04:29 - Bill Risser

Yeah, yeah, that's a great take on it. I think Miami is just the south beach and anywhere going north from there for a few miles as a tourist, it's where you want to be, it's where you want to go, it's what you want to see. But, boy, there's so much more in a lot of different areas, a lot of different places where there's coral gables or Brickell or all these different areas. But Fort Lauderdale, do you feel like it's kind of more self contained when it comes to. It's a little easier.

00:04:58 - Sam DeBianchi

Yeah, it's easier to maneuver. It's easier to understand. Miami is very spread out, and I think people assume oh, I'm going to Miami. And I always ask, well, what part are you going to? Brickell, South Beach, Winwood. I mean, there's very different and unique neighborhoods in Miami, whereas Fort Lauderdale, when you say you're going to Fort Lauderdale, it's generally east Fort Lauderdale. Downtown or the beach. And that's. And, and downtown and the beach, it's a mile between them. So it's really the same part. The same area.

00:05:30 - Bill Risser

Yeah, I like that. You mentioned you went to school in Boca. For me, that means fau, right?

00:05:37 - Sam DeBianchi

Yes.

00:05:38 - Bill Risser

And we're recording this on the first day of March Madness here in 2024. And look, Sam, it had to be unbelievable last year when the owls were able to advance to the final four, talk a little bit about what was happening in Fort Lauderdale last year at this time.

00:05:58 - Sam DeBianchi

Again, I mean, it was not really expected overall. You don't hear, especially people, it's now, again, put it on the map, because before, I would say years ago, oh, I went to Fau. It's like, oh, where is that? Oh, it's in Boca. Everyone knows Boca. And then I have to know where exactly it is. It's close to the Boca mall. Okay. And we left it at that. But now with March Madness and everything, there's at least a much bigger connection. A much cooler connection. And so, yeah, again, South Florida schools, a lot is happening in not just south Florida, all of Florida, I think. I mean, I went not to totally pivot, but I even toured, like, Pontavidra, Jacksonville. Everything is completely different than even, I'd say, five, seven years ago. It's wild. And it really comes down to so many people are moving here, and developers are trying to take advantage of that and kind of meet expectations and exceed them.

00:07:02 - Bill Risser

Look, I'll agree with that. Even on this coast. Right now, we live downtown St. Pete. There's a 46 story condo project and a 42 story condo project one block away from each other. Like, racing to see who can get theirs up highest. And that's two of another seven cranes you see going up in St. Pete. Just amazing.

00:07:26 - Sam DeBianchi

Tampa is one of the hottest markets in the country, and the stats show that there's a thousand people moving here. A know, I will also say there's a good amount of people moving out, but I think it's not necessarily because they are dying to get out of Florida. But I think that there's so much opportunity with the fact that you can sell your home, make a bunch of money, and then move to a different state where prices are less expensive and capture more if I can make a substantial amount and move to a different market, not obviously being a realtor, because I don't want to have to rebuild my book of business again, but to the average person, I mean, that's super enticing, and it's very attractive.

00:08:06 - Bill Risser

Yeah. Your main focus of study, FAU, was communications, correct? Communications major. Do I have that right?

00:08:13 - Sam DeBianchi

Correct. That meant that I wasn't truly sure what I wanted to, but. So communications sounded great, and I really actually enjoyed getting that degree and focusing on that major.

00:08:28 - Bill Risser

What was your first gig out of school, then? Where did you land?

00:08:34 - Sam DeBianchi

So I always knew that I wanted to be in nightlife, believe it or not. Not necessarily real estate, but I always knew I wanted to be in nightlife. And while I was getting my MBA at NSU Nova Southeastern University, I was interning at a nightclub, and I worked my way up very quickly to become a manager of a nightclub. And I did that in Miami for a few years, and that's where I learned so much about my real estate business. And you're thinking, what does one have to do with the other? But everything from how to manage people, how to manage people's expectations, how to think quickly. Marketing, advertising, PR, relationships in general, selling, and the time span of a life of a nightclub is generally two years. So you really have to think quickly and be very creative and unique. And I used those skills and that knowledge to really catapult my real estate business. And I always tell people when I speak to large groups, it was weird how I knew growing up that I wanted to be a nightlife. I wanted to be on TV, and I wanted to be a thought leader in whatever. I was going to be in the bigger picture in my true career, because I always knew nightlife was going to have an expiration date. So needless to say, I was able to accomplish all of those things. But I always go back to my experience and my job and nightlife because it made me grow thick skin. And in situations like the NAR lawsuit to you, you got to have thick skin, and you got to know how to pivot and make decisions and make moves and educate people and do all of these things that I learned back in the day, the job that everyone laughed at and said, oh, you're a promoter? I said, no, I manage a nightclub. And they never took seriously. That's what I did. And totally in a different direction. I also created a college course. I'm an adjunct professor as well. I created nightclub management when I was 25 at FIU, which is one of the top hospitality programs in the country. But I had to stop teaching when I was going on million dollar listing because there's only 24 hours in a day. And I was hoping to change that, but I never could get that to happen.

00:11:02 - Bill Risser

Yeah, hospitality is probably the top two, one of the top two or three previous careers that I come across. You see a lot of healthcare, there's that empathy to go in there and the education. Right. A lot of teachers turn into really good agents because of the same kind of reasons you're talking about. You got to be able to bring this knowledge that you built at that other career to that real estate space. So what was the trigger that moved you into real estate?

00:11:31 - Sam DeBianchi

So if you read, I recently wrote a blog that starts off with snakes, con artists, vultures. This is what most, or not, maybe, hopefully not most, but many consumers feel about realtors and real estate agents. Those are the words that come to mind if you go on Google. And I was one of them and that was the truth, I always was. Know so many people like this realtor, they're just after me and they're just in a relationship with me because they want my sale or my purchase or whatever it is, they want the commission. And so I never really liked the idea of being a real estate agent. But as I'm sure everyone has heard from their parents and family, get your license because it's always good to have that is another thing that I was born and raised with was get your real estate license. Get your real estate license. So it's kind of this weird battle, internal battle of I should get it. But I kept putting it off, putting it off. And when I was 25, when I created this course for nightlife, I knew I wanted to get out of nightlife because again, I didn't want to do that for the rest of my life. I decided, you know what, it's in this weird position and I decided to just go and take the test, which took me four times to pass. Everyone told me, any moron can pass the real estate exam. Well, it took me four times and I got my real estate license. And of course, just like everyone, it's like, wow, I'm going to have all of this business, I'm going to make all of this money like the people on Bravo on million dollar listing. And needless to say, that did not immediately happen. And I thought to myself, what can I do to be different? And what is my background? My background is that I enjoy educating people. My background is that I love PR and marketing and advertising. So I thought about everything that I knew and my toolbox, my mental toolbox, and how can I use my skills and my talents and my ability to grow a successful real estate company or real estate career? And that's what I did. I started go on social media and go at it instead of look at me and what a lot of these agents now are doing on TikTok, dancing in front of property. That's never been me. I'm more of the hardcore. Here's what's happening in the world. Here's what's happening with the economy. Here's what information that's being put out there means. Whether it's mortgage rates went up or down or the world is ending, here's what you should do with your real estate. So I went into this industry wanting to educate and help people, not just for the money, but because I genuinely care about people.

00:14:22 - Bill Risser

Yeah, that is apparent. Anyone that follows you or kind of checks out your social, it's obvious. And you work the luxury market, right, in South Florida, which is a difficult and different sort of market, right. You have to have a certain level of expertise. You have to have a certain level of the ability to connect and probably connect quickly. Talk about that a little bit. And then I want to find out how million dollar listing heard about you or found out about you. It had to be an amazing phone call to get that and say, hey, we're thinking about using you. Right. And I would just guess just to kind of round this out that that doesn't hurt your business down the road.

00:15:05 - Sam DeBianchi

No, that's a very long story. So I hope we have enough time. Okay, so I work with personality over price. So what I mean by that is I don't focus on, okay, I only work at this price point and that's it. Because I think that that's really for me, it'll stress me out. I have clients that buy a million, 2 million, $5 million homes, but then also want a real estate portfolio of properties that are $200,000. And I work with that client because I want, again, to round it out and to be all things to that person, not just all things to that price point, because then they're going to go out to other agents for other things. And it's about the relationship. It shouldn't be about the price point. And I think a lot of realtors don't think long term about that. So that's first and foremost. And that kind of segues into million dollar listing and how I got on there because I was not necessarily a luxury real estate agent. I didn't have a lot of sales. I didn't have a lot of luxury sales. I did have my own brokerage and I was at that point speaking on Fox News, CNBC as talking about real estate and the market. And so through my relationships when I was in nightlife, I knew a ton of people. And I heard that million dollar listing was coming into a variety of markets. I saw it on Facebook. It was, I believe, South Florida, Hawaii, Atlanta, like, just a lot of different markets everywhere. And you could kind of figure out that it was that show. And I remember I called my friend Chad and I said, hey, I'm going to get us on that show. And he said, sam, you're crazy. So many people are applying to be on. And I found someone who knew the production company and the people that were kind...

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Colorectal Cancer Awareness Month, recognized each March since its official inception by President Clinton in 2000, emphasizes the critical need for early colon cancer screenings to mitigate disease progression. Survivor Bill Risser offers a deeply personal viewpoint on this topic. His perspective, shaped by his own journey battling colon cancer, highlights the importance of regular screenings, particularly colonoscopies, for early detection and high survival rates. Risser's experiences also underscore the value of a strong support system during treatment and recovery, as well as the significance of maintaining a positive mindset throughout the process. His advocacy for colorectal cancer awareness is imbued with a sincere dedication to encouraging others to prioritize their health through regular screenings, especially those over 45 or with a family history of the disease.

ColorectalCancer.org

Post 1 - The Three Words You Never Want to Hear

Post 2 - My Top Ten Takeaways From Colon Cancer Surgery

Port 3 - Therapy Treatment Begins

Post 4 - Chemo and Caffeine - A True Story

Post 5 - It's All About the People, Not the Cancer

Post 6 - My Life a Fortnight at a Time

Post 7 - Bumps in the Road

Post 8 - And Down the Stretch They Come!

Post 9 - Elephants, Ants and Gelato

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Matthew Simpson is a proficient entrepreneur with extensive experience in the technological and business development sectors. His perspective on LoLo, a relationship retention tool, is deeply influenced by his unique background. Simpson perceives LoLo as a crucial means for real estate agents to stay relevant with their network by providing local, significant gifts consistently. He contends that nurturing relationships and expanding one's network is vital for long-term success in sales, particularly in domains involving infrequent, high-value transactions. Simpson emphasizes the importance of overcoming the fear of rejection and failure, viewing each setback as a valuable learning opportunity paving the way for future triumphs. Furthermore, he sees Lolo as a tool that not only supports local independent businesses but also helps to maintain the unique community atmosphere that differentiates these businesses from larger corporate chains.

00:04:07) Harmonious Diversity: Nashville's Community Tapestry

(00:15:58) Market-Driven Solutions Fuel Business Expansion Success

(00:19:12) Learning from Failures: Entrepreneurial Guidance and Impact

(00:24:25) Monthly Gifts for Real Estate Agents Strategy

(00:29:42) Building Relationships for New Real Estate Agents

(00:29:42) Enhancing Sales Success Through Network Relationships

(00:00:00) "And so that began the initial discussion for what is now Lolo, which is, how can we help them stay top of mind with an item of value, with something meaningful and local, with a write up, with pictures." - Matthew Simpson

(00:04:06) "Matthew Simpson (00:04:07): "When I think about what was so special about growing up in Nashville and then comparing it to mean it was always the people. The people were just so kind, thoughtful, welcoming, just a really community centric vibe." - Bill Risser

(00:13:14) "I was going to say, the entrepreneur runs deep in you. You want to create your own things, and that's great." - Bill Risser (00:13:14)" - Bill Risser

(00:17:28) "If you can find someone who has a specific need and go address that need, and that need allows for enough money to be paid to solve it, that's where you really want to focus your efforts." - Matthew Simpson" - Matthew Simpson

(00:27:11) "The psychology of receiving something that was given to you creates a very positive response and makes people feel good. And that's really what we deliver." - Matthew Simpson" - Matthew Simpson

(00:30:41) "If I look back and think about had I prevented myself from failing at something, would it have been an improvement in my career? And I would say absolutely not. In fact, I wish I had failed faster." - Matthew Simpson

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OVERVIEW

Matthew Rathbun, a seasoned real estate professional with a background in law enforcement, has dedicated over two decades to the industry, advocating for consumer protection and ethical practices. Rathbun's perspective on consumer preferences in real estate is rooted in the belief that the industry needs to be more attentive to what consumers want, whether it's a preferred realtor, platform, or service. He argues that ignoring these preferences can result in missed opportunities, as demonstrated by the rise of new industry players who have successfully catered to unmet consumer needs. Rathbun also underscores the importance of effective communication and storytelling to highlight the value that agents and organizations bring to consumers. Drawing from his extensive experience, he emphasizes the need for the industry to adapt to evolving consumer behavior and technological advancements, urging industry leaders to lead by example in embracing these changes.

TIME STAMPS

(00:15:53) From Law Enforcement to Real Estate Success

(00:21:08) Inclusive Real Estate Experience for Families

(00:22:59) Balancing Family and Professional Commitments in Real Estate

(00:25:13) Embracing Technological Advancements in Real Estate Market

(00:28:06) Putting Consumers First in Real Estate Industry

(00:39:10) Role of Knowledge Workers in Real Estate

(00:48:56) Smartphone Tools for Real Estate Efficiency

(00:50:13) Consumer-Centric Homes Reshaping Real Estate Market

(00:52:38) National MLS Impact on Property Valuation

(00:59:10) Centralized Real Estate Data for Consumer Reach

(01:00:43) Human-Centered Approach for Real Estate Success

(01:07:12) Transforming Real Estate Marketing with AI Technology

KEY TAKEAWAYS

Matthew Rathbun transitioned to a career in real estate after finding a new purpose in life, bringing him growth and fulfillment over the past 21 years.
Rathbun emphasizes the importance of putting clients first, building trust, and involving children in real estate discussions to create a unique and inclusive experience.
Maintaining work-life balance in the real estate industry is crucial, prioritizing family over professional commitments and setting boundaries with clients.
Adapting to changes in the real estate industry, particularly with the integration of AI, is essential for remaining competitive and enhancing efficiency.
A consumer-centric approach in real estate is crucial, emphasizing the importance of prioritizing consumers and effectively communicating the value provided by real estate professionals.
Knowledge workers play a crucial role in industries like real estate, mortgage, and settlement, providing valuable information to clients and shaping the industry.
Real estate agents can boost productivity and mental well-being by using mobile-friendly tools and apps, emphasizing the importance of embracing technology for better organization and efficiency.

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TIME STAMPED OUTLINE

(00:01:36) Tech-Savvy Real Estate Brokerage Revolutionizing Industry

(00:03:49) Immigrant Journey: Sacrifices, Opportunities, and Resilience

(00:06:13) The Determination Fueled by Parental Sacrifice

(00:14:37) Embracing Innovation: Revolutionizing the Real Estate Industry

(00:17:46) Embracing Technology to Revolutionize Real Estate

(00:22:41) Industry Influence through Volunteering and Advocacy

(00:27:13) Embracing Technology and Building Client Relationships

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OVERVIEW

Richard McDonough is a renowned real estate agent in Stillwater, Minnesota, who has built a strong reputation in the industry through his dedication to continuous learning and effective use of social media and technology. His perspective on the real estate market in Stillwater is overwhelmingly positive, shaped by his experiences and deep appreciation for the town. He views Stillwater as a beautiful small town with a strong sense of community, excellent schools, and a variety of activities, making it an attractive place for many people to move to. His admiration for the town is further reinforced by its consistent recognition as one of the best small towns in America. This appreciation, combined with his commitment to building relationships within the industry, has significantly contributed to his success, as evidenced by his remarkable growth in 2012 GCI from $79,000 to $485,000 in just one year.

TIMESTAMPS

(00:05:17) Desirable Real Estate in Scenic Stillwater

(00:16:29) Luxury yacht crew life and career transition

(00:24:11) From Yachting to Real Estate: Embracing Change

(00:28:03) Collaboration and Communication in Real Estate

(00:31:18) Maximizing Lead Generation with Google Business

(00:36:42) Stillwater: A Small Town with High Home Prices

(00:41:22) Enhancing credibility and effectiveness through accurate real estate data

OVERVIEW

Real estate in Stillwater, Minnesota offers a unique blend of small-town charm and access to major corporations, making it an attractive place to live. In a recent episode of "The Real Estate Sessions" podcast, host Bill Risser interviewed Richard McDonough, a successful real estate agent in the area, who shared insights into the local market and the challenges and opportunities it presents.

Located in the St. Croix Valley, Stillwater is not just a suburb but a beautiful small town with a strong sense of community. It is home to Anderson Windows, one of the world's leading window manufacturers, and is in close proximity to other major corporations like 3M, Target, and Medtronic. This combination of small-town atmosphere and employment opportunities makes Stillwater an appealing place for both residents and businesses.

One of the interesting aspects of the Stillwater real estate market, as McDonough pointed out, is that many residents have deep roots in the area. Generational homes are common, with houses being passed down within families. This means that a significant portion of McDonough's business comes from people moving into the area, attracted by the sense of community, excellent schools, and the variety of activities available.

The St. Croix River, which flows through Stillwater, adds to the town's appeal. It is one of the narrowest national parks in the country and was one of the first two rivers designated as a national scenic waterway. The river offers protection and scenic beauty, making Stillwater consistently recognized as one of the best small towns in America.

However, the real estate market in Stillwater is not without its challenges. McDonough highlighted the competitiveness of the industry, which can lead to inventory problems. To address this, he emphasized the importance of collaboration, information sharing, and effective communication among real estate agents and companies within the marketplace. By working together and helping each other, the real estate community can make the process smoother for everyone involved.

McDonough also stressed the need for real estate agents to treat their profession as a business from day one. Many agents focus solely on transactions and wait for the phone to ring, rather than planning for their future. He compared being a real estate agent to owning a franchise, where keeping the doors open and actively seeking opportunities are essential.

In terms of technology, McDonough expressed his enthusiasm for AI (Artificial Intelligence). While the episode did not delve into specific AI tools or strategies, it is clear that McDonough sees the potential of AI in the real estate industry and is exploring its applications.

When it comes to making informed decisions in the Stillwater real estate market, accurate data is crucial. McDonough emphasized the importance of obtaining data from reliable sources, such as Altos research reports. Having access to accurate and up-to-date information allows real estate professionals to better understand market trends and make informed recommendations to their clients.

In conclusion, Stillwater, Minnesota, offers a unique blend of small-town charm, employment opportunities, and natural beauty. The real estate market in Stillwater presents both challenges and opportunities, and real estate professionals like Richard McDonough are adapting to new methods and platforms to thrive in this competitive industry. By prioritizing collaboration, information sharing, and effective communication, the real estate community in Stillwater can continue to provide excellent service to residents and newcomers alike.

SOCIAL MEDIA LINKS

https://www.facebook.com/RichardMcDonoughLSIR

https://www.twitter.com/rmrealty1

https://www.instagram.com/richardmcdonoughmn

https://www.linkedin.com/in/richard-mcdonough-33949417b/

https://www.youtube.com/channel/UC6yABDgRo5b-zr-THwvvEtA

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SUMMARY

Megan Farrell-Nelson, a former kindergarten teacher, made a bold career transition into real estate at the age of 26 and has been in the industry for approximately twelve years. Megan's perspective on transitioning to a real estate career is that it was a challenging and unexpected journey, met with skepticism and lack of support from her peers. However, she persevered and learned to embrace the grit and perseverance required in the industry. Her background as a kindergarten teacher played a significant role in her ability to break down complex real estate concepts for clients and provide them with the necessary education. Megan, along with her husband, who is also a former educator, now relishes the opportunity to educate and train new agents in their office. Her experiences underscore the importance of resilience, learning from failures, and providing support to others in the real estate industry.

QUOTES

(00:00:03) "I walked in as from kindergarten world, right, where you're like, be kind and treat each other with the golden rule. And then I walked into a real estate office and I was like, hi, I'm Megan and super bubly and super, you know, just basically who I am now again. But I was greeted with not as much excitement as I had, let's, let's, let's call it that. And just a lot of like, I remember the first day I did floor time and the agent telling me that I was going to flounder just like the rest of them." - Megan Farrell-Nelson

(00:09:41) "I need something. I know this is going to sound kind of weird, like, you can only go to the beach so many times when you're by yourself, right? And I was 26 and I was excited about life, and that just wasn't it." - Megan Farrell-Nelson

(00:10:52) "I went from taking care of their most valuable possession, which is their baby, right, to the largest transaction. They're going to have experience. And so it's kind of like kid gloves both ways. And like you said, over explaining things is really big in real estate and education. And I went from teaching people who knew nothing about standing in line and reading and writing to breaking it down on a very low level for them. And so it really did transition naturally into helping with real estate because I was able to break it down." - Megan Farrell-Nelson

(00:20:51) "I think the number one thing that agents don't do, I really think it's the number one thing they don't do, which makes me crazy, is they don't learn the contract. They just know what blank spots they need to fill in. Right. They don't understand a contract." - Megan Farrell-Nelson

(00:25:14) "I think that horrible situation I went through, I think that being able to turn away from substances and being able to take care of myself when I needed to are really what helped me heal and continue to heal." - Megan Farrell-Nelson

(00:33:22) "Don't quit before the magic happens." - Megan Farrell-Nelson

SOCIAL LINKS

https://www.instagram.com/meganfarrellnelson/

https://www.facebook.com/TheMeganFarrellTeam/

TRANSCRIPT

00:00:00 - Megan Farrell-Nelson

Yeah. So I was 26, like I said. And it, it was, I walked in as from kindergarten world, right, where you're like, be kind and treat each other with the golden rule. And then I walked into a real estate office and I was like, hi, I'm Megan and super bubbly and super, you know, just basically who I am now again. But I was greeted with not as much excitement as I had, let's, let's, let's call it that. And just a lot of like, I remember the first day I did floor time and the agent telling me that I was going to flounder just like the rest of them.

00:00:36 - Bill Risser

You're listening to the real estate sessions and I'm your host, Bill Risser. With nearly 25 years in the real estate business, I love to interview industry leaders, up and comers, and really anyone with a story to tell. It's the stories that led my guests to a career in the real estate world that drives me into my 9th year and nearly 400 episodes of the podcast. And now I hope you enjoy the next journey. Hi, everybody. Welcome to episode 378 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend. Today we're going to go up to the palm coast of Florida and we're going to be talking to Megan Farrell Nelson. Megan and her husband Brady have a team with Real Brokers LLC. They've been in the business roughly twelve years, kind of in that range, doing some really cool stuff. I've had a chance to work with them at the re bar camps in Florida, whether it was at the state level or one coast up in Jacksonville. So I know you're going to enjoy this conversation. Let's get this thing rolling. Megan, welcome to the podcast.

00:01:35 - Megan Farrell-Nelson

Thank you. I'm so excited to be here.

00:01:38 - Bill Risser

Well, I can't tell you how much fun I think we're going to have today because you and I were re bar camp. Know we've been in a few sessions together. I'm watching you take a picture right now, so I know you're going to post this. A social thing. I wouldn't expect anything else. That's great. Well, Megan, I want to start at the beginning. This is what I do. I like to find out the backstory of interesting people in the and so, doing some research, I was looking around, I saw a lot of Pennsylvania in there, a Scotia of North Carolina. And then you've been in Florida for a little while now. So I'm just going to guess born and raised in PA. Am I right? And tell me a little bit about growing up in Pennsylvania.

00:02:25 - Megan Farrell-Nelson

Yeah. So I'm actually from Scranton, which everyone thinks is so cool because the office, Dunder Mifflin, does not actually exist there. But yeah, I grew up in a city called Clark Summit, right outside of Scranton, Pennsylvania. Grew up with all the seasons, including the snow. And it was college. I can remember I was walking to class in college and my face hurt and my hands hurt and I was like, this ain't it for me. And I was going to school to be a teacher at the time. And so when I graduated, there was a big push for hiring in the Carolinas. And so I went down to the Carolinas because I knew I wanted to get out of the snow and ended up getting a teaching job.

00:03:04 - Bill Risser

Scranton is, I think, that's closer to Philly than Pittsburgh. Right.

00:03:08 - Megan Farrell-Nelson

It's northeast. So, like, the pog knows I'm about an hour and a half outside of New York City.

00:03:14 - Bill Risser

Okay. So I'm just going to know, do you grow up as a Phillies fan or an, when you, when you live in Scranton or does it go the other way?

00:03:22 - Megan Farrell-Nelson

I grew up as a New York Giants fan and a Yankees fan. Yeah. Crazy.

00:03:28 - Bill Risser

How does that happen?

00:03:29 - Megan Farrell-Nelson

Philadelphia is actually further away from where we live than New York. And I don't know, I guess you kind of go with your parents, right? And my dad was a Giants fan and a Yankees fan. And then my mom's side of the family, they're like hardcore eagles, like, season not. We can't be around each other if the teams play each other kind of.

00:03:47 - Bill Risser

Stuff, which the Giants and the Eagles play every year.

00:03:55 - Megan Farrell-Nelson

And my brother moved to DC and I was like, cool. So now you're like, Redskins, Eagles, Giants. So perfect.

00:04:00 - Bill Risser

Got it all covered. So tell me, growing up in Scranton, I know roughly how old you were talking 20 years ago. You're going through high school, right? And before that, what is it like growing up there?

00:04:13 - Megan Farrell-Nelson

My dad was a builder and my mom was a school teacher, so I was always involved around my parents because my dad, we could go to the job site whenever we wanted. Like, had a bobcat in our backyard. There's a bobcat in my parent's backyard right now, which, if you don't know a bobcat is a piece of machinery, not the animal.

00:04:37 - Bill Risser

It's a little tractor.

00:04:38 - Megan Farrell-Nelson

It's kind of tractor guy. But yeah. So I grew up basically, like on construction sites or at school with my mom or with my mom after school and things like that. So I kind of was immersed in the real estate business world without really knowing that, and then the teacher world, which is the path I ended up pursuing initially out of college.

00:05:01 - Bill Risser

By the way, I have to ask you about college.

00:05:03 - Megan Farrell-Nelson

Yeah.

00:05:04 - Bill Risser

Tell me a little bit about that, because I've never heard of.

00:05:08 - Megan Farrell-Nelson

Yeah, King's College. It's in Wilkesburg, Pennsylvania, and it's like, christ, the. So it was a religious school, I guess I was not religious. That's not why I chose to go there. I went for sports because at the time, that was my thing, was sports. And that's how I picked my college. But, yeah, I went there, majored in early childhood and elementary education.

00:05:35 - Bill Risser

Awesome. Now, wait, you said sports. Did you play sports there? Was that part of the plan?

00:05:40 - Megan Farrell-Nelson

Yeah. So my mom is actually a d one, NCAA national champion in field hockey. She was on the national team? Yeah. She's in all these hall of fames all over the place for field hockey.

00:05:54 - Bill Risser

Where'd she go to school?

00:05:55 - Megan Farrell-Nelson

She went to Chippensburg University, which used to be d one. Now it's d two, but at the time it was d one. And, yeah, they won the national championship. She was like, MVP. She's incredible. And I started playing when I was really young, and then it kind of was like, oh, well, you're going to play, and you're expected of me. And then my middle school years, I was like, I'm not playing and I'm not being like my mom. And then I came back around to it in high school. And turns out some things are also inherited. And I was pretty good at field hockey. And when I went to college, my girlfriends who played hockey, some of them played lacrosse, and they were like, hey, why don't you try out for lacrosse? I said, okay. And I tried out, and I ended up making the starting team my first year. So I played field hockey and lacrosse in college.

00:06:45 - Bill Risser

Wow. So for those that don't know, me included the difference between field hockey and lacrosse, one, I'm going to guess, is the stick you're holding. They're quite different, am I right?

00:06:58 - Megan Farrell-Nelson

Yeah. So you have a hockey stick, and it's obviously the balls on the ground, but honestly, it's very similar. So I'm showing, Bill, when you dribble, you do this on the ground, and then when you run with the lacrosse ball, so it's the same basic motions with your wrists, just one's in the air and one's. And they both have goals. So you're trying to get down the field, up and down the field, and really, it's a lot of speed game and an endurance game. Another fun fact about me is I'm a marathoner. Yeah, I've run five full marathons. And so, yeah, I'm a little bit of a, I guess, like, glutton for physical pain when it comes to that kind of stuff, but, yeah.

00:07:41 - Bill Risser

Wow.

00:07:42 - Megan Farrell-Nelson

Yeah, I was really good at running in college.

00:07:45 - Bill Risser

I guess both those sports, incredibly physical. Right. I don't think. There's not the level of contact that can happen sometimes in sports, but I'm sure it's still there. And you probably have a few stories. We'll get to those on episode two. I could talk to you the whole show about your. I had no, we've, we've met quite a few times. We've worked together, and I've never knew that you were a lacrosse and field hockey jock. That's great. All right, so let's get to the fact that you get out of school, you end up in North Carolina teaching, but somehow we have to get you to Florida in real estate. What's that transition look like?

00:08:28 - Megan Farrell-Nelson

So I was a school teacher making $30,400 a year in North Carolina, which as a 20 year old, that's not such bad money. But once you start getting to 25, 26, and you have to talk about buying houses and stuff, it's a little bit more challenging. And I was working at a gym, I was waitressing on the weekends, and I was teaching full time. And that sounds all good when you're single. But then I started to build a life with someone else, and I needed a different income. That person I was building a life with lived in Palm Coast, Florida, and I lived in North Carolina. We had dated long distance, and at the end of the school year, he owned a commodities brokerage. And it was time for one of us to move. And so it made more sense for me, who made $30,000 to move my life. And also I could teach in Florida. And when I got here, I knew I didn't want to jump right back into teaching. So I was know, hanging out a little bit and just staying at home, enjoying the beach and Florida life. And I actually got really kind of depressed. I was. I need. I need something. I know this is going to sound kind of weird, like, you can only go to the beach so many times when you're by yourself, right? And I was 26 and I was excited about life, and that just wasn't it. So upon a few suggestions from some friends, they were like, hey, why don't you get your real estate license? You like people, and you like to talk. And so I was like, okay. And that was almost eleven years ago, and eleven years later, we're still here, still doing it. But, yeah, I got my license in 2013 and joined a local brokerage down here and just hit the ground running.

00:10:19 - Bill Risser

First of all, I've interviewed a lot of people on the show, and you didn't teach a long time. Just a few years. But I'm going to assume even in those few years, whenever I talk to teachers who move into real estate, there's a slight advantage there. I think there's just a different way of thinking about things. Education is a massive part of a great agents tool chest. So my guess is that was a big help for you, right?

00:10:44 - Megan Farrell-Nelson

Yeah. So I was actually a kindergarten teacher, which I adored. And so when I transitioned, I was like, all right. I went from taking care of their most valuable possession, which is their baby, right, to the largest transaction. They're going to have experience. And so it's kind of like kid gloves both ways. And like you said, over explaining things is really big in real estate and education. And I went from teaching people who knew nothing about standing in line and reading and writing to breaking it down on a very low level for them. And so it really did transition naturally into helping with real estate because I was able to break it down. I'm able to break it down now, even, and talk to people who've never sold before or take it up to people who have done it. Lots of. Yeah. And everyone, like teachers and nurses, they're the best agents because they know that's. That's another thing. Brady, also my husband and my business partner, he was a former educator. And so it's kind of cool how we do. Like, we just left an appointment this morning, and we were both educating the whole time. And it's really been a fun transition, and not just with our customers, but also now we have an office in a team where we're recruiting agents in, we're training them. And so that has been a huge thing. We didn't even realize when we opened our office how much that was going to be a part of what we enjoyed is the education part, because it brings us back to who we are in our core. We are educators. So it's a really cool transition. Now I can sell one house and make $30,400 instead of.

00:12:34 - Bill Risser

True. Yeah. Especially on the coast in Florida. So I want to ask you this. You are relatively young, maybe I'll say very young that first year in the business, because it tends to be a second career. But usually people are in their 30s, sometimes even 40s, right. Maybe even later before they make the leap. So, first of all, what was it like the first year? I mean, I could imagine that you had some old veterans hanging around, that it was just a little bit different. Any stories from there?

00:13:04 - Megan Farrell-Nelson

Yeah. So I was 26, like I said, and I walked in from kindergarten world, right, where you're like, be kind and treat each other with the golden rule. And then I walked into a real estate office and I was like, hi, I'm Megan, and super bubly and super, just basically who I am now again. But I was greeted with not as much excitement as I had, let's call it that. And just a lot of, like, I remember the first day I did floor time and the agent telling me that I was going to flounder just like the rest of them and being like, so nice to meet you, Sharon. That was kind of my first experience with it. And then I think it's just like starting anything new. It took me time cutting my teeth, as they call it, to get the earn respect. I was the youngest president of our local board ever, too. I was president in 2019, and I was 32, I believe, at the time. And that was even more challenging than getting in the business. I could get people to trust me with their house, but once I got into leadership, they were like, what's this little girl going to teach me? So it definitely was an uphill battle at the beginning, which anything new is. But I also think I had an advantage being young because I didn't care what anyone thought, right? I moved here, I knew one person, his best friends were real estate agents, so I wasn't getting referrals from them. So I had to go knock on doors. I had to join clubs. I had to join. I supported the humane society when I got there because I knew everyone liked two things. Everyone likes their kids and everyone likes their dogs. And so if I could find a group that if I'm there, they already like me because they know we're on the same page. I did that with the humane society, and I wasn't embarrassed to knock on doors. I wasn't embarrassed to make calls. I wasn't embarrassed to do video. And that was back when video wasn't the cool thing. Everyone, I remember, they were teasing me. She puts her listings on Facebook, and I remember sitting in the seat and ignoring it and feeling really bad because I also came from kindergarten world as a teacher who if I thought someone was doing something not right, I would have reached out and offered help rather than stood behind them and commented, but don't worry, because the next year, I remember the same agent, as I'm sitting there on the computer, came up to me and said, hey, are you putting your listing on Facebook? And I said, yeah. And she said, how much money do you think you made last year off of Facebook? This is probably in 2015. And I was like, I can account for exactly $30,000. And that was the first year I had made six figures. So...

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Jacki Semerau Tait is a seasoned real estate agent with Realty One Group, boasting over 20 years of experience in the industry. Her perspective on the real estate career and work-life balance in Flagstaff, Arizona is shaped by her love for the area and her emphasis on building relationships. She cherishes the beauty and diversity of northern Arizona and finds fulfillment in helping clients achieve their dreams, whether it's finding a second home or assisting with the sale of a forever home due to a job opportunity. Her journey, including challenges such as having to short sell her own house in 2008, has led her to value work-life balance and build a supportive team around her. Join Bill Risser and Jacki Semerau Tait as they delve deeper into these topics on this episode of The Real Estate Sessions podcast.

QUOTES

(00:00:00) "I think everything is relationships. I think if you're a small business owner, which as a real estate agent, you are a small business owner. And that's the first thing that any new agent needs to understand. This is not a job, this is a career. This is where you own your business. And if you're a small business owner, relationships are everything." - Jacki Semerau Tait

(00:04:57) "I think the thing that people need to know is in northern Arizona, you do get four seasons, especially in the Flagstaff area. In Flagstaff, where it's 7000ft, so we have the same type of climate as what people typically associate with Denver, Colorado. And I think a lot of people forget that when they think Arizona, they think dry heat, 120 degrees, saguaro cactus. That's what they think. But no, we've got the Ponderosa Pines, the four seasons. Last year we had a brutal winter and had record breaking snow, 180 plus inches. So, yeah, that's what you need to know. And here's the thing. It's beautiful in northern Arizona. Once you get up north to about the 3000 foot level, there's so much to do, there's so much diversity. You've got the red rocks of Sedona, you have the old mining town in Jerome, you've got the pines and the snow up in Flagstaff. So there's a lot to see and do and it's beautiful." - Jacki Semerau Tait

(00:11:03) "I fell in love with the process of real estate. I just fell in love, which is very odd because I'm a creative. And so for me to really grab onto the legalities and the intricacies, but to me, all these pieces that you have to put together, it's kind of like putting together a puzzle. And when you do it well, you get a great outcome. And it intrigued me." - Jacki Semerau Tait

(00:18:00) "I became far more successful in my business by cutting down the amount of time that I made myself available to my business." - Jacki Semerau Tait

(00:22:38) "Well, Bill, I'll tell you, the one thing that we all have in common as human beings is that we will face adversity. And I know that right now our society is trying to tell us like, hey, if you set up everything right, you can be safe and you can be secure and don't risk anything. Just stay safe. Stay safe. And that seems to be the messaging from our society at large. But honestly, you got to put some risk out there. No risk, no reward. The bigger the risk, potentially, the bigger the reward, but the bigger you can fall." - Jacki Semerau Tait

(00:32:52) "Get a mentor. Get a mentor. It is that simple. Honestly, I think it's a disservice to new agents that it's not a requirement." - Jacki Semerau Tait

LINKS

Jacki's Facebook group

Jacki's Facebook page

@jacki.semerau.tait on Instagram

@homewithjacki on Twitter

Jacki on YouTube

Jacki's Website

Listen to The Real Estate Sessions

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Brad Filliponi, co-founder of Boxbrownie.com, is a passionate and service-oriented professional who has made a significant impact in the real estate photography industry in Queensland, Australia. Brad believes in making real estate photography more accessible and convenient for agents, emphasizing the use of phone cameras as "the best camera is the one you've always got on you." His perspective is shaped by his personal experience in the real estate industry and his desire to create a tool that would allow him to step away from being behind the camera. He views Boxbrownie.com as a technological solution for agents who may struggle to find professional photographers or are constrained by time. Join Bill Risser and Brad Filliponi on this episode of The Real Estate Sessions podcast to learn more about how Boxbrownie.com is revolutionizing real estate photography.

Quick Quotes

(00:06:23) "I think life's a bit more fun when you're sideways." - Brad Filliponi

(00:09:15) "I really feel that I know personally I've done the whole loop so for me to come and be called a disruptor I feel no one probably has earned that respect more than myself or people like me if you know what I mean. Like a one trick pony. I've been doing this forever and this was like a dream for me to almost get off the tools bill." - Brad Filliponi

(00:17:27) "But right here, right now, it is not up to scratch. There's numerous reasons I won't get into it, but it's not as good as the real thing yet. It will get better. And when it's better, we'll be offering it. You watch." - Brad Filliponi

(00:28:40) "It honestly turns your smartphone into a secret weapon. It's DSLR, professional quality." - Brad Filliponi

(00:34:00) "I think your listings are your online presence. They're like your window card to the world. So much like having a beautiful suit and a clean car. I think having beautiful looking marketing is another step towards selling a home and then getting other listing as well. So I think it's all those little 1% mate that all add up, doesn't it? Education and doing what you say and just delivering on what you do I think is a big thing too." - Brad Filliponi

(00:36:43) "The real estate industry has been very kind to, you know, it's great to be able to give back and I think the universe always gives back in marvelous ways. So whatever I can do, I'm just here to help." - Brad Filliponi

DETAILED OUTLINE

00:02:21 - Queensland, Australia

Queensland, Australia is a stunning destination known for its beautiful beaches and sunny climate. Brad, a resident of Queensland, compares it to the Californian coast and describes it as God's country. With temperatures reaching around 28 degrees Celsius (82 degrees Fahrenheit), Queensland offers perfect weather for outdoor activities year-round. The Sunshine Coast, where Brad resides, enjoys sunshine for at least 300 days a year. While there are occasional box and blue jellyfish in the waters, Queensland's dry heat makes it a comfortable place to enjoy the outdoors. Overall, Queensland is a paradise for beach lovers and outdoor enthusiasts.

00:06:12 - Outdoor Adventures

Brad Filliponi, co-founder of Boxbrownie.com, is a lover of outdoor adventures. He enjoys camping and has introduced his family to the joys of outdoor living. Brad embraces a wild side, enjoying activities that get his heart pumping, such as wakeboarding and wake surfing. He also appreciates the tranquility of nature, often taking leisurely strolls through the forest or exploring the nearby mountains in Queensland, Australia. Brad's love for outdoor adventures is a testament to his belief that life is more fun when experiencing the excitement that nature has to offer.

00:07:36 - Real Estate Photography

Brad, a real estate photography enthusiast, has nearly 20 years of experience in the industry. He started his career shooting properties on film cameras before the digital era and honed his skills by studying photography during the transition to digital cameras. Today, Brad co-founded Boxbrownie.com, an innovative tool that simplifies the process of capturing and enhancing real estate photos. This tool allows agents to conveniently upload photos taken with their smartphones, eliminating the need for additional equipment and ensuring high-quality images for showcasing properties.

00:08:59 - BoxBrownie.com

BoxBrownie.com is an incredible tool for real estate professionals, co-founded by Brad. He had a vision to create a platform that would allow him to step away from the camera and start a family. With BoxBrownie.com, real estate agents can easily upload photos taken on their phones, eliminating the need for an extra camera and battery. One of the most impressive features of BoxBrownie.com is their virtual staging service, which is the most popular in the world. Unlike other companies that use AI, BoxBrownie.com employs real-life human editors to ensure the highest quality virtual staging. With their commitment to fair pricing and no subscriptions, BoxBrownie.com continues to revolutionize the real estate industry.

00:16:02 - Box Brownie as a global business

Box Brownie is a global business that has revolutionized the real estate industry by offering affordable solutions for selling properties. Brad Filliponi, the founder of Box Brownie, shared an interesting perspective on their approach to virtual staging. They use real-life human editors instead of AI, making them the leaders in this field. Virtual staging is a powerful tool that allows potential buyers to visualize a property's potential. Box Brownie entered the market with virtual staging at a significantly lower price compared to their competitors, and they have since dropped their prices even further. In addition to virtual staging, Box Brownie also offers renderings, which are computer-generated images that provide an artist's impression of a building or interior that is not yet built. They have even created the world's first automated rendering service, making the process quick and efficient. Overall, Box Brownie's innovative services have made selling real estate more accessible and cost-effective for both residential and commercial properties.

00:23:50 - Snap, Snap, Snap App

Box Brownie, a real estate photography company, has created an innovative app called Snap, Snap, Snap that revolutionizes the way agents capture property photos. Co-founder Brad describes the app as easy to use - just "get your camera out and go snap, snap, snap, upload." With the app, agents can take professional-quality photos using their smartphones, eliminating the need for additional equipment or batteries. The app is currently available on iPhone, with plans to expand to Android in the near future. Snap, Snap, Snap utilizes advanced camera algorithms to automatically adjust settings and capture seven HDR bracketed shots, ensuring optimal lighting and clarity in every photo. Additionally, the app offers editing services where real-life humans enhance the images by layering, balancing light, and even replacing the sky, all at a minimal cost. In summary, Snap, Snap, Snap is a game-changing tool that empowers real estate agents to effortlessly capture stunning property photos using their smartphones.

00:32:21 - Education and Innovation

Education and innovation are crucial in the real estate industry, as highlighted by Brad Filliponi, co-founder of Boxbrownie.com. Brad advises new agents to prioritize their education and stay informed about the latest property technology trends. He emphasizes the importance of innovation and warns against becoming outdated, using the example of Nokia. Attending conferences and listening to podcasts are suggested ways to stay educated and connected. Brad also emphasizes the significance of good marketing, stating that attractive listings and online presence are essential for success in a competitive market. In summary, education and innovation are key factors for agents to thrive in the real estate industry.

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Craig Grant is a renowned figure in the real estate industry, particularly recognized for his proficiency in real estate technology. He has significantly influenced real estate technology in Florida, leveraging his background in website development and his creation of the Real Estate Tech Institute website to educate agents on technology. His innovative and collaborative approach to education in the real estate industry, coupled with his instrumental role in introducing MLS data feeds and public MLS websites, has revolutionized the industry. Craig's perspective is centered on providing engaging and innovative educational experiences and using technology to enhance efficiency and effectiveness in the industry. Join Bill Risser and Craig Grant on this episode of The Real Estate Sessions podcast to learn more about Craig's influence on real estate technology in Florida.

(00:03:08) Florida: Embracing Independence and Vibrant Energy

(00:04:56) Craig Grant's Curiosity-Driven Journey into Technology

(00:10:07) Craig Grant's Journey from Newspaper Intern to Real Estate Innovator

(00:12:05) Transforming Businesses with Innovative Website Development

(00:16:19) Becoming a Tech-Savvy Real Estate Expert

(00:21:47) Collaborative Learning Experiences for Realtors

(00:24:54) AI and Lawsuits: Agents' Concerns in 2024

Quotes

(00:00:08) "I think a lot of realtors are kind of done with that educational experience. Like, they don't want to sit there and hear a four hour lecture in a slide deck presentation. Right? They want something different. They want something a little more innovative and more collaborative, like, you know, engaging. And to me, that's what bar camps really are." - Craig Grant

(00:13:58) "I was warning them in the late 90s, early 2000s that they're going to about to be cannibalized by the Internet and they didn't see it happening." - Craig Grant

(00:17:00) "And to me any good? Not just like somebody who wants to be an expert in the field, but if you really want to excel in whatever you do, you have to be a lifelong learner and a sponge to me." - Craig Grant

(00:30:12) "To me, reconnecting and reconnecting with your sphere, if you're not doing it, is to me what they should be focusing on. And it can't just be, I'm going to automate an email four times a year to you. There's got to be real life touches and actual care and customer service if you expect to get repeat business out of your sphere, because the more and more time goes on, people are just getting less and less loyal." - Craig Grant

(00:31:27) "I believe one of the biggest reasons why we have such a high failure rate in this industry is that most realtors come into the business without a true business and marketing background and they don't do the due diligence to build out a marketing plan to create a brand, to understand budgeting and financing and everything." - Craig Grant

Detailed Outline

00:03:08 - Florida

Florida is a popular destination for individuals and families seeking a vibrant and unique lifestyle. Craig Grant, a long-time resident, highlights the close-knit community and strong sense of independence that Floridians possess. He emphasizes that Florida is a place where people can march to their own beat and do things their own way, without feeling the need to conform to societal norms. Despite stereotypes, Grant emphasizes that not all Floridians fit the infamous "Florida man" headlines. With its diverse population and mix of retirees and individuals seeking a fresh start, Florida exudes a unique and vibrant energy. In addition, Florida is home to various bar camps, providing a refreshing and collaborative educational experience for realtors. Overall, Florida's independent spirit, diverse population, and vibrant energy make it a captivating place to live or visit.

00:04:56 - Craig Grant's Interest in Technology

Craig's interest in technology began at a young age, as he was always curious about how things worked. He would often take apart TV sets and tinker with them. Although he didn't have much experience with computers until college, he quickly became proficient and even started teaching classes on the subject. His passion for technology extends beyond just being an expert in the field; he believes in being a lifelong learner and staying connected to industry vendors. He values building relationships with vendors and staying ahead of the curve to know where technology is heading. Craig's dedication to learning and his belief in the importance of relationships have shaped his successful career in real estate technology.

00:10:07 - Craig Grant's Background

Craig Grant's background is rooted in the marketing and advertising industry. As a student at the University of Florida, he interned at the Gainesville Sun, a newspaper owned by the New York Times. During this internship, Grant's interest in the internet was sparked. He quickly became adept at navigating this new technology, eventually taking over the internet division of the newspaper. Grant's innovative spirit led him to start his own website development company, which eventually led him to the world of real estate. He saw the need for real estate websites and began building them, forming partnerships with realtor associations and expanding his reach across the country. Craig Grant's background is a testament to his early recognition of the internet's potential and his ability to adapt and innovate within the ever-changing landscape of technology.

00:12:05 - Building Websites for Businesses

Craig Grant, a former newspaper employee, has firsthand experience in building websites for businesses. He started his own website development company through the newspaper he worked for, pitching businesses on the importance of having a website and selling them website development and online advertising. He recognized a significant need for this service in the real estate industry and began building real estate websites using MLS data feeds, which was a game changer. Craig's innovative approach led to the Gainesville newspaper becoming the first in the country to run the public MLS website for the Realtor association. This topic emphasizes the importance of websites for businesses and their potential as powerful tools for growth and success.

00:16:19 - Staying Current in Real Estate Technology

Staying current in real estate technology is crucial for success in the industry, and Craig understands this better than anyone. He stays connected to the latest developments by reading online sites and staying up-to-date with industry vendors. Unlike others, Craig believes in building strong relationships with vendors and being the first to know about new technologies and trends. His approach allows him to anticipate where the industry is heading and provide valuable insights to his clients and colleagues. With his Real Estate Tech Institute (RETI) website, Craig has created a platform that offers accessible learning opportunities for realtors, staff members, MLSs, and associations, helping them stay current in a rapidly evolving technological landscape.

00:21:47 - Bar Camps

Bar camps provide a refreshing alternative to traditional educational experiences for realtors. Instead of lengthy lectures and slide deck presentations, bar camps offer a more innovative and collaborative learning environment. This perspective is shared by Craig Grant, a nationally known speaker and trainer in the real estate industry. According to Grant, many realtors are seeking something different and more engaging than the typical classroom setting. Bar camps allow participants to contribute, solve problems, and share recommendations and tricks with one another, facilitated by a topic expert. This fun and interactive experience offers a break from the traditional classroom and provides realtors with valuable insights and knowledge. In summary, bar camps offer a unique and collaborative educational experience that appeals to realtors looking for a more innovative approach to learning.

00:24:54 - Top of Mind for Agents in 2024

AI and lawsuits are top concerns for agents in 2024. Craig believes that AI may take jobs or eliminate them, while lawsuits present different challenges. He predicts a reduction in the number of agents, as there has been a shift towards teams and a high failure rate in the industry. However, he also sees potential for AI to create "super realtors" who use automation and AI to enhance customer service, communication, and lead generation. Despite these advancements, Craig emphasizes the importance of maintaining strong client relationships and reconnecting with one's sphere to foster loyalty and generate repeat business.

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Thad Wong and Mike Golden, co-founders and co-CEOs of @Properties, bring a wealth of experience from their diverse backgrounds in real estate and consulting. Wong, a seasoned professional with over 25 years in the industry, and Golden, a Boston native with a knack for solving contract-to-closing challenges, both emphasize the importance of workplace culture and relationships in business success. Wong believes that a supportive and inspiring office environment is crucial, attributing much of the company's success to its strong culture and relationships. Similarly, Golden values workplace culture and relationships as key elements for business success, highlighting their efforts to support and connect with their agents during market downturns. Join Bill Risser as he delves deeper into these perspectives with Thad Wong and Mike Golden on this episode of The Real Estate Sessions podcast.

Quotes

(00:00:35) "And so when you talk about culture and relationships, love that piece of it, that to a lot of people is more important than anything else because not everybody can rely on getting that at home. So if you can get it at the office and you can build strong relationships and you can have that component filled while you're also being inspired and coached to be the best you can be on the field, it's really the best of all worlds." - Thad Wong

(00:06:25) "In coming to Chicago, that was really the beginning of my love of basketball. I'd never been a big basketball fan except going to Spartans games with my dad growing up. And so it was really MJ that introduced basketball to me. Now it's my favorite sport to track. And so watching Michael Jordan live at the United center for me was just probably some of my greatest sports memories because there was nothing else. You couldn't go to any stadium, any arena, any field, and have the same feeling you had if you were in a stadium with Michael Jordan on the court." - Thad Wong

(00:17:43) "When you have a real culture, you don't have to talk about it. You know, the companies that have robust cultures because they have great retention, they have fabulous growth. You see agents posting and talking about the joys that they experience while being involved in the organization you don't really have to explain to somebody your culture. If you have a culture, it's kind of like a personality." - Thad Wong

(00:27:25) "We view kind of end to end, one stop shop solution for everyone, not just the agent." - Mike Golden

(00:30:07) "Everything is a relationship. And if you want to have as many relationships as possible, you need to be available 24 hours a day. If you're not available when someone calls you, trust me, you're replaceable and it's less convenient to call you. If you're not going to be there, call text, or email. So 24/7 availability is probably your greatest value. That's free that you can provide when you first get started." - Thad Wong

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Tiffany McQuaid, a highly successful real estate broker, author, and community advocate, has over 21 years of experience in the industry and is the broker-owner of McQuaid and Company Real Estate. Tiffany's perspective is one of resilience, determination, and positivity, shaped by her experiences in the competitive real estate market and her commitment to serving her community. Despite facing numerous challenges, she remains committed to showing up every day with her head held high, leading the way, and not letting her struggles define her. Tiffany believes in bringing joy to others and aims to make a positive impact and inspire others through her actions and intentions. Join Bill Risser and Tiffany McQuaid on this episode of the The Real Estate Sessions podcast to learn more about her inspiring journey and unique perspective.

QUOTES

(00:00:00) "In spite of what was going on in the market or in the world or with Mother Nature, I was still going to walk in every day into that back door with my head held high and lead the way and not let anyone know. Whatever struggles I had or whatever was happening, I was always going to try to be my best self." - Tiffany McQuaid

(00:07:40) "But going forward, that's going to be where your value is. A buyer is going to want to work with you because you have knowledge that nobody else does." - Tiffany McQuaid

(00:19:31) "But for this book, very proud of the things that I'm sharing those vulnerabilities, and hoping that the conversion will be whoever's listening to it via audio or reading about it, they're going to walk away with just a little bit of hope, that's all." - Tiffany McQuaid

(00:23:05) "I've chosen not to incorporate it into my life, but instead realize that I don't ever want intentionally to have anyone feel the kind of pain I have felt. So with that said, I just want to bring joy. That's it." - Tiffany McQuaid

(00:31:09) "And that's when it's very easy, then, to flip the switch back and say, I'm going to focus on those five amazing shiny pennies again, because that's representing, essentially the 80%. And I've used it so much over the years, it's insane. But it's been a great, powerful tool." - Tiffany McQuaid

(00:34:10) "All your advertising that you do, go big or go classified." - Tiffany McQuaid

Detailed Outline:

00:01:47 - Tiffany McQuaid

Tiffany is a real estate broker and author known for her strong sense of community and dedication to her clients. Despite market fluctuations, global events, and natural disasters, she remains resilient and committed. Leading by example, she keeps her struggles private. Her boutique brokerage, McQuade and Company Real Estate, has successfully competed against larger firms and continues to thrive. With over a decade of experience, Tiffany has ambitious plans for the future and constantly pushes herself and her team. She emphasizes the importance of knowledge and value in the real estate industry, encouraging others to stay informed and ahead. Tiffany's ability to adapt and unwavering commitment to her clients make her a true industry leader.

00:04:45 - McQuade and Company Real Estate

McQuade and Company Real Estate, led by Tiffany McQuaid, is a boutique brokerage in Naples known for taking on industry giants. Focused on excellence rather than size, McQuade and Company has thrived and achieved success. Now in their 11th year, they have ambitious plans for the future and continue to push themselves. Despite challenges in the real estate industry, especially during the COVID-19 pandemic, McQuade and Company has remained resilient and innovative. They have created unique marketing assets and maintained strong client relationships, showing their commitment to providing value and exceptional service.

00:15:51 - Tiffany McQuaid's Book

Tiffany McQuaid's upcoming book, 'To the Inth Degree: How to Stand Out by Going All In', will be released in January 2024. This project is a labor of love that encapsulates her experiences and insights. The book is divided into seven keys, each starting with the word "end," such as intrepidness, invigoration, intention, inspiration, ingenuity, incentive, and influence. These keys serve as the foundation for McQuaid's accomplishments in both business and personal life. Throughout the book, McQuaid shares her vulnerabilities and unique story, aiming to provide hope and inspiration to readers. Writing the book was an intense process, and McQuaid carefully selected the most effective content to convey her message. Overall, 'To the Inth Degree' is a testament to McQuaid's authenticity, resilience, and unwavering commitment to bringing joy to others.

00:35:39 - Tiffany McQuaid's Website

Tiffany McQuaid's website, tiffanymcquaid.com, is the go-to place for anyone interested in her work and her newly released book. The website provides easy access to the book, which can also be found on popular online platforms like barnesandnoble.com, booksamillion.com, walmart.com, and Amazon. Bill Risser describes the book as a captivating read that combines vulnerability and resilience, taking readers on a journey of deep and uplifting storytelling. In the book, Tiffany shares her authentic self, dispelling any doubts about her genuine nature and kindness. Her ability to bring a smile to people's faces and invigorate them is a key theme explored, leaving readers inspired and wanting to spread that same positivity.

Links for Tiffany and The Inth Degree - How to Stand Out by Going All In

www.tiffanymcquaid.com

Barnes and Noble

GoodReads

tiffany@mcquaidco.com

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Contrary to popular opinion, second-generation realtors tend to avoid the path their parents took, as Vija Williams, our guest for today's episode, did.

As a political science + English major and a pre-law student, Vija was always on track with her attorney dream. She didn't want to be a realtor. And after landing a prized internship at the Santa Barbara District Attorney's office, this dream of hers solidified. Eventually, Vija began to LOVE the job role, but it only lasted until she realized her brain was not wired for stuff like this. During this period, she started to get into real estate – and the rest, as they say, is history.

In today's episode of Real Estate Sessions, Vija talks about her fearless journey to real estate, getting over the inhibition of venturing into the industry, the biggest misconception around it, the pandemic's role in bringing massive changes in the industry, and how to succeed in it. Vija also talks about her personal story and interests, including her love for travel. She chased it despite the odds and her experience as the co-founder of Her Best Life. Listen in!

Success clues:

● Follow your gut. When Vija realized her brain wasn't wired for this, she decided to trust the feeling and dive into real estate instead.

● Communication and failure are two things Vija feels necessary to talk about.

● The advice and tips offered by experienced professionals are unparalleled.

● Bouncing back to good business post-COVID is challenging but is possible with a solid mindset and grit.

Meet The Guest!

Vija Williams is the Head of Industry for PLACE, an all-in-one real estate platform that provides technology and business services. PLACE currently supports and partners with agents and teams from a variety of brokerage brands all across the US and Canada in over 100 unique markets.

Time Stamps

[00:00] Sneak peek

[00:31] Intro

[01:05] Meet Vija Williams

[01:46] Life as a fifth-generation Washingtonian

[02:39] The most significant misconception people have about real estate

[04:00] Getting back to the real estate business as we approach the end of the pandemic

[06:33] The decision to go to Westmont college

[09:31] Entering the real estate space

[18:22] The experience of being co-founder oh Her Best Life

[21:41] Vija on balancing time and effort for your professional achievement

[25:14] Will technology ever replace Realtors?

[29:53] How to REACH Vija

Connect with Vija

● LinkedIn: @vijawilliams

● Instagram: @viavija

● Facebook: @vijawilliams

empirebuilding podcast

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Real Estate Sessions Rewind - Episode 352 – Veronica Figueroa, eXp Realty

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Debbi DiMaggio, a descendant of the legendary baseball player Joe DiMaggio, is a real estate professional with a unique perspective shaped by her creative and philanthropic background. Debbi's real estate philosophy, "luxury as a service," is not defined by a price point, but by the level of service provided to clients. She believes that everyone deserves VIP treatment and attention, regardless of their occupation or income. This philosophy extends to all service providers, such as plumbers, electricians, and designers, whom she treats as part of her team. Debbi also believes that luxury is not limited to high-end properties, but can be found in any transaction, as every client has the potential to refer others and contribute to the success of her business. Her ability to plan ahead and stay organized has proven invaluable in her real estate career, allowing her to provide exceptional service to her clients while making a positive impact on the community through her philanthropic efforts. Join Bill Risser and Debbi DiMaggio on this episode of The Real Estate Sessions podcast to learn more about her unique approach to real estate.

TIME STAMPED OUTLINE

(00:00:00) Exceptional VIP Treatment for All Clients

(00:01:38) Debbi DiMaggio's Expertise and Influence

(00:06:48) Devastating Diablo Winds and Fire Hazards

(00:09:14) Familial Connection to Baseball Legend Joe DiMaggio

(00:14:18) Expanding Business with Corcoran Real Estate

(00:24:55) Transformative Journey of Writing Beautiful Places

(00:30:27) The Power of Philanthropy: Making a Difference

QUOTES

(00:00:00) "Luxury is a service, not a price point." - Debbi DiMaggio

(00:08:35) "Nowhere is perfect." - Debbi DiMaggio

(00:10:12) "I always knew all my life I wanted to do something, and the only thing I knew I did not want to do was real estate." - Debbi DiMaggio

(00:00:00) "Luxury is a service, not a price point. So whether you're a CEO or a celebrity or a contractor or a school teacher, everyone gets the same VIP service. It's not about what your price is." - Debbi DiMaggio

(00:23:23) "Just put 1ft in front of the other. Just do a little bit at a time." - Debbi DiMaggio

(00:30:19) "I just had to write this book because it was in my head. If something comes in my head, I have to do it. I have to share." - Debbi DiMaggio

(00:32:02) "People should give back where they can and when they can. But I also think when you're doing something you love, you're going to connect with people who are like minded. So I don't want to say, go do charity work because you're going to get the next deal. When I was doing charity work, I didn't think there was any. I wasn't even thinking about a deal. And then later I was like, because I was young and I knew all these people had their own agents, and when people started calling me for business, I was like, oh, my God, I'm so grateful. But that's not why I did it. I did it because I was just being my authentic self. But when people see you being your authentic self, it's where you connect." - Debbi DiMaggio

00:00:00 - Luxury as a Service

Luxury as a Service is championed by Debbi, a real estate agent with over 30 years of experience. According to Debbi, luxury is not determined by price, but by the level of VIP service provided to all clients. Whether you're a CEO, a celebrity, a contractor, or a school teacher, everyone receives the same high-quality treatment. Debbi emphasizes the importance of treating everyone with kindness and respect, as they are all valuable members of the team. This philosophy extends to service providers as well, including plumbers, electricians, and carpet cleaners, who are all considered part of the team. Ultimately, luxury is about providing exceptional service and building strong relationships, regardless of price.

DETAILED OUTLINE

00:01:38 - Debbie DiMaggio's Background

Debbi DiMaggio is a highly experienced real estate agent and a prominent figure in the industry. Alongside her husband, she formed the DiMaggio beta group, affiliated with the Corcoran icon brokerage in Northern California. With over 30 years of experience, Debbi has established herself as a trusted expert. In addition to her successful career as an agent, she has authored multiple books and serves as a coach and mentor to aspiring real estate professionals. Debbi's unique perspective on customer relationships and marketing strategies sets her apart and makes her a valuable resource in the industry.

00:06:48 - Diablo Winds and Fire Hazards

The Diablo winds, also known as the Santana winds in San Diego, are powerful and scorching winds that blow in from the desert over the mountains and become offshore winds. These winds bring intense heat and dryness, creating a high fire hazard in the Oakland Berkeley hills area. One resident, Debbi, recalls a time when the Diablo winds caused a devastating fire in the Oakland Hills, resulting in the complete destruction of the area. The experience was terrifying, with the sky turning black and the air thick with smoke. The residents in the area are constantly reminded of the fire hazard, with signs indicating the level of risk. Despite the risks, Bay Area residents have learned to live with the occasional earthquakes and wildfires, understanding that nowhere is perfect.

00:09:14 - Relationship to Joe DiMaggio

Debbi, a real estate professional, has a fascinating connection to the iconic baseball player Joe DiMaggio. Her grandfather and Joe DiMaggio's grandfather were first cousins, making her a third cousin to the legendary athlete. This familial tie adds an extra layer of intrigue to Debbi's story. Despite initially wanting to avoid a career in real estate due to her father's involvement, Debbi eventually found her way into the field and has been successful ever since. Her journey in real estate has been marked by hard work, independence, and a determination to be her own boss. In addition to her professional accomplishments, Debbi is proud to have her son, Chase, join her and her husband in the family business, creating a true family affair. Overall, Debbi's relationship to Joe DiMaggio adds a unique aspect to her impressive career in real estate.

00:14:18 - Partnership with Corcoran Real Estate

Debbi, a successful real estate agent and entrepreneur, merged her firm, Highland Partners, with Corcoran Real Estate. This partnership came about after Debbi was introduced to Corcoran through a friend and was immediately drawn to the brand and its founder, Barbara Corcoran. Debbi admired the Corcoran brand since visiting their New York office with her daughter at a young age. After a year of negotiations, the merger was finalized, and Debbi has been thrilled with the results. She recently spoke at Corcoran's national conference and had the opportunity to connect with agents from around the country and internationally. This partnership has allowed Debbi to expand her business and provide clients with the same high-quality service and expertise that Corcoran is known for.

00:24:55 - Becoming an Author

Becoming an author can be transformative and fulfilling, as Debbi demonstrates through her own journey. It all began with a coffee table book idea, sparked by her passion for beautiful places and a client's encouragement. Her first book came to fruition with the help of a publisher she met at a party, and she meticulously planned and organized the content before meeting with him. The process of writing her subsequent real estate books required dedication and collaboration, with one book even being dictated during home inspections. Debbi's tagline, "Follow your passion. Live your purpose," reflects her belief that pursuing what you love can lead to a fulfilling life.

00:30:27 - Philanthropy and Giving Back

Philanthropy and giving back are important to Debbi. She discovered her passion for philanthropy early in her career and has since worked with various charities, including the UCF Benioff Children's Hospital in Oakland. Debbi believes that agents should embrace philanthropy, but also emphasizes the importance of doing something they love. For her, philanthropy is about being true to herself and making a positive impact. Her inspiring journey showcases the power of philanthropy in making a difference and forging meaningful connections with others.

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Caroline Hobbs is a seasoned and innovative professional in the real estate industry, with over 17 years of experience and a successful tenure as a broker owner for Reward Realty. Her innovative approach to the industry is centered on streamlining processes and eliminating duplication of efforts, with a strong belief that the low adoption rates among team leaders and brokerages are due to the need for agents to input information into multiple systems. Drawing from her extensive experience, including a six-year mentorship under Juliana Lee, Keller Williams' top agent, and her role in consulting with Keller Williams on system development, Caroline advocates for a fully automated and updated experience for consumers. She emphasizes the importance of technology and connecting existing platforms to enhance the real estate experience and encourages new agents to seek a real estate coach outside of their brokerage to accelerate their growth and career. Join Bill Risser and Caroline Hobbs on this episode of The Real Estate Sessions podcast to learn more about her innovative approach to revolutionizing the real estate industry.

Bio

Caroline Hobbs is a highly experienced and innovative figure in the real estate industry. With over 17-18 years of experience, she has established herself as a prominent broker owner for Reward Realty. Caroline's journey began in Southern California, where she developed a passion for real estate and later moved to San Jose for college. She honed her skills by working alongside Juliana Lee, Keller Williams' top agent, for six years, gaining invaluable mentorship and experience. During this time, Caroline managed a database of over 10,000 individuals and sent out monthly market reports, capitalizing on the era when people eagerly anticipated receiving such emails. Her expertise was further recognized when she consulted with Keller Williams on system development. In 2013, Caroline took her career to the next level by founding her own real estate brokerage, Reward Realty, where she continues to revolutionize the industry with her innovative approach.

Quotes

(00:00:00) "And ideally, my goal is to have agents working out of just one program. I think one of the reasons why team leaders and brokerages have low adoption rates is because agents are having to duplicate efforts, putting information into multiple systems and then things fall through the cracks." - Caroline Hobbs

(00:03:21) "Northern California, it's really kind of got everything, like something for everyone. It is the heart of Silicon Valley. So we do have lots and lots of very smart engineers and engineer type people. But one thing that I really appreciate about the Bay Area is it's very similar to New York in the fact that it is truly a melting pot. Cultures and people, and I think that really just adds to the whole culture of the Bay Area. Making you feel welcome." - Caroline Hobbs

(00:08:57) "I think that college is fabulous for the academics, but most importantly, it's really a time to develop your own self and determine what it is that you want to do with your life and how you're going to dedicate yourself to get there." - Caroline Hobbs

(00:18:45) "I believe that every agent strives to give each and every one of their clients the highest and best customer service out there. Now, do I think everybody accomplishes that goal? No. But I think a lot of that is because of a lack of supporting systems in place." - Caroline Hobbs

(00:29:59) "Get a real estate coach outside of your brokerage...get a coach, have them guide you and give you that weekly training, prioritizing innovating, getting you new ideas and holding you accountable." - Caroline Hobbs

Detailed Outline

00:01:29 - Contacting Caroline Hobbs

To get in touch with Caroline, the broker owner of Reward Realty, you have a few options. You can visit the Reward Realty website at rewardrealty.org and use the contact form to send her a message. Alternatively, you can email her directly at caroline@rewardrealty.org. Caroline is known for her innovative approach to real estate, using technology to create a seamless experience for consumers. With her extensive industry experience, Caroline understands the importance of having a real estate coach for guidance and support. She recommends seeking a coach outside of your brokerage for weekly training, new ideas, and accountability. Contacting Caroline is a great opportunity to connect with a knowledgeable and forward-thinking professional in the real estate industry.

00:07:45 - College Experience

Caroline, a third-generation real estate professional, had a transformative college experience at San Jose State University. Growing up in Orange County, she had a privileged upbringing and little exposure to diversity. However, her decision to attend San Jose State opened her eyes to a whole new world. Moving into a dorm and living with 40 other women from different backgrounds was a shock to her sheltered upbringing. Despite the initial surprises, Caroline quickly adapted and embraced the opportunity to become independent and make her own adult decisions. College, to her, was not just about academics, but also about personal growth and self-discovery. She believes that college is a time to determine one's path in life and develop the necessary skills and relationships to achieve it. Caroline's time at San Jose State allowed her to grow as a person and forge lasting friendships that have endured even 15 years after graduation.

00:12:26 - Women in Real Estate

Caroline Hobbs, the broker owner for Reward Realty, shares her journey as a young woman in the male-dominated real estate market. Despite the industry's male-dominated leadership, Caroline highlights that the majority of Realtors in the country are actually female. She attributes her confidence and determination to her upbringing, where her single mother instilled in her the belief that she could achieve anything she set her mind to. Caroline's success in breaking down barriers in real estate has motivated her to continue doing so, even in her new tech company. Through her story, Caroline inspires other aspiring agents to believe in themselves and seek guidance from real estate coaches to accelerate their growth and career.

00:18:42 - AI and Automation

AI and automation are revolutionizing the real estate industry, and Caroline Hobbs, a business coach and team leader, is at the forefront of this advancement. Hobbs recognizes that agents struggle to provide the highest level of customer service due to a lack of supporting systems. To bridge this gap, she has developed a client portal that empowers clients to be more involved in the transaction process. Through the portal, agents can provide updates, notes, property details, documents, and schedule appointments with vendors. Hobbs is also working with a development team specializing in OCR and AI technology to automate the sorting and reading of documents, reducing the need for constant communication. By utilizing technology, Hobbs aims to help agents work smarter and provide a seamless experience for their clients.

00:29:48 - Importance of Real Estate Coaching

Real estate coaching is crucial for new agents as it greatly accelerates their growth and career. According to Caroline Hobbs, a broker owner at Reward Realty, getting a real estate coach outside of your brokerage is essential. Hobbs, who has been part of the Tom Ferry ecosystem for three years, highly recommends their coaching services. These coaches provide weekly training sessions that prioritize innovation, new ideas, and accountability. Hobbs regrets not starting coaching earlier in her career, as she now understands its potential to accelerate growth and success. In conclusion, a real estate coach can be a game-changer for new agents, providing guidance, training, and accountability needed to succeed in the industry.

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Phillip Gagnon is a seasoned professional in the real estate industry and the founder of Three Data Pulse, a company dedicated to enhancing the three pillars of successful brokerages: recruiting, retention, and agent productivity. Gagnon believes that AI can play a crucial role in improving real estate operations and decision-making. His perspective is shaped by his extensive experience in the industry and his company's focus on leveraging technology and data analysis. He emphasizes the importance of sentiment analysis and understanding human emotions in driving behavior and decision-making, suggesting that AI can provide insights leading to significant improvements. Gagnon also highlights the need for brokers to maintain consistent communication with their agents and build a human connection, which can be facilitated by AI systems. Join Bill Risser and Phillip Gagnon on this episode of The Real Estate Sessions podcast to learn more about the role of AI in enhancing real estate operations.

Quotes:

(00:00:14) "And the truth was that nobody had ever been taught how to recruit, retain, or coach." - Phillip Gagnon

(00:05:30) "Number one is that it's just Disney. Like, that's the only thing that's here that's all people see when they come. So that's probably number one. Number two, I hear a lot of people make comments about how backwards it is or they think it's backwards and it's really not. I mean, you get north because Disney's on the south side of town. You get to the north side and you get away from all the tourism. And it's just like anywhere else in." - Phillip Gagnon

(00:06:55) "Not so much. I think it just goes to show that no matter what system we come up with, it can always be improved. It can always be better. Definitely should have been in contention or they should have just given them the championship outright. I mean, they were the only undefeated team that year. We could have just skipped the playoff and just give them the trophy and be done." - Phillip Gagnon

(00:11:53) "But in Europe, you're going to go through three different countries that all speak different languages and all have different customs and different histories and ways of doing things and cultures, and it's just all so different within a very, very small geographic space, and then you get all the cultural differences that go into that, and it's crazy." - Phillip Gagnon

(00:23:12) "The biggest challenge that I see companies have is they just don't want to talk to people. Just call your agents. Let's say you haven't talked to an agent in 45 days. That's six weeks. Like a lot can happen in six weeks. What's going on with them? Do you remember their dog's name? Do you remember their kids' names? Not that this is going to necessarily make their business better, but it's just that human connection that people are like, okay, I'm here, somebody cares, somebody's paying attention. And that right there is really the key to retention is keeping agents, is just talking to them, as crazy as that sounds." - Phillip Gagnon

(00:27:42) "I would think that brokers and larger companies would want more documentation and proof as to what it was that they were telling their agents, because then when you do get into a courtroom, now, you have proof that says, this is what we said, this is what we told them. And that's a large part of what we do is you train your agents and here's what we trained them on and here's what we told them. Number one, so you can justify your value to them, but number two, from a CYA standpoint, say, no, I told them not to do that, and they did it anyway. And here's the three conversations where I told them not to do it and they decided to do it anyways. I would think companies would want more of that." - Phillip Gagnon

(00:31:23) "I would say one piece of advice is number one, maybe two things. Number one, understand that this is not a quote unquote side hustle. If that's what you're looking for, then I think a referral company is probably the best way to go because then you don't have to worry about any of that stuff. So if that's what you want, that would be my recommendation. It's going to be cheaper, probably more profitable in the long term. So number one, understanding that this is a career, this is a job, number one." - Phillip Gagnon

Bio

Phillip Gagnon is a seasoned professional in the real estate industry with a strong background in improving operations and decision-making through the use of AI. As the founder of Three Data Pulse, he has dedicated his career to enhancing the three pillars of successful brokerages: recruiting, retention, and agent productivity. With extensive experience working with various offices and managers, Gagnon has a deep understanding of the challenges faced by brokers in terms of recruiting and retention. He is well-versed in the use of AI in real estate operations, having discussed the topic at the T3 Tech Summit. Through his company, Three Data Pulse, Gagnon focuses on leveraging technology and data analysis to drive improvements in real estate operations.

www.3datapulse.com

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Guest Bio

Connect with Sharran

www.instagram.com/sharransrivatsaa

https://www.linkedin.com/in/sharran/

Business School Podcast

Time Stamped Outline

(00:00:00) Inside the Minds of Real Estate Leaders

(00:06:03) Sharran's journey from India to Wall Street

(00:13:52) The Power of Minimalism and Efficiency

(00:19:08) Business School: A Catalyst for Career Transformation

(00:23:57) The Power of Continuous Skill Development

(00:27:58) Transforming a Small Operation into a Thriving Empire

(00:34:00) ESOP Model: Sharing Rewards for Team Success

(00:38:06) Prioritizing and Achieving Greatness in Life

(00:42:52) The Transformative Power of Mindset

(00:47:50) REAL's Innovation in the Real Estate Industry

Detailed Outline

00:00:00 - Real Estate Sessions podcast

00:06:03 - Tennis career

00:13:52 - Roger Federer's Biomechanical Efficiency

00:19:08 - Business School as a Track Shifter

00:23:57 - Meritocracy and Building Skills

00:27:58 - Scaling a Real Estate Business

00:34:00 - ESOP Model and Employee Ownership

00:38:06 - Work-Life Balance

00:42:52 - Importance of mindset

00:47:50 - The rise of REAL

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Liz Rossof, with her diverse background in arts, theater, and education, has carved a unique path in the real estate industry. Her journey began in the art world, focusing on contemporary artists incorporating pre-Columbian culture, which led her to study in Latin America and develop a passion for its architecture. After experiencing the limitations of renting in the competitive San Francisco market, Liz transitioned into real estate in 2017, driven by a desire to help first-time home buyers. Her innovative approach, known as "Creative House hacking," was born from her unconventional start in the industry, where she engaged with potential clients on a trendy Denver street. This approach, combined with her personal experiences and passion for creating meaningful connections, has shaped her perspective on real estate. Join Bill Risser as he delves into Liz Rossof's unique journey and strategies in real estate on this episode of The Real Estate Sessions podcast.

(00:02:19) Liz Rossof's Passion for Real Estate

(00:06:36) Liz's Journey from Art to Real Estate

(00:14:20) Liz's Successful Lemonade Stand in Real Estate

(00:19:35) Maximizing Home Potential for Financial Stability

(00:23:28) Opportunities and Challenges in the Real Estate Market

(00:27:41) Debunking Real Estate Myths: Insider Insights

GUEST BIO

Liz Rossof's unique journey in real estate is shaped by her diverse background and experiences. With a background in arts, theater, and education, Liz initially pursued a career in art, particularly focusing on contemporary artists incorporating pre-Colombian culture. Her passion for pre-Columbian architecture led her to spend time studying in Latin America. After working as a school teacher and artist in San Francisco, Liz entered the real estate industry in 2017. Inspired by her own experiences in the San Francisco rental market, Liz developed a passion for helping first-time home buyers. She created a brand centered around assisting renters in becoming homeowners, and is known for her innovative "Creative House hacking" approach to real estate.

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Andrew Flachner, President of RealScout, has dedicated his career to enhancing agent-client relationships in the real estate industry. Flachner has seen firsthand the challenges of maintaining relevant contact with everyone in a real estate agent's database. He believes that while AI has transformative potential, the focus should be on the core of a product or service and its ability to solve problems and assist agents, rather than simply boasting about AI capabilities. His company, RealScout, is committed to re-centering agents in the consumer experience and providing tools for collaboration. Join Bill Risser and Andrew Flachner on this Short Cuts episode of The Real Estate Sessions podcast to learn more about his unique perspective and innovative solutions.

(00:01:23) RealScout: Enhancing Agent-Client Collaboration

(00:06:46) RealScout's Collaborative Agent Experience

(00:09:13) Revolutionary Real Scout Pro Plus Upgrade

(00:15:04) RealScout's Rapid Growth and Agent Empowerment

Quotes

(00:00:00) "It's difficult to maintain contact and relevant contact with everyone in your database frequently enough." - Andrew Flachner

(00:05:06) "But one of the things that we're learning is that if you are struggling to generate new business in a slow market, there is a huge asset that you're probably ignoring, and that is your database, that is your CRM. And so everything that we've been building and announcing as of late is all geared around how to help agents take this asset and help extract dividends from it." - Andrew Flachner

(00:11:54) "In terms of AI, I might have a contrarian perspective here. AI is absolutely transformative and I use it in one way or another almost every day. However, in real estate, I have seen a lot of what I'll call brochureware, where you can see a lot of people talking a big game about AI." - Andrew Flachner

(00:14:22) "The core of what makes an iPhone, an iPhone or iOS, iOS is not AI, AI helps run it, it helps make it a great product, but it is not the product." - Andrew Flachner

00:01:23 - Special occasions

Special occasions like Valentine's Day and daylight savings have traditionally been used by real estate agents to stay in touch with their clients. Andrew Flachner, the founder of RealScout, acknowledges the challenge of maintaining contact with everyone in a database. In the past, agents would send Valentine's Day cards and daylight savings reminders to increase touch points. However, Flachner believes there is now a better way, and that's where RealScout comes in. Real Scout aims to empower the relationship between agents and clients by providing a platform for collaboration and relevant touch points. This helps agents extract dividends from their database and improve their online reputation and visibility.

00:06:46 - RealScout's mission

RealScout, founded in May 2012, aims to put agents back at the center of the consumer experience. While national portals have helped agents at the top of the funnel, RealScout provides a safe haven for collaboration between agents and clients once they start working together. The company recently launched RealScout Pro Plus, which includes buyer and seller nurture features, as well as a flagship feature called auto nurture that automatically nurtures everyone in an agent's database. RealScout also utilizes artificial intelligence (AI) in their platform, but founder Andrew emphasizes the importance of realistic expectations and thorough testing before fully embracing AI in real estate. The core of Real Scout's success lies in their vision and problem-solving abilities to benefit agents.

00:09:13 - RealScout's Pro Plus version

RealScout recently launched Pro Plus, their largest platform upgrade in over a decade. This new version not only nurtures buyers, but also potential sellers in an agent's database. One standout feature is the home value alert, which provides homeowners with an estimate of their home's worth from Zillow and another automated valuation model. Agents have seen a high return on investment and potential sellers reaching out for more information. Additionally, RealScout Pro Plus includes auto nurture, which automatically nurtures everyone in an agent's database, making it easier to extract value from their existing asset. Overall, Real Scout's Pro Plus revolutionizes the way agents interact with clients and helps them grow their business in a tough market.

00:15:04 - Growth of RealScout

RealScout, founded in May 2012, has experienced remarkable growth over the past eleven years. The company's mission is to prioritize agents and put them back at the center of the consumer experience. While national portals assist agents at the top of the funnel, RealScout recognized the need for different tools to support agents and clients once they start working together. RealScout aims to provide a safe haven for collaboration, empowering the relationship between agents and clients. Despite the market slowing down, RealScout continues to grow rapidly as agents and teams rely on the platform to expand their businesses. The company's focus is on supporting this growth and enhancing features like auto nurture to help agents convert clients at any stage of their lifecycle.

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Rachel Kilmer is a renowned real estate agent with Reese Nichols Real Estate in Kansas City, Missouri, who has successfully leveraged her background in sports and video production to excel in her career. Rachel's perspective on success in real estate and the use of social media is rooted in authenticity and personal strengths. She believes that one should not force themselves to adopt marketing strategies that do not align with their interests or cause anxiety. Instead, she encourages individuals to focus on what they are good at and build their business in a way that reflects their personality. This approach, she believes, not only yields a better return on investment of time but also produces more authentic content. Join Bill Risser and Rachel Kilmer on this episode of The Real Estate Sessions podcast to learn more about her unique approach to real estate and social media.

Rachel Kilmer is a successful real estate agent with Reese Nichols Real Estate in Kansas City, Missouri. With a background in sports and a previous desire to become a social worker, Rachel found her calling in the real estate industry. She gained recognition by winning a contest held by the Kansas City Chiefs, which allowed her to be a sideline reporter for a day. Rachel's experience in video production and her involvement in marketing and social media have contributed to her success in the real estate business. She emphasizes the importance of doing what you're good at and enjoying it, rather than following trends that may cause anxiety. Rachel values teamwork and provides support to her team members, including an operations manager who handles paperwork and marketing. She is active on social media platforms such as TikTok, Instagram, and Facebook, where she can be contacted.

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Craig Rowe is a seasoned tech columnist and real estate tech reporter for Inman News, with a rich background in publishing, journalism, graphic design, and advertising. His perspective on the topic of "Craig Rowe: tech columnist, real estate investor, outdoor enthusiast" is shaped by his extensive experience and expertise in real estate technology. Rowe is passionate about the intersection of technology and real estate, and he is dedicated to exploring and sharing advancements in this field. He has a keen interest in improving the web structure and design of real estate websites to make them more user-friendly, particularly for finding and contacting agents. Join Bill Risser and Craig Rowe on this episode of The Real Estate Sessions podcast to delve deeper into Rowe's insights and experiences.

(00:02:36) Outdoor Adventures in a Close-Knit Community

(00:09:17) Seizing Opportunities and Following Interests

(00:14:52) The Adventurous Lifestyle of Truckee, California

(00:20:34) Craig Rowe's transformation from freelance writer to tech columnist

(00:28:29) Revolutionizing real estate with alternative finance

(00:35:45) The Burden of Bloated CRM Tech

(00:44:24) Gathering insights for valuable industry content

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Real Estate Sessions Rewind – Andrew Flachner, Co-Founder and President – RealScout

Originally aired August 20th, 2019

01:50 – Growing up in California

03:05 – Knowing real estate would be your path at an early age

06:40 – Working real estate while in college

08:45 – The first start-ups Natural Cravings and Duo Dater

13:35 – The RealScout story

16:05 – The reason behind focusing on on segment of the real estate transaction

18:20 – The concept of computer vision via machine learning

21:55 – A couple of Andrew’s favorite stat ups from ICLV

24:30 – Andrew’s take on “disruption” in 2019

26:50 – The relationship with Brad and Inman.com

29:05 – What one piece of advice would you give a new agent?

Andrew on Instagram

Email Andrew

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00:00:00 - Craig Grant

So anytime you have AI generated content, I don't care if it's written imagery, anything, you don't want to just copy and paste and use it immediately. You got to make sure that every aspect of it is accurate. So you want to fact check things. You can ask for sources and go check if those sources are correct. You should legal check it, everything before you go use that in the public or in your marketing. You.

00:00:27 - Bill Risser

You're listening to the Real Estate Sessions Podcast. And I'm your host, Bill Risser, executive Vice President, Strategic Partnerships with RateMyAgent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 366 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend. Today we have a very unique episode. I interview Craig Grant. This session was recorded at the high tech High Touch Summit in October of 2023 at the Buffalo Niagara Association of Realtors. Yes, Jeff and Lisa, through results consulting, has created this one day session. This event combines technology with, as Jeff likes to put it, ships friendships, relationships, which lead to championships. So this interview is a session on artificial intelligence AI. It's all the rage. Craig's in high demand around the country, speaking at associations about AI and the future of AI in the world of real estate. Let's get this thing started. I hope you enjoy my interview with Craig Grant at the high tech High Touch Summit in Buffalo, New York. Craig, welcome to the podcast.

00:01:44 - Craig Grant

Thanks, Bill. Thanks for having me.

00:01:46 - Bill Risser

Yeah, well, look, we're here in Buffalo, and it's been wonderful talking to this crowd, and we've been teasing them for the last few hours that we're going to talk a lot about AI. And this is that opportunity. So I'm going to get this thing started right off the bat. First things first. Should we be worried about our safety and security? Is AI coming to destroy us?

00:02:08 - Craig Grant

Do you want the real answer, or do you want me to sugarcoat it a little bit?

00:02:12 - Bill Risser

Let's go somewhere right in the mean.

00:02:15 - Craig Grant

So there are some very legit concerns with AI. I'm sure you guys have heard all about the doomsday type stuff. Where could AI become self aware and could it tank the stock market or start killing people? Kind of like Terminator type stuff. And the reality is that is a legit concern. And even some of the biggest people working on these projects admit they know they're working on something very cool and transformative. But they also know they're working on something that could really cause all kinds of major issues. So there is some legitimacy to the fear. But at the same time, a lot of these companies are trying to build in guardrails to hopefully make that not happen.

00:02:52 - Bill Risser

You're telling me we should be slightly worried, but when it comes to online security and what Google knows about us, that cat's way out of the bag, right?

00:03:02 - Craig Grant

Way out of the bag, yeah. You and I were talking about this. Every decade or so, another major thing comes into the market that does this same kind of fear. You know what I mean? You go back 25 years ago, it was just the start of the Internet was going to end us all. Then it was social media was going to end us all. I mean, they're each kind of big movement does come with some concerns. This one, it's just evolving so rapidly that it does have some people kind of freaked out or scared, but there's no putting this back in the bag. Like AI is now out in the wild, everyone's using it and loving it. But again, hopefully some of those fears don't come to fruition.

00:03:41 - Bill Risser

All right, well, we'll hope the good guys beat the bad guys. We generally tend to do that overall, so we just need to continue that hope. Let me ask you this question. Chat GPT. I think when we talk AI, it's always chat GPT because they were the first to really come to market and have something that was free, and then now they've got a paid version. But it feels like to me, it's like the Band Aid or Kleenex of AI. It's just become generically known as chat GPT. But there's a lot of competition, right, and it's growing, it seems like, weekly.

00:04:14 - Craig Grant

Yeah, absolutely. And by the way, I talk about this all the time AI has been around since any of us. I mean, it's been around for over 70 years, but for the first, let's say 69 years of its existence, we were using AI all the time without realizing it. I mean, our GPS, like so many things, are using AI, but it was always kind of prepackaged to us by a company saying, here's how to use our AI tool. What Chachi BT really did was it flipped the script and made it available to everybody to use however you wanted, whether it's creating content, whether it's figuring out your business plan, whatever, you could use it however you wanted to use it. So it did kind of break that mold and made it available to everybody. And that's why it got such big press and it constantly is getting buzz. But like you mentioned, it's not the only option in town. And in mean you look at tools like Google's Bard or Microsoft's Bing Chat, which is based on chat GBT. But Microsoft has gone further in certain areas with Mean. It's definitely not the only game in town. And when I talk about AI, I always tell people, you might want to play with a couple of them and see which one you think is the best one for how you're going to use it in your business, because Chat GBT is not the end all, be all, in my opinion. Google Bar does some things way, way better. So does Microsoft Bing Chat. So does Jasper. I mean, there's a few options out in the marketplace that are just as good or if better in certain areas. And it is like they're leapfrogging each other every other day. Like every week or so, one of them makes another major advancement, another announcement of a new cool feature that makes it better than the others. And a week later, another one leapfrogs it again.

00:05:54 - Bill Risser

Yeah. And there's also some very specific AI platforms out there that work really well with video or work really well with absolutely, yeah.

00:06:07 - Craig Grant

I mean, and don't be wrong, you can use Chat GBT now to do imagery. You used to have to go to Dolly to do that, but now it is being built in, integrated into Chat GBT. But there's other image generating tools, mid journey and stable diffusion stability, that, in my opinion, create better kind of imagery than Chat GBT and Dolly have been doing. And again, to me, it's another example of play with each one, see which one you think is the best, how you're going to use it.

00:06:33 - Bill Risser

Yeah. For people here in the audience, my question to you is, what is a simple way to get started? Because we're going to talk over the next 20 minutes very deep into the world of AI and what it can do. But like many things in real estate, in technology in general, it can be overwhelming. So what's a simple thing someone could do just to get that first taste?

00:07:00 - Craig Grant

I mean, to me, it's no different than any other new technology. Just get in there and play with it and don't be afraid of it. I mean, you can start off with some pretty basic prompts, have it do little things for you, like help you come up with idea generation or help you write a property description, whatever. And then you'll kind of see just how powerful, how cool it is. And then you can continue iterating and tweaking until you really can really use it to its extent for your business. Because the reality is, the possibilities of how you can use it is limitless. You can use it for every aspect of your life and in your business these days, and just like you've been saying, now, there's companies coming out with new tools all the time to tie into these products to make them even more specific and better.

00:07:48 - Bill Risser

Yeah. You use the word prompt. And that's going to prompt me, Craig, to go a little deeper with that word, because the more I pay attention to what's happening in this new world, it seems to me that the prompts really are like you must understand how to use those effectively, how to layer them up on top of each other, all these amazing things you can do. But it's a garbage in, garbage out thing going back to the old days of computers, right? Yeah.

00:08:26 - Craig Grant

And again, that's another thing where you just have to kind of get in there and play with it and keep trying to add in a little bit more as you go until you really figure out how to do proper prompting. But the prompt is the instruction or the task you're putting into these tools to have it create something for you, whether it's a custom image it's generating, whether it's that property description that's writing for you, mapping out your marketing plan. I mean, again, the possibilities are really endless of what you can do with it. And you won't really know until you get in there, start playing with prompting. Now, the other thing is, there are tools now that can, if you can't figure it out, where they've already done the prompting for you. Like there's tools like Aiprm or Chat Guide and a few others, prompt Pal, where they just have libraries of thousands of prompts ready to go, where if you can't figure this out, just use one of their existing prompts. So the whole idea, though, is, again, get in there and play. And then you'll start understanding some of the capabilities. Or just use a tool that already has it built in.

00:09:28 - Bill Risser

I've heard that you can put in a prompt, a rather lengthy prompt, maybe it's a paragraph or two, and then the result that comes out, you can say, great, now use this result in some other prompts, and then you can continue really fine tuning to this Nth degree, this result you're searching for. Am I right with that?

00:09:54 - Craig Grant

Yeah. And that's something I teach all the time when I speak on AI, is when you do an initial prompt, the first thing you can do is iterations. In other words, let's say you put in a very generic prompt and it kicks out, let's say that article for you. But you're like, you know what, this is too long. It doesn't really focus on the topics I wanted it to focus on. So you can go back and iterate or tweak as many times as you want. You can say, okay, this is great, but now make it shorter. This is great, but now please focus on rising at just rates or whatever it is that this thing's about. So you can tweak and tweak and tweak until you get the best possible result you're looking for. So those are called iterations. And then the other thing that I always coach, and this is where to me, the power of the prompts gets to another level, is when you can do what are called sequences. So a sequence is when one prompt builds on a previous prompt. So an example I always give in my classes or events is your first prompt could be something like, hey, give me the top 20 ideas that I should blog or post about on social media for a realtor in my market trying to reach first time home buyers. So that first prompt would kick out a list of those 20 ideas. And then your second prompt, the sequence could be, now go write me the blog post for idea number one in that list, an idea number two, and idea number three so the program remembers your initial prompt, and then you can build on top of it. And then once you have your 20 blog posts written out, then your third prompt in the series could be, now write me a 90 to 122nd video script for idea number one in the list, an idea number two, an idea number three. So when you start understanding how you can tweak and iterate, and then you can build out sequences, this is what can really allow you to kind of map or plan out your whole year's worth of content in a one sit down session.

00:11:52 - Bill Risser

Wow. Okay. I think everyone here has got the same expression I do. It's like, wow, not realizing how deep this could go. Yeah. Let me ask you the tough question, and this is important. We have certain people in the room that will want to hear your answer to this question, but what are the compliance issues for Realtor use? Right? There's a few things that Realtors can and can't do.

00:12:18 - Craig Grant

Yeah. Well, first of all, you got to understand the source of content in the AI databases is everything on the Internet. And we all know there's a lot of false, misleading, and just bad information out there on the Internet, and that's in the system. So you talked about the crap in, crap out. Well, that's potentially in the content. So anytime you have Aigerated content, I don't care if it's written imagery, anything, you don't want to just copy and paste and use it immediately. You got to make sure that every aspect of it is accurate. So you want to fact check things. You can ask for sources and go check if those sources are correct. You should legal check it, everything, before you go use that in the public or in your marketing. And when we talk about legal checking, one very specific law that you got to be really careful of in the real estate world is fair housing. So, for example, a tool like Chat Jibdira Bard doesn't know about fair housing. So if you ask it to write you a property description with infringing things in your prompt, such as perfect for a young family, it'll kick out a property description with young family in it, which would be a violation because you're talking about familial status. Right. So it wouldn't know that it's creating a violating thing unless you ask it to refer to fair housing laws. So, for example, you can say, factoring in federal fair housing laws might write me this property description, and then it would do its best to compare the Fair housing laws to your property description, make sure there's nothing offending. So that's one thing is always be careful, check everything. And AI imagery really struggles with things like bias. So if you ask it for a picture of, let's say, a young family, it's pretty much going to be an all white traditional family every single time. So it just kind of uses what's the most common pictures in the database to check out your new image. So in the marketing world, we have to be as representative as possible. So you got to understand that and sometimes adjust your prompts to overcome that bias. So for example, you might want to put into your prompt a young Hispanic family, asian, African American, whatever, or mixed if you're looking for more variety in the imagery in your marketing because it will kind of kick out stereotypes with bias. And then there's the one biggest question when it comes to AI content, is it even legal for you to use in your marketing? And the answer is, as of right now, everything generated with AI is 100% legal and safe to use. And the reason is the US copyright Office basically said they don't want to get involved in this. They really want the legal system to figure it out. And there are several cases that have been filed trying to sue for AI generated content, including a few cases against the Copyright Office. So eventually one of those cases or maybe more than one cases will play out and set a legal precedent. But until then, everything generated with AI is legal and safe to use. So run with it and love it. And by the way, very recently, both Microsoft and Google have said they will defend anyone who gets sued for AI driven content using their tools.

00:15:34 - Bill Risser

All right, I'm going to call this next question shock and awe time. I've been blown away by what's doable right now because I would talk to you or Alex or other people and say things. I mean, how long will it take before we can do this? And your response is always the same. Craig. You go, that can be done right now. That's being done right. So let's, let's break down the different sections, if you will, because I look at video different than I do audio, different than I do, say, presentations or text. I guess all of this is content, right, in some way, shape or form. But for example, in the world of video, right, there is a tool out there that lets me read a teleprompter and fixes the fact that I wasn't looking at the camera. What's the name of that one? Let's go down that path. Let's just kind of break down a few of these different things that can be done right now.

00:16:31 - Craig Grant

Yeah, so I think, I'm pretty sure the tool you're talking about is Descript. Descript can do all aspects of video creation and editing using AI. So, for example, you can use it to create the video content. You could say in scene one, I want a video clip generated of a man and woman running down the beach holding hands at sunset. In scene two, I want them eating at the kitchen table. Scene three, I want them in front of a house with a sold sign. It'll generate each of those clips and basically create your video with AI. You can also use it to edit video with AI. So, for example, let's say you did a three minute video recording of you speaking. Well, you can say, I want you to trim out anytime. I said, UMS or Oz, and I want you to remove this part of the video by just editing the script and fully edit your video using AI and what you're talking about with the eye fixing or eye tracking. They recently added that in as well. So you could be staring down at your phone reading a script the entire time. And then the software will fix it to make sure you make it look like you're staring at the camera the whole way. So that's one called Descript. It's becoming really popular because it's again, using AI just about all aspects of video editing and creation. So, pretty cool.

00:17:48 - Bill Risser

One, I actually used a script myself, right, for the audio component that it does as well, because to be able to take out UMS and Oz and to fix that whole piece of the podcast interview, I think is fantastic. So it's come a long ways. I guess when I first started using it, I wasn't as happy. But like, everything, every generation just gets better and better. Let's talk about presentations. I think this is amazing, right? Agents and coaches and trainers are always trying to put together the latest, greatest presentation. Talk about some of the tools that are out there in that realm.

00:18:28 - Craig Grant

Well, I mean, first of all, we really haven't talked about Canva at all. Canva has become a category killer for so many things. Like, I've been saying for years that it's so amazing just from the graphic design standpoint where you can use it to build out any of your marketing materials. And last year, they added in an office suite to it, where you can create Word documents and presentation slideshows and spreadsheets and everything. And then recently, they've rolled out a whole suite of AI tools. One of them they've added in is called Magic Presentation, where you can basically just give it an outline. It'll build a slide deck for you using AI, or just give it a topic and it'll build out a slide deck for you. That's pretty amazing. I mean,...

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(00:00:18) Investing in Clients for Long-Term Success

(00:01:01) Investing in Personalities for Sales Success

(00:06:26) The All-In Drive: Addiction to Work

(00:09:44) Finding Success in Real Estate

(00:15:08) Creating a Personalized and Memorable Real Estate Experience

(00:23:30) Personalized Automation for Client Care

(00:31:40) Embracing Uncomfortable Conversations for Real Estate Success

Transcript -

00:00:00 - Bill Risser

Hi, everybody. Welcome to another Real Estate Sessions rewind episode. This week, we're going back to November of 2022 with Jay O'Brien, the Client Giant founder and chief daymaker. If you're looking for a way to deepen relationships with your clients and drive, unparalleled, repeat, and referral business, you've come to the right place. Enjoy.

00:00:18 - Jay O'Brien

And I'd say when things are going really well, very important to not just ride that wave, but double down and invest in your people. And on the other side of things, when things aren't going so well, it's natural to claw back on expenses, right? I encourage everyone, whether it's Client Giant or anything you're doing, taking care of people or like charities you're donating to, whatever it is, I really encourage people not to claw back there because it's not an expense. It is an investment in so many different ways. And the solution to saving your business during a downtime is not abandoning your customers.

00:01:01 - Bill Risser

You're listening to the Real Estate Sessions podcast. And I'm your host, Bill Risser, executive Vice President, Strategic Partnerships with RateMyAgent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 335 of the Real Estate Sessions podcast. As I always say, thank you so much for tuning in, and thank you so much for telling a friend today I'm going to be talking to Jay O'Brien. Jay is the co founder of Client Giant. I saw Jay speak at an imminent event back in 2018, and he talked about how he's providing seven star service in a three star world. And a big piece of that was really taking care of the customer in a very consistent way by delivering value added items to the transaction. I'm telling you, you've got to hear what this is all about. I'm not going to spill the beans here. I'll let you listen in and hear Jay's take on how to take care of clients, how to provide exceptional service, and how to get them talking about you without you even really trying. So let's get this thing started. Jay, welcome to the podcast.

00:02:17 - Jay O'Brien

Thanks for having me, Bill. I appreciate it.

00:02:19 - Bill Risser

Yeah, I met you well, I take that back. I learned of you in August of 2018 when you were doing a presentation for Inman, and it was a really cool presentation. I was an ambassador at the time. I know. I tweeted out a bunch of stuff about it. I thought it was very cool, and we'll get back to that. We will talk about that. I'd love to start, though, at the beginning with my guests. And for you, it's going to be I know you're based in Southern California, more specifically Orange County. Are you a native of SoCal?

00:02:52 - Jay O'Brien

I am. I've never left. If I ever leave it'll be to Hawaii, but I was born here in Orange County, and, yeah, I've never lived anywhere else.

00:03:01 - Bill Risser

Wow. I got to ask you this question, then. Dodgers or Angels? Because you're really close to the Angels, but the Dodgers have a thing.

00:03:08 - Jay O'Brien

Bill, you're not going to like my answer. Oh, no, but the answer is neither because neither of those teams play golf. I'm not a sports guy. I'm not a big fan of either. If I had to choose one, I'd say Angels because I grew up going to Angels games and stuff. So I enjoy going to a hockey game, a baseball game and what have you, but I couldn't tell you what's going on unless it's like the World Series or something got you. And even then it could be dicey.

00:03:40 - Bill Risser

Okay, well, let's switch then. Golf. So you played, like, in school, that kind of golf?

00:03:47 - Jay O'Brien

No, in fact, I used to play once or twice a year, like, on vacation, and it was fun enough, you have some beers with your friends out on a golf course, but in 2020, it was one of the few things you could go do. So I got very addicted to it, and now I play like, three times a week.

00:04:03 - Bill Risser

Nice.

00:04:04 - Jay O'Brien

So I'm addicted to the sport now.

00:04:07 - Bill Risser

And there's some great courses up your way, so I'm sure you've had some fun.

00:04:11 - Jay O'Brien

Yes, absolutely. Beautiful courses.

00:04:14 - Bill Risser

Yeah. Let's talk about a little bit just a little bit more about me because it is its own unique place. It's not La. It's not San Diego. It's Orange County. Besides, well, the amazing weather that Southern California enjoys. Tell me, what do you like best about where you grew up?

00:04:33 - Jay O'Brien

Yeah, one of the reasons it's hard to leave I mean, obviously the weather is the easiest one, but the convenience, I mean, I could go to an Angels game and then be home in 15 minutes. I could go to Disneyland, be home in 20 minutes, san Clemente, La, Long Beach, really all over the place. And in Orange County, it's kind of got the best of everything, especially in the last, I'd say, ten years. There's a big food scene that's popped up, so you don't need to go to La. To get the best restaurants or anything like that. You got great cocktail bars. Everything is really here, great beaches, but it's also very close to Big Bear if you wanted a mountain kind of vibe as well as the desert, like, it's it's so optimized that it's hard to leave it.

00:05:27 - Bill Risser

Well, you got to talk about Balboa Island then. If you're talking about a place that's kind of cool and got some great stuff and really just blown up over the years. Right? Yeah, that's a cool place.

00:05:36 - Jay O'Brien

Yeah, Balboa Island. And also, I'm not sure if you're familiar with Lido Marina in Newport Beach, but that area, it's one of the few harbors I've seen that is just, like, really beautiful. And they did a great job with this one stretch that used to be kind of desolate and blown out. And they did a whole development there. And they've got great restaurants, great shopping. All the stuff right there on the marina. So, yeah, I mean, if you're in Newport Beach, you grab a Duffy, you out with your friends. It's good living.

00:06:04 - Bill Risser

Yeah, I like that. Well, let's talk about business a little bit. You become a realtor around 2010, I think, looking at your history, but you had to be doing something before that. It seems like real estate is always a second gig, or sometimes third gig for some people. What were you doing before?

00:06:21 - Jay O'Brien

Yeah. How much time do you have?

00:06:23 - Bill Risser

As much as you need.

00:06:26 - Jay O'Brien

Yeah. I mean, I've kind of always been addicted to work. I'm a type A personality through and through, so anything I do, like golf, I just go nuts for. So my first job ever, you're going to laugh. I was nine years old, no bullshit. So I went to my local video store, the video rental place, and I begged the owner, Kevin, to give me a job. And he told me a million times, you're too young to work. You can't work here. I was like, I'll work for free. I just want to work here. And eventually I brought my mom in, and she's like, Look, I don't know what to tell you. He wants to work here, he'll work here. He'll do everything he's got to do, and he'll do it for free. And so that entire summer of my fourth grade summer, my mom dropped me off at 09:00 A.m. With a sack lunch. I did everything. I took money in the cashier. I built these cardboard cutouts. I was a full time employee. I worked till 05:00 p.m.. My mom would pick me up, and I did it five days a week, all summer for nothing. He would buy me lunch sometimes or let me take Nintendo games home, but I was just addicted to the work. And so when I was actually able to work when I was 14, that was the first job I could get with a worker's permit. I got a job as a caterer. So those jobs were brutal because there's a lot of manual labor, loading, like, semi trucks, going to company picnics, unloading, doing the whole setup, doing the lunch gig, packing up. So my mom would drop me off at 06:00 A.m. Placentia, and then she'd pick me up at 09:00 P.m. On the weekends. So I'd do that in my freshman, sophomore year of high school, and that was brutal, but I was working, and then from there on went Dairy Queen, Best Buy valet, and I never, ever had a gap in employment. Fast forward to college. I got my bachelor's degree in economics and business administration, and I left eight year tenure at Best Buy, went through their management program, everything great company and lots of good learnings from that company, and decided I wanted to get into corporate America. So 2010, I did that, and it was the only job I needed that required a college degree. And it was the worst job of my life. Wow. It was the most toxic, gnarly environment. I mean, just like backstabbing. I've never seen anything like it. And at that point, I'd been around the block. It wasn't like a green dude from college like, oh, what's this all about? I knew this is know, I stuck that through for about a year and a half. I was interviewing other places, and I got turned on to a lot of authors at that time from a buddy of mine that I was working with. Gary Vaynerchuk, Daniel Pink, Seth Godin, Tim Ferriss, you know, who were just coming out, really, with their first books at the time. Probably not Seth Godin. But I got addicted to the idea that maybe it's not that I have the wrong job. Maybe it's that I don't want a job. Maybe I need to create a job for myself.

00:09:43 - Bill Risser

There you go.

00:09:44 - Jay O'Brien

And one of the easiest paths I shouldn't say easiest, I should say the lowest barriers to entry to do that is real estate. It's one of the few occupations that you can get into for very little money in terms of getting a license and getting up on your feet. You can do a lot of the grind through your hard work as opposed to needing money to get started. And what I did was I got licensed. A friend of a friend who survived through the recession was opening up a remax brokerage. I talked with him, and I became his very first agent. And basically I knew it was going to be a grind to make that jump. And so I left my corporate job to go back to Best Buy, which was very humbling. And the reason I did that was because if you work retail, you can work all hours, right? You can work super early. You could work really late. So I could still get 8 hours a day, five days a week with a super flexible schedule while doing real estate 8 hours a day. So that's what I did. I started the day at 06:00 A.m.. I worked about till 02:00 P.m. Doing real estate. And then I'd go to Best Buy and work there until ten or eleven at night. And I did that for eight months until finally it got to a point where I had closed, I think, three deals in those eight months. And so I had enough to say, okay, I'm going to make this leap. And then in the next eight months, I did like 14 deals. So it made a lot of sense to take that time and put it into real estate. And that was 2011.

00:11:33 - Bill Risser

2012 ish nine year old Jay came back and decided to do whatever it took to get it working.

00:11:41 - Jay O'Brien

Yeah, I'm no stranger to the hard work. That's awesome.

00:11:44 - Bill Risser

I love that. I want to bring up that inman Connect again. It was in August. Was it in San Francisco, or was it the first one in Vegas? It might have been San Francisco.

00:11:54 - Jay O'Brien

The last one, if you're talking about August 2018, that was San Francisco, and I had done another inman Talk prior to that January 2018 in New York.

00:12:04 - Bill Risser

Okay, got you. So I think it was the San Francisco one I saw. And yeah, first of all, how did you get the gig to give the Talk at? I mean, it's not a closed space, but they don't put out know calls for speakers. Generally. Somebody knows somebody. How did you get that connection first?

00:12:25 - Jay O'Brien

Yeah, so this path was basically this kind of all ties together. So I'll rewind when I became a full time real estate agent. You do everything you can. You do anything and everything for a deal, right? I mean, I was going back to the nine year old Jay, like Grinder. I would go on Craigslist on Friday nights, and I'd look up every garage sale in the area, and then I'd run those addresses against tax records to see if that person owned or rented their house. And then I'd just say, hey, if they're having a garage sale, maybe they're looking to sell their house.

00:12:56 - Jay O'Brien

And then I'd reach out to all those people and doorknock them and just see what I could shake loose. Now, nothing ever came of it, but that's not the point. The point is you have to try everything, right? So I was trying everything, doing everything. And like many people do, once you close a deal, you ask for a review, hopefully you post that on your website, it goes on yelp, Zillow, whatever.

00:13:18 - Jay O'Brien

And after a couple of years of this, it was about 2013, 2014, when I think a lot of agents I mean, not just agents, people in every industry, people in life suffer from imposter syndrome, right? So even when you're doing well, you think, yeah, but I'm not that great. I'm going to get figured out. You know what I mean? And for me, it was very real, because at the end of the day, if you said, why hire Jay instead of the agent down the street? You could say whatever you want, I'm more knowledgeable, I have better service, whatever. But it's like, yeah, I mean, to the layman who's just online, you're the know, and you might never even get to have that conversation, which is, I guess, even more of the yeah.

00:14:07 - Jay O'Brien

So I started to comb through these reviews, these five star reviews on Zillow of myself, right, to see what are people saying? Is there anything unique in there that they actually do perceive to be different above and beyond the competition? So there's things that are commending me for how punctual I am organized knowledgeable about the area, and I'm like, Shit, man, I'm in trouble. Anyone could do those things, right? So it really kind of put things to the test where I was thinking, okay, well, what are things I can implement that are going to make my business truly defensible? Where not only can I grow the business and sell more homes every year and see success there, but be defensible so that some of these tech companies that are coming in aren't going to wipe me off the face of the planet. And it ultimately came down to remembering my first real estate experience, which was awful. And it just boiled down to customer service.

00:15:08 - Jay O'Brien

When we go to an insane hotel, like an Amon resort or like a Ritz Carlton or something, where they see every detail, montage, where there's gifts in your room when you get back from the pool and they've just covered every little detail. It makes you feel special. It makes you feel a certain way, you remember it. And when you're made to feel special, you'll tell anyone who will listen. And I figured, well, I already do that in a lot of segments of my life. I'm a very philanthropic person. I believe overly generous with my time and money, and that's just in my nature. It's how I was brought up.

00:15:45 - Jay O'Brien

And I think I'll just double, triple, quadruple down on that in the real estate space. So I started to dissect, what would that look like? What would it look like to just have an insane experience? And I started to write down pain points. What sucks about moving, buying moving boxes sucks when you go to U Haul or Home Depot. That's annoying. It's costly, but it's more annoying. It might not even fit in your car. Transferring your utilities and your forwarding of address and all these things and the stress that it carries all the while while the loan's going on, all these things.

00:16:19 - Jay O'Brien

So I just started thinking, what are ways to fill the pits and raise the peaks through a customer journey with me when they hire me? And so I started to implement a lot of those things. And so there'd be things going out to my clients constantly. None of it had any marketing that would tie back to me. None of it had any branding on it. It was just genuine, thoughtful things. The way I would treat my friends to help the experience be amazing, like a montage. So fast forward and this starts to really pick up steam. And my clients are posting all about it on Instagram and social media tagging me, and I'm talking 30 days post close.

00:16:58 - Jay O'Brien

They would get a call from my favorite local restaurant. Hey, congratulations on the sale or purchase of your home from 30 days ago. Jay wants to send you and your husband, you and your wife, you and whoever, dinner for two on him, round trip transportation included. When can you come? And that would all get done in 30 days. Post closed. They're taking pictures of themselves having dinner. Tagging me all things I didn't ask for, because I just really wanted to make the experience amazing. But it doesn't take a genius to know that what goes around comes around. And pretty soon, this was fueling an army of repeat and referral business from Raving fans. Raving fans that turned passive referrals of what once was probably, yeah, you should use Jay. He was great.

00:17:40 - Jay O'Brien

This is the only guy you should call. If you're thinking about working with someone else, you're wrong, hire him kind of stuff. So that helped thrive the business. This is all a long winded way of getting to answering your question. No worries. So in 2015, that kind of put a few things on the map for me, and I was named 30 under 30 by the National Association of Realtors, summer of 2015.

00:18:02 - Jay O'Brien

So...

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The Short Term Shop

Episode 241 - Avery Carl, The Short Term Shop powered by eXp Realty

Time Stamp

(00:01:28) The Benefits of Using Short-Term Rentals

(00:07:32) Rock and Metal Enthusiast's Musical Journey

(00:11:40) Finding a Southern Balance in Nashville

(00:16:26) The Responsive Vacation House Experts

(00:21:09) Short-term Rental Success in Vacation Towns

(00:27:19) Creating Memorable Experiences with Short Term Rentals

(00:32:22) Cautious Sellers and Increased Competition in Real Estate

(00:36:44) Responsive Communication: Key to Agent Success

Transcript

00:00:00 - Luke Carl - The Short Term Shop

But if you don't have the money to go buy the deals, you got to hustle and crush it and work hard and patience. Got to take your time. Slow down. I see all these new folks that are just, like, so shot out of a cannon. I got to have 14 doors tomorrow, and it's just not realistic.

00:00:20 - Bill Risser

You're listening to the Real Estate Sessions podcast, and I'm your host, Bill Risser, executive Vice President, Strategic Partnerships with Rate, my Agent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 365 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend I had so much fun recording this episode. If you could see me right now, if I can beam, I'm beaming. I got to talk to Luke Carl. Luke is Avery Carl's husband partner in the short term shop. Powered brokered by EXP Realty, luke handles all the nuts and bolts of the business that the Short Term Shop has built. A fantastic background, much like Avery. Rock and roll all the way. So we're going to have a wonderful time in this conversation. Let's just get this thing started. Luke, welcome to the podcast.

00:01:28 - Luke Carl - The Short Term Shop

My pleasure, man. My pleasure. Absolute honor to be here. Thank you for having me.

00:01:33 - Bill Risser

I'm really excited about this because it's very rare for me to interview the husband and the wife right on the podcast, especially literally. I think this is almost three years after I had my first conversation with Avery, and she was just doing some great things. Both of you were doing some great things at that time with the Short Term Shop. We're going to spend a lot of time talking about that, but first I like to find out about my guests. I like to go back in time. And I know that you and Avery lived in Brooklyn at one point, right in your lives. And I know that Avery's from Mississippi originally. I'm just guessing you're not. Did you grow up in New York?

00:02:08 - Luke Carl - The Short Term Shop

No, I didn't, as a matter of fact. Blow your mind again. I'm from Nebraska, so we're both from states that nobody's ever heard of, but yeah, we both come from really small town. My town is actually smaller. I win on that one. She grew up in a college town, Mississippi State, Starkville, and I grew up not far from Omaha. Not too far. She makes jokes when I say I'm from a town of 1100 people, because I did grow up about 45 minutes to an hour from Omaha. So big city, but way out in the sticks in a cornfield. But, yeah, small town boy, for most purposes. And we both moved to the city. Yeah, I lived in New York for, man, a long time, like 1415 years.

00:02:48 - Bill Risser

Okay, so how old were you when you left Nebraska? I mean, did you go to high school there? You went all that, stayed there till.

00:02:53 - Luke Carl - The Short Term Shop

That time, yeah, born and raised. My folks and my brother and most of my family still lives there, immediate family. And I moved when I was 20. I couldn't wait to get out. I said, I'm going to go move to the biggest city on the planet and take over the world. That's pretty much what I did, at least to my standards anyway. And I did go to college at University of Nebraska, Omaha for three years. That didn't go so well. And so I just basically I hopped in a van with a couple of guys I never met. And this is the early days. That's actually a pretty good story. I won't get into the weeds. But way back, this was like, MySpace hadn't even been created yet, and it was like right on the verge of that MySpace era. And there was a band from one town over Lincoln where the football team is, and I knew that they had moved to the big city, and I found their email address somehow. This was like email. I mean, this would have been like 1999, probably, and the creation of all that internet stuff. Email as I knew it. Anyway, and I shot him an email and he said, actually, we're coming through town. You can get in our van and go with us back to New York. And I said, Sign me up, let's go. Wow.

00:04:00 - Bill Risser

Now, look, it's no secret that you are a massive fan of rock, especially, we'll call it metal. But you're way too young. Like, right now, you're wearing an Iron Maiden shirt. I've seen the Motorhead, I've seen these other shirts that you're wearing. You're too young. So I want to hear from you. Who influenced you? There had to be somebody in your life that loved that music and played it when you were younger, or did you just discover it on your own?

00:04:23 - Luke Carl - The Short Term Shop

No, 100%. Yeah, it was my dad.

00:04:25 - Bill Risser

Okay.

00:04:26 - Luke Carl - The Short Term Shop

Same with Avery. She's quite a bit younger than me. My gray hairs are coming out like crazy, but I'm technically too young for like an AC DC era. I was like eleven years old when Nirvana came out. And so right in that era was kind of my, heyday, that Grunge era, but I didn't really like it. It was okay, but my dad was blasting Jimi Hendrix and Black Sabbath and Zeppelin pretty often. He had a big record player, old school record, big giant speakers, and he was always playing his old records and it just rubbed off on me. He never really went to concerts or anything like that, but man, I got hooked. I got hooked at a real young age. I started playing music when I was really young. I think I was probably seven when I first started kind of getting a little bit more serious and started taking lessons and things. And I had my first drum set by the time I was eight years old and just took to it at an early age in the middle of a cornfield where there was nothing else to do, know, so the rest is history. And Avery, yes, she's quite a bit younger than I am. Same thing with her. Her dad was a major rocker, and he goes to rock shows with us. He's an awesome dude, too, and we were just raised right on good music.

00:05:38 - Bill Risser

So I'll make that really tough question for somebody who's as deep into the music as you are. If you had to pick one band, you only get one. That's hard to do.

00:05:50 - Luke Carl - The Short Term Shop

It is hard to do, but that's a question. I've been in rock and roll radio for a long time, and that question comes up a lot. We'll talk about that, but for me, it'd be ACDC. If I had to pick one band, period, that was like, I guess, my favorite, because we can go on about this for hours. I don't know that my desert island or deserted island, however you want to say it band would be the same as necessarily my favorite band. That might be two different questions, but maybe not. But if I had to pick one band as my favorite of all time, I believe AC DC would be the top of the list. And we're taking the kids. We have a five and a three year old next week. There's a concert where they do Coachella in California, and it's a bunch, know, the really biggest rock bands ever that are still around, know, they're getting older, and AC DC is going to be there as well as Iron Maiden, who's on my shirt today, and Guns N'Roses Metallica. And this is a big event, and we are taking our five year old and our three year old because I can't imagine they're ever going to get the chance to see ACDC again. And so that is important to us at some point. My son just turned three. I do feel that he's got a pretty good chance to be the last person on the planet someday that can say he saw ACDC live.

00:07:05 - Bill Risser

That's great. Is Axel touring with Guns N'Roses again?

00:07:09 - Luke Carl - The Short Term Shop

Yeah, Axel's been back with the band. Well, it's the other way around, really. He's always had the know, Guns N'Roses was Axel with a different band for many, many years, but the band has been back together for four, five, six years now and touring full time with the original guys, except for the drummer, Steven Adler has not been in the band for two or three years.

00:07:32 - Bill Risser

So you played drums, you had to be in multiple bands. I mean, I can't imagine you weren't playing and playing music and doing covers of this kind of stuff. Is that what you were kind of driving towards?

00:07:43 - Luke Carl - The Short Term Shop

Yeah, I was. I started playing in bands when I was very young and my parents were driving me to nightclubs because I couldn't drive yet. And dropping me off and playing shows with, I'd say about 15 is where that started to get pretty serious, and 16 somewhere in that neighborhood. And I always had at least one band, even at that age, I usually had two. And I never really made a career out of it. There's not like any band that I could mention that you've ever heard of or anything, but it was a huge part of my life. And then eventually, just to move the story along, because, quite frankly, there's not anything interesting in the band section of my life. But I got into, when I moved to New York, of course, the playing bands. And I had again, at least one or two bands going at all times in the city. I started attending bar to make ends meet and then eventually ended up owning a little rock and roll bar in Manhattan when I was 25 years old. The lady I was working for owned several bars in the neighborhood and she was opening a new one and basically brought me in to run the show. I was a very young age, and that's where I learned how to run a business. I'm very grateful for her, even though it was a lot of work and definitely probably not the healthiest way to live your life, but that whole experience, especially so young, being a guy straight off the cornfield, literally, I learned how to run a business in New York City. A very successful I mean, it was teeny, tiny, little 600, 700 square foot bar. But rock and roll, it was rock and roll all the time. And that was a time and place in the world where you couldn't find that thing, that type of thing. There was very few places, even in that massive city of 12 million people, where you could even go hear a rock and roll song and get a cheap beer. So we kind of cornered that market in our neighborhood and it took off right away. And the bar was very popular. And then it eventually moved into the radio thing from there. Yeah.

00:09:36 - Bill Risser

So how long does it take for you to move on to I think you were on SiriusXM, right? You were part of Ozzy's Boneyard, which had to be a dream come true.

00:09:46 - Luke Carl - The Short Term Shop

Absolutely. 100%. I still am, actually. I did that after the bar. I got lucky and I fell into a couple of overnight shows on a channel on satellite radio and, well, lucky making $80 a show or whatever, but I worked my way up. And it's like that in any business. You got to sweep the floors before you can make a living. And very grateful for radio and satellite radio and my career. There and did that for many, many years. Worked my way up. Eventually got to the point where it was like a real job and I was in love with it. And I still do it. I gave up full time radio probably about three years ago, and I still do two shows on one show on Saturday and one show on Sunday and play old rock and roll records and just old school radio disc jockey, the guy talking between the songs, that kind of thing. Still love it. It's fun.

00:10:41 - Bill Risser

I would say three years ago is kind of when the short term shop took off, in my opinion, looking at some of the results. And so you probably went full time there. So we'll gently switch over. The first is I've got to get you and Avery connected. How did you meet? Because I know that you both have that rock background. I'm assuming that was part of it.

00:11:00 - Luke Carl - The Short Term Shop

Oh, yeah, we met at a rock and roll concert. I don't remember much of it, to be honest. And I ran into her again, like, a week later, and she was like, you're that guy from the concert? And I'm like, what? I didn't remember. So we ran into each other randomly twice in New York City. And it was just meant to be. We were, like, right on the edge of when everybody switched over to Tinder and all that. We actually met in real life and Rest is history, madly in love. And of course, now we've been together for quite some time and have two wonderful, just amazing, perfect children. But, yeah, we did meet at a rock and roll concert.

00:11:35 - Bill Risser

How do you go to Nashville? What was the move there? What was it for? Why?

00:11:40 - Luke Carl - The Short Term Shop

Yeah. Which leads to the real. So she's from the south, and I've been in New York for as long as I needed to do whatever I was doing there, and I mean a long time. And it was time I met the right girl. And she was from Mississippi, and I'm like, that's not a real place. And she took me there, and then she said, you know what? I want to move closer to my family. Family's important to me. And I agreed with her. I said, that's a good idea. And so we landed on Tennessee, Nashville. It was a good, happy medium between having a big city, but also in the south. And we did that for a number of years and then eventually moved further out into the woods. And now these days, we're in Florida, actually. But that's a whole nother story.

00:12:26 - Bill Risser

So Avery shared a story. I'd like to hear your version of it, of how you first got involved in investing, in owning another property, a rental property.

00:12:38 - Luke Carl - The Short Term Shop

Yeah. And my story is a little different than her story, even though this is the same story.

00:12:42 - Bill Risser

It happens that way.

00:12:44 - Luke Carl - The Short Term Shop

Do you remember which number she was on your podcast?

00:12:46 - Bill Risser

I can look it up. I'll look it up while you're going.

00:12:48 - Luke Carl - The Short Term Shop

Yeah, but just to refer back if anybody's interested because she is a driving force in real estate, obviously, and everybody loves her. But anyway, for me it was very simple. We moved from a place where I could never in a million years dream of affording real estate to a place where we could afford real estate. And that was it. And I grew up. My dad was a hammer swinger. He built the house he lives in and did contracting on the side. And his dad, my grandfather, was a contractor and my uncle, my dad's brother, and all these guys in the whole family were builders and contractors and mostly side gigs here and there. But some of them were doing it for a living and so it was always around. My dad taught me what hammer to buy and how to swing a hammer at a very early age and how to get my way around a house, which was a very important tool that I didn't even realize I was learning. We bought our first house there in Tennessee and we were both just extremely drawn to the experience and fell in love with it, which as many people do. And I actually thought I was going to. I ended up going to home inspector school. I knew that I was sucked into this house buying thing. I didn't know which part of it was going to be for me. So I just started to explore all avenues and I happened to dig the guy that did our inspection and I related to him coming from a blue collar family, et cetera. And I went to home inspector school and I quickly learned that wasn't going to do it for me. And it wasn't until years and years later that I realized that just the actual landlording was what I was meant to do. But at that time I did start to focus on that. It took me many years to realize that was my goal, my mission in life, my gift, if you will, because it is not easy and not everybody can do it. But we started to save money and educate ourselves at that point in time and that's when it all started. And I believe you heard the story about the first home we lived on. $25 a day each for it was 18 months. I think it actually took us 17. We were a month early to come up with our first down payment on a rental property. We had a goal of $100,000 house and we knew we needed what we thought we needed. 20% down. That's all we knew about real estate. And so we came up with 20 grand the hard way and we were commuting too. So that was $25 a day for my gas and that was man, it was a long drive to get to working back and food and a stop at the bar on the way or whatever, or at the end, I should say. We bootstrapped it. We worked our asses off and we set goals, and we made it happen. We ended up 18 months later buying our first rental property. And then shortly after that, we just got completely immersed in the I decided to make it my you know, I wanted it to be my career for me. I was just learning my trade. I need to know every single teeny tiny detail of this business if I'm going to succeed. And that's what I did. I first started with lending was my first obsession. I wanted to know everything about it anyway. Time goes by. We learned and learned and learned and read and read, and bigger pockets, of course, was a big thing for us at the time. And just found them I think I originally found them around episode 70 of their podcast or so and became obsessed with that. And they were doing a great thing over there. And then the books, of course, at that point, I had not read Richstad or even heard of it, and so that was presented to me and, of course, fell in love with that. And the rest is history.

00:16:26 - Bill Risser

Yeah. When you first got into the game, it was more long term kind of stuff, right. That's kind of what you were focused on. But the name of the group, the company, the Empire is the Short Term Shop. Yeah, because I think that's how I first met Avery was you guys kind of evolved into this. How do we get these properties to get them onto the sites? Right. And how do we manipulate or at least work with Airbnb or VRBO or all these other places? So when did that little transition come in your mind? And I know you still do both, and you still consult or help investors with whatever plan they want, but how did that short term stuff come about?

00:17:09 - Luke Carl - The Short Term Shop

Yeah. So for me and again, Avery's story is slightly different, but for me, it was we needed a new market, so we bought that house in Nashville, and then all of a sudden, Nashville like, you couldn't even go to the grocery store without seeing a famous person, and it just completely skyrocketed. So overnight, that house I don't want to say it doubled overnight, but it was pretty damn close, and I hated that. Yeah. You would think that as a guy. I was maybe 31, two, something like...

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Episode Summary:

I am thrilled to introduce today’s guest, Alex Montalenti, the Co-Founder and CRO of Real Grader, a tool that helps agents with their social presence online.

In this episode, I sit with Alex, a native of Long Island, and he emphasizes the importance and roles of having a substantial online social presence in Real Estate today. He also shares different modalities to achieve this and the work his company does for agents and brokers to achieve the same result.

Top Takeaways:

“If you go deep on the content, you can win.”

– [Alex Montalenti]

“Most Realtors don’t realize that just optimizing your team name isn’t going to do the trick because I don’t know your team until I meet you; I know you, so I’ll google you.”

– [Alex Montalenti]

“70% of realtors are not on Google business.”

– [Alex Montalenti]

Episode Highlights:

[00:21] Intro

[00:51] Meet today’s guest, Alex Montalenti.

[02:04] About Alex’s backstory.

[04:18] How Alex got into Real Estate

[10:50] Alex talks about his time working with SEO.

[12:35] About Real Grader

[18:34] What are the basic things that a realtor with technology should get done?

[20:56] Why Tik-Tok is an excellent tool for realtors.

[23:18] What should we anticipate on the horizon?

[27:05] Alex’s advice to new agents

[28:18] Outro

Episode Notes:

Long Island is quite a long island but still a lovely place to live with a name that fits the description. Although Alex’s mum came from Romania while his Dad came from Italy, they settled in the US, with Alex going into a career that combines his parents’ jobs, who were into technology/website design and Real Estate.

Alex had started as a model in childhood but also had an immense sense of entrepreneurship, with no plans to work a typical “9-5” job. After a few classes at the University of Vermont with hopes to become a doctor, Alex changed his mind and moved to business school instead. He later got innovative, building websites and an online food delivery system for students. However, Alex notes that this innovation might have been too early for the world at the time. He had started helping his mom, who was into real estate, with closing big commercial deals and realized he could help others and brokers. He then moved on to using websites to automate the process through Website and Marketing.

A key strategy for being on page one in SEO is going very deep into the website’s content.

About Real Grader: The initial idea was to create a scoring platform to give an online score to agents and brokers on how well they are doing with their online social presence, with recommendations on improving techniques. However, with the poor performance of most brokers who preferred to have the work on improvement done for them, the idea evolved into a digital optimization service to optimize these websites on all platforms. Particular platforms real estate agents need to be well represented on, including Google, Instagram, Facebook, LinkedIn, YouTube, Zillow, Homes.com, and Realtor.com. Notably, the importance of Google as it has evolved over the years cannot be overemphasized.

Realtors need to do basic things with technology: Realtors need to have their Google business page created, with names of all team leaders and the sole properties. Also, the bio and reviews on that page are essential. YouTube is another grossly underused website for real estate agents.

Alex explains that Tik-Tok is a unique platform because of the wide range of video editing tools. It is also the fastest-growing platform and can quickly get more views or grow accounts on other media. Realtors can leverage the trends on Tik-Tok by using trending songs as a background to showcase a listing that will get more views. Other tools that can be used include Canva and Go Pro Quik.

Something we need to think about is where Google is going. An example is Google Local, where listed businesses get favored by the main Google algorithm. There is also a new Google phone service to track leads and responses of realtors or companies in general, which helps rank higher on Google local. If Google is trying to provide reliable results, they would instead bring up agents that have shown reliability and good response time.

Get yourself set up online for new agents because that’s the first place people will check you out. You can even get ahead of experienced agents who haven’t taken care of their online presence. Contact Alex via email. Instagram.

Resources Mentioned:

Connect:

Find | THE REAL ESTATE SESSIONS

At TheRealEstateSessions.com

Find | Bill Risser

At bill.risser@ratemyagent.com

On Twitter

On Facebook

On YouTube

Find | Alex Montalenti

At hello@realgrader.com

On Instagram – @alex.montalenti

On LinkedIn

Website – www.realgrader.com

RATE & SUBSCRIBE

At Ratethispodcast.com/REsessions

On Apple Podcasts

On Google Podcasts

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Brian Hall, a realtor with EXP Realty in El Paso, Texas, has a unique background as a military chaplain in the army, which has shaped his current career in real estate, specializing in assisting soldiers with their transitions. His perspective on the topic of "from army chaplain to realtor, assisting soldier transitions" is deeply rooted in his belief in the importance of soldiers' freedom to practice their own spiritual beliefs within the boundaries set by the Army. He also discusses his own transition from being an army chaplain to a realtor, explaining that he felt he couldn't give the reserves what it needed at that point and wanted to honor his job. His skills as a chaplain, such as listening, have been beneficial in his real estate career. Join Bill Risser and Brian Hall on this episode of The Real Estate Sessions podcast to learn more about his unique journey and perspective.

Social links for Brian:

Facebook Page

Instagram

Timestamped Outline

(00:00:29) Real Estate Success Stories: From Army Chaplain to Realtor

(00:01:34) Brian Hall's Diverse Texas Market Perspective

(00:07:28) Providing Spiritual Support to Soldiers in War

(00:14:34) Inclusive Spiritual Support for Soldiers of Different Faiths

(00:17:31) Military Skills Enhance Real Estate Success

(00:21:46) Smooth Housing Transitions for Service Members

(00:35:26) The Power of Mentorship in Real Estate

Follow the podcast:

https://www.therealestatesessions.com

https://www.facebook.com/billrisser

https://www.youtube.com/billrisser

https://www.instagram.com/billrisser

https://www.linkedin.com/in/billrisser

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You think you can beat your competitors by simply offering more services than they do to their customers, right? But that’s until you hear this conversation with Rick on the Real Estate Sessions podcast today. In his words, “Don’t fool yourself for a minute to think you’re gonna do more than the average agent and everything in real estate.” Instead, offer little but offer it best. Do what you can with sincerity, responsibility, and discipline.

Rick is a US Navy veteran who also worked with law enforcement – a position he felt completely out-of-place with – before venturing into real estate. Though joining the Navy was never a conscious choice, it taught him a bunch of lessons on responsibility, discipline, and honesty, which he uses in his life and business even after becoming a real estate investor today.

In today’s episode, Rick explains what he’s learned about real estate investing, including marketing analysis, work habit creation, customer service, and the huge importance of confidence in the industry. He reaffirms that the whole real estate market could bring down your confidence at times, and that what you need to do then is anything that would gain you your real self back. You’ll learn about Rick’s foolproof 4 BASIC stats to know about the state of the market at any given time, among other things. Tune in to hear more about it!

Success Clues:

If the markets go down, the first message you need to do is to learn about the market status thoroughly. You can’t just kind of go with your gut.
Your company’s service department is more important than its sales wing.
Your presentation matters as much as your work in real estate. Make sure it’s a good one!
Do anything you can to maintain your confidence as a real estate agent. It’s the first thing you need to be successful here.

Meet The Guest!

Rick DeLuca is a Western Regional Owner at EXIT Realty. He has owned the Rick DeLuca Seminars for 34 years now!

Time Stamps

[00:24] Intro

[01:03] Meet Rick Deluca

[02:07]Rick’s experience growing up in LA

[06:49]Rick’s experience serving in the Navy

[08:04] Getting into the Navy – Rick recollects how mature/ informed he was about his job and its relevance when starting

[10:23] On deciding to do something different and how the decision turned out

[12:19] Getting into law enforcement (becoming a detective at 27) and then into real estate: the journey

[17:03] Why your service department is more important than the sales department

[17:54] Achieving success in real estate + the factors that enabled him to do that

[20:02] The toughest part about a hot market is if you’re not careful, you’ll end up creating bad work habits.

[21:24] Do more than the average agent after identifying what the average agent does

[23:32] Rick says the quality of your listing presentation, or the physical packaging of your presentation matters incredibly in your real estate deals. The higher the quality, the higher the perceived value of the content and the sender...

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Dani Vanderboegh is a distinguished journalist and advocate in the real estate sector, currently serving as the service editor at Inman. With a background in writing and journalism, and a master's degree from the Missouri School of Journalism, Vanderboegh has significantly influenced real estate journalism and advocacy. Her role at Inman involves transforming industry news into serviceable content for readers, aiding them in their business operations. Vanderboegh's Real Tea column, which cleverly intertwines real estate and reality TV, has gained considerable popularity, offering a unique and entertaining viewpoint on the industry. Despite personal challenges, including being wheelchair-bound since 19, Vanderboegh's determination and resilience have led to remarkable professional and personal achievements. Join Bill Risser as he hosts Dani Vanderboegh in the upcoming episode of The Real Estate Sessions podcast, where they delve deeper into her impactful journey in real estate journalism and advocacy.

(00:00:22) "My job is to figure out how we can take what's going on in the industry, what's going on in the news, and make it serviceable for the reader to use that information in their business." - Dani Vanderboegh

(00:02:56) "Our super loud politicians don't necessarily echo the sentiments of the entire state." - Dani Vanderboegh

(00:12:07) "I think that there's this misconception that you're in a wheelchair now. You can't do any of the things that you did before, and your life is virtually over. And that happened when I was 19. And since then, I've had a career, stopped that career, got my master's degree, started a new career. I'm scuba dive certified. I've done a half marathon. I've had a baby. There's very little that I feel like I haven't accomplished. It just doesn't look the same way as it did when I was 19." - Dani Vanderboegh

(00:20:50) "When I had my daughter, she was premature. She came at 26 weeks and four days, so it was just over six months, and I did not have a ton of vacation time saved up. And they allowed my coworkers to donate time so that I wouldn't be working a whole lot of time. And he donated something like 180 hours so that I would get paid while I was taking care of my daughter in the NICIA." - Dani Vanderboegh

(00:31:18) "There's so many people who just can't they feel they can't talk about it. There's contracts with Nar, there's contracts with other know, when you look at cases like this outside of real estate, there's often a hefty sum paid out and there's usually non disclosures involved and there's a bajillion reasons that women aren't able to speak about these abuses." - Dani Vanderboegh

(00:35:06) "Create content. And by content. I don't mean vanity content. I mean content that will help your clients through the process, that will help them know who you are and what you do to help them. And then the second part of that is push it out to the world. Make sure you're on the socials pushing out your content, showing the value you offer, and really just double down on doing those things. Make video, make articles. Push it out there. Get your face out there. Be the realtor they know." - Dani Vanderboegh

Dani Vanderboegh is a highly accomplished journalist and advocate in the field of real estate. As the service editor at Inman, she has made a significant impact on real estate journalism and advocacy. With eight years of experience at Inman, Dani is responsible for handling service journalism related to the real estate industry. Despite facing challenges, including being in a wheelchair since the age of 19, Dani has achieved remarkable success in her career. She holds a master's degree in journalism from the prestigious Missouri School of Journalism and has a background in writing and journalism. Dani's determination and resilience have not only led to professional accomplishments but also personal achievements, such as becoming a mother and completing a...

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Rick Gonzalez is a seasoned real estate agent based in Florida's panhandle, with a unique focus on serving military members and their families. Born in New York and raised in Puerto Rico, Rick's father's service in the Air Force during the Vietnam War instilled in him a deep respect for the sacrifices made by military families. This, coupled with his own experience serving in the Navy, has given him a unique perspective on the challenges faced by military families, particularly when it comes to real estate. Rick leverages his military background and customer service experience to provide unparalleled support to military families, helping them navigate the complexities of real estate while their loved ones are deployed. His dedication to serving VA buyers and sellers and his commitment to building long-term relationships with his clients underscore his passion for his work. Join Bill Risser and Rick Gonzalez on this episode of The Real Estate Sessions podcast to learn more about Rick's unique approach to real estate.

DETAILED OUTLINE

00:00:00 - Supporting Deployed Military Members

Supporting Deployed Military Members is a topic that Rick Gonzalez, a real estate agent, is passionate about. With a background in the military himself, Rick understands the unique challenges faced by military families when they are deployed. He aims to be a buffer for military members, ensuring that their families have support and assistance with any housing-related matters. Rick's focus is on VA buyers and sellers, as well as families who are PCSing (Permanent Change of Station) in and out of the area. He strives to make sure that military members can focus on their duties without worrying about their families' well-being. By providing guidance and being a go-to resource for the families, Rick helps alleviate stress and allows military members to concentrate on their mission. Overall, Rick's dedication to supporting deployed military members and his commitment to helping people make him a trusted and valued agent in the real estate industry.

00:02:31 - Moving from England to Florida

Moving from England to Florida at the age of 15, Rick Gonzalez shares his unique experience of adapting to a new country and leaving behind his British accent. Born in Holland to an Air Force father and a British mother, Rick spent his childhood in England before his father's retirement brought them to Florida. Initially, Rick's British accent caused quite a stir among his classmates at Choctaw High School, with many mistaking him for being from Australia. Determined to fit in, Rick quickly shed his accent, surprising everyone with how swiftly he lost it. Despite the challenges, Rick fondly remembers his time in England, living with British families and attending British school. His journey from England to Florida ultimately led him to a career in real estate, a path he never anticipated while growing up.

00:08:44 - Disqualification from the Marine Corps

Disqualification from the Marine Corps can sometimes lead individuals to unexpected paths, as seen in the case of Rick Gonzalez. Despite his initial desire to join the Marines, Rick's dreams were shattered when he was disqualified due to his asthma. This setback prompted him to explore other options, ultimately leading him to join the Navy instead. Rick's journey took an interesting turn when, dejectedly leaving the Marine Corps recruiter's office, he was approached by a Navy recruiter who offered him an alternative. Rick seized the opportunity and embarked on his military career in the Navy, undergoing basic training in Orlando. This unexpected twist in Rick's story highlights the resilience and adaptability that can arise from unforeseen circumstances, ultimately shaping the course of one's life.

00:14:46 - Real Estate...

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We head back to Jan 19, 2021, for this Real Estate Sessions Rewind with Sean Carpenter of Coldwell Banker and Sean Speaks, LLC. One of the most popular guests on the podcast, This was the first episode where I brought a guest back on to catch up. This has now evolved into Short Cut Sessions as I catch up with previous guests. Thanks for always helping other innovate, Sean!

Enjoy!

Our guest has been recognized as one of Inman News 100 Most Influential People in Real Estate and lives by the philosophy to build relationships, solve problems, and have fun! Our guest is Sean Carpenter, CEO and Founder of Sean Speaks, and a Coldwell Banker agent in Columbus, Ohio. I am thrilled to have him back on the podcast after being one of The Real Estate Sessions’ first guests.

In this episode, join Sean and me as we dive into the world of training and presentations as Sean shares advice for aspiring speakers. We also discuss some great Inman stories and the changes that Sean has implemented during the global pandemic.

Top Takeaways:

Sean Carpenter’s Advice for New Agents
“The stock answer would be to build relationships, solve problems, and have fun. My new answer for this new episode is to make it a point to listen to every episode of The Real Estate Sessions because if you do that, you will get a mixture of some of the coolest people in our industry.”
“Anyone that is not in the industry who Bill has brought on, you can learn from the podcast as well. What they talk about, how they grew, and where they’re from. Probably my favorite part of every episode, Bill, is when you get the backstory of people.”

“Attention is incredibly important. If you want to grow, having attention is huge. I always talk about the attention economy – on the other side of attention is trust. If I can get your attention, hopefully, I can earn your trust, or if I have your trust, I can get your attention.” – Sean Carpenter [37:25]

Episode Highlights:

[00:30] Intro

[00:56] Meet Sean Carpenter – Sean Speaks

[01:55] The StareDown Podcast

[03:49] The Buzz Around Genuine Relationships

[05:48] Who Is Sean Carpenter?

[08:30] The King of Presentations

[12:55] Sean’s Advice to Someone Who Wants to Be a Speaker

[15:03] Inman Ambassador

[19:01] The Story of O’Hara’s

[23:11] Life’s Standstill During the Pandemic

[26:40] Sean Speaks Goes Virtual

[29:35] How Sean Has Been Thinking Outside the Box

[35:40] Sean’s Thoughts and Insights on Clubhouse

[42:26] Sean’s Advice for New Agents

[45:15] Connect with Sean

[46:35] Closing Thoughts

[47:13] Outro

Episode Notes:

Joining us today is Sean Carpenter, CEO, and Founder of Sean Speaks. In Episode five of The Real Estate Sessions, Sean appeared as one of the first guests over five and a half years ago. In this episode, Bill and Sean catch up and discuss how the nation’s current changes have impacted the real estate...

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Episode Outline:

(00:00:00) The Evolution of Phoenix Real Estate

(00:06:30) From Life Insurance to Comedy

(00:13:02) The Power of Carte Blanche

(00:20:07) The Importance of Communication in Real Estate

(00:26:28) The Evolution of Effective Real Estate Advertising

(00:33:35) Real Estate Success and Systems

(00:40:48) Building Trust in Real Estate

(00:47:36) No Hassle Listing

00:00:00 - Russell Shaw

00:00:24 - Bill Risser

00:01:34 - Russell Shaw

Thank you so much, Bill. I appreciate you having me on.

00:01:38 - Bill Risser

00:02:06 - Russell Shaw

Sure.

00:02:06 - Bill Risser

Rush, you're a native phoenician. There are very few of you floating around.

00:02:10 - Russell Shaw

Well, yeah, I was born in Phoenix, lived in Phoenix all my life.

00:02:14 - Bill Risser

Let's talk about that. Let's talk about, first of all, some of the changes.

00:02:20 - Russell Shaw

Oh my God.

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The podcast episode explores the growing interest in artificial intelligence (AI) in real estate and the need for agents to embrace its potential applications. It features David Marine, the chief marketing officer for Coldwell Banker, discussing the successful rebranding efforts of the company and the positive impact it had on changing people's perception. The conversation also touches on personnel changes, upcoming events featuring Shaquille O'Neal, and the partnership between Coldwell Banker and Amazon Prime for Thursday Night Football. The discussion emphasizes the importance of storytelling in creating a compelling brand and highlights the role of technology, particularly AI, in the real estate industry. It provides insights into the challenges and successes of rebranding and showcases the broader perspectives and interests of the individuals involved.

00:00:00 - David

There's a lot you can't open your web browser today without seeing something around artificial intelligence and AI and all that stuff. And there's a lot of infatuation around it within the real estate, as there should be. I don't know where that's specifically going to go and how it's going to be used on a regular basis, but I know that it's going to be used and it's something that any agent out there needs to start Theorying out.

00:00:29 - Bill

You're listening to the Real Estate Sessions podcast and I'm your host, Bill Risser, executive Vice President, Strategic Partnerships with RateMyAgent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 359 of the Real Estate Sessions podcast. Thank you so much for tuning in. Thank you so much for telling a friend this is going to be another shortcuts episode where I kind of venture back in time, find a guest that I haven't heard from or chatted with in a little while. And this was a little bit more than a little while. This was nearly five years ago, in September of 2018, that I interviewed David Marine, the Chief Marketing Officer for Coldwell Banker. And so we're bringing him back. We're going to find out what's happening in his world. We're also going to probably bring up the Mets because he's a huge Mets fan, sports fan in general. So let's get this thing started. David, welcome to the podcast.

00:01:31 - David

Thanks so much for having me back, Bill.

00:01:33 - Bill

You know, I didn't realize that it's been nearly five years since we last recorded that episode.

00:01:39 - David

I didn't realize that either until you had referenced in an email to me that we talked in 2018. And I'm like, man, that feels like the world has spun around a few times since then.

00:01:51 - Bill

I was going to say we were in a whole different place in 2018. I mean, the market was doing great. We had this ten year run going, or call it eight year run, and everything was good and man, a lot's changed. And so let's start there. What I like to do on these shortcut episodes is ask the guest what's happened in your life. It could be professionally, personally, but in that time span, what's that one thing that stands out and you go, wow, this is a big moment in that five year period.

00:02:22 - David

Yeah, pretty much. Probably like right after our podcast recording is when we started embarking on the rebrand effort for Coldwell Banker. And so rebranding the core brand, our global luxury, our commercial division basically took up four years of my life during that point in time and really great to be on the other side of that and also to see the impact that we hoped it would make. It did make in changing people's perception. It re energized...

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August 1, 2023 is the 8th anniversary of The Real Estate Sessions podcast. I thought I would do 10 episodes, just to understand the process of recording, editing and publishing a podcast. I quickly discovered that my curiosity itch was getting scratched with every episode. Learning things I never knew about connections in the industry was cool! Interviewing over 100 Inman Connect contacts made the connections even closer. So, here I am with over 400 total episodes, celebrating the 8th anniversary of the show.

I invited three guests to help me with this episode. First, Sean Carpenter. Sean has listened to every single episode of the podcast. That is truly amazing. He's been a guest multiple times and always delivers amazing content to the audience. Figures. He does that for a living! You must check out Carpscorner.net. Sean has over 1000 episodes on the blog that is 18 years old!

Shelley Zavitz was recommended to me by Wendy Thatcher, a colleague with Chicago Title in 2019. Her first book, Your First 365 Days in Real Estate is fantastic. She followed that up with Marketing that Moves You, another grand slam. Her sharp wit and knowledge of people makes her a treat to share a mic with.

Finally, Joe Rand rounds out the quartet for this special episode. One of the nicest guys in the biz, Joe always makes me laugh. As a speaker, author, industry leader, or just a guy that loves fantasy football, Joe is always fun to hang with. Joe's books, Disruptors, Discounters, and Doubters and How To Be A Great Real Estate Agent, are a must read for anyone in the business.

Rather than list all the episodes for each of these rock stars here, head on to therealestatesessions.com and type their name in the search bar. You'll quickly find all of their shows, ready for your listening attention.

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Starting a career in the real estate industry can be overwhelming. In this podcast, Bill Risser and Jim Remley discuss the importance of recruiting experienced agents and utilizing motivation as a key component to success in the real estate industry. They explain that a good relationship between the broker leader and the agents is essential and that nurses and teachers make great realtors due to their nurturing and educational approach. Technology can help brokers scale their businesses and stay competitive in the ever-changing market, and those who don't embrace it will be left behind. This episode offers valuable insight into the world of real estate and provides a great starting point for anyone looking to dive into a new career.

Episode Outline:

(00:00:00) Oregon Lifestyle Overview

(00:04:59) Recruiting at 24

(00:10:15) Recruiting Experienced Agents

(00:15:04) Recruiting Agents

(00:19:54) Attracting Experienced Agents

(00:24:43) Recruiting Productive Agents(00:29:29) Embracing AI

Episode Links:

https://erealestatecoach.com

jimremley.johnlscott.com/

luxuryhomecouncil.com

Episode 357 – Jim Remley, Principal Broker, John L. Scott Real Estate

00:00:00 - Jim Remley

And you're looking at your four quartiles, your bottom, your middle bottom, your mid-level, and then your top. And you're saying, how can I move the bottom level up to the next tier and then and that third tier up to the fourth tier. And I'm always coaching them and helping them and saying, what can we do to help get you there? And that takes deep conversations with people and really analyzing their business and saying, hey, listen, let's take a look at where you're at, where you're going. What do you need specific help with? Is it a listing presentation? It's a buyer's presentation? Do you need accountability? What does it happen to be?

00:00:32 - Bill Risser

You're listening to the Real Estate Sessions podcast and I'm your host, Bill Risser, Executive Vice President, Strategic Partnerships with RateMyAgent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 357 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend. And today we're going to go back out to the Pacific Northwest, one of my favorite areas of the country, and we're going to talk to Jim Remley. Jim is with John L. Scott in Oregon. He's a coach, a speaker, a Real Trends top 500 broker. Just an amazing story author. It goes on and on. He's just great stuff and he's going to drop a lot of important information. I think for anybody out there that's in the recruiting side of things, if you're a broker owner or if you're a team leader, you want to listen in. So, let's get this thing started. Jim, welcome to the podcast.

00:01:36 - Jim Remley

Hey. Super excited to be here. Thank you.

00:01:38 - Bill Risser

Yeah, it's going to be a lot of fun. I had the opportunity to kind of do a little research and wow, you've done some really cool stuff over the last, I'm going to say 25, 30 years. 30 years, yeah.

00:01:49 - Jim Remley

Thank you.

00:01:50 - Bill Risser

The way I start my podcast, every single time, those that listen know it is. I like to find out about you. Let's start out where you grew up and what's that experience you had growing up. And it looks like Oregon is where you were born and raised, am I...

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In this episode of Real Estate Sessions, Bill Risser and Katie Day catch up since the last episode 18 months ago and discuss the importance of video content for their business and the impact of technology on the real estate industry. They conclude that technology will not replace agents, but will help them become more efficient. Additionally, they discuss the importance of creating experiences for their children and Katie's plans to attend the Tom Ferry Summit in Dallas.

https://www.movemetotx.com

TRANSCRIPT

00:00:00 - Bill Risser

Hi, everybody. Welcome to episode 356 of the Real Estate Sessions podcast. Thank you so much for tuning in. Thank you so much for telling a friend today we're going to do another do another shortcuts episode. This time it's Katie Day who is with the move Me to Texas team or the Move Me to TX team. Powered by Real Broker, LLC. We had Katie on the show about eight months ago, and she's doing some fantastic work with video and really focusing hard on her community in the Houston area. And I really can't wait to get back chatting with her. She had a nice change in her life that we're going to chat about as well. So let's get this thing started. Katie, welcome back to the podcast.

00:00:45 - Katie Day

Thank you so much for having me again.

00:00:48 - Bill Risser

I can't wait to chat with our shortcuts episodes. It gives me a chance to go back in time. And for you, it was about 18 months ago. It was January of 2022, I believe you just started with Real about that time. So it was kind of a turning point in your career and some things. The first question that I ask every guest on these shortcuts is what's the most exciting thing that's happened for you in the last 18 months? Could be personal, could be professional.

00:01:15 - Katie Day

Oh, well, that's easy. So I had a kid. I had a baby in February, so I have a five month old daughter. So that's been the most exciting thing for me.

00:01:28 - Bill Risser

That was a no brainer. So let me just dig a little deeper there because I can't let that go. So the most surprising thing about being a mom, something that really surprised you, because I know I can imagine the prep work you did, the reading you did, you talked to a lot of family and relatives and friends, but is there something you just went, wow, I wasn't expecting that.

00:01:50 - Katie Day

It's funny you say that, because in almost all aspects of my life, I'm definitely a planner and I've got my lists and I've got my checklists and I do my research and things like that. And so is my husband. And we didn't do a ton of research or things prior to having Riley. And so it was a little, I guess, surprising. Right. So as far as things that we weren't sure about or things like that, that was pretty much all of parenthood so far, right. Which I think was a good thing to some extent, right. Just to kind of not have expectations, because I think that a lot of times people will try to plan things out and try to have like, this is our plan for having the kid. This is our plan for when we bring them home and this is the schedule that they'll stick to and all of these things. And we've just kind of figured it out as if we've gone. So that's been interesting, for sure.

00:02:44 - Bill Risser

Billions of people in this world on earth have done the same thing. Right? Just let's see what happens and let's go from there. Yeah, that's cool. That's great. Well, congratulations. That's fantastic. Okay. That's the best shortcuts answer so far.

00:02:59 - Katie Day

It was kind of a softball for me, right? I was trying to think of something that had happened in business and we said personal. I was like, oh, sweet. Like, I've got something.

00:03:06 - Bill...

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Bill Risser and Stuart Sim discussed the importance of technology in the real estate industry, including user adoption, onboarding, and team performance tracking. Despite growing up in Montreal and being a fan of the Bruins, Stuart is now a fan of the Seattle Kraken. They discussed the need for agents to be well-educated on real estate sites, the importance of local knowledge, and the need to provide good content to the consumer. Companies like Chime and EXP are providing educational resources to help agents stay competitive, and goal setting and planning for the upcoming year was also discussed. With technology becoming increasingly important in the real estate industry, Bill and Stuart discussed the need for agents to embrace technology in order to stay competitive and provide good content to their customers.

(00:33:29) Goal Setting for 2021

(00:22:37) Team Adoption Strategies

(00:28:11) Embrace Technology

(00:05:30) Real Estate Technology

(00:11:08) Tech Startups Struggles

(00:16:43) Real Estate Technology

https://chimeinc.com

https://www.youtube.com/channel/UCfwsOqwKEvDFd9FQ27P3JIA

https://www.linkedin.com/company/chime-crm/

TRANSCRIPT

00:00:00 - Stuart Sim

It's our job as technology companies to provide them with the training and information about the product that gives them the confidence to actually adopt it and not just a user count, but also the percentage of the product they use. So, you know, if you're if you're only using 25% of a CRM, 75% of the value of that CRM is going out the door.

00:00:24 - Bill Risser

You're listening to the Real Estate Sessions Podcast. And I'm your host, Bill Risser, Executive Vice President, Strategic Partnerships with Rate, my Agent, a digital marketing platform designed to help great agents harness the power of verified reviews. For more information, head on over to Ratemyagent.com. Listen in as I interview industry leaders and get their stories and journeys to the world of real estate. Hi, everybody. Welcome to episode 355 of the Real Estate Sessions podcast. As always, thank you so much for tuning in. Thank you so much for telling a friend or two this week I'm going to talk to I guess it would be somebody that I connect with regularly in the circuit. And when I say made by circuit, it's the different conferences and events and things that happen throughout the year. I first met Stuart SIM, who is the head of industry development for Chime. I first met him at an imminent event. I'm sure I'll bring that up with him. We also run into each other at a lot of different places and events. It's been really fun to watch his company grow and he's got a really cool story. So we're going to get this going today. Let's not waste any more of Stewart's time. Stewart, welcome to the podcast.

00:01:40 - Stuart Sim

Hey, Bill, thanks so much for having me.

00:01:42 - Bill Risser

Our first meeting was at an inman event in New York. I'm fairly sure of that. And I would say over half of the guests on this podcast had their my first meeting was probably at an imminent event.

00:01:54 - Stuart Sim

Yeah, well, you and I both do the tour. We see each other often on the road at some of the really good shows that are out there and events where you meet all these people and you develop these kind of relationships, it's fantastic.

00:02:06 - Bill Risser

Yeah, the word connected right in their title. And Brad's done a great job of doing that for all of us. I think some people may have already heard it a little bit. You have a bit of an accent, Stewart. I know you're aware of that. You are not from the US of A. You are Canadian, correct?

00:02:23 - Stuart Sim

I am a Canadian. Long term Canadian. I grew up on the East Coast, moved to Vancouver 30 years ago. Great country to live in.

00:02:33 - Bill Risser

Yeah, you mentioned East Coast. So...

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From August of 2018

Episode 153 – The podcast heads to Naples, Florida to visit with Tiffany McQuaid, President and Founder of McQuaid & Co. We follow Tiffany’s story from Akron, OH through Youngstown State (Go Penguins!), and finally to the Southwest Coast of Florida.

Tiffany’s keen eye for marketing and design are evident in the McQuaid & Co. office. Her journey also demonstrates the importance of reaching out for advice, because you never know who may respond!

02:10 – Tiffany and her ICSF 2018 presentation

05:00 – Why is Inman Connect so important?

06:40 – Growing up in Akron Ohio and attending Youngstown St.

09:20 – Where did the love of marketing come from?

12:25 – Where does real estate come in?

14:45 – Finding a mentor, Barbara Corcoran

19:35 – the process of team building for McQuaid & Co.

21:35 – Staying connected to the community through marketing

23:20 – What makes Naples and Collier County unique?

27:30 – What’s next for McQuaid & Co.?

29:45 – What piece of advice would you give a new agent?

Email Tiffany

239 300-4880

Check out McQuaid & Co. office

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Are you interested in learning about the real estate market in Miami? Look no further than this episode of The Real Estate Sessions podcast! Host Bill Risser chats with Ron Shuffield, CEO and president of Berkshire Hathaway Home Services EWM Realty in Miami, about the unique history and growth of the real estate industry in Miami. Find out how Ron got his start in real estate development and how his company, EWM Realty, grew to become a leader in the high-end market with over 700 agents and 10 offices across Florida. Gain insights into the importance of reputation and community involvement in the industry, as well as the changing landscape and diversity of Miami. Plus, the speakers share tips for new agents and urge listeners to rate and subscribe to the podcast. Don't miss out on this informative and engaging episode!

[00:00:00] Bill Risser interviews Ron Sheffield about Miami Real Estate

[00:03:16] Southern Football Fandom

[00:06:26] Guest's Introduction to Real Estate Path

[00:09:42] The History of EWM Realty

[00:12:56] Early Miami history and Berkshire Hathaway's growth

[00:16:21] From Sales Trailer to Worldwide Real Estate Investments

[00:19:07] Daily Routine & Community Involvement for Business Success

[00:22:16] The Importance of Trust in Real Estate Business

[00:25:31] Sunshine Kids and Miami's Draw

[00:29:11] Florida's Growth and Coral Gables

[00:32:46] The Importance of Finding Good Mentors in Construction

[00:35:59] Engaging Listeners for Growth

Transcript

Fix Ron_mixdownfinal.mp3

Ron Shuffield 00:14

I don't know if I ever asked for business.

It just comes to us because our associates are very active in whatever they're doing in the community too.

And people come to work for us.

I say, you know, get involved in something you like doing, something that benefits the community.

Bill Risser 00:45

You're listening to the real estate sessions podcast and I'm your host Bill Risser Executive Vice President, Strategic Partnerships with rate my agent A digital marketing platform designed to help great agents harness the power of verified reviews.

For more information, head on over to rate my agent .com.

Listen in as I interview industry leaders and get their stories and journeys to the world of real estate.

Everybody.

Welcome to episode 354 of the real estate sessions podcast.

Bill...

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Join Bill Risser in this exciting episode of the Real Estate Sessions podcast, featuring Joe Rand. Discover their first meeting and how Rand's achievement of taking on an equity partner in his real estate company has freed him to focus on speaking engagements. They talk about their love for fantasy football and baseball, and their upcoming plans for baseball games. Rand also shares his optimism towards the real estate industry despite differing views from other industry professionals. You'll also learn about a startup that tracks and bills agents for their work, and the value of explaining the value they bring to clients. With their humor and expertise, you'll surely have a great time listening to Bill Risser and Joe Rand in the Real Estate Sessions podcast.

[00:00:03] Shortcuts with Joe Rand

[00:03:31] Reflection and updates from a previous podcast appearance

[00:06:38] Deputy mayor discusses mayoral race and fantasy football obsession

[00:09:42] Fantasy Sports and Football Love Story

[00:12:35] Baseball Excitement and Rule Changes

[00:15:20] Family roles and businesses in real estate

[00:18:50] The future of real estate industry

[00:21:57] Maximizing Agent Value Through Time & Expense Tracking

[00:24:37] Articulating Value for Happy Clients

Transcript

EP 353 SC Rand_mixdownFinal.mp3

Bill Risser 00:04

You're listening to

Bill Risser 00:32

the real estate sessions podcast.

I'm your host, Bill Risser, executive vice president, strategic partnerships with Rate My Agent.

Rate My Agent is a digital marketing platform designed to help great agents harness the power of verified reviews.

For more information, head on over to ratemyagent.com.

This is another Shortcuts episode where I visit a guest from a previous episode, catch up on what they're doing all with 3 or 4 questions very quick and get their take on some of today's hot topics.

Bill Risser 00:49

everybody.

Welcome to episode 353 of the real estate sessions podcast.

As always, thank you so much for tuning in.

Thank you so much for telling our friend.

As you heard in the intro, at This is another shortcuts episode where I'm interviewing

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Are you eager to hear some interesting and entertaining conversations about the real estate industry? The Real Estate Sessions with your host, Bill Risser, has got you covered! In this episode, Bill interviews Joe Rand, Chief Creative Officer for Howard Hanna Rand Realty, and invites listeners to call in with their own questions or comments. Rand doesn't see the questions ahead of time, leading to spontaneous and entertaining conversations. The show starts with some playful banter about editing before diving into more serious topics, including throwing axes as a leisurely skill, entertaining solutions like Rate My Agent, and the possibility of reopening countries as COVID-19 begins to diminish. You'll hear about the challenges of a career in theatre and recommendations for musicals to watch over the summer. Finally, Rand receives an unusual question from a Rate My Agent product ambassador asking if he'd prefer to fight one horse-sized duck or 100 duck-sized horses. What would you choose? Tune in to find out!