Advertise on podcast: NAR’s Center for REALTOR® Development

We’re back with our second episode of the month to talk about connecting with people so that you will have clients throughout 2024. We call it filling your pipeline. Many of us focus on getting business. If we can spend time connecting with people with purpose, there generally will be a more steady flow of clients throughout the year. Did you apply anything you’ve learned from the first episode already? We would love to hear what worked for you! Our email address is in the show notes.   In this episode, we will look at the difference between online leads and live leads and a few marketing tips. February’s guest is Janet Judd. She’s a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. [3:08] Excellent content on your site makes the difference. Janet gives some great recommendations.    [4:37] Janet hangs on to hits because they picked her. Respond promptly when they contact you. Janet suggests you host virtual tours and webinars on your site. [7:08] Janet pays the website professionals for content, SEO, and marketing of her site.    [10:25] Janet advertises in a neighborhood magazine to 55,000 homes a month. That’s generated a few calls that she puts in her pipeline to send a monthly postcard.    [16:47] When her leads start responding more conversationally to her texts or emails, Janet knows it's time to set up a phone call with them to slowly but surely reel them in.   [18:46] Make sure you have testimonials on your website. Ask your clients for a testimonial right at the closing.    [20:29] Janet is a worker bee. She volunteers and works hard. Active listening is one of Janet’s superpowers. If you can do that, it makes all the difference.   [22:13] Janet carries a wire-bound index card file in her purse to record notes about new contacts. For Janet, Top Producer is her “second brain.” Find your “second brain” that creates a flow.   [31:30] Be a resource. It creates credibility, trust, and an emotional connection. People decide with their emotions. The educational approach is her focus, now.   [33:50] I’m going to encourage our listeners to go back and listen to Part 1 of this conversation if they haven’t already where Janet talks about her system of keeping up with leads and clients.   [34:55] Some states allow incentives or inducements, some do not. Check your state law before offering one.   [36:08] Some agents hold R.S.V.P.-only open houses as a security issue and let only one person come in at a time. Don’t share your personal information online.   [38:08] Janet’s last word: “You need consistent, excellent service to your existing clients. That’s what’s going to keep you in the business. … Whatever you do, autograph it with excellence.    [39:11] My favorite takeaway from Part 2 was the reminder that everything we do to improve our visibility will cost us time or money. What was your favorite tip from the 2nd episode? If you missed the first episode about great ways to connect with people in real-time, head back and hear Janet’s tips to get started.   [40:25] We’re going to be having several months of episodes focusing on tools to help you communicate more clearly, set excellent expectations, and create great experiences. What classes are you planning to take to improve your business? Go to Learning.realtor to find lots of live, virtual, and online classes. Join us in March for more ways to improve your business model and to think a little bit differently. Thanks for joining us! Make some calls, tighten up your system, go out there, and sell some houses! Tweetables:   “You also want to have a call to action on your website so that they know what to do. For me is just ‘Call JJ.’ Call Jan

How is your business growing and flowing right now? I hope you have a pipeline full of clients who are looking right now or planning to buy or sell in the next few months. We know, though, that hope is not a strategy. We need better tools than just hope to get our buyer pipelines filled. We know that a whole lot is happening in the real estate industry right now. We will be having several months of focusing on tools you can use to communicate more clearly, to set better expectations, and to create great experiences for you and your clients. February’s guest is Janet Judd. She’s a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024. As a reminder, this a two-part episode, with the second part coming later this month.    [3:17] Janet is a solo agent in Missouri who has been selling real estate full-time for 38 years. She loves what she does and has a servant’s heart for volunteering.  [5:42] You are the product when you’re meeting clients. They need to know that you’re engaging. You need to be credible and communicate to them the value of doing business with you.  [11:08] Janet discusses an app that let’s you call someone’s voicemail when you can’t chat.  [14:15] For Janet, a pipeline means knowing she will be able to have a buyer close on a property. [15:00] Janet takes the most motivated ones out to show properties. She leads them along the pipeline with frequent contacts and suggestions.  [16:04] Janet has buyers in the pipeline for months. She keeps all her contacts in the loop so they don’t run off with someone else. She gets them under a Buyer Agency Agreement as soon as she can.  [21:05] When buyers know what they want, it’s easier to define and find it. Then you have to hold their hand and make sure they stay patient while you do your job.  [22:00] Janet discusses the CRM she uses. She also keeps a file folder for every contact in the pipeline with notes. She goes through all the folders each day, making contacts as appropriate.  [27:10] Sometimes you lose an opportunity. Ask people who may be a year from buying how often they want you to contact them. Janet discusses how to motivate them. [29:34] Janet invites people to sign a Buyer Agency Agreement at the first meeting. She writes the agreement for a year. It’s a two-way commitment. Don’t disappear from view. [33:15] Janet’s last word: “I really just want you to understand the fact that you’re the product. Help them make that emotional decision to work with you and be excited about the opportunity to work with them and help a dream come true — the American Dream come true.” [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!   Tweetables: “I’ve been selling real estate full-time for 38 years. I don’t have a team. I’m a solo agent and I still love what I do and definitely have a servant’s heart for volunteering.” — Janet Judd “Being a buyer’s agent, you’ve got to dance the way they want you to dance. It’s on their schedule. When they call, you’ve got to pop up!” — Janet Judd “Help buyers to make that emotional decision to work with you; be excited about the opportunity to work with them and help a dream come true — the American Dream come true.” — Janet Judd   Guest Links: Janet Judd on LinkedIn NARRPR.com REALTOR® Property Resource Slydial American Greetings digital cards Top Producer® NAR Library NAR Resource Links NAR.realtor/technology ABR® SR

We are so glad you joined us to help you start your new year! This episode’s guest is Matthew Rathbun. Matthew discusses business suggestions, strategies, and ideas to help you make your plans for success this year. This is Part 2 of the interview with Matthew on Business Planning. The first part was launched earlier this month. In this part 2 episode, Matthew leads us into a conversation about the people you’re partnering with in your business and gives some great suggestions when you consider the rhythm of work and home life. We would also love to hear your feedback on this new format with two parts and shorter episodes.    [2:30] Matthew urges you to choose your sellers and buyers carefully. Allot your time and attention to the right people.   [7:30] Matthew explains that you are alienating your market if you post what a great time it is to buy. It is a very different marketplace today with a different cost of living and a weaker job market than past markets.   [8:27] Whatever you post in a public forum, consider how it impacts your target audience. Tell them you understand their pain points and villains and you have the solutions to their problems.  [12:27] Matthew sits on the board of a housing non-profit. He had a recent conversation with a board member about the challenges people have coming up with the down payment.   [13:40] Matthew recommends apps that can function as your Personal Knowledge Management System.    [16:49] Matthew discusses digital mind mapping and a powerful tool for this.    [18:01] Matthew does his business planning in October and November to get ready for January. Do it when it’s right for you. [21:43] Do not trade your family for your career. Your career is alluring; everyone’s feeding your ego. It’s an ego-driven industry. What your spouse and kids think of you is eternal.   [30:21] Matthew’s last word: He has a business planning workbook that you can download on this site.    [31:15] Look for things like virtual assistants. Start budgeting; this market is going to create opportunities.    [31:55] The world is changing rapidly. There is going to be a lot of opportunity in the changes with the right mindset and the right plans.  [33:35] We hope you will consider taking the ABR®, the Accredited Buyer’s Representative designation, this year. You can learn more at learning.realtor.   [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!   Tweetables:   “[Use a] Personal Knowledge Management System. Our brains were designed for creating ideas, not for remembering things.” — Matthew Rathbun   “It is not worth trading your family for this career. I have watched it happen way too many times.” — Matthew Rathbun   “I don’t expect my family to support my career. I think that’s a misalignment.” — Matthew Rathbun   Guest Links: Matthew Rathbun on Facebook Canva Templates at Etsy.com NARRPR.com REALTOR® Property Resource   MyStorybrand.com Apple Notes Evernote Getting Things Done: The Art of Stress-Free Productivity, by David Allen Apple Freeform MindMup Cofftivity MyOutDesk Matthewrathbun.com/resources/   NAR Resource Links NAR.realtor/technology ABR® SRS C-RETS class   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   CRD@NAR.REALTOR Crdpodcast.REALTOR Learning.REALTOR — for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates CRD.REALTOR — List of all courses offered REBI   Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com Frank

We are so glad you joined us to help you start your new year! This episode’s guest is Matthew Rathbun. Matthew will be discussing business suggestions, strategies, and ideas to help you make your plans for success in 2024. This is the first part of a series on Business Planning with Matthew this month. The second part will launch later this month.   [2:55] Matthew is the EVP of a Coldwell Banker company with 10 or 11 offices in the D.C.-Maryland-Virginia area.   [3:40] Matthew started teaching and has been teaching ever since. He is currently the president-elect for the Real Estate Business Institute, a good partner for CRD, providing lots of education to agents.   [4:20] There has been attrition in the industry. A lot of agents are not seeing a lot of production right now. When you plan for next year, you have to base it on reality. [5:33] We are knowledge workers more than salespeople. The buyer hires you as a buyer’s agent for what you know. How do you provide clarity on your value as a buyer’s agent?   [7:00] A knowledge worker will say, “I know the market, what my capabilities are, and what my consumer base is and I’m going to build a strategic plan.”   [7:37] You can be a knowledge worker to your consumers and demonstrate that value to them. You can use your knowledge and say, “I’m the CEO of me.”   [9:21] What are we changing for 2024? Agents need to be much more precise with their goals to be able to look back and see what they’ve accomplished and why this is a good career for them.   [11:12] Matthew goes over tips and tools on how to interject your goals. Substantial industry changes are coming but most of our chaos is controllable.   [13:00] You’re controlling whatever chaos you can. Putting systems in place is so important. “You do not rise to the level of your goals, you fall to the level of your systems.” — James Clear   [15:48] With industry changes, Matthew says training will be a core part of any successful agent’s business.   [18:33]. Change is good. A bad change can be corrected to something better. Have a healthy mindset on addressing change. Lean into change and what it means.   [23:06] It’s time to add to your listing kit and improve the buyer consultation kit on your website. Market your value proposition for buyers. Matthew discusses what to do in the next 30 to 90 days.   [25:45] Agents need a better consumer persona. Who do you want to work with? Just saying you want to work with sellers or with buyers is not focused enough to reach the core consumer that you want.   [30:18] Matthew cites Atomic Habits, by James Clear as the most transformative book. He recommends other books.    [32:50] Monica urges you to check the resources mentioned in this episode and Matthew Rathbun’s website linked in the notes. What education do you need to add to your life and business? The Center for REALTOR® development highly recommends ABR®, The Accredited Buyer’s Representative designation.   Tweetables:   “This is very much an industry where you get to eat what you kill. You hunt it. You kill it. Now you get to enjoy it, so to speak.” — Matthew Rathbun   “Change is good. I’ve always said change is good. Even if it’s bad change, it’s generally going to be corrected and lead to something that’s better.” — Matthew Rathbun   “Every successful CEO is a reader. That’s one of the common traits of all successful CEOs.” — Matthew Rathbun   Guest Links: Matthew Rathbun on Facebook Canva Templates at Etsy.com NARRPR.com REALTOR® Property Resource   Building a StoryBrand: Clarify Your Message So Customers Will Listen, by Donald Miller Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte Getting Things Done: The Art of Stress-Free Pr

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

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

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

Do you want to know about AI, and specifically, ChatGPT? Alex is here to tell you all about it! Alex is a true tech person with a teacher’s heart. He will explain some of the inner workings of Natural Language Programming, which is what ChatGPT is: language. There are layers to this, and more changes are coming; changes that will make using ChatGPT even easier. So, let’s get some tips and some education from Alex Camelio! [2:36] Alex looks for technologies that change the way we do business. For example, the Snapchat and Reels trend of holding your phone upright to watch video was a small, fundamental change to video. [4:31] When Alex sees fundamental changes in people adapting and working differently, that’s when he starts thinking there’s a revolution or a trend that’s sticking around. He sees that with AI.  [6:10] In a few months, Alex will be at NAR for two sessions involving AI. He discusses the sessions.  [7:49] AI has limitations; it tends to lie or “hallucinate” when it lacks information to draw from! If you don’t give it good instructions and directions, it makes up something.  [10:40] Alex Camelio is the CEO of Agent Inner Circle (AIC), agentinnercircle.com, a free community of about 40,000 agents. AIC publishes free content and articles to help agents in marketing and business practices. [11:06] Alex had taught himself to code and has been coding since he was 10 or 11. About 15 years ago, he started a tech company, Barcode Realty, and sold it to Lone Wolf.  [13:30] Alex believes that ChatGPT was a publicity stunt by OpenAI. OpenAI has been working on the Large Language Model (LLM) for years. Their mission statement is “Making artificial intelligence available for the world.”  [18:25] ChatGPT learns over time. The apparent reason for the release of ChatGPT is to gather as much data as possible. It took off as a consumer product but is meant for the AI side of the world more than the consumer product side. [19:47] Alex shares his thoughts on privacy. We carry an active listening device with us, day and night. If we want to go back to privacy we will need to make major cultural and government steps to protect it.  [22:18] OpenAI, the creator of ChatGPT has an API behind the scenes. An API allows your website and server to connect to ChatGPT and the data, and use the AI through your website instead of through the platform.  [23:18] An enterprise customer of OpenAI GPT has settings that allow them to change the creativity and other components of how the AI responds.  [29:25] Alex predicts it will become less complicated to use AI. Alex has been building a tool called ChatGuide that gives access to a lot of these features.  [35:18] Alex is setting up bots at ChatGuide that are cold-call teaching bots that pretend to be home sellers. You can chat with it and it will give you objections while you try to make a listing appointment.  [39:01] Think about ChatGPT as if you were bringing on an assistant. You would take time to train the assistant on what you want.  [45:38] CrystaKnows builds a DiSC profile on someone from social media. It’s a sales tool for agents who want to speak in the personality language of the person they’re talking to. [52:45] Alex thanks Monica for having him on the show. He leaves you with a bit of philosophy. Will AI take your job? [57:33] Don’t get too distracted by all the shiny objects, because they’re sure flying around, now! Your clients and friends are still out there, planning their lives, and you’re the one to help them at the perfect time. So, go talk to some folks and sell some properties! Tweetables: “I always look at technologies that will … change the way we’re doing business in some form. … In the last few years, there were … Snapchat and Instagram Reels. The trend there was vertical video. … Somebody said, ‘We need to hold our phones upright.’” — Alex

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

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

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

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