Nars Center For Realtor® Development

Do you have a succession plan for your business when you want to leave it? Whether you have created a business that you wanted to do for life, or you decided, “I’m going to move on and take a different direction for my life, or for my business,” this conversation on phasing out of your business, and creating long-term financial resources and assets, is for everyone. Our guest, Renee, will help you see ways to invest in yourself and your business to meet your long-term goals.​ [2:32] Renee Williams is passionate about holistic business success, which includes finances, strategic planning, and retirement with passive income. She hosts the Agent Exit Podcast. Exit Strategy is huge! [3:43] Renee and Monica talk about bucket lists, plans for retirement and Monica’s current Big Why. [5:05] Renee talks about “someday” goals and being intentional in making them happen. [6:42] Research shows that anticipation and planning for something can provide as much enjoyment as the activity itself. Take a phone video of yourse

Real estate is intertwined with the economy in so many ways, and real estate agents can sometimes have a hard time connecting these external factors with the home buying process. Our guest, Josh Cadillac believes in closing customers for life, which means building expertise on a deeper level that goes beyond the specifics and square footage of a home. When you give your clients context within the home buying process, not only does it help their future, but it means you’re on a path to creating a lifelong customer.   [3:00] Josh and his background in real estate. [5:30] Josh talks about his motto, “Close for Life.” [6:45] It’s an important part of Josh’s life to do work that you’re proud of, to have a life you’re proud of. [7:40] Diving./, into the actual raw product real estate agents sell. [10:20] Sometimes there’s a disconnect between real estate agent and customer. Why is that? [14:55] Real estate agents need to make the case on why a customer should trust them. [20:45] Sometimes just talking to your custo

The National Association of Real Estate Brokers (NAREB) was formed in 1947 by nine African American Founders as a response to the denied access African American brokers were experiencing when it came to selling homes. With 75 years in existence, the association lives by five important pillars: 1) Civic and Faith-Based Engagement. 2) Women Invested In Real Estate — WIRE. 3) Diversity, Equity, Inclusion of Small Business. 4) Multigenerational Wealth. 5) Government and Policies. Our guest and President of NAREB, Lydia Pope, explains further why these five pillars have been foundational towards everlasting change in the community.   [2:45] A bit about Lydia and her background in real estate. [4:40] The history behind why the NAREB was founded. [7:10] What are the five pillars of black ownership? [9:10] Homeownership has dropped for black homeowners. Why is that? [10:15] African Americans and blacks still face loan discrimination today. [11:50] As a broker, it’s important that you be a champion for your clients in

This episode covers some of the great ways you can engage agents and consumers with the support of the brokerage. Every brokerage has its unique way of doing things, so it’s important to really understand the culture of the organization you’re in and the benefits you have access to. Chris Whitten breaks down his consumer-centric brokerage model that empowers his agents to be well-connected in the community. What do you need to know about joining a brokerage? Chris answers all of this and more!   [6:30] How do you have both a customer and agent-centric approach? Chris knows you can have both. [7:45] In business, you have to have hedgehogs! Chris explains his analogy. [9:05] Chris has a giving back program for his office to help and support the community they serve. [13:50] How can you take the spotlight off of yourself on social media and shine it more on the people you serve? Chris offers an example. [17:20] Chris talks about another ‘hedgehog’ incentive he does within his business. He’s taking advantage of t

We all know that social media can be a time-wasting black hole. We also know it can be an amazing tool to connect with loved ones, friends, and potential clients. How do you balance both without feeling overwhelmed? Today’s guest, Harrison Beacher knows how to get the most out of your social media presence, without the overwhelm! In this episode, he offers strategies to create a comprehensive social media plan so that you can build connections with intention.   [1:30] A little bit about Harrison and his background in real estate. [5:00] What social media platform should you choose? [8:20] Harrison shares some of his favorite ways to optimize social media. [8:40] What was the last thing that made you stop scrolling? What kind of content do you like to consume? [10:30] Consider taking a quick 101 photography class to better understand what makes a good picture. [11:20] Should you have people in your photos or should it be a selfie? [14:40] How do we increase the engagement we currently have on Instagram? Hashta

Gary Rogers knows a thing or two about networking. The saying might be overdone but it is true: Your network is your net worth. But, did you know a lot of REALTORS® do networking the wrong way? Instead of trying to spin your wheels, here’s how you can leverage agent-to-agent referrals that create a collaborative relationship with you and your colleagues and not a competitive one. The ripple effects are immense. Gary shares his expert tips in this month’s episode!   [1:30] Gary Rogers is very intentional in networking with the goal of giving and receiving referrals. How do you become a great resource? Gary has some advice for you. [3:55] Gary shares his overview process for finding agents and why referrals are important to him. [4:40] He explains further on referrals as a true business source and shares some of his own experiences. [7:20] How do we meet or find these agents? Gary shares some tips on how to be an agent someone wants to refer. [11:40] When considering someone for a referral, what kind of criteri

As many of us started to incorporate technology into our real estate business to make things easier and more automated, something else started to drop by the wayside: relationships. Throw the pandemic into the mix, where it was highly discouraged to be face-to-face with our customers, and we are now faced with a big need in the market for personable and friendly real estate agents that can connect with clients on a deep level. Ali Whitley is here to help shed some light on how you can improve your relationships without doing a complete rehaul of how your business operates. It’s not as complicated as you might think!   [3:45] Why is it so important to have a consultation with your client before you walk them through different houses? [6:50] If you don’t take the time to get to know your clients, their why’s and motivations, then what are you really doing? [7:20] It’s easy to just get into the habit of sending a text, but that doesn’t lead to connection. [15:25] A good real estate agent is the source for a lot

   What does a good real estate team look like? The answer can be very varied and diverse, and it’s also very individual to your specific needs. However, our guest has identified some key principles on when it makes sense to move forward with a team based on your unique situation. Brandon Martens is the Team Lead for The InRealty Group of Hegg REALTORS®. He is passionate about leading his team with kindness and drive and often speaks on these topics. This episode focuses on what real estate agents should look for when joining a team, some of the benefits of joining a team, and tips for starting your own team!   [3:35] Brandon has put his team within another brokerage firm. He shares some of the benefits of doing it this way. [6:20] When does it make sense to join a team vs. being on your own? [8:00] What should agents be looking for before they join a team? [10:00] Does it make sense for more experienced real estate agents to join a team or is this a better move for a newbie? [14:45] Brandon shares some of hi

Do you have a date on your calendar to start business planning for 2022? Agents with a plan are more likely to reach their financial goals than those who “wing it.” However, there can be a lot of moving pieces involved before you can get a clear picture of what to focus on first. Our guest, Brent Lancaster, is not only knowledgeable in real estate, but he loves to educate agents on the business of real estate. This episode focuses on fun and practical ways to plan for your business in 2022 and highlights some of the important strategies to consider when balancing life and work.   [2:00] A little bit about Brent and his experience in real estate. [4:50] Whenever you Google “business plan,” the search results show something very complex and overwhelming. [5:25] If you’re a single agent and not part of a big team, Brent shares what you need to focus on first. [13:00] If you want to be number one in your industry, there’s going to be a cost. What are your priorities? [18:50] Focusing on what you can control. [19:

Are you a REALTOR® who would consider themselves a leader? The NAR’s Leadership Academy provides leadership training and networking opportunities for all levels. In this episode, Shannon Buss joins Monica to talk about leadership, professionalism, and the benefits of the leadership academies. They discuss how we can lean into leadership and professionalism in the industry, how we lead as real estate agents, and how we can improve leadership skills to benefit our businesses, our client experiences, community position, and industry strength.   [3:35] Why the Leadership Academy is offered at all levels, and what benefit it has for agents in this program.   [7:48] Every single job in NAR is critical to what we do in NAR; every job in the association is just as important.   [9:29] The importance of leaning into the current job or level, and how exposure to new ways of thinking can help you improve yourself and how you live your life.   [12:57] Shannon shares some of what she learned during her time in the Leadersh

Real estate is happening all over the world, whether we are following other markets or not. When we connect with agents from other countries, they can help us understand culture and client expectations, which in turn helps us successfully conduct business globally. This episode is all about the benefits of being an International REALTOR® Member (IRM). Our guests Tarun Bhatia and Ana Beatriz Muñoz Ruiz join Monica to share their experience as IRMs, some of the different real estate practices and traditions in their respective countries, as well as their favorite membership benefits. There are several important links mentioned in this episode — please make sure to visit the “Guest Links” section for all resources discussed in this episode.   [3:00] NAR’s international department helps agents from around the world learn different ways to practice real estate, and provides networking opportunities.   [4:30] Tarun introduces himself and his work in India.   [6:30] Anna introduces herself and her work in Mexico.  

The collapse of the Champlain Towers has been a mysterious and important event in the real estate world, especially for the families deeply affected by the tragedy. It brought to light some of the essential things to note for environmentally-challenged properties; all buildings do degrade and are affected by the elements of nature. Our guest, Linda Olson is a REALTOR® and environment consultant in Florida. This episode focuses on how we can best advise our clients when they are purchasing condominium properties or properties in environmentally challenged areas. What can the rest of us learn from the tragedy in Surfside?   [2:55] Linda’s background and what she does today as an environmentalist and REALTOR®.   [5:52] Building codes in Florida and the state’s rules and regulations.   [11:13] Regulations differ from state to state, and even between the state and local levels. Most areas leave it up to the local governments to decide building codes, etc.   [15:00] Causes that contributed to the Champlain Tower co

In property management, service animals, emotional support animals, and pets, in general, are big considerations that will come up for potential tenants. As REALTORS®, property managers, and landlords, it’s important to know how to do things right to help honor those tenants who really do need the help that comes from having a service or emotional support animal. Cynthia DeLuca is on this episode to share her expertise and knowledge on how service and emotional support animals are protected under federal law. She also shares some best practices on questions you can ask and how to put a policy in place so you have consistency among all potential tenants and situations.   [3:35] - In 2020, many more people got pets that may be service or emotional support animals. In the real estate community, there are protections in place for these animals and clients who have them [6:45] - Cynthia and Monica discuss how the Americans with Disability Act protects service animals and what qualifies as a service animal [9:35] -

Sustainability is an evolving topic in our culture and in many industries, and real estate is no exception! In this episode, expert Melisa Camp joins Monica to discuss sustainability inside our homes, as well as in the construction of new homes. They talk about new ways to take care of the resources we have, the opportunities in the industry, and how to tend to our health and finances on this journey.   Sustainable products are much more accessible and affordable than they have been previously. As we’ve all spent so much time in our houses during this pandemic, Melisa and her family have looked into ways to make a healthier home. Air quality can be improved by natural ventilation, air filters (MERV 14 or higher or a HEPA filter), and air cleaning (usually a portable device). Many utility companies offer an energy audit, which is a great place to start. Some other easy fixes anyone can do are weather stripping, sealing your ductwork, and foam air sealing. A tankless water heater is another good option to conse

In the real estate industry, we always need to be aware of leveling up our financial situation. In this episode, Rich Arzaga joins Monica to talk about all things financial wellness. Rich shares information about licensing, credentials, and how financial planners get paid, as well as some things to look out for when choosing a financial planner. They also discuss different investment platforms and insurance options. This episode is packed full of great information for any REALTOR®, whether you already have a financial plan or are just getting started.   The title “financial advisor” is a broad term — not everyone you hear about being a financial advisor has the same license or credentials. If you are seeking out a financial planner for your financial situation, make sure you look for someone who is licensed and credentialed. These people are licensed in giving advice or offering different investment options. Rich shares some of the different license numbers, and what goes into being able to earn each license.

Center for REALTOR® Development 056: Residential Real Estate Disclosures with Bruce Aydt   While laws on this topic vary from state to state, good disclosure by the seller helps everyone involved in the real estate transaction. In this episode, guest Bruce Aydt joins Monica to talk all things disclosure. They discuss what should or should not be disclosed when it comes to current property status, past repairs, psychologically stigmatized properties, and work done without permit. This episode is full of risk management information that REALTORS® can use to help their clients.   The purpose of disclosure laws is to ensure that the buyer knows everything that the seller knows about the property. It is also a protection to sellers, as long as they are honest in their disclosure, because they will minimize their risk of legal ramifications later. As a seller, if you’re wondering whether you should disclose something, then you should probably disclose it. A good general guideline for what to disclose is that if the

There are so many benefits for real estate agents and REALTOR® members of local associations. Adorna Carroll is on the show to talk about everything that associations have to offer their members. Monica and Adorna share some of the benefits of joining an association, as well as best practices for engaging with your local, state, or national association.   There are several values that associations can bring for agents, especially in the real estate industry where there is a three-way partnership between the local, state, and national association. The local association is the first point of contact for many REALTORS®, helping to orient the members and share industry best practices, ethics, etc. The local association also helps members understand what happens at the state and national levels.   Another huge benefit of associations is networking! The opportunities are abundant both for you as an agent and for your clients. You have the opportunity to connect with people outside of your market, increase your reac

The need for affordable housing exists in communities across the country. This episode’s guest, William Baylor, joins Monica to talk about current federal affordable housing initiatives, as well as the personal initiatives he’s involved with in his own market of Birmingham. This episode will provide ideas and resources for how agents can help find rental and purchase opportunities in their marketplaces that are affordable for people with a lower median income.   Affordable housing has been something that people have been attempting to do since the turn of the century. The industry definition of affordable housing is when you pay 30% or less of your income towards housing costs. In political housing circles, affordable housing refers to housing that uses some sort of public assistance to support families or individuals who lack the means to pay the market rate in an area.   Governments at every level must ensure that there are enough subsidy funds available to meet the needs of their community. William talks a

Photos are a must-have when it comes to marketing a home for a listing. In this episode, photographer and real estate agent Brian Copeland shares his thoughts on the importance of great photos for your listings. Brian and Monica discuss the equipment and software that real estate agents can use to get the best photos (and the best price) for their listings.   In the climate of the pandemic, virtual showings have become more important than ever. Real estate agents have to become “digital professionals” — capturing the full scope of the property with your virtual deliverables. Houses selling sight-unseen have also become increasingly more common, and a large part of that is due to the level of care agents and photographers put into getting the photos just right.   Brian brings some elements of the music industry to his photography approach. As REALTORS® you are Artist & Repertoire directors of homes, overseeing and managing your brand as a whole. It is important to bring a standard to aerials, 3D photos, an

Although we are in a multiple-offer market, the appraisal process remains a challenge for real estate agents across the country. In this episode, Candy Cooke joins Monica to discuss some of the best ways to work with appraisers to make more deals. In a fast-moving market, everyone involved in the transaction is a team. It is crucial for REALTORS® and appraisers to work together to get people in homes.   Candy has a list of items that she provides to the appraiser. You can still talk to the appraiser until the appraisal is turned in. In her “appraisal packet,” she includes a copy of the contract, either the survey or property details that define the bounds, the list of anything that has been done to the house, and any information about comps that would be helpful for the appraiser. The more you can provide upfront, the less they will have to ask about. When providing comps, the best thing you can do is find other properties that would appeal to the same buyer. It is best to give your packet of information to t