Nars Center For Realtor® Development

Welcome, friends to the Center for REALTOR® Development podcast from the National  Association of REALTORS®. I am so glad you are joining me and today’s guest, Dr. Jessica Lautz  from NAR.  Dr. Lautz is the Deputy Chief Economist and Vice President of Research at the National  Association of REALTORS®. I love, love, love my data friends and I always learn things to help me  and my clients. These trends are so huge when talking with our clients and preparing ourselves,  as well as just getting in the nitty gritty because our clients are looking at that national market but  we’re also in the local market.  I’m so excited to talk today about how we put those two things together.  We are releasing this interview in two episodes. This is Part 1.   [1:16] Welcome, Jessica! What are the hot topics you are seeing that are important and different? Let’s  give our listeners a preview of what we’re going to discuss in these two episodes, 110 and 111.  [1:36] Jessica says the real estate market is divided into two market

Evan Fuchs is back with us for Part 2 of our conversation on negotiation, a favorite topic of mine!  Welcome back!  Markets will shift, and changes are happening. We need to remember the core tenets and basics  of good negotiation while remembering that the details change from client to client. Some of you  work in different markets or states, and you need to be aware of those details to help you negotiate specifically for what you and your client need. Negotiation is one of those significant  topics I suggest we learn about constantly.  Evan Fuchs is a 28-year award-winning REALTOR® and industry leader from Bullhead City,  Arizona. Evan and I discuss training, and we go into one book with four tenets that can help us  create win-win scenarios or at least manage the situations with a good attitude. Sometimes,  operating on those principles helps us not to become so emotionally involved. There is always  more going on under the surface when negotiating. We’re going to discuss how that affects your  conversatio

Today’s topic is so essential: negotiation! It has always been important. As our markets have  been shifting and industry changes are happening, we need to go back to remembering the basic  and core tenets of good negotiation while also understanding the nuanced parts of that shift  within the market and the specific needs of our clients.  My guest today, Evan Fuchs, is a 28-year award-winning REALTOR® and industry leader from  Bullhead City, Arizona. Negotiation is one of those topics we need to learn about all the time.  Unless you’re writing a book on negotiation, I suggest more education is helpful. I love learning  from skilled negotiators wherever I come across their books or meet them, like Evan or even some  of my clients, who teach me new ideas and angles to consider in my negotiation. Evan and I both  believe in the long-term value of win-win negotiations in real estate.  Evan shares insights on building relationships and finding mutually beneficial outcomes. We  discuss the importance of offering o

We are in Part 2 of my conversation with Dan Weisman about AI in the real estate industry. Dan is  a director of innovation strategy in the Strategic Business Innovation and Technology Group at  the National Association of REALTORS®. In his role, he researches technology, strategizes what  this tech may mean in the future, and builds relationships with tech leaders to better understand and drive innovation in the real estate space.  This episode is where we get practical, starting with using generative AI instead of Google for  searches. How would that help you? What do you think about that? We’ll discuss software that is  genuinely helpful for you in your business. We wrap up with virtual reality. As cool as it is, why do  we not see it used more often? Dan gives us his insights. Let’s join him!  [1:24] I am so glad to have more time with Dan Weisman to learn more AI tips. In this episode, we are going to get into practical things! You may want to listen again later and get some of the apps if you're  drivin

Today, we will talk about AI in the real estate industry with Dan Weisman, a director of innovation  strategy in the Strategic Business Innovation and Technology Group at the National Association  of REALTORS®. In his role, he researches technology, strategizes on what this tech may mean in  the future, and builds relationships with tech leaders to understand better and drive innovation in  the real estate space. He is in the thick of thought leadership, creating new things for us.  I asked him how I, as an agent, could personally use AI to help me in my business. Sometimes I  do not default to it as quickly as I should. I found our conversation to be very interesting. We are  releasing it in two episodes.  This episode's Part 1 provides a big-picture overview of where we are now. It’s amazing how fast  things change! Then, we discuss some good suggestions for better habits. Let’s get right into it!  [1:51] Welcome, Dan Weisman, back on the podcast! We’re so glad to have you!  [2:07] Dan Weisman is NAR’s Dire

Today we have Ali Whitley and her son Martin Whitley back with us for Episode 2, where we  discuss generational dynamics in the workplace and with our clients. Martin tells us more about  his journey and how he decided he needed the specific house he purchased. There might be a pet  involved! We discuss how it is a discouraging time for first-time home buyers, but there are ways  you can get into the market. These two episodes are great to share with your clients! We are  talking to REALTORS®, but this conversation is great for giving hope to potential buyers who  think waiting out in this market is best. Ali and Martin are often talking right to your buyers. It’s  great for them to listen and learn some things.  Ali Whitley is the current president of the Ohio REALTORS®. She has a wealth of experience and  knowledge. I am so thrilled to have her with us again, along with her 22-year-old son, Martin, who  bought his first home in 2023. Today, we talked about more generations, and Martin gave us some  tips abo

People are all different. With an open attitude on our part, they are a constant source of opportunity for education, and learning. I love learning from other people. One of my favorite topics over the last 10 years or more has been about generations. I’ve been learning and teaching about how people of different generations act and react since I began teaching the Senior Real Estate Specialist course in 2009. While stereotyping people is never good as a general rule, there are some things we can learn from studying cultural differences and commonalities within a group. My guests this month, Ali Whitley from Ohio and her son, Martin, will join me to discuss some characteristics of Generation Z and what we are seeing regarding their desires and actions around housing. We will also discuss the work and planning that Martin has done to help him purchase his first home. He’s very excited about it, and I’m excited for him! He shares some great insights and practical tips to help first-time home buyers focus on the

Here we are, back with Trenesha Harrison, for Episode 2 on New Construction. In our first episode, we discussed new construction from the perspective of the on-site agent, which is how Trenesha started in real estate. In this episode, we’ll discuss how to help you be more prepared as a buyers’ agent, bringing your buyer to the new home community. The two episodes go together, so we suggest you listen to both.   Trenesha lives in Oklahoma City, Oklahoma, and she loves new construction because it’s always changing; it’s always different, and there’s so much that we can learn from how a home is built from the inside out.    [2:03] Seeing new construction go up is awesome but it might be intimidating for buyers’ agents who may not understand the foundation, the framing, or the roofing. Trenesha has ideas about getting familiar with new construction. On-site agents and builders can train buyers’ agents about new construction.   [2:52] Trenesha has had builders coordinate presentations for her team. Trenesha also d

I love to be able to participate with my buyer clients when they want to buy new construction. I have bought two new homes, and I love the process of choosing what I want, watching it get built, then knowing how it was built, and having time to make a plan for the move. It’s not for everyone but it is a great option for a lot of people, and it is generally a bit more reliable than what we encounter with resale purchases; not always, but generally. Not all agents feel comfortable selling new construction, though. My guest this month, Trenesha Harrison, and I are going to help you see the benefits and show you how to ask better questions when selling new construction. There is a lot to learn about selling new construction and helping buyers buy new construction. Our first episode will feature Trenesha sharing some overview points and teaching us more about what it’s like to be on the side of working as a salesperson for the builder.   Trenesha lives in Oklahoma City and she has varied experiences with new cons

In Part 1 with Brent Lancaster, we started the conversation about the Buyer Agreement and it’s a timely conversation. We recorded this before the proposed settlement from NAR was released. While the settlement is still proposed, and it’s not final, one of the key points in it is the importance of a signed agreement with our buyers. There are details to be clarified but it seems this topic is even more relevant than before we recorded it.   This agreement with buyers to work together and get paid for the work you do is crucial for us. Brent owns a school and teaches CE classes in many states and is very familiar with the laws and agreements in many states. He’s not a lawyer and he’s not a pro on every single one but he does bring so much wisdom to the conversation. I’m thrilled to have him with me for this topic and I hope you join us for both episodes.   Let’s join Brent and learn more about the sections that are in most Buyer Agreements. It’s important to understand all those sections, and why they are impor

Please Note: Effective August 17, 2024, all MLS Participants working with a buyer are required to obtain a written buyer agreement before touring a home. For details about this and other practice changes, please visit facts.realtor. This is our 100th episode — 100 great episodes with so many amazing people who volunteered their time to help you be the best agent you can be! So many helpful topics for your business! Who has been with me on the whole journey, even if you missed a few? If you see me out on the road at Midyear, Annual, or in a class, greet me and tell me what your favorite episode was! I’d love to hear it!   Today, my guest, Brent Lancaster, and I talk about the often legally required, Buyer Representation Agreement. We recorded this before the proposed settlement from the NAR was released. While that settlement is still proposed, and not final, one of the key points in it is the importance of a signed agreement with our buyers. There certainly are many details to be clarified, but it seems this

Please Note: Since the recording of this episode, NAR entered into a proposed settlement agreement that would end litigation of claims brought on behalf of home sellers related to broker commissions. To learn more, and to prepare for the practice changes taking effect August 17, 2024, go to facts.realtor.   Welcome to Part 2 of my conversation with Lynn Madison! Today we are talking about different business models. As you refresh your presentation of what you do and what you charge, we want you maybe to consider some other options or, at least, some other parts of the business and we also want you to be aware of the possibility that somebody else might have a different business model; how are you going to be prepared for that? Go back to episode 098 to hear the start of our conversation on clearly communicating your value to your clients. Lynn Madison has received the REBAC Hall of Fame Award, the REBI Distinguished Educator Award, and Educator and REALTOR® of the Year, both from the Illinois Association of

Welcome back, Friends! Our podcast has received another award from AVA Digital Awards, an international competition that recognizes excellence by creative professionals in the area of digital communication. We received a Gold Award for Podcast and Audio Production!  We have another amazing award-winning guest today! She has been recognized as an amazing instructor, having received the ABR® Hall of Fame Award, the REBI Distinguished Educator Award, REALTOR® of the Year, and Educator of the Year, both from the Illinois Association of REALTORS®. She is one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. She was with us last year to talk about the changes in the industry and how to prepare for them. We will link to that episode in the show notes. Today, we are going to dig in deeper with Lynn, specifically about ways to show your value to your clients. We must improve our skill in communicating what we do and how valuable our skills are to our clients. We

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 REBAC 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:

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 REBAC 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 estat

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, c

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?   [

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 tra

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 veteran

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 contrac