Keeping It Real Podcast • Secrets Of Top 1% REALTORS ® • Interviews With Real Estate Brokers & Agents

Lance Kirshner, head of LAKE Group at Compass in Chicago shares how he started in real estate as an appraiser, before becoming a real estate agent. With experience in both appraisals and brokerage he believes a successful real estate transaction includes three essential steps. He also gives his thoughts on teams and why they’re becoming the preferred path. Lance also discusses how his group is keeping their business growing during the pandemic with disciplined outreach to their clients and sphere.

If you’d prefer to watch this interview, click here to view on YouTube!

Lance Kirshner can be reached at 773.578.8080 and [email protected]

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by Agent youtube.com. Would you like more leads that find you instead of you finding them? Let the YouTube agents show you how the YouTube agents started making videos with no sphere of influence. This year. They’re on pace to close more than 100 sales all from leads generated on YouTube. They put a step by step video program to show you exactly what to do and what not to do to become a YouTube real estate superstar. Visit agent youtube.com to learn more and sign up today. That’s agent youtube.com. And now on to the show.

Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Paris. I am your guide and host through the show and in just a moment, we’re going to be speaking with Chicago legend Lance Kirschner. But before we get to Lance, a couple of quick announcements number one we just revamped our website you may have been listening for years and didn’t even know we had a website because you’re probably listening through a podcast app but we encourage you to check out our site we rebuilt it from the ground up it’s super easy to navigate and you can actually even look for just the episodes that that interest you and also the categories of shows that we do where we have regular guests on if you want to you know hyper focus in though that particular category you can do that right on our website. So that’s keeping it real pod.com Again, keeping it real pod.com You can stream every episode we’ve ever done there. So check it out, let us know if you like it and if it’s easy for you to use. Also please follow us on Facebook you can find [email protected] forward slash keeping it real pod everyday we post an article that we find online written by a journalist was specifically designed to help you grow your business we post it there along with all of our other episodes. So please find us facebook.com forward slash keeping it real pod as always guys, thanks for listening. Thanks for telling a friend and now on to our interview with Lance Kirschner.

Okay today on the show we have Lance Kirschner from the late group at Compass. Now backed by more than 16 years of experience Lance is an award winning Chicago real estate expert specializing in concierge level service that makes every transaction seamless and successful. He is the founder and leader of the late group at Compass, which is a dynamic team that embraces his mission of superlative service market knowledge and creative collaboration.

Elizabeth Ballis from The Ballis Group with Compass in Lincoln Park has been practicing real estate since 1980. In this episode Elizabeth shares how her group has remained productive and positive during the pandemic. She also discusses the importance of community involvement and how that ultimately helps her real estate practice. Elizabeth also mentions how being kind to fellow agents is critical to success. She strongly advises real estate professionals to build relationships with other agents and the many benefits that result.

If you’d prefer to watch this interview, click here to view on YouTube!

Elizabeth Ballis can be reached at 312-210-9797 and [email protected]

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by gogos bootcamp Are you a real estate agent looking for the best social media training program on the planet. Gogo Beth key is considered the top Instagram Realtor in the country. And her step by step training program will take your social media game to the next level, she’s so confident there’s a 30 day money back guarantee, so you have nothing to lose, keeping it real listeners receive a special discount. So please visit Gogo podcast.com That’s Gee, oh, gee, oh podcast.com for your special discount, and now on with the show.

Hello, and welcome to another episode of Keeping it real, the largest podcast made by real estate agents. And for real estate agents. My name is DJ Paris. I am your guide, and host through the show. And in just a moment, we’re going to be speaking with Elizabeth Bayless. But before we get to Elizabeth, two quick things wanted to say first of all, thank you, as we start every show by thanking the audience, you who are listening, we wouldn’t do this. And we couldn’t do this without your support. And we are even this month, we’re more listeners than we did last month, which means you are telling a friend so thank you for continuing to tell other real estate professionals about the show. And the second thing is we just relaunched and rebuilt from the ground up our website, please check it out. It’s keeping it real pod.com. Now most of you are probably not listening through our website, which is perfectly fine. You probably are listening through a podcast app. And that’s great. But if you’re curious, check out our website because what you can do there that you can’t do on your podcast app is actually separate all of our episodes by category. So for example, if you like the coaching moments with Ryan de April, you can actually listen to all of Ryan’s in order right on our website. So definitely check that out keeping it real pod.com Again, guys, thanks for continuing to support our sponsors, our guests and of course for continuing to listen and now on to our interview with Elizabeth Bayless.

Okay, today on the show, we have Elizabeth Bayless from the Bayless group at Compass here in Chicago. Elizabeth Bayless was raised in Miami Beach, she’s been married almost 52 years. Now, she did spend one year living in the suburbs, but realize she loves city life and came back in 1973. She began her career actually in 1980, when her daughters were young, and back then the interest rates were 18%. So she definitely wasn’t immediately overwhelmed with business.

Rachel Scheid, branch manager and head trainer at Coldwell Banker’s West Loop in Chicago, talks about how she’s coaching her agents to keep motivated during the pandemic. She believes that 90% your success in real estate is due to mindset and how mindset is the impetus of action. Rachel also discusses her thoughts on teams, believing that teams can be useful for new agents that don’t have access to coaching. She does explain, however, that a competent coach can take the place of what teams offer, and encourages agents to check out all options before deciding.

If you’d prefer to watch this interview, click here to view on YouTube!

Rachel Scheid can be reached at (312) 758-4923 and [email protected]

Kari Kohler from Coldwell Banker talks extensively on the importance of coaching for real estate agents. She believes that coaching is more important for her now that she’s a top 1% producer than it was when she started. Kari also discusses the important of systems and how efficient and effective processes make it possible for her team to continue functioning at the highest possible level.

If you’d prefer to watch this interview, click here to view on YouTube!

Kari Kohler can be reached at 630-673-4586 and [email protected]

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by gogos bootcamp Are you a real estate agent looking for the best social media training program on the planet? Gogo Beth key is considered the top Instagram Realtor in the country. And her step by step training program will take your social media game to the next level. She’s so confident there’s a 30 day money back guarantee so you have nothing to lose. Keeping it real listeners receive a special discount so please visit Gogo podcast.com That’s Gee oh gee Oh podcast.com for your special discount and now on with the show.

Hello, and welcome to another episode of Keeping it real, the largest podcast made by real estate agents and for real estate agents. My name is DJ Paris. I am your guide and host through the show and in just a moment, we’re going to be speaking with Cari Kohler. Before we get to Khari. Couple of quick announcements first, we just launched our new website, we completely redesigned it from the ground up. After four years, it was time for a facelift and an upgrade. And I’m actually really proud of it. There’s a couple of things to mention, because most of our listeners never visit our website, they just subscribe to our podcast on a podcast app. And that’s awesome. And thank you for that. If you visit our website, there’s a couple things you may want to visit for, which is number one, it’s just looks a lot better. It’s easier to navigate, you can share episodes easier. But probably the coolest feature is now let’s say you’re really into one of our monthly series like the Monday market minute with Carrie McCormick and you want to just listen to all of those or the social bootcamp with gogo or Ryan de April’s coaching moments, you can now scroll to the bottom of the homepage and and actually look for just those particular shows. And all the episodes are right there. So we thought that was kind of a nice upgrade. Again, follow us on Facebook. I’m sorry. Also follow us on Facebook. But before you do that, check out our website. Let us know what you think. And if you see any bugs, you have to let us know because there’s probably a few bugs, but the websites keeping it real pod.com And then also follow us on Facebook facebook.com forward slash keeping it real guys thanks for all the continued support. Thanks for sharing this podcast with another real estate agent who could benefit from listening to these top 1% interviews and now on to our interview with Corey Kohler.

Today on the show we have Corey Kohler from the Kohler group at Coldwell Banker. cardi has over 14 years of experience selling real estate she has closed and this is so impressive,

Jan Morel began his professional career as a civil engineer and over time transitioned to become a residential real estate broker. He had immediate success in his first year (5-6 million in production) and never looked back. In our conversation Jan discusses the importance of branding and why he hired a marketing firm to help identify his strengths. He also discusses the importance of think-local-act-local and why almost all of his business is within a few miles of his home.

If you’d prefer to watch this interview, click here to view on YouTube!

Jan Morel can be reached at (630) 624-6100 and [email protected]

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by Agent youtube.com. Would you like more leads that find you instead of you finding them? Let the YouTube agents show you how the YouTube agents started making videos with no sphere of influence. This year. They’re on pace to close more than 100 sales all from leads generated on YouTube. They put a step by step video program to show you exactly what to do and what not to do to become a YouTube real estate superstar. Visit agent youtube.com to learn more and sign up today. That’s agent youtube.com. And now on to the show.

Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Parris. I am your guide and host through the show, and we have a new website, which we completely redesigned from the ground up to help make it easier to find episodes to find specific categories of episodes in case you’re into a particular series. And you can check out all of that at keeping it real pod.com. So if you’ve never visited our website, please do you might find it pretty useful and helpful. Obviously, most of our listeners subscribed via their podcast app probably don’t even know we have a website. So check it out, keeping it real pod.com. And also, please follow us on Facebook you can find [email protected] forward slash keeping it real pod not only do we post an article every single day that we find online written to help you build your business. But also we post live recordings of our episodes that you can watch in real time as we’re recording them, so you don’t have to wait a few weeks to listen to our finished product. So again facebook.com forward slash keeping it real pod and now on to our interview with top 1% Producer Yan Morel.

Today on the show we have Yan Morel from Morel homes with at properties. Yan prides himself on putting his clients interests before his own. He’s committed to helping his clients stay informed every step of the way by easily accommodating and being accessible, giving them what they need to make the best possible decision he provides his clients with creative solutions and fresh ideas to any obstacle that arises. And when you work with Yan towards the sale or purchase of a home, you have a real estate partner for life, whose integrity and commitment will garnish you the attention and focus you deserve and the expertise you need. In a market where no two homes are identical. The skill makes Yan an invaluable resource to home sellers and home buyers, you can rely on his thorough understanding of the market and how properties should be priced to maximize your ROI.

Welcome to our newest monthly feature, Close-ing Time – in partnership with TheClose.com.

In this episode Chris Linsell from TheClose refuses to believe that we are in a recession and explains his reasoning for where we are economically and how that impacts the real estate market. He also discussed how agents should prepare for future changes in their practice, such as adjusting expectations about market performance and how to adjust your marketing strategies with clients to meet their changing needs. Last, Chris discusses the importance of teams and why 2020 is a defining year for agents working together.

If you’d prefer to watch this interview, click here to view on YouTube!

Chris Linsell can be reached at [email protected].

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by gogos bootcamp Are you a real estate agent looking for the best social media training program on the planet? Gogo Beth key is considered the top Instagram Realtor in the country. And her step by step training program will take your social media game to the next level. She’s so confident there’s a 30 day money back guarantee so you have nothing to lose keeping it real listeners receive a special discount, so please visit Gogo podcast.com That’s Gee oh gee Oh podcast.com for your special discount, and now on with the show.

Welcome to keeping it real, the largest podcast made by real estate agents for real estate agents. My name is DJ Paris. I am your guide and host through the show. And this is our monthly series called closing time with Chris Lindh sell in partnership with the clothes.com. Now if you’re not familiar, let me tell you a little bit about the clothes. The clothes is a new kinds of real estate website designed to give agents teams and brokerages actionable strategic insight from industry professionals, and they cover real estate marketing, lead gen technology and team building strategies. From the perspective of working agents and brokers who want to take their business to the next level. Please visit the clothes.com and subscribe to their newsletters so you can be notified every time they publish an article. And from the close we have crystallin sell now. Chris is the closes resident expert on real estate topics ranging from marketing lead generation transactional best practices, and everything in between. He’s a licensed agent in the state of Michigan. And Chris has also been part of hundreds of transactions from modest rural, rural starter homes to massive waterside compounds. When he isn’t writing, you’ll find Chris fly fishing. This too I’m not sure about today, but hopefully go even go back to fly fishing soon. In the trout streams of Michigan or on stage, performing in as low as community theaters latest production. Chris, welcome to the show. again.

Chris Linsell 2:17Great to be back. Thank you so much for having me.

D.J. Paris 2:20Are you are you currently doing anything in theater right now? Are you guys performing in any capacity?

Chris Linsell 2:25No, absolutely not. I I’m introducing my kids to some some live streamed Broadway shows. But that’s that’s about it. And in fact, my only real escape during the week is to the trout stream. So we’re able to go out and fish that’s Yeah, well,

Welcome to the May episode of our Learn With A Lender series with Joel Schaub from Guaranteed Rate!

In this episode Joel talks passionately how much he is attempting to give back to the community during this challenging time. He emphasizes how important it is to take care of clients and local businesses by spreading positive vibes. Joel also shares information on jumbo loans and how some of the larger banks have restricted lower down payment options and how Guaranteed Rate has decided to still keep steady at 10%.

If you’d prefer to watch this interview, click here to view on YouTube!

Joel can be reached at [email protected] and 773.654.2049.

Transcript

D.J. Paris 0:00On this episode of Keeping it real is brought to you by Joel Schaub at guaranteed rate. As a realtor it’s important to partner with only the most trusted name in mortgage lending. Joel has 1000s of satisfied clients and gives $1,500 of his commission. Back to your buyers on every closing. He is known for his ability to close even complex deals start to finish in only 14 days to learn what 1000s of others already know. Make a note to call Joel at 773-654-2049 or email [email protected] Guaranteed Rate is an equal housing lender licensed in all 50 States Consumer Access Number 2611 And now on with the show.

Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Paris. I am your guide and host through the show and today is our monthly learn with a lender with Joel shop from guaranteed rate. Now, if you’re new to the show, and haven’t yet listened to Joel before, let me tell you a little bit about him and why we’ve partnered with him for these episodes. And he’s the only lender that we partner with and very for very good reasons. Let me tell you about Joel Joel is the vice president of lending at guaranteed rate, he has been doing loans at a high level since 2003. And he’s got to that level because of what he does directly for agents and their clients, and which is that he gives back part of his commission every time to the buyer on each transaction. So last year alone, just to give you some numbers here, Joel gave back almost $300,000 in closing costs to buyers who worked with them. And that put Jolles volume in the top 1/10 of 1% nationwide. And just to tell you give you more. Drill down a bit on that number out of 400,000 loan officers in the country. Joel is ranked number 137,400,000 loan officers Joel’s in the top 150, which is incredible year to date, he has done 115 transactions for just under 44 million in closing in April alone during the stay at home, which we of course are still dealing with Joel did 48 closings in 30 days, it had his best month ever in his professional career. So congratulations. Joel, by the way, can be reached directly at his email [email protected]. Again, [email protected]. Or you can call him on his phone, which is 773-654-2049. Let’s say hello to the biggest Cubs fan. I know Joel Shaw, welcome.

Joel Schaub 2:52Hey, DJ, thanks so much for having me. And numbers and all that are great. But we really want to give back. I mean, that’s what the focus is here is to teach agents how to get to that level,

Elliot Hoyte, a recipient of N.A.R. 30 under 30 for 2020, attributes his success in real estate to his history with athletics. Elliot played defensive lineman for Boise State University during college before starting his real estate career in that same community. He believes that mental fortitude helped him keep disciplined while he was building his business. Elliot also discusses the importance of cultivating deep relationships with your contacts with gestures such as handwritten notes and small gifts of appreciation.

If you’d prefer to watch this interview, click here to view on YouTube!

Elliot Hoyte can be reached at 208-340-8769 and [email protected]

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by t 360. entrepreneurs and business owners in real estate are used to pulling themselves up by their bootstraps every day is about solving today’s challenges and managing the fires while building business. But sometimes it’s good to get an outside perspective on your business to have expert help in solving your next challenge or planning your next opportunity. T 360. The largest management consulting firm dedicated to residential real estate brokerage works with hundreds of business owners every year and doing just that with experts in industry technology recruiting profitability, strategy and planning. Let our team be your team for your next big move. Learn more about us at T three sixty.com. That’s T three sixty.com and join us on our weekly webinars and calls for real estate executives and business owners. And now on to the show.

Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Paris, I am your guide and host through the show and in just a moment, we’re going to be speaking with Elliot Hoyt. He’s a National Association of REALTORS 30, under 30, winner and also top 1% producer and you’re going to get so much value out of this episode. But before we jump in, we are going to ask you to do two quick things. And this is the best way you can support our show. Well, number one, the best way is to continue to listen and thank you for doing that. But there’s two other ways that we really could use your help number one, tell a friend think of one other real estate agent that could benefit from hearing from top producers like Elliott and send them over to our website, which is keeping it real pod.com Or if they’re already in the podcast, haven’t pull up any podcast app search for keeping it real and they’ll find us the second thing is to please follow us on Facebook every single day we post an article that we find online designed to help real estate agents grow their business. We also post live recordings of all of our episodes you don’t have to wait a couple of weeks for us to produce them. So you can find us on [email protected] forward slash keeping it real pod once again facebook.com forward slash keeping it real pod and now on to our interview with Elliot Hoyt.

Today on the show we are chatting with Elliot Foyt from Amherst Madison real estate advisors. Let me tell you a little bit about Elliot Elliot is originally from England and moved to Boise to attend college.

Welcome to another episode of Coaching Moments With Ryan D’Aprile from D’Aprile Properties!

In this episode Ryan discusses several different issues affecting agents today. First he reveals how to cultivate and deepen client connection through discipline and habit-formation. Next he discusses top strategies of converting prospective clients to active buyers/sellers. Last he advises how agents should stop focusing on selling and start focusing on understanding client needs.

If you’d prefer to watch this interview, click here to view on YouTube!

Ryan D’Aprile can be reached at 312.590.6416 and [email protected].

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by gogos bootcamp Are you a real estate agent looking for the best social media training program on the planet? Gogo Beth key is considered the top Instagram Realtor in the country. And her step by step training program will take your social media game to the next level. She’s so confident there’s a 30 day money back guarantee so you have nothing to lose, keeping it real listeners receive a special discount, so please visit Gogo podcast.com That’s Gee, oh, gee, oh podcast.com for your special discount, and now on with the show.

All right. Welcome to keeping it real, the largest podcast made by real estate agents and for real estate agents. My name is DJ Parris, and I am your guide and host through the show. Today we have our monthly episode, which is called coaching moments with Ryan de April. Now if you’re not familiar with Ryan, let me tell you a little bit about him. Ryan is a progressive thought leader. He’s focused on providing for his agents and staff, his strengths, our motivational skills, coaching style and his dedication to training. Ryan has 13 offices throughout Chicago and also in Wisconsin, Indiana, and Michigan and as hundreds and hundreds of successful brokers at his company. D APR properties is a coaching company with eight strategic coaches who work week in and week out with every agent individually focused on bills, business planning, coaching and accountability. And if you would like to take your career to the next level, or if you’re just getting not getting the attention you need or deserve, check out D APR properties, visit D APR properties.com. Once again, welcome back to the show, Ryan.

Ryan D’Aprile 2:00Thanks, JJ. Appreciate you having me. Yeah, I

D.J. Paris 2:04appreciate your all the contributions you make this era, some of our most listened to episodes are your coaching moments. So we really appreciate your help. And yeah, what’s so what’s going on? Right? You know, obviously, right now we’re most of the country is at a stay at home order. Some states have deemed real estate to be essential. Some states have not. So we’re fortunate, at least here in Illinois to be able to practice to some degree, other states aren’t as fortunate currently. But what are you seeing out there? What are you what are you seeing with your agents?

Ryan D’Aprile 2:41So we’re thankfully seeing a continuance of business. So I mean, there’s clearly been a slowdown,

Jordan Mott from Intero Real Estate Services in San Jose, a recipient of N.A.R.’s 30 under 30 for 2020, discusses how his business has changed in recent months. During our talk Jordan emphasizes how social media has helped widen his sphere of influence and helps stay in touch with his contact list. He also reveals that distributing flyers to prospective clients’ doors himself every morning at 4am was the key to his early success.

If you’d prefer to watch this interview, click here to view on YouTube!

Jordan Mott can be reached at (408) 966-0846 and [email protected]

Transcript

D.J. Paris 0:00This episode of Keeping it real is brought to you by Agent youtube.com. Would you like more leads that find you instead of you finding them? Let the YouTube agents show you how the YouTube agents started making videos with no sphere of influence. This year, they’re on pace to close more than 100 sales all from leads generated on YouTube. They put a step by step video program to show you exactly what to do and what not to do to become a YouTube real estate superstar. Visit agent youtube.com to learn more and sign up today. That’s agent youtube.com. And now on to the show.

Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents. And for real estate agents. My name is DJ Paris. I am your guide and host through the show and in just a moment, we’re going to be speaking with top 1% producer and recent 30 under 30 winner from National Association of Realtors, Jordan Mott, before we get to Jordan, two quick things, please tell a friend this is the best way you can help support our show is by introducing other real estate professionals that could benefit from hearing from interviews from people like Jordan, and let them know about our show, you can always send them over to our website, keeping it real pod.com They can stream every episode we’ve ever done there, or send them to just have them pull up a podcast app and do a search for keeping it real. And they’ll find us so thank you in advance for telling a friend. And the second thing is to please follow us on Facebook, you can find [email protected] forward slash keeping it real pot. Not only do we broadcast live recordings of all of our episodes in real time, so you don’t have to wait for us to produce them. But also we find an article every day that somebody has written designed to help you grow your business and we share it there. So once again, follow us on Facebook facebook.com forward slash keeping it real pod and now on to our interview with Jordan moss.

Okay, today on the show, we have Jordan mined with intero, which is a real estate firm in San Jose, which is also part of Berkshire Hathaway. Now, if you’re not familiar with Jordan, you absolutely should be because he’s absolutely crushing it. He’s a Top Producing Realtor in Silicon Valley, who has been in the industry for just over five years. And recently, while he’s been recognized consistently, with being a top 1%, producer of Realtors, not just in the San Jose area, not just in the California State, but actually nationwide. But also in 2019, Jordan was able to close and this is beyond incredible, six over 68 million in transactions. And that’s just him no team.