Life & Listings: Balancing Real Estate, Scaling Your Future w/ Jennifer Staats

In this episode of the Life and Listings Podcast, we're joined by Andrew Flachner, Co-Founder and President of RealScout. Andrew dives into the evolution of RealScout over the past year, highlighting how the platform keeps real estate agents at the center of the digital experience. We also discuss the recently released Teams Report, which provides valuable insights into lead generation, nurturing strategies, and the importance of building business through sphere of influence. Plus, Andrew shares an intriguing analogy about "sugar cookies" and how it applies to the real estate industry. Tune in to learn actionable strategies for staying top of mind and driving more transactions.

"If we're able to surface the right information at the right time, we can help agents nurture their database and generate more transactions effectively."

Five Key Takeaways

• Challenges with Traditional IDX Websites

• Insights from the Teams Report

• Lead Nurture and Customer Acquisition Strategies

• Introduction of Search Links by Real Scout

• Conclusion and Resources

About Andrew:

Andrew Flachner has earned a reputation as one of the premier, up-and-coming entrepreneurs in the dynamic PropTech space. As a coveted industry commentator, thought provoking keynote speaker, and trusted advisor to brokerage executives and top real estate agents, he is among a handful of leaders who can make sense of the rapidly evolving intersection of technology and real estate — one of the most critical drivers in the economy today.

Andrew is Co-Founder and President of RealScout, a high-growth real estate technology company. RealScout has equipped over 100,000 practitioners with an award-winning, integrated suite of marketing, collaboration and analytics tools. Cumulatively, these tools have helped real estate agents close billions of dollars in transactions.

Andrew is consistently featured as one of the most influential real estate leaders (Swanepoel Power 200, Inman News, REALTrends Game Changers) and was recognized as Forbes 30 Under 30. He is a highly recognizable and sought-after speaker in the residential real estate conference scene, with keynote presentations given at leading conferences such as Inman Connect, T3 Summit, and Gathering of Eagles.

In 2017, Andrew launched a popular long-form, live interview series (distributed by Inman News) which enabled brokerage executives to relay their questions directly to industry playmakers including Zillow Director and former COO Amy Bohutinsky, the CEOs of RE/MAX, Redfin, Opendoor, and the National Association of REALTORS®.

For speaking inquiries, please connect with hello (at) realscout.com.

Connect with Andrew:

Website: www.realscout.com

LinkedIn: https://www.linkedin.com/in/andrewflachner/recent-activity/all/

Instagram: @aflachner

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode of The Life and Listings Podcast, we're joined by Mike, a seasoned real estate professional based in Hawaii. From starting his career in the hot market of 2004 to navigating the challenges of the Great Recession, Mike shares his journey of reinvention and resilience.

We dive into what it was like launching a NextHome franchise right before the pandemic lockdowns, adapting to a booming post-COVID market, and the lessons learned along the way. Mike also gives us a glimpse into his involvement in local and national real estate boards, his thoughts on Hawaii's unique market, and why November marks the beginning of paradise weather in the islands.

Whether you're a real estate enthusiast or simply dreaming of Hawaiian sunsets, this conversation is packed with insights and inspiration. Tune in and find out why Mike's motto is all about adapting, thriving, and enjoying the ride.

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"It's just now you have to look at it too, and, you know, kind of have a mirror up to it. And so I guess that's a little bit different, but you just have to overcome it. And what you're going to find is, even when you're not at your best, people still really like it."

Five Key Takeaways

• Reinventing the Business Post-Recession

• Building a Network and Utilizing YouTube

• The Importance of Confidence and Taking Risks

• Mike's Superpower and Personal Life

• Closing Remarks and Contact Information

About Mike:

An experienced and ethical real estate broker with a proven track record in negotiations, sales development, and marketing strategies. Known for guiding clients through Hawaii's unique real estate market while prioritizing long-term goals. Passionate about delivering exceptional service and building lasting relationships, resulting in a strong referral base and repeat clients.

Leadership roles include serving on REALTOR boards, driving cultural change as a Local Board President, and contributing as a community leader in cycling safety and education initiatives. Holds a BBA in Marketing from the University of North Texas and extensive experience in nonprofit and event management.

Connect with Mike:

Website: nexthomeparadise.com

Instagram: https://www.instagram.com/stories/mikedrutarhawaiirealestate/

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode of Life and Listings, Jennifer Staats sits down with Nikki Pais, an expert in real estate lead generation and conversion. Nikki shares actionable insights on how real estate professionals can maximize their databases, find hidden opportunities, and make meaningful connections with leads. Listeners will learn how to use CRM tools effectively, engage leads with personalized follow-ups, and apply low-pressure conversational techniques to boost conversion rates. This episode is packed with practical tips and fresh strategies for brokers, agents, and team leaders looking to enhance their sales approach.

Real estate professionals will gain valuable strategies to engage potential clients and make the most of their CRM data. Nikki and Jennifer break down the essentials of lead engagement, accountability practices, and the importance of personal touches that make clients feel valued.

"By taking just a moment to be human—to ask, 'How are you?'—you open the door to understanding what your lead actually needs. That one little question can turn a conversation from a sales pitch into a genuine connection."

Five Key Takeaways

• Leverage CRM Filters: Utilize "last visit" and "last communication" filters to identify active leads and avoid missing out on engaged prospects.

• Prioritize Engaged Leads: Focus on responding to leads who have reached out rather than constantly chasing new ones.

• Ask Meaningful Questions: Start conversations with open-ended, human-centered questions to build rapport and gain trust.

• Use Personal Touches in Follow-Up: Integrate details like clients' pets into follow-ups to create memorable interactions.

• Implement Tracking Pixels: Track website visits to capture critical engagement data and develop timely, targeted follow-up strategies.

About Nikki Pais:

Nikki Pais is a powerhouse in real estate, with a strong background in lead generation and Inside Sales. She coaches agents, ISAs, and CEOs nationwide with DCM, delivering strategies to eliminate the gap between obtaining a lead, and getting it to the closing table. Nikki's expertise and passion for language and training make her a trusted advisor and a dynamic force in the industry.

Connect with Nikki:

Facebook: https://www.facebook.com/profile.php?id=100000771644238

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode of Life and Listings, we dive into the world of business credit and funding for real estate with Amanda Webster, the COO of Fund & Grow. Amanda shares her journey of managing a top funding company that helps entrepreneurs—especially those in real estate—access unsecured revolving credit to fuel their business ventures. We discuss the ins and outs of obtaining business credit, why it's crucial for real estate investors, and how new businesses or those with limited credit can build a solid funding foundation. Amanda also talks about her life outside work as a mom of five and military spouse, balancing a busy personal life with her professional role. Join us as we learn valuable insights on navigating business credit and tapping into funding options many entrepreneurs may not know are available!

"Business credit is a powerful tool that lets real estate investors close deals like cash, pay for rehab costs, and even cover marketing expenses. We aim to make it accessible to all—from brand-new LLCs to seasoned businesses—so they can scale and succeed."

Key Takeaways:

1. Understanding Business Credit in Real Estate: Amanda explains how Fund & Grow helps real estate entrepreneurs tap into business credit, providing them with unsecured capital to fund projects, from property purchases to lead generation software.

2. Origins and Growth of Fund & Grow: Fund & Grow was born out of a need to support real estate investors when HELOCs dried up during the 2007 housing crash. The company's unique focus on real estate helped them tackle one of the hardest-to-fund industries.

3. The Funding Process: Fund & Grow offers a comprehensive, step-by-step process for clients, including a consultation and personal credit audit, to ensure they receive funding suitable for their needs, starting from $30,000 to $100,000, with a 12-18 month goal of building up to $250,000.

4. Importance of Personal Guarantees and Building Business Credit: Amanda emphasizes the role of personal guarantees in securing business credit for high-risk or new businesses. Her team educates clients on maintaining personal and business credit profiles, aiming for long-term financial health.

5. Balancing Education and Service: Fund & Grow not only provides funding but also educates clients on credit use, ensuring they understand the process and are empowered to manage and grow their credit independently in the future.

About Amanda Webster:

Amanda Webster is Fund&Grow's Chief Operating Officer. She joined the team in 2020 with vast legal knowledge and over 20 years of management experience, and she has been pivotal to the company's continued growth. Amanda is the CEO's right-hand to ensure all departments continue to run smoothly, works with the management team to improve processes, and coordinates employee events to foster a healthy work environment. As Chief Operating Officer, Amanda works closely with all departments to stay ahead of changing industry trends and ensure each client receives the most funding possible at the best terms when looking to launch or grow their operation. With a passion for sharing her immense knowledge, Amanda Webster has set a trajectory with Fund&Grow to empower countless entrepreneurs, offering the tools and support needed to take their businesses to the next level.

Connect with Amanda:

Website: https://www.fundandgrow.com/amanda

Facebook: https://www.facebook.com/amanda.webstercoo

LinkedIn: https://www.linkedin.com/in/amanda-webster-coo/

Instagram: https://www.instagram.com/amandawebstercoo/

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this new episode of the Life and Listings Podcast, we're excited to have Krystal, a remarkable real estate broker and investor, joining us. Growing up in the foster care system, Krystal faced countless challenges, but her resilience, faith, and mindset have transformed her life. Her path to real estate started with a desire to provide for her family, leading her to become a landlord and, later, the founder of her own brokerage, Hamilton Realty Group in Arlington. Krystal now empowers her agents and clients through free training on real estate investing, sharing everything from the basics of buy-and-hold to complex financing strategies. In today's episode, she dives into her journey of self-discovery, the power of mindset, and the legacy of positivity and opportunity she's building for others, especially women. Listen in as she shares actionable insights and how to tap into your own potential for success!

"I remember working with my realtor, and we went up to a property to look at it in person. And when I got there, it was people that were twice my age. I didn't see anyone else that was minority female. I was just like, oh my goodness, I was looking out the window, I cannot compete with these people, if they're looking at this house, there's no way I'm going to get it. I minimized my value based on because I didn't see anyone that was doing it, that reminded me of myself. So being able to share with people, and being able to be an example, I think that that's what I provide to, my students, and just giving them the confidence to know that this is possible. I can do it."- Krystal

Key takeaways:

• Mindset and Resilience: Krystal's positive mindset and resilience were essential in overcoming her challenging start in life and building a successful career in real estate.

• Motherhood as Motivation: Becoming a mother fueled her drive to provide a better life, leading her back to college and eventually into real estate, where she could create a more flexible lifestyle.

• Self-Education and Financial Growth: Despite initial obstacles, Krystal taught herself about real estate investing, ultimately purchasing her first property and building a growing portfolio.

• Empowering Others: Through her brokerage, she offers training on real estate investing, encouraging agents and clients alike to build wealth and financial independence through property ownership.

• Faith and Purpose-Driven Success: Krystal attributes her achievements to her faith and sees her mission as helping others realize their potential, especially women from challenging backgrounds.

About Krystal Hamilton:

Krystal Hamilton grew up in poverty in Dallas and entered foster care as a young child, experiencing years of instability as she moved from house to house without support or love. Determined to break this cycle, she graduated high school at 18 and went on to earn four college degrees—an Associate's, two Bachelor's, and a Master's—despite numerous obstacles. In her twenties, Krystal dedicated herself to empowering youth, working with Child Protective Services to teach life skills, and serving as a Program Coordinator for MHMR, supporting foster youth with mental health challenges. As a CASA advocate and supervisor, she fought for youth in court, and as a member of the Texas Supreme Court Children's Commission, she worked to improve educational outcomes for foster youth statewide. She also founded PUSH at the University of North Texas, a program supporting former foster youth in college. After years of service, Krystal transitioned to real estate, where she now owns and operates Hamilton Realty Group in Arlington, Texas, building long-term generational wealth through a multi-million dollar rental portfolio and guiding others in real estate investment.

Connect with Krystal:

Website: www.hamiltonrealtydfw.com

Facebook: https://www.facebook.com/krystal.greenwood.10

Instagram: Krystalhamiltonthebroker

Tiktok: Krystalhamiltonthebroker

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this Life and Listings episode, we talk with CJ Leedy—a mindset coach, real estate agent, investor, and author. CJ opens up about a life-changing hypnosis experience that shifted his mindset, allowing him to overcome social anxiety and pursue a purposeful career in real estate. He shares his journey from residential sales to building a thriving investment portfolio, including his wellness-focused RV park in Utah, and discusses his new book, Tune Your Mind, which links mindset to success in life and business. CJ's story offers inspiration and practical insights for anyone interested in real estate or personal growth.

Let's Talk About:

• CJ's transformation through hypnosis and how it changed his mindset and career path

• His journey from residential real estate sales to long-term investing and entrepreneurship

• Key insights from his book on mindset, personal growth, and fulfillment

• The influence of family mentorship on his early career and real estate success

• How CJ's wellness-focused RV park in Utah reflects his passion for combining lifestyle and real estate

About CJ Ledy:

CJ Ledy is a coach, keynote speaker, author, and podcaster. Ledy is also a real estate entrepreneur with a sales volume of $100M+.

Coaching for over a decade, he has worked with Fortune 100 companies, artists, musicians, professional athletes, and countless individuals.

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CJ is currently traveling North America in his Toy Hauler RV.

Hobbies: Private Pilot, Real Estate Investor, Guitarist, Snowskier, and Struggling Surfer.

Connect with CJ:

Website

https://www.cjledy.com/

Social Links

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

https://www.instagram.com/mindsetisart/

https://www.facebook.com/CJ.ledy/

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode of the Life and Listings podcast, I sit down with Marc Hernandez, a seasoned real estate professional from Beverly Hills. Marc's journey started in Los Angeles, where he grew up in the San Gabriel Valley before heading to USC, where a real estate class sparked his interest in the field. Right after college, Mark dove into the world of commercial real estate, specializing in high-rise office building sales and tenant representation. He spent five years navigating this landscape, gaining valuable experience but eventually transitioning into real estate management.

"I had never done it before. I had never done it before. But one thing I can say that I'm pretty solid at. I'm really solid at what I call marshaling my resources. Yeah, if I don't know something, I don't freak out about it. I don't hold myself back from going in, going through the door. I just quickly learned how to connect the dots."

About Marc Hernandez:

Marc Hernandez is one of the most empathetic, innovative, conscientious, and connected agents in the real estate industry today. Ranked among the top 1.5% of real estate agents in the U.S., Hernandez' impressive roster of clients includes accountants, actors, attorneys, digital media executives, directors, producers, show runners, tech professionals, TV writers, and the like. He has been featured on the homepage of the California Association of Realtors website, included in various luxury and business publications, and seen on Bravo TV's "Million Dollar Listing Los Angeles."

Connect with Marc:

Instagram: @themarchernandez

LinkedIn: https://www.linkedin.com/in/themarchernandez

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode of the Life and Listings Podcast, I sit down with Kymerlee, a powerhouse in Southeast Georgia real estate, whose journey from paramedic to successful broker is nothing short of inspiring. Kymerlee shares how a conversation with her husband pushed her into real estate, leading her to close her first deal within just a week of getting licensed. Over the past five years, her career has exploded, from starting her own brokerage to growing a team of 20 agents. She discusses the importance of mentorship, mindset, and leveraging technology to maintain client relationships. Kimberly also emphasizes the value of online lead generation and the power of following up, which she believes is key to long-term business growth.

"So I started buying into realtor.com leads, and I have soared with online lead generation, and that's really what scaled my business. And to me, buying leads, you can scale it up, or you can turn it down, whichever direction you need to go, sphere of influence. That's just business, that is just there. You can scale if you want to build a business around it"- Kymerlee

Let talk about:

• Mentorship and Empowerment: Kymerlee's lack of early mentorship drove her to create a brokerage focused on guiding and empowering women, helping them achieve rapid success in real estate.

• Lead Generation and Client Relationships: Kymerlee stresses the importance of viewing leads as real people, focusing on relational rather than transactional interactions. She attributes much of her success to online lead generation and nurturing client relationships over time.

• Mindset and Time Management: Consistency and a strong mindset are crucial for success. Kymerlee emphasizes the importance of time-blocking, planning, and prioritizing tasks, which took her two years to master.

• Leveraging Technology: Tools like Follow Up Boss and Ylopo play a central role in managing leads and maintaining personalized client communication, enabling her to scale her business efficiently while keeping track of hundreds of leads.

About Kymerlee Music:

Kymerlee Music is a mindset coach, speaker, and real estate professional who has built her career by thriving against the odds. After transitioning from her role as a paramedic working 72-hour shifts, she entered the real estate industry and achieved over $10 million in sales in her first year. Through a strategic focus on marketing, she doubled her success in subsequent years. Kymerlee's philosophy emphasizes the power of daily habits, disciplined action, and fostering long-term client relationships. She is dedicated to helping others unlock their potential through mastering their mindset and developing intentional, scalable systems.

Connect with Kymerlee:

Facebook: https://www.facebook.com/kymerlee.showalter?mibextid=LQQJ4d

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode of Life and Listings, we welcome V, a dynamic real estate investor, entrepreneur, mom, and health enthusiast from Houston, Texas. V's story is one of resilience, determination, and growth—both in business and personal life. With a background rooted in real estate, she shares how she's built a successful career while maintaining her values and prioritizing family.

V kicks off the conversation by discussing her mindset, explaining how she never lets negativity get in the way of progress. Her approach is one of tenacity: if there's a challenge in front of her, she finds a way around it. This attitude has been key to her rapid success in real estate, where she initially started with the goal of creating more time for her daughter, only to find herself immersed in the entrepreneurial hustle. She admits that she fell into what she calls the "entrepreneur syndrome," where she constantly chased the next big goal, but eventually realized she had to refocus her priorities. Now, she is more intentional about balancing business with the real reason she started—her family.

"You're on family time. And it's a really important thing for me just to kind of like, refocus on what I've got going on so I can be present."

In this episode, let's discuss:

• Overcoming Negativity: V shares her mindset of never taking "no" for an answer and always finding a way through challenges.

• Health Focus: V's fear isn't dying but dying from illness, especially diseases like Alzheimer's or cancer, which have impacted her family. She discusses her proactive approach to health, including yearly 5-day water-only fasts and other wellness practices.

• Real Estate Journey: V started in real estate with the goal of gaining more time with her daughter. She talks about the early days of her business, the bumps along the way, and the importance of her support system.

• Entrepreneur Syndrome: V describes how she initially fell into the trap of chasing the next big thing in business, but how she's since redefined her priorities, putting her daughter and family time first.

About Vee Le:

Vee Le moved to Houston, TX with her family in 1995. She has flipped and sold over 200 single family homes in several cities in Texas. Today, she is a Development Agent for HomeVestors, Host of the Real Estate Ballers show, and President of Buzz Vacation Rentals. Vee is actively involved in real estate transactions and building her short-term and long-term rental portfolio.

Connect with Vee:

Website: https://reballers.com/

Facebook: https://www.facebook.com/vy.le.5872

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/

In this episode, Jennifer sits down with Andy, founder of Simple Numbers, a bookkeeping and financial reporting company designed specifically for real estate agents, teams, and brokerages. With years of experience in real estate and a keen understanding of finances, Andy discusses the importance of running a profitable business and how to achieve long-term success, even in a shifting market.

Throughout the episode, Andy underscores the critical role of proper bookkeeping and financial reporting. He explains that receiving monthly financial updates is non-negotiable for any serious business owner. Relying on outdated quarterly or yearly reports simply won't cut it if you want to stay ahead of the curve and make informed decisions. He also stresses the importance of having simplified and effective bookkeeping that is easy for real estate agents to understand and use, so that they can focus on their business rather than getting bogged down in confusing financial reports.

"There's so many things you can glean from having the right numbers in place, so powerful and really the right numbers, just so everybody's clear on what I think needs to be included in your real estate business book, books. It's called your chart of accounts."

In this episode, let's discuss:

• The Need for Real Estate-Specific Bookkeeping: Andy emphasizes how crucial it is to work with bookkeepers who understand the unique commission-based nature of real estate.

• Shifting Markets and Profitability: In today's market, many team leaders are cutting costs and going back into production. Andy discusses the importance of building a strong economic model for sustained profitability.

• Financial Responsibility as a Business Owner: Andy stresses that profitability isn't about money for money's sake but about ensuring that as leaders, we can serve our team, our families, and ourselves.

• Challenges of Lifestyle Creep: Andy warns against increasing personal spending when income rises and explains how this can hinder business growth, especially when transitioning from solo agent to team leader.

• The Role of Proper Bookkeeping: Andy outlines key bookkeeping practices for success, including the importance of receiving regular monthly financial reports and having a simplified yet effective bookkeeping system to guide business decisions.

About Andy Mulholland:

Husband, Father, Real Estate Team Leader, Virtual Cfo

Andy Mulholland has built and operated a successful real estate team in MN, until he retired from it in 2018, at age 34. Now he spends time with his wife and 4 kids on their farm, driving his favorite vintage sports cars, flying his paramotor, traveling, and helping our clients to understand their business financials and find the financial freedom he and Ellyn have in their lives.

As an owner and team leader of a top real estate team in MN, Andy understands the importance of running the right economic model, and having simple, easy to understand financials each month. He believe's it is the key to running a business so that it doesn't end up running you. Anyone can do your books, but not anyone knows how to help you understand what they say about your business.

He's taken his experience as a business trainer, and a team leader of his own successful real estate team, and partnered with is wife Ellyn who is an experienced real estate team CFO and created Simple-Numbers.

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Connect with Andy:

Website: https://www.simple-numbers.com/about-us

Connect with Jennifer Staats:

Website: staatssolutions.com

Staats Solution Instagram: https://www.instagram.com/staatssolutions/

Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor

LinkedIn: https://www.linkedin.com/company/staatssolutions/