Real Estate Survival Guide

Summary:

So you want to be a big player.

I'm constantly intrigued by the people that want to build something big from their real estate business, like a podcast, membership or community, so many different things. Yes, absolutely. Build the things that you want to build. Build a real estate business, build a podcast, build a community or whatever you're building. But I think one of the things people are missing is to support the people already doing it.

I've mentioned how I was at Podfest at the end of May in Orlando, Florida. It was amazing. What I saw was so many people supporting others. I saw people that you would think should be too big to do that. They've already built their thing. They've achieved success. And I learned so much watching them.

I had multiple conversations with people who have built something incredible with their platform or podcast, and guess what? They still support the other people. They still support their friends that they've met along this podcasting journey.

So many people at Podfest had recently released new books. Their friends and fellow podcasters were there supporting them, buying their books, posting about the books on social media, and supporting what they are doing.

In this episode, I talk to you about some people I met for the first time at Podfest that have built incredible platforms and how, if you want to have success in your podcast and your real estate business, you support the other players, even if you are already a big player yourself. I hope you think about this and apply this to your real estate business.

Podcast edited by Kenny Carfagno

Show notes and blog posts created by Jennifer Harshman and RealtorEmails.com

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.

Summary:

This episode is about making sure you're doing things the right way.

On a recent trip, I booked a car with Turo. I think it was a 2021 Lincoln MKZ. Have you guys ever driven a new car or a very nice car that wasn't yours? You're super cautious, checking the brakes . . . I was double- and triple- and quadruple-checking everything.

The longer you're in a car, the more comfortable you get. A few days into the trip, I was going a little faster, having a little more fun with it, enjoying the car. I sort of got comfortable.

Many Realtors get comfortable not with a car but with their real estate business. They're not double-checking things, not triple-checking things. They're making mistakes. I can't tell you how many times in my real estate business I've seen paperwork that was not filled out properly.

It's a huge liability to not do stuff correctly. Make sure you're following the real estate rules and regulations. Explain paperwork to your clients. I've seen it happen much where people are not careful about this.

My encouragement to you with this episode is be that person driving the new car. Protect your client's best interest and make sure that you're not making mistakes that you'll be liable for. I hope that you can think about this in your real estate business and do a better job of overcommunicating, making sure your clients know the risk of waiving inspections or appraisals or covering appraisal gaps, and be cautious in your business just as you are with that new car.

Podcast edited by Kenny Carfagno

Show notes and blog posts created by HarshmanServices.com and RealtorEmails.com

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener. 

Jeremy Kane is a realtor in the Denver metro area, where he was born and raised. He obtained a bachelor's of science in psychology and was an administrator of two community corrections facilities before he moved on to teaching at-risk kids in grades 6–12.

Jeremy was a high school basketball coach who jumped into the real estate game in June of 2013. He has grown his client's wealth exponentially has helped them take advantage of the market. He’s ranked in the top 200 real estate in agents in the Denver Metro market and has sold over 400 homes in his career. His company is in the top 2.5% of 82,000 agents worldwide

Quotations:

“There's a lot of top producing agents out there who will pass off every single first-time home buyer because they don't want to deal with it. And that's absolutely counter to how I operate my business.”

“I will dig in and I will help anybody. Anything. You know, 400 credit score, no money, whatever it is, if I'm there for every step of the journey, and I can coach them to success and get them into that first home and help them start to build wealth. That's what makes me tick.”

Learn all of this and more:

• What Jeremy’s father taught him after the crash of 2008
• How his background—from coaching basketball to helping at-risk school children— helped him become a successful realtor
• Just how low he’ll go to help someone
• The number of transactions he got from one client (hint: it’s more than 50)

Resources:

Jeremy Kane’s YouTube channel

The Realtor Playbook

Jeremy’sFacebook page

His handle for most social media is @JKCORealtor

Contact:

Website: http://jeremykane.exprealty.com/

Phone: (303) 210-0378

Email: [email protected]

His handle for most social media is @JKCORealtor

Podcast edited by Kenny Carfagno

Show notes and blog posts created by HarshmanServices.com and RealtorEmails.com

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener. 

Summary

You may be doing business the wrong way. The first session I attended at Podfest was about how to ask great questions to get the most out of your guest and how to have great guests on your show so that your audience is engaged and wants to listen to the episode.

The panel did a great job talking about this, and then they went to the Q&A. Someone stood up very boldly, very strongly, and said, “This is all great. How do I monetize my podcast and make more money with it?”

The panel wasn't talking about advertising. It had nothing to do with making money off your podcast, and this is the wrong way to do it. So many people in their real estate business, with their podcast, whatever it is, they think, “How can I make money first and foremost?”

I now make money on my podcast, but really the podcast was a labor of love. I really poured my heart and soul into it for 18 months before it even ended up being something that I could monetize and make money off of. And for the year plus before that, I was spending hundreds of dollars a month on the show. Why? Because I was super passionate about what I was speaking about, and I wanted to help people. The reason that I've realized that she's doing it all wrong is due to my amazing friend, Vincent Pugliese’s book, The Wealth of Connection. I haven't mentioned this book as much as I want to. You guys really need to check it out. This book will change the way you think about business.

I raised my hand, because it was Q&A, and I said, “Do you guys mind if I make a response to her question?” And they said, “Absolutely not.” So I said to her, “You're doing it wrong. The question should not be, ‘how do I monetize my show?’ The question should be, “How do I serve people? How do I help people? How do I share a message with people that they will resonate with, that will help them grow?” And I told this person that if she does those things, if she seeks to serve people, to help people grow and do all of those things, then the monetization can follow. So many of us, whether it's podcast, real estate, business, or whatever we're doing, are doing it backward.

Resources

The Wealth of Connection

Podcast edited by Kenny Carfagno

Show notes and blog posts created by HarshmanServices and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.

Summary:

This week, we had a couple episodes talking about the current state of the real estate market. On Monday, we talked about navigating through the crazy and what that means with our clients and how to encourage them. Be aggressive but not stupid in a market like we are experiencing.

On Wednesday, we talked about how this is not 2008, and a crash is not coming, and really more than anything, you need to be the expert and guide your clients on the current state of the market.

I wanted you to hear that this isn't 2008, but I also want you to hear that changes are coming. We've started to see it all over the country with things starting to shift and adjust. It was funny, a few weeks ago when I settled on that luxury listing, I posted our template on Facebook with it sold, said congratulations to the clients, and then there were all sorts of comments and all sorts of obnoxious things that people say. One of the comments said, “How is the market? Is it a seller's market? Is it a buyer's market?” And I responded to that person and said that the market was starting to shift; we’re not seeing as many crazy and aggressive offers out there. A few keyboard warriors out there were like, “You have no idea what you're talking about. It's not a buyer's market.” And they went on. I responded, “I never said it was a buyer's market.”

Just because it's not a buyer's market doesn't mean shifts aren't coming. And so that's what I want to talk to you about today. What shifts are coming and how do you prepare yourself for those shifts?

Join us on this episode for more.

Podcast edited by: https://outsourceyourpodcast.com/

Show notes and blog posts are brought to you by HarshmanServices and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.

Summary

Often, whenever some people talk about the real estate market, they bring up the housing crash of 2008, and you have to guide your clients and say, “No, this is not 2008. This is what is actually going on with the market.”

So I had a client a few months ago, before things started to slow down who was looking at a multi-unit property in the Philadelphia area. And they said “John, why would I buy a home in a seller's market? What happens if 2008 happens and a crash happens again?” And I asked them “Do you know why 2008 happened?” And they didn't.

The government over the prior couple years had made policies to ease the standards to get a mortgage. They wanted minorities to be able to own homes. And that's a great thing. It’s great to look for a way to help people of all race, color, et cetera, to be able to afford homes.

The issue was there were years and years of expanded access to mortgages. Sometimes banks were giving out mortgages to people that really were not financially able to afford them.

Many people don't know this. That's why I'm talking about it here. This isn't 2008, and it is our job to educate our clients. When they were giving out mortgages to people that could not afford them, those people then got foreclosed on. There were so many foreclosures, and they did not have equity in 2008.

Do you know what has happened since 2008? A lot. There are so many different safeguards in place now.

You need to teach your clients the facts. Tell them, “Hey, this is why 2008 happened. Yes, it was awful, but this is what the mortgage industry has done to correct it so that it doesn't happen again.”

Resources

https://fred.stlouisfed.org/series/MSPUS

Podcast edited by: https://outsourceyourpodcast.com/

Show notes and blog posts are brought to you by HarshmanServices and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.

The real estate market is crazy right now. I get ideas from all sorts of different things in the real estate business that later become podcast episode. Some of those are interactions with my clients. Some of those are things I hear from other realtors and other podcasts. I get wisdom and ideas I want to pass along.  

A Realtor I know asked me about how I felt and navigating the crazy that is the current real estate market. Even people out there that are not realtors have seen the craziness that is going on in the real estate market.

How do you encourage your clients to put in aggressive offers? This person had seen that I had had six clients go under contract recently. We just had an open and honest conversation about what I do. So I wanted to bring it to you guys.

There's kind of two main pieces to this. One is the client side and how I coach and instruct them. The other is the building relationship side and what I try to do with agents.

The piece we'll start with is talking about building the relationships with other agents.

I recently had an offer in with an agent, and they actually took another offer. I was helping an extended family member buy a house. And this agent who works within my company, he actually took another offer. But then two days later, he called me. He says, “Hey, look, this buyer got cold feet. Your offer was like in third place, but I would rather work with someone that we know and trust and have built a relationship with rather than some, no-name agent that we don't know if they're gonna get the deal to the settlement table.”

So I was able to go to my client, adjust a few things, basically a couple thousand dollars, which in the grand scheme of the $300,000 house was absolutely nothing.

That’s just a small example of how I navigate the crazy by communicating with other agents. Every single time I show a property, I ask the agent, “Hey, what's gonna get this done? What is most interesting to your seller?” I sort of joke with them and we'll kind of laugh.

We often think in the real estate business that all these other agents out there are our competition. I don't see it that way at all. In fact, if I can create a good relationship with you and vice versa, that helps my client and that helps your client, and we all get what we want.

When you build a relationship with the agents, they'll give you some information about what offers they have, what those offers look like, and so on.

And so I just communicate well and set expectations. My clients are not shocked by everything going on in today's market. When we meet the very first time, I tell them about the insane market I set proper expectations that we might have to make up to 20 offers over the period of sometimes up to nine months. The market is crazy, but if my clients already expect that they're going to have to put in multiple aggressive offers above list price, the crazy isn't actually that crazy.

Things are starting to shift a little. Where we're not seeing 50 showings and 20 offers on every house, but I feel like this helps.

Summary

I want to share an amazing story from my friend, Emily. She is an amazing business owner here in Lancaster, PA. She owns E Is Key, which provides personal assistance/concierge services.

Emily was at one of the mastermind meetings, and she was sharing some of the growing pains in her business, which she had owned for about two years and been all in full-time for one year. Someone said, “You are not a baby in this business. You built this boat; you built this entire ship known as your business.”

And that was a game-changing moment for me, when I heard that. I knew I had to make this a podcast episode because so many Realtors do this same thing. So many Realtors doubt themselves and believe they are just a baby Realtor. You are not a baby. You built this boat. And this boat—your real estate business—is out to sea, sailing. And you did all the work to get it there. You need to believe that you've prepared your boat, that your boat can float on the water, will sail across the sea, and will be successful. So much of what we do in our entrepreneurial journey comes down to belief and confidence, but I'm not saying be cocky.

Have the confidence to say “I'm not a baby. I've built this boat. I worked my butt off to build this business, and I've done a great job doing it.”

I hope that this encourages you and you can think about this in your real estate business.

Resources

Podcast edited by: https://outsourceyourpodcast.com/

Show notes and blog posts are brought to you by HarshmanServices and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener. 

Dustin Heiner is married with four children that they homeschool, and he owns many businesses. He is the founder of Master Passive Income, the Real Estate Builders Conference and is successfully unemployed. Dustin is a real estate rental property investor who was able to make enough passive income from his business to quit his job when he was 37 years old. He has podcasts, YouTube channels, books, courses, and coaching offers.

Quotations:

“I quit my job. I was able to now not work, but rather jump on podcasts like yours, talk to great people like you, and just really just help as many people as possible.”

“I like using the term successfully unemployed because I figured out a way to make money for myself and my family, but not work for somebody else.”

“In reality, I don't get my value from my job. My value comes from my God, from myself and from my family.”

“A wise man learns from other people's mistakes. If we learn from other people's mistakes, other people's trials, it's gonna make our lives so much better.”

Learn all of this and more:

Why Dustin in 2015, as a full-time employee, spouse, and parent decided to make a big shift

What catapulted him into becoming a real estate investor and creating passive income

The story of how he lost his job of 14 years, and how that kickstarted his real career

How he laid off his boss

What he does while his properties work for him

How to make sure no one can take away your ability to feed your family

How his risk-averse wife handled everything

Resources

https://rewbcon.com/

Real estate investment course: text Rental to 33777

https://www.masterpassiveincome.com/freecourse

https://www.masterpassiveincome.com/podcast

https://www.youtube.com/c/MasterPassiveIncome

Successfully Unemployed

Contact

[email protected]

Podcast edited by Kenny Carfagno.

Show notes and blog posts are brought to you by HarshmanServices and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener. 

Summary:

When you drop the ball, you not only hurt yourself, but you could also hurt other agents. An agent in another part of the country reached out to me to make a referral, and I almost didn’t get the business because of something another agent did to him.

We had a really good conversation about how I could help, how I run my business, those types of things.

Then he said to me, “The only reason I'm cautious about referring this deal to you is because of the company you work for.”

That was very strange to me. I work for a pretty big company; there are thousands of agents who work for it. So I said, “What do you mean?”

He replied, “I previously reached out in your area to try to get another potential client connected with a Realtor in the Lancaster area, and a Realtor from your company promised to call me back, and then I never heard from them. They dropped the ball, and I never heard back.”

I apologized that this happened with that Realtor and restated here's how I run my business. Here's how I do things differently. I promise if you refer this client to me, I'll communicate well and do a great job. I encouraged him to check out my ratings on Google, on ratemyagent.com where I'm one of the top-rated Realtors in the Lancaster, PA, area, as I've shared before, in terms of the most reviews and the highest reviews in the area.

We worked through it, and he did end up referring the buyer to me. I am now currently helping them try to find a home here in the Lancaster area. The point of this isn't really that specific client so much as it is about not ruining a good thing.

Thinking back, I remembered a lender I used to work with who dropped the ball several times. I stopped trusting him. He also ruined a good thing.

Lessons learned

• The only reason I almost didn't get the referral was not because of anything that I had done wrong but what another agent had done wrong. What one person does affects others.
• We have such a great opportunity nationwide to help people to buy and sell homes and to give and receive referrals and receive a commission just for making that connection.
• Some of you are like that agent and that lender: dropping the ball, not calling people back, or saying, “I'll get back to you by a certain time” and then not following through. If you answer your phone and you're a nice person, you're better than 90% of the realtors out there.
• We have to do a better job for our clients, for the people that we get in touch with, for the referrals that we give out. When we say we’re going to do something, we have to do it. We don’t want to ruin a good thing.

Show notes and blog posts are brought to you by HarshmanServices and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.