The 13% Podcast

In today's fast-evolving real estate landscape, technology is changing how we do everything—including property appraisals.

The rise of Automated Valuation Models (AVMs) has left many wondering: Is the traditional appraisal process going to be replaced?

While AVMs offer speed and convenience, they rely heavily on data. But what happens when the data is incomplete, inaccurate, or fails to account for the unique nuances of a property?

Can AI truly capture the condition of a home without stepping inside? Many appraisals are automated today, but there will always be properties that require a human touch—a walk-through that AI simply can't replicate.

In this episode, certified residential appraiser, licensed real estate broker and founder of Truppraisal, Tom Canale joins talks about how new technology is impacting appraisals. We also talk about the number 1 mistake agents make when it comes to comps and how Truppraisal helps both the 13% and 87%.

Guest Bio

Tom Canale is a seasoned real estate professional with over 20 years of experience in residential property appraisals and sales. Having sold millions of dollars worth of homes as a real estate broker, Tom combines his extensive industry knowledge with a genuine passion for helping others.

Tom's entrepreneurial journey began in his twenties with the launch of 2-Day Appraisal Inc., a successful business that grew to employ nine people during a booming real estate market. In 2018, he and his wife expanded their ventures by purchasing and transforming a restaurant into a thriving family-friendly sports grill.

Now, with his focus on Truppraisal, Tom is channeling his experience and vision into this next chapter, optimistic about the bright future ahead.

Visit https://truppraisal.com/

Find Tom on LinkedIn @Tom Canale

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In today's market, there are many factors that can take an agent out of this business. One of the worst things you can do is treat iBuyers like the enemy and only offer the traditional real estate transaction.

Platforms like Offerpad provide multiple ways for the consumer to sell a home, but a lot of agents don't want to hear it (or tell their clients about it).

Here's the problem: If our clients aren't learning about iBuyer options from us, we're at risk of losing the transaction entirely.

Instead of trying to drive a singular real estate solution, including iBuyer options in our offerings makes us more valuable. How do we create a multifaceted service that solves different problems for sellers? How do we work through market changes instead of letting them defeat us?

In this episode, we're joined by real estate leader and Director of Brokerage Partnerships at Offerpad, Debra E-leon. She talks about howiBuyers and agents can create the ultimate win by working together, her journey and all the ways she's giving back and making a contribution.

Guest Bio

Debra E-Leon brings a wealth of experience to any situation. Serving as a real estate leader and business developer over the last 20 years, Debra has sought to harness networking relationships and business needs with the communities in which she serves. This has included serving on the Board of Women's Council of Realtors San Diego as

Treasurer, VP of Membership of her local Parent Teacher Association and currently serving as a board member of the Hispanic Association Real Estate Professionals. Active in non-profit organizations and President of Xan You Matter Foundation, Debra has established a reputation of dependability, connectedness and getting things done. Debra has lived in the Valley for the last 9 years and is excited to offer her 20 years of expertise along with her certification as a Facebook Marketing Strategist to help her customers execute effective online marketing strategies. Connect with Debra on LinkedIn or follow her on Instagram.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you're a real estate professional in 2024, you're competing with millions of agents and consumers have their pick of thousands of agents in their market.

This is the reality of the business.

If you're wishy-washy, inconsistent and not putting effort into marketing, you'll have NO PIPELINE and quickly find yourself in the 87% of agents who leave the business.

The key to standing out and building a never ending pipeline? Finding a segment of the marketplace and building authority so you can DOMINATE IT.

Whether it's a neighborhood, a specific niche, or a lead generation platform, you have to pick something that will produce a harvest of leads, relationships and deals.

How do you front load your database for future opportunities? How is real estate shifting from a relationship-based business to a research-based one?

In this episode, coach, trainer, and speaker for Tom Ferry International, Jason Pantana shares the blueprint for success in a crowded real estate market.

Guest Bio

Jason Pantana is a coach, trainer, and speaker for Tom Ferry International the world's leading real estate coaching program, as well as host of the popular seminar, Marketing Edge. His dynamic sessions arm professionals with the tools they need to stay current, competitive, and, above all, successful. Formerly the education director for a leading national real estate franchise, Jason creates tailored sessions for a range of professionals. His areas of expertise include social media strategy, digital marketing, and developing an eye for emerging business trends. He's provided clear paths for companies, both large and small, to roll out powerful advertising campaigns through the use of Facebook, Instagram, YouTube, Google, and other mass online platforms. Jason has gained thousands of social media followers through his many effective engagements. His energetic style engages his audiences — in individual, team, and conference settings alike — while readying them to utilize the ever-changing marketing tools of today. For more information, head to https://www.jasonpantana.com/

To find out about the 4-week AI bootcamp go to tomferryacademy.com/ai-marketing-academy.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Most agents put tireless work into every transaction, but their clients have ZERO CLUE about all the behind-the-scenes effort they put in.

When we don't articulate our value, people are left wondering if we do anything valuable at all.

Realtor associations have the same problem. They do a lot of work behind the scenes and it goes unnoticed.

Every day, they are battling to make sure agents can put food on the table while also upholding the integrity of the transaction.

Ultimately, agents and the associations that serve them are fighting the same battle - to prove our value.

In light of the recent MLS changes, it's never been more critical for agents to partner with their local associations.

They are on the frontlines, advocating for the industry and the more we get involved, the better off we'll all be.

What are the best agents doing in these rapidly changing times? What are some of the things Realtor associations are doing to maintain our value?

In this episode, we're joined by CEO of the Nevada Realtors Association, Tiffany Banks. She shares how agents can collaborate with their local associations and why that's important, ESPECIALLY NOW.

Guest Bio

Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany's role encompasses not just operational management, but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Connect with Tiffany on LinkedIn.

If you've been in real estate, even for a few years, you'll know that we're always going to be thrown a curveball or two. If it's not the rules changing up on us, it's inventory, rates or low demand.

There'll always be something we have to navigate, adjust to, pivot from and overcome. Right now, the NAR settlement is the latest change we have to work with, and it's actually not all bad news. One of the best things about it is how it's increasing the engagement and collaboration within our industry.

The settlement might be a curveball now, but for top agents, it's just another opportunity. A year from now, it will just be another layer of expertise baked into what we do.

If you're finding this market grueling, next year is promising to have a ton of transactions. That's only if you're taking the right steps to prepare right now.

How do we bake in and solidify the best practices? In this episode, we're joined by Arizona team leader, George Laughton. He shares how to think like a $300k earner, and his thoughts on the state of the real estate market.

Guest Bio

George Laughton is the founder of The Laughton Team with My Home Group. He has built one of the most successful real estate teams in the Nation, and currently ranks in the top 1% of all real estate teams in the United States. The multi-location team was established in 2007 in Peoria, AZ and has aided thousands of families in the process of buying or selling a home. The team believes homeownership is one of the greatest investments and biggest blessings an individual may ever experience. Their success comes from building strong client relationships through honesty and transparency, rather than focusing only on transactions, The Core Values of the Laughton Team are Integrity, Solutions Based, Pursuit of Excellence, Seeking to Understand and being Collaborative. To learn more follow @georgelaughton and connect with him on LinkedIn.

Whether we like it or not, August 17 (and the changes it will bring to real estate) is coming. As agents we have 2 options. We can complain, bury our heads in the sand, and treat it like an extinction event. Or we can put ourselves in a position to gain more market share and make more money.

Since the settlement was announced, more real estate agents have come into the industry, and that means we have more competition than ever before. Unlike many agents who have become complacent, the newbies are willing to do what we're not willing to do without complaining.

If there's one thing that will be hard to beat, it's the AI-empowered agent. The more we leverage these tools, the more leads and listings we can generate.

How do we use AI to be more effective salespeople? How do we fortify our businesses in a post-NAR world? In this episode, we're joined by real estate broker, entrepreneur, keynote speaker, and NAR board member, Marki Lemons Ryhal. She shares the secret to succeeding in real estate today.

Guest Bio

Marki Lemons Ryhal is a real estate broker, entrepreneur, dynamic keynote speaker, trainer and workshop facilitator, both on-site and virtual; she's the go-to expert for artificial Intelligence, entrepreneurship, and social media in real estate. To learn more, head to https://www.markilemons.com/.

In real estate, the agents who struggle the most fall into two camps - the ones who are doing too little and the ones who are doing too much. You have the agents who have no idea what to do so they do nothing at all. Then you have the agents who are doing so many things they can't gain momentum in a single area.

The 13% have the same things in common - action and a laser focus in one direction instead of trying to be in 15 different lanes. Once you have the mastery, it's easy to gain momentum and make meaningful money in this business.

In trying markets, everyone becomes too scared, inconsistent or unfocused to do the work. So being consistent with the actions that lead to success immediately sets you apart.

What are the non-negotiables of this business? How do you laser focus your efforts? How do we keep distraction at bay? In this episode, we're joined by entrepreneur, business coach, real estate team developer and founding co-owner of KP Elite Realty, Keith Anderson. He talks about how he sets his agents up for success, and why this business isn't for everyone.

Guest Bio

Keith Anderson is an entrepreneur, business coach, real estate team developer and a founding co-owner of KP Elite Realty. His passion has been building relationships through the art of communication his whole life so it was only fitting to enter the real estate market. Being in sales since 2010, Keith entered Real Estate on a team setting learning and growing in the field every way possible. After only 6 months he became the senior listing agent on the team leading in market share and closings. Seeing the Potential to grow a team of his own, Keith joined visions with Peter Kamboukos and created KP Elite Realty! Their teams sole focus is to provide an unparalleled service to their clients and be an asset to the community! Connect with Keith on LinkedIn.

Sales people often believe they are failing to meet their goals because they are doing all the wrong things. That's often not the case. The truth is, many agents aren't winning because they aren't doing enough of the right things.

We know what we need to be doing but we aren't doing them frequently enough. Distractions make it hard for us to hunker down and do the work consistently. From emails to social media, there are so many things fighting for our attention and if we don't put boundaries around the right activities, we won't grow.

Having daily discipline towards what drives results will impact our businesses and make achieving our goals automatic.

How do we eliminate distractions and hunker down on what matters? In the real estate business, which activities should we be doing without fail?

In this episode, entrepreneur, industry leader and founder of Win By Noon, Todd Bookspan shares what gets in the way of our results and how to be consistent about what moves the needle. He also shares all the contributions he's made to the real estate industry, and how to stay focused in the face of industry uncertainty.

Guest Bio

Todd Bookspan is an entrepreneur, business leader, mortgage industry thought leader and the founder of Win By Noon and the Chairman of the Bookspan Baker team. For the past fifteen years, as a mortgage originator, Todd has proven successful in cultivating both teams and branch offices. Working alongside his wife Tara, Todd successfully helped grow the Arizona region of a mortgage bank from five to eighty-five employees at four branches. He also took the lead role in developing and designing a coaching program for originators. Following this program, Todd coached groups of loan officers for several years, helping them expand their personal and team production. During this time, Todd also successfully grew his own mortgage team into a cohesive fifteen-member group. With Todd's outstanding leadership, he led his team into the top 30 rankings for closed mortgage loans in 2015, yielding more than 540 closed loans and $113 million in volume. Go to https://winbynoon.com/ and connect with Todd on LinkedIn.

The real estate industry is notorious for its high failure rate, with 87% of agents not making it past the first 5 years. It's a tough industry, and without the right guidance, the odds are stacked against you. But what if there was a way to flip the script and become part of the successful 13%?

With the right mentorship and resources, you can increase your chances of success. Investing in real estate can be a great way to build wealth, but it's important to have the right support system in place.

Are you struggling to find your footing in the real estate industry? Do the constant changes and high failure rates leave you feeling overwhelmed?

In this episode, I talk to Todd Conklin, a seasoned real estate leader and owner of 19 Coldwell Banker franchises. He reveals the strategies that helped him defy the odds and discusses the importance of truth, discipline, and elite training in building a successful real estate career.

Guest Bio

Todd Conklin is the CEO and head coach of Coldwell Banker Distinctive Properties and CB Commercial Prime Properties. With a focus on training and developing top-performing agents, Todd has built a reputation for fostering success and growth in the real estate industry. Connect with Todd to learn more about his approach to real estate excellence. For more information, to go http://www.coldwellbankerdistinctiveproperties.com/, and connect with him on LinkedIn. Get Todd's book Lethal Scripts here.

In real estate, only 13% of agents who get into the industry make it past the first 5 years. Whether it's leads, inventory, or rates, there are many threats to our survival and they can prove too hard for many agents.

Industry disruptions and legislative changes are also huge threats to our long-term success. Recently, the NAR settlement has certainly shaken the industry, and depending on where you're sitting, it's a cause for concern or the biggest opportunity of your career.

If you're not established or prepared, this change can hurt your business, but there's good news. If we have the right systems and position ourselves where the hockey puck is going, this will be a goldmine.

Is the settlement a good thing for our industry? How are agents across the country feeling about it? In this special first episode of The 13%, we're joined by the CEO of The West & Southeast REALTORS of the Valley (WeSERV), Roger Nelson. He discusses the settlement and what a local REALTOR association does for the industry and agents.

Guest Bio

Roger Nelson is the CEO of The West & Southeast REALTORS of the Valley, Inc. (WeSERV). West & SouthEast REALTORS® of the Valley is a member-driven, not-for-profit organization that provides resources and education to members to foster community and business growth. Go to https://weserv.realtor/ for more information.