The Real Estate Sessions

Contrary to popular opinion, second-generation realtors tend to avoid the path their parents took, as Vija Williams, our guest for today's episode, did. 

As a political science + English major and a pre-law student, Vija was always on track with her attorney dream. She didn't want to be a realtor. And after landing a prized internship at the Santa Barbara District Attorney's office, this dream of hers solidified. Eventually, Vija began to LOVE the job role, but it only lasted until she realized her brain was not wired for stuff like this. During this period, she started to get into real estate – and the rest, as they say, is history.

In today's episode of Real Estate Sessions, Vija talks about her fearless journey to real estate, getting over the inhibition of venturing into the industry, the biggest misconception around it, the pandemic's role in bringing massive changes in the industry, and how to succeed in it. Vija also talks about her personal story and interests, including her love for travel. She chased it despite the odds and her experience as the co-founder of Her Best Life. Listen in!

Success clues:

● Follow your gut. When Vija realized her brain wasn't wired for this, she decided to trust the feeling and dive into real estate instead.

● Communication and failure are two things Vija feels necessary to talk about.

● The advice and tips offered by experienced professionals are unparalleled.

● Bouncing back to good business post-COVID is challenging but is possible with a solid mindset and grit.

Meet The Guest!

Vija Williams is the Head of Industry for PLACE, an all-in-one real estate platform that provides technology and business services. PLACE currently supports and partners with agents and teams from a variety of brokerage brands all across the US and Canada in over 100 unique markets. 

Time Stamps

[00:00] Sneak peek

[00:31] Intro

[01:05] Meet Vija Williams

[01:46] Life as a fifth-generation Washingtonian

[02:39] The most significant misconception people have about real estate

[04:00] Getting back to the real estate business as we approach the end of the pandemic 

[06:33] The decision to go to Westmont college

[09:31] Entering the real estate space

[18:22] The experience of being co-founder oh Her Best Life

[21:41] Vija on balancing time and effort for your professional achievement

[25:14] Will technology ever replace Realtors?

[29:53] How to REACH Vija

Connect with Vija

     ● LinkedIn: @vijawilliams

     ● Instagram: @viavija

     ● Facebook: @vijawilliams

empirebuilding podcast

From Livermore to Texas and broadcast journalism to real estate investing, Katie Kossev's career has seen game-changing pivots. But irrespective of the events, Katie has thrived, learning, and turning all the shifts and pivots into life-altering experiences.

Interestingly, this real estate winner was introduced to real estate by chance.  It happened when her best friend from radio days wanted to try out real estate – they decided to do it together. They got their real estate licenses, and her friend, then a mom of three, went full-time with it soon. Katie, however, worked a day job and juggled it on the side before finally deciding to pursue it full-time.

In her career spanning more than a decade in the industry, Katie has moved from employee to business owner and is now a renowned speaker too. She sits with Bill in this episode to reveal the exciting and essential bits from her real estate career for anyone starting or experienced in the industry. Katie also gets into the best parts about being a real estate investor and, most importantly, being a co-real estate business owner with your husband. The most valuable advice she gives away is cultivating the zest for learning and growth, being ready for rejection, not believing in the "fake lives" showcased on social media, and believing in who you are.

Please tune in for a candid chat with Katie today as she gives a 360-degree look into her professional journey and how she goes hand in hand with her personal life.

Success clues: 

● Changes and pivots are sometimes too challenging. Katie shares how she decided to move from Intero, her company, for nine years, deciding to take the next step in her career. 

● Finding your expertise is important. Katie realizes and accepts that delegating isn't for her and works as a team with her husband. 

 ● Social media is too powerful to ignore in recent times. In a business like real estate especially, your goal often involves being a magnet to people, showing them your skills and abilities, and convincing them to work with you, meaning you have to put in the effort to make yourself accessible to people. 

● Accountability is an essential skill to build for an entrepreneur. 

Meet The Guest!

Katie Kossev is an experienced real estate investor and the CEO/Owner of The Kossev Group. She is also a keynote speaker, event emcee/host, and business development consultant and strategist. 

Time Stamps 

[00:00] Sneak peek 

[00:22] Intro [00:54] Meet Katie Kossev 

[01:36] Admin to human departments: How Katie's world has changed over the years 

[03:31] Katie's FAMILY and background, moving from Livermore to Texas [04:55] The near-traumatic experience of moving to Texas when in EIGHTH GRADE, a crucial period of life 

[06:04] Something most of us DON'T know about Houston 

[07:49] How traveling to Galveston has been for Katie and Bill 

[08:42] Studying at the Sam Houston State University, her mother's EMPTY NEST syndrome, and finding interest in broadcast journalism [09:47] Katie's CAREER PLANS when starting and how that has come out to be over time 

[11:34] Katie's advent into the real estate space with her friend Laura [13:28] Fighting people's NEGATIVE OPINIONS to move forward and succeed in real estate 

[15:06] The two stints Katie's had with two brokerages and her journey to creating the real estate empire she has now 

[17:51] Moving from Intero to Compass, taking up new roles and responsibilities, and later on working as a TEAM with her husband 

[21:06] The SELLING PART of real estate

[23:57] The decision to choose Michigan for real estate and how it birthed from her love for travel 

[26:21] How consulting, managing, and helping look like for Katie at her company 

[28:52] Working with teams and why TEAM SKILLS are essential in real estate 

[30:46] How Katie met Brad Inman 

[33:24] Preparing for her life after her daughter has to leave home for school 

[36:23] "Smile more and screw the crow's feet." 

[37:34] Katie's ADVICE for real estate agents just getting started in the industry 

[38:27] How to REACH Katie Connect with Katie 

● LinkedIn: @katiekossev 

● Twitter: @katiekossev 

● Facebook: @katiekossev 

On Episode 328, I "celebrate" the 10 year anniversary of my colon cancer surgery. I've published a few short episodes about surviving cancer, and I hope they shed a little light or better yet, bring awareness to others abut the importance of getting your regular screens.

Thank you for letting me have my moments in place of regular episodes over the years.

Cheers!

Episode 202 features Karin Carr of Savannah, Georgia. Karin has created a tremendous business focusing on video. The content she creates is designed to help her be found organically as people are searching for area information. Listen in as Karin shows you it can be easy to create video!

01:50 – Starting at the beginning – Where did Karin grow up?

02:25 – Why the University of Utah?

03:55 – Why opera?

08:00 – Has Karin ever surprised people with her singing ability?

09:25 – How did real estate enter the picture?

12:45 – When did video become a part of Karin’s strategy?

14:40 – Was video tough at the beginning?

16:05 – Other than the I hate the way I look and sound, what are the biggest objections to using video?

18:00 – Was there someone that helped Karin during her video journey?

19:30 – How does Karin distribute her video?

20:20 – Any tips to help people generate energy on video?

22:20 – Is it easier than ever to be found organically?

24:20 – What 3 types of video do you recommend for a beginner?

27:50 – Are referrals from other agents a by-product of video?

28:45 – What one piece of advice would you give a new agent just getting started?

YouTube.com/karincarr

YouTube.com/karincarrrealestate

YouTubeforagents.com

YouTube for Real Estate Agents Book

Christina Pappas_ Show Notes

Did you know that relationship-building is, if not the most, then ONE of the most essential skills a Realtor must possess?

Christina Pappas, our guest for today's episode, is a third-generation Realtor, 2022 President of Florida Realtors, and Vice President at The Keyes Family of Companies, the legacy real-estate business founded by Ken Keyes in 1926. Joining us at the Florida Realtors 2022 Real Estate Bar Camp today (with a couple of hundred members in the audience!), she speaks about the importance of relationship-building and knowledge transition in the real estate world, reminiscing how it has helped her garner the success she has today.

With the Keyes Family of Companies nearing its 100th anniversary in three and a half years, Christina also takes us back to her time discovering her love for the hospitality sector, venturing into real estate, volunteering to give back to the industry, and becoming the Vice President of the family business. Christina emphasizes that the real estate industry thrives on community and relationship-building, expressing that giving back is not just a good option but a responsibility and necessity. She says, "Realtors build communities, and we need communities to sell something. If we don't have a community, and we don't have something to build on, we don't have anywhere for people to move." 

You'll also learn her take on buying and selling with international clients, the changes (if any) brought in by the real estate pandemic, and why Realtors always need to prepare for changing market conditions.

Success clues:

● Why should you engage in volunteering as a Realtor? Because real estate is a community business, you need a community to stay relevant and sell.

● Real estate is always a shifting market. You must prepare for changes every day.

● As a Realtor, you're also responsible for educating your consumer about what's happening in the market. 

● It is vital to understand customer motivation before suggesting buying or selling options to them.

● To succeed in the industry, find yourself a mentor and someone else who's at the same point in terms of progress as you. While a mentor will help you climb the success ladder quicker, a fellow realtor will be able to motivate you and help you understand that the process takes time and that you're doing well.

● The pandemic has made us more connected globally. While real estate in Florida always meant plenty of international buyers, the process has become more accessible to many since the pandemic.

Meet The Guest!

Christina Pappas is the 2022 President at Florida Realtors and VP, The Keyes Company

Connect with Christina

●     Instagram: @cm_pappas

●     Twitter: @cm_pappas

●     Facebook: @Christina Pappas

Ashley Houseman_ Show Notes

Authenticity, no doubt, is a transformative life value. But have you ever thought of it as a necessary skill for a real estate agent?

Meet Ashley Houseman, the Team Leader at Ohana Homes - Houseman Team Powered by eXp Realty, on the podcast today. After nearly 18 years of crushing it in the real estate game, Ashley attributes a large part of her success to her unique and authentic approach to business. A third-generation realtor, Ashley was pursuing marketing in junior college and was headed to real estate just like her elders did, preparing herself for the greater responsibilities that may come. What she didn't know then was how she would gain a strong liking for her job as she progressed, which has since taken her enormously forward in her career.

During her conversation with Bill, Ashley touches on the many significant parts of her personal and professional life, including her Florida life as a mom of three, her serious interest in sports in her earlier days, and the values she abides by for ever-lasting success. She also discusses her experience working with and leaving Coldwell Banker, the nation's largest residential real estate brokerage company, and the lessons the period taught her. Listen in!

Success clues:

●     Ashley swears by authenticity for success in real estate. In her words, "try to be different, take a different approach to real estate, instead of saying– hey, look at my new listing that hits the market. Find a really cool aspect of it, and highlight that." It all boils down to uniqueness that stems from authenticity.

●     Relationship-building is incredibly important in your career, especially in real estate. Ashley makes sure to spend time with her clients and followers, which includes sending birthday emails to every member of her 8000-person sphere!

●     In today's normalizing markets, finding yourself a good mentor is essential. You've got to find your tribe, find good people who'd help you with the fundamentals and allow you to succeed in your journey.

●     Make the best use of social media, not just by posting and interacting regularly, but by posting authentic, valuable, and noteworthy content and making sure to use the platforms to connect with your people.

Meet The Guest!

Ashley Houseman is a renowned realtor with nearly 18 years of experience in the real estate industry. She is currently the team leader at Ohana Homes - HOUSEman Team brokered by eXp Realty.

Time Stamps

[00:00] Intro

[01:18] Meet Ashley Inman

[04:41] Breaking the biggest misconception people have about Florida

[07:04] Family life: the experience of bringing up her 3 children in Florida

[08:41] The sport that paved Ashley’s way to FAU

[09:54] Life as a scholarship athlete on campus

[10:54] High school and sports influence

[11:39] Why Ashley says she’s had the biggest and best brothers on campus

[13:51] The real estate connection and building a liking for the industry

[15:41] The first brokerage Ashley worked for

[16:54] The training and leadership that made Ashley’s experience in Coldwell banker awesome

[17:39] Quitting Coldwell Baker and what’s in store for Ashley’s career: 18 years in real estate

[18:37] The transition into motherhood after birth

[19:29] The skills you need to succeed in real estate

[21:57] The importance of being authentic in your personal and professional life

[22:53] How to maintain real-estate relationships authentically

[25:43] The “softening” or “normalization” of the real-estate market

[27:44] One piece of advice for real-estate agents getting started

[28:54] How to connect with Ashley

Connect with Ashley

●     LinkedIn: https://www.linkedin.com/in/ashleyhouseman/

●     Instagram: @brokerexclusive

●     Twitter: @brokerexclusive

●     Facebook: @HousemanAndCo

“Loving on people and having those good relationships is the foundation for any successful business. If you love on your people, and you show how much they mean to you, then they’re going to show you how much they respect you and you mean to them in return.”

– [Lynn Johnson]

In this episode of The Real Estate Sessions, Bill speaks with Cliff Long, CEO of the Orlando Regional Realtors Association. He shares his career journey- from an entitled young man who was groomed to be the CEO to a struggling father to rising up again to be the CEO he is today.

Listen to hear the measures he took to protect his employees and keep business going amid the COVID-19 pandemic. You will also hear how the pandemic has permanently changed the real estate industry.

“I needed to learn what it was like to be down because I’d always been up.”– Cliff Long 10:58

“If you’re expecting business to come to you, it’s not going to happen, you go to business.”– Cliff Long 30:09

What you will learn:

• [0:33] Intro
• [2:09] He describes his sporty and music-filled youth that did not know anything about real estate.
• [6:53] He shares his career story- a privileged young man losing everything and learning to rise back up through the ranks.  
• [19:33] The measures he took at the association due to the Coronavirus to ensure the business was running and his employees were safe.
• [23:24] How the COVID-19 pandemic has forced realtors into the digital media making business better than it was expected.
• [27:39] How the pandemic has affected the association’s operations in the last couple of months.
• [29:55] Why you need to get out there and let people know who you are as a new real estate agent.

Cliff Long’s Email [email protected] 

Find | THE REAL ESTATE SESSIONS

At TRESonline.com

Find | Bill Risser

At [email protected] 

On Twitter

On Facebook

On Youtube

RATE & SUBSCRIBE

At Ratethispodcast.com/REsessions

On Apple Podcasts

On Google Podcasts

On Stitcher

On Spotify

Episode Summary:

I am pleased to introduce today’s guest Ines Hegedus Garcia, one of the original bloggers on Real Estate, based in Miami, originally from Venezuela.

In this episode, I sit with Ines, writer of the blog “Miamism,” and we discuss her journey from Architecture to Real Estate, taking the reins of leadership to effect change one step at a time in the Real Estate Industry.

Top Takeaways: 

“There’s no place on earth like Miami.”

– [Ines Garcia]

“Don’t cut traditional methods. They work. The fact is that I found a niche outside those traditional methods.”

– [Ines Garcia]

“The times when I focus more on my business, and not other people and helping, is when did the worst in Real Estate.”

– [Ines Garcia]

“The only thing that I would tell you that most people are not willing to do is Consistency.”

– [Ines Garcia]

“I could sit there and be the agent that would complain daily about what was going wrong in the industry, or I can get involved and try to change one little thing at a time.”

– [Ines Garcia]

“Surround yourself with smart people, which is what it boils down to, and that’s why I’m here today.”

– [Ines Garcia]

“It’s crucial to do well in this industry to identify what your strengths and weaknesses are, and not so much, so you know how to market yourself, but so you develop a passion and have fun at it.”

– [Ines Garcia]

Episode Highlights:

[00:31] Intro

[01:30] Meet today’s guest, Ines Hegedus Garcia.

[03:45] What do you feel is the biggest misconception about Miami?

[05:40] What are two things I can’t miss when in Miami? 

[09:41] Ines discusses her initial plans to study Architecture.

[13:15] How much time do you spend working your area in Real Life versus Online?

[14:45] Growing Miamism into a strong local brand

[18:00] Is it too late to start a Real Estate blog?

[22:51] What is it so important to you to be involved in giving back to the community?

[27:20] What’s on your horizon going forward?

[29:17] advice to new Real Estate agents

[31:11] How to contact Ines

[32:02] Outro

Episode Notes: 

Ines shares that the title of her blog, “Miamism,” means the Miami way of Life, which describes the inspiration for starting the blog. Addressing one of the major misconceptions that Miami is a dangerous place, Ines explains that Miami is generally a lovely and safe place to live. However, like any other big city in the world, crimes may occur from time to time.  

The most outstanding features in Miami include the beach, the beautiful buildings, the Pérez Art Museum Miami (PAMM), Wynwood. Ines notes how important it is to pay attention to the universe and be open to opportunities in front of us. She has always been creative and started studying architecture in college, which she wanted right from when she was young, but when the opportunity came to join Real Estate, she seized it. Ines narrates how she started in Real Estate, sharing that she worked as an architect when a relative asked for her help in managing a commercial property in Miami. This was how she started in Commercial Property Management. She then got her license to get commissions but realized Real Estate was a good fit when combined with her passion for architecture. 

Ines’ business’s online aspect is the source of over 80% of her clients; this was hugely beneficial in the pandemic, also because she had learned over time to be comfortable dealing with people online. A pivotal aspect that contributed to the growth of “Miamism” was the sense of community. I discovered through my Mohijo reviews that giving love to other businesses was the secret sauce. It was about helping and promoting other companies to do well. 

It’s not too late to start a real estate blog. The style of writing is conversational, and as such, not much writing skill is needed. Consistency is critical for success in Real Estate and blogging, and this is where many people are lacking. The advent of Instagram didn’t seem like a big deal because she already had a photoblog, so she joined Instagram much later. Nowadays, she uses Flickr as a very well-organized extensive Library.

Explaining why she decided to join leadership in Real Estate, Ines discloses that the industry had always had a bad reputation. Her goal was to try to change the bad things one at a time, and after joining the NAR, she started to get more leadership opportunities to influence issues. Ines recommends people get involved by going to their association, no matter how small they could begin to make a difference. 

There is a loss of data control, as many companies make a lot of money from data from agents. Ines shares that this problem is the next move for Real Estate agents.  

What one piece of advice would you give a new agent just getting started? It’s rare to find someone that comes into the Real Estate world who doesn’t have a past from another industry. It is crucial to identify your strengths and weaknesses to develop a passion and have fun at it. Lastly, creating a community around your passion for Real Estate can give you the winning combination.

Resources Mentioned:

Connect: 

Find | THE REAL ESTATE SESSIONS

At Tresonline.com

Find | Bill Risser

At [email protected]

On Twitter

On Facebook

On Youtube

Find | Ines Hegedus Garcia

At www.miamism.com 

On Facebook  

On Instagram

On Youtube

RATE & SUBSCRIBE 

At Ratethispodcast.com/REsessions

On Apple Podcasts

On Google Podcasts

On Stitcher 

Today’s guest, Joe Schutt, is a broker and the owner of Unit Realty Group in Boston. Although he spent his childhood growing up in West Springfield, Massachusetts, he moved to Boston 23 years ago.

In this episode, I sit with Joe, discussing his journey in Real Estate so far, with lessons learned, particularly the importance of being authentic and how it factors into success and growth in business.

Top Takeaways: 

“Just bringing a community together is a great thing… It’s just a fun way to do things.”

– [Joe Schutt]

“Two things people need to understand… Be your authentic self, and work your sphere of influence.”

– [Joe Schutt]

“It’s not about the money sometimes; it’s about the relationships.”

– [Joe Schutt]

Episode Highlights:

[00:25] Intro

[04:52] What brought you to Boston?

[05:50] The biggest misconception about Boston.

[08:32] What was the moment that triggered your entry into Real Estate?

[14:05] About Joe’s Company, Unit Realty Group. 

[23:05] How has “Inman” been beneficial to you and your business? 

[33:30] Joe’s advice for new agents

[35:05] How to contact Joe

[36:14] Outro

Episode Notes: 

Joe shares that his move from West Springfield, Massachusetts, to Boston was primarily out of a desire for the big city life and to figure things out as a young, gay man. The biggest misconception about Boston is that people are rude. Still, instead, people are usually struggling to get to where they’re going in a city with many people.

Mainly working part-time jobs, Joe did not attend college but later started working in the banking sector, where he stayed for over 15 years with different banks till he discovered real estate. He had bought a condo with his ex, whose father noticed he was spending time on real estate-related activities and encouraged him to go into it. 

Described as the most resilient city in the US, Boston did not experience as much of a downturn in real estate as the rest of the country. This resiliency is because of the high level of diversity in the Boston market, including biotech, finance, universities, teaching hospitals, and high-tech. 

Joe mentions that while expecting to work in the primarily gay neighborhoods, he was, instead, put in an Irish community with all straight clients, exposing him to a new market, much to his benefit. Also, while he had initially thought he had to get as many clients as possible, over time, there was the realization of a need to carve out a niche, which he applies and emphasizes to his agents to this day.

The decision to start a company with his ex occurred while they worked for another brokerage, and both realized they might be able to open their own. After this, they intentionally decided to go and work for another brokerage for one year to ensure they could handle it before starting theirs. While planning how to run their brokerage, they had to decide on values embedded in the company, like giving back to the community and volunteering. 

Joe emphasizes the importance of being authentic and cultivating great business relationships rather than always being a salesperson. Be your authentic self, figure out what’s going on, take on the technology that works for you but don’t go crazy with it; it’s about relationships in the end. A part of growing friendships is to do so because of who people are and what they are; whether it’s the real estate industry or not, it is essential to be involved and present without necessarily making it all about you.

“Inman” has been highly valuable to Joe and his business, not just as a resource but as a family. This resource points again to the value of relationships created and the depth of connections that, in the end, genuinely determine the growth of a business.

The branding of the company with orange was intentional to stand out from most other company colors. Apart from the main company website, there’s also a new website for dog lovers. They are expanding on the dog aspect of the brand for people who want to live around a dog park.

For new agents:

1. Put together your sphere of influence, even if it’s only a few people, and connect with them and others through them.
2. Be very frank with what you want to do.
3. Find people you trust enough to ask them directly to send you some business.
4. Always be authentic.

Resources Mentioned:

Connect: 

Find | THE REAL ESTATE SESSIONS

At Tresonline.com

Find | Bill Risser

At [email protected]

On Twitter

On Facebook

On Youtube

Find | Joe Schutt

At www.unitboston.com 

On Instagram

On Facebook

On LinkedIn

RATE & SUBSCRIBE 

At Ratethispodcast.com/REsessions

On Apple Podcasts

On Google Podcasts

On Stitcher