The Real Estate Sessions

By Bill RisserBusiness Entrepreneurship Marketing

The Real Estate Sessions episodes

October 12, 2021Real Estate Sessions Rewind – Stacey Randall Brown – Growing Your Business By Referral
Episode Summary:
Our guest today is a Chief Referral Ninja Master, who helps others grow their business using referrals. Joining us is Stacey Brown Randall, a coaching consultant, award-winning author, and speaker. Stacey is the podcast host of Roadmap to Grow Your Business, a podcast offering more insights into growing your business through referral.
In this episode, join Stacey and me to learn new tactics to help grow your business and the best ways to generate referrals without asking. We also discuss the importance of an organized database and the best practices to re-engage potential leads!
Top Takeaways:
Stacey Brown Randall’s Advice for New Agents

“I would tell a new agent that is just getting started – your relationships are going to serve you, feed you, and pick you up when things go sideways, as they have been known to do more now than ever.”

“You have to take time making sure when you are developing these relationships, you are coming at it from a place not trying to sell them a home or get a referral… but ultimately at the end of the day, you’re looking to help them.”

“The truth is that a database is made up of referral sources, clients, current clients, previous clients, and strategic partners. There are just so many different categorizations, and if you don’t start with something, it can get really hard to get back.” – Stacey Brown Randall [17:50]
“I think that the truth is, if I’m referred to someone, I am less inclined to check them out online, and I’m more inclined to take the recommendation of my friend if I truly trust my friend. But the reviews and testimonials build your credibility for every other type of prospect or lead you’re going to have. If I do go check you out after being referred and I see other people who love working with you, it only solidifies my decision.” – Stacey Brown Randall [19:47]
Episode Highlights:
[00:19] Intro
[00:45] Meet Stacey Brown Randall – Referral Ninja Expert
[01:49] Living in the Carolinas
[02:27] Attending the University of South Carolina
[04:32] Dreams of Being a Broadcast Journalist
[06:58] Weaving the Way to Business Consulting
[12:59] Best Ways to Help Grow Your Business
[15:13] The Importance of Taking Care of Your Database
[18:19] Verified Reviews in Referral Strategies
[21:06] Setting the Expectation for Reviews
[22:27] Tips to Reconnecting a Neglected Database
[27:53] Referral Seed Example
[32:17] Stacey’s Advice for New Agents
[33:42] Connect with Stacey
[34:59] Closing Thoughts
[35:13] Outro
Episode Notes:
Today, joining us is Stacey Brown Randall, Chief Referral Ninja Master, helping business owners achieve their referral goals. Stacey Brown Randall grew up in Greenville, South Carolina spending only a few years living in Colorado before spending the rest of her time before college back in South Carolina. Stacey studied at the University of South Carolina, where she received her Bachelor of Arts in Mass Communications and Broadcast Journalism. Stacey Brown Randall had dreams of being a broadcast journalist and received multiple offers after graduation but decided to turn them down to seek other opportunities.
Instead of a journalism career, Stacey landed her first job at a non-profit company based in Charlotte, North Carolina. Stacey received many great opportunities and connections and became the Director of Marketing and Business Development for the Charlotte Magazine and Workforce Development Director for the Charlotte Chamber of Commerce. In 2009, Stacey Brown Randall founded Randall Research, an HR consulting firm, for over four years before returning to corporate work in the financial space. Looking for an escape route to get out of corporate America, Stacey received her productivity and business coaching certification.
Based in Charlotte, North Carolina, Stacey started her second business in 2013, where through her coaching program, Stacey helps business owners generate referrals without asking. Stacey Brown Randall is also the award-winning author of the book Generating Business Referrals Without Asking: A Simple Five-Step Plan to a Referral Explosion. Stacey also is the host of Roadmap to Grow Your Business, a podcast that offers tips and tricks to growing your business and bringing in new clients.
Stacey shares in the episode why she thinks it may be difficult for real estate professionals to use their databases to their full potential. Databases are made up of referral sources, clients, current clients, previous clients, and strategic partners. Many in the real estate industry can benefit from categorizing each source correctly to maintain clean and comfortable access to data. The importance of having an organized database can help in gaining referrals and re-engaging clients. Having a solid strategy and system for each type of client can facilitate maintaining authentic relationships and reengagement from referrals.
Engagement with clients can deepen relationships, and the provided outreach is memorable and meaningful, helping plant referral seeds and strengthening relationships with referral sources. Stacey offers advice on referral seeds by introducing the ‘Thank by Name’ tactic. Every time a referral is received, a handwritten thank you card should be shared with the referral source, thanking them for the referral by name. This helps plant the referral seeds while also reminding the referral source that they are valued.
Stacey Brown Randall’s advice to new real estate agents is to know that your relationships will serve you if you take the time to develop the relationships. It’s essential not solely to focus on trying to sell the client a home, but ultimately you are trying to help the client!
Resources Mentioned:
Referral Quiz: Are You a Referral Ninja Beginner, In Training, or Master?

Stacey Brown Randall’s Book: Generating Business Referrals Without Asking

Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com

Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On Youtube

Find | Stacey Brown Randall
On Website
On Roadmap to Grow Your Business Podcast
On Facebook
On LinkedIn
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
37 min
October 05, 2021 Episode 295 – Wendy Pollack, Realtor and Professional Development Specialist – Cypress Realty
THE REAL ESTATE SESSIONS PODCAST
Episode 295:
Host: BILL RISSER
Guest: WENDY POLLACK
Episode Summary:
Meet today's guest Wendy Pollack, a realtor and a Professional Development Specialist at Real Living Cypress Realty in Fort Myers, Florida.
In this episode, I sit with Wendy, who grew up in Long Island, New York, and is currently based in Fort Myers, Lee County, Florida. She talks about her path into Real Estate, exploring to find the right career option for her skillset, with her passion for helping new Real Estate agents.
Top Takeaways:
"I'm not in it for the money. I'm in it really to see them succeed."
- [Wendy Pollack]
"The most important thing is your sphere of influence, people who know you, like you, and trust you."
- [Wendy Pollack]
Episode Highlights:
[00:20] Intro
[01:00] Meet today's guest, Wendy Pollack.
[06:25] What career were you thinking about as a teenager?
[14:40] How did you educate yourself so you could help others?
[18:06] Why Wendy settled in Fort Myers.
[19:30] What one piece of advice would you give a new agent?
[21:38] Outro
Episode Notes:
As a teenager, Wendy had considered going into a fashion-based career while working at a gift store till she went to college at Adelphi University. She had studied nursing for a few months, till she realized it wasn't for her and changed to study Exercise Physiology. After school, she worked in Cardiac rehab and then corporate fitness.
Wendy got into Real Estate after she relocated to Florida 27 years ago. She had a few clients in Real Estate and was encouraged to get involved in it. She had enjoyed the experience but took a break at some point to raise her son till he was 13 before getting back into Real Estate again. After returning to work for a while, an opportunity opened up with a position as Professional Development, Recruiting, and Sales Manager. Wendy shares that she loves helping new realtors become successful, which is her job. Bill shares that Nursing is the second most common career that can quickly pivot to and succeed in Real Estate.
Seeing her son take up his passion for photography also encouraged her to focus more on learning about her work and getting well educated on it. She had gotten more attracted to Instagram, which she employs as a tool in her work. Other forms of technology besides social media are CRM programs, Drip Campaigns, newsletters, and different kinds of automation.
Wendy shares that they settled in Fort Myers to get away from the people in the area where she grew up and get closer to a beach environment with the seaside views and lovely weather.
Essential advice to new agents: The most important thing is your sphere of influence, people who know you, like you, and trust you. If you have a good sphere of influence, you will work faster and get ahead quicker. If you don't have that sphere, you have to work hard in your environment. Being proactive and reaching out to people still definitely works.
Connect:
Find | THE REAL ESTATE SESSIONS
At The Real Estate Sessions
Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On YouTube
Find | Wendy Pollack
On LinkedIn
Website – Cypress Realty
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
22 min
September 28, 2021 Episode 294 – Florin Patrascoiu, Owner/Broker – RE/MAX Premier
THE REAL ESTATE SESSIONS PODCAST
Episode 294:
Host: BILL RISSER
Guest: FLORIN PATRASCOIU
Episode Summary:
Our guest this week is Florin Patrascoiu, the broker/owner of RE/MAX Premier. He is based in Wesley Chapel, northeast of Tampa, Florida.
In this episode, I sit with Florin, a Romanian by birth and American by choice, as he talks about his journey from Romania into real estate in America. He also discusses current trends in technology and the practice of real estate.
Top Takeaways:
"People should experience other countries, and other cultures, live there for a month or two, and when they come back, they come with a renewed appreciation for what they have."
- [Florin Patrascoiu]
"Truthfully, the hospitality industry prepares you for anything in real estate."
- [Florin Patrascoiu]
"You have to be open to learning."
- [Florin Patrascoiu]
"You know what the best CRM is?...the one you use."
- [Florin Patrascoiu]
"Trying to force people into something is a losing proposition."
- [Bill Risser]
"You get more by giving and not expecting anything in return."
- [Florin Patrascoiu]
Episode Highlights:
[00:38] Intro
[01:11] Meet today's guest, Florin Patrascoiu.
[02:40] How did you end up settling in Florida?
[16:25] Florin's path to real estate
[21:27] The benefits of Mentorship in Florin's career.
[24:50] How would you describe Wesley Chapel?
[27:40] What is happening now in the Tech space that you want agencies to adopt?
[32:00] The path to real estate market recovery with the pandemic.
[36:15] Discussing the current issue of commissions as regards the NAR-DOJ settlement.
[39:55] Florin's advice to new agents.
[43:08] How to contact Florin.
[44:54] Outro
Episode Notes:
Florin studied in Romania, moving to Florida in 1996 at the age of 24. Although Florin loves America, he shares that Romania is also a beautiful country. It is located in eastern Europe, with a Latin-based language, even though Slavic-based countries surround them. He joined his wife in Florida after she moved to Florida because her family was there, and he loved the place. Florin studied Economics with a major in International Tourism and has a deep passion for Soccer which; he played professionally growing up but stopped due to an Achilles injury.
Describing his journey into real estate, Florin explains that he had to work in an Italian restaurant when he immigrated to the U.S. The experience of being a part of the hospitality industry was beneficial to him later in Real Estate. He also worked in corporate business for a while till he finally started with Coldwell Banker. He worked there, grooming himself for close to 7 years; he describes this as his formative years. He also discovered that he has attributes that make him an entrepreneur, a trusted adviser, and a team builder suitable for real estate. However, after he started a company, things got rough as the great recession hit.
Florin strongly believes in Mentorship and coaching in his growth. Additionally, since he had faced a lot of ups and downs with the recession, the "dot com" boom and bust, as well as 9-11, he was well-groomed in the early years of his practice in Real Estate. He also got involved in "Short sales."
Wesley community is a vibrant, growing, diverse community much different from the way it used to be, with more facilities for daily living or entertainment.
Discussing current technology in Real Estate, Florin explains that even with advancements, technology will not replace agents. Still, agents can streamline the process of home buying or selling for clients using technology. Even CRM software is best determined as a good fit by the person using them.
Florin highlights that the state of the real estate market is not expected to change anytime soon in the pandemic, noting that rates are historically low. A significant problem is under-construction, an issue since 2008 when the "Lehman Brothers," which was the biggest supplier of money for developers, went down; the pandemic only amplified the problem. Although there is a struggle between Investors and First-time home buyers, the investors only make a small percentage of buyers, and in fact, applications for mortgages have increased. Another problem is the significant rise in rental prices all over the country.
Addressing the commissions issues concerning the NAR-DOJ discussions, Florin points out that the critical point with commissions is transparency. Commissions are often not talked about, and this is mainly because they are negotiable. "The main issues that DOJ has with the Real Estate industry are Broker Cooperation commission and Representation, however, in today's sociopolitical environment everything is questioned and challenged" The DOJ disagrees with the inability of the seller to negotiate the co-op fee. A co-op fee is a marketing expense paid by the listing broker to a buyer's broker to entice them to show the property and have a successful transaction; not showing this fee is wrong and is depicts a lack of transparency.
Florin's advice to new agents: Having an entrepreneurial mindset and work ethic is crucial going into the business. It is also essential to take on diverse roles as required for your growth and success. Be willing to learn from different sources, including books, conferences, seminars, podcasts, and even a coach or an accountability partner. Focus on a niche. You cannot be a jack of all trades and master of none; over 70% of business is from referrals, so it only makes sense to pick a niche and establish proficiency in it as it will determine future opportunities. Florin shares that he just started a video titled "Real Estate Success Strategies" on Facebook and YouTube, which is not brand specific but mostly to offer tips and tricks on Real Estate.
Resources Mentioned:
Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com
Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On YouTube
Find | Florin Patrascoiu
On LinkedIn
Website – RE/MAX
Phone - 813-817-4070
facebook.com/realestatesuccessstrategies
instagram.com/real.estate.success.strategies
youtube.com/channel/UC0wBrySEs3hHlYy9Px3RFsg
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
46 min
September 21, 2021 Episode 293 – J. Philip Faranda, Owner/Broker J. Philip Real Estate
Resources Mentioned:
Episode Summary:
Meet today's guest, J. Philip Faranda, the founder and broker of J. Philip Real Estate based in Westchester County.
In this episode, I sit with Phil, who is based in the suburbs north of Manhattan, and he shares his unique insight on the real estate industry and describes his impactful experience working so far.
Top Takeaways:
"The hospitality industry is the only industry in my opinion that can make real estate look like a walk in the park."
- [J. Philip Faranda]
"There's no market you can't break into if you follow best practices."
"If the truth can kill it, it needs to die."
- [J. Philip Faranda]
"Every single one of those 120million leads that are sold to Realtors every year, that's some agent who didn't take care of a customer."
- [Bill Risser]
"It is clear to me that most Real Estate mistakes… it is downstream from something that was unbrokered or under- brokered."
- [J. Philip Faranda]
"Everything you do today is a love letter to future you."
- [J. Philip Faranda]
Episode Highlights:
[00:34] Intro
[01:16] Introducing our guest, J. Philip Faranda.
[03:00] About Phil's background and interests.
[17:26] How Phil started in Real Estate.
[24:53] About Phil's real estate company, J. Philip Real Estate.
[33:35] Discussing Zillow Real Estate marketplace.
[46:44] The Beverly Carter Foundation.
[53:03] Phil's advice to new agents
[55:13] How to contact Phil
Email-
[56:25] Outro
Episode Notes:
After studying liberal Arts, Phil thought he would go into writing or teaching. Still, he started his first job was selling supplemental programs to Catholic schools, which he did for seven years while resisting opportunities to go into real estate with his friend. Eventually, he was offered an apartment and a monthly draw to work in Real Estate, and he took up a passion for Real Estate. He also shares that it fit his issues with attention, and he enjoyed the versatility in the experience.
At some point, Phil also took a year off to work as a Bartender and later worked in mortgages for five years. Doing this, he learned that there wasn't much of a difference between real estate in Westchester and Manhattan, especially if best practices are followed. He took the course and started his company.
In describing the inspiration for his real estate company, J. Philip Real Estate, Phil shares that he had to go by J. Philip to differentiate himself from his father. So, he had to answer to the name J. Philip in school, which later became the name of his company. The brokerage grew and now has close to 100 agents. Phil had picked up blogging to keep himself sane after the market crash in 2008; however, it ended up boosting his brand, growing his following, and helping him recruit more agents as the blog created an impression that the company was more significant than it indeed was. Phil shares that he deeply enjoys blogging and all that comes with it.
Phil shares that his company was the first brokerage in his market to syndicate to Zillow marketplace ahead of everyone else. After he sent an email to Spencer Rascoff, former CEO at Zillow, pointing out a need for a change in the strategy of marketing Zillow, he was asked to be on the advisory board. After working there for a few years, there was some misapprehension towards the changes, but he believed it was necessary.
Phil believes that Zillow will have to reinvent itself to stay ahead of the curve. Addressing the concern agents have about competing with Zillow, Phil explains that most real estate mistakes come from unbrokered or under-brokered deals based on the poor performance of agents; as such, the focus should be directed at such poor practices.
Talking about his work with the Beverly Carter Foundation, where he served as President, Phil narrates experiences that made him realize how agent safety had been under-discussed in the industry. He started blogging on it, and not long after this, Beverly Carter was murdered, which got the industry to realize the need to protect agents. After discussing with Beverly's son, Carl Carter, the foundation was started.
"Agent safety is a big thing not just from the point of view of getting home alive but going through your day without being harassed or targeted by creepy people." Bill encourages listeners to listen to the episode with Carl Carter, Beverly's son, and visit the Beverly Carter Foundation website to learn more.
Phil's advice to new agents: Stay in touch with your database and past clients. After doing all the work to create a relationship with a client that results in a transaction, you have wasted future efforts if you don't do any follow-up. "If you care about the future you, then stay in touch with your past clients and database." Everything you do today is going to have consequences, so monetize your past successes.
Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com
Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On YouTube
Find | J. Philip Faranda
At [email protected]
On LinkedIn
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
57 min
September 14, 2021 Episode 292 – Jerry Valentine, CEO/Founder of Renter Mentor
THE REAL ESTATE SESSIONS PODCAST
Episode 292:
Host: BILL RISSER
Guest: JERRY VALENTINE
Episode Summary:
Meet our guest, Jerry Valentine, the founder of the Renter Mentor Organization and is currently based in Columbus, Ohio.
In this episode, I sit with Jerry, born and raised in Cincinnati, Ohio. He discusses his work in the nonprofit space and the experiences that led him into the affordable housing aspect of Real Estate.
Top Takeaways:
"A lot of people don't look at photography and videography as technology, but that's really some of our oldest technologies."
- [Jerry Valentine]
"The arts are the true way of self-expression."
- [Jerry Valentine]
"There are a lot of growing markets out there where you can be very successful just by opening the door to a home."
- [Jerry Valentine]
Episode Highlights:
[00:24] Intro
[01:12] Introducing today's guest, Jerry Valentine.
[02:46] What do you love about Ohio?
[04:16] What one thing would you change about Ohio?
[06:44] Starting university, was a career in the nonprofit world in your mind?
[08:43] About the "Get out Network" nonprofit organization.
[13:55] Getting into Affordable housing and challenges observed.
[19:08] What were the things you were going to solve?
[23:24] How do programs like the IOI program help Renter Mentor gain traction?
[27:11] What's next for "Renter Mentor"?
[30:46] What one piece of advice would you give a new agent?
[33:46] How to contact Jerry
[35:22] Outro
Episode Notes:
Jerry founded "Renter Mentor," which helps connect tenants and landlords with affordable housing more straightforwardly. Based in Ohio throughout his life, Jerry shares that he loves Ohio for the big city energy that comes, especially since it comes without the high population. He shares that he would not change much about Ohio given a chance and encourages listeners to look out for his younger brother, defensive back for Kentucky University, number 14.
During his first year at Ohio University, Jerry wanted to study communications and become a journalist but was discouraged when his mother shared her doubts about how lucrative that field was. Following his love for physical fitness, he decided to study Physical Therapy for the first three years. He realized he did not want a career in that and went back into communication.
About the Get Out Network: Jerry is an innovator and a social entrepreneur who created the Get Out Network Nonprofit organization right after college. The mission of the Get Out Network is to work with underserved and underrepresented K-12 youth and provide STEM art workshops. Summarily, the network serves as an educational supplement. While trying to figure out his interest in college, he started doing videography and photography for organizations on campus, initially for free to build a portfolio but began making money much earlier than expected. When he moved to Colombus, he realized that many people don't have a concise curriculum to expose them to the different opportunities he had. This motivated him to start the group, which has been around for close to 8 years.
Jerry shares how he got into affordable housing through an opportunity as a front desk clerk at the Columbus Metropolitan Housing Authority. Jerry explains that the front desk was a great position since he knew very little about the industry and had the opportunity to work with all other professionals in the field, learning the day-to-day activities involved. He also worked in the "lease and intake" department, gleaning knowledge from the clients, property managers, and landlords.
One of the significant affordable housing problems that Jerry identified was the considerable disconnect between tenants and landlords. A typical example of this is when a section 8 voucher is given to a tenant, but they can't find a landlord to accept it. At the same time, landlords complain that they have difficulty finding tenants with section 8. Another main issue is the bureaucracy and lack of education, and as such, the few landlords who are willing can't go ahead with the process. Even the platforms that were supposed to offer listings were outdated and being used for scams because CMHA paid for only the back end; the front end was just a bonus.
Jerry shares that the opportunity to go on the national stage and give his pitch was a massive win for him, and it also exposed him to other like minds who sincerely wanted to help out. The IOI summit is huge for startup organizations to participate in and network.
Soon, Version 2 of the web application will be released, and it will entail the automation of business processes and make it easier for landlords to connect with tenants. Also, there is an incentive program coming up for landlords to encourage them to rent out their property to the target demographic of Renter Mentor. One aspect of this incentive is helping out with property upkeep by providing free services or discounted services.
Jerry's advice to new agents: Diversify your portfolio. "There are a lot of growing markets out there where you can be very successful just by opening the door to a home." The successful landlords who survive the pandemic and recession do so because of the diversity of the Real Estate assets. Would you mind researching these housing assistance programs because the market drives them, so they pay at least the market rate? Being affordable does not mean it is less than the market value.
When you're helping people find housing, even if it's a rental, there's a huge opportunity to turn those people into buyers down the road.
Resources Mentioned:
Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com
Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On Youtube
Find | Jerry Valentine.
At [email protected]
On LinkedIn
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
36 min
September 07, 2021 Episode 291- Dr. Brad O’Connor, Chief Economist, Florida Realtors
THE REAL ESTATE SESSIONS PODCAST
Episode 291:
Host: BILL RISSER
Guest: Dr. BRAD O'CONNOR
Episode Summary

Meet our guest in this episode, Dr. Brad O'Connor, Chief Economist at the Florida Association of Realtors, currently based in Orlando, Florida.
Live at the Florida Realtors Convention 2021 at the REBarCamp in Orlando, I sit with Brad, who grew up in Dayton, Ohio, and he expounds deeply on the real estate and housing markets. He shares his perspective on the economics surrounding the market over the years and how it relates to the pandemic and current trends.
Top Takeaways:
"Prices are rising very fast… but you've got to go a little deeper into why that's happening; prices don't always rise for the same reasons."
- [Dr. Brad O'Connor]
"The best thing you can do is read; read a lot."
- [Dr. Brad O'Connor]
Don't try to get there overnight; you're not going to
- [Dr. Brad O'Connor]
Episode Highlights:
[00:30] Intro to this live episode
[01:24] Meet today's guest "Dr. Brad O'Connor."
[03:20] Did you always plan to become an economist?
[07:20] Building the connection with Florida Realtors.
[10:10] What were you thinking would happen as the pandemic started on "March 20th, 2020"?
[13:10] Discussing the reasons for the current housing shortage.
[16:00] How long before the builders catch up with population growth?
[18:10] Comparing the current rise in home prices with a similar occurrence in 2005.
[23:56] What do you see in the next five years?
[26:32] What advice would you give a new agent?
[28:51] How to contact Dr. Brad.
[29:49] Outro
Episode Notes:
Brad shares he didn't particularly plan to become an economist but had several things he wanted to try out in college, which he did till he finally decided on Economics. After school, he knew he wanted to become an Economics professor. He later moved with his wife to Orlando when she got a job there, after which he got a job opportunity with the Florida Association of Realtors and is now the Chief Economist there.
Before the pandemic hit the U.S, Brad had started to prepare for the possible impact on the economy, and the initial expectation was for prices to remain stable. Fortunately, what was not expected was the speedy recovery of the market, with Florida being at the forefront in the U.S.
The current housing shortage, however, started before the pandemic. This occurred because, at some point, people got the idea that the cost of housing would continue to go up and consequently built a lot more houses than the demand at the time. After the great recession, many building companies were put out of business, while the few that remained have been very conservative in building. Due to the population growth afterward, most of the housing from the previous cycle was absorbed by 2013, and builders have been struggling to keep up with population growth. The pandemic only made the situation worse. The decline in construction due to inadequate building companies, workers, and skilled labor has been a significant factor in this housing shortage; hence the government is now creating incentives and awareness for more people to get involved with this line of business. Another long-term constraint is the inadequate supply of land for building as the population grows.
Brad compares the current rise in housing prices to a similar event in 2005, followed by a massive drop in price. Since 2011, the statewide median sale price of houses has not been down yearly. First, there is an increase in demand for housing because the millennials are more prominent in population size than the previous generation. Secondly, following the pandemic, people now prefer to relocate to other areas because of the flexibility to work from home. So, unlike the previous situation where demand for housing was going up due to business speculation that the price will go much higher, the current rise is due to the actual need for housing to live. Even house flipping is much lower than in 2005, which depicts a much safer situation. It shows that the demand is not majorly due to business interest which can quickly disappear after 2005. Additionally, if the market drops, there is already a shortage in supply, which will cushion the reduced demand on price.
Explaining that the market has gotten to the peak of how frantic it will be, Brad believes as prices keep going up, some of the buyers will step out. Consequently, the price will normalize back to the usual statistical pattern with no expected abrupt shifts over the next few years. In the rest of the year, there might be fewer sales, and the rate of price increase will slow down over time.
Brad's advice to new agents: Many agents have benefitted from using statistics when working with clients. If it seems daunting, don't worry, you don't get there overnight. The best thing you can do is read, read a lot, like the news, Florida Realtors' newsletters, or just related articles. If you read enough, you get smart and better interpret the statistics, which is a handy tool in your arsenal.

Resources Mentioned:
Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com
Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On Youtube
Find | Dr. Brad O'Connor
At [email protected] / [email protected]
On LinkedIn
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
31 min
August 31, 2021Real Estate Session Rewind - Stefan Swanepoel, CEO T3 Sixty
Our guest for Episode 250 is one of the most influential real estate experts in the industry today. Joining us is Stefan Swanepoel, an American business executive, author, and C.E.O. and chairman of T3 Sixty. Stefan is a strong player in the real estate industry with skills surrounding the industry's analytical side, business planning, and trend analysis.

In this episode, join Stefan and me as we discuss how Stefan's eclectic background led him to the success he has today. We discuss how Stefan became a C.E.O. at just twenty-six and the positions he has held that contributed to his passion for real estate. Listen in to hear Stefan's riveting story and the talented team he has created at T3 Sixty!

Top Takeaways:
Stefan Swanepoel's Advice for New Agents

· "Stay focused. Set your goals, create your roadmap to achieve your goals, have a back-up plan for every strategy you have, and execute on what you decide to do. Once you've decided to execute, do not doubt. Don't question or get distracted by shiny toys and announcements. Don't get scared; stay focused."

"Nine months later, three rounds later, and 200 candidates later, at the age of twenty-six, they offered me the C.E.O. job to head up N.A.R. for Southern Africa. I got introduced into the deep side of our industry and have been in love and have stayed in it every day ever since."
-Stefan Swanepoel [19:41]

"Most of that is not predictions [the D.A.N.G.E.R. Report], most of that was the feedback that I had culminated, mashed up, scrubbed clean, and aggregated together from the leaders and the people in the industry that I had spoken to." -Stefan Swanepoel [43:19]

Episode Highlights:

[00:22] Intro
[00:38] Meet Stefan Swanepoel – Real Estate Expert
[02:14] Stefan's Diverse Upbringing
[10:46] Ambitious and Multitasking First Jobs
[14:21] Being Recommended Unknowingly for a Job
[19:59] Living the American Dream
[28:33] Becoming Acting President
[30:05] Starting T3 Sixty
[33:40] The Man of Many Titles
[35:50] The D.A.N.G.E.R. Report
[40:03] Gamechangers Throughout the Years
[44:29] Trends Report for 2020
[46:51] A Respected and Skill Team Structure
[52:42] Stefan's Advice for New Agents
[54:24] Connect
[55:05] Closing Thoughts
[55:52] Outro

Episode Notes:

Joining us today is Stefan Swanepoel, the C.E.O. and chairman of T3 Sixty as well as the author of countless real estate analysis trend reports currently in the industry. Stefan was born in Kenya and admitted that he had a very eclectic background. He is blessed for travel and diversity opportunities as his father was a government diplomatic core member who traveled around the world for his career.

For most of Stefan's younger years, his family resided in South Africa until the societal tensions ran high, forcing his family to evacuate. This was when Stefan's father transferred to his new position in Hong Kong, China. Stefan Swanepoel has language experience or is fluent in languages such as Swahili, Mandarin, Cantonese, Afrikaans, and English. When Stefan was a teen, his family moved to South Africa, where he graduated and went on to study engineering in college. He continued his studies obtaining a master's in business and a few post-grad diplomas in technology, law, and real estate.

While in college, Stefan started his own company building homes and even opened a financial magazine company. He found his next big job opportunity in an ad in one of the local realty magazines. After connecting with a real estate acquaintance, Stefan interviewed for a position he never even applied for, but the acquaintance mentioned above threw his hat into the ring. After nine months of interviewing, Stefan became the C.E.O. of the company at just twenty-six! This is where Stefan was first introduced to real estate and found a love and passion for the industry.

Stefan Swanepoel now has numerous C.E.O. experiences from significant companies and his start-ups. Stefan was offered a job in the United States that allowed him to fulfill a lifelong dream of living the American dream and becoming a U.S. citizen. In this opportunity, Stefan worked from senior vice president to president of the company, but after some family disagreements about location, Stefan resigned from the company to be able to move across the country. Stefan thus pursued his desire to start his consultancy.

With this opportunity, Stefan created T3 Sixty. He has created an amazing and talented team that focuses on their commitment to the residential real estate brokerage industry to provide in-depth research and extensive analysis for the entire industry. Stefan Swanepoel's advice for new agents is to stay focused. Set your goals and create a roadmap on how to achieve those goals. Make sure to have a back-up plan for every strategy, and once in the execution phase, do not start to doubt yourself. Do not let yourself get distracted and stay focused on your goals!

Resources Mentioned:

DANGER Reports
Connect:

Find | THE REAL ESTATE SESSIONS
At Tresonline.com

Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On Youtube

Find | Stefan Swanepoel
At T3 Sixty
On Website
On Facebook
On Twitter
On LinkedIn

RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
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Top 10 Answers to Final Question
57 min
August 24, 2021 Real Estate Sessions Rewind – Jim Walberg, The Bay Area Team, Compass
Episode Summary:
Meet our guest for this episode, Jim Walberg, born in southern California and is currently based in San Francisco.
In this episode, I sit with Jim, and he shares his journey into Real Estate, up to date working with the Bay Area Team with Pacific Union - Christie's International Real Estate. He emphasizes the importance of relationships in Real Estate today and the transition of these relationships into the online space using social media.
Top Takeaways:
"When you've done it so long, no matter what it is you're doing… you evolve into a place of unconscious competence."
- [Jim Walberg]
"We're in the relationship business… it's not about Jim… it's about 'how is it that we can build deep and wide long-lasting relationships, and how is it that those relationships can be served?'"
- [Jim Walberg]
"Today, I look at the Inman group as part of my professional village and my professional family, so for me, it's like going to a family reunion."
- [Jim Walberg]
"I may be wrong, but I don't believe it's possible to have a successful Real estate practice without an audience and an audience that you're going to be able to serve."
- [Jim Walberg]
Episode Highlights:
[01:07] Intro
[01:22] Meets today's guest, Jim Walberg.
[02:02] Jim reflects on his relationship with Nate Ellis, who passed away following an illness.
[04:36] About Jim's background
[07:03] How Jim got started in Real Estate
[11:30] About Pacific Union - Christie's International Real Estate.
[13:56] Jim talks about his interest in Caribbean Real Estate.
[17:32] What are some of the challenges you've faced in your business?
[22:25] Can you talk about the importance of service in the market that you work in?
[25:20] Has social media helped your business?
[29:39] What keeps you staying connected to Inman?
[32:16] The Rotary Foundation and its role in Real Estate.
[35:00] Jim's advice to new agents.
[38:00] How to contact Jim
[38:43] Outro
Episode Notes:
Jim reflects on his relationship with Inman Connect Ambassador Nate Ellis, who passed away last April due to an illness. Bill discloses that he is a "Colon cancer thriver," not just a survivor, and Jim is also a "Prostate cancer thriver."
Growing up on Redondo Beach in California allowed enjoying life on the oceanside even though Jim's family was not financially buoyant. After this, Jim moved to California State University Long Beach, initially thinking he would become a high school teacher. He, however, moved to San Francisco to join a friend who was starting a company, which he later owned.
On how Jim got into Real Estate, he discusses initially starting as a spec home builder for personal investment, with massive success due to the growth rate in the Bay Area at the time. His first contact with the real estate space was as a client, but he was utterly unimpressed with the overpromising and under-delivery of agents. With no interest in being a realtor, Jim had also turned down an offer to be a partner at a Real Estate company but was convinced to join solely functioning on the management side. The company started with the name United California Brokers. While working there, he saw an opportunity to create an experience for clients better than the disappointing one he endured. Jim got his broker's license and finally got into Real Estate.
Discussing the structure at Pacific Union - Christie's International Real Estate, Jim shares that Christie's, originally an art auction house, decided to partner with unique Real Estate boutique brokerages in 2009 to take advantage of the benefits of hanging the art in homes. Pacific Union is one of the 132 such partnerships globally, including Asia, Europe, and South America.
Jim shares how he built up interest in Real Estate in the Caribbeans, noting that initially, the company bought a brokerage in Virgin Island with the plan to live there eventually in 2009. However, following the economic meltdown in the Caribbean, the company had to be sold to recover money. Jim also talks about his love for sailing, which he had been doing since he was younger.
Expounding on the challenges he faced in his Real Estate business, Jim narrates how he had to deal with being found by clients when the company initially started in the Caribbeans. He had to start blogging, which gave him swift recognition in London and an article that propelled him into the limelight with international developers. Even after the Caribbeans shut down, the developers still wanted to work with him on other projects. "When it comes to the real challenges, the biggest challenge is who you're dealing with. You've got to be able to trust the person you're dealing with."
The importance of service is discussed, as Jim shares the daily mantra of his business; "how is it that we can surprise, delight, and dazzle someone today?" The company focuses on consistent contact to ensure clients' lives in the database are touched in one way or another all year long. Special events like the food banks are also a point of contact with clients, especially to give back to the community.
Jim describes how social media has helped his business, noting how he started with blogging and SEO. Social media provides a unique opportunity to do business based on trust, even if you have never met the person. He cites an example of a call he received from someone he had never met who asked for help with selling a house; this experience changed his belief system on how relationships can be built online, with more than 53 of such similar calls coming in since then. Jim agrees that his participation in social media was more about building relationships rather than promoting himself.
Initially, Jim's motivation for attending Inman events was meeting people he was already connected to online. Over time, it has become a family for him and a pool of invaluable conversations and interactions. Another point of discussion was the Rotary Foundation, which Jim notes have an international focus and a local focus in the community, which helps it identify the community's needs. This allows them to function as an intermediary between the influential organizations who want to carry out projects and the communities in need of these projects. People have no idea that the Rotary Foundation is probably the world's largest foundation; they began a whole process of inoculating the entire population of children in the world against polio. Bill encourages listeners to find "Rotary International" on Facebook and locate the Rotary chapter in their community.
Jim's advice to new agents: Many people on the outside looking into Real Estate have the misconception that it is easy money, but in reality, it is a business that is not for the faint of heart. So first, figure out, "why do you want to do this? Secondly, identifying your audience and ensuring you can serve that audience is highly consequential to success. Thirdly, it is pivotal for new agents to start their practice with an established realtor or an established team to get the training and support needed to move from unconsciously incompetent to consciously competent. Other personal traits to work on include discipline, persistence, focus, positivity, and a commitment to lifelong learning.
Resources Mentioned:
Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com

Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On Youtube

Find | Jim Walberg
At [email protected]
At www.thebayareateam.com
On LinkedIn
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
39 min
August 17, 2021 Real Estate Sessions Rewind – Kendyl Young, Broker/Owner of Diggs
THE REAL ESTATE SESSIONS PODCAST
Episode 89:
Host: BILL RISSER
Guest: KENDYL YOUNG
Episode Summary:
Meet today's guest, Kendyl Young, the owner/broker of Diggs, based out of Glendale, California.
In this episode, I sit with Kendyl, born and raised in Los Angeles, California, as she shares insights from the history behind her Real Estate brand and discusses major flaws with current general practices in Real Estate.
Top Takeaways:
"A brand is not a logo; it's not a name, a brand is a promise of what you're going to experience when you do business with that company."
- [Kendyl Young]
"We work hard, we play hard, enjoy life, and we do some kickass real estate; we're a small office and likely to stay that way, but we need a few good people to come play with us."
- [Kendyl Young]
"Part of this itch that I need to scratch is my distress over the decades-long trends in our Real Estate industry, of moving towards volume rather than quality."
- [Kendyl Young]
"I believe that what I, and many thought leaders across the country, are trying to accomplish is figuring out how to raise the standards of everything that touches our brand…. Everything that touches your brand has to be of a certain culture and quality."
- [Kendyl Young]
"Real estate is easy, it's not rocket science, but the business of real estate is terribly complex."
- [Kendyl Young]
Episode Highlights:
[01:08] Intro
[01:30] Introducing our guest today, Kendyl Young.
[02:44] What is one misconception people have about California?
[05:15] How Kendyl got into Real Estate.
[10:18] What are the ways Cobalt Banker helped you grow in Real Estate?
[12:45] Starting the "Diggs" brand and getting her broker's license.
[16:27] Describe the process you go through when bringing an agent on board your company.
[22:05] The importance of connecting with like minds, like at the Inman events?
[25:35] Where did you get the inspiration for the unique "Diggs" website?
[31:01] Kendyl's advice to new agents
[33:22] How to contact Kendyl
Episode Notes:
Kendyl shares that she agrees with the general belief that Los Angeles natives are crazy, especially after visiting the Bay Area. Glendale is at the border between the San Fernando Valley and San Gabriel Valley, which explains why the breeze and weather are much better than in the other two regions.
Discussing her entry into real estate, even though now a second-generation Real Estate agent, Kendyl didn't initially expect to go into it. She had laid out plans to fully establish an advertising business which she started in high school with her friend. However, while schooling at UCLA, an irresistible offer from Procter & Gamble closed the advertising chapter. Later on, Kendyl considered that she might not be bad at real estate, especially since her mum was already quite established in the business. This was how she started her career in Real Estate, first with Cobalt Banker Real Estate, which had bought the company she was previously working for.
After almost 26 years in Real Estate, Kendyl had no plans to become a broker or get a license until 2012, when she launched the "DIGGS" brand under Dilbeck's Real Estate brokerage license. Her goal was to create a brand that could achieve a level of trust with the local population. After the partnership with Dilbeck, which is a regional family-owned business, did not work out, Kendyl finally decided to get her broker's license. Kendyl shares that the company is growing so well, there are plans to have a second location.
Kendyl is intentional about working with people aligned with her goal and vision for her company, which shows in her process of onboarding new agents. Her practice is in stark contrast with the current trend in real estate of volume being preferred at the expense of quality; an example of this is how offices keep large numbers of workers who may not necessarily offer much quality to train them. Unfortunately, this racks up collateral damage on the consumer since most agents may not close deals often enough. Another reason for this volume of workers is the business model that involves payment of high commission splits. The model may not be efficient since the high commissions paid to the few successful agents would limit the resources available to train the many agents that are still learning correctly. Another problem with this model is that consumers can now identify reliable agents and work with them. Back in the dark ages, with the absence of social media and a review culture, consumers would do business with people they knew, liked, and trusted regardless of actual skill; nowadays, the consumer is also interested in past performance reviews.
The benefits of sharing ideas with other minds like at Inman events and Facebook groups have been enormous. One of these meetings helped her realize she wasn't alone in her belief that the company is meant to serve a client's needs; hence, a level of decorum is required when dealing with a client.
Discussing the inspiration for her "Diggs" website, Kendyl explains that it is pivotal always to see everything from the eyes of adding value and helping the consumer. Her website offers three types of information; the expected IDX information using "RealScout" for the presentation, a lot of "hyper-local" information for people to get the flavors of what Glendale has to offer in its variety, and lastly, educational content aimed at consumer empowerment by telling stories of people who have gone through the same phase.
Kendyl's advice to new agents: Just Do it; it is normal to have a lot of fear and considerations, but if you've done your analysis and you believe that Real Estate is a vocation that you genuinely think you would be successful at, then do it. Secondly, either join a team or find a fantastic mentor to get the proper guidance to do real estate the right way, rather than just assume it is easy. You owe it to yourself and your potential clients to find out what you need to do to earn the commission you will be paid because it's a handsome amount of money.
Resources Mentioned:
Connect:
Find | THE REAL ESTATE SESSIONS
At Tresonline.com
Find | Bill Risser
At [email protected]
On Twitter
On Facebook
On Youtube
Find | Kendyl Young
At [email protected] / [email protected]
At www.glendalediggs.com
On LinkedIn
RATE & SUBSCRIBE
At Ratethispodcast.com/REsessions
On Apple Podcasts
On Google Podcasts
On Stitcher
35 min
August 13, 2021 Randing and Raving #20
In the last episode before a quick summer break, Joe handles Ryan Bokros' question regarding the ability to be successful as a part-time agent. Of course, Joe has something to say about Ryan's favorite team, the Cheatin' Astros Enjoy!
31 min

About The Real Estate Sessions

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Interviews with real estate industry leaders, hosted by 25-year industry veteran, Bill Risser. The Real Estate Sessions was selected as the 2019 Inman Innovator Award Winner for Video/Podcast Show.

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