The World Series of Real Estate

I am super excited for today’s episode because I have an awesome guest and an agent at The Holden Agency, by the name of Kelsey Cromar. She has been with our company for a while now, working in the south east area of Ohio, and she has had a great career with us. Her story from growing up in a group home, losing a business due to COVID, and then finally becoming a successful real estate agent is so inspiring – we specifically touch on the difference that Kelsey has experienced at THA compared to her past brokerage. Also, throughout the episode, Kelsey highlights her desire to give back to the community and her past as a rapper, which has shaped her confidence and public persona. The conversation emphasizes the importance of support, community involvement, and believing in oneself to achieve success. Enjoy!

Topics:

• Kelsey’s experience with her first brokerage and why she believes moving to The Holden Agency was the catalyst for tripling her business as an agent 
• Some of the most important things that Kelsey has implemented that allowed her to do over 30 transactions in 2024 
• How Kelsey has overcame the real estate agent saturation in her area and has really made herself stand out and where the bulk of her business has come from 
• Why being involved in the community and giving back is one of Kelsey’s top priorities 

About Kelsey:

Kelsey Cromar, a native of the Cleveland area, spent her early years in Westlake schools. Facing personal challenges, she entered a group home at 15, where she forged a close friendship that eventually led her to relocate to Wheeling, West Virginia, at the age of 18.

In Wheeling, Kelsey pursued her passion for music, creating rap and R&B while exploring various career paths. After discovering that traditional 9-to-5 roles weren't the right fit, she co-founded a successful overstock resale business in 2018. Unfortunately, the business faced closure during the COVID-19 pandemic. In late 2021, Kelsey found her true calling in real estate, embracing the industry with enthusiasm and determination. Her career transition proved to be a transformative decision, positively impacting both her professional and personal life. Married in early 2022, Kelsey and her wife welcomed their first child. By October 2023, they celebrated another milestone, purchasing their first home—an achievement that highlights Kelsey's unique journey of selling homes before owning one herself.

Connect with Kelsey:

• Facebook 
• TikTok 
• Instagram

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

Heads up that this episode is a replay of my feature on HousingWire's podcast, Real Trending, hosted by Tracey Velt. This conversation is packed with a lot of value so I'm excited to bring it to The World Series of Real Estate feed today. You can find the original episode here.

The original show notes are below:

On today’s episode of RealTrending, Jerry Holden, founder of THA Brands, shares his journey of transitioning from a traditional brokerage model to a 100% commission transaction fee-based model. He discusses the challenges he faced in gaining recognition and credibility in the industry and how he overcame them.

Jerry also highlights the importance of coaching and training in boosting agent productivity and shares his unique approach of paying agents to train. Jerry emphasizes the significance of continuous improvement and customer satisfaction in driving growth.

Here’s a glimpse of what you’ll learn:

• Transitioning to a new business model can be challenging but can lead to increased agent retention and growth.
• Coaching and training programs can significantly improve agent productivity and success.
• Paying agents to train and providing accountability measures can enhance training effectiveness.
• Owning affiliated mortgage and title companies can provide additional income streams and improve customer experience.
• Continuous improvement, customer satisfaction, and hard work are key to success in the real estate industry.

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

When it comes to buying a home, some people are ready, some people are willing, but are they actually able to buy? In this episode of World Series of Real Estate, I had the pleasure of sitting down with Lisa Somerville, our incredibly talented Director of Operations at THA Mortgage. Lisa’s journey from wealth management in Chicago to leading our mortgage division is nothing short of inspiring. We dove into her background, discussed the challenges buyers face in today’s high-interest-rate environment, and explored solutions like down payment assistance and fast-track closings. Lisa also shared her thoughts on the future of the mortgage industry, including how rate changes might unlock opportunities for both buyers and sellers. It’s always a privilege to work with someone as knowledgeable and passionate as Lisa, and I’m thrilled to have her on our executive leadership team. If you’re curious about the mortgage world or looking for expert insights, this episode is a must-listen!

Topics:

• Lisa’s background in wealth management and how it led her to working with THA Mortgage and being on the leadership team for THA brands
• What has surprised Lisa most about the mortgage industry recently and the biggest challenges that are presently facing buyers 
• The rate that Lisa believes will be the magic number that brings sellers off the sidelines and into the marketplace to drive up inventory 
• Trends that Lisa has seen with financing between existing homes and new construction homes
• How Lisa and her team drives clear to closes that are much faster than the market average and different incentives THA currently offers 
• Different ways Lisa and THA Mortgage win business with consumers, even after they’ve been pre-approved through other companies (plus different fees you should watch out for) 
• An outlook of the mortgage industry, especially in Ohio, West Virginia, and Pennsylvania in 2025

Episode Resources:

• HousingWire: Elon Musk calls for the CFPB to be ‘deleted’

About Lisa:

Lisa Somerville-Schaffner holds a degree in Environmental Health and began her career in banking during her freshman year at Bowling Green State University, quickly discovering a passion for the financial industry. Starting as a teller, she advanced through various roles, including branch management and business banking, ultimately becoming National Director of Wealth Strategy and Sales in wealth management. After stepping away to focus on family, Lisa returned to the financial world with THA Mortgage, where she now serves as a Mortgage Loan Originator and Director of Sales. In this role, she works closely with clients and agents while leading the mortgage division, bringing expertise, leadership, and a commitment to excellence to The Holden Agency, THA Mortgage, and THA Title.

Connect with Lisa on LinkedIn here.

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

Are you familiar with the advantages of buying new construction homes compared to existing homes? That’s what Jerry and Haley are covering in this episode of The World Series of Real Estate –  focusing on financing options, interest rates, and builder incentives. They explore how new construction homes are gaining market share due to better financing offers and incentives from builders, making them an attractive option for buyers. When you listen in you’ll feel better prepared to guide your own clients through the new construction financing process!

Topics:

• The current landscape of new construction vs. existing home inventory and the different conditions impacting the market 
• The unique incentives and financing options that builders can offer consumers through buying block mortgages, buydowns, and other 

Episode Resources:

• THA Mortgage

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

In this newest episode of The World Series of Real Estate, Jerry and Haley are back to discuss THA’s recent acquisition of a real estate brokerage in Sandusky, Ohio. When you tune in, you’ll hear the motivations behind the acquisition, how Jerry overcame the competitive landscape, and the lessons learned throughout the process. You’ll also again learn the advantages to THA’s unique transaction fee model that sets their agency apart and address the common fears agents face when considering a change in brokerage. Overall, the conversation highlights the importance of understanding the needs of agents for overall organization success.

Topics:

• How Jerry knew that THA was ready for a large-scale acquisition and different qualifiers he looked for from the brokerage(s) he wants to acquire 
• How THA stands apart from the competition, especially your big box national brokerages 
• The overall timeline and process of the acquisition and the reminder that you always have to be planting seeds 
• What Jerry is most looking forward to with this acquisition and the number one lesson he learned along the way 

Episode Resources:

• In the news: Coldwell Banker Routh Realty Transfer to THA

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

In the newest episode of The World Series of Real Estate, I’m excited to talk about the challenges and strategies for entering the luxury real estate market, even if you’re on a fee based transaction model. You’ll hear the importance of building relationships, understanding the market dynamics, and transitioning to a transaction fee model that empowers agents. I’m sharing my own insights on networking, and the significance of having a strong database to succeed in luxury real estate. After tuning in, you’ll be able to see what’s possible for you, too as a real estate agent. 

Topics:

• Jerry’s introduction to luxury real estate and the different pathways he saw to enter the market and what he believes is the secret to selling luxury homes
• The power of your database and how to mine relationships and business opportunities with the sphere you want to do business with 
• How Jerry grew from the go-to relocation real estate agent to eventually starting his own corporate relocation services company 
• Why Jerry believes the transaction fee based model should be the go-to for brokerages, whether you sell luxury real estate or not 
• Understanding that there is a time and a place for your brand, but it’s not the end all be all of your business 

Episode Resources:

• Epcon Communities
• Global Mobility Solutions

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

If you have a buyer who is trying to decide between purchasing a new construction home or an existing home, this episode is for you. Haley and I are discussing the dynamics of the current housing market, focusing on the comparison between new construction and existing homes. We explore the implications of low inventory, the pros and cons of new construction, and the financial aspects that agents and consumers should consider when making decisions in the real estate market. Whether you’re a real estate professional or a buyer, this episode is going to give you a lot of actionable information. 

Topics:

• How Jerry got his start in construction early on as a real estate agent and how that has led to him building condos and spec homes throughout the country 
• The problems that have faced the construction industry stemming back to the financial crash in 2008 and how it’s affecting present day home builds 
• The biggest pros and cons when deciding between purchasing in a new construction home (in 2024) vs. a resale home 
• What you can do to become the listing agent on a new sale home – how to create relationship with builders, and how to prove your value 

Episode Resources:

• Housingwire: New Construction vs. Resale Homes

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

Wondering how you can grow your business without having to purchase leads from Zillow, Realtor, etc? The only answer is you have to create it – which is exactly what Jerry and Haley are breaking down on this episode of The World Series of Real Estate. Early on in his career, Jerry was able to make a name for himself via door knocking and farming for expired and for sale by owners. Throughout this episode he’ll share the methods and tactics he used to help build his personal database and secure endless listings. Tune in for some actionable takeaways whether you’re a new agent or a more seasoned one who is looking to grow. 

Topics:

• How Jerry gained a lot of momentum early in his career and example pitches of what he would use for off market properties, expired listings and FSBOs
• Where to mine for listings, especially expired, in the MLS and other databases and how to make the most out of each potential property 
• A story of how Jerry and an agent at his brokerage secured an expired and FSBO listing and sold it for more than it was originally listed within a couple weeks
• The reminder that you can run your business however you want and that no deal is ever lost, it may just go to someone else
• Jerry’s thoughts on the impacts of social media and how it has changed the landscape of the industry 

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

At the time of recording this episode in early October, right before the elections, there’s a lot of chatter about how elections affect the real estate industry. So in this episode Haley and I are talking about the relationship between elections and the real estate market, emphasizing that elections have minimal impact on residential real estate sales. I am arguing that supply and demand issues are the primary drivers of the housing market, rather than political factors. The discussion also touches on the effects of the pandemic on housing prices, the shortage of homes, and the rising costs of construction materials. The biggest takeaway is that despite market fluctuations, it remains a good time to invest in real estate, especially with the right guidance.

Topics:

• Why it’s important to focus more on taxes proposed by a new administration rather than interest rates or overall home sales
• Busting the misconception that any president has control over interest rates and the current state of interest rates 
• How we’ve found ourselves with the current supply and demand issue and why this affects the industry more than anything else 
• The different ways Jerry is working locally within Mansfield to replenish and renovate the current housing stock 

Episode Resources:

• Keeping Current Matters: How Will the 2025 Presidential Election Affect Home Prices?

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

Have you been hearing rumblings regarding the Clear Cooperation Policy (CCP) within the real estate industry? Today Jerry is breaking down what CCP is and its implications for real estate practices. When you listen in, you’ll learn the policy's requirements, the debate surrounding pocket listings, and the impact on agents, buyers, and sellers. The conversation highlights the tension between consumer preferences and regulatory requirements, as well as the evolving nature of the real estate industry.

Topics:

• What Clear Cooperation Policy (CCP) is and why Jerry believes it doesn’t benefit sellers, buyers, and therefore agents 
• Understanding how CCP and pocket listings don’t actually eliminate competitive pricing or skew appraisals 
• The power of pocket listings (if you should use them) and how they jump started Jerry’s career, especially early on 
• How CCP and seller compensation are interconnected in terms of a signed listing agreement

Resources:

• Inman: Where real estate's major players stand on Clear Cooperation Policy

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE