Episode 133 - Agents Doing The Appraiser's Job Desktop appraisals are becoming more prevalent and will only continue to grow in popularity in the lending world. How will this affect appraisers, agents, and your clients? Be ready to kick in some more work to help get that appraisal done, agents. The road ahead looks a little messy.   SHOW NOTES  03:00 – What is a desktop appraisal? 06:58 – How does the appraiser collect information about the property? 10:38 – What if the public information is not correct? 12:00 – Fannie Mae will require a floor plan sketch of the property showing interior walls with ingress/egress, interior doors, etc. 14:10 – What about liability concerns for agents and appraisers? 17:25 – Fannie Mae cares about their risk and their needs. They do NOT care about the borrower or any other party when accepting desktop reports. 21:05 – Ask your lenders how they are handling desktop appraisals so you can serve your buyer clients.    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 133 - Agents Doing The Appraiser's Job Desktop appraisals are becoming more prevalent and will only continue to grow in popularity in the lending world. How will this affect appraisers, agents, and your clients? Be ready to kick in some more work to help get that appraisal done, agents. The road ahead looks a little messy. SHOW NOTES <ul> <li>03:00 – What is a desktop appraisal?</li> <li>06:58 – How does the appraiser collect information about the property?</li> <li>10:38 – What if the public information is not correct?</li> <li>12:00 – Fannie Mae will require a floor plan sketch of the property showing interior walls with ingress/egress, interior doors, etc.</li> <li>14:10 – What about liability concerns for agents and appraisers?</li> <li>17:25 – Fannie Mae cares about their risk and their needs. They do NOT care about the borrower or any other party when accepting desktop reports.</li> <li>21:05 – Ask your lenders how they are handling desktop appraisals so you can serve your buyer clients.</li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 133 - Agents Doing The Appraiser's Job

Episode 132 - Tips to Prepare for the Slowdown The slowdown has started. Some of you may have been through this before, but most have not. Are you prepared? You business relies on several pieces that many owners do not take into account. This episode talks about a few items that get missed when you are busy such as budgets, saving, and marketing. There is never a bad time to start any of these. Let’s get on them!   SHOW NOTES  00:50 – Is Brian in the Wizard of Oz? 02:15 – Economic cycles happen, and we can get through it. 03:50 – What have you done to prepare for the slowdown? 04:40 – Are you running your business like a business? 06:25 – Race to the bottom mentality. Don’t drop your rates at the beginning. Look at other avenues first. 08:20 – Weathering the storms requires budgeting, saving, and marketing. 10:00 – Need to have at least 6 months of business expenses and 6 months of personal expenses saved. 12:00 – Always be marketing to new clients. Don’t only market when are slow. Always be selling. 17:50 – Look for the opportunities as the market shifts. 19:20 – What are other appraisers and agents not doing? 20:35 – Join peer groups and hire a coach. 21:30 – Many agents and appraisers will drop out during the slowdown. Stick with it will benefit from a payoff.    SHOW LINKS  Chris with CMP Appraisals - https://www.vabeachappraisals.com/    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 132 - Tips to Prepare for the Slowdown The slowdown has started. Some of you may have been through this before, but most have not. Are you prepared? You business relies on several pieces that many owners do not take into account. This episode talks about a few items that get missed when you are busy such as budgets, saving, and marketing. There is never a bad time to start any of these. Let’s get on them! SHOW NOTES <ul> <li>00:50 – Is Brian in the Wizard of Oz?</li> <li>02:15 – Economic cycles happen, and we can get through it.</li> <li>03:50 – What have you done to prepare for the slowdown?</li> <li>04:40 – Are you running your business like a business?</li> <li>06:25 – Race to the bottom mentality. Don’t drop your rates at the beginning. Look at other avenues first.</li> <li>08:20 – Weathering the storms requires budgeting, saving, and marketing.</li> <li>10:00 – Need to have at least 6 months of business expenses and 6 months of personal expenses saved.</li> <li>12:00 – Always be marketing to new clients. Don’t only market when are slow. Always be selling.</li> <li>17:50 – Look for the opportunities as the market shifts.</li> <li>19:20 – What are other appraisers and agents not doing?</li> <li>20:35 – Join peer groups and hire a coach.</li> <li>21:30 – Many agents and appraisers will drop out during the slowdown. Stick with it will benefit from a payoff.</li> </ul> SHOW LINKS <ul> <li>Chris with CMP Appraisals - <a href="https://www.vabeachappraisals.com/" rel="nofollow" target="_blank">https://www.vabeachappraisals.com/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 132 - Tips to Prepare for the Slowdown

Episode 131 - Times Are Changing: Does Down Payment and Concessions Affect Value? The past two years have made selling real estate easy. Wait! That was easy, you ask? It was easy for listing agents to negotiate. Times are changing and negotiations are on their way back. Do you know how to navigate them? Make sure to ask the lender how they will address repairs, concessions, and down payment. The industry is working its way back to normalcy, are you ready?   SHOW NOTES  01:10 – Mark Skapinetz podcast, Contributory Value. 02:30 – Question from an agent: does down payment alter the value and repairs on a property? 05:50 – Buckle up, because the past few years of negotiating has been easy. We are getting back to normal. 08:20 – Cash equivalency and how it can affect the valuation. 11:30 – Appraiser is required to review and analyze the purchase contract. 13:30 – Loan type could affect issues regarding repairs, and condition ratings can also be a problem. 16:10 – Talk to the lender about the loan type, will lender have additional requirements, and how they will deal with contract concessions.    SHOW LINKS  Mark Skapinetz podcast -  https://podcasts.apple.com/us/podcast/contributory-value-with-mark-skap-skapinetz/id1494985230    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 131 - Times Are Changing: Does Down Payment and Concessions Affect Value? The past two years have made selling real estate easy. Wait! That was easy, you ask? It was easy for listing agents to negotiate. Times are changing and negotiations are on their way back. Do you know how to navigate them? Make sure to ask the lender how they will address repairs, concessions, and down payment. The industry is working its way back to normalcy, are you ready? SHOW NOTES <ul> <li>01:10 – Mark Skapinetz podcast, Contributory Value.</li> <li>02:30 – Question from an agent: does down payment alter the value and repairs on a property?</li> <li>05:50 – Buckle up, because the past few years of negotiating has been easy. We are getting back to normal.</li> <li>08:20 – Cash equivalency and how it can affect the valuation.</li> <li>11:30 – Appraiser is required to review and analyze the purchase contract.</li> <li>13:30 – Loan type could affect issues regarding repairs, and condition ratings can also be a problem.</li> <li>16:10 – Talk to the lender about the loan type, will lender have additional requirements, and how they will deal with contract concessions.</li> </ul> SHOW LINKS <ul> <li>Mark Skapinetz podcast - <a href="https://podcasts.apple.com/us/podcast/contributory-value-with-mark-skap-skapinetz/id1494985230" rel="nofollow" target="_blank"> https://podcasts.apple.com/us/podcast/contributory-value-with-mark-skap-skapinetz/id1494985230</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 131 - Times Are Changing: Does Down Payment and Concessions Affect Value?

Episode 130 - Is YOUR Market Increasing? Headlines and social media are showing all kinds of market changes. Good, bad, ugly – who knows? You do, if you perform your proper due diligence. Don’t quote national and state statistics that are wrong and based upon data that may not be indicative of your local markets. Pay attention to the actual pieces that affect your market and be the expert.   SHOW NOTES  01:40 – Is YOUR market increasing? Talk of inflation, recession, etc. is driving people crazy. What is actually happening? 04:05 – News article about Indiana being the best state to weather a real estate market recession. 05:55 – What data is being used in the statistics? 07:00 – Will agents still claim markets are increasing like they did back in 2006 and 2007? Are you looking at national, state, or local markets? 09:30 – Example of agent looking at all properties for a condo valuation. 11:45 – Watch the number of showings in a market. 12:30 – How many multiple offers are you receiving? 13:00 – Watch the list price to sale price ratio. 14:20 – What are employers doing in your market? Hiring, firing, or laying people off? 14:40 – What are builders doing with buyer incentives and commission to agents.    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 130 - Is YOUR Market Increasing? Headlines and social media are showing all kinds of market changes. Good, bad, ugly – who knows? You do, if you perform your proper due diligence. Don’t quote national and state statistics that are wrong and based upon data that may not be indicative of your local markets. Pay attention to the actual pieces that affect your market and be the expert. SHOW NOTES <ul> <li>01:40 – Is YOUR market increasing? Talk of inflation, recession, etc. is driving people crazy. What is actually happening?</li> <li>04:05 – News article about Indiana being the best state to weather a real estate market recession.</li> <li>05:55 – What data is being used in the statistics?</li> <li>07:00 – Will agents still claim markets are increasing like they did back in 2006 and 2007? Are you looking at national, state, or local markets?</li> <li>09:30 – Example of agent looking at all properties for a condo valuation.</li> <li>11:45 – Watch the number of showings in a market.</li> <li>12:30 – How many multiple offers are you receiving?</li> <li>13:00 – Watch the list price to sale price ratio.</li> <li>14:20 – What are employers doing in your market? Hiring, firing, or laying people off?</li> <li>14:40 – What are builders doing with buyer incentives and commission to agents.</li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 130 - Is YOUR Market Increasing?

Episode 129 - Be Honest. Do Not Be Disingenuous We learned in elementary school that honesty is the best policy. It applies to the real estate world too. Work through solutions by being honest with appraisers, lenders, and agents to close the transaction. That transparency may help the other parties find a way to help work out issues. Hiding information, acting in a deceitful manner, or attempting to trick someone will not end well for your client.   SHOW NOTES  02:30 – CMA done for listing should be the same as a CMA for the purchase. 03:55 – Listing at one price, contract price is higher. Listing agent changes list price to match contract price and pends the property. Very deceptive. 07:35 – Describe your definition of an “update” to a property. 09:00 – Real estate professionals can collaborate in some way. Deceitful tactics are not respectful to the other professionals and the real estate community. 11:20 – Work together. We are each a piece of a puzzle that is being put together. 13:35 – When we don’t work together, we look very poor and unprofessional to the public.    SHOW LINKS  Stripes, “Lighten up, Francis.” - https://www.youtube.com/watch?v=iN-aXzpQUdw    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 129 - Be Honest. Do Not Be Disingenuous We learned in elementary school that honesty is the best policy. It applies to the real estate world too. Work through solutions by being honest with appraisers, lenders, and agents to close the transaction. That transparency may help the other parties find a way to help work out issues. Hiding information, acting in a deceitful manner, or attempting to trick someone will not end well for your client. SHOW NOTES <ul> <li>02:30 – CMA done for listing should be the same as a CMA for the purchase.</li> <li>03:55 – Listing at one price, contract price is higher. Listing agent changes list price to match contract price and pends the property. Very deceptive.</li> <li>07:35 – Describe your definition of an “update” to a property.</li> <li>09:00 – Real estate professionals can collaborate in some way. Deceitful tactics are not respectful to the other professionals and the real estate community.</li> <li>11:20 – Work together. We are each a piece of a puzzle that is being put together.</li> <li>13:35 – When we don’t work together, we look very poor and unprofessional to the public.</li> </ul> SHOW LINKS <ul> <li>Stripes, “Lighten up, Francis.” - <a href="https://www.youtube.com/watch?v=iN-aXzpQUdw" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=iN-aXzpQUdw</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 129 - Be Honest. Do Not Be Disingenuous.

Episode 128 - Who is the Lender Looking Out For? Knowing how to protect your client and your business is critical to future success. Learn the steps and the processes the lender uses to underwrite the appraisal for your client, so your client can make informed decisions. Note: I can’t believe how many times I used the phrase, “Throw them under the bus.” Jeez!!  Ha!!  -Brian   SHOW NOTES  03:00 – Desktop appraisals, hybrid reports, and waivers. 06:20 – Lenders are making decisions based upon their risk analysis. They are not looking out for the borrower. 08:10 – An FHA appraisal report stays with a property for 180 as of July 2022. 11:35 – Underwriting rules that can affect the appraisal report. 14:55 – AMC, Appraisal Management Company. 17:25 – How do you handle this situation with your clients? 19:45 – Appraisers work with your lenders to poise your business for success and avoid liability. 21:10 – We are all in business and want to make money. Think about what banks are considering when they make money.    SHOW LINKS  Mark Skapinetz - https://atlantapropertyappraiser.com/mark-skapinetz/    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 128 - Who is the Lender Looking Out For? Knowing how to protect your client and your business is critical to future success. Learn the steps and the processes the lender uses to underwrite the appraisal for your client, so your client can make informed decisions. Note: I can’t believe how many times I used the phrase, “Throw them under the bus.” Jeez!!  Ha!!  -Brian SHOW NOTES <ul> <li>03:00 – Desktop appraisals, hybrid reports, and waivers.</li> <li>06:20 – Lenders are making decisions based upon their risk analysis. They are not looking out for the borrower.</li> <li>08:10 – An FHA appraisal report stays with a property for 180 as of July 2022.</li> <li>11:35 – Underwriting rules that can affect the appraisal report.</li> <li>14:55 – AMC, Appraisal Management Company.</li> <li>17:25 – How do you handle this situation with your clients?</li> <li>19:45 – Appraisers work with your lenders to poise your business for success and avoid liability.</li> <li>21:10 – We are all in business and want to make money. Think about what banks are considering when they make money.</li> </ul> SHOW LINKS <ul> <li>Mark Skapinetz - <a href="https://atlantapropertyappraiser.com/mark-skapinetz/" rel="nofollow" target="_blank">https://atlantapropertyappraiser.com/mark-skapinetz/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 128 - Who is The Lender Looking Out For?

Episode 127 - Change Your Mind Brian is back!  What frustrates you may just be yourself. Open yourself to hearing other opinions and change your mind about your ingrained attitudes. The only way to effect a change is to have an understanding of the entire issue. Whether it be personal, business, appraisal, social issues, or anything, the only person you can change is yourself. Do that and find more happiness and success.   SHOW NOTES  00:30 – I’m back. 01:00 – THANK YOU to everyone that reached out and supported me. 02:15 – The podcast has focused on agents. Will continue to do so, but will give a voice to appraisers, lenders, and anyone else out there to be part of the “conversation”. 04:15 – Change your mind. Song by Sister Hazel. 08:15 – Open yourself up to other viewpoints. 09:35 – Agents: appraisers have a viewpoint. Don’t be mad, bitter, and ignorant. 11:05 – Appraisers: so many changes can bring you down but change your mind and be open to what is happening. 13:40 – Lenders: there is more than the underwriting overlays and the “black and white” book. 14:30 – Open your way of thinking to someone else. 15:15 – If you want to be a better agent, appraiser, businessperson, spouse, etc. listen to what others have to say.    SHOW LINKS  “Change Your Mind” Sister Hazel - https://www.youtube.com/watch?v=Y944YxuE1OU    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 127 - Change Your Mind Brian is back!  What frustrates you may just be yourself. Open yourself to hearing other opinions and change your mind about your ingrained attitudes. The only way to effect a change is to have an understanding of the entire issue. Whether it be personal, business, appraisal, social issues, or anything, the only person you can change is yourself. Do that and find more happiness and success. SHOW NOTES <ul> <li>00:30 – I’m back.</li> <li>01:00 – THANK YOU to everyone that reached out and supported me.</li> <li>02:15 – The podcast has focused on agents. Will continue to do so, but will give a voice to appraisers, lenders, and anyone else out there to be part of the “conversation”.</li> <li>04:15 – Change your mind. Song by Sister Hazel.</li> <li>08:15 – Open yourself up to other viewpoints.</li> <li>09:35 – Agents: appraisers have a viewpoint. Don’t be mad, bitter, and ignorant.</li> <li>11:05 – Appraisers: so many changes can bring you down but change your mind and be open to what is happening.</li> <li>13:40 – Lenders: there is more than the underwriting overlays and the “black and white” book.</li> <li>14:30 – Open your way of thinking to someone else.</li> <li>15:15 – If you want to be a better agent, appraiser, businessperson, spouse, etc. listen to what others have to say.</li> </ul> SHOW LINKS <ul> <li>“Change Your Mind” Sister Hazel - <a href="https://www.youtube.com/watch?v=Y944YxuE1OU" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=Y944YxuE1OU</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 127 - Change Your Mind

Episode 126 - Personal Responsibility Personal responsibility. We owe it to ourselves and those that we interact with. Two “events” happened recently, which has affected Brian and sharing can be cathartic and help with healing. How does this translate to you and your life, both personally and professionally.   SHOW NOTES  02:45 – Accusation of racism. 14:00 – Out of Order podcast is no longer happening. 17:40 – Translating Brian’s recent issues can help agents in transactions and in their personal life. 19:05 – What will happen with the Between the Lines podcast? 21:15 – Thank you for your loyalty!    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 126 - Personal Responsibility Personal responsibility. We owe it to ourselves and those that we interact with. Two “events” happened recently, which has affected Brian and sharing can be cathartic and help with healing. How does this translate to you and your life, both personally and professionally. SHOW NOTES <ul> <li>02:45 – Accusation of racism.</li> <li>14:00 – Out of Order podcast is no longer happening.</li> <li>17:40 – Translating Brian’s recent issues can help agents in transactions and in their personal life.</li> <li>19:05 – What will happen with the Between the Lines podcast?</li> <li>21:15 – Thank you for your loyalty!</li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 126 - Personal Responsibility

Episode 125 - Racial Bias in Appraisals with Guest Marcus Fillyaw Talking about a difficult topic is always tough. Racism and appraisal is certainly one of those topics. While it is tough to dicuss, and open, honest dialogue must take place if there is to be any solutions or understanding. In this episode, Brian invites Marcus Fillyaw to discuss racial bias and the appraisal industry. The start made both a little nervous, but in the end, they realized the differences really aren’t that different. It is about understanding all around and not being afraid to have the talk.   SHOW NOTES  04:10 – Welcome to Marcus Fillyaw. 08:30 – What is an appraisal to a real estate agent? 09:45 – How does an agent handle a CMA? What pushback do you get from homeowners? 15:00 – What do the terms racist, racism, and biased mean? 19:50 – News and media sources suck and put their agenda and slant to sell their business. 21:00 – What are your proclivities and thoughts about different classes of individuals? 25:45 – Comment about Kamau Bell. 32:30 – In high profile cases of race and appraisal, where is the truth? Is there something else that affected the values? 42:30 – An appraisal is an opinion of value and there is almost always a range of value between practitioners. 47:35 – Appraisers don’t look for black communities to make comparisons. 54:35 – What is driving the increases in claims of racism in appraisal? 59:40 – People are more exposed to the stories so they might think the problems are happening to them. 1:01:35 – Appraisers commonly make people mad because we don’t get the value number the owner wants. However, it is not based upon race. 1:03:10 – Appraisers report the market. They do not make the market. There is not a systemic issue in the appraisal industry. 1:05:40 – The bigger issue is more about the incompetence of one of the appraisers in the value disparities. 1:09:10 – Education is one way to change the narrative and help everyone understand what is happening. 1:10:35 – Agents can help educate the public by teaching and helping their clients understand the process. 1:16:45 – Challenge yourself to seek out the entirety of any story. Don’t just read the headlines or listen to one news source. 1:18:50 – Last words of wisdom from Marcus.    SHOW LINKS  Marcus Fillyaw -  https://www.remax.com/real-estate-agents/marcus-fillyaw-greenwood-in/102124094 Kamau Bell -  https://www.cc.com/video/rdms0e/the-daily-show-with-trevor-noah-w-kamau-bell-starting-uncomfortable-discussions-about-racism-on-united-shades-of-america    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 125 - Racial Bias in Appraisals with Guest Marcus Fillyaw Talking about a difficult topic is always tough. Racism and appraisal is certainly one of those topics. While it is tough to dicuss, and open, honest dialogue must take place if there is to be any solutions or understanding. In this episode, Brian invites Marcus Fillyaw to discuss racial bias and the appraisal industry. The start made both a little nervous, but in the end, they realized the differences really aren’t that different. It is about understanding all around and not being afraid to have the talk. SHOW NOTES <ul> <li>04:10 – Welcome to Marcus Fillyaw.</li> <li>08:30 – What is an appraisal to a real estate agent?</li> <li>09:45 – How does an agent handle a CMA? What pushback do you get from homeowners?</li> <li>15:00 – What do the terms racist, racism, and biased mean?</li> <li>19:50 – News and media sources suck and put their agenda and slant to sell their business.</li> <li>21:00 – What are your proclivities and thoughts about different classes of individuals?</li> <li>25:45 – Comment about Kamau Bell.</li> <li>32:30 – In high profile cases of race and appraisal, where is the truth? Is there something else that affected the values?</li> <li>42:30 – An appraisal is an opinion of value and there is almost always a range of value between practitioners.</li> <li>47:35 – Appraisers don’t look for black communities to make comparisons.</li> <li>54:35 – What is driving the increases in claims of racism in appraisal?</li> <li>59:40 – People are more exposed to the stories so they might think the problems are happening to them.</li> <li>1:01:35 – Appraisers commonly make people mad because we don’t get the value number the owner wants. However, it is not based upon race.</li> <li>1:03:10 – Appraisers report the market. They do not make the market. There is not a systemic issue in the appraisal industry.</li> <li>1:05:40 – The bigger issue is more about the incompetence of one of the appraisers in the value disparities.</li> <li>1:09:10 – Education is one way to change the narrative and help everyone understand what is happening.</li> <li>1:10:35 – Agents can help educate the public by teaching and helping their clients understand the process.</li> <li>1:16:45 – Challenge yourself to seek out the entirety of any story. Don’t just read the headlines or listen to one news source.</li> <li>1:18:50 – Last words of wisdom from Marcus.</li> </ul> SHOW LINKS <ul> <li>Marcus Fillyaw - <a href="https://www.remax.com/real-estate-agents/marcus-fillyaw-greenwood-in/102124094" rel="nofollow" target="_blank"> https://www.remax.com/real-estate-agents/marcus-fillyaw-greenwood-in/102124094</a></li> <li>Kamau Bell - <a href="https://www.cc.com/video/rdms0e/the-daily-show-with-trevor-noah-w-kamau-bell-starting-uncomfortable-discussions-about-racism-on-united-shades-of-america" rel="nofollow" target="_blank"> https://www.cc.com/video/rdms0e/the-daily-show-with-trevor-noah-w-kamau-bell-starting-uncomfortable-discussions-about-racism-on-united-shades-of-america</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 125 - Racial Bias in Appraisal with Guest Marcus Fillyaw

Episode 124 - B Reaps What He Sows with Lexi and Jackson What better way to keep your legacy than to invite your kids on your podcast show. Be careful what you wish for though, as Brian finds out his kids don’t always go along with his thoughts and sometimes keep him in check.   SHOW NOTES  01:35 – Welcome to Lexi and Jackson. 02:55 – Kids introduce themselves. 04:10 – What is the favorite thing that daddy cooks? 05:50 – What does daddy do for a living? 06:35 – Is daddy smart? Smarter than Cate? 07:20 – What do you want to be when you grow up? 08:30 – What is your favorite subject in school? 09:45 – How cool is Star Wars? 11:45 – Who is B’s favorite child? 12:30 – Is it hard to do podcasts? 14:00 – How would Lexi and Jackson suggest picking a comparable? 15:10 – How much is a garage worth? 16:55 – To help agents and appraisers get along, how do you get along with your brother and sister? 18:55 – Does B learn anything when he teaches? 19:35 – Does B like what he does? 20:18 – Who makes the best farts? 21:15 – Am I happy being me? 21:45 – Have any of your students been mean to me? 22:26 – What do you like better? LEGOS, sleeping, or eating? 23:20 – Parting words of wisdom.    SHOW LINKS  Ricotta vs. Cottage Cheese in Lasagna –  https://greatist.com/eat/ricotta-cheese-and-cottage-cheese-what-is-the-difference Baby Yoda – https://starwars.fandom.com/wiki/Grogu    BETWEEN THE LINES LINKS Email brian@brianclee.com   Web brianclee.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 124 - B Reaps What He Sows with Lexi and Jackson What better way to keep your legacy than to invite your kids on your podcast show. Be careful what you wish for though, as Brian finds out his kids don’t always go along with his thoughts and sometimes keep him in check. SHOW NOTES <ul> <li>01:35 – Welcome to Lexi and Jackson.</li> <li>02:55 – Kids introduce themselves.</li> <li>04:10 – What is the favorite thing that daddy cooks?</li> <li>05:50 – What does daddy do for a living?</li> <li>06:35 – Is daddy smart? Smarter than Cate?</li> <li>07:20 – What do you want to be when you grow up?</li> <li>08:30 – What is your favorite subject in school?</li> <li>09:45 – How cool is Star Wars?</li> <li>11:45 – Who is B’s favorite child?</li> <li>12:30 – Is it hard to do podcasts?</li> <li>14:00 – How would Lexi and Jackson suggest picking a comparable?</li> <li>15:10 – How much is a garage worth?</li> <li>16:55 – To help agents and appraisers get along, how do you get along with your brother and sister?</li> <li>18:55 – Does B learn anything when he teaches?</li> <li>19:35 – Does B like what he does?</li> <li>20:18 – Who makes the best farts?</li> <li>21:15 – Am I happy being me?</li> <li>21:45 – Have any of your students been mean to me?</li> <li>22:26 – What do you like better? LEGOS, sleeping, or eating?</li> <li>23:20 – Parting words of wisdom.</li> </ul> SHOW LINKS <ul> <li>Ricotta vs. Cottage Cheese in Lasagna – <a href="https://greatist.com/eat/ricotta-cheese-and-cottage-cheese-what-is-the-difference" rel="nofollow" target="_blank"> https://greatist.com/eat/ricotta-cheese-and-cottage-cheese-what-is-the-difference</a></li> <li>Baby Yoda – <a href="https://starwars.fandom.com/wiki/Grogu" rel="nofollow" target="_blank">https://starwars.fandom.com/wiki/Grogu</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 124 - B Reaps What He Sows with Lexi and Jackson Lee

Brian Lee is an acclaimed real estate appraiser, broker, instructor, and construction expert with over 25 years of experience. He received his bachelor’s degree in Finance and Real Estate from Indiana University. (GO Hoosiers!) After a disappointing attempt at being the next Jedi Master in the latest Star Wars movie, he discovered the "Force" was strong with him as a Real Estate appraiser and speaker.Brian's knowledge and experience has taken him across the galaxy to train agents on topics including:  real estate appraisal, agency, brokerage, business operations, contracts, and investing.He loves helping agents provide value to their clients by adjusting agents’ perception and knowledge of valuation, CMA prep, and appraisers. When Brian isn’t yapping in front of an audience or assisting agents to achieve real estate mastery, he attempts to keep his wife happy and occasionally makes his kids laugh. (Jedi Mind Tricks don’t work on the strong-minded.)Real Estate Appraisal Between the Lines is all about helping agents understand the pieces and parts of the valuation process, appreciate why appraisers do what they do (besides make agents mad), and by providing tips to write a better CMA. Tune in every week for a new suggestion and an occasion dig at those pesky valuation experts.Brian currently resides in the Indianapolis area, where he rides his Harley and builds LEGOs. Make your day legendary!

Brian Lee is THE best there is when it comes to real estate instruction, appraising properties, and helping agents in the real estate community!  I owe a lot of my success in real estate to Brian!

The Best!

My primary business is not in real estate, however there are plenty of universal business concepts in this mix. A great podcast to include in your weekly business growth listen!

Real Estate or Not; Great for Business!

Brian Lee is an acclaimed real estate appraiser, broker, instructor, and construction expert with over 25 years of experience. He received his bachelor’s degree in Finance and Real Estate from Indiana University. (GO Hoosiers!) After a disappointing attempt at being the next Jedi Master in the latest Star Wars movie, he discovered the "Force" was strong with him as a Real Estate appraiser and speaker. Brian's knowledge and experience has taken him across the galaxy to train agents on topics including: real estate appraisal, agency, brokerage, business operations, contracts, and investing. He loves helping agents provide value to their clients by adjusting agents’ perception and knowledge of valuation, CMA prep, and appraisers. When Brian isn’t yapping in front of an audience or assisting agents to achieve real estate mastery, he attempts to keep his wife happy and occasionally makes his kids laugh. (Jedi Mind Tricks don’t work on the strong-minded.) Real Estate Appraisal Between the Lines is all about helping agents understand the pieces and parts of the valuation process, appreciate why appraisers do what they do (besides make agents mad), and by providing tips to write a better CMA. Tune in every week for a new suggestion and an occasion dig at those pesky valuation experts. Brian currently resides in the Indianapolis area, where he rides his Harley and builds LEGOs. Make your day legendary!

Real Estate Appraisal Between The Lines

Episode 002 - Get Organized in Business, Money and Life Before you run, you must first learn to walk.  I dislike that saying because I just want to hit it hard right out of the gate.  However, I have learned--the hard way--that planning and being intentional saves time, money, energy and stress.  Let Cate and I help you get organized so you can become a legendary agent that stands above the crowd. SHOW NOTES  00:20 – Nothing is more “fun” that getting organized. 00:40 – There is not one path that everyone must follow to be great. Everyone has a different need.  Anyone that says, “this is what you need to do” is likely wrong because they don’t know you and what you need. 01:22 – Business, money, and life are tied together. If don’t have all three, you will likely lead to ruin.  Work/Life balance.  Cate: “If you’re not enjoying life, what is the point?” 02:10 – Your clients will sense your desperation and misery and won’t respond well. 02:35 – What is holding you back? You have to answer that for yourself.  Take an introspective look. 02:50 – SWOT: Strength, Weakness, Opportunities and Threats;  Where do you fall in that acronym. 03:50 – Ask for help from family, friends, other agents, etc.. Outside perspectives may help you to see what you can’t about yourself.  We are our own worst critic.  The outside perspective might help you see more of yourself. 05:30 – Don’t be generic. Be specific.  What do you need?  Marketing, money is not specfic. 06:55 – Income is not solely something that you acquire. Are you budeting your money well?  You are likely throwing away money that you have already earned and hurthing yourself. 07:50 – Your life and personal side plays into a huge part in your work success. 08:10 – Work Life Balance. Our industry is a lifestyle.  Getting personal fulfillment.  Cate: “Be intentional about the things that fill you up.” 09:40 – The real estate business will beat you down. It is relentless. 10:15 – Movie, “Rocky” quote. How hard can you get hit and keep going forward. 11:50 – Be proactive, not reactive. Some things you can change and some things you can’t. 13:30 – “Intentional” defined: done on purpose 14:30 – You will have an off day. You are creating new habits.  Pick yourself back up and move forward. 15:05 – You are NEVER alone. You are not the only one struggling with the same thing as you. 17:00 – You are going to have struggles that you don’t expect. Know that they could happen. 17:45 – Make this about your dream. Not someone else’s dream.  Judge your life against your own, not others. 19:10 – Stop making excuses. Do something about it.  Make the future you love what you do today.  Don’t hate the past “you” because you can’t change that past. 21:00 – WRITE IT DOWN! Vision boards.  Create a reference for you to track and go back to. 21:20 – Cate: Categorize your life in four areas:  Family, Career, Financial and Personal. 22:45 – What is your “why”? “Why am I doing this?”  Vision board will help remind you. 23:30 – Get an accountability partner. Accelerate yourself by having someone who will help and push you. 25:05 – “Board of Directors”, meet with them regularly. Partner with other agents. 26:30 – Meeting ideas: 3 wins, review last week’s tasks, set next week’s tasks. 27:00 – YOU ARE WORTH IT!  SHOW LINKS  dictionary.com befunky.com https://www.youtube.com/watch?v=D_Vg4uyYwEk https://www.businessnewsdaily.com/4245-swot-analysis.html  BETWEEN THE LINES LINKS Email briancleebtl@gmail.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 002 - Get Organized in Business, Money and Life Before you run, you must first learn to walk.  I dislike that saying because I just want to hit it hard right out of the gate.  However, I have learned--the hard way--that planning and being intentional saves time, money, energy and stress.  Let Cate and I help you get organized so you can become a legendary agent that stands above the crowd. SHOW NOTES <ul> <li>00:20 – Nothing is more “fun” that getting organized.</li> <li>00:40 – There is not one path that everyone must follow to be great. Everyone has a different need.  Anyone that says, “this is what you need to do” is likely wrong because they don’t know you and what you need.</li> <li>01:22 – Business, money, and life are tied together. If don’t have all three, you will likely lead to ruin.  Work/Life balance.  Cate: “If you’re not enjoying life, what is the point?”</li> <li>02:10 – Your clients will sense your desperation and misery and won’t respond well.</li> <li>02:35 – What is holding you back? You have to answer that for yourself.  Take an introspective look.</li> <li>02:50 – SWOT: Strength, Weakness, Opportunities and Threats;  Where do you fall in that acronym.</li> <li>03:50 – Ask for help from family, friends, other agents, etc.. Outside perspectives may help you to see what you can’t about yourself.  We are our own worst critic.  The outside perspective might help you see more of yourself.</li> <li>05:30 – Don’t be generic. Be specific.  What do you need?  Marketing, money is not specfic.</li> <li>06:55 – Income is not solely something that you acquire. Are you budeting your money well?  You are likely throwing away money that you have already earned and hurthing yourself.</li> <li>07:50 – Your life and personal side plays into a huge part in your work success.</li> <li>08:10 – Work Life Balance. Our industry is a lifestyle.  Getting personal fulfillment.  Cate: “Be intentional about the things that fill you up.”</li> <li>09:40 – The real estate business will beat you down. It is relentless.</li> <li>10:15 – Movie, “Rocky” quote. How hard can you get hit and keep going forward.</li> <li>11:50 – Be proactive, not reactive. Some things you can change and some things you can’t.</li> <li>13:30 – “Intentional” defined: done on purpose</li> <li>14:30 – You will have an off day. You are creating new habits.  Pick yourself back up and move forward.</li> <li>15:05 – You are NEVER alone. You are not the only one struggling with the same thing as you.</li> <li>17:00 – You are going to have struggles that you don’t expect. Know that they could happen.</li> <li>17:45 – Make this about your dream. Not someone else’s dream.  Judge your life against your own, not others.</li> <li>19:10 – Stop making excuses. Do something about it.  Make the future you love what you do today.  Don’t hate the past “you” because you can’t change that past.</li> <li>21:00 – WRITE IT DOWN! Vision boards.  Create a reference for you to track and go back to.</li> <li>21:20 – Cate: Categorize your life in four areas:  Family, Career, Financial and Personal.</li> <li>22:45 – What is your “why”? “Why am I doing this?”  Vision board will help remind you.</li> <li>23:30 – Get an accountability partner. Accelerate yourself by having someone who will help and push you.</li> <li>25:05 – “Board of Directors”, meet with them regularly. Partner with other agents.</li> <li>26:30 – Meeting ideas: 3 wins, review last week’s tasks, set next week’s tasks.</li> <li>27:00 – YOU ARE WORTH IT!</li> </ul> SHOW LINKS <ul> <li><a href="http://www.dictionary.com" rel="nofollow" target="_blank">dictionary.com</a></li> <li><a href="http://www.befunky.com" rel="nofollow" target="_blank">befunky.com</a></li> <li><a href="https://www.youtube.com/watch?v=D_Vg4uyYwEk" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=D_Vg4uyYwEk</a></li> <li><a href="https://www.businessnewsdaily.com/4245-swot-analysis.html" rel="nofollow" target="_blank">https://www.businessnewsdaily.com/4245-swot-analysis.html</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:mailto:briancleebtl@gmail.com">briancleebtl@gmail.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 002 - Get Organized in Business, Money and Life

Episode 004 - Are Agents Used Car Salespeople? A dinner with a stranger helped Brian see how real estate agents sometimes fit the “used car salesperson” mold.  In this episode we talk about how NOT to be a salesperson. Instead, be the smartest agent in the room when your client needs you.  Your clients want and deserve both. SHOW NOTES  01:00 – How do agents rank? National survey shows public perception is that agents are one of the least trusted professions. 02:10 – B had dinner with Steve, a car salesman. “What do I think of Carvana?” 03:10 – Two things came out of the conversation: 1) no one likes to be "sold", and 2) so many salespeople don’t know what they are selling.  05:05 – Cate: “Everyone wants to buy, but no one wants to be sold.” 05:35 – B talks about a car buying experience. B, “You can feel the BS!”.  Don’t BS me. 07:00 – Agents, your commission does not supersede your client’s needs. Do what is best for your client. 07:25 – Units, volume and commissions will pay off in the long run. 08:45 – Sometimes the best home for your client might be one that doesn’t pay you a commission. FSBOs are a good example. 09:35 – The best home for your situation is not a home at all. Look out for your clients need.  Clients don’t have to buy a home for them to be a referral source.  Moving soon, financial issues, barely skim by on credit score.  I’m not a gatekeeper, but be your client’s conscience. 12:00 – Maybe there is a good reason not to buy a home. 12:25 – Expand your knowledge. Know what you are doing. 13:10 – It’s okay to say, “I don’t know.” Prep for questions you encounter more regularly.  Shadow agents to expand your brain.  Go to closing, inspections, etc. to get more experience. 14:45 – CE (continuing education) is not just a state requirement. Go into it with a better attitude, listen and learn. 15:45 – Take more than the minimum. Search about classes on topics that you want to learn about. 16:20 – Take classes that are not real estate related. Life lessons will help you to work with clients.  Life coach. 18:05 – Sometimes there are boring topics and instructors. Search for engaging, entertaining, educational instructors…like Brian.  That will help you learn more. 19:35 – Your clients hire you for your expertise. Education will help give you that expertise. 20:20 – You can become an expert in areas. Dive deep into a geographic area and know that area like the back of your hand.  Get yourself involved in the community. 21:10 – Agents should be educators for their clients. Be proactive, not reactive.  Home inspection and a new home buyer experience.  What a home inspector does and does not do.  Every home has defects.  Anticipate the questions. 22:50 – Set appropriate expectations. Eases concerns.  Clients will be less likely to “fly off the handle” or get worried unnecessarily. 23:20 – DISC personality profile. Some clients want bullets points.  Some want details.  Understand your client’s needs. 24:00 – HGTV is not a good prep for your clients. 24:20 – Don’t overstep. Agents are a guide.  Our CLIENTS make the decisions and choices for the transaction.  Don’t create a liability issue.  Talk about options.  Talk about pros and cons of the options.  Interject opinion, but don’t push or decide. 25:45 – B admits he doesn’t know everything. Cate is not shocked.  No one know everything.  It’s okay to say, “I don’t know.”  We can get with an expert.  Don’t be an attorney or CPA. 26:50 – It’s okay to refer your clients to another agent!!! Clients come first, not your commission. 27:35 – Remember fans don’t like to be sold. They like a well-rounded agent that knows the process.    SHOW LINKS   https://news.gallup.com/poll/1654/honesty-ethics-professions.aspx https://www.carvana.com/ https://www.youtube.com/watch?v=hOhImlaplP8 DISC personality test: https://www.discprofile.com/what-is-disc/overview/    BETWEEN THE LINES LINKS Email briancleebtl@gmail.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 004 - Are Agents Used Car Salespeople? A dinner with a stranger helped Brian see how real estate agents sometimes fit the “used car salesperson” mold.  In this episode we talk about how NOT to be a salesperson. Instead, be the smartest agent in the room when your client needs you.  Your clients want and deserve both. SHOW NOTES <ul> <li>01:00 – How do agents rank? National survey shows public perception is that agents are one of the least trusted professions.</li> <li>02:10 – B had dinner with Steve, a car salesman. “What do I think of Carvana?”</li> <li>03:10 – Two things came out of the conversation: 1) no one likes to be "sold", and 2) so many salespeople don’t know what they are selling. </li> <li>05:05 – Cate: “Everyone wants to buy, but no one wants to be sold.”</li> <li>05:35 – B talks about a car buying experience. B, “You can feel the BS!”.  Don’t BS me.</li> <li>07:00 – Agents, your commission does not supersede your client’s needs. Do what is best for your client.</li> <li>07:25 – Units, volume and commissions will pay off in the long run.</li> <li>08:45 – Sometimes the best home for your client might be one that doesn’t pay you a commission. FSBOs are a good example.</li> <li>09:35 – The best home for your situation is not a home at all. Look out for your clients need.  Clients don’t have to buy a home for them to be a referral source.  Moving soon, financial issues, barely skim by on credit score.  I’m not a gatekeeper, but be your client’s conscience.</li> <li>12:00 – Maybe there is a good reason not to buy a home.</li> <li>12:25 – Expand your knowledge. Know what you are doing.</li> <li>13:10 – It’s okay to say, “I don’t know.” Prep for questions you encounter more regularly.  Shadow agents to expand your brain.  Go to closing, inspections, etc. to get more experience.</li> <li>14:45 – CE (continuing education) is not just a state requirement. Go into it with a better attitude, listen and learn.</li> <li>15:45 – Take more than the minimum. Search about classes on topics that you want to learn about.</li> <li>16:20 – Take classes that are not real estate related. Life lessons will help you to work with clients.  Life coach.</li> <li>18:05 – Sometimes there are boring topics and instructors. Search for engaging, entertaining, educational instructors…like Brian.  That will help you learn more.</li> <li>19:35 – Your clients hire you for your expertise. Education will help give you that expertise.</li> <li>20:20 – You can become an expert in areas. Dive deep into a geographic area and know that area like the back of your hand.  Get yourself involved in the community.</li> <li>21:10 – Agents should be educators for their clients. Be proactive, not reactive.  Home inspection and a new home buyer experience.  What a home inspector does and does not do.  Every home has defects.  Anticipate the questions.</li> <li>22:50 – Set appropriate expectations. Eases concerns.  Clients will be less likely to “fly off the handle” or get worried unnecessarily.</li> <li>23:20 – DISC personality profile. Some clients want bullets points.  Some want details.  Understand your client’s needs.</li> <li>24:00 – HGTV is not a good prep for your clients.</li> <li>24:20 – Don’t overstep. Agents are a guide.  Our CLIENTS make the decisions and choices for the transaction.  Don’t create a liability issue.  Talk about options.  Talk about pros and cons of the options.  Interject opinion, but don’t push or decide.</li> <li>25:45 – B admits he doesn’t know everything. Cate is not shocked.  No one know everything.  It’s okay to say, “I don’t know.”  We can get with an expert.  Don’t be an attorney or CPA.</li> <li>26:50 – It’s okay to refer your clients to another agent!!! Clients come first, not your commission.</li> <li>27:35 – Remember fans don’t like to be sold. They like a well-rounded agent that knows the process.</li> </ul> SHOW LINKS <ul> <li><a href="https://news.gallup.com/poll/1654/honesty-ethics-professions.aspx" rel="nofollow" target="_blank"> https://news.gallup.com/poll/1654/honesty-ethics-professions.aspx</a></li> <li><a href="https://www.carvana.com/" rel="nofollow" target="_blank">https://www.carvana.com/</a></li> <li><a href="https://www.youtube.com/watch?v=hOhImlaplP8" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=hOhImlaplP8</a></li> <li>DISC personality test: <a href="https://www.discprofile.com/what-is-disc/overview/" rel="nofollow" target="_blank">https://www.discprofile.com/what-is-disc/overview/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:mailto:briancleebtl@gmail.com">briancleebtl@gmail.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 004 - Are Agents Used Car Salespeople?

Episode 005 - Live and Die by the Contract Clients hire us for many reasons, not the least of which is help with various contracts.  Those contracts could be the purchase agreement, listing contracts, leases--or many others.  While agents are NOT attorneys and should NOT give legal advice, your clients do have some expectation of guidance throughout the contract process.  We give helpful suggestions on how to guide your clients to make better informed decisions. SHOW NOTES  00:55 – Talking about contracts. Cate LOVES contracts.  01:30 – Contracts are important, and we are about helping you become a legendary agent. 02:30 – Clients hire us for many things. Not your pretty face.  Access to MLS.  They MOST want our expertise on a very complicated transaction. 03:35 – We are NOT attorneys but maybe can shed some light and save clients some money. 03:50 – Clients think they know about the law. “Uncle Fred told me…”; “HGTV” showed me how to do… 04:30 – Contracts are part of the reason clients hire us. Agents should tread carefully, unless they are an attorney. 05:00 – Definition of a contract: 1) Legal capacity (legal age and sound mind); Example: Elderly client with diminished mind.  Example:  Drunk client shows up to closing. 07:05 – 2) Mutual assent – both parties agree to the terms. Agreement of promises.  Meeting of the minds.  08:05 – 3) Legal purpose – cannot enter an illegal contract. Trickery, forgery, non-disclosure, etc. 09:05 – 4) Consideration – the reason we are entering into this contract. Example:  money, ownership. 09:40 – Some contracts are required to be in writing to be enforceable. Example:  A lease for less than one year are not required to be in writing to be enforceable in court.  This is called Statute of Frauds. 10:55 – Can you write a contract on a napkin? 11:25 – Verbal agreement, “handshake” agreement issues. Parol evidence rule.  GET IT IN WRITING. 12:30 – “Ring” doorbell systems and other potential “personal property” items are getting more contentious. Is it a “fixture?”  Write in the contract whether the item stays or does NOT stay. 13:45 – B: “You are not a legitimate agent until you've had to buy an appliance.” Agent “thinks” everyone was honest and being reasonable, but you get burned. 14:25 – Cate: What happens when agent goes on vacation? The contract is what everyone will lean on.  Get notes and make sure everything is covered. 14:50 – How well do you know your contracts? Challenge:  READ all your contracts, front to back.  KNOW them!  Get with someone that can walk you through them.  Your clients are going to ask you about them.  Do NOT gloss over them with your clients.  Don’t do a disservice to your clients.  Do not interpret since you are not an attorney. 16:45 – Read your contract in sections. Keeps it fresh in your mind.  Jump around so it doesn’t get boring. 17:15 – Get with your accountability partner or another agent in your office to practice presenting an offer to your client. Practice, Practice, Practice.  Know if forward and backward.  Understand what it means. 18:15 – Other contract pieces: Addendum and amendment.  Addendum means add to an existing contract.  It does NOT mean change because you aren’t changing anything already agreed to.  Amendment means amend (change, alter) an existing contract.  This means you are changing a previously agreed to element of an existing contract. 20:10 – How a contract works. Offer and counteroffer process in creating a contract. 20:50 – A counter is a rejection of the previous offer and the offeror is under no longer bound by that previous offer. 22:50 – Rescinding a counteroffer. The counter is a rejection.  Buyer can accept, but not required. 23:25 – The best way to handle many contract issues is to re-write the contract. “Don’t be lazy!”  Digital contracts make it so much easier.  “GET OVER YOURSELF!” 26:00 – If you make any change to a contract, your client needs to re-sign the contract. Don’t make a change AFTER they have signed the contract. 26:40 – If you are in a situation that is not clear, get with your broker and/or an attorney. 27:00 – I don’t like possibly, maybe, sort of, kinda okay is NOT okay. 27:15 – Valid, void and voidable contracts. 27:30 – Void = we don’t have a legal contract. In fact, a void contract is not a contract at all because it cannot legally be completed.  Fraud, deception, forgery. 28:00 – Cate = “typical agent”. Voidable = one party has the right to cancel the contract.  Example: not of legal age or lack of mental capacity. 29:45 – Valid contract = typical contract, has all the legal elements of a contract. 29:50 – Breach of contract. Suit for specific performance = court order to force a party to perform their contracted promised.  Liquidated damages.  Mutual release. 31:15 – Cate interjects her philosophical suggestion: “Let your client sleep on it.”  Let them vent to you. 32:35 – You’re NOT an attorney. Know your boundaries.  Ask your broker for help. 33:15 – Contract example: Closing costs.  Watch your words when you write the contract. 34:50 – Your words matter!    SHOW LINKS  Statute of Frauds: https://en.wikipedia.org/wiki/Statute_of_frauds MY LEGS - Marriage, contract for Years, Land, Executorship, Guarantor, Sale (over a certain dollar amount) -  https://www.thelaw.com/law/the-statute-of-frauds-and-contract-law.247/ Electronic Document Signatures: docusign.com Electronic Real Estate Transactions: dotloop.com Parol Evidence: https://www.hg.org/legal-articles/what-is-parol-evidence-31812 GnR does "Live and Let Die": https://www.youtube.com/watch?v=RywqQ_AKB9M    BETWEEN THE LINES LINKS Email briancleebtl@gmail.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 005 - Live and Die by the Contract Clients hire us for many reasons, not the least of which is help with various contracts.  Those contracts could be the purchase agreement, listing contracts, leases--or many others.  While agents are NOT attorneys and should NOT give legal advice, your clients do have some expectation of guidance throughout the contract process.  We give helpful suggestions on how to guide your clients to make better informed decisions. SHOW NOTES <ul> <li>00:55 – Talking about contracts. Cate LOVES contracts. </li> <li>01:30 – Contracts are important, and we are about helping you become a legendary agent.</li> <li>02:30 – Clients hire us for many things. Not your pretty face.  Access to MLS.  They MOST want our expertise on a very complicated transaction.</li> <li>03:35 – We are NOT attorneys but maybe can shed some light and save clients some money.</li> <li>03:50 – Clients think they know about the law. “Uncle Fred told me…”; “HGTV” showed me how to do…</li> <li>04:30 – Contracts are part of the reason clients hire us. Agents should tread carefully, unless they are an attorney.</li> <li>05:00 – Definition of a contract: 1) Legal capacity (legal age and sound mind); Example: Elderly client with diminished mind.  Example:  Drunk client shows up to closing.</li> <li>07:05 – 2) Mutual assent – both parties agree to the terms. Agreement of promises.  Meeting of the minds. </li> <li>08:05 – 3) Legal purpose – cannot enter an illegal contract. Trickery, forgery, non-disclosure, etc.</li> <li>09:05 – 4) Consideration – the reason we are entering into this contract. Example:  money, ownership.</li> <li>09:40 – Some contracts are required to be in writing to be enforceable. Example:  A lease for less than one year are not required to be in writing to be enforceable in court.  This is called Statute of Frauds.</li> <li>10:55 – Can you write a contract on a napkin?</li> <li>11:25 – Verbal agreement, “handshake” agreement issues. Parol evidence rule.  GET IT IN WRITING.</li> <li>12:30 – “Ring” doorbell systems and other potential “personal property” items are getting more contentious. Is it a “fixture?”  Write in the contract whether the item stays or does NOT stay.</li> <li>13:45 – B: “You are not a legitimate agent until you've had to buy an appliance.” Agent “thinks” everyone was honest and being reasonable, but you get burned.</li> <li>14:25 – Cate: What happens when agent goes on vacation? The contract is what everyone will lean on.  Get notes and make sure everything is covered.</li> <li>14:50 – How well do you know your contracts? Challenge:  READ all your contracts, front to back.  KNOW them!  Get with someone that can walk you through them.  Your clients are going to ask you about them.  Do NOT gloss over them with your clients.  Don’t do a disservice to your clients.  Do not interpret since you are not an attorney.</li> <li>16:45 – Read your contract in sections. Keeps it fresh in your mind.  Jump around so it doesn’t get boring.</li> <li>17:15 – Get with your accountability partner or another agent in your office to practice presenting an offer to your client. Practice, Practice, Practice.  Know if forward and backward.  Understand what it means.</li> <li>18:15 – Other contract pieces: Addendum and amendment.  Addendum means add to an existing contract.  It does NOT mean change because you aren’t changing anything already agreed to.  Amendment means amend (change, alter) an existing contract.  This means you are changing a previously agreed to element of an existing contract.</li> <li>20:10 – How a contract works. Offer and counteroffer process in creating a contract.</li> <li>20:50 – A counter is a rejection of the previous offer and the offeror is under no longer bound by that previous offer.</li> <li>22:50 – Rescinding a counteroffer. The counter is a rejection.  Buyer can accept, but not required.</li> <li>23:25 – The best way to handle many contract issues is to re-write the contract. “Don’t be lazy!”  Digital contracts make it so much easier.  “GET OVER YOURSELF!”</li> <li>26:00 – If you make any change to a contract, your client needs to re-sign the contract. Don’t make a change AFTER they have signed the contract.</li> <li>26:40 – If you are in a situation that is not clear, get with your broker and/or an attorney.</li> <li>27:00 – I don’t like possibly, maybe, sort of, kinda okay is NOT okay.</li> <li>27:15 – Valid, void and voidable contracts.</li> <li>27:30 – Void = we don’t have a legal contract. In fact, a void contract is not a contract at all because it cannot legally be completed.  Fraud, deception, forgery.</li> <li>28:00 – Cate = “typical agent”. Voidable = one party has the right to cancel the contract.  Example: not of legal age or lack of mental capacity.</li> <li>29:45 – Valid contract = typical contract, has all the legal elements of a contract.</li> <li>29:50 – Breach of contract. Suit for specific performance = court order to force a party to perform their contracted promised.  Liquidated damages.  Mutual release.</li> <li>31:15 – Cate interjects her philosophical suggestion: “Let your client sleep on it.”  Let them vent to you.</li> <li>32:35 – You’re NOT an attorney. Know your boundaries.  Ask your broker for help.</li> <li>33:15 – Contract example: Closing costs.  Watch your words when you write the contract.</li> <li>34:50 – Your words matter!</li> </ul> SHOW LINKS <ul> <li>Statute of Frauds: <a href="https://en.wikipedia.org/wiki/Statute_of_frauds" rel="nofollow" target="_blank">https://en.wikipedia.org/wiki/Statute_of_frauds</a></li> <li>MY LEGS - Marriage, contract for Years, Land, Executorship, Guarantor, Sale (over a certain dollar amount) - <a href="https://www.thelaw.com/law/the-statute-of-frauds-and-contract-law.247/" rel="nofollow" target="_blank"> https://www.thelaw.com/law/the-statute-of-frauds-and-contract-law.247/</a></li> <li>Electronic Document Signatures: <a href="http://www.docusign.com" rel="nofollow" target="_blank">docusign.com</a></li> <li>Electronic Real Estate Transactions: <a href="http://www.dotloop.com" rel="nofollow" target="_blank">dotloop.com</a></li> <li>Parol Evidence: <a href="https://www.hg.org/legal-articles/what-is-parol-evidence-31812" rel="nofollow" target="_blank">https://www.hg.org/legal-articles/what-is-parol-evidence-31812</a></li> <li>GnR does "Live and Let Die": <a href="https://www.youtube.com/watch?v=RywqQ_AKB9M" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=RywqQ_AKB9M</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:mailto:briancleebtl@gmail.com">briancleebtl@gmail.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 005 - Live and Die by the Contract

Episode 003 - It's Not About You Agents, stop thinking about yourself!  Even if you don’t think you're doing it, you are!  We help you figure out how to take a “client-first” perspective in all areas of your business so your clients love what you do for them, become raving fans and help your business explode. SHOW NOTES  01:10 – You have a client…shocker! You are hired for your knowledge, wisdom, ability and expertise. 01:20 – “Home” vs. “House” 02:15 – Change your verbiage. Don’t use “transaction” or “property”.  Use “process” 03:15 – Sterile, mechanical process 03:45 – Doctor/Patient analogy, Cate: “specimen” 04:20 – Shifting your mentality, client-first mentality. You project what you focus on.  Client will also sense your inspiration or desperation. 05:35 – Agents are in the service industry, not the sales industry. 06:45 – Clients might have to give up something, “price, location or home details” 07:15 – 4 C’s: Clients, Co-Agents, Company, Commission…in THAT order! 08:20 – Co-Agents are NOT your competition. Share your knowledge.  They will help you get ahead. 09:20 – Every agent is different. Maybe this client doesn’t mesh with you or you don’t know the property type. 10:25 – Sharing the wins. Cheering each other on. 11:25 – Make the real estate industry great and the bad people get weeded out. 11:50 – Company is ahead of you. Respect for your company. 13:10 – Everything you do or say has a consequence to not only you but also others in your company. 13:55 – Get out if you don’t like the company you work for. 14:45 – Commission is last. Do the other three C’s and your commission will get there. 15:20 – Pay yourself a salary to avoid the stress of commissions. 16:35 – Legal side of being an agent, called Agency. Brian:  “Agency means something.” 17:30 – Doctor analogy 18:30 – Use referrals more often, and/or partner with another agent to help clients. 19:00 – Survey: Most Trusted Professions; Real estate agents’ rank at the bottom. 19:40 – Limited/Dual Agency soapbox 21:25 – Brian asks for agents to fight him on limited/dual agency 22:20 – Even if you handled it perfectly, what does your client think? They question the agent motivation and future business and referrals. 22:55 – “Me-Me” deals SUCK! 23:15 – What does it take to be a legendary agent? Step 1: get your client; Step 2: treat client like a king/queen; you become legendary. 24:35 – Warm referrals. Warm leads. 25:10 – Cate’s “side note, tangent”. Family and friends can be your worst client, but want the above and beyond.  May be harder to please.  Be professional so they view you as the professional.  Very easy to get lazy and relaxed with them. 27:35 – Be careful about complaining about other clients around your family. Vent to accountability partners. 28:00 – Think about your client. Have a passion toward that!  Create raving fans!    SHOW LINKS  https://www.dictionary.com/browse/specimen https://www.urbandictionary.com/define.php?term=Soap%20Box https://www.youtube.com/watch?v=HxUuDPNbkJk    BETWEEN THE LINES LINKS Email briancleebtl@gmail.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 003 - It's Not About You Agents, stop thinking about yourself!  Even if you don’t think you're doing it, you are!  We help you figure out how to take a “client-first” perspective in all areas of your business so your clients love what you do for them, become raving fans and help your business explode. SHOW NOTES <ul> <li>01:10 – You have a client…shocker! You are hired for your knowledge, wisdom, ability and expertise.</li> <li>01:20 – “Home” vs. “House”</li> <li>02:15 – Change your verbiage. Don’t use “transaction” or “property”.  Use “process”</li> <li>03:15 – Sterile, mechanical process</li> <li>03:45 – Doctor/Patient analogy, Cate: “specimen”</li> <li>04:20 – Shifting your mentality, client-first mentality. You project what you focus on.  Client will also sense your inspiration or desperation.</li> <li>05:35 – Agents are in the service industry, not the sales industry.</li> <li>06:45 – Clients might have to give up something, “price, location or home details”</li> <li>07:15 – 4 C’s: Clients, Co-Agents, Company, Commission…in THAT order!</li> <li>08:20 – Co-Agents are NOT your competition. Share your knowledge.  They will help you get ahead.</li> <li>09:20 – Every agent is different. Maybe this client doesn’t mesh with you or you don’t know the property type.</li> <li>10:25 – Sharing the wins. Cheering each other on.</li> <li>11:25 – Make the real estate industry great and the bad people get weeded out.</li> <li>11:50 – Company is ahead of you. Respect for your company.</li> <li>13:10 – Everything you do or say has a consequence to not only you but also others in your company.</li> <li>13:55 – Get out if you don’t like the company you work for.</li> <li>14:45 – Commission is last. Do the other three C’s and your commission will get there.</li> <li>15:20 – Pay yourself a salary to avoid the stress of commissions.</li> <li>16:35 – Legal side of being an agent, called Agency. Brian:  “Agency means something.”</li> <li>17:30 – Doctor analogy</li> <li>18:30 – Use referrals more often, and/or partner with another agent to help clients.</li> <li>19:00 – Survey: Most Trusted Professions; Real estate agents’ rank at the bottom.</li> <li>19:40 – Limited/Dual Agency soapbox</li> <li>21:25 – Brian asks for agents to fight him on limited/dual agency</li> <li>22:20 – Even if you handled it perfectly, what does your client think? They question the agent motivation and future business and referrals.</li> <li>22:55 – “Me-Me” deals SUCK!</li> <li>23:15 – What does it take to be a legendary agent? Step 1: get your client; Step 2: treat client like a king/queen; you become legendary.</li> <li>24:35 – Warm referrals. Warm leads.</li> <li>25:10 – Cate’s “side note, tangent”. Family and friends can be your worst client, but want the above and beyond.  May be harder to please.  Be professional so they view you as the professional.  Very easy to get lazy and relaxed with them.</li> <li>27:35 – Be careful about complaining about other clients around your family. Vent to accountability partners.</li> <li>28:00 – Think about your client. Have a passion toward that!  Create raving fans!</li> </ul> SHOW LINKS <ul> <li><a href="https://www.dictionary.com/browse/specimen" rel="nofollow" target="_blank">https://www.dictionary.com/browse/specimen</a></li> <li><a href="https://www.urbandictionary.com/define.php?term=Soap%20Box" rel="nofollow" target="_blank">https://www.urbandictionary.com/define.php?term=Soap%20Box</a></li> <li><a href="https://www.youtube.com/watch?v=HxUuDPNbkJk" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=HxUuDPNbkJk</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:mailto:briancleebtl@gmail.com">briancleebtl@gmail.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 003 - It's Not About You

Episode 007 - Systems Can Make or Break You Everything in your business is going great and then BAM! A new client calls you out of the blue when you're on vacation. Or, a transaction issue comes up while you’re showing a home.  “What do I do?” is not a good reply to either situation.  Systems keep you organized and give you a plan for how to work through your daily processes.  Systems should include both business and personal activities.  On this  episode, we provide tips on what to include in your systems and how to make your business run efficiently and legendarily!   SHOW NOTES  00:50 – Welcome to the episode. Systems can make or break you. 01:15 – Song of the week: System of a Down, “Chop Suey”, meaning “miscellaneous leftovers.” 05:00 – Everyone will have a different system. There is not a be all, end all plan that everyone will be able to follow.  Work with your team, your broker, yourself to break down your operations into a checklist.  06:15 – You don’t need to come up with a highly customized plan. It is okay to R.O.A.D. (Tom Ferry:  "Rip Off And Duplicate").  Find what others are doing and then incorporate it into your process.  Sit down with another agent that you respect to help put this together. 07:20 – 1st System, Client Acquisition: drip campaigns, marketing, client touches, break down clients into A/B/C/D tiers or segments.  Spend your marketing dollars in the right place. 08:45 – 2nd System, Client Handling: working with a buyer or seller, assess what is needed.  Signs, lockboxes, contracts, marketing materials, other documents.  Break down systems for buyers and sellers.  Get a checklist to the client so they know what is going on and what comes next.  Remember to include the client in the process, too. 10:45 – Cate uses email templates ready to send out to client and reps for title, mortgage, inspection, etc. 11:10 – 3rd System, Transaction Checklist: includes a list of things that need to happen through a purchase/sale.  Make sure it considers both sides of the transaction.  You may only represent one side of the deal, but if the other side doesn’t do what they are supposed to, your client will suffer.  Should include inspection, title, appraisal, mortgage, closing, etc. 12:20 – Talk to each segment of the profession to find out what they need. Example:  the mortgage rep can set their expectations, such as bank statements, paystubs, W-2s, etc. 13:00 – 4th System, Business Backend: since the closing has occurred, we turn in paperwork, accounting (commission), and follow up with client after closing, then input them into your CRM. 14:00 – Don’t forget your business. You need receipts, notes for each transaction so you can maximize deductions and tracking expenses. 15:00 – Cate’s Side Note Tangent – 2,000,000 people are diagnosed with OCD in the US. 18:05 – Set up your tasks into tiers. Dustin Harris’ (The Appraiser Coach) tier system.  Tier 1 through 5. 19:00 – Tier 1 level: Entry level (secretarial) position, likely not licensed.  Gatekeeper to take phone calls and emails and directs them to the necessary person.  Provides a benefit to the licensed person by taking over “simple” or innocuous tasks. 19:45 – Tier 2 level: Highly trained, but still likely unlicensed.  Probably a transaction coordinator.  Highly knowledgeable about the processes, but not licensed to handle licensed activities.  Can order title, follow up with lender, ensure paperwork is in order, etc.  Watches and monitors systems. 20:45 – Tier 3 level: Usually a licensed person.  They will have a lot of interaction with the client.  Showing homes, talking in depth with clients about specialized issues. 21:45 – Tier 4 level: Management, team leader.  Office manager person.  This tier is usually only needed with high production agents with several transactions working at once. 22:10 – Tier 5 level: Owner, lead agent, head of the team. 22:20 – Each of these tiers could be one, two or more individuals. Each tier can be different people. But, if you're a newer agent, you might be all 5 tiers simultaneously and need to understand the responsibilities for each tier that must be managed.  As you grow, it will be easier to hire and manage those others by including them in tiered tasks. 23:00 – Cate – What hat am I wearing today? OINII (On It Not In It).  24:00 – Recognize your system will be different than other agents. Hire based upon your need, not what everyone else is doing. 24:40 – Training systems, videos. Videos for other agents, clients, etc.  Videos help convey your message more clearly.  Also, the videos can be sent to any client to let them know more about the process. 25:45 – B’s Quote of the Week 26:35 – Closing  SHOW LINKS  System of a Down, Chop Suey: https://www.youtube.com/watch?v=CSvFpBOe8eY Tom Ferry, ROAD (Rip Off And Duplicate): https://www.tomferry.com/tag/ripoff-and-duplicate/ Real Estate CRM: https://theclose.com/best-real-estate-crm/ Dustin Harris – The Appraiser’s Coach, Tier system: https://theappraisercoach.com/the-tiered-appraisal-office/ OCD: https://iocdf.org/about-ocd/ Cate templates: sidenotetangent.com  BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 007 - Systems Can Make or Break You Everything in your business is going great and then BAM! A new client calls you out of the blue when you're on vacation. Or, a transaction issue comes up while you’re showing a home.  “What do I do?” is not a good reply to either situation.  Systems keep you organized and give you a plan for how to work through your daily processes.  Systems should include both business and personal activities.  On this  episode, we provide tips on what to include in your systems and how to make your business run efficiently and legendarily! SHOW NOTES <ul> <li>00:50 – Welcome to the episode. Systems can make or break you.</li> <li>01:15 – Song of the week: System of a Down, “Chop Suey”, meaning “miscellaneous leftovers.”</li> <li>05:00 – Everyone will have a different system. There is not a be all, end all plan that everyone will be able to follow.  Work with your team, your broker, yourself to break down your operations into a checklist. </li> <li>06:15 – You don’t need to come up with a highly customized plan. It is okay to R.O.A.D. (Tom Ferry:  "Rip Off And Duplicate").  Find what others are doing and then incorporate it into your process.  Sit down with another agent that you respect to help put this together.</li> <li>07:20 – 1st System, Client Acquisition: drip campaigns, marketing, client touches, break down clients into A/B/C/D tiers or segments.  Spend your marketing dollars in the right place.</li> <li>08:45 – 2nd System, Client Handling: working with a buyer or seller, assess what is needed.  Signs, lockboxes, contracts, marketing materials, other documents.  Break down systems for buyers and sellers.  Get a checklist to the client so they know what is going on and what comes next.  Remember to include the client in the process, too.</li> <li>10:45 – Cate uses email templates ready to send out to client and reps for title, mortgage, inspection, etc.</li> <li>11:10 – 3rd System, Transaction Checklist: includes a list of things that need to happen through a purchase/sale.  Make sure it considers both sides of the transaction.  You may only represent one side of the deal, but if the other side doesn’t do what they are supposed to, your client will suffer.  Should include inspection, title, appraisal, mortgage, closing, etc.</li> <li>12:20 – Talk to each segment of the profession to find out what they need. Example:  the mortgage rep can set their expectations, such as bank statements, paystubs, W-2s, etc.</li> <li>13:00 – 4th System, Business Backend: since the closing has occurred, we turn in paperwork, accounting (commission), and follow up with client after closing, then input them into your CRM.</li> <li>14:00 – Don’t forget your business. You need receipts, notes for each transaction so you can maximize deductions and tracking expenses.</li> <li>15:00 – Cate’s Side Note Tangent – 2,000,000 people are diagnosed with OCD in the US.</li> <li>18:05 – Set up your tasks into tiers. Dustin Harris’ (The Appraiser Coach) tier system.  Tier 1 through 5.</li> <li>19:00 – Tier 1 level: Entry level (secretarial) position, likely not licensed.  Gatekeeper to take phone calls and emails and directs them to the necessary person.  Provides a benefit to the licensed person by taking over “simple” or innocuous tasks.</li> <li>19:45 – Tier 2 level: Highly trained, but still likely unlicensed.  Probably a transaction coordinator.  Highly knowledgeable about the processes, but not licensed to handle licensed activities.  Can order title, follow up with lender, ensure paperwork is in order, etc.  Watches and monitors systems.</li> <li>20:45 – Tier 3 level: Usually a licensed person.  They will have a lot of interaction with the client.  Showing homes, talking in depth with clients about specialized issues.</li> <li>21:45 – Tier 4 level: Management, team leader.  Office manager person.  This tier is usually only needed with high production agents with several transactions working at once.</li> <li>22:10 – Tier 5 level: Owner, lead agent, head of the team.</li> <li>22:20 – Each of these tiers could be one, two or more individuals. Each tier can be different people. But, if you're a newer agent, you might be all 5 tiers simultaneously and need to understand the responsibilities for each tier that must be managed.  As you grow, it will be easier to hire and manage those others by including them in tiered tasks.</li> <li>23:00 – Cate – What hat am I wearing today? OINII (On It Not In It). </li> <li>24:00 – Recognize your system will be different than other agents. Hire based upon your need, not what everyone else is doing.</li> <li>24:40 – Training systems, videos. Videos for other agents, clients, etc.  Videos help convey your message more clearly.  Also, the videos can be sent to any client to let them know more about the process.</li> <li>25:45 – B’s Quote of the Week</li> <li>26:35 – Closing</li> </ul> SHOW LINKS <ul> <li>System of a Down, Chop Suey: <a href="https://www.youtube.com/watch?v=CSvFpBOe8eY" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=CSvFpBOe8eY</a></li> <li>Tom Ferry, ROAD (Rip Off And Duplicate): <a href="https://www.tomferry.com/tag/ripoff-and-duplicate/" rel="nofollow" target="_blank">https://www.tomferry.com/tag/ripoff-and-duplicate/</a></li> <li>Real Estate CRM: <a href="https://theclose.com/best-real-estate-crm/" rel="nofollow" target="_blank">https://theclose.com/best-real-estate-crm/</a></li> <li>Dustin Harris – The Appraiser’s Coach, Tier system: <a href="https://theappraisercoach.com/the-tiered-appraisal-office/" rel="nofollow" target="_blank">https://theappraisercoach.com/the-tiered-appraisal-office/</a></li> <li>OCD: <a href="https://iocdf.org/about-ocd/" rel="nofollow" target="_blank">https://iocdf.org/about-ocd/</a></li> <li>Cate templates: <a href="http://www.sidenotetangent.com" rel="nofollow" target="_blank">sidenotetangent.com</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 007 - Systems Can Make or Break You

Episode 006 - Use Your Words “Give me the title work.”  “I need the listing sheet emailed to me.”  Are we really that rude?  Our words matter!  How we present ourselves to our clients and to other industry professionals can the set the tone for this transaction and all future business.  In this episode we talk about ways to improve our communication and be the professionals our clients and industry expect.  LISTEN TO IT NOW! (ha ha) SHOW NOTES  00:35 – “Cate! Go get me a sandwich!” 01:25 – Maybe it’s intentional or unintentional, but the way we speak comes off as very rude. Maybe you're busy, kids are yelling in the background, or you're writing something quick. 02:55 – Shouting seldom get’s what you want in the real estate industry. Kind words will usually get you more of what you want and “need”. 03:30 – Music lovers unite…new segment to make the podcast more personal. Every episode will include a song that ties into the episode. 04:25 – Introducing Producer Christian (italicized for the disdain in enunciating his name). 05:05 – “What was your first concert?” Cate:  Bon Jovi; Producer Christian:  Doobie Brother w/ special guest Little River Band; Brian:  Neil Diamond, B’s first concert and took his mom on a date, too. 07:55 – This week’s podcast episode song is by Metallica, “Fuel”. 09:35 – B &amp; Cate’s shirt 11:10 – Getting into the content…FINALLY! 11:20 – Do you have any manners? "Please" and "thank you" are still okay to say.  Gives you professionalism and will get you things. 12:10 – Smile when you communicate. Face-to-face, text, email, phone...doesn’t matter...SMILE. 14:25 – Yelling and tantrums don’t work. Might “grease the squeaky wheel” but won’t get what you want.  Maybe you’re mad about something that you don’t understand or just part of the situation that can’t be changed, controlled or helped. 15:25 – Cate: keep a calm head. You can’t change other agent’s attitude.  Guide your client with a cool demeanor and they will likely follow your lead. 16:30 – Respect is earned, not given. Your words and actions establish who you are.  “You get more flies with honey than with vinegar.”  Being mean seldom gets you what you want. 17:00 – Multiple offer situations can push the agent with a bad demeanor out of contention. 18:30 – Create raving fans by putting their offers in the spotlight with positive attitudes, complimentary comments, etc. 19:30 – Mid-episode break; Cate’s “Sidenote/Tangent”: Famous house in Top Gun...with a sidenote, sidenote tangent. 23:10 – Problems with technology and communication: texting, email, etc.  Someone infers a negative comment even though you didn’t intend it to be negative.  Maybe a phone call is better. 24:20 – Cate doesn’t like the word, “Sure” in a text. 25:00 – Autocorrect fails. 26:00 – Communication apps that can help: Voxer, SlyDial and Bomb Bomb.  Watch for bonus content about those apps. 26:40 – Social media concerns 26:50 – Sometimes you do need be angry about a situation. Act appropriately. 27:30 – Use an "accountability partner" to vent. Refrain from venting to your client or the person you are mad about. 28:00 – Weekly Quote from B: “Your words have power.  You can use them to either benefit yourself, or use them to benefit others.”  Benefit others rather than yourself. 28:45 – Closing. Use your words.  Remember your kids are watching.    SHOW LINKS  80’s Hair Band: http://hairbands.xyz/bands/ Top Gun: https://youtu.be/AfDZc99N5Tg Steve Amell, Actor on “Arrow”, DC universe, "Sinceriously" Hangry: https://youtu.be/bMLRKpoz8f4 Movie, “UP”, squirrel scene: https://youtu.be/xrAIGLkSMls Top Gun house that is a national monument; New Point Loma Light House: https://goo.gl/maps/iKkycrYKgFaEi9s38 Voxer: https://www.voxer.com/ Slydial: https://www.slydial.com/ BombBomb: https://bombbomb.com/c/    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 006 - Use Your Words “Give me the title work.”  “I need the listing sheet emailed to me.”  Are we really that rude?  Our words matter!  How we present ourselves to our clients and to other industry professionals can the set the tone for this transaction and all future business.  In this episode we talk about ways to improve our communication and be the professionals our clients and industry expect.  LISTEN TO IT NOW! (ha ha) SHOW NOTES <ul> <li>00:35 – “Cate! Go get me a sandwich!”</li> <li>01:25 – Maybe it’s intentional or unintentional, but the way we speak comes off as very rude. Maybe you're busy, kids are yelling in the background, or you're writing something quick.</li> <li>02:55 – Shouting seldom get’s what you want in the real estate industry. Kind words will usually get you more of what you want and “need”.</li> <li>03:30 – Music lovers unite…new segment to make the podcast more personal. Every episode will include a song that ties into the episode.</li> <li>04:25 – Introducing Producer Christian (italicized for the disdain in enunciating his name).</li> <li>05:05 – “What was your first concert?” Cate:  Bon Jovi; Producer Christian:  Doobie Brother w/ special guest Little River Band; Brian:  Neil Diamond, B’s first concert and took his mom on a date, too.</li> <li>07:55 – This week’s podcast episode song is by Metallica, “Fuel”.</li> <li>09:35 – B &amp; Cate’s shirt</li> <li>11:10 – Getting into the content…FINALLY!</li> <li>11:20 – Do you have any manners? "Please" and "thank you" are still okay to say.  Gives you professionalism and will get you things.</li> <li>12:10 – Smile when you communicate. Face-to-face, text, email, phone...doesn’t matter...SMILE.</li> <li>14:25 – Yelling and tantrums don’t work. Might “grease the squeaky wheel” but won’t get what you want.  Maybe you’re mad about something that you don’t understand or just part of the situation that can’t be changed, controlled or helped.</li> <li>15:25 – Cate: keep a calm head. You can’t change other agent’s attitude.  Guide your client with a cool demeanor and they will likely follow your lead.</li> <li>16:30 – Respect is earned, not given. Your words and actions establish who you are.  “You get more flies with honey than with vinegar.”  Being mean seldom gets you what you want.</li> <li>17:00 – Multiple offer situations can push the agent with a bad demeanor out of contention.</li> <li>18:30 – Create raving fans by putting their offers in the spotlight with positive attitudes, complimentary comments, etc.</li> <li>19:30 – Mid-episode break; Cate’s “Sidenote/Tangent”: Famous house in Top Gun...with a sidenote, sidenote tangent.</li> <li>23:10 – Problems with technology and communication: texting, email, etc.  Someone infers a negative comment even though you didn’t intend it to be negative.  Maybe a phone call is better.</li> <li>24:20 – Cate doesn’t like the word, “Sure” in a text.</li> <li>25:00 – Autocorrect fails.</li> <li>26:00 – Communication apps that can help: Voxer, SlyDial and Bomb Bomb.  Watch for bonus content about those apps.</li> <li>26:40 – Social media concerns</li> <li>26:50 – Sometimes you do need be angry about a situation. Act appropriately.</li> <li>27:30 – Use an "accountability partner" to vent. Refrain from venting to your client or the person you are mad about.</li> <li>28:00 – Weekly Quote from B: “Your words have power.  You can use them to either benefit yourself, or use them to benefit others.”  Benefit others rather than yourself.</li> <li>28:45 – Closing. Use your words.  Remember your kids are watching.</li> </ul> SHOW LINKS <ul> <li>80’s Hair Band: <a href="http://hairbands.xyz/bands/" rel="nofollow" target="_blank">http://hairbands.xyz/bands/</a></li> <li>Top Gun: <a href="https://youtu.be/AfDZc99N5Tg" rel="nofollow" target="_blank">https://youtu.be/AfDZc99N5Tg</a></li> <li>Steve Amell, Actor on “Arrow”, DC universe, "Sinceriously"</li> <li>Hangry: <a href="https://youtu.be/bMLRKpoz8f4" rel="nofollow" target="_blank">https://youtu.be/bMLRKpoz8f4</a></li> <li>Movie, “UP”, squirrel scene: <a href="https://youtu.be/xrAIGLkSMls" rel="nofollow" target="_blank">https://youtu.be/xrAIGLkSMls</a></li> <li>Top Gun house that is a national monument; New Point Loma Light House: <a href="https://goo.gl/maps/iKkycrYKgFaEi9s38" rel="nofollow" target="_blank">https://goo.gl/maps/iKkycrYKgFaEi9s38</a></li> <li>Voxer: <a href="https://www.voxer.com/" rel="nofollow" target="_blank">https://www.voxer.com/</a></li> <li>Slydial: <a href="https://www.slydial.com/" rel="nofollow" target="_blank">https://www.slydial.com/</a></li> <li>BombBomb: <a href="https://bombbomb.com/c/" rel="nofollow" target="_blank">https://bombbomb.com/c/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 006 - Use Your Words

Episode 023 - Negotiating Is NOT For the Weak-Minded Negotiating can make or break your transaction, your credibility, and your business. If you're scared of negotiating, then your clients suffer. In this episode, we talk about Star Wars; songs from the 80’s; Cate’s and Christian’s plans for a new podcast.. Oh yeah, we also cover how to negotiate. Listen as B trys to save his relationship while negotiating out of a touchy situation--without the use of Jedi mind-tricks! As the title says, negotiations are not for the weak-minded. Learn a few quick techniques that will help both you and your client get what you want.   SHOW NOTES  02:13 – “The force can have a strong influence on the weak-minded.” - Episode IV (or Episode 1, based on how we're counting!) 02:33 – Not if you’re a Toydarian. If you are trying to negotiate, do not try mind tricks on Watto or other Toydarians. 03:20 – The song of the episode: Queen, “Under Pressure” 05:10 – Compromise conversation…Cate has a push back. 05:30 – How to negotiate to help our clients with their transactions. Negotiating with agents, clients, appraisers, etc. 06:40 – Most negotiations start with an “adversarial” position. Framing can make or break the negotiation. “I have to win” mindset can drive a bad transaction. 07:30 – Compromise defined: A settlement of a dispute in which two or more parties accept something less than they originally wanted. 08:15 – Ultimately working toward is getting a win-win. Example: we close on the transaction. 08:36 – Cate: Reframe what is a “win” for your client. Many ways to find alternate means to win. Not just “black or white.” 09:15 – Rare that both sides are far apart. Usually closer than we both think. 10:00 – Stop! Collaborate and listen! Cate and Christian want to start their own podcast…not about Star Wars. 11:00 – Stop and collaborate and listen to each other. We are going to slow down and relax. 11:20 – Cate: “Bite your tongue” until it “bleeds” because are so angry and caught up on “principle”. 11:48 – Work with both sides. B touts on Cate about her ability to work with both sides of the transaction. She will call the other side to find out what is important to them. She can structure a better offer. 12:54 – There is a difference between a “want” and a “need”. 13:22 – What is the ambition? Cate: Talk with the listing agent; can find out their ambitions. 13:50 – Christian has an anecdote about his transaction. Everyone worked together. 14:55 – Sometimes there are concerns that have nothing to do with the transaction at all. There might be something personal, something emotional going on. Sometimes there are issues that transcend the economics or quantifiable concerns. 16:15 – Have empathy. LISTEN to what is going on. Have sympathy for the other side. 17:45 – Christian got the win by understanding and negotiating with knowledge of what is happening between the parties. 17:55 – Cate’s “Side Note Tangent” – Cate’s first cassette was “Ice Ice Baby”. Did you know Robert Van Winkle, aka Vanilla Ice, has a show about flipping homes? 20:09 – Other tips to consider when negotiating: Let the other side win. 20:35 – Have patience (Shut up Cate). Psychological negotiations: let them sleep on it and let them sleep on it. 22:17 – Keep the discussion continuing without exhausting everyone. 22:25 – Sometimes people need their ego stroked. 22:50 – Cate: some people need to vent. Blurt it out and move on. 23:00 – Make sure you are playing fair. Don’t lie, cheat or steal. Maintain confidentiality. 23:30 – Engage with a third party. Get your managing broker involved. Sometimes have an “authority figure” can help relieve some of the strain. 24:10 – Cate: everyone has a different perspective and a different way to present things. 24:22 – Quote to close out: Compromise is a virtue to be cultivated, not a weakness to be despised. 25:10 – This is not for the win of my ego or my strength, it is for the good of my client and the transaction. 25:30 – Close out the episode with some final thoughts. Look for the smile on your clients face when you do a great job!    SHOW LINKS  Is A New Hope really episode 1? -  http://screenprism.com/insights/article/was-star-wars-episode-iv-a-new-hope-originally-released-under-another-title Obi-Wan Kenobi Quote - https://www.youtube.com/watch?v=532j-186xEQ What is a Toydarian? - https://starwars.fandom.com/wiki/Toydarian Queen &amp; David Bowie, “Under Pressure” - https://www.youtube.com/watch?v=YoDh_gHDvkk Vanilla Ice, “Ice Ice Baby” - https://www.youtube.com/watch?v=rog8ou-ZepE Definition of Compromise - https://www.merriam-webster.com/dictionary/compromise “Let It Go” – https://www.youtube.com/watch?v=L0MK7qz13bU Vanilla Ice Project – https://www.diynetwork.com/shows/the-vanilla-ice-project Guns and Roses, “Patience” - https://www.youtube.com/watch?v=ErvgV4P6Fzc    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 023 - Negotiating Is NOT For the Weak-Minded Negotiating can make or break your transaction, your credibility, and your business. If you're scared of negotiating, then your clients suffer. In this episode, we talk about Star Wars; songs from the 80’s; Cate’s and Christian’s plans for a new podcast.. Oh yeah, we also cover how to negotiate. Listen as B trys to save his relationship while negotiating out of a touchy situation--without the use of Jedi mind-tricks! As the title says, negotiations are not for the weak-minded. Learn a few quick techniques that will help both you and your client get what you want. SHOW NOTES <ul> <li>02:13 – “The force can have a strong influence on the weak-minded.” - Episode IV (or Episode 1, based on how we're counting!)</li> <li>02:33 – Not if you’re a Toydarian. If you are trying to negotiate, do not try mind tricks on Watto or other Toydarians.</li> <li>03:20 – The song of the episode: Queen, “Under Pressure”</li> <li>05:10 – Compromise conversation…Cate has a push back.</li> <li>05:30 – How to negotiate to help our clients with their transactions. Negotiating with agents, clients, appraisers, etc.</li> <li>06:40 – Most negotiations start with an “adversarial” position. Framing can make or break the negotiation. “I have to win” mindset can drive a bad transaction.</li> <li>07:30 – Compromise defined: A settlement of a dispute in which two or more parties accept something less than they originally wanted.</li> <li>08:15 – Ultimately working toward is getting a win-win. Example: we close on the transaction.</li> <li>08:36 – Cate: Reframe what is a “win” for your client. Many ways to find alternate means to win. Not just “black or white.”</li> <li>09:15 – Rare that both sides are far apart. Usually closer than we both think.</li> <li>10:00 – Stop! Collaborate and listen! Cate and Christian want to start their own podcast…not about Star Wars.</li> <li>11:00 – Stop and collaborate and listen to each other. We are going to slow down and relax.</li> <li>11:20 – Cate: “Bite your tongue” until it “bleeds” because are so angry and caught up on “principle”.</li> <li>11:48 – Work with both sides. B touts on Cate about her ability to work with both sides of the transaction. She will call the other side to find out what is important to them. She can structure a better offer.</li> <li>12:54 – There is a difference between a “want” and a “need”.</li> <li>13:22 – What is the ambition? Cate: Talk with the listing agent; can find out their ambitions.</li> <li>13:50 – Christian has an anecdote about his transaction. Everyone worked together.</li> <li>14:55 – Sometimes there are concerns that have nothing to do with the transaction at all. There might be something personal, something emotional going on. Sometimes there are issues that transcend the economics or quantifiable concerns.</li> <li>16:15 – Have empathy. LISTEN to what is going on. Have sympathy for the other side.</li> <li>17:45 – Christian got the win by understanding and negotiating with knowledge of what is happening between the parties.</li> <li>17:55 – Cate’s “Side Note Tangent” – Cate’s first cassette was “Ice Ice Baby”. Did you know Robert Van Winkle, aka Vanilla Ice, has a show about flipping homes?</li> <li>20:09 – Other tips to consider when negotiating: Let the other side win.</li> <li>20:35 – Have patience (Shut up Cate). Psychological negotiations: let them sleep on it and let them sleep on it.</li> <li>22:17 – Keep the discussion continuing without exhausting everyone.</li> <li>22:25 – Sometimes people need their ego stroked.</li> <li>22:50 – Cate: some people need to vent. Blurt it out and move on.</li> <li>23:00 – Make sure you are playing fair. Don’t lie, cheat or steal. Maintain confidentiality.</li> <li>23:30 – Engage with a third party. Get your managing broker involved. Sometimes have an “authority figure” can help relieve some of the strain.</li> <li>24:10 – Cate: everyone has a different perspective and a different way to present things.</li> <li>24:22 – Quote to close out: Compromise is a virtue to be cultivated, not a weakness to be despised.</li> <li>25:10 – This is not for the win of my ego or my strength, it is for the good of my client and the transaction.</li> <li>25:30 – Close out the episode with some final thoughts. Look for the smile on your clients face when you do a great job!</li> </ul> SHOW LINKS <ul> <li>Is A New Hope really episode 1? - <a href="http://screenprism.com/insights/article/was-star-wars-episode-iv-a-new-hope-originally-released-under-another-title" rel="nofollow" target="_blank"> http://screenprism.com/insights/article/was-star-wars-episode-iv-a-new-hope-originally-released-under-another-title</a></li> <li>Obi-Wan Kenobi Quote - <a href="https://www.youtube.com/watch?v=532j-186xEQ" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=532j-186xEQ</a></li> <li>What is a Toydarian? - <a href="https://starwars.fandom.com/wiki/Toydarian" rel="nofollow" target="_blank">https://starwars.fandom.com/wiki/Toydarian</a></li> <li>Queen &amp; David Bowie, “Under Pressure” - <a href="https://www.youtube.com/watch?v=YoDh_gHDvkk" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=YoDh_gHDvkk</a></li> <li>Vanilla Ice, “Ice Ice Baby” - <a href="https://www.youtube.com/watch?v=rog8ou-ZepE" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=rog8ou-ZepE</a></li> <li>Definition of Compromise - <a href="https://www.merriam-webster.com/dictionary/compromise" rel="nofollow" target="_blank">https://www.merriam-webster.com/dictionary/compromise</a></li> <li>“Let It Go” – <a href="https://www.youtube.com/watch?v=L0MK7qz13bU" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=L0MK7qz13bU</a></li> <li>Vanilla Ice Project – <a href="https://www.diynetwork.com/shows/the-vanilla-ice-project" rel="nofollow" target="_blank">https://www.diynetwork.com/shows/the-vanilla-ice-project</a></li> <li>Guns and Roses, “Patience” - <a href="https://www.youtube.com/watch?v=ErvgV4P6Fzc" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=ErvgV4P6Fzc</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 023 - Negotiating Is NOT For the Weak-Minded

Episode 022 - Marketing As Easy As ABC Agents, stop making marketing so difficult! Stop doing things you hate and don’t want to do to acquire clients. Your clients can sense that sentiment right away. Both you and your sphere will get worn out. Stop wasting countless hours on traditional “marketing” processes that are either outdated or overplayed. Work smarter--not harder--with your sphere and they'll send business like you won’t believe! Follow along with us on this episode to truly become a legendary agent and create raving fans!   SHOW NOTES  01:40 – Marketing as easy as ABC 02:20 – This episode is all about how to more effective “market” to your clients to achieve greater success. 02:45 – Getting our sea legs back with our segments; Song of the week: Jackson 5, “ABC”, recorded in the same month as the birth of B: greatness is born? No coincidence there! 04:58 – There are a lot of things that agents do in marketing that are likely not very effective, because all agents do it and it becomes white noise, vanilla. 05:25 – Agents are commonly taught there is one path to marketing: break marketing over the heads of your clients until you beat them into submission. WRONG! 05:55 – Recurring theme: work harder, work more hours, spend more time calling clients and begging for business. Not a good way to run a business. Wrong mindset, as people and the industry has changed. 06:20 – Cate: “Networking” is the old school method, instead use “Nurturing” relationships. 06:45 – Think about the last time you bought something…did you enjoy being sold? Did you enjoy the sales pitch? Pushed into it? Sometimes things agents do come off that way, even if it is unintentional. 07:35 – Cate: agents are taught to sell and sell ourselves. Change your mind. We are here to “educate” our clients. “Educate” them about you so it does not come off as a sales pitch. 08:05 – Think outside of the box. Do what other agents are not doing. We are looking for a long-lasting business. 08:25 – It is so much easier to have a great business when we act natural and be ourselves…not a salesperson. Relax! 09:15 – Be someone that people love, and they will become raving fans and send you business like crazy! 09:45 – Friend of the show, Terry Waggoner, said, “People want a friend, not a Realtor.” 10:05 – What does a friend do? Educate yourself on what your friend needs. Ask questions and listen. 10:26 – Christian: people are more likely to engage in a search for what they want, not a search for you. Problem they are trying to solve is their needs:  schools, stores, etc. not what agent they want to work with. 10:55 – First thought is about their needs; Second thought might be what agent they want to use. The pesky agent (fly) might be too annoying and will be shooed away. 11:30 – “Marketing” is so easy: be natural, personal contact: lunch, dinner, a drink, hanging out at a pool. 11:55 – Cate: how she got going, “Me time”. Going to lunches with friends and have play dates with her kids and her friends kids. “Networking” in a way by sitting around, chatting about whatever (you know how ladies can drone on! (that was B)) and getting to know your friends better. The intent is not to get business from them, but to connect and the business comes later. 13:35 – Just hanging out with her “Man-hater, woman club.” 14:05 – Making calls just to see how your clients are doing. People like talking about themselves. Ask about family, job, funs things you have done, vacations, and good places to eat. Let them vent. 14:50 – Joy in our office reached out to elderly parishioners from her church to see if they were okay and if they needed anything. She planted the seeds that she was willing to help. 15:15 – Handwritten notes with a genuine message. Do not add the P.S. asking for business. Keep the note about them. No business card or anything else. 15:45 – Cate: Stalk your friends (in a non-creepy way) on social media and see what they have been up and send a note about what they did. Make it personal. 16:10 – Show your clients you love them, and they will love you back. 16:25 – Cate’s Side Note Tangent: B loves Star Wars; Star Wars Land for his 50th “They do their customer service right.” Clean, everyone had a smile, everything was convenient. Think about how Disney treats their guest. Agents should do the same for their sphere. 17:45 – B’s favorite part of going to Star Wars Land: building my lightsaber; the experience was “insane” and a theatrical event. Green for my lightsaber. 18:43 – Social media: agents throw too much of their business as their sphere. Make personal posts about your kids, pets, social gatherings. Pepper in real estate events. Your friends care WAY more about your personal stuff than your closings, pended properties, and new listings. You will get more engagement and interest from your personal posts. 19:26 – Look at what your sphere is doing on social media. Respond to their posts with happiness, excitement. 20:00 – Cate: engage with other people. Comment on their posts. They get so much excitement out of it. 20:13 - THAT'S marketing! It does not sound like it though because that is not what you are taught. It is not a generic post card or flyer. You’re doggone right it’s not! People don’t want those traditional marketing things. 20:42 – B trying not to be arrogant: B know about a lot of things and many people in his sphere reach out to him for his expertise. Maybe when they are ready to buy, they think of me. 21:16 – Cate: You don’t just have to be an expert on home things. Food, drink, DIY, modge podge, puzzles. Post about it and show you are an expert. People will connect with you. Cate likes being a resource. 22:00 – Do all of that! Do that kind of marketing! Your sphere will sing your praises and send you referrals like crazy. Do not look at endless phone lists and phone calls. The traditional marketing does not work! Stop wasting your time by doing what every other agent out there is doing. Stop being white noise. Do that and you will have a great business! 22:40 – Cate: you will create raving fans by giving them what they need, not by selling to them. 22:50 – B’s weekly quote: “Seeds need nurturing, care and time to grow, but grow they will and will produce fruit for a long time.” Agents, plant those seeds now, nurture them and we guarantee you will see a harvest like never before. 23:50 – Closing out the episode: love your sphere. It is a long-term plan, but is a plan that will last and ensure you to have a great business. 24:30 – Take care and make your day legendary!    SHOW LINKS  Lego Star Wars – https://www.lego.com/en-us/themes/star-wars Jackson 5, “ABC” – https://www.youtube.com/watch?v=ho7796-au8U Disney Star Wars Land – https://disneyparks.disney.go.com/star-wars-galaxys-edge/ Build Your Own Lightsaber –  https://disneyland.disney.go.com/shops/disneyland/savis-workshop-handbuilt-lightsabers/ Outback – https://www.outback.com/ Modge Podge -  https://www.google.com/search?q=define+modge+podge&amp;rlz=1C1CHBD_enUS831US831&amp;oq=define+modge+p&amp;aqs=chrome.0.0j69i57j0.3414j1j4&amp;sourceid=chrome&amp;ie=UTF-8    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 022 - Marketing As Easy As ABC Agents, stop making marketing so difficult! Stop doing things you hate and don’t want to do to acquire clients. Your clients can sense that sentiment right away. Both you and your sphere will get worn out. Stop wasting countless hours on traditional “marketing” processes that are either outdated or overplayed. Work smarter--not harder--with your sphere and they'll send business like you won’t believe! Follow along with us on this episode to truly become a legendary agent and create raving fans! SHOW NOTES <ul> <li>01:40 – Marketing as easy as ABC</li> <li>02:20 – This episode is all about how to more effective “market” to your clients to achieve greater success.</li> <li>02:45 – Getting our sea legs back with our segments; Song of the week: Jackson 5, “ABC”, recorded in the same month as the birth of B: greatness is born? No coincidence there!</li> <li>04:58 – There are a lot of things that agents do in marketing that are likely not very effective, because all agents do it and it becomes white noise, vanilla.</li> <li>05:25 – Agents are commonly taught there is one path to marketing: break marketing over the heads of your clients until you beat them into submission. WRONG!</li> <li>05:55 – Recurring theme: work harder, work more hours, spend more time calling clients and begging for business. Not a good way to run a business. Wrong mindset, as people and the industry has changed.</li> <li>06:20 – Cate: “Networking” is the old school method, instead use “Nurturing” relationships.</li> <li>06:45 – Think about the last time you bought something…did you enjoy being sold? Did you enjoy the sales pitch? Pushed into it? Sometimes things agents do come off that way, even if it is unintentional.</li> <li>07:35 – Cate: agents are taught to sell and sell ourselves. Change your mind. We are here to “educate” our clients. “Educate” them about you so it does not come off as a sales pitch.</li> <li>08:05 – Think outside of the box. Do what other agents are not doing. We are looking for a long-lasting business.</li> <li>08:25 – It is so much easier to have a great business when we act natural and be ourselves…not a salesperson. Relax!</li> <li>09:15 – Be someone that people love, and they will become raving fans and send you business like crazy!</li> <li>09:45 – Friend of the show, Terry Waggoner, said, “People want a friend, not a Realtor.”</li> <li>10:05 – What does a friend do? Educate yourself on what your friend needs. Ask questions and listen.</li> <li>10:26 – Christian: people are more likely to engage in a search for what they want, not a search for you. Problem they are trying to solve is their needs:  schools, stores, etc. not what agent they want to work with.</li> <li>10:55 – First thought is about their needs; Second thought might be what agent they want to use. The pesky agent (fly) might be too annoying and will be shooed away.</li> <li>11:30 – “Marketing” is so easy: be natural, personal contact: lunch, dinner, a drink, hanging out at a pool.</li> <li>11:55 – Cate: how she got going, “Me time”. Going to lunches with friends and have play dates with her kids and her friends kids. “Networking” in a way by sitting around, chatting about whatever (you know how ladies can drone on! (that was B)) and getting to know your friends better. The intent is not to get business from them, but to connect and the business comes later.</li> <li>13:35 – Just hanging out with her “Man-hater, woman club.”</li> <li>14:05 – Making calls just to see how your clients are doing. People like talking about themselves. Ask about family, job, funs things you have done, vacations, and good places to eat. Let them vent.</li> <li>14:50 – Joy in our office reached out to elderly parishioners from her church to see if they were okay and if they needed anything. She planted the seeds that she was willing to help.</li> <li>15:15 – Handwritten notes with a genuine message. Do not add the P.S. asking for business. Keep the note about them. No business card or anything else.</li> <li>15:45 – Cate: Stalk your friends (in a non-creepy way) on social media and see what they have been up and send a note about what they did. Make it personal.</li> <li>16:10 – Show your clients you love them, and they will love you back.</li> <li>16:25 – Cate’s Side Note Tangent: B loves Star Wars; Star Wars Land for his 50th “They do their customer service right.” Clean, everyone had a smile, everything was convenient. Think about how Disney treats their guest. Agents should do the same for their sphere.</li> <li>17:45 – B’s favorite part of going to Star Wars Land: building my lightsaber; the experience was “insane” and a theatrical event. Green for my lightsaber.</li> <li>18:43 – Social media: agents throw too much of their business as their sphere. Make personal posts about your kids, pets, social gatherings. Pepper in real estate events. Your friends care WAY more about your personal stuff than your closings, pended properties, and new listings. You will get more engagement and interest from your personal posts.</li> <li>19:26 – Look at what your sphere is doing on social media. Respond to their posts with happiness, excitement.</li> <li>20:00 – Cate: engage with other people. Comment on their posts. They get so much excitement out of it.</li> <li>20:13 - THAT'S marketing! It does not sound like it though because that is not what you are taught. It is not a generic post card or flyer. You’re doggone right it’s not! People don’t want those traditional marketing things.</li> <li>20:42 – B trying not to be arrogant: B know about a lot of things and many people in his sphere reach out to him for his expertise. Maybe when they are ready to buy, they think of me.</li> <li>21:16 – Cate: You don’t just have to be an expert on home things. Food, drink, DIY, modge podge, puzzles. Post about it and show you are an expert. People will connect with you. Cate likes being a resource.</li> <li>22:00 – Do all of that! Do that kind of marketing! Your sphere will sing your praises and send you referrals like crazy. Do not look at endless phone lists and phone calls. The traditional marketing does not work! Stop wasting your time by doing what every other agent out there is doing. Stop being white noise. Do that and you will have a great business!</li> <li>22:40 – Cate: you will create raving fans by giving them what they need, not by selling to them.</li> <li>22:50 – B’s weekly quote: “Seeds need nurturing, care and time to grow, but grow they will and will produce fruit for a long time.” Agents, plant those seeds now, nurture them and we guarantee you will see a harvest like never before.</li> <li>23:50 – Closing out the episode: love your sphere. It is a long-term plan, but is a plan that will last and ensure you to have a great business.</li> <li>24:30 – Take care and make your day legendary!</li> </ul> SHOW LINKS <ul> <li>Lego Star Wars – <a href="https://www.lego.com/en-us/themes/star-wars" rel="nofollow" target="_blank">https://www.lego.com/en-us/themes/star-wars</a></li> <li>Jackson 5, “ABC” – <a href="https://www.youtube.com/watch?v=ho7796-au8U" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=ho7796-au8U</a></li> <li>Disney Star Wars Land – <a href="https://disneyparks.disney.go.com/star-wars-galaxys-edge/" rel="nofollow" target="_blank">https://disneyparks.disney.go.com/star-wars-galaxys-edge/</a></li> <li>Build Your Own Lightsaber – <a href="https://disneyland.disney.go.com/shops/disneyland/savis-workshop-handbuilt-lightsabers/" rel="nofollow" target="_blank"> https://disneyland.disney.go.com/shops/disneyland/savis-workshop-handbuilt-lightsabers/</a></li> <li>Outback – <a href="https://www.outback.com/" rel="nofollow" target="_blank">https://www.outback.com/</a></li> <li>Modge Podge - <a href="https://www.google.com/search?q=define+modge+podge&amp;rlz=1C1CHBD_enUS831US831&amp;oq=define+modge+p&amp;aqs=chrome.0.0j69i57j0.3414j1j4&amp;sourceid=chrome&amp;ie=UTF-8" rel="nofollow" target="_blank"> https://www.google.com/search?q=define+modge+podge&amp;rlz=1C1CHBD_enUS831US831&amp;oq=define+modge+p&amp;aqs=chrome.0.0j69i57j0.3414j1j4&amp;sourceid=chrome&amp;ie=UTF-8</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 022 - Marketing As Easy As ABC

Episode 021 - It's Not About You RELOADED Agents, stop thinking about yourself! Even if you don’t think you're doing it, you are! We help you figure out how to take a “client-first” perspective in all areas of your business so your clients love what you do for them, become raving fans and help your business explode.   SHOW NOTES  01:10 – You have a client…shocker! You are hired for your knowledge, wisdom, ability and expertise. 01:20 – “Home” vs. “House” 02:15 – Change your verbiage. Don’t use “transaction” or “property”. Use “process” 03:15 – Sterile, mechanical process 03:45 – Doctor/Patient analogy, Cate: “specimen” 04:20 – Shifting your mentality, client-first mentality. You project what you focus on. Client will also sense your inspiration or desperation. 05:35 – Agents are in the service industry, not the sales industry. 06:45 – Clients might have to give up something, “price, location or home details” 07:15 – 4 C’s: Clients, Co-Agents, Company, Commission…in THAT order! 08:20 – Co-Agents are NOT your competition. Share your knowledge. They will help you get ahead. 09:20 – Every agent is different. Maybe this client doesn’t mesh with you or you don’t know the property type. 10:25 – Sharing the wins. Cheering each other on. 11:25 – Make the real estate industry great and the bad people get weeded out. 11:50 – Company is ahead of you. Respect for your company. 13:10 – Everything you do or say has a consequence to not only you but also others in your company. 13:55 – Get out if you don’t like the company you work for. 14:45 – Commission is last. Do the other three C’s and your commission will get there. 15:20 – Pay yourself a salary to avoid the stress of commissions. 16:35 – Legal side of being an agent, called Agency. Brian: “Agency means something.” 17:30 – Doctor analogy 18:30 – Use referrals more often, and/or partner with another agent to help clients. 19:00 – Survey: Most Trusted Professions; Real estate agents’ rank at the bottom. 19:40 – Limited/Dual Agency soapbox 21:25 – Brian asks for agents to fight him on limited/dual agency 22:20 – Even if you handled it perfectly, what does your client think? They question the agent motivation and future business and referrals. 22:55 – “Me-Me” deals SUCK! 23:15 – What does it take to be a legendary agent? Step 1: get your client; Step 2: treat client like a king/queen; you become legendary. 24:35 – Warm referrals. Warm leads. 25:10 – Cate’s “side note, tangent”. Family and friends can be your worst client, but want the above and beyond. May be harder to please. Be professional so they view you as the professional. Very easy to get lazy and relaxed with them. 27:35 – Be careful about complaining about other clients around your family. Vent to accountability partners. 28:00 – Think about your client. Have a passion toward that! Create raving fans!    SHOW LINKS  https://www.dictionary.com/browse/specimen https://www.urbandictionary.com/define.php?term=Soap%20Box https://www.youtube.com/watch?v=HxUuDPNbkJk    BETWEEN THE LINES LINKS Email briancleebtl@gmail.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 021 - It's Not About You RELOADED Agents, stop thinking about yourself! Even if you don’t think you're doing it, you are! We help you figure out how to take a “client-first” perspective in all areas of your business so your clients love what you do for them, become raving fans and help your business explode. SHOW NOTES <ul> <li>01:10 – You have a client…shocker! You are hired for your knowledge, wisdom, ability and expertise.</li> <li>01:20 – “Home” vs. “House”</li> <li>02:15 – Change your verbiage. Don’t use “transaction” or “property”. Use “process”</li> <li>03:15 – Sterile, mechanical process</li> <li>03:45 – Doctor/Patient analogy, Cate: “specimen”</li> <li>04:20 – Shifting your mentality, client-first mentality. You project what you focus on. Client will also sense your inspiration or desperation.</li> <li>05:35 – Agents are in the service industry, not the sales industry.</li> <li>06:45 – Clients might have to give up something, “price, location or home details”</li> <li>07:15 – 4 C’s: Clients, Co-Agents, Company, Commission…in THAT order!</li> <li>08:20 – Co-Agents are NOT your competition. Share your knowledge. They will help you get ahead.</li> <li>09:20 – Every agent is different. Maybe this client doesn’t mesh with you or you don’t know the property type.</li> <li>10:25 – Sharing the wins. Cheering each other on.</li> <li>11:25 – Make the real estate industry great and the bad people get weeded out.</li> <li>11:50 – Company is ahead of you. Respect for your company.</li> <li>13:10 – Everything you do or say has a consequence to not only you but also others in your company.</li> <li>13:55 – Get out if you don’t like the company you work for.</li> <li>14:45 – Commission is last. Do the other three C’s and your commission will get there.</li> <li>15:20 – Pay yourself a salary to avoid the stress of commissions.</li> <li>16:35 – Legal side of being an agent, called Agency. Brian: “Agency means something.”</li> <li>17:30 – Doctor analogy</li> <li>18:30 – Use referrals more often, and/or partner with another agent to help clients.</li> <li>19:00 – Survey: Most Trusted Professions; Real estate agents’ rank at the bottom.</li> <li>19:40 – Limited/Dual Agency soapbox</li> <li>21:25 – Brian asks for agents to fight him on limited/dual agency</li> <li>22:20 – Even if you handled it perfectly, what does your client think? They question the agent motivation and future business and referrals.</li> <li>22:55 – “Me-Me” deals SUCK!</li> <li>23:15 – What does it take to be a legendary agent? Step 1: get your client; Step 2: treat client like a king/queen; you become legendary.</li> <li>24:35 – Warm referrals. Warm leads.</li> <li>25:10 – Cate’s “side note, tangent”. Family and friends can be your worst client, but want the above and beyond. May be harder to please. Be professional so they view you as the professional. Very easy to get lazy and relaxed with them.</li> <li>27:35 – Be careful about complaining about other clients around your family. Vent to accountability partners.</li> <li>28:00 – Think about your client. Have a passion toward that! Create raving fans!</li> </ul> SHOW LINKS <ul> <li><a href="https://www.dictionary.com/browse/specimen" rel="nofollow" target="_blank">https://www.dictionary.com/browse/specimen</a></li> <li><a href="https://www.urbandictionary.com/define.php?term=Soap%20Box" rel="nofollow" target="_blank">https://www.urbandictionary.com/define.php?term=Soap%20Box</a></li> <li><a href="https://www.youtube.com/watch?v=HxUuDPNbkJk" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=HxUuDPNbkJk</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:mailto:briancleebtl@gmail.com">briancleebtl@gmail.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 021 - It's Not About You RELOADED

Episode 020 - Want to Make More Money? Want to make more money? (If not -and- you're independently wealthy -and- want to donate money to your favorite podcaster in the world, then please send me a message!) For everyone else, a little extra income makes a big difference. There are many ways to make more money, but one frequently overlooked is maximizing tax deductions to keep more money that you already earned. Give yourself a raise by using the tax benefits you already have. "Pay what you owe, but not one penny more," as B likes to say!   SHOW NOTES  01:00 – Are you thinking through your finances, your budgets, your income to keep more of your commissions? 01:30 – Song of the week: The Who, “Did You Steal My Money”; Are you letting the IRS take your money by not taking advantage of the deductions you are entitled to use? Pay every dime you owe, but not a penny more. 05:25 – Is your plan to make more money based solely on selling more homes? There are other ways to make money without selling more homes. Do what smart agents do and set your business up for success. Are you doing things that increase your costs of doing business? STOP! 06:15 - $750 expense and have to earn a $1,000 gross income to net $750 to pay the expense, OR you can earn a $750 gross income to pay that $750 expense? Which sounds better? 07:20 – Being smart gives you flexibility. Earn $1,000 and give yourself a $250 raise OR work less to earn what you need. Be intentional. 09:45 – Disclaimer, I AM NEITHER AN ACCOUNTANT OR ATTORNEY! Get with your financial and legal pros to learn how this applies to you. 10:20 – Do you have a budget? Stop living "paycheck-to-paycheck". 11:15 – Set up your income as a salary. Don’t pay yourself more or less based on busy or slow months. Help your budget and keep your expenses on track. 12:20 – Budgets are flexible. Pay yourself a bonus if you’ve done well in a particular month. 13:00 – Set up your business structure. LLC &amp; S-Corps are legal structures and need to be created by a professional. Don’t create an LLC without an operating agreement or articles of incorporation. 13:45 – Check with your insurance carriers to verify that your company is covered. Does your auto insurance fully cover you if you work out of your home? Does your homeowner’s policy cover your business and equipment (ex. computers, copiers, etc.) inside your home? 14:55 – Consider buying an umbrella insurance policy. 15:40 – Cate’s Side Note/Tangent: Cutting your own hair and B’s "man bun". 18:35 – Setting up your business structure. (LLC and S-Corp). Both have pros and cons. 19:10 – LLC is a legal shield that is not recognized by the IRS. You must tell the IRS how you want that LLC taxed: sole-proprietor, partnership or S-Corp. 19:50 – LLC needs a legal document to define and create the legal shield for you. It's called an operating agreement that an attorney can create. Or you can use online resources, such as Legalzoom.com. 21:00 – LLC can be taxed and have the benefits of an S-Corp. An S-Corp may have more legal benefits than an LLC. Both can have the same tax benefits. 21:55 – Watch for the breakout video related to this episode about saving 7.65%, or more, on taxes by setting up an S-Corp. 23:00 – Regarding tax deductions, get with your accountant on what you can do. Legal entities have more flexibility with deductions. Don’t get classified by the IRS as a "hobbyist". 24:00 – IMPORTANT NOTE FOR AGENTS: If you work for someone else (managing broker, company) and they cut you a commission check, that commission check must be paid to your business entity and EIN if you want the deductions. DO NOT collect a commission check in your name and social security number and then deposit the commission income into your business account. Make sure the 1099 shows your business and EIN. 24:45 – Qualified Business Income (QBI), ask your accountant how this might apply to you and your business. 25:00 – Is there anything you can do to reduce your taxes even more? Yes! Consider some type of retirement account such a ROTH, SIMPLE or Traditional IRA, SEP, 401k, etc. 25:50 – Health Savings Accounts (HSA) and 529 accounts (if applicable in your state). 26:35 – This can get complicated. DON’T let your fear keep you from saving money. You are losing money by setting up a business carelessly. If you can’t do it, hire someone. The cost to create the proper entities will MORE than pay for itself in the long run. 27:10 – Get with a CPA! Not H&amp;R Block, Liberty Tax, or TurboTax. Quick tax file services have a purpose, but agents need a CPA. Well worth every penny! 27:45 – Cate: Stop living paycheck-to-paycheck. Create a tax plan. Prepare for your future. We’ve all been there. Take it step-by-step. Take one day to work through all of it. 28:10 – B’s weekly quote: “You must gain control of your money, or the lack of it will control you.” - Dave Ramsey  SHOW LINKS  The Who, “Did you Steal My Money” video: https://www.youtube.com/watch?v=VuUUSMNAu30 IRS website: https://www.irs.gov/ Umbrella insurance policy defined:  https://www.investopedia.com/articles/personal-finance/040115/how-umbrella-insurance-works.asp Great Clips: https://www.greatclips.com/ Create an LLC Operating Agreement:  https://www.legalzoom.com/business/business-formation/llc-overview.html Indiana College Choice Direct (529) Plan: https://www.collegechoicedirect.com/home.html Dave Ramsey:  https://www.daveramsey.com/blog/how-to-take-control-of-your-money  BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 020 - Want to Make More Money? Want to make more money? (If not -and- you're independently wealthy -and- want to donate money to your favorite podcaster in the world, then please send me a message!) For everyone else, a little extra income makes a big difference. There are many ways to make more money, but one frequently overlooked is maximizing tax deductions to keep more money that you already earned. Give yourself a raise by using the tax benefits you already have. "Pay what you owe, but not one penny more," as B likes to say! SHOW NOTES <ul> <li>01:00 – Are you thinking through your finances, your budgets, your income to keep more of your commissions?</li> <li>01:30 – Song of the week: The Who, “Did You Steal My Money”; Are you letting the IRS take your money by not taking advantage of the deductions you are entitled to use? Pay every dime you owe, but not a penny more.</li> <li>05:25 – Is your plan to make more money based solely on selling more homes? There are other ways to make money without selling more homes. Do what smart agents do and set your business up for success. Are you doing things that increase your costs of doing business? STOP!</li> <li>06:15 - $750 expense and have to earn a $1,000 gross income to net $750 to pay the expense, OR you can earn a $750 gross income to pay that $750 expense? Which sounds better?</li> <li>07:20 – Being smart gives you flexibility. Earn $1,000 and give yourself a $250 raise OR work less to earn what you need. Be intentional.</li> <li>09:45 – Disclaimer, I AM NEITHER AN ACCOUNTANT OR ATTORNEY! Get with your financial and legal pros to learn how this applies to you.</li> <li>10:20 – Do you have a budget? Stop living "paycheck-to-paycheck".</li> <li>11:15 – Set up your income as a salary. Don’t pay yourself more or less based on busy or slow months. Help your budget and keep your expenses on track.</li> <li>12:20 – Budgets are flexible. Pay yourself a bonus if you’ve done well in a particular month.</li> <li>13:00 – Set up your business structure. LLC &amp; S-Corps are legal structures and need to be created by a professional. Don’t create an LLC without an operating agreement or articles of incorporation.</li> <li>13:45 – Check with your insurance carriers to verify that your company is covered. Does your auto insurance fully cover you if you work out of your home? Does your homeowner’s policy cover your business and equipment (ex. computers, copiers, etc.) inside your home?</li> <li>14:55 – Consider buying an umbrella insurance policy.</li> <li>15:40 – Cate’s Side Note/Tangent: Cutting your own hair and B’s "man bun".</li> <li>18:35 – Setting up your business structure. (LLC and S-Corp). Both have pros and cons.</li> <li>19:10 – LLC is a legal shield that is not recognized by the IRS. You must tell the IRS how you want that LLC taxed: sole-proprietor, partnership or S-Corp.</li> <li>19:50 – LLC needs a legal document to define and create the legal shield for you. It's called an operating agreement that an attorney can create. Or you can use online resources, such as <a href="http://Legalzoom.com" rel="nofollow" target="_blank">Legalzoom.com</a>.</li> <li>21:00 – LLC can be taxed and have the benefits of an S-Corp. An S-Corp may have more legal benefits than an LLC. Both can have the same tax benefits.</li> <li>21:55 – Watch for the breakout video related to this episode about saving 7.65%, or more, on taxes by setting up an S-Corp.</li> <li>23:00 – Regarding tax deductions, get with your accountant on what you can do. Legal entities have more flexibility with deductions. Don’t get classified by the IRS as a "hobbyist".</li> <li>24:00 – IMPORTANT NOTE FOR AGENTS: If you work for someone else (managing broker, company) and they cut you a commission check, that commission check must be paid to your business entity and EIN if you want the deductions. DO NOT collect a commission check in your name and social security number and then deposit the commission income into your business account. Make sure the 1099 shows your business and EIN.</li> <li>24:45 – Qualified Business Income (QBI), ask your accountant how this might apply to you and your business.</li> <li>25:00 – Is there anything you can do to reduce your taxes even more? Yes! Consider some type of retirement account such a ROTH, SIMPLE or Traditional IRA, SEP, 401k, etc.</li> <li>25:50 – Health Savings Accounts (HSA) and 529 accounts (if applicable in your state).</li> <li>26:35 – This can get complicated. DON’T let your fear keep you from saving money. You are losing money by setting up a business carelessly. If you can’t do it, hire someone. The cost to create the proper entities will MORE than pay for itself in the long run.</li> <li>27:10 – Get with a CPA! Not H&amp;R Block, Liberty Tax, or TurboTax. Quick tax file services have a purpose, but agents need a CPA. Well worth every penny!</li> <li>27:45 – Cate: Stop living paycheck-to-paycheck. Create a tax plan. Prepare for your future. We’ve all been there. Take it step-by-step. Take one day to work through all of it.</li> <li>28:10 – B’s weekly quote: “You must gain control of your money, or the lack of it will control you.” - Dave Ramsey</li> </ul> SHOW LINKS <ul> <li>The Who, “Did you Steal My Money” video: <a href="https://www.youtube.com/watch?v=VuUUSMNAu30" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=VuUUSMNAu30</a></li> <li>IRS website: <a href="https://www.irs.gov/" rel="nofollow" target="_blank">https://www.irs.gov/</a></li> <li>Umbrella insurance policy defined: <a href="https://www.investopedia.com/articles/personal-finance/040115/how-umbrella-insurance-works.asp" rel="nofollow" target="_blank"> https://www.investopedia.com/articles/personal-finance/040115/how-umbrella-insurance-works.asp</a></li> <li>Great Clips: <a href="https://www.greatclips.com/" rel="nofollow" target="_blank">https://www.greatclips.com/</a></li> <li>Create an LLC Operating Agreement: <a href="https://www.legalzoom.com/business/business-formation/llc-overview.html" rel="nofollow" target="_blank"> https://www.legalzoom.com/business/business-formation/llc-overview.html</a></li> <li>Indiana College Choice Direct (529) Plan: <a href="https://www.collegechoicedirect.com/home.html" rel="nofollow" target="_blank">https://www.collegechoicedirect.com/home.html</a></li> <li>Dave Ramsey: <a href="https://www.daveramsey.com/blog/how-to-take-control-of-your-money" rel="nofollow" target="_blank"> https://www.daveramsey.com/blog/how-to-take-control-of-your-money</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 020 - Want to Make More Money?

Episode 019 - Locked In - Interview with Jenny Laughner, Agent LOCKED IN – Want to wallow in the real estate pool of misery during the quarantine? If you do, go somewhere else, because we've invited Jenny Laughner—a South Side Indy real estate agent—to talk about what she's seeing in her transactions. Jenny's effervescent personality brings a little levity to this sometimes discouraging set of circumstances. She talks about things many agents are dealing with right now--and--she's still able to make us laugh! Non-huggers...beware!   SHOW NOTES  02:35 – Welcome Jenny Laughner! Real estate professional and one of Cate’s ninja agent ladies. 03:30 – Tell us about yourself. 18th year in real estate. Seen everything over 18 years and this “takes the cake”. Balancing being a mom, e-learning and real estate is crazy. “If real estate doesn’t work out, teaching is NOT an option.” 04:55 – What do you do when you are not working? Super social and entertain on their house a lot. Hang out at home. 05:36 – Zoom meetings for family events now. 05:55 – What is one thing you have missed the most? “Hugging” Closings and client interaction. 07:15 – Christian: How long is too long for a hug? 4 seconds? When they start pushing away? 07:55 – So many people are missing that personal connection, being in front of someone instead of a screen. 08:20 – What are you seeing right now with buyers and sellers? South side agent. 09:20 – Things are coming in waves. Slow one day and then get multiple calls in one day. 10:03 – Also, having a lot of phone conversations. Typically, she does not have that many. 10:34 – Long conversations are happening because they are lonely? People typically do not have a ton of time but do now. They want to take the time to understand the entire process. 11:30 – People got into the hustle and bustle of daily routines, “go, go, go” uninhibited and quarantine has forced us to slow down. Maybe we needed that reset. All of this is a big positive and get back to basics. 12:10 – Buyers under $200k, they are not feeling immense pressure to get out immediately to a home that was just listed. 12:30 – Cate: Buyers, less intense feeling to move quickly? Yes! Sellers want more notice. Sanitize. More of a process. 13:06 – Cate: Sellers taking their home off the market? Had a few and even a few that “really surprised me.” Two sides of a coin: Best captive audience to get your home sold right now. Buyers are on home sites looking more at homes. Other side of the coin: possibly bringing the virus into seller’s home. 14:34 – Christian: Virtual showings? Yes, but no one has bought a house with only a virtual showing. They will start off with a virtual showing, like the home enough to see it live, and then schedule an appointment to physically view the home. 15:22 – When we are out of this quarantine, what we will adapt to? Definitely think it will change beyond the quarantine. Sanitize everything and every time. Seller’s will be more conscientious about cleaning. Think once quarantine eases, business will be extremely busy. 17:50 – Do you have any positive story out of this? Hard to think of a positive situation recently. Credit score issues, furloughed employees have been a challenge. Single mom looking for a while and being careful what she wants to invest in and was able to get her a home. 19:35 – Cate: the number of buyers under $200k have decreased so it has opened the door for some buyers. Essential employees can reap the opportunity right now. Many people that are buying under $200k are hourly or salaried and have lost jobs, income and/or hours. 20:16 – How to reach Jenny: (317) 339-6972 21:00 – We are in this as a community. Agents like Jenny show hope. 21:23 – WASH YOUR HANDS!    SHOW LINKS  Jenny Laughner –  https://www.remax.com/real-estate-agents/jenny-laughner-greenwood-in/100067116 Jenny's Contact Number: (317) 339-6972 What is a Ninja? - https://en.wikipedia.org/wiki/Ninja How long is too long for a hug? –  https://www.sciencemag.org/news/2011/01/hugs-follow-3-second-rule How to create a virtual showing. - https://www.youtube.com/watch?v=NjLrhF5qo4M    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 019 - Locked In - Interview with Jenny Laughner, Agent LOCKED IN – Want to wallow in the real estate pool of misery during the quarantine? If you do, go somewhere else, because we've invited Jenny Laughner—a South Side Indy real estate agent—to talk about what she's seeing in her transactions. Jenny's effervescent personality brings a little levity to this sometimes discouraging set of circumstances. She talks about things many agents are dealing with right now--and--she's still able to make us laugh! Non-huggers...beware! SHOW NOTES <ul> <li>02:35 – Welcome Jenny Laughner! Real estate professional and one of Cate’s ninja agent ladies.</li> <li>03:30 – Tell us about yourself. 18th year in real estate. Seen everything over 18 years and this “takes the cake”. Balancing being a mom, e-learning and real estate is crazy. “If real estate doesn’t work out, teaching is NOT an option.”</li> <li>04:55 – What do you do when you are not working? Super social and entertain on their house a lot. Hang out at home.</li> <li>05:36 – Zoom meetings for family events now.</li> <li>05:55 – What is one thing you have missed the most? “Hugging” Closings and client interaction.</li> <li>07:15 – Christian: How long is too long for a hug? 4 seconds? When they start pushing away?</li> <li>07:55 – So many people are missing that personal connection, being in front of someone instead of a screen.</li> <li>08:20 – What are you seeing right now with buyers and sellers? South side agent.</li> <li>09:20 – Things are coming in waves. Slow one day and then get multiple calls in one day.</li> <li>10:03 – Also, having a lot of phone conversations. Typically, she does not have that many.</li> <li>10:34 – Long conversations are happening because they are lonely? People typically do not have a ton of time but do now. They want to take the time to understand the entire process.</li> <li>11:30 – People got into the hustle and bustle of daily routines, “go, go, go” uninhibited and quarantine has forced us to slow down. Maybe we needed that reset. All of this is a big positive and get back to basics.</li> <li>12:10 – Buyers under $200k, they are not feeling immense pressure to get out immediately to a home that was just listed.</li> <li>12:30 – Cate: Buyers, less intense feeling to move quickly? Yes! Sellers want more notice. Sanitize. More of a process.</li> <li>13:06 – Cate: Sellers taking their home off the market? Had a few and even a few that “really surprised me.” Two sides of a coin: Best captive audience to get your home sold right now. Buyers are on home sites looking more at homes. Other side of the coin: possibly bringing the virus into seller’s home.</li> <li>14:34 – Christian: Virtual showings? Yes, but no one has bought a house with only a virtual showing. They will start off with a virtual showing, like the home enough to see it live, and then schedule an appointment to physically view the home.</li> <li>15:22 – When we are out of this quarantine, what we will adapt to? Definitely think it will change beyond the quarantine. Sanitize everything and every time. Seller’s will be more conscientious about cleaning. Think once quarantine eases, business will be extremely busy.</li> <li>17:50 – Do you have any positive story out of this? Hard to think of a positive situation recently. Credit score issues, furloughed employees have been a challenge. Single mom looking for a while and being careful what she wants to invest in and was able to get her a home.</li> <li>19:35 – Cate: the number of buyers under $200k have decreased so it has opened the door for some buyers. Essential employees can reap the opportunity right now. Many people that are buying under $200k are hourly or salaried and have lost jobs, income and/or hours.</li> <li>20:16 – How to reach Jenny: (317) 339-6972</li> <li>21:00 – We are in this as a community. Agents like Jenny show hope.</li> <li>21:23 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>Jenny Laughner – <a href="https://www.remax.com/real-estate-agents/jenny-laughner-greenwood-in/100067116" rel="nofollow" target="_blank"> https://www.remax.com/real-estate-agents/jenny-laughner-greenwood-in/100067116</a></li> <li>Jenny's Contact Number: (317) 339-6972</li> <li>What is a Ninja? - <a href="https://en.wikipedia.org/wiki/Ninja" rel="nofollow" target="_blank">https://en.wikipedia.org/wiki/Ninja</a></li> <li>How long is too long for a hug? – <a href="https://www.sciencemag.org/news/2011/01/hugs-follow-3-second-rule" rel="nofollow" target="_blank"> https://www.sciencemag.org/news/2011/01/hugs-follow-3-second-rule</a></li> <li>How to create a virtual showing. - <a href="https://www.youtube.com/watch?v=NjLrhF5qo4M" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=NjLrhF5qo4M</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 019 - Locked In - Interview with Jenny Laughner, Agent

Episode 018 - Locked In - Interview with Tonya Ott, Title Expert LOCKED IN – Tired of being told what to do during the quarantine? Sick of news about the ever-changing real estate transaction landscape? We certainly are! So we invited Tonya Ott--a title expert and trainer with Chicago Title--to talk about what's happening behind the scenes in the title world. Hunker down, because what she is seeing is CRAZY! Enter at your own risk!   SHOW NOTES  02:50 – Welcome to the awesome, the amazing, the stupendous Tonya Ott with Chicago Title Indiana. Celebrity in the real estate world. “If you don’t know Tonya, you are probably nobody.” 03:25 – About Tonya: started in 1992 with Chicago Title. The last few weeks have been the most “interesting”. Adjust, pivot, keeping balls in the air throughout something that we have not experienced before. “Sprinkle in COVID-19” and this has been crazy. 05:00 – What have you missed while in quarantine? Being a people person, I miss the “belly to belly” interaction. (PG rating, this is a family friendly show.) See people in person and interact with them. Building relationships and rapport is best done person-to-person. Things get lost in text and email. Zoom has been okay 06:24 – Tonya has put out some great YouTube training videos recently about recording concerns and e-notary changes. With all these changes, what are you seeing behind the scenes? Concerns over employees and exposure. Title cannot happen virtually. It has been difficult to handle the same number of closings with the constraints and mindfulness of safety for everyone. Scheduling and having staff is a challenge. 09:35 – Closing is the grand finale of everything everyone has worked toward. In the past closings have been an experience, but now they are a little bit sad as that same feel cannot happen. Not as much fun as we would like it to be. Memorable for different reasons. 10:22 – Patience is required and sometimes agents do not have that. Title and mortgage professionals seem to have a target on their back. What does that look like for you in balancing state and federal requirements and keeping everyone happy? Basically saying, “Agents, shut up!”. Pre-COVID the buck stops with the title. There has always been pressure to get it done. Expectation that things are supposed to move as they always have. People are grappling for some sense of normalcy. 12:35 – Legitimate fear that if the transaction does not close, someone could lose their job and the transaction cannot ever take place or buy the home. That type of concern is motivating the pressure. 13:05 – As Indiana executive orders were released, phones blew up with a number of people pushing to move up their closings. First quarter has been “phenomenal”. Managing pressure and expectations have been hard. 14:10 – We are in a repeat and referral business. Diffusing situations has been more common. We are on your side and working toward your objective. 14:35 – Christian question: Governmental workers and processes have slowed down. Can things be done electronically? Two different points: on title search, some counties are closed or skeleton staff. Some require a scheduled appointment. Indianapolis and surrounding counties have electronic records and they have access to information. Some information is not available online such as court cases, judgements, divorces and requires research in person. 16:10 – Back end, e-recordings are done by all counties. Title companies are handing those recordings, but the county offices must process those requests and they are needing some additional time. Title companies do not have any control. 16:42 – Cate: Have your closers talked about their experiences with consumers with closings in the parking lots? In large part, everyone is okay. There are a few issues, but people are people. Managing expectations is huge and should be set. Knowing what you are walking in to is helpful. Communication is key. 17:45 – Closing where people bring in their 4 teenage kids, mother-in-law, and their dog. Wow! 18:20 – Other end of the spectrum with people cracking their windows while wearing masks and gloves and tube socks. Call on cell phone and talk them through it. 19:04 – Windy and soggy days with curbside closings are not fun. We are committed to get it done. 19:15 – Will this change your practices going forward? Set up closings like a Sonic drive-thru restaurant with a menu board and closers wearing roller skates. Tonya can “rock some roller skates!” 20:12 – The quarantine has forced us to consider other alternatives that would not have before. What makes sense moving forward. We learn a lesson with every trial we go through. 21:20 – Tonya, you are amazing! We enjoy talking to you. Thank you to all title companies and closers! You have rolled with it and gone to work. Without you, we would not have closing. 22:10 – How can people reach you? Email: ott@ctt.com Cell phone: (317) 684-3939. 22:45 – Thanks to professionals like Tonya, we will get through this together. 23:22 – WASH YOUR HANDS!    SHOW LINKS  Tonya Ott – https://www.chicagotitleindy.com/People/TOtt.htm Tonya Contact Info: Email:  ott@ctt.com Cell phone: (317) 684-3939 Chicago Title Indiana – https://www.chicagotitleindy.com/ Welcome to The Twilight Zone – https://www.youtube.com/watch?v=NzlG28B-R8Y Zoom – https://zoom.us/ Tonya’s Training Video, e-Notary – https://www.youtube.com/watch?v=ygUywrrt-Cg&amp;feature=youtu.be Tonya’s Training Video, County Recordings – https://www.youtube.com/watch?v=TbJKW9y5gcI Sonic Drive Through - https://www.sonicdrivein.com/    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 018 - Locked In - Interview with Tonya Ott, Title Expert LOCKED IN – Tired of being told what to do during the quarantine? Sick of news about the ever-changing real estate transaction landscape? We certainly are! So we invited Tonya Ott--a title expert and trainer with Chicago Title--to talk about what's happening behind the scenes in the title world. Hunker down, because what she is seeing is CRAZY! Enter at your own risk! SHOW NOTES <ul> <li>02:50 – Welcome to the awesome, the amazing, the stupendous Tonya Ott with Chicago Title Indiana. Celebrity in the real estate world. “If you don’t know Tonya, you are probably nobody.”</li> <li>03:25 – About Tonya: started in 1992 with Chicago Title. The last few weeks have been the most “interesting”. Adjust, pivot, keeping balls in the air throughout something that we have not experienced before. “Sprinkle in COVID-19” and this has been crazy.</li> <li>05:00 – What have you missed while in quarantine? Being a people person, I miss the “belly to belly” interaction. (PG rating, this is a family friendly show.) See people in person and interact with them. Building relationships and rapport is best done person-to-person. Things get lost in text and email. Zoom has been okay</li> <li>06:24 – Tonya has put out some great YouTube training videos recently about recording concerns and e-notary changes. With all these changes, what are you seeing behind the scenes? Concerns over employees and exposure. Title cannot happen virtually. It has been difficult to handle the same number of closings with the constraints and mindfulness of safety for everyone. Scheduling and having staff is a challenge.</li> <li>09:35 – Closing is the grand finale of everything everyone has worked toward. In the past closings have been an experience, but now they are a little bit sad as that same feel cannot happen. Not as much fun as we would like it to be. Memorable for different reasons.</li> <li>10:22 – Patience is required and sometimes agents do not have that. Title and mortgage professionals seem to have a target on their back. What does that look like for you in balancing state and federal requirements and keeping everyone happy? Basically saying, “Agents, shut up!”. Pre-COVID the buck stops with the title. There has always been pressure to get it done. Expectation that things are supposed to move as they always have. People are grappling for some sense of normalcy.</li> <li>12:35 – Legitimate fear that if the transaction does not close, someone could lose their job and the transaction cannot ever take place or buy the home. That type of concern is motivating the pressure.</li> <li>13:05 – As Indiana executive orders were released, phones blew up with a number of people pushing to move up their closings. First quarter has been “phenomenal”. Managing pressure and expectations have been hard.</li> <li>14:10 – We are in a repeat and referral business. Diffusing situations has been more common. We are on your side and working toward your objective.</li> <li>14:35 – Christian question: Governmental workers and processes have slowed down. Can things be done electronically? Two different points: on title search, some counties are closed or skeleton staff. Some require a scheduled appointment. Indianapolis and surrounding counties have electronic records and they have access to information. Some information is not available online such as court cases, judgements, divorces and requires research in person.</li> <li>16:10 – Back end, e-recordings are done by all counties. Title companies are handing those recordings, but the county offices must process those requests and they are needing some additional time. Title companies do not have any control.</li> <li>16:42 – Cate: Have your closers talked about their experiences with consumers with closings in the parking lots? In large part, everyone is okay. There are a few issues, but people are people. Managing expectations is huge and should be set. Knowing what you are walking in to is helpful. Communication is key.</li> <li>17:45 – Closing where people bring in their 4 teenage kids, mother-in-law, and their dog. Wow!</li> <li>18:20 – Other end of the spectrum with people cracking their windows while wearing masks and gloves and tube socks. Call on cell phone and talk them through it.</li> <li>19:04 – Windy and soggy days with curbside closings are not fun. We are committed to get it done.</li> <li>19:15 – Will this change your practices going forward? Set up closings like a Sonic drive-thru restaurant with a menu board and closers wearing roller skates. Tonya can “rock some roller skates!”</li> <li>20:12 – The quarantine has forced us to consider other alternatives that would not have before. What makes sense moving forward. We learn a lesson with every trial we go through.</li> <li>21:20 – Tonya, you are amazing! We enjoy talking to you. Thank you to all title companies and closers! You have rolled with it and gone to work. Without you, we would not have closing.</li> <li>22:10 – How can people reach you? Email: ott@ctt.com Cell phone: (317) 684-3939.</li> <li>22:45 – Thanks to professionals like Tonya, we will get through this together.</li> <li>23:22 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>Tonya Ott – <a href="https://www.chicagotitleindy.com/People/TOtt.htm" rel="nofollow" target="_blank">https://www.chicagotitleindy.com/People/TOtt.htm</a></li> <li>Tonya Contact Info: Email:  ott@ctt.com Cell phone: (317) 684-3939</li> <li>Chicago Title Indiana – <a href="https://www.chicagotitleindy.com/" rel="nofollow" target="_blank">https://www.chicagotitleindy.com/</a></li> <li>Welcome to The Twilight Zone – <a href="https://www.youtube.com/watch?v=NzlG28B-R8Y" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=NzlG28B-R8Y</a></li> <li>Zoom – <a href="https://zoom.us/" rel="nofollow" target="_blank">https://zoom.us/</a></li> <li>Tonya’s Training Video, e-Notary – <a href="https://www.youtube.com/watch?v=ygUywrrt-Cg&amp;feature=youtu.be" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=ygUywrrt-Cg&amp;feature=youtu.be</a></li> <li>Tonya’s Training Video, County Recordings – <a href="https://www.youtube.com/watch?v=TbJKW9y5gcI" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=TbJKW9y5gcI</a></li> <li>Sonic Drive Through - <a href="https://www.sonicdrivein.com/" rel="nofollow" target="_blank">https://www.sonicdrivein.com/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 018 - Locked In - Interview with Tonya Ott, Title Expert and Trainer

Episode 017 - Locked In - Interview with Kelly Dather, Agent LOCKED IN – Anyone want to talk about mortgage forbearance? NOOOO! We're pretty much done with conversations about what you’re supposed to do during the Coronavirus. We invited Kelly Dather--a real estate agent with Keller Williams from Fishers Indiana--to talk about what he is seeing on the front lines. Kelly talks about how the Coronavirus has affected his business and what he's planning when things settle down.   SHOW NOTES  02:40 – Kelly, normally agents don’t look forward to CE, but CE with Brian was literally the best CE ever. 03:55 – Kelly – got into the real estate business after corporate job took him around the US. Liked everything here and didn’t want to move anymore. Took VP job in Marketing and got relocated but decided to stay. Loved the economics of real estate. 06:05 – What is the one thing you have missed throughout the quarantine? “Made me realize all of the things I have missed.” Freedom, ability to jump in the car and go wherever we want when we want. Hindered ability to talk to people face-to-face. 07:35 – Meeting virtually is nice, but it's getting old. 08:30 – Working as an agent has presented challenges in this quarantine. What are you doing to work through this? Implementation and execution. Do you execute the plan? 09:12 – Colts analogy: everyone knows the play, but if everyone doesn’t execute, you likely won’t get the desired result. 09:20 – Team: let’s make the most of this opportunity. Make contact with everyone we can. Not only current clients, but past clients and even those that are not clients. Friends, family, older people that are shut in. Call just to say hi. Talked to people he hasn’t talked to in 15 years. 10:13 – As a team leader, taking care of new agents. Start fresh out of the gate and then get hit with the quarantine. It “takes the helium out of the balloon.” Keep them motivated. Call them periodically, tell them a joke, keep it personal. 11:10 – Great advice for all the time! Put together a plan and keep pushing through. Change it if needed but keep pushing through 11:30 – When times are good, we fail to do those things because we take it for granted. Forget about the basics and fundamentals. Slide to a lower level. 12:00 – Corporate perspective: when things are good, they hire 100’s of employees. When they get bad, they cut back to 50 and still get the work done. So if you can get the work done with 50, why have 100? Follow the fundamentals. 12:25 – At some point, we will get back to some form of normalcy. What do you think that will look like? “Don’t like the term ‘new normal’” That’s saying we will accept whatever is given us. We set the “new normal.” 13:30 – Kelly plans on going back to the old way. “I don’t like virtual.” People have hired us to do a job. Spending a quarter of a million dollars with you. That requires some personal contact. 14:30 – Reframing the “new normal” to not be a negative thing. 14:50 – Christian: “Have you coughed in public lately.” 15:35 – Have you had any light in spite of this situation? Everyone is appreciative. 16:00 – Neighborhood in Fishers called Sunblest built in the 70’s. Listed a ranch home in that community. Property was updated nicely. 22 showings and 6 offers in one day during the quarantine. One request, buyer’s agent represented a client with a respiratory issue. Kelly shut down showings for 30 minutes to allow that client to view the home. Great example of working together. 18:45 – That story can be used to show it is okay for agents to work together. Watching out for our clients and the public interest, not our own interest. 19:22 – Kelly: working together and professionalism. Just because we work for different companies and/or different clients does not make us adversaries or disrespectful. It means we are professionals and are trying to meet our client’s goals together. If you give 100%, I will too. Bring it together and at the end, 99.79% of the time, everyone is excited and happy. 21:00 – Thank you for coming on the show today! How can people reach you? Google: Kelly Dather; kelly@kellydather.com, (317) 496-9308; smoke signal 22:00 – Let’s work together! 22:29 – WASH YOUR HANDS!    SHOW LINKS  Kelly Dather - https://www.kellydather.com/ Kelly Dather - kelly@kellydather.com or call directly at (317) 496-9308 Best CE Ever – https://www.indianarealestateinstitute.com/courses-offered.html Sunblest Fishers map -  https://www.google.com/maps/place/Sunblest,+Fishers,+IN+46038/@39.9641642,-86.0417248,14z/data=!3m1!4b1!4m5!3m4!1s0x8814b39a7f97c42d:0xcf8a61335a7edabf!8m2!3d39.9620288!4d-86.0249117    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 017 - Locked In - Interview with Kelly Dather, Agent LOCKED IN – Anyone want to talk about mortgage forbearance? NOOOO! We're pretty much done with conversations about what you’re supposed to do during the Coronavirus. We invited Kelly Dather--a real estate agent with Keller Williams from Fishers Indiana--to talk about what he is seeing on the front lines. Kelly talks about how the Coronavirus has affected his business and what he's planning when things settle down. SHOW NOTES <ul> <li>02:40 – Kelly, normally agents don’t look forward to CE, but CE with Brian was literally the best CE ever.</li> <li>03:55 – Kelly – got into the real estate business after corporate job took him around the US. Liked everything here and didn’t want to move anymore. Took VP job in Marketing and got relocated but decided to stay. Loved the economics of real estate.</li> <li>06:05 – What is the one thing you have missed throughout the quarantine? “Made me realize all of the things I have missed.” Freedom, ability to jump in the car and go wherever we want when we want. Hindered ability to talk to people face-to-face.</li> <li>07:35 – Meeting virtually is nice, but it's getting old.</li> <li>08:30 – Working as an agent has presented challenges in this quarantine. What are you doing to work through this? Implementation and execution. Do you execute the plan?</li> <li>09:12 – Colts analogy: everyone knows the play, but if everyone doesn’t execute, you likely won’t get the desired result.</li> <li>09:20 – Team: let’s make the most of this opportunity. Make contact with everyone we can. Not only current clients, but past clients and even those that are not clients. Friends, family, older people that are shut in. Call just to say hi. Talked to people he hasn’t talked to in 15 years.</li> <li>10:13 – As a team leader, taking care of new agents. Start fresh out of the gate and then get hit with the quarantine. It “takes the helium out of the balloon.” Keep them motivated. Call them periodically, tell them a joke, keep it personal.</li> <li>11:10 – Great advice for all the time! Put together a plan and keep pushing through. Change it if needed but keep pushing through</li> <li>11:30 – When times are good, we fail to do those things because we take it for granted. Forget about the basics and fundamentals. Slide to a lower level.</li> <li>12:00 – Corporate perspective: when things are good, they hire 100’s of employees. When they get bad, they cut back to 50 and still get the work done. So if you can get the work done with 50, why have 100? Follow the fundamentals.</li> <li>12:25 – At some point, we will get back to some form of normalcy. What do you think that will look like? “Don’t like the term ‘new normal’” That’s saying we will accept whatever is given us. We set the “new normal.”</li> <li>13:30 – Kelly plans on going back to the old way. “I don’t like virtual.” People have hired us to do a job. Spending a quarter of a million dollars with you. That requires some personal contact.</li> <li>14:30 – Reframing the “new normal” to not be a negative thing.</li> <li>14:50 – Christian: “Have you coughed in public lately.”</li> <li>15:35 – Have you had any light in spite of this situation? Everyone is appreciative.</li> <li>16:00 – Neighborhood in Fishers called Sunblest built in the 70’s. Listed a ranch home in that community. Property was updated nicely. 22 showings and 6 offers in one day during the quarantine. One request, buyer’s agent represented a client with a respiratory issue. Kelly shut down showings for 30 minutes to allow that client to view the home. Great example of working together.</li> <li>18:45 – That story can be used to show it is okay for agents to work together. Watching out for our clients and the public interest, not our own interest.</li> <li>19:22 – Kelly: working together and professionalism. Just because we work for different companies and/or different clients does not make us adversaries or disrespectful. It means we are professionals and are trying to meet our client’s goals together. If you give 100%, I will too. Bring it together and at the end, 99.79% of the time, everyone is excited and happy.</li> <li>21:00 – Thank you for coming on the show today! How can people reach you? Google: Kelly Dather; <a href="mailto:kelly@kellydather.com">kelly@kellydather.com</a>, (317) 496-9308; smoke signal</li> <li>22:00 – Let’s work together!</li> <li>22:29 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>Kelly Dather - <a href="https://www.kellydather.com/" rel="nofollow" target="_blank">https://www.kellydather.com/</a></li> <li>Kelly Dather - <a href="mailto:kelly@kellydather.com">kelly@kellydather.com</a> or call directly at (317) 496-9308</li> <li>Best CE Ever – <a href="https://www.indianarealestateinstitute.com/courses-offered.html" rel="nofollow" target="_blank">https://www.indianarealestateinstitute.com/courses-offered.html</a></li> <li>Sunblest Fishers map - <a href="https://www.google.com/maps/place/Sunblest,+Fishers,+IN+46038/@39.9641642,-86.0417248,14z/data=!3m1!4b1!4m5!3m4!1s0x8814b39a7f97c42d:0xcf8a61335a7edabf!8m2!3d39.9620288!4d-86.0249117" rel="nofollow" target="_blank"> https://www.google.com/maps/place/Sunblest,+Fishers,+IN+46038/@39.9641642,-86.0417248,14z/data=!3m1!4b1!4m5!3m4!1s0x8814b39a7f97c42d:0xcf8a61335a7edabf!8m2!3d39.9620288!4d-86.0249117</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 017 - Locked In - Interview with Kelly Dather, Agent

Brian Brent

Episode 016 - Locked In - Interview with Brian Brent, Loan Officer LOCKED IN – Anyone want to talk about mortgage forbearance? NOOOO! We're pretty much done with conversations about what you’re supposed to do during the Coronavirus. We invited Brian Brent, a loan officer at Bailey &amp; Wood, to talk about what he is seeing on the front lines and how the Coronavirus has affected lending.   SHOW NOTES  01:05 – Last few episodes have been very technical with information coming at you like water from a fire hydrant. People are getting tired of updates and being told what to do. 01:50 – Changing the conversation to talk about the “boots on the ground perspective” from real estate professionals working right now in the field. 03:00 – Introducing THE one and only Brian Brent, loan officer with Bailey and Wood. 03:52 – Brian gives his background. Been in the business for 18 years. “The only thing I know how to do.” Jody Bleier is his partner. Linda Leverage, mom, title rep and assists Brian now. Grew up in this business. Married to Billie. 4 “fur babies”. 05:45 – What is the one thing Brian misses the most during quarantine? Professionally: going to closing and being in front of people, celebrating victories in person. Personally: going to the gym, miss hugs, draft beer, taking wife out. 09:10 – Brian’s perspective and what is he seeing. Getting “sea legs” now after a few weeks into this. Over communicating with customers. Remaining agile with circumstances. Advising customers not to take a voluntary layoff or to do it. Doing what is right for the customer. Teamwork and unrelenting effort. With those elements, you can come out of this situation smelling like a rose. 12:25 – What have done to adapt to Coronavirus and quarantine? Quicker on response times. More communicating with listing agents. Over communicate with all parties. Positivity. Don’t spread negative. Not marketing to a database. Turning volume up on what we already do. 14:05 – Did you have digital systems in place? Yes. App is available on your cell phone and access it from any device. Uploading documents and going paperless. Being there for the customer without physically being there. 15:05 – Cate testimonial: Their app is great. Quick updates, clear to close faster. 15:28 – Chase changed their requirements for credit scoring and down payment on some loans. What was your take on that? Brian: didn’t change anything substantially. Unless the virus takes a dramatic turn for the worse, maybe everyone does that. Profitability for large banks on loans is very small. They make the most money on their deposits. Loans are too much downside risk for a small profit center. 17:23 – Christian – Jamie Dimon. 17:45 – Thank you Brian for joining us today and hope to have you on again. 18:00 – How to reach Brian Brent: (317) 695-5353, hoosiermortgageteam@bawfg.com 18:49 – Brian: Quick story about appraiser and a drive-by appraisal. Came up short on value. Go the extra mile to take care of your client. Get into the homes unless you absolutely can’t. 20:18 – Stay strong, we are a great community, we will get through this together. 20:35 – WASH YOUR HANDS!    SHOW LINKS  Brian Brent - https://www.bawfg.com/bbrent/ Bailey &amp; Wood - https://www.bawfg.com/ Bailey &amp; Wood Mortgage Express App –  https://bawfg.mortgageexpressapp.com/borrower/signup/thensley@bawfg.com Chase Bank changes their requirements –  https://www.cnbc.com/2020/04/11/jpmorgan-chase-to-raise-mortgage-borrowing-standards-as-economic-outlook-darkens.html Who is Jamie Dimon? – https://en.wikipedia.org/wiki/Jamie_Dimon Neil Diamond, “Sweet Caroline” - https://www.youtube.com/watch?v=1vhFnTjia_I Neil Diamond, "Cherry Cherry" - https://youtu.be/egZPeAyIOd4    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 016 - Locked In - Interview with Brian Brent, Loan Officer LOCKED IN – Anyone want to talk about mortgage forbearance? NOOOO! We're pretty much done with conversations about what you’re supposed to do during the Coronavirus. We invited Brian Brent, a loan officer at Bailey &amp; Wood, to talk about what he is seeing on the front lines and how the Coronavirus has affected lending. SHOW NOTES <ul> <li>01:05 – Last few episodes have been very technical with information coming at you like water from a fire hydrant. People are getting tired of updates and being told what to do.</li> <li>01:50 – Changing the conversation to talk about the “boots on the ground perspective” from real estate professionals working right now in the field.</li> <li>03:00 – Introducing THE one and only Brian Brent, loan officer with Bailey and Wood.</li> <li>03:52 – Brian gives his background. Been in the business for 18 years. “The only thing I know how to do.” Jody Bleier is his partner. Linda Leverage, mom, title rep and assists Brian now. Grew up in this business. Married to Billie. 4 “fur babies”.</li> <li>05:45 – What is the one thing Brian misses the most during quarantine? Professionally: going to closing and being in front of people, celebrating victories in person. Personally: going to the gym, miss hugs, draft beer, taking wife out.</li> <li>09:10 – Brian’s perspective and what is he seeing. Getting “sea legs” now after a few weeks into this. Over communicating with customers. Remaining agile with circumstances. Advising customers not to take a voluntary layoff or to do it. Doing what is right for the customer. Teamwork and unrelenting effort. With those elements, you can come out of this situation smelling like a rose.</li> <li>12:25 – What have done to adapt to Coronavirus and quarantine? Quicker on response times. More communicating with listing agents. Over communicate with all parties. Positivity. Don’t spread negative. Not marketing to a database. Turning volume up on what we already do.</li> <li>14:05 – Did you have digital systems in place? Yes. App is available on your cell phone and access it from any device. Uploading documents and going paperless. Being there for the customer without physically being there.</li> <li>15:05 – Cate testimonial: Their app is great. Quick updates, clear to close faster.</li> <li>15:28 – Chase changed their requirements for credit scoring and down payment on some loans. What was your take on that? Brian: didn’t change anything substantially. Unless the virus takes a dramatic turn for the worse, maybe everyone does that. Profitability for large banks on loans is very small. They make the most money on their deposits. Loans are too much downside risk for a small profit center.</li> <li>17:23 – Christian – Jamie Dimon.</li> <li>17:45 – Thank you Brian for joining us today and hope to have you on again.</li> <li>18:00 – How to reach Brian Brent: (317) 695-5353, <a href="mailto:hoosiermortgageteam@bawfg.com">hoosiermortgageteam@bawfg.com</a></li> <li>18:49 – Brian: Quick story about appraiser and a drive-by appraisal. Came up short on value. Go the extra mile to take care of your client. Get into the homes unless you absolutely can’t.</li> <li>20:18 – Stay strong, we are a great community, we will get through this together.</li> <li>20:35 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>Brian Brent - <a href="https://www.bawfg.com/bbrent/" rel="nofollow" target="_blank">https://www.bawfg.com/bbrent/</a></li> <li>Bailey &amp; Wood - <a href="https://www.bawfg.com/" rel="nofollow" target="_blank">https://www.bawfg.com/</a></li> <li>Bailey &amp; Wood Mortgage Express App – <a href="https://bawfg.mortgageexpressapp.com/borrower/signup/thensley@bawfg.com" rel="nofollow" target="_blank"> https://bawfg.mortgageexpressapp.com/borrower/signup/thensley@bawfg.com</a></li> <li>Chase Bank changes their requirements – <a href="https://www.cnbc.com/2020/04/11/jpmorgan-chase-to-raise-mortgage-borrowing-standards-as-economic-outlook-darkens.html" rel="nofollow" target="_blank"> https://www.cnbc.com/2020/04/11/jpmorgan-chase-to-raise-mortgage-borrowing-standards-as-economic-outlook-darkens.html</a></li> <li>Who is Jamie Dimon? – <a href="https://en.wikipedia.org/wiki/Jamie_Dimon" rel="nofollow" target="_blank">https://en.wikipedia.org/wiki/Jamie_Dimon</a></li> <li>Neil Diamond, “Sweet Caroline” - <a href="https://www.youtube.com/watch?v=1vhFnTjia_I" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=1vhFnTjia_I</a></li> <li>Neil Diamond, "Cherry Cherry" - <a href="https://youtu.be/egZPeAyIOd4" rel="nofollow" target="_blank">https://youtu.be/egZPeAyIOd4</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 016 - Locked In - Interview with Brian Brent, Loan Officer

Episode 015 - Locked In - Providing Value To Your Clients While Quarantined LOCKED IN – With agents stuck in their homes and not able to attend closings, view homes, and have limited contact with their clients, what should they do to continue marketing? In these unusual times, the traditional picture of agent success is not the best image to put out to customers who may be losing their jobs and going through tough times. Instead, it's time to be a legendary agent and think about what our clients really need during this time:  levity, hope, encouragement and help. We discuss ways to “market” in non-traditional ways during these non-traditional times. SHOW NOTES  02:50 – Our clients need us…Not for housing. They need our calm attitude, showing of patience, professionalism and help finding resources. 03:28 – We have an opportunity to show the world the real estate community is here to help them. We are not all about trying to sell homes. 03:50 – Stop the politics during this time. Everyone has an opinion. Nobody cares about your opinion and they never did. They don’t care about your “expertise” on medically related things. Now especially. 04:30 – Clients care about food, toilet paper, cleaning supplies, child care, loss of jobs, economy, real estate markets. Provide info on those things. 05:42 – Cate: Provide an uplifting message of hope and help. Watch what you are “liking” and commenting on in social media. They rely on us for that hope. 06:05 – We are looked at as professionals like a doctor or attorney. People do rely upon us and trust us. Be that professional. Be a beacon of light. Stop the scare tactics. 06:50 – If you don’t have the FACTS, don’t put out half-truths or false information. 07:05 – Clicks do not equal value. Do emojis count? 07:20 – What are you going to do to provide value to your clients? Find solutions to the things they want and need. 08:25 – Have sympathy and empathy, reach out and find out if they are okay, but offer solutions to their woes as well. 08:30 – Provide value to your communities. Maybe there is something you can do to help the subdivisions where you live and work. 08:45 – Consider a “parade” through the communities to uplift the kids. Tour a neighborhood. 09:45 – Schools are providing meals for kids and families that may be down on their luck. Share that with your community. 10:15 – Be a resource for property and market information. Many homeowners are concerned about property values right now. Help them see what is actually going on. 11:35 – Cate: compare the quarantine to the holiday season. People are distracted with things other than real estate, but the market will pick right back up once the quarantine is lifted. 12:00 – Provide levity, comedy. Put out jokes, memes, songs, and inspirational quotes. 12:40 – Not the typical real estate marketing. Be a good partner in your community. Be a shoulder to lean on. 13:05 – Provide updates on information. As professionals, we usually find out things before the public. If you know of some information, get it out to the public. 14:05 – Provide value to your clients based upon what they need. Not what you need. Reach out to them. Call your clients and ask how they are doing. 14:45 – This WILL pay off in the long run. Be genuine. They will see that and will come to you when the time comes for them to buy or sell their home.    SHOW LINKS  Seinfeld, “Can you spare a square?” – https://www.youtube.com/watch?v=tVA1i26SkKE Organize a neighborhood “parade” – https://www.wikihow.com/Organize-a-Parade Are we in a recession? –  https://www.bloomberg.com/graphics/us-economic-recession-tracker/ Steve Martin, playing banjo - https://www.youtube.com/watch?v=DiraO4fI-3k    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 015 - Locked In - Providing Value To Your Clients While Quarantined LOCKED IN – With agents stuck in their homes and not able to attend closings, view homes, and have limited contact with their clients, what should they do to continue marketing? In these unusual times, the traditional picture of agent success is not the best image to put out to customers who may be losing their jobs and going through tough times. Instead, it's time to be a legendary agent and think about what our clients really need during this time:  levity, hope, encouragement and help. We discuss ways to “market” in non-traditional ways during these non-traditional times. SHOW NOTES <ul> <li>02:50 – Our clients need us…Not for housing. They need our calm attitude, showing of patience, professionalism and help finding resources.</li> <li>03:28 – We have an opportunity to show the world the real estate community is here to help them. We are not all about trying to sell homes.</li> <li>03:50 – Stop the politics during this time. Everyone has an opinion. Nobody cares about your opinion and they never did. They don’t care about your “expertise” on medically related things. Now especially.</li> <li>04:30 – Clients care about food, toilet paper, cleaning supplies, child care, loss of jobs, economy, real estate markets. Provide info on those things.</li> <li>05:42 – Cate: Provide an uplifting message of hope and help. Watch what you are “liking” and commenting on in social media. They rely on us for that hope.</li> <li>06:05 – We are looked at as professionals like a doctor or attorney. People do rely upon us and trust us. Be that professional. Be a beacon of light. Stop the scare tactics.</li> <li>06:50 – If you don’t have the FACTS, don’t put out half-truths or false information.</li> <li>07:05 – Clicks do not equal value. Do emojis count?</li> <li>07:20 – What are you going to do to provide value to your clients? Find solutions to the things they want and need.</li> <li>08:25 – Have sympathy and empathy, reach out and find out if they are okay, but offer solutions to their woes as well.</li> <li>08:30 – Provide value to your communities. Maybe there is something you can do to help the subdivisions where you live and work.</li> <li>08:45 – Consider a “parade” through the communities to uplift the kids. Tour a neighborhood.</li> <li>09:45 – Schools are providing meals for kids and families that may be down on their luck. Share that with your community.</li> <li>10:15 – Be a resource for property and market information. Many homeowners are concerned about property values right now. Help them see what is actually going on.</li> <li>11:35 – Cate: compare the quarantine to the holiday season. People are distracted with things other than real estate, but the market will pick right back up once the quarantine is lifted.</li> <li>12:00 – Provide levity, comedy. Put out jokes, memes, songs, and inspirational quotes.</li> <li>12:40 – Not the typical real estate marketing. Be a good partner in your community. Be a shoulder to lean on.</li> <li>13:05 – Provide updates on information. As professionals, we usually find out things before the public. If you know of some information, get it out to the public.</li> <li>14:05 – Provide value to your clients based upon what they need. Not what you need. Reach out to them. Call your clients and ask how they are doing.</li> <li>14:45 – This WILL pay off in the long run. Be genuine. They will see that and will come to you when the time comes for them to buy or sell their home.</li> </ul> SHOW LINKS <ul> <li>Seinfeld, “Can you spare a square?” – <a href="https://www.youtube.com/watch?v=tVA1i26SkKE" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=tVA1i26SkKE</a></li> <li>Organize a neighborhood “parade” – <a href="https://www.wikihow.com/Organize-a-Parade" rel="nofollow" target="_blank">https://www.wikihow.com/Organize-a-Parade</a></li> <li>Are we in a recession? – <a href="https://www.bloomberg.com/graphics/us-economic-recession-tracker/" rel="nofollow" target="_blank"> https://www.bloomberg.com/graphics/us-economic-recession-tracker/</a></li> <li>Steve Martin, playing banjo - <a href="https://www.youtube.com/watch?v=DiraO4fI-3k" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=DiraO4fI-3k</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 015 - Locked In - Providing Value To Your Clients While Quarantined

Episode 014 - Locked In - SBA CARES Act and PPP LOCKED IN - Special Edition bringing you updates as we get them. They'll change again...just wait. In the meantime, here is what we know about SBA loans and Paycheck Protection Program, (PPP), designed to help small businesses, agents, and professionals to get through these tough economic times. Stay tuned, since there will be more to come. SHOW NOTES  03:00 – Doing more podcasts lately to keep you updated. 03:50 – SBA loans, CARES Act, PPP (Paycheck Protection Program) 04:18 – Cate: agents, these programs are not only for yourself. Maybe your clients can benefit from this information as well. 05:10 – This can help you, as the agent, look great to your clients. 05:22 – Fund is set up initially at $349 billion (Current documents in the Senate are trying to increase that amount). Once funds have run out, they are gone, unless more money is added (which is almost guaranteed to happen). Must make application by 06/30/2020. 06:20 – 500 or fewer employees. Had to have been in operation on or before 02/15/2020. Pay payroll taxes. 06:55 – Applicable for any individual that operates as a sole-proprietor/independent contractor/self-employed person. 07:20 – Ineligible people include those with felony in past 5 years and/or behind on other SBA loans. 07:53 – Purpose of this loan/grant is to pay employees. To keep them hired and at the same wage levels as before Coronavirus. 08:30 – Basic loan calculation (more details to this, ask your lender): take past 12 months of wages, divide by 12 to arrive at a monthly average and then multiply the monthly average by 2.5. 09:00 – This loan is for payroll. You must use 75% of the loan toward payroll in order to make the loan forgivable. You can use 25% of the loan toward other costs. Compensation, salary, and tips are included. Benefits are also included. 10:30 – Individual employees with over $100,000 per year income, all income over $100,000 is excluded from the calculation. 10:57 – Loan details: 1% interest rate; maturity date is 2 years (originally was going to be 10 years) from date of disbursement; first six months of payments can be delayed, but interest will still accrue. 13:10 – If the loan is used for forgivable expenses, the loan is forgiven. You get the money for free. 13:40 – Forgivable rules: 75% of the loan must be used for payroll; can’t cut wages or salary, hours or employees. 14:00 – 25% of the loan can be used for mortgage interest payments, lease payments and utility costs. 14:45 – Include this with the stimulus checks for most, the government is trying to keep the economy going and keep people employed. 15:00 – Only $349 billion available right now. Take the loan if you need it, but don’t take it away from others that desperately need it. 16:00 – Talk with your bank as they each have their own processes. All of this is handled through your local bank branch. 16:22 – This is not a federal loan, so the application is not made through the federal government. It is a federally insured loan that is loaned by a bank. 16:45 – No collateral will be required. No personal guarantee required. No application fee or service fees. 17:24 – Final thought from B: Thomas Paine quote, “These are the times that try men’s souls…”. We are facing something that is unprecedented. We can either let it define us, get us depressed, or we can stand up and keep charging on. Show the world we are awesome! Build yourself up! 19:00 – Stay legendary and WASH YOUR HANDS!    SHOW LINKS  US Small Business Administration: sba.gov CARES Act: https://www.congress.gov/116/bills/hr748/BILLS-116hr748enr.pdf Payroll Protection Plan (PPP): https://home.treasury.gov/system/files/136/PPP--Fact-Sheet.pdf Austin Powers, Dr. Evil “$100 million”: https://www.youtube.com/watch?v=EJR1H5tf5wE Thomas Paine quote, “These are the times that try men’s souls.”:  https://www.goodreads.com/quotes/175410-these-are-the-times-that-try-men-s-souls-the-summer    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 014 - Locked In - SBA CARES Act and PPP LOCKED IN - Special Edition bringing you updates as we get them. They'll change again...just wait. In the meantime, here is what we know about SBA loans and Paycheck Protection Program, (PPP), designed to help small businesses, agents, and professionals to get through these tough economic times. Stay tuned, since there will be more to come. SHOW NOTES <ul> <li>03:00 – Doing more podcasts lately to keep you updated.</li> <li>03:50 – SBA loans, CARES Act, PPP (Paycheck Protection Program)</li> <li>04:18 – Cate: agents, these programs are not only for yourself. Maybe your clients can benefit from this information as well.</li> <li>05:10 – This can help you, as the agent, look great to your clients.</li> <li>05:22 – Fund is set up initially at $349 billion (Current documents in the Senate are trying to increase that amount). Once funds have run out, they are gone, unless more money is added (which is almost guaranteed to happen). Must make application by 06/30/2020.</li> <li>06:20 – 500 or fewer employees. Had to have been in operation on or before 02/15/2020. Pay payroll taxes.</li> <li>06:55 – Applicable for any individual that operates as a sole-proprietor/independent contractor/self-employed person.</li> <li>07:20 – Ineligible people include those with felony in past 5 years and/or behind on other SBA loans.</li> <li>07:53 – Purpose of this loan/grant is to pay employees. To keep them hired and at the same wage levels as before Coronavirus.</li> <li>08:30 – Basic loan calculation (more details to this, ask your lender): take past 12 months of wages, divide by 12 to arrive at a monthly average and then multiply the monthly average by 2.5.</li> <li>09:00 – This loan is for payroll. You must use 75% of the loan toward payroll in order to make the loan forgivable. You can use 25% of the loan toward other costs. Compensation, salary, and tips are included. Benefits are also included.</li> <li>10:30 – Individual employees with over $100,000 per year income, all income over $100,000 is excluded from the calculation.</li> <li>10:57 – Loan details: 1% interest rate; maturity date is 2 years (originally was going to be 10 years) from date of disbursement; first six months of payments can be delayed, but interest will still accrue.</li> <li>13:10 – If the loan is used for forgivable expenses, the loan is forgiven. You get the money for free.</li> <li>13:40 – Forgivable rules: 75% of the loan must be used for payroll; can’t cut wages or salary, hours or employees.</li> <li>14:00 – 25% of the loan can be used for mortgage interest payments, lease payments and utility costs.</li> <li>14:45 – Include this with the stimulus checks for most, the government is trying to keep the economy going and keep people employed.</li> <li>15:00 – Only $349 billion available right now. Take the loan if you need it, but don’t take it away from others that desperately need it.</li> <li>16:00 – Talk with your bank as they each have their own processes. All of this is handled through your local bank branch.</li> <li>16:22 – This is not a federal loan, so the application is not made through the federal government. It is a federally insured loan that is loaned by a bank.</li> <li>16:45 – No collateral will be required. No personal guarantee required. No application fee or service fees.</li> <li>17:24 – Final thought from B: Thomas Paine quote, “These are the times that try men’s souls…”. We are facing something that is unprecedented. We can either let it define us, get us depressed, or we can stand up and keep charging on. Show the world we are awesome! Build yourself up!</li> <li>19:00 – Stay legendary and WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>US Small Business Administration: <a href="http://www.sba.gov" rel="nofollow" target="_blank">sba.gov</a></li> <li>CARES Act: <a href="https://www.congress.gov/116/bills/hr748/BILLS-116hr748enr.pdf" rel="nofollow" target="_blank">https://www.congress.gov/116/bills/hr748/BILLS-116hr748enr.pdf</a></li> <li>Payroll Protection Plan (PPP): <a href="https://home.treasury.gov/system/files/136/PPP--Fact-Sheet.pdf" rel="nofollow" target="_blank">https://home.treasury.gov/system/files/136/PPP--Fact-Sheet.pdf</a></li> <li>Austin Powers, Dr. Evil “$100 million”: <a href="https://www.youtube.com/watch?v=EJR1H5tf5wE" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=EJR1H5tf5wE</a></li> <li>Thomas Paine quote, “These are the times that try men’s souls.”: <a href="https://www.goodreads.com/quotes/175410-these-are-the-times-that-try-men-s-souls-the-summer" rel="nofollow" target="_blank"> https://www.goodreads.com/quotes/175410-these-are-the-times-that-try-men-s-souls-the-summer</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 014 - Locked In - SBA CARES Act and PPP

Episode 013 - Locked In - Mortgage, Rent, and Unemployment LOCKED IN – With people being laid off, furloughed and unable to work, what should they to do about their mortgage and rent payments? Also, what are the state and federal governments doing to help with those who are unemployed? Today we'll discuss what the government currently doing to address the COVID-19 crisis.   SHOW NOTES  02:20 – Today’s episode details. Might be helpful for agents directly, agents can help their clients, family and friends. 03:10 – Governor of Indiana put a stay on court actions of foreclosure and evictions for 3 months. Does not mean you don’t owe the money. The actions are ONLY paused. They will likely will still happen in the future. 04:30 – What will happen when the 3 months expire? We will be watching. 04:45 – What happens if you can’t make your payments? Different lenders are doing different things. 05:00 – Reach out to the lender or their landlord to discuss your situation and how it can be resolved. The worst thing you can do is to just stop making payments. 05:40 – “Forgiving” of payments. Forbearance – lump sum payments? Ask lender how they are allowing the lack of payments. 07:27 – What is forbearance? Not the only option though. Call the lender and ask their options. Forbearance, extend your loan, or increase your payments by adding the missed payments into your existing payments. 09:30 – Loan modification based upon restructuring of the debt details (ex. rate, maturity date, etc.). 10:23 – Make all of these a last resort as lenders are not doing great things. 11:15 – Rental payments. Unfortunately, no state or federal oversight of rental issues. Talk to your landlord to see what can be done. Landlord has control of what happens. No standard of practice. Some landlords are working with tenants and some are being jerks. 12:40 – Do not harass tenants. If landlords are doing this, take note, keep emails, text messages to set up a better situation in the case of eviction. 13:30 – When communicating with landlord, will this affect my credit or rent history. Find a way to make things work. 14:00 – Unemployment, help you clients with more information. Federal Stimulus package includes additional federal payment of $600 per week above state funds. Funds run through 07/31/2020. 15:00 – State funds are already available, but federal funds have not yet. The law is still being worked through and negotiated with each state. The money is coming. Be patient! 15:55 – Brian is a loser and ignored his wife to read the CARES act in bed, not snuggling Cate. Doing this for our listeners! 16:33 - $600 additional payment may be extended?? Election year can change everything. 17:30 – “Golden nugget”, not the same as the Tiger King. 13 additional weeks of federal unemployment payments for most people. 17:45 – Sign off with a quick thought. With everything going on, there is plenty of doom and gloom. No rainbows, unicorns and puppies. 18:20 – Plant the seeds now for a future harvest. Agents, help clients, friends, family with information now and those will turn in “fruit” someday for you. 19:00 – Be positive! All of opportunity and we are getting help 19:20 – WASH YOUR HANDS!    SHOW LINKS  Indiana Coronavirus updates: https://coronavirus.in.gov/ FHA, VA &amp; USDA loan relief options:  https://www.housingwire.com/articles/fha-rolls-out-new-mortgage-relief-options-amid-coronavirus-outbreak/ $600 Federal Unemployment money coming:  https://www.cnn.com/2020/04/07/politics/unemployment-benefits-cares-act-covid-pandemic/index.html Tiger King “golden nuggets”: https://www.youtube.com/watch?v=k2tozw7Ffh0    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com   Web brianclee.com catelee.com realestatebetweenthelines.com   Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/?   YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 013 - Locked In - Mortgage, Rent, and Unemployment LOCKED IN – With people being laid off, furloughed and unable to work, what should they to do about their mortgage and rent payments? Also, what are the state and federal governments doing to help with those who are unemployed? Today we'll discuss what the government currently doing to address the COVID-19 crisis. SHOW NOTES <ul> <li>02:20 – Today’s episode details. Might be helpful for agents directly, agents can help their clients, family and friends.</li> <li>03:10 – Governor of Indiana put a stay on court actions of foreclosure and evictions for 3 months. Does not mean you don’t owe the money. The actions are ONLY paused. They will likely will still happen in the future.</li> <li>04:30 – What will happen when the 3 months expire? We will be watching.</li> <li>04:45 – What happens if you can’t make your payments? Different lenders are doing different things.</li> <li>05:00 – Reach out to the lender or their landlord to discuss your situation and how it can be resolved. The worst thing you can do is to just stop making payments.</li> <li>05:40 – “Forgiving” of payments. Forbearance – lump sum payments? Ask lender how they are allowing the lack of payments.</li> <li>07:27 – What is forbearance? Not the only option though. Call the lender and ask their options. Forbearance, extend your loan, or increase your payments by adding the missed payments into your existing payments.</li> <li>09:30 – Loan modification based upon restructuring of the debt details (ex. rate, maturity date, etc.).</li> <li>10:23 – Make all of these a last resort as lenders are not doing great things.</li> <li>11:15 – Rental payments. Unfortunately, no state or federal oversight of rental issues. Talk to your landlord to see what can be done. Landlord has control of what happens. No standard of practice. Some landlords are working with tenants and some are being jerks.</li> <li>12:40 – Do not harass tenants. If landlords are doing this, take note, keep emails, text messages to set up a better situation in the case of eviction.</li> <li>13:30 – When communicating with landlord, will this affect my credit or rent history. Find a way to make things work.</li> <li>14:00 – Unemployment, help you clients with more information. Federal Stimulus package includes additional federal payment of $600 per week above state funds. Funds run through 07/31/2020.</li> <li>15:00 – State funds are already available, but federal funds have not yet. The law is still being worked through and negotiated with each state. The money is coming. Be patient!</li> <li>15:55 – Brian is a loser and ignored his wife to read the CARES act in bed, not snuggling Cate. Doing this for our listeners!</li> <li>16:33 - $600 additional payment may be extended?? Election year can change everything.</li> <li>17:30 – “Golden nugget”, not the same as the Tiger King. 13 additional weeks of federal unemployment payments for most people.</li> <li>17:45 – Sign off with a quick thought. With everything going on, there is plenty of doom and gloom. No rainbows, unicorns and puppies.</li> <li>18:20 – Plant the seeds now for a future harvest. Agents, help clients, friends, family with information now and those will turn in “fruit” someday for you.</li> <li>19:00 – Be positive! All of opportunity and we are getting help</li> <li>19:20 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>Indiana Coronavirus updates: <a href="https://coronavirus.in.gov/" rel="nofollow" target="_blank">https://coronavirus.in.gov/</a></li> <li>FHA, VA &amp; USDA loan relief options: <a href="https://www.housingwire.com/articles/fha-rolls-out-new-mortgage-relief-options-amid-coronavirus-outbreak/" rel="nofollow" target="_blank"> https://www.housingwire.com/articles/fha-rolls-out-new-mortgage-relief-options-amid-coronavirus-outbreak/</a></li> <li>$600 Federal Unemployment money coming: <a href="https://www.cnn.com/2020/04/07/politics/unemployment-benefits-cares-act-covid-pandemic/index.html" rel="nofollow" target="_blank"> https://www.cnn.com/2020/04/07/politics/unemployment-benefits-cares-act-covid-pandemic/index.html</a></li> <li>Tiger King “golden nuggets”: <a href="https://www.youtube.com/watch?v=k2tozw7Ffh0" rel="nofollow" target="_blank">https://www.youtube.com/watch?v=k2tozw7Ffh0</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 013 - Locked In - Mortgage, Rent, and Unemployment

Episode 012 - Locked In - Covid-19 Contract and Title Procedure Updates LOCKED IN – PART 2 of today’s podcast is all about three new COVID-19 contract amendment/addendum from IAR (Indiana Association of REALTORS®). We also give a quick update on title issues related to government offices closing or running with a skeleton crew. Are we having fun yet? SHOW NOTES  02:14 – “You’re right B!” 02:35 – Part 2 of today’s content 03:00 – IAR (Indiana Association of REALTORS®) 03:30 – Don’t be adden-dumb. 03:55 – Difference between an addendum and amendment. 04:50 – Purchase agreement addendum/amendment: pushing dates out due to some delay with COVID-19. 05:40 – If buyer and seller come to agreement on changing a date, have them fill out an amendment to provide clarity on the date. 06:35 – Talk with your buyers and sellers about the use of this form. It might not be applicable for everyone. 06:50 – Listing contract addendum/amendment: will sellers allow physical showings. 07:35 – If seller does NOT want showings, make sure you comply with MIBOR rules. 08:25 – Don’t take advantage of the situation and only allow showings for listing agent clients, not other agent’s clients. What you do for one, you must do for all!  Could be a fair housing and/or a license law issue. 09:50 – Have patience and be a professional in this situation. 10:05 – Waiver of Physical Inspection form: mitigates liability in the case of inadvertent spread of the virus during a showing, appraiser or inspection. 11:15 – Helps set appropriate expectations for all parties involved. 11:45 – Even if you don’t want to use these forms, at the very least have these conversations with your clients about all of the issues. 12:20 – Another title issue has come about: County offices are either closed or working on skeleton crews and title personnel are not able to visit their offices. 12:30 – Concerns: title records may not be completely accurate. 13:20 – Title companies might not insure everything. Talk with your title company to see how they are handling. 13:25 – Gap insurance policy; some are not charging for it and some might charge. 13:55 – Most of the time this won’t be a problem, but occasionally there could be a problem. 14:20 – Recording of documents might be delayed. 14:35 – Filing for exemptions, and proof of ownership issues can result. 15:00 – Put a note in your calendar to check in with your client in November/December to verify exemptions have been filed. 15:17 – Side Note Tangent with Cate: once county offices re-open, there will be flood of filings, so prepare for clerical errors and missed items because they are trying to catch up. Think about refiling exemptions and GET RECEIPTS! 16:05 – Moral of the story, talk with your title company reps. 16:10 – This was part 2, make sure to listen part 1. 16:28 – Producer Christian: fast moving information.  We are watching and will update you on everything. 17:12 – WASH YOUR HANDS!    SHOW LINKS  IAR: https://indianarealtors.com/ IAR COVID-19 Delay Addendum:  https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Addendum-Amendment-to-Purchase-Agreement-Form-61.pdf IAR COVID-19 Listing Addendum:  https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Addendum-Amendment-to-Listing-Contract-Form-62.pdf IAR Disclosure &amp; Waiver Addendum:  https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Disclosure-and-Waiver-Prior-to-Physical-Showing-or-Inspection.pdf Set expectations: https://blog.hubspot.com/agency/managing-client-expectations Title company Gap Policy:  https://www.atgf.com/underwriting/news/gap-dealing-recording-and-indexing-delays    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 012 - Locked In - Covid-19 Contract and Title Procedure Updates LOCKED IN – PART 2 of today’s podcast is all about three new COVID-19 contract amendment/addendum from IAR (Indiana Association of REALTORS®). We also give a quick update on title issues related to government offices closing or running with a skeleton crew. Are we having fun yet? SHOW NOTES <ul> <li>02:14 – “You’re right B!”</li> <li>02:35 – Part 2 of today’s content</li> <li>03:00 – IAR (Indiana Association of REALTORS®)</li> <li>03:30 – Don’t be adden-dumb.</li> <li>03:55 – Difference between an addendum and amendment.</li> <li>04:50 – Purchase agreement addendum/amendment: pushing dates out due to some delay with COVID-19.</li> <li>05:40 – If buyer and seller come to agreement on changing a date, have them fill out an amendment to provide clarity on the date.</li> <li>06:35 – Talk with your buyers and sellers about the use of this form. It might not be applicable for everyone.</li> <li>06:50 – Listing contract addendum/amendment: will sellers allow physical showings.</li> <li>07:35 – If seller does NOT want showings, make sure you comply with MIBOR rules.</li> <li>08:25 – Don’t take advantage of the situation and only allow showings for listing agent clients, not other agent’s clients. What you do for one, you must do for all!  Could be a fair housing and/or a license law issue.</li> <li>09:50 – Have patience and be a professional in this situation.</li> <li>10:05 – Waiver of Physical Inspection form: mitigates liability in the case of inadvertent spread of the virus during a showing, appraiser or inspection.</li> <li>11:15 – Helps set appropriate expectations for all parties involved.</li> <li>11:45 – Even if you don’t want to use these forms, at the very least have these conversations with your clients about all of the issues.</li> <li>12:20 – Another title issue has come about: County offices are either closed or working on skeleton crews and title personnel are not able to visit their offices.</li> <li>12:30 – Concerns: title records may not be completely accurate.</li> <li>13:20 – Title companies might not insure everything. Talk with your title company to see how they are handling.</li> <li>13:25 – Gap insurance policy; some are not charging for it and some might charge.</li> <li>13:55 – Most of the time this won’t be a problem, but occasionally there could be a problem.</li> <li>14:20 – Recording of documents might be delayed.</li> <li>14:35 – Filing for exemptions, and proof of ownership issues can result.</li> <li>15:00 – Put a note in your calendar to check in with your client in November/December to verify exemptions have been filed.</li> <li>15:17 – Side Note Tangent with Cate: once county offices re-open, there will be flood of filings, so prepare for clerical errors and missed items because they are trying to catch up. Think about refiling exemptions and GET RECEIPTS!</li> <li>16:05 – Moral of the story, talk with your title company reps.</li> <li>16:10 – This was part 2, make sure to listen part 1.</li> <li>16:28 – Producer Christian: fast moving information.  We are watching and will update you on everything.</li> <li>17:12 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>IAR: <a href="https://indianarealtors.com/" rel="nofollow" target="_blank">https://indianarealtors.com/</a></li> <li>IAR COVID-19 Delay Addendum: <a href="https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Addendum-Amendment-to-Purchase-Agreement-Form-61.pdf" rel="nofollow" target="_blank"> https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Addendum-Amendment-to-Purchase-Agreement-Form-61.pdf</a></li> <li>IAR COVID-19 Listing Addendum: <a href="https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Addendum-Amendment-to-Listing-Contract-Form-62.pdf" rel="nofollow" target="_blank"> https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Addendum-Amendment-to-Listing-Contract-Form-62.pdf</a></li> <li>IAR Disclosure &amp; Waiver Addendum: <a href="https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Disclosure-and-Waiver-Prior-to-Physical-Showing-or-Inspection.pdf" rel="nofollow" target="_blank"> https://www.indianarealtors.com/wp-content/uploads/2020/03/COVID-19-IAR-Disclosure-and-Waiver-Prior-to-Physical-Showing-or-Inspection.pdf</a></li> <li>Set expectations: <a href="https://blog.hubspot.com/agency/managing-client-expectations" rel="nofollow" target="_blank">https://blog.hubspot.com/agency/managing-client-expectations</a></li> <li>Title company Gap Policy: <a href="https://www.atgf.com/underwriting/news/gap-dealing-recording-and-indexing-delays" rel="nofollow" target="_blank"> https://www.atgf.com/underwriting/news/gap-dealing-recording-and-indexing-delays</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 012 - Locked In - Covid-19 Contract and Title Procedure Updates

Episode 011 - Locked In - Appraisal, Lending &amp; SBA Updates LOCKED IN – With COVID-19, (Coronavirus), updates are coming in daily.  We want to keep you in the loop as quickly as we can with new information. Hopefully, we can help you understand more about what's changed and give you our take on the newest updates. Today’s episode covers changes in VA appraisal valuation, major lending changes coming down the pike, and--possibly--good news for real estate agents. Stay tuned for more updates! SHOW NOTES  02:25 – Welcome! We're splitting information into two episodes, since there is a lot.  Stay tuned for PART 2 to follow. 03:15 – Appraisal updates. 3/23, Fannie &amp; Freddie allowed lenders to use drive-by and desktop type of valuations.  Go back to episode 8 to review those updates. 04:08 – 3/27, VA appraisal updates are allowing appraisers to do drive-by appraisals. 05:20 – VA appraisal is ordered as an interior inspection and then appraiser can determine if there are risk factors to make the decision to make a drive-by inspection. This is different than Fannie and Freddie rules because the lender decides the type of report. 06:03 – If property is vacant, an interior inspection MUST be completed. Seller/owner of the property can deny entry, which will make the report a drive-by report.  Appraiser must communicate that info with lender and VA. 06:50 – No updates on FHA yet. 07:00 – Huge lending changes that will affect borrowing in the coming weeks and months. 07:50 – Due to unemployment, cutting back of hours, layoffs, etc. the risk factors have increased, so fewer security backed mortgages purchasers will not buy high risk loans. As a result, lending criteria will tighten.  For example, expectation of higher credit scores and lower Debt-To-Income (DTI) ratios. 08:45 – Example: last week a borrower qualified with a 620 credit score, today they likely will not require unless they have a 630, 640, or higher.  Those score requirements are expected to increase even higher. 09:25 – A large number of people may not qualify for a loan in the next few months. 10:05 – Producer Christian: irony with the Fed trying to loosen monetary policy, but private sector working against this. 11:03 – Investors and lenders are very likely gun shy after the Great Recession of 2007 to 2009. Hopefully they have learned their lesson from that and are doing these things to stop a bigger issue. 11:18 – FHA and VA loans may become obsolescent for the short-term due to increasing credit standards. They are NOT done forever, just slowing down and not used. 12:20 – FHA and VA won’t pay to sell something. That is what is happening and that is why Ginnie Mae backed loans (FHA &amp; VA) will likely go away for now. 13:10 – Important for agents, if you have a buyer that will borrow money to purchase, COMMUNICATE with the lender on lending requirements now and what they will do if those lending requirements change during the approval process. 14:00 – Check with loan officers to make sure approval letters are still good. 14:25 – Agents, if you are working with a buyer that does not qualify with current standards, provide some value to them to explain what is going on and get them connected with someone that can help them increase their scores in the next month or two. 14:45 – Verification of Employment (VOE): many employers are working skeleton crews so VOEs may not happen or be delayed, which can delay a closing.  Suggestion:  be proactive with your client.  Have them reach out to their HR departments to manage expectations.  Ask HR their timelines so lender can get the information they need. 15:45 – Is a furloughed employee considered “employed”? Lenders are making this decision.  Most lenders are completing a verbal VOE and asking a simple question, “Is your employee still employed?”  Depending on how the lender responds may alter the ability for the borrower to get a loan. 16:42 – It is very likely that lenders will ask more poignant questions with more specifics needed before final loan approval. Due diligence will increase on the lenders part. 17:05 – STAY TUNED! SBA loans and other benefits for agents to help them during COVID-19.  CARES Act ($2 Trillion stimulus package). 17:35 – SBA will allow you borrow up to 2.5 times your average monthly wages. If wages stay the same, the SBA loan will be completely forgiven (not paid back). 18:40 – Most agents are paid as 1099 contractor by their managing broker, but you can still qualify if you pay yourself as a W-2 employee. 19:15 – So much more info to sift through and we will follow up very soon as we get it! 20:30 – WASH YOUR HANDS!    SHOW LINKS  of VA Circular on Valuation Practices:  https://www.benefits.va.gov/HOMELOANS/documents/circulars/26_20_11.pdf What is a good credit score?  https://www.experian.com/blogs/ask-experian/credit-education/score-basics/what-is-a-good-credit-score/ Who is Ginnie Mae?  https://en.wikipedia.org/wiki/Government_National_Mortgage_Association The Great Recession: https://www.history.com/topics/21st-century/recession SBA: https://www.sba.gov/    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 011 - Locked In - Appraisal, Lending &amp; SBA Updates LOCKED IN – With COVID-19, (Coronavirus), updates are coming in daily.  We want to keep you in the loop as quickly as we can with new information. Hopefully, we can help you understand more about what's changed and give you our take on the newest updates. Today’s episode covers changes in VA appraisal valuation, major lending changes coming down the pike, and--possibly--good news for real estate agents. Stay tuned for more updates! SHOW NOTES <ul> <li>02:25 – Welcome! We're splitting information into two episodes, since there is a lot.  Stay tuned for PART 2 to follow.</li> <li>03:15 – Appraisal updates. 3/23, Fannie &amp; Freddie allowed lenders to use drive-by and desktop type of valuations.  Go back to episode 8 to review those updates.</li> <li>04:08 – 3/27, VA appraisal updates are allowing appraisers to do drive-by appraisals.</li> <li>05:20 – VA appraisal is ordered as an interior inspection and then appraiser can determine if there are risk factors to make the decision to make a drive-by inspection. This is different than Fannie and Freddie rules because the lender decides the type of report.</li> <li>06:03 – If property is vacant, an interior inspection MUST be completed. Seller/owner of the property can deny entry, which will make the report a drive-by report.  Appraiser must communicate that info with lender and VA.</li> <li>06:50 – No updates on FHA yet.</li> <li>07:00 – Huge lending changes that will affect borrowing in the coming weeks and months.</li> <li>07:50 – Due to unemployment, cutting back of hours, layoffs, etc. the risk factors have increased, so fewer security backed mortgages purchasers will not buy high risk loans. As a result, lending criteria will tighten.  For example, expectation of higher credit scores and lower Debt-To-Income (DTI) ratios.</li> <li>08:45 – Example: last week a borrower qualified with a 620 credit score, today they likely will not require unless they have a 630, 640, or higher.  Those score requirements are expected to increase even higher.</li> <li>09:25 – A large number of people may not qualify for a loan in the next few months.</li> <li>10:05 – Producer Christian: irony with the Fed trying to loosen monetary policy, but private sector working against this.</li> <li>11:03 – Investors and lenders are very likely gun shy after the Great Recession of 2007 to 2009. Hopefully they have learned their lesson from that and are doing these things to stop a bigger issue.</li> <li>11:18 – FHA and VA loans may become obsolescent for the short-term due to increasing credit standards. They are NOT done forever, just slowing down and not used.</li> <li>12:20 – FHA and VA won’t pay to sell something. That is what is happening and that is why Ginnie Mae backed loans (FHA &amp; VA) will likely go away for now.</li> <li>13:10 – Important for agents, if you have a buyer that will borrow money to purchase, COMMUNICATE with the lender on lending requirements now and what they will do if those lending requirements change during the approval process.</li> <li>14:00 – Check with loan officers to make sure approval letters are still good.</li> <li>14:25 – Agents, if you are working with a buyer that does not qualify with current standards, provide some value to them to explain what is going on and get them connected with someone that can help them increase their scores in the next month or two.</li> <li>14:45 – Verification of Employment (VOE): many employers are working skeleton crews so VOEs may not happen or be delayed, which can delay a closing.  Suggestion:  be proactive with your client.  Have them reach out to their HR departments to manage expectations.  Ask HR their timelines so lender can get the information they need.</li> <li>15:45 – Is a furloughed employee considered “employed”? Lenders are making this decision.  Most lenders are completing a verbal VOE and asking a simple question, “Is your employee still employed?”  Depending on how the lender responds may alter the ability for the borrower to get a loan.</li> <li>16:42 – It is very likely that lenders will ask more poignant questions with more specifics needed before final loan approval. Due diligence will increase on the lenders part.</li> <li>17:05 – STAY TUNED! SBA loans and other benefits for agents to help them during COVID-19.  CARES Act ($2 Trillion stimulus package).</li> <li>17:35 – SBA will allow you borrow up to 2.5 times your average monthly wages. If wages stay the same, the SBA loan will be completely forgiven (not paid back).</li> <li>18:40 – Most agents are paid as 1099 contractor by their managing broker, but you can still qualify if you pay yourself as a W-2 employee.</li> <li>19:15 – So much more info to sift through and we will follow up very soon as we get it!</li> <li>20:30 – WASH YOUR HANDS!</li> </ul> SHOW LINKS <ul> <li>of VA Circular on Valuation Practices: <a href="https://www.benefits.va.gov/HOMELOANS/documents/circulars/26_20_11.pdf" rel="nofollow" target="_blank"> https://www.benefits.va.gov/HOMELOANS/documents/circulars/26_20_11.pdf</a></li> <li>What is a good credit score? <a href="https://www.experian.com/blogs/ask-experian/credit-education/score-basics/what-is-a-good-credit-score/" rel="nofollow" target="_blank"> https://www.experian.com/blogs/ask-experian/credit-education/score-basics/what-is-a-good-credit-score/</a></li> <li>Who is Ginnie Mae? <a href="https://en.wikipedia.org/wiki/Government_National_Mortgage_Association" rel="nofollow" target="_blank"> https://en.wikipedia.org/wiki/Government_National_Mortgage_Association</a></li> <li>The Great Recession: <a href="https://www.history.com/topics/21st-century/recession" rel="nofollow" target="_blank">https://www.history.com/topics/21st-century/recession</a></li> <li>SBA: <a href="https://www.sba.gov/" rel="nofollow" target="_blank">https://www.sba.gov/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 011 - Locked In - Appraisal, Lending & SBA Updates

Episode 010 - Locked In - Closing While Socially Distant LOCKED IN - With COVID-19, (Coronavirus), impacting everything we do, how can we as agents help our clients and ensure that closings go off without a hitch--all the while staying at least 6’ apart?  In this episode, B, Cate &amp; Producer Christian talk about what we're doing. We also provide suggestions to help agents take care of their clients, while still remaining at safe and healthy distances. SHOW NOTES  02:27 – Part 3 of 4 talking about closings during COVID-19 02:55 – Communication with title companies to discuss how they are handling closings. 03:14 – Cate: her experience.  Individual title companies are handling closing a little differently. 04:35 – Get the paperwork before the closing so the client can read and not take up more time at the title company.  Basically, sign and go. 05:20 – Cate:  make sure lender documents come from the lender and title documents come from the title company.  Also, remind clients that most documents are “boilerplate” and standardized, so they are getting the majority of information by reading them up front. 06:00 – Request those documents at least a week ahead since everyone is working on a skeleton staff. 06:05 – Be cautious about identify theft.  Ask title company if they have a way to transmit documents securely.  Maybe the agent can physically pick them up and deliver them to the client while keeping socially distant and respectful of everyone’s wishes. 06:50 – Should agents attend closings?  Watch your license law.  Indiana requires attendance at closings with some exceptions. 08:20 – Cloud based closings.  FaceTime or Skype or phone call attendance.  Regardless, be there for your client. 08:50 – “Be there” for your client.  Pay attention, not cooking dinner.  Treat it as an appointment and be focused. 10:30 – Try to eliminate the number of people in the closing room. 10:47 – Cloud based closing and digital signing:  software systems are not allowing many of them.  They are difficult and have issues.  In addition, there are still some documents (ex. deeds) require a “wet signature.” 11:30 – Feel clients out to see what they want.  First time buyer, attend.  Client with experience, don’t physically attend. 11:54 – Be proactive.  Transfer of items such as keys, documents, etc.  Recommend having home scrubbed down. 13:20 – Closing gift idea:  basket of cleaning supplies. 13:37 – Producer Christian:  Head of State Department of Health takes 30 minutes for the virus to settle. 14:27 – Consider adding language to your contracts (Update:  IAR has new addendum/amendment regarding COVID-19) 15:35 – Discuss with your managing broker and your client about how to handle    SHOW LINKS  Margot Robbie Fan Page:  http://margot-robbie.us/ Identity Theft Page of Indiana Attorney General:  https://www.in.gov/attorneygeneral/2349.htm Skype:  https://www.skype.com/en/ FaceTime:  https://apps.apple.com/us/app/facetime/id1110145091 State Department of Health:  https://coronavirus.in.gov/    BETWEEN THE LINES LINKS Email brian@brianclee.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?

Episode 010 - Locked In - Closing While Socially Distant LOCKED IN - With COVID-19, (Coronavirus), impacting everything we do, how can we as agents help our clients and ensure that closings go off without a hitch--all the while staying at least 6’ apart?  In this episode, B, Cate &amp; Producer Christian talk about what we're doing. We also provide suggestions to help agents take care of their clients, while still remaining at safe and healthy distances. SHOW NOTES <ul> <li>02:27 – Part 3 of 4 talking about closings during COVID-19</li> <li>02:55 – Communication with title companies to discuss how they are handling closings.</li> <li>03:14 – Cate: her experience.  Individual title companies are handling closing a little differently.</li> <li>04:35 – Get the paperwork before the closing so the client can read and not take up more time at the title company.  Basically, sign and go.</li> <li>05:20 – Cate:  make sure lender documents come from the lender and title documents come from the title company.  Also, remind clients that most documents are “boilerplate” and standardized, so they are getting the majority of information by reading them up front.</li> <li>06:00 – Request those documents at least a week ahead since everyone is working on a skeleton staff.</li> <li>06:05 – Be cautious about identify theft.  Ask title company if they have a way to transmit documents securely.  Maybe the agent can physically pick them up and deliver them to the client while keeping socially distant and respectful of everyone’s wishes.</li> <li>06:50 – Should agents attend closings?  Watch your license law.  Indiana requires attendance at closings with some exceptions.</li> <li>08:20 – Cloud based closings.  FaceTime or Skype or phone call attendance.  Regardless, be there for your client.</li> <li>08:50 – “Be there” for your client.  Pay attention, not cooking dinner.  Treat it as an appointment and be focused.</li> <li>10:30 – Try to eliminate the number of people in the closing room.</li> <li>10:47 – Cloud based closing and digital signing:  software systems are not allowing many of them.  They are difficult and have issues.  In addition, there are still some documents (ex. deeds) require a “wet signature.”</li> <li>11:30 – Feel clients out to see what they want.  First time buyer, attend.  Client with experience, don’t physically attend.</li> <li>11:54 – Be proactive.  Transfer of items such as keys, documents, etc.  Recommend having home scrubbed down.</li> <li>13:20 – Closing gift idea:  basket of cleaning supplies.</li> <li>13:37 – Producer Christian:  Head of State Department of Health takes 30 minutes for the virus to settle.</li> <li>14:27 – Consider adding language to your contracts (Update:  IAR has new addendum/amendment regarding COVID-19)</li> <li>15:35 – Discuss with your managing broker and your client about how to handle</li> </ul> SHOW LINKS <ul> <li>Margot Robbie Fan Page:  <a href="http://margot-robbie.us/" rel="nofollow" target="_blank">http://margot-robbie.us/</a></li> <li>Identity Theft Page of Indiana Attorney General:  <a href="https://www.in.gov/attorneygeneral/2349.htm" rel="nofollow" target="_blank">https://www.in.gov/attorneygeneral/2349.htm</a></li> <li>Skype:  <a href="https://www.skype.com/en/" rel="nofollow" target="_blank">https://www.skype.com/en/</a></li> <li>FaceTime:  <a href="https://apps.apple.com/us/app/facetime/id1110145091" rel="nofollow" target="_blank">https://apps.apple.com/us/app/facetime/id1110145091</a></li> <li>State Department of Health:  <a href="https://coronavirus.in.gov/" rel="nofollow" target="_blank">https://coronavirus.in.gov/</a></li> </ul> BETWEEN THE LINES LINKS Email <a href="mailto:brian@brianclee.com">brian@brianclee.com</a> <a href="mailto:cate@craftsmanrg.com">cate@craftsmanrg.com</a> Web <a href="http://brianclee.com/" rel="nofollow" target="_blank">brianclee.com</a> <a href="http://catelee.com/" rel="nofollow" target="_blank">catelee.com</a> <a href="http://realestatebetweenthelines.com/" rel="nofollow" target="_blank">realestatebetweenthelines.com</a> Facebook <a href="https://www.facebook.com/groups/realestatebetweenthelines/" rel="nofollow" target="_blank">https://www.facebook.com/groups/realestatebetweenthelines/</a> <a href="https://www.facebook.com/Brian-C-Lee-111822417027919/" rel="noopener nofollow" target="_blank">https://www.facebook.com/Brian-C-Lee-111822417027919/?</a> YouTube <a href="https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA" rel="noopener nofollow" target="_blank">https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?</a>

Episode 010 - Locked In - Closing While Socially Distant

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