Center for REALTOR® Development

This episode covers some of the great ways you can engage agents and consumers with the support of the brokerage. Every brokerage has its unique way of doing things, so it's important to really understand the culture of the organization you're in and the benefits you have access to. Chris Whitten breaks down his consumer-centric brokerage model that empowers his agents to be well-connected in the community. What do you need to know about joining a brokerage? Chris answers all of this and more! [6:30] How do you have both a customer and agent-centric approach? Chris knows you can have both. [7:45] In business, you have to have hedgehogs! Chris explains his analogy. [9:05] Chris has a giving back program for his office to help and support the community they serve. [13:50] How can you take the spotlight off of yourself on social media and shine it more on the people you serve? Chris offers an example. [17:20] Chris talks about another 'hedgehog' incentive he does within his business. He's taking advantage of the lack of inventory! [19:05] You have to understand fully what your brokerage is providing. [25:10] Because Chris spends his time in the community and building the relationships, agents do not need to shift through a lot of leads to get to one yes. [30:05] Being part of the community is really rewarding work. Yes, it's great you sold a house, but it's even better to know you are helping the charities around you. [32:25] How do you build better relationships? [39:00] Sounds simple, but you have to treat everybody like people. [39:40] People are buying you at the end of the day. They're hiring you, so what makes you interesting? [41:40] Chris's model that he's built is about being a REALTOR® for life for the family. [45:20] How does Chris encourage his agents and helps them with their goals? [47:55] Find your why, even if it's not real estate related! Tweetables: "Every listing in our office for ten years now has had a professional photoshoot and a video guided tour." — Chris "I love real estate because it's a vehicle to pay your bills, but also do what you're passionate about and do good. I am doing a lot of my non-profit work through my real estate business and both are thriving." — Chris "The line between agent and customer is --- we're all people!" — Chris "Subtle branding. A lot of REALTORS® don't understand that. You want customers to feel warm and fuzzy." — Chris Guest Links: Chris Whitten Premeerrealestate.com Premeerrealestate.com/agents/chris-whitten Additional Links: 036: Brokerage Basics and Beyond with Keith Davis Microcourses found at Learning.REALTOR Crdpodcast.com Learning.Realtor for NAR's Center for REALTOR® Development, home to NAR's Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Chris Whitten is the 2021 Rhode Island Realtor of the Year he has been active in Rhode Island leadership for many years – He has Been on the local and State Boards of Directors and was the MLS president for 2019 and 2020. He has awards in Real estate and from his community. You will hear more about his work in the community and his background as a Radio Personality. He is the owner and broker for Premeer Real Estate in Smithfield, RI and 2 offices in Massachusetts.

We all know that social media can be a time-wasting black hole. We also know it can be an amazing tool to connect with loved ones, friends, and potential clients. How do you balance both without feeling overwhelmed? Today's guest, Harrison Beacher knows how to get the most out of your social media presence, without the overwhelm! In this episode, he offers strategies to create a comprehensive social media plan so that you can build connections with intention. [1:30] A little bit about Harrison and his background in real estate. [5:00] What social media platform should you choose? [8:20] Harrison shares some of his favorite ways to optimize social media. [8:40] What was the last thing that made you stop scrolling? What kind of content do you like to consume? [10:30] Consider taking a quick 101 photography class to better understand what makes a good picture. [11:20] Should you have people in your photos or should it be a selfie? [14:40] How do we increase the engagement we currently have on Instagram? Hashtags! [19:10] Remember, we need to have an abundance mindset. Engage with other people using your hashtag. [24:50] It's okay to make mistakes or have typos. Harrison sometimes goes back to reword things in a better way. It's just important to be intentional with the content you're sharing. [30:50] Public posts, whether business or otherwise, should be welcoming and open to everyone. [35:35] Are you struggling to create a social media plan? Harrison has some tips for you! [41:35] What topics can you/should you talk about as a REALTOR®? [45:15] With your photos, use it as an opportunity to tell a story. People do read the descriptions! [48:05] When you become a local expert, there's so much opportunity available to you. [48:40] Instead of thinking about social media as a sales tool, think of it as a community-building tool. [50:15] Harrison talks about the importance of a good mindset and why it's key to your success. [54:25] Create good routines and systems, and those will carry you forward during the days you feel slow or down. Tweetables: "It's okay to rip off and duplicate some of the best practices other people have. Take the idea or concept and create something similar." — Harrison "The mindset we need to have to help consumers and grow our businesses is an abundance mindset. When we connect, we build community." — Harrison "Social media is free to tag that location, be intentional about the story you tell, and attract more people to that story. It lets the people who live there be reminded of you." — Harrison Guest Links: Harrison Beacher Coalitionpg.com Linktr.ee/hlbeach Instagram Additional Links: Microcourses found at Learning.REALTOR Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Guest Bio: A native Washingtonian and washed up D1 college football player, Harrison Beacher is a Managing Partner of the Coalition Properties group, serving the entire DC metro area Affiliated with KW Capital Properties. Harrison was honored by the National Association of REALTORS® and included in REALTOR® Magazine's 30 under 30 Class of 2016. Harrison currently serves as 2022 president for the Greater Capital Area Association of REALTORS® (GCAAR), and also serves as an at-large director for the DC Association of REALTORS® (DCAR). Harrison serves as a 2022 Chair for the Broker engagement council and serves as a National NAR Director. A retired DJ, Harrison loves making playlists for his team events, sharing funny memes & Tik-toks, and traveling to places with delicious food, drinks, great music, nightlife, warm weather & culture. Harrison is a national speaker and coach on the topics of social media optimization, mindset, Diversity, and inclusion

Gary Rogers knows a thing or two about networking. The saying might be overdone but it is true: Your network is your net worth. But, did you know a lot of REALTORS® do networking the wrong way? Instead of trying to spin your wheels, here's how you can leverage agent-to-agent referrals that create a collaborative relationship with you and your colleagues and not a competitive one. The ripple effects are immense. Gary shares his expert tips in this month's episode! [1:30] Gary Rogers is very intentional in networking with the goal of giving and receiving referrals. How do you become a great resource? Gary has some advice for you. [3:55] Gary shares his overview process for finding agents and why referrals are important to him. [4:40] He explains further on referrals as a true business source and shares some of his own experiences. [7:20] How do we meet or find these agents? Gary shares some tips on how to be an agent someone wants to refer. [11:40] When considering someone for a referral, what kind of criteria do you look for? Gary shares his insights. [13:21] Taking the time to interview the client, knowing what's important to them; always works in matching them with the right agent. [16:15] In rural areas where there are not a lot of agents, what are some of the ways to get good referrals? Gary shares more tips. [19:50] Getting the right agent with the right expertise comes in handy. It sets the right expectations from both the agent and the client. [20:55] Gary is currently working on a project for residential agents wanting to move into commercial and shares a sneak peek of what's in store with that. [21:35] Referrals don't need to be from across the country. Gary also talks about how to get great local referral opportunities. [35:15] Has Gary ever been in a situation where he made a bad fit? What did he do in that situation? [39:10] Gary talks about how early-career agents should be reaching out to get referrals and why it is very important. [42:55] How can you market yourself and get your name out there? Gary tells his story of traveling for classes and meeting agents in that way. [46:10] Making the effort to go to the sources goes a long way in marketing yourself. There's a two-way street in referrals. [47:05] Gary shares more tips on how we market ourselves. What should you put on your website to attract your market? [52:25] Gary also talks about business cards and how we can make use of them more effectively when we network. [57:30] Sending referrals vs drawing more income. Gary closes the episode sharing his key principles. Tweetables: "What do we look for when we network or look for an agent? We're looking for some commonality, either between us or more importantly between the receiving agent and the client." — Gary "Even if you're an introvert, you become an extrovert the minute you put your REALTOR® hat on." — Gary "If you really do think how we're supposed to help each other, what better way than drive referrals back and forth." — Gary "Focusing on sending out referrals pays off quicker and is more sure because you have a trusted audience." — Gary Guest Links: Gary Rogers Refergary.com Inrealtygroup.com LinkedIn Examples of Social Media for Agents: Tiktok.com/@itsthatrealestatechick Tiktok.com/@amybartoncotney Instagram.com/sweethomeauburnal Refercyndee.com: (Linktr.ee/cyndeehaydon) Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Guest Bio: Gary Rogers has been a REALTOR® for over 30 years. During that time, he has served in various roles in the association, including State President, NAR RVP, and NAR Director. In 2018, he chaired the Meeting and Conference Committee. He is currently serving as a Director of the REALTOR® Relief Foundation, 2021 NAR Director, and will be the Chair of the 2022 NAR Leadership Academy. He was the 2005 REALTOR® of the Year for his state and has been awarded Distinguished Service awards by both his local board, GBAR, as well as the Massachusetts Association of REALTORS®. Gary is the broker-owner of RE/MAX On The Charles in Waltham Massachusetts

As many of us started to incorporate technology into our real estate business to make things easier and more automated, something else started to drop by the wayside: relationships. Throw the pandemic into the mix, where it was highly discouraged to be face-to-face with our customers, and we are now faced with a big need in the market for personable and friendly real estate agents that can connect with clients on a deep level. Ali Whitley is here to help shed some light on how you can improve your relationships without doing a complete rehaul of how your business operates. It's not as complicated as you might think! [3:45] Why is it so important to have a consultation with your client before you walk them through different houses? [6:50] If you don't take the time to get to know your clients, their why's and motivations, then what are you really doing? [7:20] It's easy to just get into the habit of sending a text, but that doesn't lead to connection. [15:25] A good real estate agent is the source for a lot of their clients. To become a source, you must be seen as trustworthy. [15:55] When does it make sense to talk about money? Monica offers a handy script. [19:50] If you're going to be meeting with buyers or sellers, you really want to set up several meetings. [21:10] How does Ali set the expectation with her clients when she does a contract consultation? [29:35] Understanding the buyer/seller's expectations and making sure that they're reflective of what the market is willing to pay. [37:00] A lot of clients today are educated. They are doing their own research, but sometimes that research is missing a few pieces. This is a great opportunity for a REALTOR® to step in. [40:00] Communicating your value as a real estate agent [42:35] Don't be afraid to shine and show your value through storytelling! Ali shares how. [47:45] At the end of the day, it's about empowering your client to make the best decision for them. Real estate agents add immense value by walking clients through a very stressful and emotionally overwhelming process. Tweetables: "If a computer can do it, then the computer will do it before long. We need to focus on what the human element is." — Monica "We need to know if we're able to help them. If their expectations are not accurate for what the market is willing to bear, then we need to address that up front." — Ali "If the agent doesn't know their value, how can they present that to anybody else?" — Ali Guest Links: Ali Whitley AliWhitley.com LinkedIn Additional Links: Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Ali Whitley is a Residential Real Estate Agent and Director of Education at RE/MAX Crossroads in Akron, Ohio. In addition to serving buyer and seller clients, Ali is passionate about professional development and education. She enjoys sharing her love of knowledge with fellow agents as an educator and mentor and as an instructor of REBAC and REBI Designations and Certifications. A REALTOR® for 24 years, Ali has been active in local, state, and national associations, having served as an NAR Director and member of the Commitment to Excellence committee, a longtime Director and current Treasurer-Elect at Ohio REALTORS® and President of her local association in 2012. She was honored as Akron Area Board of REALTORS® REALTOR® of the Year and as a past "Woman of Note" by Crain's Cleveland Business.

What does a good real estate team look like? The answer can be very varied and diverse, and it's also very individual to your specific needs. However, our guest has identified some key principles on when it makes sense to move forward with a team based on your unique situation. Brandon Martens is the Team Lead for The InRealty Group of Hegg REALTORS®. He is passionate about leading his team with kindness and drive and often speaks on these topics. This episode focuses on what real estate agents should look for when joining a team, some of the benefits of joining a team, and tips for starting your own team! [3:35] Brandon has put his team within another brokerage firm. He shares some of the benefits of doing it this way. [6:20] When does it make sense to join a team vs. being on your own? [8:00] What should agents be looking for before they join a team? [10:00] Does it make sense for more experienced real estate agents to join a team or is this a better move for a newbie? [14:45] Brandon shares some of his responsibilities as a team lead and how he helps support his staff. [21:20] How does financial compensation work when you're a part of a team? [22:15] No matter what deal you get yourself involved in, it has to be a win-win for everybody. [25:45] Brandon breaks down his team and how each member plays a critical role within the company. [29:15] If you want a good team, you have to think about everyone involved and actively create win-win situations for everyone. [32:45] Brandon talks about the importance of having team events for your company. [37:25] Monica shares why she loves Brandon, how he educates others, and his work ethic. [41:35] Brandon shares some of his tips on how to start a successful team. [44:45] Don't bring someone on if they don't have good morals or ethics. You have to hire based on character. [47:25] Brandon shares his final takeaway. Tweetables: "Don't base joining a team based on leads. Leads are what they are. You're still going to be spinning your wheels qualifying leads." — Brandon "It's really hard to have a good relationship and shake someone's hand with a fist. If your hand is wrapped around the money as a team leader or an agent, you're never going to be a good fit." — Brandon "In regards to bringing people on your team, you cannot hire anything except for character. You have to hire based on character. You can train any skill you need to." — Brandon Guest Links: Brandon Martens Inrealtygroup.com LinkedIn Additional Links: CRD's Working with Teams in Real Estate | Podcast Episode 11 Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Brandon Martens: When he isn't speaking, Brandon is the team lead of InRealty Group of Hegg REALTORS® and one of the top-selling REALTORS® in the Sioux Falls, South Dakota real estate market. He is the President Elect for the South Dakota REALTORS®. His passion for "Leaving Real Estate Better Than He Found It" shows up in his daily routine and through his leadership. It extends beyond his own team though in his national and local focus on the true rights of homeownership through advocacy. He continues to enjoy working daily with clients and in his community.

Do you have a date on your calendar to start business planning for 2022? Agents with a plan are more likely to reach their financial goals than those who "wing it." However, there can be a lot of moving pieces involved before you can get a clear picture of what to focus on first. Our guest, Brent Lancaster, is not only knowledgeable in real estate, but he loves to educate agents on the business of real estate. This episode focuses on fun and practical ways to plan for your business in 2022 and highlights some of the important strategies to consider when balancing life and work. [2:00] A little bit about Brent and his experience in real estate. [4:50] Whenever you Google "business plan," the search results show something very complex and overwhelming. [5:25] If you're a single agent and not part of a big team, Brent shares what you need to focus on first. [13:00] If you want to be number one in your industry, there's going to be a cost. What are your priorities? [18:50] Focusing on what you can control. [19:35] What kind of data or information should an agent gather to fully flesh out their business plan? [25:20] Marketing and money go together. Take an in-depth look at what you're spending on, and really assess if it's working or not. [30:25] Brent shares ways to make a business planning session fun. [35:40] If you have a team, ask them what their personal financial goals are. You have to find the motivation behind why your team does what they do. [39:50] Whenever you hit a milestone, be sure to celebrate your wins with the team. These positive moments really drive up motivation, productivity, and morale! [45:00] Brent shares why you should attend real estate conferences (and sales conferences) outside of your market. [47:10] Monica shares some additional educational resources agents can leverage in their business. [49:35] Monica has a new book out! Link in the show notes. [51:15] How do you plan for both business and life? [55:35] Brent's biggest tip? Stop telling your clients to call you "anytime"! You need some peace of mind. Tweetables: "When you're looking at planning in 2022, set aside some money. How much money do you want to spend on an annual basis on marketing? Put a number on it." — Brent "When you find out what drives people, later down the road, it helps you as a team leader to refocus them; to help them remember what their goal was." — Brent "I prefer work/life harmony. You have total permission to love what you do and to work hard at it." — Brent Guest Links: Brent Lancaster BobBrooks.com Additional Links: Microcourses found at Learning.REALTOR Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's book: Monicaneubauer.com/books/straight-talk-for-real-estate-success/ Guest Bio: Brent Lancaster combines his love of the business of real estate with his passion for education. As president/CEO of one of the nation's oldest real estate schools, BobBrooks.com, he offers a variety of solutions to the challenges agents face in today's real estate environment. In 2003, Brent developed his first online course and has spent every year since continually searching for innovative ways to bring quality and consistency to every agent using multiple delivery formats. Today, he continues to teach classroom instruction but has also transformed the traditional brick-and-mortar classroom into a multimedia educational experience. Brent is also the broker/owner of his own real estate firm, Brent Lancaster & Associates. He lives in Baton Rouge, Louisiana with his wife, Laura, his two children, Leyton and Nate, and Lilly the office dog.

Are you a REALTOR® who would consider themselves a leader? The NAR's Leadership Academy provides leadership training and networking opportunities for all levels. In this episode, Shannon Buss joins Monica to talk about leadership, professionalism, and the benefits of the leadership academies. They discuss how we can lean into leadership and professionalism in the industry, how we lead as real estate agents, and how we can improve leadership skills to benefit our businesses, our client experiences, community position, and industry strength. [3:35] Why the Leadership Academy is offered at all levels, and what benefit it has for agents in this program. [7:48] Every single job in NAR is critical to what we do in NAR; every job in the association is just as important. [9:29] The importance of leaning into the current job or level, and how exposure to new ways of thinking can help you improve yourself and how you live your life. [12:57] Shannon shares some of what she learned during her time in the Leadership Academy and how it impacted her life, especially outside of real estate. [15:40] Professionalism is getting somewhere in your career and having fun while doing it. [17:19] Monica and Shannon talk about what happens on the local level for Leadership Academies. [21:05] There are many volunteer leadership opportunities in real estate, and they offer several benefits for agents who step into those roles. [28:30] Shannon shares what agents can do to level up their professionalism in consumers' eyes. [32:32] Networking is incredibly valuable, not only for REALTORS®, but for clients. [33:30] Professionalism is also about our behavior, tone, and body language. [38:40] When it comes to problem-solving, doing anything proactively to prevent a problem is the most effective problem solving. [42:05] As an agent, you lead where you stand. You are leading when you show up to show a house or show up to a meeting at your brokerage. You may not call it leadership, but that's what leadership looks like. [45:45] Pay attention to who the helpers are, and lean into them for advice. [48:00] Shannon's final word for listeners. Tweetables: "It was a turning point in my leadership path because it was like a weight off my shoulders. I can just do this job right in front of me and do it 100%, and I'm making a big difference." — Shannon "It taught me how to be a better human being really, even outside of real estate." — Shannon "Good leadership should be enjoyable. The best leaders do have fun and have a relaxed nature. They're fun and they're comfortable." — Monica "Meet people where they are, not where you want them to be. That's the biggest piece." — Shannon Guest Links: ShannonBuss.com Leadership Academy: nar.realtor/about-nar/leadership-and-staff/leadership-academy https://www.onlinelearning.realtor/A/Product/Details/5676/realtors%C2%AE-excelling-in-association-leadership-real-/ nar.realtor/education/leadership-development Additional Links: Crdpodcast.com onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Our guest today, Shannon Buss, has been leading in the association at all levels and in her community for years. She is the 2020 & 2019 Vice Chair for the Leadership Academy Advisory Group. She has been on many national committees even before she became a NAR Leadership Academy Graduate in 2014. She is very active with the Women's Council of REALTORS®, serving in leadership roles at the state and national levels. She was the 2020 President, Rhode Island Association of REALTORS® and among her many awards, she was inducted into the REBAC Hall of Fame in 2012. She sells real estate in Rhode Island and is an instructor for many NAR courses.

Real estate is happening all over the world, whether we are following other markets or not. When we connect with agents from other countries, they can help us understand culture and client expectations, which in turn helps us successfully conduct business globally. This episode is all about the benefits of being an International REALTOR® Member (IRM). Our guests Tarun Bhatia and Ana Beatriz Muñoz Ruiz join Monica to share their experience as IRMs, some of the different real estate practices and traditions in their respective countries, as well as their favorite membership benefits. There are several important links mentioned in this episode — please make sure to visit the "Guest Links" section for all resources discussed in this episode. [3:00] NAR's international department helps agents from around the world learn different ways to practice real estate, and provides networking opportunities. [4:30] Tarun introduces himself and his work in India. [6:30] Anna introduces herself and her work in Mexico. [9:52] Indians invested almost 7.8 billion dollars in the U.S. in 2017; Indians living in India are investing in the U.S. real estate market, and Indians living in the U.S. are investing in the Indian real estate market. [13:07] The REALTOR® brand is still a growing thing in India — there is a difference between a REALTOR® and a real estate agent. [16:00] Many people who go to visit Cancun decide to live there as well; Ana joined NAR to connect with buyers and brokers to be more comfortable working with other people in the organization. [20:29] The top five foreign buyers in the U.S. are Canada, Mexico, China, India, and the UK, but these only account for a third of all buyers in the U.S. [22:00] Vastu Shastra is an interesting part of the real estate culture in India that comes over when Indians invest in U.S. real estate. [26:47] Another difference between the U.S. and India is how they use (or don't use) a CRM or MLS. [29:02] Culturally, personal relationships come before business relationships in Mexico. They also have legal rules where the bank is involved with foreign buyers as an extra layer in the process. [33:05] In both Mexico and India, personal relationships matter the most. [36:30] Ana shares tips for U.S. agents and buyers for how to buy real estate in Mexico — please visit the links below for the CIPS landing sites, which have information on finding the right agent in Mexico. [41:35] Many Indians are investing in the U.S. to bring back into the country of India, and there are a lot of business opportunities as people try to make it big between India and the U.S. [44:30] Tarun talks about how Indian laws help protect people during transactions, as well as the real estate laws that restrict who can buy property. [47:43] Ana and Tarun share some of the many benefits of being an International NAR member. Tweetables: "NAR U.S. has been around for more than 100 years, so they have perfected the art of training education courses, which we are still trying to learn in India. We get access to your training programs and a number of valuable business tools." — Tarun "Relationships are still crucial in both markets. Knowing the people so you can connect to find what you need is still crucial." — Monica "Most importantly, the broker should be someone who has experience, knows the market, and is ethical. I think that's the most important." — Ana "It is not only about learning and networking with REALTORS® in the U.S., it's also about telling your clients back in India that you are open for business throughout the world." — Tarun Guest Links: For the Global Real Estate Summit: Nar.realtor/videos/2021-nar-real-estate-forecast-summit-global-update Youtube.com/playlist?list=PLJ8nxcZniP63CYknxxweCc2Y-y8UA4Y5i For more information on certification in Mexico, visit: CIPS Designation Page Nar.realtor/education/designations-and-certifications/cips-designation To find a reputable agent in Mexico, Search for a CIPS Designee Agent Nar.realtor/designations-and-certifications/cips-designation/cips-search To learn more about the Indian tradition of Vastu Shastra, the design philosophy En.wikipedia.org/wiki/Vastu_shastra Additional Links: Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks Additional Bio: Ana Beatriz Muñoz Ruiz brealtyco@gmail.com Ana Beatriz Muñoz Ruiz is a broker in Cancún, Mexico. She has a communications degree from UNUM, in Mexico City. She focuses on residential beach properties and is a strong promoter of the market-to-market program. With over 20 years of experience and a solid reputation, she has a proven track record in the real estate industry and a deep understanding of the market in Mexico. Ana is a CIPS, ABR, and TCR. She is an active partner of AMPI, FIABCI, NAR, and CILA and has been an advisor in the international direction of the National AMPI, Cancun section president, and AMPI's chief delegate to Europe. She is a Member of CILA and Treasurer of FIABCI México. Ana prides herself on professionalism and enjoys helping people. She takes particular pleasure in encouraging sales teams to enhance their skills to achieve the established goals. Ana is a constant learner, enjoys travel, and like all good Mexicans, LOVES to enjoy life. Tarun Bhatia President@narindia.com Partner — M/s Shaloo Agencies President — NAR India 2021-2022 2021 NAR U.S. Board of Director Chairman — International Affairs, NAR India 2018-2022 Chairman — Association of Property Professionals, Delhi NCR Past Treasurer — NAR India 2017-2019 Past Chairman — Education Committee, NAR India 2017-2019 M: +91 97 1717 0808 Email: president@narindia.com Tarun works as a partner at M/s Shaloo Agencies, a real estate consultancy firm in existence since 1980 in Delhi NCR with offices in New Delhi and Gurugram. With a timeline of more than 29 years of experience in the industry, he enjoys the trust of his clients, developers, and fellow REALTORS®. Tarun is a graduate from the Shri Ram College of Commerce, Delhi University, India and a post-graduate in Finance from ICFAI, Hyderabad, India. Tarun strongly believes in integrity, transparency, honesty, hard work, and maintaining professional relationships with clients, developers, & fellow REALTORS®. He has always tried to bring energy, creativity, experience, and personal knowledge to work. He also believes in sharing best practices and knowledge with fellow REALTORS® & developers. As a REALTOR® consultant, Tarun specializes in both residential and commercial projects of reputed developers of Delhi NCR and has successfully consulted for projects ranging from residential, commercial offices, commercial retail, hospitality, warehousing, logistics, and education sectors. Over the years, his firm has received a number of awards from these developers. Tarun loves to spend quality time with his family and is passionate about animals, nature, traveling, photography, reading, sports, music, history, and mythology.

The collapse of the Champlain Towers has been a mysterious and important event in the real estate world, especially for the families deeply affected by the tragedy. It brought to light some of the essential things to note for environmentally-challenged properties; all buildings do degrade and are affected by the elements of nature. Our guest, Linda Olson is a REALTOR® and environment consultant in Florida. This episode focuses on how we can best advise our clients when they are purchasing condominium properties or properties in environmentally challenged areas. What can the rest of us learn from the tragedy in Surfside? [2:55] Linda's background and what she does today as an environmentalist and REALTOR®. [5:52] Building codes in Florida and the state's rules and regulations. [11:13] Regulations differ from state to state, and even between the state and local levels. Most areas leave it up to the local governments to decide building codes, etc. [15:00] Causes that contributed to the Champlain Tower collapse, and environmental factors that came into play specifically due to location. [25:50] The difference in the inspection process between residential real estate and condo buildings. [28:50] What REALTORS® can do to help their clients when they are purchasing a unit in a condo. [33:13] A "condo checklist" that you could use with your clients so they have an idea of what types of things to check out before buying a property. [38:12] Monica shares some information from Robert Norlund about the physical and financial health of a building and its homeowner's association, and a few of his tips for REALTORS®. [42:05] Predictability in the natural wear and tear and degradation of properties and the life expectancy of buildings, and how appraisers use this when valuing a property. [46:45] Upkeep and maintenance of apartments compared to a condo or townhouse [49:20] REALTORS®' responsibility to educate our sellers and our buyers, to act as professionals, and to advise our clients of the concerns to be aware of, and what they should consider prior to closing on a property. Tweetables: "Even if there are building codes, when inspections are done by the local government, they are only looking to make sure that the building code standards have been met at a minimum. They don't inspect the quality of the work." — Linda "I think it's part of our responsibility as REALTORS® to be able to advise our clients as to things that may affect them before they purchase a property. If you don't take the time to learn how it can affect it, you don't have any advice or assistance that you can give your clients." — Linda "Deferred maintenance is a big deal. If we don't take care of things when they come up and replace them when appropriate, the building will go back to the Earth." — Monica Guest Links: Linda Olson EducatorLinda.com Robert Nordlund Reservestudy.com NPR Article Npr.org/2021/07/19/1016940192/why-steady-low-condo-fees-should-… Additional Links: Crdpodcast.com Onlinelearning.realtor for NAR Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates Questions? Comments? Email us at crd@nar.realtor Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Additional Bio: Linda Olson, REALTOR®, GREEN is with D. Basile Real Estate, LLC in Melbourne, Florida. Linda specializes in all non-residential property types, especially vacant land. Linda brings a unique perspective to the real estate field as she also has 20 plus years of experience as an environmental consultant. Linda uses this experience to assist Owners and Buyers regarding the intricacies of developing/optimizing/selling and buying environmentally challenged property. Linda also uses this expertise to assist Landlords and Tenants with property leasing. During both Linda's environmental and real estate careers, for more than 10 years, she was actively involved with the local Home Builders and Contractors Association. The additional knowledge that she gained from this association and the contacts she has with builders, remodelers, and distributors of products gives her unique information and insight into "green" building techniques for improving a home's energy efficiency. Using both careers, since 2010, Linda has authored and teaches courses that have been approved by the Florida Department of Business and Professional Regulation for continuing education for REALTORS®. Linda has been a Florida REALTORS® Faculty Member since 2013. Since 2016, Linda has been an approved instructor with the Georgia Association of REALTORS® through their Partners in Education Program and an approved provider and instructor through the Tennessee Real Estate Commission. The classes that Linda has authored and teaches in Florida, Georgia, and Tennessee are centered on environmental concerns, green/energy efficiency, commercial real estate, the development process, residential construction and negotiating, networking, and commercial and vacant land contracts. Linda has been awarded the National Association of REALTORS® Green Designation and is an approved Instructor for the NAR's Green Designation Program as well as their Discovering Commercial Real Estate course. Linda has a Bachelor's degree from Michigan State University in Wildlife Management and a Master of Science degree from the University of Florida in Ecology. She is a member of the National and Florida Association of REALTORS®. Linda is married, has five rescued cats, and resides in Cocoa, Florida and Morganton, Georgia.

In property management, service animals, emotional support animals, and pets, in general, are big considerations that will come up for potential tenants. As REALTORS®, property managers, and landlords, it's important to know how to do things right to help honor those tenants who really do need the help that comes from having a service or emotional support animal. Cynthia DeLuca is on this episode to share her expertise and knowledge on how service and emotional support animals are protected under federal law. She also shares some best practices on questions you can ask and how to put a policy in place so you have consistency among all potential tenants and situations. [3:35] - In 2020, many more people got pets that may be service or emotional support animals. In the real estate community, there are protections in place for these animals and clients who have them [6:45] - Cynthia and Monica discuss how the Americans with Disability Act protects service animals and what qualifies as a service animal [9:35] - This comes into play for REALTORS® because a potential tenant cannot just claim that their pet is a service animal and trained; they must be trained for the disability [15:18] - Cynthia and Monica discuss other things that are common with service animals but are not required, and how regulations can differ by state [18:05] - Cynthia and Monica discuss the Fair Housing Act, how it protects emotional support animals, and the specificity to one industry [20:26] - Cynthia's work with HUD helped to create an order under the Fair Housing Act that clarifies how they feel the law should be applied, giving landlords more freedom to discern what they will allow for their properties [24:10] - The FHA defines an emotional support animal as an animal that provides emotional support that alleviates one or more identified symptoms or effects for a person's disability [28:25] - Service animal and emotional support animal protections and exemptions [30:57] - Cynthia discusses how landlords, property managers, and REALTORS® can handle situations with potential tenants who have a service or emotional support animal, including what questions to ask to find out if they are covered under the ADA [33:38] - She also shares different questions to ask to see if it falls under the Fair Housing Act [35:30] - If the animal isn't covered under the ADA or the FHA, you would treat that animal as a pet. Once the animal is protected under federal law, property managers and REALTORS® must modify their existing rules to allow the animal [43:15] - Once an assistance animal is allowed to live in the residence, they don't necessarily get a free pass to exist however they want [45:35] - Cynthia talks about the importance of having these guidelines in writing: the 2 questions under the ADA, the 2 questions under the FHA, and then the documentation you would request if it's not obvious [49:20] - Remember to always keep the hierarchy of law in mind. The federal law will overrule any state or local ordinances Guest Links: The High Heels Landlord: A step-by-step guide for women to successful real estate investing, by Cynthia DeLuca Fill'er Up: The High Heels Landlord's Guide to Filling Your Rental Property, by Cynthia DeLuca Hud.gov/sites/dfiles/PA/documents/HUDAsstAnimalNC1-28-2020.pdf cynthiadeluca.com Additional Links: Crdpodcast.com Onlinelearning.realtor for NAR's Online Education Training4RE.com — List of Classroom Courses from NAR and its affiliates crd@nar.realtor Guest Bio: Cynthia began her real estate career in 1999 and quickly became a top producer. A few years later, she decided to open her own real estate company, which grew to the largest independent real estate company in Central Florida. In 2016, Cynthia sold her company, which consisted of 6 offices and over 135 members on her team to one of the nation's top 350 Real Estate companies. After selling her real estate brokerage, Cynthia decided to focus her career on helping other REALTORS® reach a higher potential. An instructor since 2001, she has been there, done that, walks the talk, and loves to share her experiences with others so they can excel in their career. Cynthia's love of real estate goes beyond her professional career. Cynthia purchased her first rental property almost 20 years ago and as the saying goes, the rest is history. She now manages a portfolio of rental properties together with her husband. After being asked a multitude of times how she got started, Cynthia wrote a book called The High Heels Landlord, available on Amazon. Her second book, released in late 2018, named Fill'er Up, is also available on Amazon. Cynthia has been featured in both Florida REALTOR® Magazine and the National REALTOR® Magazine. She has received the prestigious Florida REALTORS®'s Educator of the Year award along with the Orlando Regional REALTORS® Association's Educator of the Year award. Cynthia's passion is property management and investment properties. In her spare time, she collects more rental properties and visits her favorite hangout, Lowe's. Cynthia has spoken at thousands of engagements at local, Florida, and National Association events. CynthiaDeLuca.com Host Information: Monica Neubauer Speaker/Podcaster/REALTOR® Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com Monica's Facebook Page Facebook.com/Monica.Neubauer Instagram Instagram.com/MonicaNeubauerSpeaks