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Join us for our weekly in-depth conversation with leaders in business on topics related to real estate, mortgage, title, marketing, PropTech and more.

Brokerage Insider interviews the leaders in real estate and technology.

Brokerage Insider TRIBUS

    • Management
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Join us for our weekly in-depth conversation with leaders in business on topics related to real estate, mortgage, title, marketing, PropTech and more.

Brokerage Insider interviews the leaders in real estate and technology.

    How Do You Average 24 Transactions Per Agent With 1000 Agents?

    How Do You Average 24 Transactions Per Agent With 1000 Agents?

    What does it take to average 24 transactions per agent? How about being up by double digits during the pandemic? How do you create a culture of success in your real estate brokerage? How important is your https://tribus.com/products/crm/crm/ (real estate brokerage CRM)?
    Listen in as Brenda Tushaus joins our VP of Product to discuss these questions and more!
    TRANSCRIPT
    https://tribus.com/author/katieragusa/ (Katie Ragusa): Welcome. Hi, Brenda. So for the whole group, just a little bit of background on Brenda and what we're going to be talking about today, she is the CEO of Minnesota based https://results.net (Re/max Results). They have 42 offices and over 1200 throughout Minnesota and western Wisconsin. She became the CEO of the company in twenty eighteen and has been in real estate for twenty four years. So she's got a huge background based on the 2020 Real Trends, 500 report, Re/max results of the country's largest Re/max franchise and the 13th largest brokerage for total transactions. So lots of big stats there. Hopefully I got everything right, Brenda. Anything I missed. All right. OK. Quite a profile. So you represent a major company. So what we're going to talk about today is getting into growing a company, recruiting good people and not just bringing them on, but keeping them around. So thanks for being with us today and sharing what you know now.
    Brenda Tushaus: Thanks for having me!
    Katie Ragusa: So let's kind of go backwards in time a little bit. And you guys are forty two offices. Yeah, we just we just grew to about forty two and we'll talk more about that from forty one to forty two. But so when you started with the company it was three offices I think. So looking back, what are the foundational pieces that makes Re/max results who you are that have stayed the course through all of those years.
    Brenda Tushaus: So we yeah. When I started I've been at the company now 19 years. We had one hundred and fifty agents or so and three offices. And I've obviously held a variety of roles through the years. And I was just looking at our stats just recently and in the last 19 years we've done 15 acquisitions. So that's been a part, a major part of our growth. Obviously recruiting is just as important, but the acquisitions, that chunky growth, that that helps as well.
    So as far as I will tell you, one thing that I discovered when I was looking at some of this recently is most of the acquisitions we had one big one when I was about two or three years into the role that doubled the size of the brokerage. It brought on about three hundred associates. But since then, our acquisitions have been really small, chunky growth. They've been anywhere from 20 to 50 associates that we that we add each time. So very small, small acquisitions and is not more intentional.
    Katie Ragusa: Like what would your advice be to those who want to get big, fast and double in size? Triple in size, really?
    Brenda Tushaus: Well, it depends on what you can afford. So it just depends on what, what you're looking to acquire and how much you can pay. And so the small the smaller ones through the years have worked for us. We did have a year. It was I think it was twenty seventeen where we added we did about six or seven acquisitions that year and those were a bunch of small ones than we did one in twenty, eighteen, twenty nineteen.
    We had to just kind of catch our breath and now we're back in twenty in full on growth mode again. Right. So yet another broker and market that's booming in these times. So that's really great to see.
    Katie Ragusa: And inspiring. So you just had the 15th acquisition literally just it earlier this week or last week of that. What was that like? Can you tell us more about that process?
    Brenda Tushaus: Yeah. So that we acquired another Re/max franchise was Re/max first choice in the La Crosse, Wisconsin market. They have three offices an

    • 35 min
    Zillow Becomes A Real Estate Brokerage What Does Rob Hahn Think?

    Zillow Becomes A Real Estate Brokerage What Does Rob Hahn Think?

    https://tribus.captivate.fm/ (Enjoying Brokerage Insider? Please Subscribe Using Your Favorite Podcast Player.)
    Rob Hahn is the prognosticator of the real estate industry. A few weeks back on Brokerage Insider, he discussed how teams are the biggest threat to the brokerage industry. This week Rob discussed the big news that Zillow decided to become a real estate brokerage AND that they will stop accepting feeds and instead just get IDX https://tribus.com/products/tribus-source/ (data from MLSs). Listen to what Rob thinks.
    TRANSCRIPTION
    Or in the explode virtual conference on Thursday, September 24th. We look forward to returning to our regular schedule program soon, but until then, enjoy this session. In this episode, I interview Rob Hahn, managing partner of https://www.7dsassociates.com/ (7DS and Associates) and prognosticator of the real estate industry.

    Eric Stegemann: And so, you know, Rob, I actually wrote up a whole bunch of questions before yesterday morning to talk to you about. Sure. And I kind of threw them in the trash can and started after the Zellers news. Yeah, after the big announcement. Yeah. Yeah. So, you know, and I mentioned this morning when we talked to David Gulper, and I'll just reiterate it for anybody that was not in the track this morning, but to announce that they are starting a brokerage officially, even though they had real estate licenses for a while, their official start markets are in Tucson, Phoenix and Atlanta. And so they're going to start up a brokerage, but particularly two things of note. Number one is they're going to focus their brokerage on just their home buying process. And number two is they're moving away from fees where they accept fees and going straight to index data directly from all of your analysis. So let's talk about Zillow homes for just a second. They are going to have salary based agents. Right. And, you know, on a scale of one to 10, considering last time one of our big topics when we talked on the last show of Brokerage Insider, so we talked about it and you said https://tribus.com/integrations/lead-generation/zillow/ (Zillow) is not the biggest threat to brokerages. Let me first ask you, do you think that's changed at all? Like if you had to give a scale of one to 10, where did you think they were before yesterday and where do you think they are now? I'd say probably before yesterday.
    Rob Hahn: They're probably three. And today there are three. I don't I don't think anything has changed, you know, and I think I made this point in my latest post about this, you know, that I just put up yesterday as a reaction. People are like Zillow is a competitor and yadda, yadda. I'm like, look, unless you've got a couple billion dollars of investor money and they don't care about losing it for 10 years, you're not a competitor. Like, that's not you know, that's not what their business is. And I guess the way I look at it is I mean, for because this is a brokerage group like do you think open doors, a competitor. Because this is the same thing, right? They have billions of dollars, they're going to go in and pay cash for a house they're using, they're in house employee agents to do it. So if you don't think they're open doors a competitor, then you probably shouldn't think that those competitors, if you did think they're open those competitors, I guess I'd like to know how, like, do you have billions of dollars? And again, their brokers who have started Ibai are at odds. Right. And I'm like, look, that's great. But do those investors expect a return for their money? If the answer is yes, you're not a competitor because neither Zillow nor Open Door their investors aren't expecting a return. They're expecting to lose money for a good long time. And they have real deep pockets and they don't care because they're all about kind of changing the world and, you

    • 32 min
    The Importance Of Real Estate Brokerage Photography with Virtuance

    The Importance Of Real Estate Brokerage Photography with Virtuance

    https://tribus.captivate.fm/ (Enjoying Brokerage Insider? Please Subscribe Using Your Favorite Podcast Player.)
    There are lots of ways to help sell a home faster, but there is no more sure fire way to make sure to do your clients the best service possible than using professional real estate photography.
    Even if your brokerage's average sales price is not $1 million or more, you can use professional listing photography to stand out and keep brand consistency. Listen in as Jeff Corn, the CEO and founder of https://www.virtuance.com/ (Virtuance), discusses the importance of this consistency.
    TRANSCRIPT
    Eric Stegemann: Hi, everybody, and welcome to Brokerage Insider, the podcast where we interview the leaders in brokerage and technology. I'm your host, Eric Stegemann, the CEO of TRIBUS. Today on the show, we have Jeff Corn. Now, Jeff is the CEO and co-founder of https://tribus.com/integrations/photography/virtuance/ (Virtuance). It's a leading photography vendor to the real estate industry. Thanks so much for being on today, Jeff.
    Jeff Corn: Thanks for having me, Eric. Excited to be here. Appreciate it. Yeah.
    Eric Stegemann: So tell us a little bit about Virtuance?
    Jeff Corn: Virtuance is a photography and visual marketing partner to the real estate industry. What that means is that anything related to https://tribus.com/products/core-products/property-marketing-platform/ (listing marketing) across the nation, that's that is what we focus on. It's all that we do. And we're very fortunate to partner with tens of thousands of real estate agents and brokerages in across the entire country. And we've been doing it for four, ten years. We celebrated our 10 year anniversary this year.
    Eric Stegemann: Congrats. That's awesome. That's we're very, very close to you. We're just one year past year at TRIBUS at eleven years now. So, you know, we all started around that that same time. And I find that a lot of the companies that started in that ballpark where you were kind of competing up are fighting against what was going on after the downturn. I find you're more resilient and tend to stick around longer. Right. So tell me what was asked me.
    Jeff Corn: Why did you start the company like first period of time ever? Right. And my answer is, is probably similar to yours would be that, you know, at that point in time, there's only one way to go. It's up. Right.
    Eric Stegemann: So darn right. Darn right. Yeah, that's the way I was looking at it back then, too, was that, you know, that in the real estate industry, we fortunately with my brokerage that I previously had things were going pretty well because we actually had contracts for doing foreclosures and things like that. But in the tech space, I felt like there was going to be a reinvigoration for it. And it sounds like you did, too, around the same time. So what got you into the photography side of the business?
    Jeff Corn: Yeah, good question. So prior to the founding Virtuance, I was in the commercial real estate space. I was I had come out of graduate school and want and thought I was going to be a real estate developer, worked for a commercial rete in acquisitions and then worked for most recently prior to starting, Virtuance worked for a small real estate development shop in Denver. And part of my role there was to market all of the properties that we would build and bring to the market. And one of the things that I would do in that role is to hire a photographer. As soon as we finished up a building and we were getting ready to lease or sell it, we the first thing that we did is made a phone call to a photographer and had that photographer scheduled to come out to market the property. And when I found out in that process, after doing it five or six times was that one, it was very expensive. I could not believe how much money we were spending on photography, too. It was incredibly time c

    • 36 min
    Marketing and Managing A Fast Growing Brokerage with Corcoran Global Living

    Marketing and Managing A Fast Growing Brokerage with Corcoran Global Living

    https://tribus.captivate.fm/ (Enjoying Brokerage Insider? Please Subscribe Using Your Favorite Podcast Player.)
    Melody Foster, The Chief Experience Officer ofhttps://corcorangl.com ( fastest growing brokerage in the US), Corcoran Global Living, joins this episode of Brokerage Insider to discuss managing their growth over the past year. The company went from 400 agents to over 1000 in just 11 months - during COVID no less!
    Listen in as she also discusses tech and marketing for luxury brokerages.
    TRANSCRIPTION
    Thanks for listening to Brokerage Insider, this week's episode was recorded live during the Explode Virtual Conference on Thursday, September 24th. We look forward to returning to our regular schedule program soon, but until then, enjoy this session. In this episode, our VP of product, Katie Ragusa, interviews Melody Foster, the chief experience officer in charge of marketing and technology for Corcoran Global Living in the California and Nevada area.
    Melody Foster: I'll give it a nice to see you, Brenda. It's like I'm like, oh, I get to follow Brenda.
    Katie Ragusa: That's a tough act to follow. But nice to see you, Yes, we are. We've got some powerful women here talking this afternoon. So a little background on Melody if you're not familiar with who she is. So far, she is the chief experience officer at Corcoran Global Living, which is actually the first ever Corcoran franchisee and chief experience officer. So as CXO you handle, let me see if I can get this mouthful. Branding, marketing, advertising, Lead, nurturing, PR communication, web development, all things tech. So pretty much every manifestation of the brand and marketing it in any medium. So that's a lot and you've got a ton of experience. So what brought you here and how did you become the lead on all things experience at https://tribus.com/projects/corcoran-global-living/ (Corcoran Global Living)?
    Melody Foster: So you know, my background prior to Corcoran GL or CGL, as we call it, because it's a mouthful to say. Right. Right. But prior to that, I mean, Katie and I go back several years at this point.
    Now, I was with Zephyr Real Estate, which was the number one indie {brokerage} in San Francisco.
    And even prior to that, I was at Paragon Real Estate, which was also a boutique firm in San Francisco and then at Pacific Union, also based at San Francisco, which became California wide prior to becoming part of another larger company we all know about. But most of my background was in marketing. And at this point, I don't think there anyone can truly say that there is a real dividing line between marketing and technology.
    We leapt over that hurdle a long time ago, and I think there was just the understanding that there's a difference between technology as far as where the cable. Go into the wall, which is the technology that users use on the day to day basis. And so we do still, of course, have people that manage all those sort of systems, but really need to have someone that is looking at it from the marketing, the brand perspective, the usability, what our agents are actually using and the platforms that we're developing. And when you start going down that road, it becomes clear that you can't look at the marketing and the technology without also looking at the operational aspects and how it impacts the day to day. And that's when Zephyr actually decided to let's blend this all together. And rather than just making this so marketing specific, we decided to do the whole CSO role. And when critical, what happened when we launched that in February, Michael Mahon, who is our CEO, agreed. He definitely is vision forward with that and sees that as critically important to have that level of integration so that we are presenting the right tools in the consistency to our growing base that we have.
    Katie Ragusa: And with that history and experience, you see the times we're

    • 54 min
    Luxury Second Home Brokerage Marketing with Scenic Sothebys Adam Pfaff

    Luxury Second Home Brokerage Marketing with Scenic Sothebys Adam Pfaff

    https://tribus.captivate.fm/ (Enjoying Brokerage Insider? Please Subscribe Using Your Favorite Podcast Player.)
    After COVID hit, the demand for second homes dramatically increased. Those living in big cities flocked to drivable second home communities like near lakes, The Hamptons, and around Florida - including communities like Destin, FL and the surrounding 30A region.
    As the Director of Marketing and PR of Scenic Sotheby's International Realty, Adam Pfaff has seen firsthand the explosion in demand for second homes in and around the Destin area.
    TRANSCRIPTION
    Eric Stegemann (https://www.temi.com/editor/t/vLoSJOuf3R7z1ZVePauy19CNJVhQG54olfhGCtYaBGzEY3WD5tNtx32KrC7xhmyI_shY4kDH9ErRfL02ZlKVEmYZKok?loadFrom=SharedLinkandts=0.93 (00:00)):
    Thanks for listening to Brokerage Insider. This week's episode was recorded live during the explore virtual conference on Thursday, September 24th. We look forward to returning to our regular scheduled program soon, but until then, enjoy this session
    Starting things off here, let me first introduce you, Adam Pfaff is the director of marketing and public relations at https://www.scenicsir.com/ (Scenic Sotheby's International Realty) in beautiful, gorgeous Destin, Florida, the Destin, Florida area. I should say most people will know it there, but I think, you know, you have, you have offices along https://30a.com/ (30A), which technically aren't in Dustin and along 98, which Santa Rosa beach, I think is where your other offices, right?
    Adam Pfaff
    Correct. Yeah. So we have we have an office in each of the major markets that we serve. So we have one essentially located here on the Eastern side of Dustin right on 98. We then have one in the heart of 30A and blue mountain beach. And then we have a, another office on the Eastern side of Santa Rosa beach, which is technically an inlet beach. So that office definitely is able to serve our micro markets over in Rosemary beach, Panama city, beach spaces like that.
    Eric Stegemann (https://www.temi.com/editor/t/vLoSJOuf3R7z1ZVePauy19CNJVhQG54olfhGCtYaBGzEY3WD5tNtx32KrC7xhmyI_shY4kDH9ErRfL02ZlKVEmYZKok?loadFrom=SharedLinkandts=74.99 (01:14)):
    So that's great. So I guess w where I should have kicked off and kind of mentioned is one of the things that I wanted to have Adam on today particularly about is is about marketing, but, but also specifically on second home marketing and again, the rental market marketing, because in the area that is the big pole. It is a second home community, a rental community. And so I think, you know, even if you're not, if you're a broker that's listening into this right now, even if you're not in one of those markets, I think it's important to know what's going on in these types of markets, because you can know how to leverage it or leverage relationships as people change their environments because of COVID. And we're going to get into a little bit of that. So first of all, let's kick off the softball question here. How's the market been?
    Adam Pfaff
    Man, the market's been, it's been crazy. And I know that's kind of like the standard real estate answer. Everyone just says, it's crazy, but there's really not a better adjective to use because you know, our agents are they're out there hustling, they're working as hard as they possibly can. I know my staff and all of our operations teams are busier than we've been, you know, even on the uptick in the market that we've seen for the last few years, just the amount of volume of transactions that we're doing is so great. The you know, we're definitely feeling an inventory pinch right now. Our inventory is down to under two months. So just under 1.8 months of inventory currently on the market, whereas pre pandemic, we were, you know, in a most of our markets were an upper end luxury market. So eight months of inventory in certain wasn't
    Uncommon, but we're not seeing any of that now. It's

    • 37 min
    Building The Largest Independent Brokerage in Miami with Jorge Guerra

    Building The Largest Independent Brokerage in Miami with Jorge Guerra

    https://tribus.captivate.fm/ (Enjoying Brokerage Insider? Please Subscribe Using Your Favorite Podcast Player.)
    Jorge Guerra built one of the most successful brokerages in Miami and the South Florida real estate market. RESF, https://resf.com (Real Estate Sales Force), has over 450 agents and has grown to one of the largest independent brokerages in the Miami market by focusing on what agents need.
    TRANSCRIPTION
    (https://www.temi.com/editor/t/2eEKHf0sWI7d9otbShwkIh5q2FcsXUdvE1JpiWTnTubBttakkegRUofi7hQHJrFAD32HQcvVFfQGuSp2_-hurIGY3vQ?loadFrom=SharedLinkandts=0.93 (00:00)):
    Thanks for listening to Brokerage Insider. This week's episode was recorded live during the explore virtual conference on Thursday, September 24th. We look forward to returning to our regular scheduled program soon, but until then enjoy this session in this episode, our VP of product, Katie Ragusa interviews, Jorge Guerra, the founder of RESF, the Real Estate Sales Force with 450 agents in the South Florida area. He's also the 2020 chairman of the Miami association of Realtors.
    Katie Ragusa (https://www.temi.com/editor/t/2eEKHf0sWI7d9otbShwkIh5q2FcsXUdvE1JpiWTnTubBttakkegRUofi7hQHJrFAD32HQcvVFfQGuSp2_-hurIGY3vQ?loadFrom=SharedLinkandts=34.101 (00:34)):
    So I just wanted to tell everybody a little bit about who they're going to be hearing from. So Eric mentioned some of your credentials just leading into your session, but in addition to that, George launches, brokerage firm, real estate Sales force, or our ESF 15 years ago. And he's since grown it into four offices and nearly 500 agents. So they cover the South Florida market. And most recently he was named 2020 chairman of the Miami association of Realtors, the largest real estate association in the nation and the 2021 global liaison for the national association of Realtors. So lots of credentials there, you run a brokerage, you hold, you wear many hats. So I think today we want to focus on operating on and keeping your brokerage running in a post COVID environment and just lessons that hopefully we won't be here forever in these circumstances. So lessons really that we can apply to any major shift in the industry. So I remember I got my license back in 2008 during the downturn. So there, there just seems like, no matter what, if you're in the business long enough, you're going to hit some crisis or, or something is gonna rock your world or our industry. So I really want to talk about lessons that we can apply longer term. So George, I think you're muted there. So hopefully we can hear from you,
    Jorge Guerra (https://www.temi.com/editor/t/2eEKHf0sWI7d9otbShwkIh5q2FcsXUdvE1JpiWTnTubBttakkegRUofi7hQHJrFAD32HQcvVFfQGuSp2_-hurIGY3vQ?loadFrom=SharedLinkandts=119.18 (01:59)):
    You know what? I was talking to my executive assistant in between class and asking him for a water. So
    Katie Ragusa (https://www.temi.com/editor/t/2eEKHf0sWI7d9otbShwkIh5q2FcsXUdvE1JpiWTnTubBttakkegRUofi7hQHJrFAD32HQcvVFfQGuSp2_-hurIGY3vQ?loadFrom=SharedLinkandts=126.92 (02:06)):
    Man of water so George, what makes your brokerage res special and unique as a company?
    Jorge Guerra (https://www.temi.com/editor/t/2eEKHf0sWI7d9otbShwkIh5q2FcsXUdvE1JpiWTnTubBttakkegRUofi7hQHJrFAD32HQcvVFfQGuSp2_-hurIGY3vQ?loadFrom=SharedLinkandts=135.95 (02:15)):
    Ooh, I don't think we have enough time for that Katie to be, but you know what, I'm going to be honest with you. I think what makes us special honesty is number one, we're, we're an independent company. So, so we have a great pulse on what's going on in the market and, and being an independent company means I only have one boss and it's my wife. Besides that I'm able to move and shift at the speed of now and get as creative as I want to. And for me, that flexibility and that ability to pivot and market at, at the speed of now works best for me personally, you know, luckily real estate, there's so many ways

    • 30 min

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