Center for REALTOR® Development

CRD, NAR education for real estate agents
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The Center for REALTOR® Development podcast focuses on education in the real estate industry and is hosted by Monica Neubauer, an award-winning industry leader, speaker, and instructor based in Nashville, TN. The podcast discusses formal and informal sources of industry knowledge, including NAR education and credential programs. This podcast is for REALTORS®, REALTOR® associations, real estate and allied professionals, real estate educators, education providers such as schools, and consumers.

  1. 11/18/2025

    NAR Grants, Tools, and Resources for State and Local REALTOR® Associations To Turn Ideas into Actions with Christine Windle: Part 2

    Welcome to the Center for REALTOR® Development podcast, the podcast for REALTORS®, all about real estate. I'm Monica Neubauer, your host.   Many REALTORS® are hugely engaged in our communities. Others are looking for opportunities to engage. Christine Wendell, our guest, has been teaching us about ways that we can engage in the community and help communities elaborate opportunity, create more beautiful and functional spaces, and expand our education. And if you didn't listen to Episode 1, please go listen to Episode 1, where Christine very eloquently describes these grant programs that are available through NAR.   Christine serves as the Director of Community Outreach at the National Association of REALTORS®, where she leads the community outreach team and oversees the implementation of a suite, and that's what we talked about in episode one, a suite of programs, grants, and services, things designed to strengthen state and local REALTOR® Association advocacy on public policy issues and public spaces and housing. Christine has so much experience, over 35 years of experience in advocacy, communications, organizational leadership, and PAC fundraising. She previously served as the CEO and Public Policy Director of the Dulles Area Association of REALTORS® in Loudoun County, Virginia.   [2:30] Christine says the NAR grant programs are designed to help state and local REALTOR® associations advocate, engage, and educate on community development and Fair Housing issues and initiatives. [3:02] Christine says Community Outreach has a suite of five grant programs designed to help you engage in community development and fair housing, along with a number of resources that help ignite progress, economic development, and revitalization in communities. [3:22] You can find more information about the Community Outreach programs on the NAR REALTOR® Party Community Outreach landing page. Monica adds, We're going to put the links to these NAR pages and to some videos into the show notes. [4:35] Christine receives 50 to 60 placemaking grant applications a year. The program has been in place since 2010. There are many inspirational stories on the Spaces to Places Blog. [4:57] Hannah Dannenfelser, the team's manager of grants and resources, created with the production team a placemaking video that showcases recent stories and projects that can help provide inspiration. [5:15] One of Christine's favorite stories was a project by the Fredericksburg Area Association of REALTORS® (FAAR) in Virginia. They worked with the town of Orange to create a needed community park space in a once-vibrant African American business district that was disrupted by a highway project. [5:39] The African American Commemorative Park is now a catalyst for renewal. The NAR Placemaking Grant that Fredericksburg applied for helped offset the cost of benches and interpretive panels that share the area's history and offer a place for reflection. [5:59] The FAAR hopes the community gathering space will attract businesses and help keep the historic character. It was inspirational. It's in the placemaking video; it is a great example of committee engagement and how the REALTORS® brought the project to the table. [6:25] The FAAR Public Policy Director, Kim McClellan, applied for the grant in partnership with the REALTOR®  leadership and worked with everyone toward the completion of the project. Be sure to check it out in the video and see what Christine is talking about. [6:43] Monica has been in some of these places with historical markers, just by happening upon them. The community where Monica lives has done that with a statue, markers, and a story. Now people can see the history right there. If we can be a part of that, how awesome it is to remind people of history! [7:22] Monica loves seeing the history. It reminds her that the community has been there. There are roots and stories, and there's the future. [7:32] Christine says to be sure, when thinking about these projects, to let the community know how involved and engaged you are. [7:40] Grants can fund a plaque that includes all of the contributors to the park. Add your name on it. Christine wants to demonstrate how these funds are working in communities and to ensure that the community knows that the REALTORS® are front-and-center in these projects and issues. [8:31] When REALTORS® come together with the community and the parks or public works team or municipal leaders, to build something tangible, it could take a year, it could take two years, but trust grows pretty quickly when you are working with a community. [8:58] The elected officials and municipal staff will see REALTORS® as problem-solvers. Not just advocates but neighbors who show up bringing their tools and their sweat to the table, not just talking points. REALTORS® are bringing value, interest, and energy to these projects. [9:22] Christine says, We see credibility, as a result, that pays off later. When we weigh in on things that hurt the community, REALTORS® will be seen as trusted advisors. The community will want to have REALTORS® at the table on future projects with smart growth and affordable housing. [9:56] That's the end game. These projects help the relationships grow as a result. [10:05] Monica reviews the uses of Housing Opportunity Grants from Episode 1. They can be used for events like Housing Fairs, Financial Literacy Programs, Education for the public on Down Payment Assistance, and Education for the REALTORS®. [10:27] Christine says a lot of the funding goes toward Housing Fairs. Christine feels inspired by a model that comes from the Sacramento Association of REALTORS®. Jessica Coates, the AE, and her DEI Committee put together the Find Your Path to Home Ownership Expo. [11:03] This Expo draws hundreds of people with the support of the Housing Opportunity Level 2 Grant of up to $7,500 to support the venue rental, the workshop speakers, marketing materials, and the food that brings in the community. [11:23] This effort is led by their DEI and Fair Housing Committee. The event combines their affiliate vendors. They put in exhibits and expert-led sessions. Then they do panels of first-time buyers to showcase the journey that they've gone through. [11:40] In addition, they leverage strategic partnerships, their multicultural real estate groups, and also their outside business folks, like Home Depot, to provide support. Home Depot came in and did this little activity for the kids, so the parents could attend the workshops. [12:01] The response was so positive that they're committed to doing this as an annual event. That's what we like to see. And the grants can be used over and over and over again for the same initiative. Go to the REALTOR® Party success story on this. [12:24] Search for REALTOR® Party Success Story Sacramento Housing Fair, and see the images, see the pictures of the REALTORS® involved, wearing their REALTOR® shirts. Jessica was interviewed by the media. REALTORS® are out there teaching and building partnerships. That's the standout example. [12:52] You can go it alone, but there's no I in team. When we leverage partnerships and build relationships, we're telling the community, We are the source for real estate; we are the source for this information, and they begin to rely on it. [13:42] Christine says the partnerships are driven by the type of initiative. In the previous Housing Fair example, those partners were multicultural partner organizations and business leaders. We've also seen partnerships for Homebuyer Education with Housing Counseling entities. [14:00] If there's an issue on housing affordability, where an association wants to work to change the Zoning ordinance to encourage more mixed-use and units that are affordable for the workforce, they may want to partner with the municipality, chambers of commerce, and business improvement districts. [14:22] They may want to partner with business leaders individually who are having a hard time finding workers to staff their business. Those are stakeholders, along with community foundations; those who serve the underserved, who want to ensure there is housing on every step of the ladder. [14:42] Universities in the area can be key partners in terms of data and support for student needs. Economic Development entities in the area are key partners. They represent business. They ensure community progress, bringing key business sectors in. The business community needs housing. [15:11] Lean on those folks. Associations don't always need partners. Some quick-build Placemaking or REALTOR® Education Events can be Association-led. The highest-impact efforts that we see bring together public, private, and non-profit strengths. The Level 2 Grants require a partnership for initiatives. [16:07] For a REALTOR® to advocate for affordable housing, the first step is to learn about all the Down Payment Assistance Programs in your local area and with your state Housing Finance Agency. [16:25] Monica refers you to the episodes with Skyler Lemons (Episode 114) and Kameron Kang (Episode 115). Monica says to look back in the library for those episodes. You have buyer help options. [16:39] Christine says the second step is to be a community advocate. Advocate for a diverse number of unit types in your community. Take the NAR Planning and Zoning Resource Course. Understand the fundamentals of planning and zoning through Smart Growth Plans. [16:58] Learn the vocabulary. Accessory Dwelling Units (ADUs) and Affordable Dwelling Units, what's the difference? Missing Middle Housing, By-Right Approvals, Parking Minimums. Those are tucked into the planning and zoning course. Build relationships before you need them. That's most important. [17:33] Monica has seen in her community that the developers are ahead of the REALTORS® on some of those issues. They are knowledgeable about some of the things Christine mentioned. There wil

    30 min

  2. 11/04/2025

    118: NAR Grants, Tools, and Resources for State and Local REALTOR® Associations To Turn Ideas into Actions with Christine Windle: Part 1

    Welcome to the Center for REALTOR® Development podcast. I'm Monica Neubauer, your host.   REALTORS® play a powerful role in shaping our communities. Many are deeply involved, while others are just beginning to explore the possibilities. As an industry, we bring tremendous value, not just to buyers and sellers, but to neighborhoods, main streets, and local community development initiatives that make our communities stronger.   What many people don't realize is that the National Association of REALTORS® offers a suite of grants, tools, and resources available only to state and local associations, to help turn great ideas into action. Whether it's improving housing access, revitalizing public spaces, or tackling zoning challenges, NAR has programs that can help.   Maybe something we discuss today will inspire an initiative you may want to get involved in, or open a door you didn't know was there.   [1:50] Joining us to share more is Christine Windle, who helps lead some of these efforts at NAR. Welcome, Christine. [1:59] Monica shares Christine Windle's biography. [3:02] Christine explains that NAR's Community Outreach Program offers several grants: Smart Growth, Housing Opportunity, Placemaking, and Fair Housing. These are available exclusively to state and local REALTOR® associations, not individual REALTORS®. [3:19] NAR's Community Outreach Program has produced webinars for state and local associations of REALTORS® and their leadership on how to leverage these grants. Just Google NAR Community Outreach webinars, and the page comes up. [3:32] The discussion will be how REALTORS® can work through local associations and state associations to identify, advocate for, and support eligible initiatives. All of these projects are meant to be done with the community. [4:03] It's REALTORS® helping the community, in partnership with their local and state association. There are networking opportunities. It's the industry lifting the community. [4:50] The Community Outreach Grant and Resource program is designed to help REALTOR® associations and their leadership engage in transformational work, bringing REALTORS® to the table to support housing opportunity, smart growth, placemaking, and fair housing in their communities. [5:12] Within the program, there are cornerstone grants. The Smart Growth Grant supports local planning efforts, infrastructure, investment planning, zoning reform, and more. It helps associations bring stakeholders together to plan for future growth in ways that are equitable and sustainable. [5:32] The Housing Opportunity Grant is a little different. It focuses on expanding access to home ownership, reducing barriers, and promoting housing affordability. These grants often support first-time buyer education, workforce housing forums, and housing trust fund advocacy. [5:50] The Placemaking Grant helps associations convert underutilized spaces into vibrant public spaces. So think of a pocket park, a trailhead, or alley activation. These small projects can have a really big impact on the quality of life and smarter growth. [6:11] Monica asks to hear more about these individual programs and how they help REALTORS®. [7:12] Christine explains the Housing Opportunity Grant. It's a widely used grant. It's a great member-engagement grant. It's a great grant to leverage for the local association when REALTORS® want to get involved in a Housing Fair. Several local associations will work with partners. [7:30] Partnerships are an important aspect of these programs, with associations leveraging relationships with municipalities, Housing Authorities, and housing counseling entities to put together Housing Fairs. The grant can help support expenses associated with those Housing Fairs. [7:53] The Housing Opportunity Grant Level 2 can be leveraged up to $7,500 to support the venue rentals, expenses, marketing materials, and needed workshop speakers. The REALTORS® work with the local association through the committee structure to help design the event and to help with engagement. [8:15] Many of them come to the table with ideas on what we need to do to get it done this year. We work with the local association. The board of directors of the local association signs off, and the staff applies for the grant. We help them understand what the best practices are with housing fairs. [8:36] Christine says we'll show them the housing opportunity toolkit, which has real-life examples, the REALTOR® success stories, where they can gain inspiration from what others are doing, to build the best program it can be. [9:06] Monica says, If you get started, this is not something to drag your feet on. Start making the plan and start communicating with Christine and her team. Look at the earlier episodes this year about community investment grants to help individuals buy houses, and these episodes, and let the ideas flow. [9:43] Christine explains, you can also use the grant to put together individual homebuyer education initiatives. Local associations are leveraging Level 2 to partner with the municipality to do outreach on Saturdays, where their REALTORS® and affiliates are teaching to help build awareness about education. [10:15] Monica asks about Placemaking. The definition is not complicated. It's making places better. I see that as a high-level term used a lot in zoning language and in government situations. But I don't think the average real estate agent understands what that is or how easy it is to put in their community. [10:52] Christine says our Placemaking program grew out of our Smart Growth program, which is to help REALTOR® associations and REALTORS® engage in building better and more livable communities. [11:04] Think walkability, mixed use, housing affordability, and transit options, growing in versus growing out. That program was being designed in the late '90s. And then, as it grew over the decade, the Placemaking program came about. [11:22] Placemaking means different things. But there was recognition that local associations could get involved in helping build more vibrant communities tactically. What that means to us is converting underutilized spaces. Think of a vacant lot between two buildings. There's potential with that vacant lot. [11:44] Perhaps it's a pocket park that can go in there, or what we call an alley activation, where you could put lights and benches, a gathering spot for the community to get together and to help recognize and realize the potential of that space. [11:59] Once you redesign that space and bring life to it, then the other areas of the town become vibrant. And so what we call Placemaking is quicker, lighter, cheaper projects. [12:12] Christine gives an example. Take that pocket park, where you're putting benches together, maybe put a game table, and lights. The community says, I would like to have lunch there. Let me go to the local deli. That's a spot. You want that to be an attractive spot. [12:27] It's also used for trail heads as well to connect communities and to build parks and to build dog parks, anything that brings in vibrancy. It's an exercise as well for the REALTOR® associations to build partnerships and relationships with local elected officials. [12:46] Often, the association will have an idea, they'll bring it to the municipality, the parks director, and the elected officials, and they'll come together with a plan. The grant can provide support of up to $7,500 for that improvement. There's a lot of potential. The projects must be under half a million dollars. [13:04] It's called Quicker, Lighter, Cheaper projects. We're not financing large capital facility projects; we're financing small parks, pocket parks. As of last year, we listened to our associations, and there was an interest in helping to refurbish some of these smaller-scale initiatives and community assets. [13:26] Local associations can kick in funds to replace that bench that's been there for a long time, and to refurbish a smaller-scale community asset. Christine adds an important aspect: the lot must be publicly owned, not private property or owned by a non-profit. It must be owned by the municipality. [14:16] There's a reason for that. We want the area to be vibrant for years to come. Once the municipality commits to that, we know that that investment from an NAR standpoint is going to stay. And we don't want to put any type of REALTOR® Party dollars toward anything that enriches an individual. [14:40] We want it to be accessible and open to the community at all times. You can't lock it up for a period of six months. It's fine if, at sunset, you have to lock up the park. It has to be accessible to everyone. [15:18] Monica asks about Smart Growth. Christine says to think of Smart Growth as bringing homes near jobs and the ability of residences and businesses to improve walkability and infrastructure, ensuring community revitalization efforts move forward. [16:06] Christine says, think about infill as an example, where we have a vacant building. Is there an opportunity to ensure adaptive reuse or to bring in and develop mixed-use, to create a place where people can live, work, and play? That's the essence of smart growth. [16:31] It's bringing homes closer to jobs. It means safer streets for people walking and biking. A lot of our associations are doing walkability audits to expand sidewalks and put in crosswalks so people can travel safely from one place to another. It has zoning that welcomes a mix of housing types. [17:15] Monica notes that, going to a municipality with potential grants and education, an association can bring more to the table than just a request. [17:42] Christine adds that the program offers a suite of resources, including grants, education, and funding programs that allow technical assessments to help diagnose a real estate problem to ensure smarter growth. [18:00] There are lots of opportunities. We work with all of our loca

    35 min

  3. 10/21/2025

    117: Livable Communities for the 50-Plus Population with Rodney Harrell, PhD: Part 2

    Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. We welcome back to the show Dr. Rodney Harrell from the AARP. In our last episode, we discussed the AARP Livability Index™ and what is important to our mature buyers and sellers. Dr. Harrell is also a policy specialist, so that's what we're going to focus on today. I love a little government and advocacy things going on! Welcome back!   Rodney Harrell, PhD, is the Vice President of Family, Home, and Community at AARP, where he leads national work on housing, livable communities, and aging in place. He created the AARP Livability Index™, guiding how we evaluate and design neighborhoods that truly work. With a PhD in Urban Planning from the University of Maryland and a deep background in public policy and community development, Dr. Harrell brings data-driven actionable insights on how real estate intersects with longevity, lifestyle, and liveability.   [:42] We welcome back to the show Dr. Rodney Harrell from the AARP. In our last episode, we discussed the AARP Livability Index™ and what is important to our mature buyers and sellers. Dr. Harrell is also a policy specialist, so that's what we're going to focus on today. Welcome back! [1:08] Monica introduces Dr. Harrell and describes his role with the AARP and his focus on livable communities for mature adults and future mature adults. Dr. Harrell has a PhD in Urban Planning and a deep background in public policy and community development. [1:47] As REALTORS®, we work primarily with people who are buying and selling properties. The nuances of policy may not feel like they directly affect us… until they do! When we do run up against these things, it can be a frustrating wakeup call. By the time we know about it, it may be hard to fix. [2:37] Dr. Harrell says the AARP's Future of Housing initiative considers a range of trends that are impacting needs. One trend is that the population is aging faster than was expected, with 10K people turning 65 every day. [2:58] Since we have not built the types of housing in our communities that support aging, we don't have a lot of housing that meets people's needs at any age and any level of physical ability. [3:09] Simultaneously, we just don't have enough supply of housing. As a country, we are short many millions of units of housing. We don't have enough housing, and housing is too expensive. [3:40] Dr. Harrell notes that we don't have enough housing at different price points. If we get housing that will meet our needs as we age, and it is affordable, is it in the right place? You might not find housing that meets your needs, that you can afford, and that is where you want it to be. [4:12] Housing that has the accessibility features that people might need as they're aging, housing that's affordable, and housing in the right location that meets all our other needs are the three pieces of the puzzle to create the housing that aging adults need. [4:48] Dr. Harrell discusses zoning. Zoning is a huge barrier. It can prevent communities from having the types of housing options that folks need. Communities want to create more flexibility in their neighborhoods. [5:20] The AARP Livability Index™ looks at neighborhoods with options other than a single-family home. Roughly 80% of the neighborhoods in the country only have single-family zoning and nothing else. That means there aren't a lot of options in those places. That's a huge barrier. [5:43] Zoning is just an early step in the process. There are additional barriers in the process of building some of the housing we need, which is part of the reason we have a supply shortage. [6:06] Monica has been looking at government and zoning. Going through the whole process with a development community can take years. If people make decisions based on current needs and not future needs, they may miss something. [6:31] Dr. Harrell says that's why his team at the AARP Public Policy Institute pulled together this Future of Housing initiative. Thinking ahead is required. If you want to buy in a neighborhood, that neighborhood needs to have the housing options that you need. [7:19] It's required to have a long-term thought process when it comes to our housing community choices in this country. Problems that we have today come from not having a long-term approach in the past, and will continue to hurt us if we don't have a long-term outlook for the future. [8:11] One of the challenges with single-family housing zoning across the country is that it prevents people from having some of the options that might work for them. Dr. Harrell loves Accessory Dwelling Units (ADUs). He calls them the Swiss Army Knife of policy solutions. [8:32] You don't need to completely change a neighborhood to allow ADUs. You don't have to build in a green space that might not work for folks. [8:41] In the neighborhoods where people already are and want to be, we can create more housing options by making it easier to build a garage apartment, an apartment in the backyard, or an attached apartment; all the different kinds of housing that are under the label of ADU. [9:02] Dr. Harrell said we've seen that explode over the last few years. People are looking more for those solutions. He loves that you have control over your property to make this home that may work for you for a while, work better for you in the future with a one-level ADU in the backyard. [9:32] Maybe you need a place to help take care of an aging relative. Maybe you're the aging relative in the house and want to have somebody in an ADU who can help take care of you. Maybe you need to build one because you want to have some more income coming in. [9:51] You can do so many things by giving homeowners the ability to do what they need to with their property to make it work for them. ADUs are a big way to do that. [10:03] Monica lives in a newer neighborhood, and the lots are too small to support a backyard unit. Monica loves the uses Dr. Harrell described for an ADU. If you have an option to rent out a portion of your house or a second dwelling on your property, that can be huge.  [10:43] Dr. Harrell says that even with small lots, there may be ADU options. We have too many people who are limited in housing choices. We don't need to have all things everywhere in this country, but the more we have of these options we're going to talk about, the better off we all are. [11:25] Dr. Harrell says it may take multiple bites of the apple. It may be baby steps before we run. Almost every community can add more options in and the more options we have, the better off people will be. [11:38] The community Monica lives in, South of Nashville, is "growing, growing, growing." Unfortunately, it has become quite expensive. The developers are recognizing that people want to have some commercial properties near them. They want to have some walkability. [12:01] Monica says a lot of "New Urbanism" communities are popping up in various parts of the county. [12:10] Dr. Harrell sees different varieties of that in other places around the U.S., whether it's transit-oriented development (TOD) or the more general category of mixed-use development. Communities that only have homes on large lots can be limiting and isolating. [12:46] Dr. Harrell has talked to so many people whose dream house several decades ago was a large house on a cul-de-sac, but who are now isolated there, and have no other option in their community, and they want to be able to walk to the shop or to their religious institution. [13:04] We're forcing people to adapt to the limited options that are available to them, instead of providing the options that people want. [13:17] There's a pent-up demand for these mixed-use communities and neighborhoods where you can get to different things that you might want to be near, not thinking of your home and family as isolated, but as part of a community. [13:29] Monica suggests that if they're isolated and have a large lot, that goes back to the ADU conversation. That would be a prime neighborhood to consider for that zoning. [13:49] Dr. Harrell highlights missing middle housing, between single-family homes and high-rises. These can be duplexes, triplexes, townhouses, courtyard apartments, or cottage housing grouped on small lots. [14:50] All of these options may have been illegal according to the limited single-family zoning of your community. This frustrates urban planners and potential homeowners because they can't get into a community or find a home that works for them. [15:08] Making it easier to build different types of homes in a larger community allows folks to have what they need. Dr. Harrell sees it as part of a range of solutions that help people become better able to find housing that might work for them. [15:22] Monica mentions community investment programs that help people get into houses. [15:35] Monica likes the concept of the missing middle. The housing is mid-sized, and it can be priced for middle-income families. "Affordable" has become nebulous and hard to define. [16:10] Dr. Harrell says we need all types of housing, whether it's subsidized housing or smaller units; we need everything in this country. This is a zoning-related solution that communities can do, alongside other policy solutions that might bring in housing, as well. [16:59] Dr. Harrell mentions universal design, visitability, or inclusive design. The fact that our homes don't necessarily fit our needs as we age is a problem in this country. [17:14] A Harvard Joint Center study, a few years ago, said that less than 1% of homes had a set of features that supported aging. Things like zero-step entrances, wide doorways, a bathroom on the first floor, and a bedroom on the first floor. Most homes don't meet our needs. [17:40] The study said that nearly 50% of homes had one of those features, so we're not starting from nowhere. It would be better for us if we h

    31 min

  4. 10/07/2025

    116: Livable Communities for the 50-Plus Population with Rodney Harrell, PhD: Part 1

    Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. We are very excited to have Dr. Rodney Harrell from the AARP as our guest today.   Rodney Harrell, PhD, is the Vice President of Family, Home, and Community at AARP, where he leads national work on housing, livable communities, and aging in place. He created the AARP Livability Index™, guiding how we evaluate and design neighborhoods that truly work. With a PhD in Urban Planning from the University of Maryland and a deep background in public policy and community development, Dr. Harrell brings data-driven actionable insights on how real estate intersects with longevity, lifestyle, and liveability. He is a housing specialist who focuses on housing for mature adults and people who want to become mature adults one day.   [:52] We are very excited to have Dr. Rodney Harrell from the AARP as our guest today. Welcome, Rodney! [:57] Monica introduces Dr. Harrell and describes his role with the AARP and his focus on livable communities for mature adults and future mature adults. [2:10] Monica is excited to talk with Dr. Harrell. She taught the Senior Real Estate Specialist Designation for many years. She brings up these points about 50-plus people: Boomers do not want to be called Seniors. The 50-plus market has three generations in it. What do the 50-plus want to be called today? [2:40] Dr. Harrell says it's important to consider that aging isn't always the same. It's not the same as it has been, and it's not the same as it will be in the future. It's not the same for everybody. Your aging journey is your journey. [2:54] Dr. Harrell likes to think about people by age group. People who are 50 and older are part of the 50-plus population. More importantly, he thinks about people at life stages. What's going on in their life, family, and self? Are you an empty nester, not driving, or having trouble with stairs? [3:26] For thinking about people as a group, age ranges or life stages are useful. Dr Harrell likes to think of people as individuals. [3:34] Monica is of an age where she could have grandchildren. She has grown children, and she could have grandchildren, but she doesn't. She's rearranging her life stage with some of the other things that go with grandchildren, but not having that mile marker. [4:01] Dr. Harrell notes that we go through these different parts of life at different points. When he talks to people about housing decisions, he asks them to think about where they are today and where they think they will be in the future, not where someone tells them they should be. [4:22] We should all think about our life journey. When we're talking to folks who are buying real estate or making housing decisions, the more we can personalize and make this decision point about them, the better off we'll be. [4:51] Monica starts a discussion of the AARP Livability Index™. How do REALTORS® use it? Dr. Harrell and his colleagues at AARP created it 10 years ago. It's the world's first nationwide, neighborhood-based livability index. [5:30] The index measures every neighborhood in the country across 61 indicators and creates seven category scores, including Housing, Transportation, the Environment, and Healthcare. Using the seven scores, it creates a combined score. [5:48] Dr. Harrell and his team created the index with input from experts around the country to answer the question of what makes a community livable. [4:54] What is the kind of community that people of all ages, incomes, and ability levels can age in? How do we measure that and put it in a way that anybody can grasp quickly? It took about three years to put the Index together. They've been improving it for 10 more years. [6:15] Monica points out that tools like that are very interesting. It creates easy searchability. She has been looking at her own community with the AARP Livability Index™. It was interesting to see how the Index rates things and why her community had low scores in certain areas. [6:52] Monica says the Livability Index is connected with the REALTORS® Property Resource®. [7:08] Dr. Harrell says he loves the relationship the AARP Livability Index™ has with the RPR®. In the RPR®, you can see the Livability Index score and the category scores for this ZIP Code. Those tell you if the neighborhood has the options that people need as they are aging. [7:32] These are things like transportation options, options to walk to things they might need, options for healthcare, and options to be outside in a healthy way. The Index measures a lot of things about each neighborhood. [7:45] You can quickly access the scores through RPR® or go back to the AARP site from RPR® and see more details. [7:59] Dr. Harrell talks about important factors for the Livability Index. Transparency. It doesn't just give you a 13 for environment. It tells you about the water quality and air quality. It tells you the source for the figures, so you can find out more and try to improve it in your community. [8:32] If you're trying to buy a home, take that into account as one of the tradeoffs of living in this place. Dr. Harrell says many people make housing decisions without doing a thorough evaluation of how it might meet their needs today and tomorrow. The goal of the Index is to help fill that gap. [8:50] The Index gives a lot of information, so people thinking about a neighborhood on the East side of town or the West side of town can look at the Index and find out about this neighborhood or that one. [9:04] Dr. Harrell shares that there's no perfect neighborhood. No neighborhood in the country gets 100 out of 100 on this Index. Each community has tradeoffs. Understanding those tradeoffs that you're making to be in this place or that one helps you make a better decision for yourself. [9:36] Dr. Harrell says they put together the Index to help you think about the future and the kinds of things you might need. Many people don't think about the fact that if they're driving today, they might not be driving tomorrow. On average, we outlive our driving years by several years. [9:56] What might happen if you're driving today, but will no longer want to or be able to? Having public transportation options or being able to walk to stores nearby becomes much more important. If you've bought a house but haven't thought about it, that could be a challenge. [10:17] The Index helps real estate customers think about their needs today and into tomorrow. [10:27] Monica shares her experience using the Livability Index. It's incredibly easy. She could see clearly the process they follow to get the scores. Real estate agents can use it as a resource when people ask, "Well, what's it like in your area?" There's so much in the Livability Index. [11:19] Just going through the Livability Index will get them educated about their community. [11:43] Dr. Harrell says they pored over each category of the Index with their technical advisor committee and their experts at the Public Policy Institute at AARP. They wanted something that would tell a narrative about transportation, opportunity, civic and social engagement, and more. [12:03] The Index is about the types of things people want and how to measure that. It's important to have things that can be measured. Not everything important is measurable. Over the years, one of the goals was to make it more user-friendly. Todney says, today, anybody can use it. [12:31] It's a great tool to supplement the other parts of your real estate journey. [12:46] Monica says it led her right through it. She learned a lot in five minutes of easy clicking. [14:14] Monica asks Dr. Harrell what he has learned about the aging population from this data. Dr. Harrell says that lived experience is so important because it gives us the background to understand ourselves and where we are. [14:43] Dr. Harrell says it amazes him how many people don't think they're going to get older than they are today. Whatever life stage they're in is where their mindset is. They address the issues they have at that life stage. One of the big things at AARP is thinking about the future. [15:17] The AARP has an initiative called The Future of Housing. Dr. Harrell asks people who are buying a home to think about the future remodeling they may need. What options may they need, such as a zero-step entrance, a bedroom on the first floor, and nearby transportation? [16:08] If you think about not just where you are today, but where you might be tomorrow, you're going to make better decisions, no matter what decision you make. It will be better if you think about the future. [16:18] Monica thinks the AARP Livability Index™ and this podcast episode might be good tools for real estate agents to share with their customers. [17:10] Dr. Harrell says the AARP launched the Livability Index at the American Planning Association's National Conference. It shows urban planners designing communities, AARP's suggestions for housing near transportation, stores, libraries, and parks. [17:34] That's valuable for REALTORS® as well. They can talk to clients and say AARP thinks that it's important to have someplace where you can walk for exercise and have access to stores, libraries, and places where you can interact with other folks. This neighborhood has more of that. [18:17] Monica and Dr. Harrell discuss mature adults moving into independent housing communities. Dr. Harrell says 10K people are turning 65 every day in the U.S. By 2034, there will be more people over 65 than under 18, for the first time in U.S. history. [19:47] All of what we've learned for centuries about communities and housing is shifting. Aging is here, and it's our future. Dr. Harrell mentions an AARP initiative, "Future of Housing." AARP surveys show that the vast majority of people want to stay in their communities as they age. [21:03] If 80%-plus of older adults want to stay in their home or community, t

    29 min

  5. 09/23/2025

    115: Community Housing Investment Programs for Buyers with Kameron Kang

    Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. How many of you would like some more good tools to help more buyers buy homes? I say more, because we talked about this in our other episode with Skyler Lemons, and we are here with Kameron Kang from Washington, D.C. Welcome, Kameron!   I met Kameron, and he has some great news, so I said, I need you to share this! Kameron has spent the last decade working across the housing world, from construction to real estate sales to community planning. He started his career as a real estate agent and broker in Washington, D.C., where he built a team focused on helping first-time buyers, especially those using purchase assistance programs.   [1:05] We are here with Kameron Kang. Welcome Kameron! [1:26] Kameron started his career as a real estate agent and broker in Washington, D.C., where he built a team helping first-time buyers using purchase assistance programs. Over a couple of years, he led more than 500 homebuyer seminars. His work has centered on making home ownership accessible. [1:55] That has taken Kameron into everything from advising developers to consulting on housing policy and serving on real estate boards. He also runs a small hospitality business for short-term rentals. [2:11] Kameron started in the Army and Army National Guard, serving in the Infantry and Psychological Operations. He's mission-driven, collaborative, and focused on solving problems. [2:28] Kameron studied at Syracuse University and Valley Forge Military College and is originally from the Scranton area of Pennsylvania. [2:35] Today, Kameron is focused on connecting buyers and professionals with the funding tools and programs that are out there but often underutilized. He is happy to have been working in the industry in many different ways. [3:17] Kameron says that the foundation of his real estate journey was with the downpayment assistance program of the Veterans Administration loans. He'll talk about that in today's episode. [3:32] Washington, D.C. has been a challenging market for many years. It's a complex market with highly educated buyers and expensive housing, relative to income. Kameron says we can make it work with creative solutions. [4:15] Kameron calls them community home investment programs (CHIPs). These are investments by the community in home ownership. That's going to be one of the solutions to getting us out of the housing crisis that we are in. [5:00] Kameron recalls the marketplace from 2015 to 2020. It was more balanced, and people were interested in homebuying, but there were barriers. We didn't have the media saying homes were completely unaffordable. People wanted to buy but didn't know how. [5:37] From 2020 to 2022, the media said, "Now's the time to buy a house." Kameron had 20 to 50 people in seminars, excited to buy, but having no idea how. [5:48] Now, it has pulled back because the narrative is that homes are completely unaffordable. People are generally afraid. That creates a lot of opportunity for REALTORS® to stand on soapboxes and yell out, "We have programs!" [6:17] Monica agrees, it's up to the agents to go out into the community and push back against that narrative. Agents will have to get into real conversations and hold seminars. [6:48] That's where we'll be able to show our value as professionals in communities. Kameron calls the theme Boots on the Ground, REALTOR® Now, to start acting in our communities. [7:06] Seminars are one of the first places to start educating in communities, and get people inspired and believing again that homeownership is in their future. [7:37] Kameron once watched a Navy recruiting video of a woman who had been able to buy a house right away, utilizing the Veterans Administration Loan. Kameron had had housing instability, so that video message was impressed into his brain. He was inspired and wanted to do the same. [8:14] Kameron was obsessed with using his VA Loan ASAP to buy his first place. Within months of becoming eligible to use it, Kameron bought a home, building a strong foundation. [8.28] When Kameron was in Washington, D.C., working for a real estate team, one of the agents was doing seminars on local community home investment programs, or CHIPs. They were popular. Other agents saw that they helped grow business. [8:55] As the Business Development Coordinator, Kameron was tasked with making the seminars more consistent and better. [9:07] When Kameron launched his sales career, he loved seminars, so he did 500 of them over two years, sometimes three a day. Whether it's for one person or 50, it is an opportunity to share information and inspire people in a no-pressure sales situation. He couldn't fail. [10:05] He was concerned with people getting value from the seminar. Kameron thinks they did. [10:20] Monica explains that Kameron's goal was 500 seminars, with marketing to get people there. He trusted that if he brought value, the result would be money. [10:33] Monica says if you do seminars, and find out after a certain number that you end up with so many clients, that helps you refine your goal. Your goal can be seminars or talking to people. [11:00] Kameron says the seminars started as two hours, with all the details of the homebuying process. People didn't retain it. Kameron refined them to 30 to 40 minutes of content. [11:37] The seminar was to give an overview and focus on key elements, such as what's possible in financing, and give people knowledge about what to expect along the way. [11:54] In seminars, Kameron would say, "My goal today is to give you an idea of what the whole mountain looks like. I'm going to give you the information and the next steps you need to take." [12:09] "I'm not gonna tell you that there's a branch halfway up the mountain that you're gonna forget about. I'm telling you what you need to know today that will get you through the next few steps." Kameron says it allowed them to stay at a high energy level and not be bogged down. [12:40] By the structure of the seminar, Kameron made the process seem unintimidating, and it showed how easy it is to work with him. This is enjoyable if it's handled in this bite-sized format. [12:59] Monica adds, there's the mountain, but the first step is financing. And that's with everybody, whether they have a lot of money and you need to teach them how to get their cash ready, or they need the CHIPs. [13:12] The next step, Kameron told everyone, is a lender strategy call, so that they can figure out where they stand financially, relative to buying a house. And once they have those details, transition to an agent strategy call. Those were the two action steps. [13:35] The agent strategy call starts with a number. You can take that number, see tangible properties, and get an idea of what you could afford. You might go back and forth between lender and agent until you're in a position where what you qualify for fits the needs of your family. [13:58] It gave them a very tight framework. It gave them no commitments, because it's scary to commit early. But it worked well. People appreciated it. Kameron gave them multiple lenders. [14:15] Kameron told them the three options that he'd recommend if they're looking at certain programs. That takes having strong relationships with loan officers. When it came to talking to an agent, Kameron put himself on the follow-up email. [14:32] Kameron would say, You can talk to me. I'm available, but if you have somebody else, you can talk to them. Kameron gave them options. You're doing this for a reason, so make sure you put your name down as an option to talk to. [14:51] Sometimes people asked if they could work with him. It was incredible because they did not feel pressured. People said, We just want to make sure we can reach out to you. And Kameron said, yes, he would love to work with them on this process. [15:24] Kameron sees agents struggling with showing their value and what they bring to the table. After these seminars, people would email months later, We've been doing the lender strategy call. Would you be willing to work with us? We have everything done. [15:54] Kameron would say, OK, yes. It was one of the best experiences he had, compared to how agents are taught to bombard people. Kameron thinks the REALTOR® way is seminars. [16:38] Kameron tells how people find down payment assistance programs. Sometimes it's word-of-mouth from friends. They see someone buy a house or they see somebody on social media. Be specific in your social media to make people aware of these programs. [16:56] In D.C., the housing agency offers DC Open Doors, HPAP, and other options. DC is a cerebral market, so a lot of people search for grants on their own. They're looking for options. [17:09] In some other marketplaces, people might not even know programs exist or are available to them. In the U.S., there are over 1,500 programs that Kameron would qualify as CHIPs. [17:29] There are so many of these programs all across the country. Massachusetts leads the pack. Maryland has quite a few. They are everywhere. They are impactful. [17:43] Kameron has a website, homebuyerwallet.com, with a national database of programs to make the search user-friendly. Put your town in, and search for down payment assistance, closing cost assistance, or home-buying programs. Do different term searches and see what pops up.  [18:11] Kameron developed homebuyerwallet.com because the government websites are pretty tough sometimes. Kameron calls these community home investment programs because they are investments by the community. They're not handouts. [18:41] This is helping a community member who is employed, is maybe a Millennial who did everything they were supposed to do, and who doesn't have a cash down payment. [19:01] A homebuyer should not feel bad about help from the community. An agent shouldn't feel bad about helping their community members who are on t

    37 min

  6. 09/16/2025

    114: Center for REALTOR® Development: Down Payment Assistance Options in Action with Skyler Lemons

    Welcome to NAR's Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. How many of you would like some more help getting buyers into homes? Um… I think everybody's hand would be raised right now.   Even my guest is saying that, and he's going to teach us how to do that! Our guest today, Skyler Lemons, is known as Chicago's Down Payment Grant King. He is one of NAR's 2025 Class of 30 Under 30 award recipients. Skyler is helping people buy real estate who didn't think they could buy real estate or didn't know that they had the money to buy real estate. Welcome Skyler!   [1:03] Skyler Lemons is an NAR 2025 30 Under 30 Award recipient. He is helping people buy real estate who didn't think they could buy real estate or didn't know that they had the money to buy real estate. Welcome Skyler! [1:27] Skyler thinks that every agent should know and have in their arsenal what Skyler has discovered in the world of down payment assistance. He's on a mission to empower more agents to do this. [1:53] Skyler is known as Chicago's Down Payment Grant King. He's a real estate broker with Exit Strategy REALTOR®, and he's helping first-time and low-to-moderate-income buyers access home ownership with minimal up-front costs. In 2024, Skyler helped secure over $250K in financial assistance. [2:20] Born and raised in Chicago, with a financial degree from Howard University, Skyler combines data-driven strategy, branding expertise, and a deep knowledge of the city to empower buyers and agents alike. He has 18K Instagram followers and 1,700 leads generated this year. [2:43] Skyler's mission is simple: bridge the home ownership gap through education, strategy, and community impact. [3:17] Skyler was licensed on December 26th, 2020. He was 24 years old. He started to work his sphere of influence. All his friends of his age told him, "Skyler, you know this sounds good, but show me some apartments. I'm ready to rent an apartment." [3:42] Skyler realized that the biggest barrier for himself and a lot of his peers wasn't the job or the credit score; it was the down payment. Most did not have the capital to buy, and it was also the middle of a pandemic. [4:09] Interest rates were low, and banks did not have any incentive to have these types of programs because of low interest rates. Initially, Skyler did not sell a lot of real estate. He did not know how to bridge that gap. [4:23] Once interest rates started to rise, Skyler saw that banks started to come out with different programs. The main problem between the programs and Skyler's community was the information gap. A lot of people don't know that these things exist. [4:44] Skyler shows people where the money is. He explains to people that if they buy a $250K property, they'll need about 6% to close, including down payment and closing costs. He suggests talking to a lender who will give $5K toward a down payment and $7 or $8K toward closing costs. [5:08] He goes out with buyers already figuring out a huge piece of the financial puzzle. [5:13] Skyler believes a lot of agents are afraid of the numbers. He reminds his clients that they need to call the lender, but he helps them paint that picture of what they are going to try to accomplish. That gets them excited. [5:32] Once they have pre-approval and secure the $5K for the down payment, and the $7 to $8K toward the closing cost, it solves a big piece of the puzzle for them. [6:17] The first opportunity fell into Skyler's lap. An agent had connected him to a lender that had this product. At the closing table, he realized that his client was getting a check back. Skyler started talking to different lenders and learning their requirements for credit score and income. [6:59] Skyler talked to clients about which lenders might work best for them in their circumstances and why. Cook County has a $25K grant program, but after running the numbers, sometimes a lender can do better for the client without the Cook County grant. [9:07] Skyler is always painting that picture. If an agent starts painting the picture for people, the agent will get a lot more callbacks because people will feel that the agent can take them to the next step. Skyler is an educator for his clients, right off the bat. [9:44] Skyler is an introvert, so he had to learn how to sell as an introvert. [10:42] Skyler always asks his clients how they found him, and nine times out of 10, it's on Instagram or TikTok. He uses Instagram as his digital business card, and he's always posting. [11:09] Skyler came up with a homebuying guide. On the back of it were over 30 down-payment assistance programs in the state of Illinois. He leveraged that value to get people to download the guide. A hundred people downloaded it. [11:31] Only ten of those people were very serious at that point. That only led to making three deals. Skyler came to learn that he had to nurture clients. [11:42] If you go to Skyler's Instagram and comment the word home on any of his posts, an AI assistant will respond to your comment and DM you with a link to join Skyler's down payment grant newsletter. [12:01] Once you opt into his newsletter, you get an email with Skyler's guide on buying a property with little-to-no money down. From there, you get on a 36-touch email nurture campaign. That keeps a lot of people on his Calendly. People can make appointments with him at any time. [12:24] The email newsletter overcomes clients' fear and objections. For most people, buying a house is new. It's one of the biggest purchases people are going to make in their lives. There are some fears with that. After some emails and the buying guide, people call Skyler ready to buy. [12:53] They become a client when they call Skyler, ready for the first step. That's Skyler's funnel. At the top of the funnel, he provides value by email. At the bottom of every email, there's a call to action to make an appointment. [13:40] Skyler doesn't just say, "Let me help you in real estate." He has a niche. "Let me help you with your down payment." If down payment assistance is not your niche as an agent, Skyler suggests pulling up your MLS sheet and looking at your deals. [14:05] Your deals tell a story. You've built a skillset in one area versus another. Start thinking about what the pain point of your client was when they bought that multi-family, or when looking for that apartment, or buying a luxury home. [14:24] The services you're going to provide in that space may look a little bit different. Maybe you have some concierge services. Maybe you call the moving company and schedule the move. Whatever it is that you offer, speak directly to that pain point and how you solve it. [14:45] On Instagram, you only have five seconds to capture somebody's attention. If you capture that attention, you may have 30 seconds more. Get to the point. They don't care about fluff. Get to the house and tell people how they can get it today if they give you a call. [15:29] In Skyler's market area, a lot of state and government money is available for homebuyers. IHDA has downpayment assistance programs. Chicago is one of the most segregated cities in the U.S. It's easy to map where the low-to-moderate income people are. [16:09] A lot of areas in the South and West corridors in the city are low-to-moderate income areas. Most of Skyler's business is on the South Side. A lot of the properties he showcases on Instagram are on the South Side. He is attracting a buyer who usually qualifies for a program. [16:42] When Skyler doesn't use a state program because of its stipulations, he likes to use Community Reinvestment Act (CRA) lenders. To do more lending in low-to-moderate income areas, they have in-house down payment assistance programs without as many stipulations.  [17:19] The closing costs go to the client at the time of close. If rates drop and they want to refinance, they can do so. [18:02] Skyler also works with the VA program, but often the CRA program works better for his clients. [19:26] Skyler says there are about five ways to get real estate clients: content marketing, referrals, paid ads, affiliates, and face-to-face events. Look up areas where there are more renters than buyers. Run an every-door direct mail campaign. [20:36] A lot of Skyler's programs specify that a buyer is qualified for a program based on the address being in the low-to-moderate income area. That's how it's done in Chicago. In other markets that may not be as segregated, they may have different qualification requirements. [20:58] If you are in a market similar to Chicago, you probably could go after renters with direct mail or local events.   [21:12] Monica suggests becoming known for a weekly meeting at the library, offering education. [21:39] In Chicago, there are a lot of triplexes and quadplexes. Skyler tells clients that in those cases, down payment assistance doesn't apply. [21:53] For three- and four-unit properties, lenders require the buyer to have either a three-month or a six-month reserve in the bank account at the time of close. The reserve may be a 401(k) or a savings account. [22:35] If you don't have the reserve money, you may hone in on a two-unit because you can still access the down payment assistance programs, and there is no reserve requirement. [23:13] If you buy a two-unit, most of the time, you have to live in one of the units for a year. Then you can move out and rent both units and maybe have a small cash flow. [24:13] Skyler's Mom is Marki Lemons Ryhal, a real estate keynote speaker and the host of the Drive with NAR podcast. Coming into the business, Skyler says there are big shoes to fill. [24:26] Marki is not actively practicing now; she is on the education side. When she was in the field, she used to sell 70 to 80 houses a year. Starting in the business, Skyler learned how many moving pieces there are in real estate. His mother did it all without nearly as much technology. [25:40] Skyler as

    32 min

  7. 08/19/2025

    113: Center for REALTOR® Development: AI for REALTORS® with Matthew Rathbun and Craig Grant: Part 2

    Welcome to the Center for REALTOR® Development podcast. I'm Monica Neubauer, your host. Everyone's favorite topic these days is AI. In our last episode, Matthew Rathbun and Craig Grant saved you lots of time with their tips for improved productivity and agent and customer experience.   Today, they're going to help you again and show you how they make AI work for them in practical ways. Practical ideas are my favorite takeaways! We're going to give you a few more apps. We're still going to stick with the basics of ChatGPT and Google Gemini, but we're going to get into a few more apps that you may want to invest in.   Craig Grant is the CEO of RETI.us, the real estate industry's online home for technology education. He's been a national technology speaker, educating us through many tech changes. He's a tremendous mentor for speakers and educators. This passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations.   Matthew Rathbun is the Broker and Executive VP of a Northern Virginia Coldwell Banker office. He's the President of the Real Estate Business Institute and an international speaker in the real estate industry. He helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us to actually do it.   We are releasing this interview in two episodes. This is Part 2. Each one of these episodes stands alone, but we encourage you to start with Episode 1 or go back to it for some more context.   Important: Be mindful of the limitations and risks of using generative artificial intelligence and protect personal, financial and confidential information from being shared with an AI platform. Keep in mind that content produced by generative AI tools is not always correct. Avoid using AI for legal advice and engaging in the unauthorized practice of law; always seek appropriate advice from actual professionals. Do not use AI to create content you wish to copyright, as AI-generated works are not protectable under U.S. copyright law.   [1:27] Craig Grant is a tremendous mentor for speakers and educators. This passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations. Welcome back, Craig! [2:02] Matthew Rathbun helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us to actually do it. Welcome back, Matthew! [2:21] Matthew recaps the first episode. It covered creating GPTs, being an AI-forward leader, and being an example to your agents. Associations can also help themselves by creating GPTs of these tools. Think about things differently, do your job better, and help the agents do theirs better. [3:06] Craig tries to guide most people in the industry either to ChatGPT or Google Gemini. All AI platforms have similar capabilities, but Craig says to succeed in real estate, leverage one of the two main platforms. Matthew prefers ChatGPT while Craig uses Gemini more. [3:41] Craig says that ChatGPT focuses on third-party tools and integration. Google isn't trying to do any integration. It's about making you more effective inside Google. Craig runs his business through Google with Gmail, Google Docs, Drive, and Calendar through Google. [4:02] Gemini makes Craig so much faster and more effective with the tools he's already using to run his business. He uses ChatGPT for fun things, but if it's business-related, he uses Gemini, and it creates emails and documents the way he wants them, in his brand voice. [4:22] Craig uses Google to run his business, so he focuses on Gemini. He believes that whichever you end up using, whether it's Gemini or ChatGPT, the two main ones, Craig believes the possibilities of what you can do with them are endless. You can create anything you want. [4:36] Monica has learned so far that although she mostly uses ChatGPT, she can put more Gemini into her regular Google Suite use. [5:00] Monica is a ChatGPT user. She has just hired a virtual assistant, and they're still working out how they will work together. She wants her VA to have a quality AI program to build something custom with Monica. She wants to keep it separate from her ChatGPT. [5:45] Craig suggests Monica could create a custom GPT with a different profile from her GPT as a template to share with her VA. [6:43] Matthew speaks of having teams in ChatGPT or Gemini. Craig says it costs $5.00 more a month for the leader. [7:17] Craig offers an example. You use ChatGPT to help you respond to a customer's upset email on Yahoo. You copy the message, put it in ChatGPT, write a prompt to have ChatGPT defuse the situation, copy the response, and paste it into Yahoo to send. You have wasted time. [7:57] With Google Gemini, it's already in your inbox, reading the emails. The second you click on an email, Gemini has read it and has a prepared response ready for you. It will ask if you want to use it or write your own response. [8:11] Craig says he can respond to that testy email from the customer in under 10 seconds if he wanted to, using Gemini, without having to go back and forth. From a productivity side, that's why Craig uses Gemini the way he uses it. [8:35] Next, Craig talks about Canva Pro, the paid version of Canva. Craig says it has improved by leaps and bounds over the last few years. It probably includes more AI than any other tool on the market. It includes Branda for creating your logo and brand, colors, and brand voice. [9:07] That way, you can redesign any template in the library in seconds. There are many tools that Canva keeps adding that will do the design work for you. [9:27] Canva has teams. Monica added her VA as a team member. [9:37] Craig talks about Magic Media for creating AI imagery, animations, or videos within Canva. Using Canva Magic Resize, if you designed something for Facebook, with one click, you can resize it for TikTok or any other site. [9:55] Monica asks for tips to Resize, to get better results. [10:13] In Magic Resize, the big thing is that to look its best, the size you start with and the size you end with should be a similar shape and orientation. If you pick something of a very different size, you can expect to have to go into it to tweak it to look good. [10:45] Also, under Magic Resize, there is the ability to translate to different languages, so you could have a campaign in English, and with one click, you could have it in Spanish, Portuguese, Italian, or other language you want. [11:04] Another tool Craig loves is Bulk Create. It's not AI. It allows you to merge information into a Canva design. You can mock up a design, like Reasons to Move to Your Town, ask ChatGPT or Gemini for 100 reasons to move there, and then merge them for 100 designs done in seconds. [11:35] Between the Bulk Create tool and Magic Resize, you could knock out a year's worth of content, multi-media, in multiple languages, in minutes. You always want to make sure the content is accurate before you publish it! Monica says, Always proofread before publishing. [12:30] Craig repeats something he said in the first episode. Always treat everything AI creates as a first draft. It does 90% of the work; you have to do the last 10%. Proofread it, make sure it's accurate, that the sources are right and not vested, and that it doesn't violate the Code of Ethics. [12:52] You've got to do the last 10% every time you create something with AI. [12:58] Matthew loves the Canva Layout tool. Docs to Deck is one of his favorites. Choose a Doc, hit the forward slash, and it brings up an AI dialogue box. Tell it about the presentation you want, like for first-time homebuyers moving into Richmond, VA. It will create the outline. [13:23] The next step is to ask it to create a presentation deck for you. You can resize the deck into a pamphlet, brochure, or guide. Or go into the AI and ask it to write a blog post on something like keeping house plants alive. It will give you templates and content based on your brand. [14:01] Matthew suggests concepts for creating content in minutes. Not everyone in your newsletter system is looking to buy or sell soon. They want to know how to make their lives better. AI does a good job of building that content, so you can just tweak it and post. [14:17] Monica asks about setting up page breaks in a Canva document. Monica's advice to brokers and agents: If you're stuck on something in Canva, go find a video to help you learn it. Don't let one small problem derail you. [15:21] Craig talks about GrammarlyGO, the paid version of Grammarly. Besides correction, it now does AI content creation, as well. GrammarlyGO learns your brand voice so it crafts content that sounds like you. [16:54] Discussion on AI avatars. Barbie didn't go well for Monica, and Ken didn't work for Craig. He uses a tool called HeyGen that does more than avatars. Upload pictures of yourself, record some speech, then enter text, and it creates a video of your avatar speaking in your voice. [18:47] HeyGen has an avatar spokesmodel library. Pick an avatar of the gender, nationality, and language you want and create content. HeyGen can also convert your video from English into other languages, using your face and voice. It syncs your mouth to the chosen language. [19:30] HeyGen can merge from a list into your video, so you can greet prospects by name. It can create a podcast from your content or a video about a website page. Craig says they keep adding new features to the tool. It has a video editor built in and a template library. [20:18] Matthew says you can use an avatar of a client for a testimonial about yourself. Craig notes the interactive avatar. [20:55] Matthew and his wife are going to Fr

    38 min

  8. 08/05/2025

    112: Center for REALTOR® Development: AI for REALTORS® with Matthew Rathbun and Craig Grant: Part 1

    Welcome to the Center for REALTOR® Development podcast from the National Association of REALTORS®. I'm Monica Neubauer, your host.   Before we start today, I have a favor to ask. We so appreciate you, our faithful listeners, and we are so glad that you're coming and learning with all of our amazing guests. However, when I travel, I find lots of folks who could benefit from what we are sharing here for free every month. So, please share this podcast with friends and other agents in your brokerage firm. Let's help everybody be more educated. Thanks for doing that!   Today is everyone's favorite topic; it's AI. We had a great conversation recently with Dan Weisman, you can go back and listen to, as well. He's NAR staff. My guests today both make AI work for them in practical ways, every day. I love practical application. You all have heard me talk about it; just good tools to help me be more efficient. Sometimes I like these new tools because they help me stop putting off things that I put off because they felt too big, and now I have this friend who will help me do it. My guests will give us some tips on some of the software. I now tackle some of these things with my GPT friend.   Matthew Rathbun is the Broker and Executive VP of a Northern Virginia Coldwell Banker office. He's the President of the Real Estate Business Institute and an international speaker in the real estate industry. He helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us to actually do it. Craig Grant is the CEO of RETI.us, the real estate industry's online home for technology education. He's been a national technology speaker, educating us through many tech changes. He's a tremendous mentor for speakers and educators. This passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations.   We are releasing this interview in two episodes. This is Part 1.   Important: Be mindful of the limitations and risks of using generative artificial intelligence and protect personal, financial and confidential information from being shared with an AI platform. Keep in mind that content produced by generative AI tools is not always correct. Avoid using AI for legal advice and engaging in the unauthorized practice of law; always seek appropriate advice from actual professionals. Do not use AI to create content you wish to copyright, as AI-generated works are not protectable under U.S. copyright law.   [2:30] Matthew Rathbun helps tech make sense, and he has a balance in his communication style of being straightforward, telling it like it is, and also, really encouraging to help us do it. Welcome, Matthew! Matthew says it's great to be part of this episode. [3:04] Craig Grant's passion has led him to offer a Train the Trainer program and co-found the BEATS Alliance, promoting education for both the educator and education directors at associations. Welcome, Craig! Craig thanks Monica for having him on this episode. [3:20] We're going to share some specific wisdom for the brokers in our first episode. While everyone's going to benefit from this conversation, Matthew's going to share some specifics because he's a broker. [3:33] We're going to have Craig in the second episode be the lead for some more tools for everyone. Both episodes are going to be great for everyone. [3:50] Craig shares the tech we will be discussing: ChatGPT, Google Gemini, Microsoft Copilot, Perplexity, Claude, DeepSeek, and others. Craig recommends using the big platforms, Google Gemini, Microsoft Copilot, and OpenAI ChatGPT, versus others that don't have the legal and financial standing. [4:41] Craig says the two main ones to use are ChatGPT and Google Gemini. Other options might do things just as well, but Craig falls back on the legal protection side. Craig notes that there is a huge difference between the free versions and the paid models. [5:17] Matthew agrees with Craig on limiting the tools. He sticks primarily to ChatGPT because when doing demos for agents or creating content, doing it on various platforms can be confusing and overwhelming. [5:36] Matthew explains that each of the platforms Craig mentioned may do a certain type of task. Claude may be better for legal experts, programmers, and coders by about 10%. For Matthew, as a broker, it's not worth an extra 10% benefit to switch platforms, although he may want to use those tools. [6:04] Matthew settled on ChatGPT largely because they've got more finances for the legal fight that will inevitably come down the pike. They are also trying a little harder to put up relatively good safeguards. [6:17] Matthew says, as a broker, if I'm deploying a product, I want to make sure that it isn't going to be harmful. ChatGPT has put up guardrails against adult content, violence, and duplicating material from a living author, celebrity, or artist, so Matthew feels better deploying it in his brokerage. [6:46] Matthew used it before coming to this podcast recording. He had a 90-minute segment with his agents on using AI for marketing. [7:11] Matthew says we have to face the realities, or we can't get where we need to go. If you're a broker, you have an obligation to lead. Leaders create a practice that is to be emulated. AI is world-changing already. It has advanced us in so many areas. [7:32] Not utilizing AI as a broker means that you are being outpaced by every broker who is, but you're also not demonstrating the value to your agents when they could not be more confused, frustrated, and overwhelmed. [7:45] AI, although it has a learning curve, brings clarity and specificity to tasks. Matthew believes that agents with AI will significantly outpace agents without it. As a leader, you need to create tools and resources to help your agents be better at their jobs and reduce some of the anxiety out there. [8:15] Craig says we're about to enter a new generation, not based on age but AI competency; just agents and brokers who are way more efficient and better at doing their jobs because they're leveraging AI, versus the other ones who are going to get left in the dust because they're not using this technology. [8:35] Matthew's advice for brokers is to bring your creativity and your humanity. Show agents what could occur in the betterment of their careers if they use these tools. Then use your creativity to create tools. Matthew believes AIs enhance the work. [9:20] Matthew has about 300 agents. For years, he has had agents who need an assistant but are not successful enough to afford one. Now they have one in their pocket with a PhD-level brain about marketing, productivity, our contract, and the law. It still takes us to give that information a brand voice. [9:50] For Matthew, being an AI-forward leader means creating content to show his agents what they can do with it. Within a month of ChatGPT rolling out, Matthew was doing classes on it. Agents started by uploading a PDF of their contract into it and asking it questions for clarity on things they didn't know. [10:48] The next thing they did was create custom GPTs. There are libraries of GPTs available, but it's easy to create your own. [11:19] Matthew has GPT tutorials just for brokers. He recommends that association leaders also create them for their members. [11:35] Click on your ChatGPT profile and go to Custom GPTs. The AI tool has the world's knowledge that's publicly available. It understands marketing concepts and the law. There may be things that you create in your company that you want to be in a place where your agents can grab them. [12:09] Matthew uploaded transcripts of his contract training videos into the GPT. That's content that the world doesn't have. It influences how the GPT answers agent contract questions. [12:35] The next step Matthew took was to upload all of his teaching about marketing and his favorite literature about marketing, like Storybrand, by Donald Miller, into the GPT. [12:44] Monica asks Matthew to pause and go back to the contracts. She asks Matthew's thoughts about using General ChatGPT to get tips to solve issues. Matthew speaks of the importance of having an AI use policy for the brokerage. There are many templates out there. [14:00] You can ask ChatGPT for an AI use policy for a real estate brokerage. Matthew wrote his brokerage policy and then realized how much time he could have saved by having ChatGPT do it. He put a sticky note on his PC asking, "How can AI help me do this?" [14:42] For 30 days, every time Matthew sat at the computer, he looked at the sticky note and asked how AI could help him do the job of being a broker, or an educator, or an agent, better. It was amazing what he started applying it to that he had never conceptualized before. [14:56] Matthew encourages agents to use General ChatGPT while reminding them of the company policy, "You are still liable for whatever you do, based on the advice of AI. You can never go back and say AI told you to do these three steps or interpret this paragraph." [15:12] Matthew has a great prompt to help you do a CNA in minutes. He still tells the agents, "You still are responsible for knowing how to do a proper CNA. If you don't know the basics, you don't know if the AI is giving you bad data or not." [15:29] It's the same thing with your contracts. Checking with General ChatGPT helps enhance and trigger things in our brains. When it's late at night, your brain is fried, and you have to negotiate terms, AI helps fill in the stuff you may have forgotten. [15:46] Craig says that AI can regularly give you completely false or misleading information. Always check the sources to see that they are reliable. Go through everything to make sure it's accurate. There should never be any copy and paste in AI. Review it. AI does 90% of the work. You

    32 min
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About

The Center for REALTOR® Development podcast focuses on education in the real estate industry and is hosted by Monica Neubauer, an award-winning industry leader, speaker, and instructor based in Nashville, TN. The podcast discusses formal and informal sources of industry knowledge, including NAR education and credential programs. This podcast is for REALTORS®, REALTOR® associations, real estate and allied professionals, real estate educators, education providers such as schools, and consumers.

Information

  • Creator
    CRD, NAR education for real estate agents
  • Years Active
    2017 - 2025
  • Episodes
    100
  • Rating
    Clean
  • Copyright
    © 2017-2024 Center for REALTOR® Development, a not-for-profit affiliate of the National Association of REALTORS®
  • Show Website
    Center for REALTOR® Development

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