72 episodes

NAR’s 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.

NAR’s Center for REALTOR® Development CRD, NAR education for real estate agents

    • Business
    • 4.8 • 98 Ratings

NAR’s 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.

    Best Practices for Using a CRM System with Chris Linsell

    Best Practices for Using a CRM System with Chris Linsell

    Today’s episode, with Chris Linsell, is on one of the most popular topics. I talk about it in so many classes, and people have so many questions. Chris is an expert reviewer of customer relationship management systems, or CRMs, the organizational tool we all need to have in some form. He breaks it down into how we use it, why we use it, and how we can benefit from having this system in our business. When he explains it, he makes these principles and ideas easy to understand, so I love his teacher heart that comes through. He and I discuss many tools for you. We talk about the broker-centric systems that many of you already have access to in your brokerage firm, we also then talk about some of our favorite independent systems for you to consider.

    Listen in for timely expertise on CRMs and more office tech.
     
    Announcement: The Center for REALTOR® Development has migrated all of its educational tools to one website: Learning.REALTOR.


    [1:51] Chris Linsell is an expert and reviewer for customer relationship management systems.
    [4:09] Monica welcomes Chris Linsell to The Center for Real Estate Development Podcast. As a consultant, Chris stays up with tech and real estate trends; he needs to know a lot about a lot of things.
    [5:21] A CRM is a customer relationship management system. A spiral notebook can be a CRM.
    [8:18] We all must manage customers and relationships. Most agents think of a CRM as difficult technology and software. Technology provides the tools we use to create the business that we want. Those tools are often based on the internet. But don’t overcomplicate things.
    [11:01] If you want to scale, you are going to need better technology. You cannot share a spiral notebook or an Excel sheet with your associates. Agents need to keep up with leads and current clients, their deals, and their client database.
    [14:21] Chris’s top CRM recommendation for real estate professionals is LionDesk. Other CRMs he recommends are MarketLeader®, Elevate Social ProTM, IxactContact, TopProducer®, PropertyBase, and WiseAgent. Monica likes WiseAgent and Follow Up Boss.
    [23:56] Compared to general-purpose CRMs, these real-estate-based CRMs give you an amazing number of tools in one piece of software, Chris explains how CRMs substitute for tech stacks.
    [27:22] What are CRM best practices?
    Use it every single day. Take advantage of the shortcuts your CRM provides. For example, sync contacts with your CRM. [31:30] Chris advises Monica to commit to one consistent place to enter contacts, so she will have all her contacts together. Also, get tech support. Your brokerage may offer you a CRM, but have an exit plan in case you leave.
    [37:11] Chris always coaches agents considering a CRM to ask themselves three questions: Can they commit to it for at least one year of subscription? It takes time for a CRM to build value. Does this tool solve one major problem? Does this tool provide the opportunity to effectively exit it if needed?
    [39:53] The software is constantly upgrading.
    [42:38] More best practices for CRM use:
    Use the calendar for birthdays, “house-iversaries,” and reminders to send notes to and contacts. Manage your contacts in tiers. For example, people who know your name, people who know and like you, and your core group of 100 people or fewer who know, like, and trust you. Create a cadence of branded communications that suit your contacts of each tier. [50:35] Additional tasks:
    Set up an automated branded text messaging and email message combination for new contacts. Look at how your CRM integrates with other tools, like ringless voicemail drops. The CRM has a list of tools that can be used. [54:14] A CRM is only as valuable as the time you put in on it. In the beginning, you will put more time into it while you learn to use it.
    [55:17] What do agents need to know about predictive analytics? Predictive analytics is the use of big data to understand better and make better predictions about what

    • 1 hr 7 min
    Succession Plans and Maximizing Financial Opportunities with Renee Williams

    Succession Plans and Maximizing Financial Opportunities with Renee Williams

    Do you have a succession plan for your business when you want to leave it? Whether you have created a business that you wanted to do for life, or you decided, “I’m going to move on and take a different direction for my life, or for my business,” this conversation on phasing out of your business, and creating long-term financial resources and assets, is for everyone. Our guest, Renee, will help you see ways to invest in yourself and your business to meet your long-term goals.​


    [2:32] Renee Williams is passionate about holistic business success, which includes finances, strategic planning, and retirement with passive income. She hosts the Agent Exit Podcast. Exit Strategy is huge!
    [3:43] Renee and Monica talk about bucket lists, plans for retirement and Monica’s current Big Why.
    [5:05] Renee talks about “someday” goals and being intentional in making them happen.
    [6:42] Research shows that anticipation and planning for something can provide as much enjoyment as the activity itself. Take a phone video of yourself telling what your ideal exit strategy would be. Watch it in a year and see what steps you’ve taken.
    [10:15] It’s a lot easier to make the transition to exiting production when you have a written plan! What does exiting production look like if you want to keep some income after your last commission check?
    [11:50] Ways to exit production:
    Sell your business. Invest in rental properties. Revenue share or profit share, depending on your brokerage. Receive equity in the brokerage if offered or in another business. Draw down on your Solo 401(k), IRA, funds you have already set aside, and savings. [13:11] 1. How to sell your business. Renee recommends Nick Krautter’s book, The Golden Handoff. Nick shares step-by-step instructions to sell your book of business to a known broker.
    [15:57] Selling your entire business includes the database, assets, name, logo, team, and more. You may need a business broker to help you.
    [18:53] As part of your planning, hire a third party to look at your business and tell you what needs to be renovated or fixed.
    [22:03] If your brand is your name, it will be hard to sell your business. Rename it long before you sell it.
    [25:58] Renee tells how she refers clients to other agents when she is busy.
    [30:10] 2. Real estate investing is low-hanging fruit and there are many ways to invest.
    [32:50] Monica invites you to listen to her episode on referrals with Gary Rogers and her episode on cash-based investing with Rich Arzaga for information.
    [35:17] 3. If your brokerage offers revenue-sharing or profit-sharing, take advantage of it!
    [38:12] 4. Are you with a brokerage that will allow you, if you are a top producer, to own equity in the brokerage? Ask. Times are changing for brokerages, too. They may be looking to share the burden.
    [41:55] Get someone to represent you in selling your business. There are many ways to structure a sale.
    [43:10] 5. Savings — when you have a transaction complete, you need to put some into the business, use some for personal expenses, set some aside for taxes, and put some into savings until retirement.
    [44:51] Renee is heavily into real estate investments; her husband has stocks and some crypto. Solo 401(k)s and self-directed IRAs can both be invested in real estate.
    [46:18] Monica suggests listeners listen to the Rich Arzaga episode linked below for information about finding an investment advisor who is knowledgeable about real estate.
    [47:23] Renee’s advice: go to Financialwellness.realtor. There are great tools to help you figure out what your financial goals are for your age and what kind of plan you need.
    [52:07] Knowing your “number” so that you can sustain the lifestyle you want after you exit production.
    [52:30] Looking at what debt you can pay off now so you can get to your exit number. Social Security may not be enough for you.
    [54:04] Renee’s final word is you don’t need anybody’s permission to plan yo

    • 57 min
    What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac

    What Are You Selling? How to Know Your Product and Communicate Your Expertise with Josh Cadillac

    Real estate is intertwined with the economy in so many ways, and real estate agents can sometimes have a hard time connecting these external factors with the home buying process. Our guest, Josh Cadillac believes in closing customers for life, which means building expertise on a deeper level that goes beyond the specifics and square footage of a home. When you give your clients context within the home buying process, not only does it help their future, but it means you’re on a path to creating a lifelong customer.
     
    [3:00] Josh and his background in real estate.
    [5:30] Josh talks about his motto, “Close for Life.”
    [6:45] It’s an important part of Josh’s life to do work that you’re proud of, to have a life you’re proud of.
    [7:40] Diving./, into the actual raw product real estate agents sell.
    [10:20] Sometimes there’s a disconnect between real estate agent and customer. Why is that?
    [14:55] Real estate agents need to make the case on why a customer should trust them.
    [20:45] Sometimes just talking to your customer about the market and reciting facts can provide a lot of insight and trust with them.
    [25:45] Older real estate agents need to understand that the world, and the market, are much different than when they first started selling properties. They need to provide context to the younger homeowner.
    [32:50] Homeowners in distress still can grab an amazing price for their property. A real estate agent has to set the frame right so that they get the most out of the property.
    [33:25] We are not in a 2008 bubble. There are not a lot of people in negative equity positions.
    [34:00] Why do investors love real estate in times of high inflation?
    [39:35] Real estate has always been a good hedge against inflation.
    [44:00] Josh shares his thoughts on motivation and how you can motivate your customer to be more excited about the home buying process.
    [50:35] We need to stop trying to close deals and start trying to close customers for life.
     
    Tweetables:
     
    “A path to a fulfilled life is to take every part of your life, and have it /./.be something you do with excellence.” — Josh
     
    “Because of the inflation we’re seeing, real estate tends to be more attractive to investors. The reason for that is real estate tends to appreciate when there’s inflation and rents tend to go up.” — Josh
     
    “A house tends to be the perfect hedge for inflation. If you’re renting, your rent will go up, but your wages usually won’t go up. Wages tend to trail inflation.” — Josh
     
    Guest Links:
     
    Joshcadillac.com
    Josh on LinkedIn

    Nar.realtor/research-and-statistics
     

    Additional Links:
     
    Microcourses found at Learning.REALTOR
     
    Crdpodcast.com
     
    Learning.REALTOR for NAR’s Online Education
    Training4RE.com — List of Classroom Courses from NAR and its affiliates
     
    crd@nar.realtor
     
    Host Information:
    Monica Neubauer
    Speaker/Podcaster/REALTOR®
    Monica@MonicaNeubauer.com
    MonicaNeubauer.com
    FranklinTNBlog.com
     
    Monica’s Facebook Page
    Facebook.com/Monica.Neubauer
    Instagram
    Instagram.com/MonicaNeubauerSpeaks
     
    Additional Bio:
     
    Joshua Cadillac
    ACE, CCIM, CDPE, MCNE, CRS, CRB, ABR®, GRI, RSPS, CSSA, CCFA, CIAS, MRETE, e-Pro, SFR®, BPO-R, CFA Master, TRC, LMB, AHWD, C-Rep, M-rep, CPMS, CIPS, DPP, PSA, ASP, SRS, LGC, CAM, LHI, Leed AP, RRP, LMA, LMR
     
    Prior to entering the real estate industry as an agent, Josh was a commercial real estate investor and business owner of restaurants and other related companies. He started in real estate full time in 2008 and within the first two years, earned his broker license and many of the most prestigious real estate-related designations that exist. After a few years, Josh transitioned into a leadership role at the brokerage where he worked, assisting, training, and even mentoring agents to help them achieve success and reach their full potential in real estate. During this time, he learned the mistakes that many

    • 54 min
    Visions and Tools for Homeownership with Lydia Pope

    Visions and Tools for Homeownership with Lydia Pope

    The National Association of Real Estate Brokers (NAREB) was formed in 1947 by nine African American Founders as a response to the denied access African American brokers were experiencing when it came to selling homes. With 75 years in existence, the association lives by five important pillars: 1) Civic and Faith-Based Engagement. 2) Women Invested In Real Estate — WIRE. 3) Diversity, Equity, Inclusion of Small Business. 4) Multigenerational Wealth. 5) Government and Policies. Our guest and President of NAREB, Lydia Pope, explains further why these five pillars have been foundational towards everlasting change in the community.
     
    [2:45] A bit about Lydia and her background in real estate.
    [4:40] The history behind why the NAREB was founded.
    [7:10] What are the five pillars of black ownership?
    [9:10] Homeownership has dropped for black homeowners. Why is that?
    [10:15] African Americans and blacks still face loan discrimination today.
    [11:50] As a broker, it’s important that you be a champion for your clients in all areas of their home buying process, not just the physical house itself.
    [17:00] Women have been at a disadvantage when it comes to applying for loans.
    [20:35] NAREB has a program to educate real estate agents on all facets of the real estate industry, not just being a licensed agent.
    [23:15] How is NAREB thinking about multigenerational wealth?
    [27:30] It’s important to educate our seniors so that they have programs to fall back on as they get older. As homes have repairs, seniors might not be as aware of how to fix these damages.
    [32:30] Lydia shares ways people can connect with their local community partners.
    [37:00] If people can’t afford to be a homeowner, it hurts everyone in the community.
    [40:00] What are some of the different ways you can access capital?
    [44:50] If real estate agents don’t know, then they are unable to inform and educate the community.
    [47:50] Everyone should be passionate about closing the wealth gap.
     
    Tweetables:
     
    “Women have challenges with loans. Actually, black women have one of the highest rates when it comes to loan declines and higher interest rates and loan pricing.” — Lydia
     
    “Real estate is not about being a licensed real estate agent. There are more pieces to a real estate business. There are so many areas people can branch off to.” — Lydia
     
    “The voices are being heard through America. It takes groups getting together. We all have one thing that we’d like to accomplish: homeownership and being in support of closing the wealth gap, especially when it comes to African American ownership” — Lydia
     
    Guest Links:
     
    Lydia Pope

    Nareb.com
    Nareb.com/profile/lpope/
    2021 State of Housing in Black America
     

    Additional Links:
     
    Microcourses found at Learning.REALTOR
     
    Crdpodcast.com
     
    Learning.REALTOR for NAR Online Education
    Training4RE.com — List of Classroom Courses from NAR and its affiliates
     
    crd@nar.realtor
     
    Host Information:
    Monica Neubauer
    Speaker/Podcaster/REALTOR®
    Monica@MonicaNeubauer.com
    MonicaNeubauer.com
    FranklinTNBlog.com
     
    Monica’s Facebook Page
    Facebook.com/Monica.Neubauer
    Instagram
    Instagram.com/MonicaNeubauerSpeaks
     
    Additional Bio:
     
    Lydia Pope has been in the Real Estate Industry since 1995. She is Owner/President of E & D Realty & Investment Co, Inc. (www.edrealty1.com), E&D Realty Property Management Division, and E&D Construction Company. Some of her past and current accomplishments are 1st Vice President of the National Association of Real Estate Brokers, Inc. (NAREB), Past President of the Women’s Council of NAREB, Mt. Pleasant Advisory Board, Ohio Housing Finance Agency Committee, Cleveland Realtist®Association Past President & Chair, Cleveland/Akron Legislative Committee, NAACP Member and more.

    • 51 min
    The Consumer-Centric Brokerage Approach with Chris Whitten

    The Consumer-Centric Brokerage Approach with Chris Whitten

    This episode covers some of the great ways you can engage agents and consumers with the support of the brokerage. Every brokerage has its unique way of doing things, so it’s important to really understand the culture of the organization you’re in and the benefits you have access to. Chris Whitten breaks down his consumer-centric brokerage model that empowers his agents to be well-connected in the community. What do you need to know about joining a brokerage? Chris answers all of this and more!
     
    [6:30] How do you have both a customer and agent-centric approach? Chris knows you can have both.
    [7:45] In business, you have to have hedgehogs! Chris explains his analogy.
    [9:05] Chris has a giving back program for his office to help and support the community they serve.
    [13:50] How can you take the spotlight off of yourself on social media and shine it more on the people you serve? Chris offers an example.
    [17:20] Chris talks about another ‘hedgehog’ incentive he does within his business. He’s taking advantage of the lack of inventory!
    [19:05] You have to understand fully what your brokerage is providing.
    [25:10] Because Chris spends his time in the community and building the relationships, agents do not need to shift through a lot of leads to get to one yes.
    [30:05] Being part of the community is really rewarding work. Yes, it’s great you sold a house, but it’s even better to know you are helping the charities around you.
    [32:25] How do you build better relationships?
    [39:00] Sounds simple, but you have to treat everybody like people.
    [39:40] People are buying you at the end of the day. They’re hiring you, so what makes you interesting?
    [41:40] Chris’s model that he’s built is about being a REALTOR® for life for the family.
    [45:20] How does Chris encourage his agents and helps them with their goals?
    [47:55] Find your why, even if it’s not real estate related!
     
    Tweetables:
     
    “Every listing in our office for ten years now has had a professional photoshoot and a video guided tour.” — Chris
     
    “I love real estate because it’s a vehicle to pay your bills, but also do what you’re passionate about and do good. I am doing a lot of my non-profit work through my real estate business and both are thriving.” — Chris
     
    “The line between agent and customer is --- we’re all people!” — Chris
     
    “Subtle branding. A lot of REALTORS® don’t understand that. You want customers to feel warm and fuzzy.” — Chris
     
    Guest Links:
     
    Chris Whitten

    Premeerrealestate.com
    Premeerrealestate.com/agents/chris-whitten
     
     

    Additional Links:
     
    036: Brokerage Basics and Beyond with Keith Davis
     
    Microcourses found at Learning.REALTOR
     
    Crdpodcast.com
     
    Learning.Realtor for NAR’s Center for REALTOR® Development, home to NAR’s Online Education
    Training4RE.com — List of Classroom Courses from NAR and its affiliates
     
    crd@nar.realtor
     
    Host Information:
    Monica Neubauer
    Speaker/Podcaster/REALTOR®
    Monica@MonicaNeubauer.com
    MonicaNeubauer.com
    FranklinTNBlog.com
     
    Monica’s Facebook Page
    Facebook.com/Monica.Neubauer
    Instagram
    Instagram.com/MonicaNeubauerSpeaks
     
    Additional Bio:
     
    Chris Whitten is the 2021 Rhode Island Realtor of the Year he has been active in Rhode Island leadership for many years – He has Been on the local and State Boards of Directors and was the MLS president for 2019 and 2020.  He has awards in Real estate and from his community. You will hear more about his work in the community and his background as a Radio Personality. He is the owner and broker for Premeer Real Estate in Smithfield, RI and 2 offices in Massachusetts.

     

    • 50 min
    Social Media Optimization and Mindset With Harrison Beacher

    Social Media Optimization and Mindset With Harrison Beacher

    We all know that social media can be a time-wasting black hole. We also know it can be an amazing tool to connect with loved ones, friends, and potential clients. How do you balance both without feeling overwhelmed? Today’s guest, Harrison Beacher knows how to get the most out of your social media presence, without the overwhelm! In this episode, he offers strategies to create a comprehensive social media plan so that you can build connections with intention.
     
    [1:30] A little bit about Harrison and his background in real estate.
    [5:00] What social media platform should you choose?
    [8:20] Harrison shares some of his favorite ways to optimize social media.
    [8:40] What was the last thing that made you stop scrolling? What kind of content do you like to consume?
    [10:30] Consider taking a quick 101 photography class to better understand what makes a good picture.
    [11:20] Should you have people in your photos or should it be a selfie?
    [14:40] How do we increase the engagement we currently have on Instagram? Hashtags!
    [19:10] Remember, we need to have an abundance mindset. Engage with other people using your hashtag.
    [24:50] It’s okay to make mistakes or have typos. Harrison sometimes goes back to reword things in a better way. It’s just important to be intentional with the content you’re sharing.
    [30:50] Public posts, whether business or otherwise, should be welcoming and open to everyone.
    [35:35] Are you struggling to create a social media plan? Harrison has some tips for you!
    [41:35] What topics can you/should you talk about as a REALTOR®?
    [45:15] With your photos, use it as an opportunity to tell a story. People do read the descriptions!
    [48:05] When you become a local expert, there’s so much opportunity available to you.
    [48:40] Instead of thinking about social media as a sales tool, think of it as a community-building tool.
    [50:15] Harrison talks about the importance of a good mindset and why it’s key to your success.
    [54:25] Create good routines and systems, and those will carry you forward during the days you feel slow or down.
     
    Tweetables:
     
    “It’s okay to rip off and duplicate some of the best practices other people have. Take the idea or concept and create something similar.” — Harrison
     
    “The mindset we need to have to help consumers and grow our businesses is an abundance mindset. When we connect, we build community.” — Harrison
     
    “Social media is free to tag that location, be intentional about the story you tell, and attract more people to that story. It lets the people who live there be reminded of you.” — Harrison
     
    Guest Links:
     
    Harrison Beacher

    Coalitionpg.com
    Linktr.ee/hlbeach
    Instagram
     

    Additional Links:
     
    Microcourses found at Learning.REALTOR
     
    Crdpodcast.com
     
    Onlinelearning.realtor for NAR Online Education
    Training4RE.com — List of Classroom Courses from NAR and its affiliates
     
    crd@nar.realtor
     
    Host Information:
    Monica Neubauer
    Speaker/Podcaster/REALTOR®
    Monica@MonicaNeubauer.com
    MonicaNeubauer.com
    FranklinTNBlog.com
     
    Monica’s Facebook Page
    Facebook.com/Monica.Neubauer
    Instagram
    Instagram.com/MonicaNeubauerSpeaks
     
    Guest Bio:
     
    A native Washingtonian and washed up D1 college football player, Harrison Beacher is a Managing Partner of the Coalition Properties group, serving the entire DC metro area Affiliated with KW Capital Properties. Harrison was honored by the National Association of REALTORS® and included in REALTOR® Magazine’s 30 under 30 Class of 2016. Harrison currently serves as 2022 president for the Greater Capital Area Association of REALTORS® (GCAAR), and also serves as an at-large director for the DC Association of REALTORS® (DCAR). Harrison serves as a 2022 Chair for the Broker engagement council and serves as a National NAR Director. A retired DJ, Harrison loves making playlists for his team events, sharing funny memes & Tik-toks, and traveling to places with del

    • 1 hr

Customer Reviews

4.8 out of 5
98 Ratings

98 Ratings

maddie@podcastingyou ,

Amazing podcast!

This podcast is an amazing resource for real estate professionals! Monica is a skilled host and each of her conversations with guests provides valuable insight.

SharkBait5024 ,

The Best Podcast for Realtors

For those who are Realtors or aspire to be Realtors, this is a great resource. Monica is a great podcast host and asks insightful and intelligent questions of the guests that allows them to explain in detail many important real estate concepts. It has helped me tremendously, and is always my go to podcast. Highly recommend.

nathantjrealtor ,

The Essential Realtor Podcast

My favorite podcast about real estate! As a Realtor, I consult these podcasts to increase my education for myself and my worth to my clients. The host, Monica, asks succinct and powerfully insightful questions to her guests. Together they offer a wealth of knowledge in the given topic area. This is a great listen on your commute, between showings or appointments, or while you’re relaxing after a hard days hustle. Best of all, this knowledge and information is free. I highly recommend all of my fellow Realtor professionals to listen as frequently and as long as you can!

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