98 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 • 103 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.

    Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1

    Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1

    Welcome back, Friends! Our podcast has received another award from AVA Digital Awards, an international competition that recognizes excellence by creative professionals in the area of digital communication. We received a Gold Award for Podcast and Audio Production! 
    We have another amazing award-winning guest today! She has been recognized as an amazing instructor, having received the ABR® Hall of Fame Award, the REBI Distinguished Educator Award, REALTOR® of the Year, and Educator of the Year, both from the Illinois Association of REALTORS®. She is one of the primary authors of the ABR® designation course and we are thrilled to have her back with us again. She was with us last year to talk about the changes in the industry and how to prepare for them. We will link to that episode in the show notes.
    Today, we are going to dig in deeper with Lynn, specifically about ways to show your value to your clients. We must improve our skill in communicating what we do and how valuable our skills are to our clients. We have two episodes this month with Lynn, and I hope you can listen to both of them! They are worth your time!
     
    [3:19] Build your value proposition; if you don’t quantify what you’re doing, you don’t know the value you bring to buyers.
     
    [4:46] You need the client to know what you do for them. It is sometimes harder and more work to get a lower-priced transaction to the closing table. The average buyer doesn’t know the value you bring if you haven’t explained it to them.

    [7:39] Lynn notes that “value proposition” is sales language and people don’t want to be sold, they want to buy a house. Tell the buyer about the value you bring them, not about your value proposition.
     
    [8:29] A contractor building a house has a standards sheet showing what is included and some optional upgrades. Lynn talks about using a Buyer Representation Agreement. Lynn makes sure the buyer understands the “big bucket” things she does for them.
     
    [11:38] A weekly call with buyers keeps them updated on what you have done for them to help them buy a house. Lynn thinks we all should be doing that.
     
    [13:46] Lynn tells buyers that not all available properties are on the internet and not all properties on the internet are available.
     
    [14:03] If you don’t consistently touch base with the buyer, they go out looking with other people. Stay in touch weekly with your buyers!
     
    [16:59] Use your analytical tool in your MLS and communicate to your buyers what the market is doing. Lynn shares a recent example about pricing listings.
     
    [18:34] It’s hard for buyers to see we have an inventory shortage when the houses are everywhere. Unfortunately, in many cases, we’re not communicating this to our buyers.
     
    [19:24] In your weekly call with your buyer, share data, such as the updated absorption rate. In the market niche you’re looking at, what went under contract this week?
     
    [20:03] Lynn shares a story from her travels. Lynn shares more facts about the absorption rate or month’s supply of inventory.

    [24:36] You would have a license law problem and a code of ethics problem if you showed houses to someone in an exclusive contract to purchase with another brokerage company.
     
    [28:16] If something changes along the way, you may need multiple consultations.
     
    [31:23] Sellers are now recording the agent and buyers going through their homes. So we have to be careful what we talk about. This is a relationship business. We build relationships in person.
     
    [33:54] Some websites pull the new listing data in the middle of the night. That puts them almost 24 hours behind the MLSs. This happens in a counseling session.
     
    [34:36] Lynn’s last word: “NAR has a website called Competition.realtor. On there find ‘105 Things that Buyer Agents Do for Their Buyer Clients.’
     
    [35:20] It might help you to formulate your value proposition. Find out what you’re passionate about, that your buyer

    • 39 min
    Filling your Buyer Pipeline with Current and Future Clients: Part 2 with Janet Judd

    Filling your Buyer Pipeline with Current and Future Clients: Part 2 with Janet Judd

    We’re back with our second episode of the month to talk about connecting with people so that you will have clients throughout 2024. We call it filling your pipeline. Many of us focus on getting business. If we can spend time connecting with people with purpose, there generally will be a more steady flow of clients throughout the year. Did you apply anything you’ve learned from the first episode already? We would love to hear what worked for you! Our email address is in the show notes.
     
    In this episode, we will look at the difference between online leads and live leads and a few marketing tips. February’s guest is Janet Judd. She’s a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024.



    [3:08] Excellent content on your site makes the difference. Janet gives some great recommendations. 
     
    [4:37] Janet hangs on to hits because they picked her. Respond promptly when they contact you. Janet suggests you host virtual tours and webinars on your site.

    [7:08] Janet pays the website professionals for content, SEO, and marketing of her site. 
     
    [10:25] Janet advertises in a neighborhood magazine to 55,000 homes a month. That’s generated a few calls that she puts in her pipeline to send a monthly postcard. 
     
    [16:47] When her leads start responding more conversationally to her texts or emails, Janet knows it's time to set up a phone call with them to slowly but surely reel them in.
     
    [18:46] Make sure you have testimonials on your website. Ask your clients for a testimonial right at the closing. 
     
    [20:29] Janet is a worker bee. She volunteers and works hard. Active listening is one of Janet’s superpowers. If you can do that, it makes all the difference.
     
    [22:13] Janet carries a wire-bound index card file in her purse to record notes about new contacts. For Janet, Top Producer is her “second brain.” Find your “second brain” that creates a flow.
     
    [31:30] Be a resource. It creates credibility, trust, and an emotional connection. People decide with their emotions. The educational approach is her focus, now.
     
    [33:50] I’m going to encourage our listeners to go back and listen to Part 1 of this conversation if they haven’t already where Janet talks about her system of keeping up with leads and clients.
     
    [34:55] Some states allow incentives or inducements, some do not. Check your state law before offering one.
     
    [36:08] Some agents hold R.S.V.P.-only open houses as a security issue and let only one person come in at a time. Don’t share your personal information online.
     
    [38:08] Janet’s last word: “You need consistent, excellent service to your existing clients. That’s what’s going to keep you in the business. … Whatever you do, autograph it with excellence. 
     
    [39:11] My favorite takeaway from Part 2 was the reminder that everything we do to improve our visibility will cost us time or money. What was your favorite tip from the 2nd episode? If you missed the first episode about great ways to connect with people in real-time, head back and hear Janet’s tips to get started.
     
    [40:25] We’re going to be having several months of episodes focusing on tools to help you communicate more clearly, set excellent expectations, and create great experiences. What classes are you planning to take to improve your business? Go to Learning.realtor to find lots of live, virtual, and online classes.

    Join us in March for more ways to improve your business model and to think a little bit differently. Thanks for joining us! Make some calls, tighten up your system, go out there, and sell some houses!



    Tweetables:
     
    “You also want to have a call to action on your website so that they know what to do. For me is just ‘Call JJ.’ Call Jan

    • 42 min
    Filling your Buyer Pipeline with Current and Future Clients: Part 1 with Janet Judd

    Filling your Buyer Pipeline with Current and Future Clients: Part 1 with Janet Judd

    How is your business growing and flowing right now? I hope you have a pipeline full of clients who are looking right now or planning to buy or sell in the next few months. We know, though, that hope is not a strategy. We need better tools than just hope to get our buyer pipelines filled. We know that a whole lot is happening in the real estate industry right now. We will be having several months of focusing on tools you can use to communicate more clearly, to set better expectations, and to create great experiences for you and your clients. February’s guest is Janet Judd. She’s a 2022 ABR® Hall of Fame recipient, Missouri Real Estate Commissioner, former President of the Missouri Association of REALTORS®, and she has won a number of awards in the business. She is going to give you real actionable tips to help you fill your buyer pipeline for 2024.
    As a reminder, this a two-part episode, with the second part coming later this month. 
     
    [3:17] Janet is a solo agent in Missouri who has been selling real estate full-time for 38 years. She loves what she does and has a servant’s heart for volunteering. 


    [5:42] You are the product when you’re meeting clients. They need to know that you’re engaging. You need to be credible and communicate to them the value of doing business with you. 


    [11:08] Janet discusses an app that let’s you call someone’s voicemail when you can’t chat. 


    [14:15] For Janet, a pipeline means knowing she will be able to have a buyer close on a property.


    [15:00] Janet takes the most motivated ones out to show properties. She leads them along the pipeline with frequent contacts and suggestions. 


    [16:04] Janet has buyers in the pipeline for months. She keeps all her contacts in the loop so they don’t run off with someone else. She gets them under a Buyer Agency Agreement as soon as she can. 


    [21:05] When buyers know what they want, it’s easier to define and find it. Then you have to hold their hand and make sure they stay patient while you do your job. 


    [22:00] Janet discusses the CRM she uses. She also keeps a file folder for every contact in the pipeline with notes. She goes through all the folders each day, making contacts as appropriate. 


    [27:10] Sometimes you lose an opportunity. Ask people who may be a year from buying how often they want you to contact them. Janet discusses how to motivate them.


    [29:34] Janet invites people to sign a Buyer Agency Agreement at the first meeting. She writes the agreement for a year. It’s a two-way commitment. Don’t disappear from view.


    [33:15] Janet’s last word: “I really just want you to understand the fact that you’re the product. Help them make that emotional decision to work with you and be excited about the opportunity to work with them and help a dream come true — the American Dream come true.”


    [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!


     
    Tweetables:
    “I’ve been selling real estate full-time for 38 years. I don’t have a team. I’m a solo agent and I still love what I do and definitely have a servant’s heart for volunteering.” — Janet Judd
    “Being a buyer’s agent, you’ve got to dance the way they want you to dance. It’s on their schedule. When they call, you’ve got to pop up!” — Janet Judd
    “Help buyers to make that emotional decision to work with you; be excited about the opportunity to work with them and help a dream come true — the American Dream come true.” — Janet Judd
     
    Guest Links:

    Janet Judd on LinkedIn
    NARRPR.com REALTOR® Property Resource
    Slydial
    American Greetings digital cards
    Top Producer®
    NAR Library
    NAR Resource Links
    NAR.realtor/technology
    ABR®
    SR

    • 35 min
    Strategies for Successful Business Planning in the New Year: Part 2 with Matthew Rathbun

    Strategies for Successful Business Planning in the New Year: Part 2 with Matthew Rathbun

    We are so glad you joined us to help you start your new year! This episode’s guest is Matthew Rathbun. Matthew discusses business suggestions, strategies, and ideas to help you make your plans for success this year. This is Part 2 of the interview with Matthew on Business Planning. The first part was launched earlier this month. In this part 2 episode, Matthew leads us into a conversation about the people you’re partnering with in your business and gives some great suggestions when you consider the rhythm of work and home life. We would also love to hear your feedback on this new format with two parts and shorter episodes. 
     
    [2:30] Matthew urges you to choose your sellers and buyers carefully. Allot your time and attention to the right people.
     
    [7:30] Matthew explains that you are alienating your market if you post what a great time it is to buy. It is a very different marketplace today with a different cost of living and a weaker job market than past markets.
     
    [8:27] Whatever you post in a public forum, consider how it impacts your target audience. Tell them you understand their pain points and villains and you have the solutions to their problems. 

    [12:27] Matthew sits on the board of a housing non-profit. He had a recent conversation with a board member about the challenges people have coming up with the down payment.
     
    [13:40] Matthew recommends apps that can function as your Personal Knowledge Management System. 
     
    [16:49] Matthew discusses digital mind mapping and a powerful tool for this. 
     
    [18:01] Matthew does his business planning in October and November to get ready for January. Do it when it’s right for you.


    [21:43] Do not trade your family for your career. Your career is alluring; everyone’s feeding your ego. It’s an ego-driven industry. What your spouse and kids think of you is eternal.
     
    [30:21] Matthew’s last word: He has a business planning workbook that you can download on this site. 
     
    [31:15] Look for things like virtual assistants. Start budgeting; this market is going to create opportunities. 
     
    [31:55] The world is changing rapidly. There is going to be a lot of opportunity in the changes with the right mindset and the right plans. 

    [33:35] We hope you will consider taking the ABR®, the Accredited Buyer’s Representative designation, this year. You can learn more at learning.realtor.
     
    [34:02] We will be continuing with great education to help you work more clearly and more intentionally with buyers. Join us every two weeks for new episodes and review the past episodes if you need help with specific topics. Thanks for joining us! Go out there, improve your system, and sell some property!
     
    Tweetables:
     
    “[Use a] Personal Knowledge Management System. Our brains were designed for creating ideas, not for remembering things.” — Matthew Rathbun
     
    “It is not worth trading your family for this career. I have watched it happen way too many times.” — Matthew Rathbun
     
    “I don’t expect my family to support my career. I think that’s a misalignment.” — Matthew Rathbun
     
    Guest Links:
    Matthew Rathbun on Facebook
    Canva Templates at Etsy.com
    NARRPR.com REALTOR® Property Resource
     
    MyStorybrand.com
    Apple Notes
    Evernote
    Getting Things Done: The Art of Stress-Free Productivity, by David Allen
    Apple Freeform
    MindMup
    Cofftivity
    MyOutDesk
    Matthewrathbun.com/resources/
     
    NAR Resource Links
    NAR.realtor/technology
    ABR®
    SRS
    C-RETS class
     
    Additional Links:
    Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!
     
    CRD@NAR.REALTOR
    Crdpodcast.REALTOR
    Learning.REALTOR — for NAR Online Education
    Training4RE.com — List of Classroom Courses from NAR and its affiliates
    CRD.REALTOR — List of all courses offered
    REBI
     
    Host Information:
    Monica Neubauer
    Speaker/Podcaster/REALTOR®
    Monica@MonicaNeubauer.com
    MonicaNeubauer.com
    Frank

    • 35 min
    Strategies for Successful Business Planning in the New Year: Part 1 with Matthew Rathbun

    Strategies for Successful Business Planning in the New Year: Part 1 with Matthew Rathbun

    We are so glad you joined us to help you start your new year! This episode’s guest is Matthew Rathbun. Matthew will be discussing business suggestions, strategies, and ideas to help you make your plans for success in 2024. This is the first part of a series on Business Planning with Matthew this month. The second part will launch later this month.
     
    [2:55] Matthew is the EVP of a Coldwell Banker company with 10 or 11 offices in the D.C.-Maryland-Virginia area.
     
    [3:40] Matthew started teaching and has been teaching ever since. He is currently the president-elect for the Real Estate Business Institute, a good partner for CRD, providing lots of education to agents.
     
    [4:20] There has been attrition in the industry. A lot of agents are not seeing a lot of production right now. When you plan for next year, you have to base it on reality.

    [5:33] We are knowledge workers more than salespeople. The buyer hires you as a buyer’s agent for what you know. How do you provide clarity on your value as a buyer’s agent?
     
    [7:00] A knowledge worker will say, “I know the market, what my capabilities are, and what my consumer base is and I’m going to build a strategic plan.”
     
    [7:37] You can be a knowledge worker to your consumers and demonstrate that value to them. You can use your knowledge and say, “I’m the CEO of me.”
     
    [9:21] What are we changing for 2024? Agents need to be much more precise with their goals to be able to look back and see what they’ve accomplished and why this is a good career for them.
     
    [11:12] Matthew goes over tips and tools on how to interject your goals. Substantial industry changes are coming but most of our chaos is controllable.
     
    [13:00] You’re controlling whatever chaos you can. Putting systems in place is so important. “You do not rise to the level of your goals, you fall to the level of your systems.” — James Clear
     
    [15:48] With industry changes, Matthew says training will be a core part of any successful agent’s business.
     
    [18:33]. Change is good. A bad change can be corrected to something better. Have a healthy mindset on addressing change. Lean into change and what it means.
     
    [23:06] It’s time to add to your listing kit and improve the buyer consultation kit on your website. Market your value proposition for buyers. Matthew discusses what to do in the next 30 to 90 days.
     
    [25:45] Agents need a better consumer persona. Who do you want to work with? Just saying you want to work with sellers or with buyers is not focused enough to reach the core consumer that you want.
     
    [30:18] Matthew cites Atomic Habits, by James Clear as the most transformative book. He recommends other books. 
     
    [32:50] Monica urges you to check the resources mentioned in this episode and Matthew Rathbun’s website linked in the notes. What education do you need to add to your life and business? The Center for REALTOR® development highly recommends ABR®, The Accredited Buyer’s Representative designation.
     
    Tweetables:
     
    “This is very much an industry where you get to eat what you kill. You hunt it. You kill it. Now you get to enjoy it, so to speak.” — Matthew Rathbun
     
    “Change is good. I’ve always said change is good. Even if it’s bad change, it’s generally going to be corrected and lead to something that’s better.” — Matthew Rathbun
     
    “Every successful CEO is a reader. That’s one of the common traits of all successful CEOs.” — Matthew Rathbun
     
    Guest Links:
    Matthew Rathbun on Facebook
    Canva Templates at Etsy.com
    NARRPR.com REALTOR® Property Resource
     
    Building a StoryBrand: Clarify Your Message So Customers Will Listen, by Donald Miller
    Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear
    Building a Second Brain: A Proven Method to Organize Your Digital Life and Unlock Your Creative Potential, by Tiago Forte
    Getting Things Done: The Art of Stress-Free Pr

    • 36 min
    Investing in Real Estate is More than the Purchase with John LeTourneau

    Investing in Real Estate is More than the Purchase with John LeTourneau

    This episode’s guest is John LeTourneau. Our topic is real estate investing. The Center for REALTOR® Development has a course that teaches this: Real Estate Investing: Building Wealth: Representing Investors and Becoming One Yourself. There is so much opportunity for you, our listeners, in this area. John is just opening the door of what’s possible. Let’s find out more.
     
    [2:42] John became a broker and a REALTOR® in 2005.
     
    [4:11] John started in residential but preferred B2B, so he worked as a non-REALTOR® commercial broker for several years at a large commercial firm. John shares a prospecting story.
     
    [6:50] John does volunteer work for his local, state, and national associations and public speaking and education in the U.S. and internationally. Every hour he gives comes back 10 or 20 times in satisfaction, wisdom, and knowledge. 
     
    [10:23] In commercial real estate, you are a product specialist and territorial generalist, or a territorial specialist and product generalist. John’s license allows these transactions: listing property, buying property, working with landlords, and working with tenants.
     
    [11:22] John wants to reach the person who can spin off all four activities: a real estate investor. John can build a team and an income stream with that person.
     
    [12:11] John’s specialty is helping people build multi-generational wealth through investment real estate. Through his connections, he can tap into local market resources around the country and find local knowledge.
     
    [12:44] The IRS has a passive loss rule for full-time real estate professionals. Full-time real estate professionals can lose money on real estate. John describes additional tax advantages only for full-time real estate professionals.
     
    [17:52] Your day-to-day brokerage activity will rarely be enough for you to retire. Start building sources of passive income. Figure out what it costs you to live every day and every year. That’s your freedom number!
     
    [20:14] John believes that real estate, with its market advantages, in concert with a diversified portfolio of other things, is a phenomenal way to hit your freedom number. 
     
    [24:04] John’s real estate investment advice. In most cases, single-family homes are among the worst investments you can make. You have a lot of risk buttoned up in one tenant in your expensive property. 
     
    [31:33] John explains straight-line depreciation. When your rental cash flow surpasses the depreciation, it is a good time to sell. If the home is expensive, you can see if it qualifies for accelerated depreciation or cost segregation.
    [36:41] Article 11 says you should not offer specialized services unless you have the skill set to do it. Refer it out or partner up with someone with that skill. Don’t put your commission ahead of your client.
     
    [39:03] John shares some NAR statistics about the time and cost of a residential real estate transaction in the United States. 
     
    [39:26] Getting a lead and making a referral of it in about 30 minutes and getting a referral percentage, is the best hourly rate you can make anywhere in the world.
     
    [40:41] John describes a cycle of investments starting with residential, into industrial, then long-term net leases.
     
    [43:14] The generational shift of wealth is where we as real estate professionals can consult in a great way.
     
    [49:43] To get into commercial, coming from residential, the top-fourth of your database is in top positions in their businesses to give you referrals.
     
    [50:27] John reviews the demographics of residential real estate agents contrasted with commercial real estate brokers. 
     
    [53:30] Spending time in commercial will limit the time you spend in residential, so your residential income will decrease before you see income from commercial real estate. If you partner with a local mentor, you can get business quickly.
     
    [55:50] Invest early, invest often. Don’t be the broker who dies broke. P

    • 58 min

Customer Reviews

4.8 out of 5
103 Ratings

103 Ratings

NJAbbott ,

Excellent Additional Education

Each episode is full of great educational content. You should be able to take away and implement at least one solid idea from each episode. A great way to challenge your career.

Urkillingmew/thisnicknamecrap ,

Great Resource

Love listening to this podcast! Hope they continue with it.

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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