Nars Center For Realtor® Development

Center for REALTOR® Development 056: Residential Real Estate Disclosures with Bruce Aydt   While laws on this topic vary from state to state, good disclosure by the seller helps everyone involved in the real estate transaction. In this episode, guest Bruce Aydt joins Monica to talk all things disclosure. They discuss what should or should not be disclosed when it comes to current property status, past repairs, psychologically stigmatized properties, and work done without permit. This episode is full of risk management information that REALTORS® can use to help their clients.   The purpose of disclosure laws is to ensure that the buyer knows everything that the seller knows about the property. It is also a protection to sellers, as long as they are honest in their disclosure, because they will minimize their risk of legal ramifications later. As a seller, if you’re wondering whether you should disclose something, then you should probably disclose it. A good general guideline for what to disclose is that if the

There are so many benefits for real estate agents and REALTOR® members of local associations. Adorna Carroll is on the show to talk about everything that associations have to offer their members. Monica and Adorna share some of the benefits of joining an association, as well as best practices for engaging with your local, state, or national association.   There are several values that associations can bring for agents, especially in the real estate industry where there is a three-way partnership between the local, state, and national association. The local association is the first point of contact for many REALTORS®, helping to orient the members and share industry best practices, ethics, etc. The local association also helps members understand what happens at the state and national levels.   Another huge benefit of associations is networking! The opportunities are abundant both for you as an agent and for your clients. You have the opportunity to connect with people outside of your market, increase your reac

The need for affordable housing exists in communities across the country. This episode’s guest, William Baylor, joins Monica to talk about current federal affordable housing initiatives, as well as the personal initiatives he’s involved with in his own market of Birmingham. This episode will provide ideas and resources for how agents can help find rental and purchase opportunities in their marketplaces that are affordable for people with a lower median income.   Affordable housing has been something that people have been attempting to do since the turn of the century. The industry definition of affordable housing is when you pay 30% or less of your income towards housing costs. In political housing circles, affordable housing refers to housing that uses some sort of public assistance to support families or individuals who lack the means to pay the market rate in an area.   Governments at every level must ensure that there are enough subsidy funds available to meet the needs of their community. William talks a

Photos are a must-have when it comes to marketing a home for a listing. In this episode, photographer and real estate agent Brian Copeland shares his thoughts on the importance of great photos for your listings. Brian and Monica discuss the equipment and software that real estate agents can use to get the best photos (and the best price) for their listings.   In the climate of the pandemic, virtual showings have become more important than ever. Real estate agents have to become “digital professionals” — capturing the full scope of the property with your virtual deliverables. Houses selling sight-unseen have also become increasingly more common, and a large part of that is due to the level of care agents and photographers put into getting the photos just right.   Brian brings some elements of the music industry to his photography approach. As REALTORS® you are Artist & Repertoire directors of homes, overseeing and managing your brand as a whole. It is important to bring a standard to aerials, 3D photos, an

Although we are in a multiple-offer market, the appraisal process remains a challenge for real estate agents across the country. In this episode, Candy Cooke joins Monica to discuss some of the best ways to work with appraisers to make more deals. In a fast-moving market, everyone involved in the transaction is a team. It is crucial for REALTORS® and appraisers to work together to get people in homes.   Candy has a list of items that she provides to the appraiser. You can still talk to the appraiser until the appraisal is turned in. In her “appraisal packet,” she includes a copy of the contract, either the survey or property details that define the bounds, the list of anything that has been done to the house, and any information about comps that would be helpful for the appraiser. The more you can provide upfront, the less they will have to ask about. When providing comps, the best thing you can do is find other properties that would appeal to the same buyer. It is best to give your packet of information to t

In an active seller’s market, there’s a huge advantage for real estate agents who utilize multiple offer strategies. There are inventory issues in many of the markets in our country right now, which can be difficult for buyers, sellers, and agents alike. In today’s episode, Dale Chumbley shares several best practices for real estate agents to help your buyers or sellers win in a multiple-offer market.   If a property is priced properly, it’s going to be competitive. As an agent, the best thing you can do is educate your client and let them know what to expect in the given market and how you’re going to help them through the process. It can also be helpful to have data to show the buyer, but don’t go back more than three months, especially in a changing market! Monica and Dale talk about some of the ramifications of overpricing; if you really want to drive competition, you may even want to price slightly down.   Dale talks about what elements make an enticing offer. One of the biggest things he does is call th

This episode is all about cybersecurity and protecting your information. Juanita McDowell joins Monica to share her effective and easy-to-implement tips to keep your data safe. They talk about what cybersecurity is, what we really need to protect, and best practices for several different platforms that agents use regularly in their business.   Some agents will collect the same information as an online lender, with full disclosure to their client, so there is someone else they trust with this information. By law, personal information has to be protected. When it comes to sensitive information, the “biggies” are social security numbers and date of birth — especially birth year. As an agent, if you feel like you need to collect this information, it is your responsibility to destroy it when it’s no longer needed (shred) and protect it upfront (encrypt before making any digital copies). There are certain things you should never put online if you can avoid it; if a hacker or bot gets your information for one site,

NAR has a new opportunity for you, our members! NAR has partnered with Columbia College for a higher education opportunity in real estate. NAR Academy at Columbia College seeks to facilitate excellent college and certificate programs for agents, brokers, and other industry professionals. In today’s episode, Marc and Raj talk about the courses offered through NAR Academy as well as some of the many benefits of pursuing this education.   Marc was part of NAR’s initial efforts for a degree-granting, accredited institution called REALTOR® University. This program recently graduated their last student, but they saw that there was a greater need for a larger offering at the Bachelor’s and Associate’s level, rather than just at the Master’s level. The partnership they found in Raj and Columbia College is exactly what they were looking for. They’ve created NAR Academy, with the goal of filling the gap when it comes to real estate by offering a larger variety of college certificates and degree programs.   The course o

Growing awareness among real estate professionals has resulted in a clearer understanding that fair housing in America is still an issue. Bryan Greene is the Director of Fair Housing Policy at NAR, and he joins Monica to discuss the state of fair housing in America. He talks about the history that led us to where we are today, as well as what tools NAR is using to help their agents start making a change and help create a more fair and equitable industry.   Bryan worked in government for 29 years before making the transition to NAR. He shares his background, and how his desire to make a difference is what led him to work within the real estate industry. Housing is one of the biggest civil rights issues, but also one of the avenues where the industry can have the biggest impact.   Along with some recommended reading, Bryan shares the history around segregation in housing. It started out as a private practice, in the form of covenants, but was adopted as official government policy. These policies created pattern

Social media is a huge part of real estate, especially in today’s climate. Social media is the modern method of communication, and also allows small businesses and individuals to have a broad impact. Katie Lance is an industry social media expert and has been focusing on how to help REALTORS® make the most of their business through social media. In today’s episode, Katie and Monica talk about content optimization, some of the heavier aspects of social media, and how we can be intentional with the time we spend on social media.   One of the biggest new developments in social media is Instagram Reels. These are short videos up to 30 seconds — since they are quick and fast-paced, they are usually playful. In a business context, it allows business owners or entrepreneurs to present information in a more creative way. Reels are versatile because you can share them in your feed, or repurpose them for other platforms. Every platform is a little different, and providing the context on other platforms is important whe

Today’s episode is about lead generation and getting new business. Our guest, Sean Carpenter, shares his definition of relationships, and several different ways you can generate leads using “RELATIONSHIPS” as an acrostic. REALTORS® are always trying to generate new business, and the best way for agents to do that is through consistency, value, and RELATIONSHIPS.   Relationships are the key to the real estate business. Most agents spend more of their time on business support when they should be focusing on business development. Building and maintaining relationships is a great way to encourage business development activities.   R: Return Calls, Relocation   Returning calls in a professional and timely manner is one of the easiest things a REALTOR® can do to build relationships. Having a system in place for checking your calls and voicemails can keep you in control of your phone. Getting to know other agents or brokers around the country can help future incoming business. Regional and national networking is a c

Today’s episode is all about what goes on behind the mortgage curtain. REALTORS® work closely with lenders and need to know how to ask better questions of the experts. Our guest, Michael “Smit” Smith, shares advice on how to choose more qualified lenders and what questions you can ask to work better with lenders.   It is important for REALTORS® to have some knowledge of the lending process, so they can communicate effectively with the lender. This communication is a two-way street, with the lender communicating just as much with the agent. The REALTOR® has a lawful obligation to their client, so they should be leading the conversation and guiding the deal. There are important aspects of both roles, so communication and partnership are key so everyone is on the same page throughout the transaction.   The contract is really in control of the transaction, and the date of closing should guide the lender and their processes, as well as the REALTOR® and their processes. As a listing agent, you should make contact w

REALTORS® are being targeted more and more over the past ten years. With September being REALTOR® Safety Month, Donny Allen joins Monica on the show today to talk about safety on the job —best practices to keep yourself and your clients safe. Monica and Donny discuss effective ways to help REALTORS® live in confidence, not in fear.   Donny grew up on large farms and ranches and had to learn to defend himself from the different animals and also gained a heightened mindset of awareness. When he got started in real estate, he found he had a passion for teaching REALTOR® safety.   When you think about safety, it’s not just physical safety; it’s our reputation’s safety and financial safety. Situational awareness is key to the real estate business now more than ever. Some vulnerable situations are meeting clients at unfamiliar properties, sitting in an open house alone, and even issues like cybersecurity.   Donny shares safety tips for meeting strangers or new clients. If you don’t know the client, try to meet them

Today’s environment has provided opportunities for REALTORS® to help their communities grow. One of these ways is to create your own media source as a mouthpiece in your community, which is exactly what our guest has done. Aaron Masliansky joins Monica on the show today to talk about the podcast he created, and the impact it’s had on him both personally and professionally.   In these uncertain and unprecedented times, we need some new solutions for marketing opportunities and ways to connect with our clients and followers. Aaron invests with his community through his podcast that highlights the many different people in his area and shares their stories. He talks about what hurdles he overcame to actually get started on the podcast, and how the focus of the podcast evolved over time.   Aaron talks about the impact of his podcast. Not only is he garnering more attention for himself and attracting guests to be on his show, but he’s also been able to do interviews with very notable people in and around his commun

Today’s episode is all about the data! Our guest, Jessica Lautz, is the VP of Demographics and Behavioral Insights at NAR, where she focuses on different trends in the industry and how this directly affects different housing markets. In today’s episode, they discuss the transforming market due to COVID-19 and trends that the data is reflecting. They also discuss the impacts of this data for the coming months, and what the next few months look like for agents across the nation.   It’s important to know about and understand data as a REALTOR®. Understanding the nuances of the data helps you track changes in preferences and demographics, as well as other aspects that can help you plan for the coming months. The data can also help you see the bigger picture around trends you may be noticing in your own market. Monica talks about how she has applied surveys and data in two of her own listings.   Jessica talks about some of the trends that we are seeing during this time of COVID-19. One of the big trends is getting

In this episode, Monica and her guest discuss another area of real estate that is adapting during this time of pandemic: the closing process. Many of the recent topics have focused on how to navigate the environment we’re in with social distancing. The online and mobile methods of closing that Marvin talks about today are ready to be put into the mainstream process. Be on the lookout for them and add them to your tool belt!   The closing situation has been shifting for a while, but COVID-19 has forced some changes in terms of where, when, and how closings are happening. Traditionally there have been two primary ways of closing: table closings and escrow closings. Over the past few years, it has gradually moved online. This allows agents, buyers, and sellers to review documents before it’s time to sign them.   Marvin shares the history of online closings; when it first started, there were only about three or four companies doing these transactions. RON (remote online notarization) transactions authenticate the

Even though financial experts don’t agree on where we’re headed economically, there are still principles that can help you improve your financial situation in any market. Today’s guest, Ryan Bokros, joins Monica to talk about some of these practical principles that you can start applying today. They cover expenses, savings, lending, the current market climate, and what you can do now to make sure you come out of this time successful.   One of the most important basic financial rules is to treat your business finances like you would your personal finances. Keep a separate checking account and a savings account, and a credit card specific to a purpose. For agents, as you start to get in touch with your expenses, go through all of your monthly fees and really identify where your money is going, and how often you are utilizing the products of those charges. If it’s not an essential part of your business, start looking here first for places to gain control. You can prioritize products or software by things that pr

In today’s dynamic world, the methods and means of communication are shifting, especially for REALTORS®. Maintaining relationships is a key part of the real estate business. Kim Cameron is the special guest on the show today to share some of her systems for staying in touch with past clients and friends. She and Monica talk about the importance of what they are doing now, and how some of these practices may carry forward even once we are out of this time.   Kim talks about her mindset when she is checking in with her clients. When you approach the relationship from service rather than sales, it helps to establish long-term relationships when they need help with real estate. Having these routine conversations keeps both you and your clients energized, and you can check in on things not related to real estate. This may also help you find businesses or organizations that may need some support during this time.   What we do today is going to affect our business down the road. Kim talks about what preparations she

In our changing times, REALTORS® have had to learn to adapt in a way that allows them to serve their clients, while also complying with new laws and policies surrounding COVID-19. Virtually viewing and virtually showing properties is becoming more popular and attainable. In today’s episode, Craig Wilburn shares some of the developments his team has made in creating a process to continue facilitating the viewing of properties during this time. Craig and Monica also talk about some different platforms you can use to create these virtual showings, and what you can do for buyer’s agents to help them out.   Even before it was a necessity, Craig has been taking advantage of technology to do some virtual showings. Social distancing has required him to look into all the different aspects of his business and how they carry these out. Craig talks about his first virtual open house experience, and how they structured it for themselves.   Some of the logistics of their first virtual open house were to run it on their tea

Establishing a work-life balance is important in overall life management. In today’s episode, Cheryl Knowlton returns to the show to talk about life management in real estate. It can be challenging to set boundaries when you don’t necessarily work a traditional nine to five job. In this episode, they talk about making shifts in our business, what systems you can put in place, and the importance of making time for yourself and the people you love. As you listen, take a breath, and use this opportunity to think about what changes you may need to make.   Many people get into real estate for the job flexibility, but sometimes this flexibility can backfire and turn into too much work or end up taking an emotional toll. Cheryl talks about some statistics about some realities in real estate. One of the biggest factors to upset work-life balance is expectations — of what the industry really is and what it requires.   Cheryl shares her own journey of getting into real estate. She started on the mortgage side of things