Episodes
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In this episode of The Life and Listings Podcast, we’re joined by Mike, a seasoned real estate professional based in Hawaii. From starting his career in the hot market of 2004 to navigating the challenges of the Great Recession, Mike shares his journey of reinvention and resilience.
We dive into what it was like launching a NextHome franchise right before the pandemic lockdowns, adapting to a booming post-COVID market, and the lessons learned along the way. Mike also gives us a glimpse into his involvement in local and national real estate boards, his thoughts on Hawaii’s unique market, and why November marks the beginning of paradise weather in the islands.
Whether you're a real estate enthusiast or simply dreaming of Hawaiian sunsets, this conversation is packed with insights and inspiration. Tune in and find out why Mike’s motto is all about adapting, thriving, and enjoying the ride.
Don’t forget to subscribe and leave a review!
"It's just now you have to look at it too, and, you know, kind of have a mirror up to it. And so I guess that's a little bit different, but you just have to overcome it. And what you're going to find is, even when you're not at your best, people still really like it."
Five Key Takeaways
Reinventing the Business Post-Recession
Building a Network and Utilizing YouTube
The Importance of Confidence and Taking Risks
Mike's Superpower and Personal Life
Closing Remarks and Contact Information
About Mike:
An experienced and ethical real estate broker with a proven track record in negotiations, sales development, and marketing strategies. Known for guiding clients through Hawaii's unique real estate market while prioritizing long-term goals. Passionate about delivering exceptional service and building lasting relationships, resulting in a strong referral base and repeat clients.
Leadership roles include serving on REALTOR boards, driving cultural change as a Local Board President, and contributing as a community leader in cycling safety and education initiatives. Holds a BBA in Marketing from the University of North Texas and extensive experience in nonprofit and event management.
Connect with Mike:
Website: nexthomeparadise.com
Instagram: https://www.instagram.com/stories/mikedrutarhawaiirealestate/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of Life and Listings, Jennifer Staats sits down with Nikki Pais, an expert in real estate lead generation and conversion. Nikki shares actionable insights on how real estate professionals can maximize their databases, find hidden opportunities, and make meaningful connections with leads. Listeners will learn how to use CRM tools effectively, engage leads with personalized follow-ups, and apply low-pressure conversational techniques to boost conversion rates. This episode is packed with practical tips and fresh strategies for brokers, agents, and team leaders looking to enhance their sales approach.
Real estate professionals will gain valuable strategies to engage potential clients and make the most of their CRM data. Nikki and Jennifer break down the essentials of lead engagement, accountability practices, and the importance of personal touches that make clients feel valued.
"By taking just a moment to be human—to ask, 'How are you?'—you open the door to understanding what your lead actually needs. That one little question can turn a conversation from a sales pitch into a genuine connection."
Five Key Takeaways
Leverage CRM Filters: Utilize "last visit" and "last communication" filters to identify active leads and avoid missing out on engaged prospects.
Prioritize Engaged Leads: Focus on responding to leads who have reached out rather than constantly chasing new ones.
Ask Meaningful Questions: Start conversations with open-ended, human-centered questions to build rapport and gain trust.
Use Personal Touches in Follow-Up: Integrate details like clients' pets into follow-ups to create memorable interactions.
Implement Tracking Pixels: Track website visits to capture critical engagement data and develop timely, targeted follow-up strategies.
About Nikki Pais:
Nikki Pais is a powerhouse in real estate, with a strong background in lead generation and Inside Sales. She coaches agents, ISAs, and CEOs nationwide with DCM, delivering strategies to eliminate the gap between obtaining a lead, and getting it to the closing table. Nikki's expertise and passion for language and training make her a trusted advisor and a dynamic force in the industry.
Connect with Nikki:
Facebook: https://www.facebook.com/profile.php?id=100000771644238
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of Life and Listings, we dive into the world of business credit and funding for real estate with Amanda Webster, the COO of Fund & Grow. Amanda shares her journey of managing a top funding company that helps entrepreneurs—especially those in real estate—access unsecured revolving credit to fuel their business ventures. We discuss the ins and outs of obtaining business credit, why it's crucial for real estate investors, and how new businesses or those with limited credit can build a solid funding foundation. Amanda also talks about her life outside work as a mom of five and military spouse, balancing a busy personal life with her professional role. Join us as we learn valuable insights on navigating business credit and tapping into funding options many entrepreneurs may not know are available!
"Business credit is a powerful tool that lets real estate investors close deals like cash, pay for rehab costs, and even cover marketing expenses. We aim to make it accessible to all—from brand-new LLCs to seasoned businesses—so they can scale and succeed."
Key Takeaways:
Understanding Business Credit in Real Estate: Amanda explains how Fund & Grow helps real estate entrepreneurs tap into business credit, providing them with unsecured capital to fund projects, from property purchases to lead generation software.
Origins and Growth of Fund & Grow: Fund & Grow was born out of a need to support real estate investors when HELOCs dried up during the 2007 housing crash. The company's unique focus on real estate helped them tackle one of the hardest-to-fund industries.
The Funding Process: Fund & Grow offers a comprehensive, step-by-step process for clients, including a consultation and personal credit audit, to ensure they receive funding suitable for their needs, starting from $30,000 to $100,000, with a 12-18 month goal of building up to $250,000.
Importance of Personal Guarantees and Building Business Credit: Amanda emphasizes the role of personal guarantees in securing business credit for high-risk or new businesses. Her team educates clients on maintaining personal and business credit profiles, aiming for long-term financial health.
Balancing Education and Service: Fund & Grow not only provides funding but also educates clients on credit use, ensuring they understand the process and are empowered to manage and grow their credit independently in the future.
About Amanda Webster:
Amanda Webster is Fund&Grow's Chief Operating Officer. She joined the team in 2020 with vast legal knowledge and over 20 years of management experience, and she has been pivotal to the company's continued growth. Amanda is the CEO’s right-hand to ensure all departments continue to run smoothly, works with the management team to improve processes, and coordinates employee events to foster a healthy work environment. As Chief Operating Officer, Amanda works closely with all departments to stay ahead of changing industry trends and ensure each client receives the most funding possible at the best terms when looking to launch or grow their operation. With a passion for sharing her immense knowledge, Amanda Webster has set a trajectory with Fund&Grow to empower countless entrepreneurs, offering the tools and support needed to take their businesses to the next level.
Connect with Amanda:
Website: https://www.fundandgrow.com/amanda
Facebook: https://www.facebook.com/amanda.webstercoo
LinkedIn: https://www.linkedin.com/in/amanda-webster-coo/
Instagram: https://www.instagram.com/amandawebstercoo/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this new episode of the Life and Listings Podcast, we're excited to have Krystal, a remarkable real estate broker and investor, joining us. Growing up in the foster care system, Krystal faced countless challenges, but her resilience, faith, and mindset have transformed her life. Her path to real estate started with a desire to provide for her family, leading her to become a landlord and, later, the founder of her own brokerage, Hamilton Realty Group in Arlington. Krystal now empowers her agents and clients through free training on real estate investing, sharing everything from the basics of buy-and-hold to complex financing strategies. In today’s episode, she dives into her journey of self-discovery, the power of mindset, and the legacy of positivity and opportunity she’s building for others, especially women. Listen in as she shares actionable insights and how to tap into your own potential for success!
“I remember working with my realtor, and we went up to a property to look at it in person. And when I got there, it was people that were twice my age. I didn't see anyone else that was minority female. I was just like, oh my goodness, I was looking out the window, I cannot compete with these people, if they're looking at this house, there's no way I'm going to get it. I minimized my value based on because I didn't see anyone that was doing it, that reminded me of myself. So being able to share with people, and being able to be an example, I think that that's what I provide to, my students, and just giving them the confidence to know that this is possible. I can do it.“- Krystal
Key takeaways:
Mindset and Resilience: Krystal’s positive mindset and resilience were essential in overcoming her challenging start in life and building a successful career in real estate.
Motherhood as Motivation: Becoming a mother fueled her drive to provide a better life, leading her back to college and eventually into real estate, where she could create a more flexible lifestyle.
Self-Education and Financial Growth: Despite initial obstacles, Krystal taught herself about real estate investing, ultimately purchasing her first property and building a growing portfolio.
Empowering Others: Through her brokerage, she offers training on real estate investing, encouraging agents and clients alike to build wealth and financial independence through property ownership.
Faith and Purpose-Driven Success: Krystal attributes her achievements to her faith and sees her mission as helping others realize their potential, especially women from challenging backgrounds.
About Krystal Hamilton:
Krystal Hamilton grew up in poverty in Dallas and entered foster care as a young child, experiencing years of instability as she moved from house to house without support or love. Determined to break this cycle, she graduated high school at 18 and went on to earn four college degrees—an Associate’s, two Bachelor’s, and a Master’s—despite numerous obstacles. In her twenties, Krystal dedicated herself to empowering youth, working with Child Protective Services to teach life skills, and serving as a Program Coordinator for MHMR, supporting foster youth with mental health challenges. As a CASA advocate and supervisor, she fought for youth in court, and as a member of the Texas Supreme Court Children’s Commission, she worked to improve educational outcomes for foster youth statewide. She also founded PUSH at the University of North Texas, a program supporting former foster youth in college. After years of service, Krystal transitioned to real estate, where she now owns and operates Hamilton Realty Group in Arlington, Texas, building long-term generational wealth through a multi-million dollar rental portfolio and guiding others in real estate investment.
Connect with Krystal:
Website: www.hamiltonrealtydfw.com
Facebook: https://www.facebook.com/krystal.greenwood.10
Instagram: Krystalhamiltonthebroker
Tiktok: Krystalhamiltonthebroker
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this Life and Listings episode, we talk with CJ Leedy—a mindset coach, real estate agent, investor, and author. CJ opens up about a life-changing hypnosis experience that shifted his mindset, allowing him to overcome social anxiety and pursue a purposeful career in real estate. He shares his journey from residential sales to building a thriving investment portfolio, including his wellness-focused RV park in Utah, and discusses his new book, Tune Your Mind, which links mindset to success in life and business. CJ’s story offers inspiration and practical insights for anyone interested in real estate or personal growth.
Let’s Talk About:
CJ’s transformation through hypnosis and how it changed his mindset and career path
His journey from residential real estate sales to long-term investing and entrepreneurship
Key insights from his book on mindset, personal growth, and fulfillment
The influence of family mentorship on his early career and real estate success
How CJ’s wellness-focused RV park in Utah reflects his passion for combining lifestyle and real estate
About CJ Ledy:
CJ Ledy is a coach, keynote speaker, author, and podcaster. Ledy is also a real estate entrepreneur with a sales volume of $100M+.
Coaching for over a decade, he has worked with Fortune 100 companies, artists, musicians, professional athletes, and countless individuals.
CJ is currently traveling North America in his Toy Hauler RV.
Hobbies: Private Pilot, Real Estate Investor, Guitarist, Snowskier, and Struggling Surfer.
Connect with CJ:
Website
https://www.cjledy.com/
Social Links
https://www.linkedin.com/in/cjledy/
https://www.instagram.com/mindsetisart/
https://www.facebook.com/CJ.ledy/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of the Life and Listings podcast, I sit down with Marc Hernandez, a seasoned real estate professional from Beverly Hills. Marc’s journey started in Los Angeles, where he grew up in the San Gabriel Valley before heading to USC, where a real estate class sparked his interest in the field. Right after college, Mark dove into the world of commercial real estate, specializing in high-rise office building sales and tenant representation. He spent five years navigating this landscape, gaining valuable experience but eventually transitioning into real estate management.
“I had never done it before. I had never done it before. But one thing I can say that I'm pretty solid at. I'm really solid at what I call marshaling my resources. Yeah, if I don't know something, I don't freak out about it. I don't hold myself back from going in, going through the door. I just quickly learned how to connect the dots.”
About Marc Hernandez:
Marc Hernandez is one of the most empathetic, innovative, conscientious, and connected agents in the real estate industry today. Ranked among the top 1.5% of real estate agents in the U.S., Hernandez’ impressive roster of clients includes accountants, actors, attorneys, digital media executives, directors, producers, show runners, tech professionals, TV writers, and the like. He has been featured on the homepage of the California Association of Realtors website, included in various luxury and business publications, and seen on Bravo TV’s “Million Dollar Listing Los Angeles.”
Connect with Marc:
Instagram: @themarchernandez
LinkedIn: https://www.linkedin.com/in/themarchernandez
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of the Life and Listings Podcast, I sit down with Kymerlee, a powerhouse in Southeast Georgia real estate, whose journey from paramedic to successful broker is nothing short of inspiring. Kymerlee shares how a conversation with her husband pushed her into real estate, leading her to close her first deal within just a week of getting licensed. Over the past five years, her career has exploded, from starting her own brokerage to growing a team of 20 agents. She discusses the importance of mentorship, mindset, and leveraging technology to maintain client relationships. Kimberly also emphasizes the value of online lead generation and the power of following up, which she believes is key to long-term business growth.
“So I started buying into realtor.com leads, and I have soared with online lead generation, and that's really what scaled my business. And to me, buying leads, you can scale it up, or you can turn it down, whichever direction you need to go, sphere of influence. That's just business, that is just there. You can scale if you want to build a business around it”- Kymerlee
Let talk about:
Mentorship and Empowerment: Kymerlee's lack of early mentorship drove her to create a brokerage focused on guiding and empowering women, helping them achieve rapid success in real estate.
Lead Generation and Client Relationships: Kymerlee stresses the importance of viewing leads as real people, focusing on relational rather than transactional interactions. She attributes much of her success to online lead generation and nurturing client relationships over time.
Mindset and Time Management: Consistency and a strong mindset are crucial for success. Kymerlee emphasizes the importance of time-blocking, planning, and prioritizing tasks, which took her two years to master.
Leveraging Technology: Tools like Follow Up Boss and Ylopo play a central role in managing leads and maintaining personalized client communication, enabling her to scale her business efficiently while keeping track of hundreds of leads.
About Kymerlee Music:
Kymerlee Music is a mindset coach, speaker, and real estate professional who has built her career by thriving against the odds. After transitioning from her role as a paramedic working 72-hour shifts, she entered the real estate industry and achieved over $10 million in sales in her first year. Through a strategic focus on marketing, she doubled her success in subsequent years. Kymerlee's philosophy emphasizes the power of daily habits, disciplined action, and fostering long-term client relationships. She is dedicated to helping others unlock their potential through mastering their mindset and developing intentional, scalable systems.
Connect with Kymerlee:
Facebook: https://www.facebook.com/kymerlee.showalter?mibextid=LQQJ4d
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of Life and Listings, we welcome V, a dynamic real estate investor, entrepreneur, mom, and health enthusiast from Houston, Texas. V's story is one of resilience, determination, and growth—both in business and personal life. With a background rooted in real estate, she shares how she’s built a successful career while maintaining her values and prioritizing family.
V kicks off the conversation by discussing her mindset, explaining how she never lets negativity get in the way of progress. Her approach is one of tenacity: if there's a challenge in front of her, she finds a way around it. This attitude has been key to her rapid success in real estate, where she initially started with the goal of creating more time for her daughter, only to find herself immersed in the entrepreneurial hustle. She admits that she fell into what she calls the "entrepreneur syndrome," where she constantly chased the next big goal, but eventually realized she had to refocus her priorities. Now, she is more intentional about balancing business with the real reason she started—her family.
“You're on family time. And it's a really important thing for me just to kind of like, refocus on what I've got going on so I can be present.”
In this episode, let’s discuss:
Overcoming Negativity: V shares her mindset of never taking "no" for an answer and always finding a way through challenges.
Health Focus: V's fear isn't dying but dying from illness, especially diseases like Alzheimer's or cancer, which have impacted her family. She discusses her proactive approach to health, including yearly 5-day water-only fasts and other wellness practices.
Real Estate Journey: V started in real estate with the goal of gaining more time with her daughter. She talks about the early days of her business, the bumps along the way, and the importance of her support system.
Entrepreneur Syndrome: V describes how she initially fell into the trap of chasing the next big thing in business, but how she's since redefined her priorities, putting her daughter and family time first.
About Vee Le:Vee Le moved to Houston, TX with her family in 1995. She has flipped and sold over 200 single family homes in several cities in Texas. Today, she is a Development Agent for HomeVestors, Host of the Real Estate Ballers show, and President of Buzz Vacation Rentals. Vee is actively involved in real estate transactions and building her short-term and long-term rental portfolio.
Connect with Vee:
Website: https://reballers.com/
Facebook: https://www.facebook.com/vy.le.5872
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode, Jennifer sits down with Andy, founder of Simple Numbers, a bookkeeping and financial reporting company designed specifically for real estate agents, teams, and brokerages. With years of experience in real estate and a keen understanding of finances, Andy discusses the importance of running a profitable business and how to achieve long-term success, even in a shifting market.
Throughout the episode, Andy underscores the critical role of proper bookkeeping and financial reporting. He explains that receiving monthly financial updates is non-negotiable for any serious business owner. Relying on outdated quarterly or yearly reports simply won’t cut it if you want to stay ahead of the curve and make informed decisions. He also stresses the importance of having simplified and effective bookkeeping that is easy for real estate agents to understand and use, so that they can focus on their business rather than getting bogged down in confusing financial reports.
“There's so many things you can glean from having the right numbers in place, so powerful and really the right numbers, just so everybody's clear on what I think needs to be included in your real estate business book, books. It's called your chart of accounts.”
In this episode, let’s discuss:
The Need for Real Estate-Specific Bookkeeping: Andy emphasizes how crucial it is to work with bookkeepers who understand the unique commission-based nature of real estate.
Shifting Markets and Profitability: In today’s market, many team leaders are cutting costs and going back into production. Andy discusses the importance of building a strong economic model for sustained profitability.
Financial Responsibility as a Business Owner: Andy stresses that profitability isn’t about money for money’s sake but about ensuring that as leaders, we can serve our team, our families, and ourselves.
Challenges of Lifestyle Creep: Andy warns against increasing personal spending when income rises and explains how this can hinder business growth, especially when transitioning from solo agent to team leader.
The Role of Proper Bookkeeping: Andy outlines key bookkeeping practices for success, including the importance of receiving regular monthly financial reports and having a simplified yet effective bookkeeping system to guide business decisions.
About Andy Mulholland:Husband, Father, Real Estate Team Leader, Virtual Cfo
Andy Mulholland has built and operated a successful real estate team in MN, until he retired from it in 2018, at age 34. Now he spends time with his wife and 4 kids on their farm, driving his favorite vintage sports cars, flying his paramotor, traveling, and helping our clients to understand their business financials and find the financial freedom he and Ellyn have in their lives.
As an owner and team leader of a top real estate team in MN, Andy understands the importance of running the right economic model, and having simple, easy to understand financials each month. He believe's it is the key to running a business so that it doesn't end up running you. Anyone can do your books, but not anyone knows how to help you understand what they say about your business.
He's taken his experience as a business trainer, and a team leader of his own successful real estate team, and partnered with is wife Ellyn who is an experienced real estate team CFO and created Simple-Numbers.
Connect with Andy:
Website: https://www.simple-numbers.com/about-us
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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Here’s another episode of the Life and Listings podcast, Clarissa Mcneill steps in again as host to interview Jennifer Stats, the company's founder and usual host. Jennifer dives deep into the importance of systems in real estate, from solo agents to brokers, and how implementing efficient, replicable systems can save time, improve productivity, and drive profitability. Jennifer shares her expertise on creating transactional workflows, client management systems, and operational structures, offering practical tips like starting with simple tools like Google Docs and scaling with platforms like Asana and Follow Up Boss. She also explores the role of technology, including AI, in enhancing business processes without eliminating the human element. Jennifer reflects on her journey as an entrepreneur, highlighting her pride in building a flexible work environment that allows her and her team to balance work with personal life.
“If you have a really great system that you know you can replicate, you can go into your template, insert how you're going to send pizza to these people seven days before close, and it can happen over and over again. So I think a great system isn't necessarily something that's super fancy and techy all the time. It's something that you can easily replicate every single time. So you're treating your business like a business, and every client or agent or whatever is treated the exact same. ”
In this episode, let’s delve into:
Importance of Systems: Implementing efficient and replicable systems in real estate, such as transactional workflows and client management processes, can enhance productivity, prevent oversight, and drive profitability, regardless of team size.
Start Simple: You don't need complex technology to begin building systems. Simple tools like Google Docs or project management apps like Asana can be effective starting points, evolving as your business grows.
Leverage Technology and AI: Technology, including AI, can be used to streamline processes and save time. However, the goal is to enhance human input, not replace it, allowing team members to focus on higher-value tasks.
Flexibility in Business: Creating a flexible work environment that accommodates personal priorities, like family commitments, leads to a healthy balance for both the business owner and their team, boosting overall job satisfaction and productivity.
About Clarissa McNeill:With four years of expertise in real estate marketing, Clarissa excels in both listing promotion and enhancing online brand presence for real estate agents and brokerages. Specializing in crafting targeted campaigns and content strategies, Clarissa specializes in matching real estate agents with the right media outlets, to highlight their top listings and expertise, often getting her client’s featured in their local publications. Her creativity helps to propel real estate professionals forward in the digital landscape with innovative and effective marketing solutions.
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of the Life and Listings podcast, I welcome Leigh Ann, co-founder of Lex Vivendi Solutions. Leigh Ann shares insights on her role as an online business manager, where she helps business owners streamline operations, delegate tasks effectively, and pivot when necessary. She discusses her experience working with nonprofits alongside her partner Marian Ward, who specializes in nonprofit setup and event planning. Leanne also touches on the importance of adapting to market changes, setting boundaries in business, and knowing when to pivot services for long-term success. She reflects on the challenges and rewards of running a business, as well as her personal life, which includes adventurous family outings and balancing work with fun.
“So pivoting, I feel sometimes, is a reactionary item from random things that we are completely unknown to us, like we're making an action based off of a reaction we have no control over it. I mean, you can be on top of all the things, and you still have, like you may have your hands full, but you still have that baseball come out your face. So what are you gonna do? Drop one thing, yeah, and try to get the baseball. So I don't know if there's actually a plan, but it's good to pay attention to how you feel about things.”.In this episode, let’s discuss:
Streamlining Business Operations: Leigh Ann emphasizes the importance of efficiently managing and delegating tasks to keep business operations running smoothly.
Adapting and Pivoting: She highlights the need to pivot services when necessary to adapt to market changes and ensure long-term success.
Nonprofit Expertise: Leigh Ann and her partner, Marian Ward, bring a wealth of experience in nonprofit setup, event planning, and working with charitable organizations.
Setting Boundaries: She discusses the significance of setting clear boundaries in business to maintain balance and avoid burnout.
Balancing Work and Fun: Leigh Ann shares the importance of balancing work life with personal adventures, underscoring that success comes with enjoying both work and family time.
About Leigh Ann:
Leigh Ann Van Epps is an online business manager and co-founder of Lex Vivendi Solutions, a done-for-you business management agency that passionately serves scaling business owners, who are overwhelmed by the tedious, yet essential, task of running their business.
Prior to becoming an entrepreneur, she spent 20 years in the mortgage industry in various capacities honing her analytical, logical, and project management skills. Today, she uses those decades of experience to act as a strategic partner who helps business owners optimize their online operations, maximize efficiency, and generate more income, impact, and return on investment.
Connect with Leigh Ann:
Website: www.leighannvanepps.com
Facebook: https://www.facebook.com/lavaneppsOBM
Instagram: https://www.instagram.com/leighann.vanepps
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In another episode of the Life and Listings podcast, I interview Amy Stockberger, the broker-owner of Amy Stockberger Real Estate. Amy shares her journey of over 24 years in the business, detailing her all-inclusive, service-oriented business model focused on repeatable excellence. She discusses her innovative lifetime home support model introduced in 2014, aimed at maintaining long-term client relationships and generating referrals. The model includes unique services like a complimentary moving truck and a party shed for clients, which have significantly contributed to her team's success. Amy also highlights her strategies for scaling a business, attracting referrals, and teaching other agents how to build profitable, systemized businesses. The episode wraps up with a discussion on Amy's upcoming PR course aimed at helping agents become local market influencers.
“You should always be leveraging other people's audiences if you have something to serve and that's what it is. We have a lot to give, and we want to take care of the clients for life, and that attracts the right tribe to us too, because agent attrition is a big deal. So attracting the right agents who want to serve like we do, that's who we're getting, and we're just helping them create big businesses.”-Amy
In this episode, let’s talk about:
Client-Centered Business Model: Amy Stackberrger emphasizes a service-first approach, embodied in her "serve, serve, serve, then sell" model. This strategy focuses on maintaining strong relationships with clients not just during the transaction but "forever after," aiming to support their homeownership and life needs beyond the initial deal.
Creative Brand Awareness and Customer Retention: Amy created innovative programs, like the moving truck and VIP club, to serve clients long-term. These offerings, which include branded equipment for events, serve as both a valuable resource for clients and a continuous marketing tool, keeping her brand top of mind.
Focus on Systems and Referrals: Amy attributes her success to a systemized approach, which helps with consistency and scalability. By focusing on lifetime customer support and deepening relationships, her business has become 80% referral-based, proving the effectiveness of a well-executed, client-centered system.
Systemization and Scalability: A systemized business is more valuable and scalable compared to one without systems. Implementing repeatable processes allows for smoother operations.
Multiple Revenue Streams: To scale a business effectively, it's important to add additional income streams beyond commissions. This diversification can come from various programs serving both clients' needs and generating high-level lead opportunities.
Client-Centric Ecosystem and Leveraging Influence: Building long-term client relationships through service models like lifetime home support is crucial for sustainability. Additionally, agents can grow their influence and brand awareness by leveraging media opportunities and creating systems that position them as go-to experts in their communities, enhancing lead generation and client retention.
About Amy Stockberger:
Amy Stockberger is the founder of Amy Stockberger Real Estate and the creator of the innovative Lifetime Home Support™ model. With a proven track record of leading the highest-producing real estate team in her area since 2017, Amy’ team captures approximately 10% of the market share each year. She is renowned for her strategic approach to client support, providing unparalleled value at every stage of the home buying, selling, and investing journey—before, during, and forever. Amy's philosophy of "Serve, Serve, Serve, Sell" is the cornerstone of her business approach.
Amy's vision is to transform the real estate industry into a community of Servepreneurs, who elevate the client experience to the highest level by delivering exceptional service and support at every touchpoint, thereby creating legacy businesses for real estate agents. Her Lifetime Home Support™ model is designed to help agents leverage their biggest lead source; their sphere, keep clients for life, increase brand awareness, and generate significant income beyond commissions.
Connect with Amy:
Website: www.LifetimeHomeSupport.com
Instagram: https://www.instagram.com/amystockberger/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this engaging episode of the Life and Listings podcast, the tables are turned as the usual host becomes the guest. In this episode, I am the guest and share my incredible journey, from starting as an unpaid intern to becoming the CEO of a top operations and marketing management company for real estate agents. I dive into how a passion for operations grew from early experiences in a flooring store and an aircraft engine facility, to founding Staats Solutions seven years ago. The conversation uncovers insights into common pitfalls in team and brokerage operations, with a focus on the crucial first hire. I discuss the importance of preparation, from understanding what tasks to delegate to ensuring the right training and onboarding process. This episode is a must-listen for anyone looking to scale their real estate business effectively.
“So make sure you have something, and I'm gonna really kind of hone in on that. It doesn't have to be perfect, because that person can help you define those SOPs. As you start going, you can say, this is my basics, but can you help me make them better in the future? Because I always say, when you're hiring, I want you to be ready for that person to move on to a different role, and that person that you hired as an assistant. I'm not saying that prepare for them to leave you, but prepare for them to move up the ladder, right? Because that's always the goal. It's like, I want want those people to be able to do more, or take on more, delegate out the other stuff eventually.”- JenniferIn this episode, let’s dive into:
Hiring Wisely: The first step in expanding your team is to assess your readiness to hire. This involves creating a list of tasks you can delegate, ensuring you have the budget for the new hire, and determining if you're prepared to invest time in training and managing the new person.
Delegation Strategy: Start delegating smaller tasks, like bookkeeping or transaction coordination, to contractors or professionals before bringing on a full-time employee. This helps ease the transition and reduces the training burden.
Effective Onboarding: When hiring a full-time employee, make sure you have a basic training structure and clear expectations in place. Consistency in meetings and communication is key to creating a positive working relationship and ensuring the new hire’s success.
Management Accountability: As a leader, it’s crucial to hold yourself accountable to your team, just as much as you hold them accountable. Consistent check-ins and support are essential for maintaining a healthy work environment and fostering team loyalty.
About Clarissa McNeill:
With four years of expertise in real estate marketing, Clarissa excels in both listing promotion and enhancing online brand presence for real estate agents and brokerages. Specializing in crafting targeted campaigns and content strategies, Clarissa specializes in matching real estate agents with the right media outlets, to highlight their top listings and expertise, often getting her client’s featured in their local publications. Her creativity helps to propel real estate professionals forward in the digital landscape with innovative and effective marketing solutions.
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In another episode of the Life and Listings Podcast, I am joined by Lindsay, a multi-passionate entrepreneur who made the leap from corporate America to real estate. Lindsay shares her journey as a real estate agent in Phoenix, managing a portfolio of single-family investment properties, coaching women in real estate through her program "Legacy Agents," and launching her new book, Becoming a Legacy Agent. In this insightful conversation, She discusses the importance of balancing the strategic side of real estate with inner work and boundary-setting. She delves into her coaching philosophy, personal growth, and passion for helping experienced agents transition from being real estate agents to becoming CEOs of their businesses. Lindsay also touches on her latest passion project, a podcast called "The Inspection Period." Tune in for valuable insights on navigating the unique challenges of the real estate industry while maintaining personal well-being and professional success.
“I've been doing this stuff forever, and the more you understand about yourself, the more you can navigate this world with ease and build a business that's in alignment with what you're actually already good at. So instead of focusing on things that you're not good at and gridding through it with just like white knuckling through it, you can just do more of what you're already good at, and find somebody delegate what you're not good at.”-Lindsay Fricks
In this episode, let’s explore:
Corporate America Dropout to Real Estate Entrepreneur: Lindsay transitioned from a 12-year corporate career to becoming a multi-passionate entrepreneur in real estate, handling traditional real estate, investment properties, and a coaching program for women in real estate.
Balancing Inner Work with Business Success: Lindsay emphasizes the importance of combining inner work—mindset, emotional regulation, and boundaries—with traditional real estate strategies for long-term success and happiness.
"Becoming a Legacy Agent" Book: Her book, "Becoming a Legacy Agent," addresses the mental, emotional, and strategic challenges in real estate. It combines personal development techniques with practical steps to scale a business, all based on Lindsay's own experiences.
Coaching Program for Experienced Agents: Lindsay's coaching program, "Legacy Agents," is tailored for women already making six figures in real estate. It focuses on helping them transition from being just real estate agents to becoming CEOs of their own businesses.
Importance of Community and Mentorship: Lindsay values investing in masterminds and surrounding herself with successful, happy people. Her coaching program reflects this by creating a supportive community of like-minded, experienced women in real estate.
About Lindsay Fricks:
Lindsay Fricks is an accomplished real estate entrepreneur based out of Phoenix, Arizona. Since 2018, Lindsay has built an outstanding reputation for professionalism, market expertise, and client experience within her residential real estate business. In 2022, Lindsay founded a community for successful women in real estate called Legacy Agents where she blends her unique philosophy of deep personal development with time tested strategies and tactics to help women in real estate create fulfilling, aligned and sustainable businesses. Lindsay recently wrote a best selling book, Becoming A Legacy Agent, and launched a new podcast,The Inspection Period. Outside of real estate, Lindsay is highly engaged in her community and passionate about animal welfare, women’s empowerment, and preserving her local neighborhood. She serves on the Board of Directors for The Arizona Pet Project and is actively involved with Fresh Start Women’s Foundation and her local neighborhood association. When Lindsay isn’t serving her clients or community, she is spending quality time with her husband, Jason, and their two dogs and cat at their home in Arcadia, Arizona. In her free time, Lindsay can be found enjoying a great glass of champagne or bold red wine, traveling, reading, watching reality TV or dining at local restaurants.
Connect with Lindsay:
Website: www.lindsayfricks.com and www.legacy-agents.com
Instagram: https://www.instagram.com/lindsay.fricks/ and https://www.instagram.com/legacy.agents/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In this episode of the Life and Listings Podcast, I welcome Lauren Rathgeb, the Client Success Manager at Reside Platform, who shares her expertise in helping real estate agents and team leaders scale their businesses. Lauren dives into her experience managing large teams, including virtual assistants across the U.S., the Philippines, and Venezuela. She offers insightful tips on building strategic partnerships, training VAs effectively, and fostering clear communication. Lauren also discusses her passion for connecting with people and problem-solving, which she considers her superpower.
Tune in for practical advice on how to successfully onboard and manage virtual assistants, as well as inspiring personal insights from Lauren.
“You need to have training programs set up. And here's the thing, it's our mindset around leverage, I believe. So it's understanding that it's not you giving things up, it's not you being lazy. What you don't do determines what you can do. So I hired a virtual assistant to do that group training, and it's like agent onboarding, if we're constantly bringing in recruits, and then you notice your times being sucked by one person in this hour when you're training all on the same material, do group training.”- Lauren Rathgeb
In this episode, let’s discuss:
Strategic Partnerships in Hiring Virtual Assistants (VAs): Lauren emphasizes the importance of treating VAs like stateside employees by building strategic partnerships.
Communication is Crucial: Regular communication through start-of-day and end-of-day emails is essential for ensuring that tasks are completed, expectations are clear, and adjustments can be made as necessary.
Training and Accountability: Lauren highlights the importance of detailed training programs, including creating an operations manual and ensuring that new hires are trained thoroughly on all aspects of the business.
Streamlined Processes for Managing Larger Teams: When scaling operations with multiple VAs, group training sessions and communication platforms like Slack can streamline the management process. This reduces the time spent on individual training and communication, improving overall efficiency.
About Lauren Rathgeb:
Lauren Rathgeb is the Client Success Manager at Reside Platform, a real estate coaching and consulting platform designed to scale real estate teams and brokerages, enhancing their productivity and profitability through a comprehensive suite of services and expert guidance. Lauren specializes in real estate team operations, administrative and virtual assistant coaching/training, and building SOPs for scalability. At Reside, she manages onboarding, agent services, client meetings, operations, and admin coaching.
With extensive experience as a Transaction + Listing Coordinator and a proven track record in executive and operational support, Lauren has provided strategic counsel to Real Estate Admin and Virtual Assistants globally. She has led numerous special projects that have driven organizational growth. Today, Lauren is dedicated to fostering the development of operations leaders, streamlining client onboarding processes, and ensuring exceptional client experiences.
In her free time, you will likely find Lauren either reading or exploring the outdoors. She lives in Tennessee with her fiancé and their animals, Boone, Hadley, and Oliver.
Connect with Lauren:
Email: [email protected]
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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Welcome to another episode of the Life and Listings Podcast, I welcome Mac Hill, Strategic Partnerships Manager at Open to Close. Mac shares his extensive experience in real estate technology, including his decade-long journey at Boomtown and 2 years at Sisu, before transitioning to his current role. He discusses the importance of simplifying life for real estate agents through technology, highlighting how different tech stacks can streamline operations, improve efficiency, and ultimately drive growth. Mac also talks about the need to assess tech usage in real estate businesses to ensure tools are being effectively utilized.
Hear more insights about real estate tech, business growth, and a glimpse into Mac's personal life as he balances work and family. Listen in!
“Sometimes a broker-provided system may be an invisible cost to the team because they're paying some sort of split or fee to the brokerage, but they don't see it as being something that they want to use. But in reality, there could be some features or functionality in that tool that they could use to create greater efficiency and some of your operations, or lead follow up, or what have you. So, I think it's kind of taking a look at everything that they're using, and trying to create some measurement around effective use of that and the cost of it as well. So starting there, and then continuing to to look at where they view gaps in their own business”- Mac Hill
Let’s talk about:
Strategic Partnerships and Real Estate Technology: Mac, the Strategic Partnerships Manager at Open to Close, emphasizes the importance of building relationships with real estate businesses, coaches, and technology solutions that support agents.
Evaluating and Optimizing Tech Stacks: Mac suggests creating a spreadsheet to track all tech subscriptions, measure their effectiveness, and decide whether to keep or cut certain tools based on their impact on the business.
Open to Close Transaction Management Platform: Open to Close is a robust transaction management platform designed to streamline operations for teams and brokerages.
Mac's Approach to Relationships and Problem-Solving: Mac’s superpowers include being a people person, a connector, and someone who doesn't take himself too seriously.
About Mac Hill:Mac is a veteran of the Real Estate technology space, having spent 10 years at BoomTown (building the training team, community team, and advocacy programs during that stint), two years at Sisu (managing community and ambassador relations), and is now helping Open to Close grow through strategic partnerships efforts. He has a passion for SaaS, as he has seen first hand the impact that technology can have on the profitability and quality of life of one's Real Estate business.
Outside of helping RE businesses with improving their tech stack, Mac loves spending much of his free time with his young family. A father of two girls, aged 4 and 2, he spends much of his free time learning about proper hair-doing-techniques, the ins and outs of painting nails, and keeping up with the latest princesses to join the Disney universe. When free time presents itself, he enjoys watching soccer, staying active, and hanging out with his friends in beautiful Charleston, South Carolina.
Connect with Mac:
Website: www.opentoclose.com
Facebook: https://www.facebook.com/MacHillFB
Linkedin: https://www.linkedin.com/in/machill/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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Here’s another episode of the Life and Listings Podcast, we welcome Stephanie, a former lawyer turned full-time real estate investor and landlord. Stephanie shares her inspiring journey from practicing law for a decade to achieving financial independence through creative real estate investments, focusing on long-term and midterm rentals. She dives into the importance of leveraging systems and processes to scale her business while maintaining flexibility and a stress-free lifestyle. She emphasizes the significance of creating and implementing standard operating procedures (SOPs), which allows her to delegate tasks efficiently and focus on growth.
This episode is packed with valuable insights on how to streamline operations and achieve financial freedom. Make sure to tune in and listen until the end of the episode.
“Don't eat the whole elephant at once. Just take one bite. One bite will get you started. And then also see if you can repeat the process, following your instructions. That's a really good check. Is something missing? So I like to start with just a little bit of mental organization, what am I trying to delegate? And what does it look like? That's even before you get to the hiring process. You need to have something to give them. You can't ask them to come in and listen to you ramble once and expect them to be able to perform. That's Oh my god, gotta check your own expectations.”- Stephanie
Let’s delve into:
The Importance of Systems and Processes: Stephanie emphasizes how implementing standard operating procedures (SOPs) and leveraging systems and processes has allowed her to manage and scale her real estate business efficiently.
Delegation for Efficiency and Flexibility: Stephanie shares how hiring a virtual assistant to handle repetitive administrative tasks, like managing water bills and bookkeeping, has been crucial in freeing up her time.
The Role of Her Legal Background in Real Estate: Stephanie discusses how her experience as a lawyer has been beneficial in navigating contracts, understanding transactions, and building credibility in her real estate endeavors.
Resourcefulness as a Superpower: Stephanie identifies resourcefulness as her superpower, which has enabled her to creatively solve problems and achieve her goals. This trait has been instrumental in her success, particularly in finding innovative ways to invest in real estate and build financial independence.
About Stephanie Cabral:
Stephanie Cabral is a full-time buy-and-hold real estate investor, having transitioned from working as an attorney for 10 years.
She has built a portfolio of 19.5 units, including 4 furnished Mid term rentals, valued over $4m. She specializes in the BRRRR strategy and has done over $1m in renovation. She has used multiple forms of financing, including the infamous 203k loan, private lenders, hard money, conventional and commercial financing, a Reverse 1031, and secured historic preservation grants.
Stephanie began buying rentals while working as an underemployed lawyer and as a commercial agent. In an effort to juggle it all, Stephanie prioritized impeccable operations, determining best practices and then optimizing her systems so she could produce repeatable, predictable results using less of her time. She considers her greatest accomplishment that she serves her tenants in a way that meets her high standards, she has maintained control and transparency in her portfolio, and achieved time freedom despite humble beginnings all through leveraging systems, virtual assistants, and technology. Now, she's able to focus on her next chapter, including a new construction project, helping others streamline their operations with The Lean Landlord, and potential business ventures.
You may have seen Stephanie as a speaker at the Bigger Pockets 2019 conference, as speaker of the month for CTREIA in October, 2023, or on various podcasts, including Bigger Pockets Show #360, the InvestHer, FurnishedFinder, and CTREIA, to name just a few.
Connect with Stephanie:
Website: www.theleanlandlord.com
Facebook: https://www.facebook.com/stephanie.cabral.33
Instagram: https://www.instagram.com/stephaniesunrise
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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In today's episode, we're joined by Stephanie, the Executive Broker of Epic Real Estate in Little Rock, Arkansas. Stephanie shares her unique journey into real estate, which began with a personal challenge from her husband to sell their own home. Stephanie emphasizes the importance of building relationships with clients, focusing on the people behind the homes, and maintaining work-life balance. She shares how she integrates personal connections into her business by getting to know her clients' needs and preferences and even inviting out-of-town clients to her home for dinner. Stephanie also discusses the importance of aligning her schedule with her priorities, ensuring that her heart is at rest while balancing her professional responsibilities and family life.
Tune in to learn how Stephanie combines her passion for real estate with her dedication to her family and community, and discover how you can reach out to her for referrals or to connect with an agent who truly prioritizes people.
“I love real estate. I love the people I work with. I love the transactions. I love the ebb and flow of the business. You know, some people, I don't panic as much if there's, like, a little lull in sales, because I know that more is coming. And I just enjoy the lull and think this is extra time. I get time with my family, and then it gets real crazy again, and it's crazy.”- Stephanie
Key takeaways to delve into:
Career Transition and Philosophy: Stephanie transitioned from a career in elementary education to real estate after successfully selling her own home. She views real estate as more than just buying and selling houses, emphasizing the emotional value of homes and the importance of understanding clients' needs and desires.
Balancing Family and Career: Stephanie values the flexibility of the real estate profession, allowing her to balance work and family life effectively. She uses time-blocking techniques and efficient scheduling to ensure she spends quality time with her husband and four children while also engaging with her community.
Community Engagement and Client Relationships: Building strong relationships with clients and community engagement is central to Stephanie's approach. She focuses on getting to know clients personally, hosting them for dinners, and maintaining connections even after transactions. Her community involvement allows her to find opportunities for her clients beyond the traditional market.
Adaptability and Professional Growth:Stephanie acknowledges the seasonal nature of the real estate business and adapts her schedule accordingly, using slower periods for personal and family time. She is open to future opportunities for professional growth, such as becoming a principal broker, as her priorities evolve over time.
About Stephanie Caldwell:
Stephanie is a Texas girl that found herself in Little Rock, Arkansas with her husband, Tim, and their 3 kids under the age of 6 back in 2008. Since then she and her husband have added a son to their family and found that they love the people and city of Little Rock. Arkansas wasn't new to Stephanie, as she received her Bachelor's degree in Elementary Education from Ouachita Baptist University located about an hour south of Little Rock. Subsequently she returned to Central Arkansas and joined the Real Estate profession as her children approached their middle school and high school years. Stephanie is well connected and actively involved in the community, foremost through the local and global ministries of Fellowship Bible Church where her husband is a pastor. These connections leverage her enthusiasm and expertise, enhancing her client dedication.
Stephanie showcases her clients’ homes with a personal, professional video as a promotional tool that has been very successful in reaching the targeted audience for each sale. It is her desire to be her clients’ “Forever Realtor”, trusting her to be the best in selling their home and their guide when it comes to finding the next perfect home until they are in their “Forever Home.”
Stephanie is the Executive Broker at Epic Real Estate. She is communicative and thorough. Her insight, honesty, knowledge of the market and genuine care for all people are strengths that her clients value the most. She thoroughly enjoys serving her clients through the big life changes that moving often represents.
Connect with Stephanie:
Website: www.epicrealestateco.com
Instagram: https://www.instagram.com/steph__caldwell/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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Welcome to the Life and Listings podcast! Today, we are joined by Jack, a business owner based in York, Pennsylvania, a licensed real estate agent but a savvy investor who started his journey in 2009, focusing on building rental portfolios, private equity investments, and short sales. Jack emphasizes the importance of Sandler Sales Training, setting upfront expectations, and maintaining a strong company culture. He shares his insights on hiring and training top-tier sales professionals, creating investment opportunities, and the importance of valuing oneself in the real estate industry. Listen in as Jack discusses how he leverages his investment background to provide unique opportunities for his team and how he keeps them motivated and accountable to achieve outstanding results. Jack's story offers valuable lessons on building a successful real estate business with a focus on people, process, and performance.
“The most important part of anything in sales and business is showing up. And I always say, show up with a grateful heart. When you stop doing that, there's a good chance we're going to have a boost up conversation to try to, let's get this thing squared away so we can all increase our revenue and increase our contributions to the culture, because we want them to be there alongside their other teammates. But when the other teammates see that someone is not showing up 100% and we have 100% mandatory show up for meetings. We meet daily, Monday, Wednesday, Friday, via zoom at 9: 30 and Tuesdays and Thursdays are in-person, and we will bring part time agents onto our team with a path to full time within a certain time frame. If it doesn't happen, we have to part ways.” - Jack Lehr
Key highlights from this episode:
Approach to Building Sales Teams:Jack emphasizes the importance of professional training for his sales teams, using systems like Sandler Sales Training to build effective sales processes.
Sales Training and Development: The business invests heavily in sales training to improve conversion rates and enhance customer interactions. Jack's approach is about mindset, building skills, and teaching team members to value themselves and their services.
Team Culture and Accountability: Culture fit is a critical factor in team success. High-performing agents are expected to show up and contribute positively to the team culture. Regular meetings and mandatory participation ensure accountability and consistency in performance.
Off-Market Opportunities: Jack's background in real estate investments allows him to create off-market opportunities for his team, providing them with additional revenue streams.
Agent Onboarding and Performance: The business brings in individuals with sales aptitude and provides them with the necessary training and support to succeed.
Focus on Value and Revenue: Jack emphasizes the importance of valuing oneself and discourages discounting services, advocating for agents to maintain their professional worth. Agents are encouraged to avoid discount deals, ensuring they receive full compensation for their work.
Relationship Building and Expectations: Setting clear expectations with clients and team members is essential for successful relationships.
About the Guest:
Jack Lehr is the President & CEO of TruAdvantage Team, brokered by Real Broker a high performing residential real estate sales team based in York, Pennsylvania covering South Central PA and Northern Maryland. His team has helped over 3,000 valued clients achieve success through buying and selling homes in multiple different markets. He is the owner of Trusted Property Group, a real estate investment company that he founded in 2009 after previously purchasing several investment properties. With over 550 flips completed that range from complete gut renovations to wholesale deals, the large majority of acquisitions came from a very successful short sale process. He also is involved in several private equity investments, a real estate title company and several other businesses that support his real estate holdings. Jack and his wife Kim reside on a farm and are the proud parents of 4 sons that range in age from 16 to 24.
Jack’s passion in life is helping others achieve at levels well beyond what they ever thought was possible.
Connect with Jack:
Youtube: https://www.youtube.com/@HeyJackLehrHere
Facebook: https://www.facebook.com/jack.lehr.31
Instagram: https://www.instagram.com/heyjacklehrhere/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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Clarissa McNeil, the marketing lead at Stats Solutions, joins me in today’s episode of the Life and Listing Podcast. Clarissa has been with Stats for nearly four years and brings a wealth of experience and creativity to the real estate industry. Clarissa discusses her passion for marketing and shares insights on how real estate professionals can make their marketing strategies simple and actionable. She highlights the importance of building relationships and tapping into local businesses to expand your brand’s reach. She emphasizes the power of consistent, authentic content and how AI tools can assist in creating engaging posts. She also shares her personal philosophy on maintaining a sustainable social media presence and how brokerages can leverage their existing networks.
Tune in to learn how to transform your real estate marketing strategy into something meaningful and effective.Enjoy the episode!
“Real estate is all about relationship building. So you've got that you're building credibility, you're tapping into multiple audiences online, and you're doing it while you're living your life versus having to spend a whole day shooting content. I think you people can do that, and you can grow into that, and that's great, but start small, start with the relationships you have, and then that, in turn, gets your brokerage marketing going. And you're doing more than just popping up every listing you have on the market. That tends to get old for people, and I think it's important to remember Facebook, Instagram, all of these platforms were created for fun.”- Clarissa McNeill
Takeaways from this episode:
Focus on Authentic Relationships: Build relationships with local businesses and community members to leverage their established audiences.
Consistent Content Creation: Post consistently to maintain and grow your audience. Clarissa suggests starting with one authentic post per week and emphasizes the importance of maintaining this consistency over time.
Utilize AI Tools: Use AI tools like ChatGPT to help with content creation. These tools can assist in writing captions, generating ideas, and even creating videos, making the process more efficient.
Emphasize Personal and Community Content: Instead of only posting listings, focus on content that showcases your personality, community involvement, and the culture of your brokerage. This helps in engaging your audience more effectively.
Keep Marketing Simple and Actionable: Break down your marketing strategy into simple, actionable steps that can be easily executed. Focus on what feels natural and aligns with your brand identity.
Leverage Social Media for Fun and Engagement: Remember that platforms like Instagram and Facebook were created for fun. Approach your social media strategy with a mindset of enjoyment and creativity to make it less intimidating.
Storytelling as a Marketing Tool: Use storytelling to connect with your audience. Share your journey, expertise, and experiences to create a more relatable and engaging brand presence.
Engage with Local Businesses: Collaborate with local businesses by creating content together, tagging them in posts, and encouraging them to share with their audiences. This cross-promotion can enhance your visibility and foster community ties.
Be Present and Visible Online: Regular engagement and posting help establish your online presence, making you more recognizable in your local area and among potential clients.
Start Small and Grow: Begin with simple strategies and gradually build your marketing efforts. Focus on small, manageable steps to avoid feeling overwhelmed.
Authenticity Over Perfection: Don't worry about being perfect. It's more important to be authentic and genuine in your marketing efforts, as this resonates more with audiences.
Use Social Media to Maintain Relationships: Social media is a tool for maintaining and nurturing existing relationships and slowly building new ones through engaging content.
Understand Your Audience: Tailor your content to what your audience wants to see, focusing on community involvement and personal stories rather than just property listings.
About Clarissa McNeill:
With four years of expertise in real estate marketing, Clarissa excels in both listing promotion and enhancing online brand presence for real estate agents and brokerages. Specializing in crafting targeted campaigns and content strategies, Clarissa specializes in matching real estate agents with the right media outlets, to highlight their top listings and expertise, often getting her client’s featured in their local publications. Her creativity helps to propel real estate professionals forward in the digital landscape with innovative and effective marketing solutions.
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor
LinkedIn: https://www.linkedin.com/company/staatssolutions/
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