Plot twist! This episode is an interview of yours truly by Greg Fowler on the Real Estate Titans podcast. Whether you think you already know everything there is to know about me or you’ve always wondered what I’m all about, this episode is a deep-dive into the real, uncut life and inspirations of Leigh. Listen in to hear my journey, what I’ve learned along the way, and why I’m so damn excited about real estate.
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- 02:45 – Introducing Leigh
- 03:00 - She’s originally from Concord, North Carolina, has been in real estate for 20 years and previously sold chainsaws, lawnmowers, and weed trimmers
- 03:45 - She’s got a husband, two kids, and three cats; she runs, plays piano, and sings
- 05:00 – Why Leigh chose real estate
- 05:05 - Her father has been in the industry since 1978; she helped her dad as a kid and he made her get her license “just in case”
- 05:24 - She bartended in college, became a stockbroker, then went to Husqvarna to work in sales
- 06:50 - They moved her around and she didn’t want to move anymore, so she called her dad and he recommended she get into real estate
- 07:08 - She loves the industry especially the spaces she had no idea existed before she dove in, like speaking, training, and brokering
- 08:20 – Leigh’s “WHY”
- 08:40 - In retail real estate, she primarily works with sellers; she gets excited when she helps people navigate the minefield of real estate
- 09:10 - She loves the drama and the interesting things that happen unexpectedly
- 09:13 - One time, a closing blew up because the buyer got in a car accident and no longer had down payment money; she had to problem-solve through it
- 09:45 - With speaking, Leigh is motivated to help others elevate their position in real estate; she falls in love with other people’s potential
- 12:00 - She’s always thinking about the highest and best use of her time and recommends everyone do the same for their unique service offering
- 14:00 - Leigh learned that her big why wasn’t simply in the numbers of homes sold; she wanted to make a difference in a significant and impactful way
- 15:22 - In 2009 she started volunteering at the association and saw what others were doing in the space; she’s been a different person since
- 16:45 – About RPAC - The REALTORS® Political Action Committee
- 18:35 - They do the work of what would be a National Association of Homeowners if we had one
- 18:45 - The RPAC goes in to fight fires with facts about regulatory burdens, bad zonings, and affordability issues
- 21:00 - REALTOR® political advocacy is powerful; it’s been shown to make an impact nationwide
- 24:00 - It’s important to talk about the benefits of homeownership; Millenials are spoiled by swanky rentals and that’s why they aren’t buying
- 24:51 - The American homeowner rate is 61.4%, but we should be at 67-68%; the African American homeownership rate is 42.6%, it’s too big a gap
- 26:15 - Homeownership means financial stability and everyone needs to be educated on that; that’s where REALTORS® need to come in
- 27:00 – How to get involved
- 27:07 - Go to NAR.realtor and look at the resources available; use them to educate people, neighbors, and clients
- 29:00 - Demonstrate who you serve with your marketing; look at diversity and commonalities
- 30:35 - Research, go to your association and remember that you are at the cornerstone of homeownership
- 35:50 – A couple of things that Leigh added to her business to get to the next level
- 36:05 - Outbound phone calls; all you need for your real estate business is already in your hand
- 37:45 - In her office, everyone does at least one outbound call a day; say “If you need me call me back”
- 38:20 - The secret sauce to real estate is hard work and discipline; Millenials who make outbound calls are way ahead of the game
- 39:00 - Send out stationary and send out snail mail; it doesn’t have to be hard, 5 notes a day and one call a day will make your business grow
- 39:40 - Real estate is about being likable; you need to be competent and knowledgeable but likeability comes first
- 41:00 – Learning experiences
- 41:20 - Financial discipline; Leigh learned this the hard way when she got a bill from the IRS for $19,000 at 25-years-old
- 42:30 - Prepare for lean times; always pay your state DOR first before the IRS because they’re more aggressive
- 43:50 - Get incorporated to benefit your bottom line; give back first and there will always be enough
- 45:45 - She wants to help more NAR members own homes because 30% don’t own
- 46:30 - She loves her team and realizes how valuable they are; she’s also learned how to say “no”
- 48:30 - She has learned how to thank her client’s and appreciate their willingness to accommodate and help, too
- 50:30 – Advice Leigh would give her younger self
- 50:42 - She would tell her younger self to give 0 f*cks; she cared too much about what others thought
- 51:30 - When she found her voice, she didn’t what to put it away; she would recommend listening better and hugging people more
- 52:11 - Slow down, listen, adapt if you want, but don’t be afraid to say what you think; the way you say things matters more than what you say
- 56:00 – On learning
- 56:30 - She’s a bibliophile and she works with Dan Sullivan inside Strategic Coach
- 01:00:00 - Leigh’s books: Outrageous Authenticity, 7 Deadly Sins of Sales, and Peeling the Onion
3 Key Points
- Speak up and ask!
- Don’t forget to think about and nurture others.
- Reach out, get involved, listen, and build better relationships.