Behind the Breakthrough

The $19,000 Mistake That Many Real Estate Agents Make w/ Leigh Brown

February 25, 2020 Industry Syndicate Episode 4
Behind the Breakthrough
The $19,000 Mistake That Many Real Estate Agents Make w/ Leigh Brown
Chapters
Behind the Breakthrough
The $19,000 Mistake That Many Real Estate Agents Make w/ Leigh Brown
Feb 25, 2020 Episode 4
Industry Syndicate

Leigh Brown is one of the real estate industry's most recognized leaders and personalities. She's spoken on stages on 5 continents, champions the value of a Realtor in her community, and even ran for Congress in the State of North Carolina.

But before Leigh Brown became the woman and leader that we see today, she had to start at the bottom, just like the rest of us. This week, you'll hear her story of how having the right advice and mentor from Day 1 can lead to a massive first year as a real estate agent.

But Leigh also learned a very valuable lesson in her first year as a Realtor, which ended up being a $19,000 mistake... Hint hint: taxes!

*Behind the Breakthrough is an Industry Syndicate Original podcast, the first and only podcast network for the real estate and mortgage industry.

--
Looking for the best podcasts for Real Estate Agents and Mortgage Loan Officers?

Download the new Industry Syndicate mobile app:
iPhone: http://bit.ly/SyndicateApple
Android: http://bit.ly/SyndicateGoogle

--
Connect w/ Megan Anderson on social media:
Instagram
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LinkedIn 

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Follow the Industry Syndicate on social media:
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ⓒ 2020 Industry Syndicate podcast network

Show Notes Transcript

Leigh Brown is one of the real estate industry's most recognized leaders and personalities. She's spoken on stages on 5 continents, champions the value of a Realtor in her community, and even ran for Congress in the State of North Carolina.

But before Leigh Brown became the woman and leader that we see today, she had to start at the bottom, just like the rest of us. This week, you'll hear her story of how having the right advice and mentor from Day 1 can lead to a massive first year as a real estate agent.

But Leigh also learned a very valuable lesson in her first year as a Realtor, which ended up being a $19,000 mistake... Hint hint: taxes!

*Behind the Breakthrough is an Industry Syndicate Original podcast, the first and only podcast network for the real estate and mortgage industry.

--
Looking for the best podcasts for Real Estate Agents and Mortgage Loan Officers?

Download the new Industry Syndicate mobile app:
iPhone: http://bit.ly/SyndicateApple
Android: http://bit.ly/SyndicateGoogle

--
Connect w/ Megan Anderson on social media:
Instagram
Facebook
LinkedIn 

--
Follow the Industry Syndicate on social media:
Instagram
Facebook
Twitter
LinkedIn

ⓒ 2020 Industry Syndicate podcast network

spk_0:   0:03
Welcome Thio behind the breakthrough with your host, Megan Anderson, the podcast where we tell the stories of today's leaders before they were leaders. The struggles, doubts, fears and insecurities they had to overcome in order to reach their current level of success. Let's go ahead and let's break through behind The breakthrough is an industry syndicate. Original podcast industry syndicate is the first podcast network for the real estate and mortgage industry. Go get the completely free industry syndicate podcast app right now from the APP store or Google play, Welcome to another episode of Behind. So break through on your host Megan Anderson in this week's guests is Leave Brown. If you have not heard her speak, I'm gonna encourage you to go to her Web site. It will be in the show notes and take a look at her events schedule. She is a hoot. In this week's episode, we dive into why it's so important for real estate agents to know how to explain the market. And if you don't know how, get with a loan originator that does know how, because listen, Fintech is coming in trying to make both the loan originators job and the real estate agent obsolete. And if we can't step in and help educate that client to making the best decision, well, then we're going to get out beat. We also talk about why it is so important for women in this space to come together and help motivate each other to step in and take more leadership. So let's go ahead and let's break through. Welcome to another episode of behind the breakthrough. We have a very special guest today. Joining us is the one and only Lee Brown, and I'm so excited that we could come together. You know, I got to watch you do a keynote speech a few months ago, and you are such a hoot. And holler that I I appreciate you being on this podcast. I think that you have a really great story chair. Oh, I'm

spk_1:   2:25
very honored that you asked because I didn't know you either before that, even in Europe, they're cracking him up to. So obviously we're kindred spirits, and we know that humor breaks down all the barriers to their older stuff.

spk_0:   2:36
Yes, it does. So for those listeners that maybe have not heard about you. Can you go ahead and enlighten us on who leave around. It's so first of

spk_1:   2:46
all around as a runner, as evidence on my sweaty shirt and my face, which is melting off. And I'm glad that we're doing that behind the success secrets, whatever you wanna call it behind whatever Plug Ass, because you just have to get shit done when you can get it done. So I'm a real tour. I'm 20 years as of the time we recorded this episode, so I'm going into celebrating my 20th year in the business. I I have two teenagers in my own personal house. They're amazing. I don't remember my bitches about teenagers because I love manga, hilariously inappropriate, which, because a man and a living hunk. Or North Carolina, which is a suburb of Charlotte, North Carolina, although they hate being called a suburb of their own city, thank you, and I'm also a speaker. I've spoken on five different continents and in 49 states, hoping to real tours and lenders and women's groups and leadership. You know nothing about just generally best life practices, whether it's how to make your small business stronger or it's got to be real estate better. It's how to be a better leader. How to just not be an asshole. So lots of fun things in life. And that's my That's my joy. I've also run for office twice lost twice a baton 1000 in that venture. But I really dig political work and the good that it can do, which is kind of the opposite of what you hear on the news. So I like being a opposite type person but lives happier that way. Lives happened on the way,

spk_0:   4:08
and you've also written two books I have,

spk_1:   4:12
and they both went to number one on Amazon, which is pretty exciting. And book number three. I'm currently interviewing publishers. It'll be out sometime in 2020 and I'm pretty stoked about that. You know, who knows what's next, that is basically have an idea, and I throw it out there and get it done.

spk_0:   4:26
I love it, So let's dive into your story a little bit. So use that you started in real estate 20 years ago. Let's chat a little bit about how you got into this space. Specifically, I got out

spk_1:   4:41
of college and, like many people could not. A college didn't know what to do with myself, and my dad had been a real tour for a long time. And of course, you know, you should come in the business to be coming with May. And no, I don't want to do what my dad does, and I had grown up around real estate. So I had a natural dislike of the business because I saw how many hours he had to work and how wildly uncertain that Waas. So I wouldn't actually became a bartender manager because that's what I did to pay for school. One of my regulars and hired me as a stockbroker. So I moved Manhattan and worked for Prudential down on Seaport Plaza. Which is crazy to think about now because we used to have cocktails at Windows on the World and so 9 11 was really shattering because I story went every day afterward. But I hated living in Manhattan. Obviously, you can tell why, because when you have an accent like mine, you are treated like a moron in New York. I left there and came back to Charlotte and got a job selling chainsaws for Husqvarna. It's a premium chain saw, and they actually sent me in the sales force, and I became the first woman were not the first, but the only woman of the sales force that had been one prior to May. So that was really fine, and they sent me out to different parts of the country to do that job, got tired of it and called my dad to my out board. I don't know Dio hate these jobs, but I have to do something and stay put because at some point you have to commit, he said. Just come back and get in real estate. So idea 20 years later, here I am, he's retired and I was the luckiest girl in the world to get to be partners with my dad for a long time, and it was a really graceful exit for him, so he could be a Pope Paul, and I'm just It's been amazing and I love it.

spk_0:   6:27
Good. Now you first mentioned when your dad tried to get you into real estate, that you had this kind of resistance towards it. Did you still have that resistance when he was kind of telling you to come back and to get into it? or were you more open to it at that point in time? But

spk_1:   6:45
that boy was like 24 years old, 25 25 years old and had been already in three different full time jobs. And I had to just get stuck in something. But it's challenging. When you're the child of a realtor, you are an entrepreneur's kid and any entrepreneurs kid's gonna feel the same way. You see somebody actually get compensated for the amount of work that they do, and they could have long hours. But they get to control their day and they can jump out in the middle of an afternoon. It they have to working in a normal 8 to 5 job after you grew up that ways, I think it's next impossible. So if you look at a lot of your highly successful realtors or mortgage lenders, any of um, kids might resist it. But they want it coming into the business. And so there's a ton of top producing people in the space who are the Children of other top producing peep well in this space because it's it

spk_0:   7:35
gets in

spk_1:   7:35
your blood. There's just no other way to rob it.

spk_0:   7:38
It does. Somehow it does. You know, growing up. My dad was a builder, and my mom was a loan originator. And somehow I ended up in the same space. And it's funny, I I definitely correlate to you the whole time growing up. I'm like, Oh, I am never going to get into that. So once we said

spk_1:   7:55
was a builder. So I grew up today, the houses all the time, even without on the sales side. So it is just a funny It just carries on what my kids will be in. In fact, I don't make them both get there a lot since when? They're 18 just because it's so easy together. And I told them I said, Even if you never get into the business, you've got referral income for ever. If you just get the license, I've never understood people that won't go crush it, Alex. It's not that hard. It should be.

spk_0:   8:21
That's not Yeah. Yeah, exactly. So you started in, you got in. You decided to commit to something. How did it start out? Was you were a little bit resistant at first. Did you just kill it right away? Well, I mean I killed

spk_1:   8:36
it right away because I'm good, But it's also cause I came from a sales background, and there's a lot of transferrable skills when you're going from sales to sales. My challenge. Waas getting in My dad is an amazing salesman and the most ridiculously loved me and you'll ever meet but ridiculously disorganized. And I'm a relatively organized person out into his office, and I'm like, Oh my God, Oh my God, how do you live like this, which piles everywhere And here's I haven't

spk_0:   9:03
said this pile he issued

spk_1:   9:05
where everything waas And I'm pretty sure any of your listeners who are real doors like, Oh, that's how my desk looks, of course, is that really is everywhere. And I spent a little time cleaning him up and getting it organized and finding out how much business he was losing between the stacks. Because realtors have this terrible habit, and LEM officers say, Let's be honest, you jot stuff down here, and then there it sits in the other stack of note fans that you have, and you look back through me like, Oh, man, I forgot about that when they were hot and that was six months ago. Okay, whatever. So I cleaned all about up. And then my dad is a big believer in education. So he was the opposite of most brokers or mentors who didn't just turn me loose with some people. I lived in his hip pocket from 90 days, and so anywhere my dad went, I went tucked in the back of the car, making notes in the appointment, not saying the word making notes any time he was on the phone listening, making notes. And by the time he was ready for me to take a client and go work with down, I was able to be a competent professional realtor. Because the sales skills are one thing. Knowing real estate is something different. And that's one of the reasons I became an instructor and a speaker. I want to see more people approach this correctly so they could do a better job for the end user at buyer or seller real estate. And it's the way I was trained from the beginning. And so with him teaching me that way, I sold houses really quickly. And so in my first year, one of the biggest awful ist most ridiculously life changing mistakes that may. I am paying my quarterly taxes. And so, at the end of my first year, real estate, I got a notice from the Ire s that I was $19,000 0 my dad, It tells you how good my first year was. My day I'm like any good realtor or father says, Oh, that just means you had a good year. And I'm like, I mean, of course, if you know what, So

spk_0:   11:01
I had

spk_1:   11:01
to set up a payment plan. I had to figure out how to simultaneously make money and live and pay off a mountain of I. R s debt, which has to be paid off quickly. You haven't tasted it, Megan. After I got back the ground zero's never look back. I would never make that financial mistake again. And it's kind of funny whenever I found a Realtor who's really successful, lot of did the same thing at the beginning and they all laugh because all of us were the same way, like, yeah. Hey, you're freakin taxes first.

spk_0:   11:31
Yeah, that's that's definitely a hard lesson to get and go through. So pretty penny right out of the pocket, but for that money, because I feel

spk_1:   11:45
like it was fun. It's not the government's, but the government disagrees. And they have more people with guns. So we

spk_0:   11:51
have more people with guns, your whole areas. Okay, so you just got out of the gun you were being successful at. This was there, like a major turning point in your career where, like, your volume just went up exponentially. Well, I was really

spk_1:   12:07
lucky, because when I got into the business, I didn't have the luxury of just guessing a little bit. My dad threw me in to the deep end. I went to educational conferences within one month of becoming a full time real tour. So it's not like I was the realtor who 10 years later discovers conventions and events. Within a month, my dad's tossed me and go learn from the people doing it really well. And so I went to these. They were called Star Power, and this was Howard Brenton. He was He's passed away now, but they were amazing events, and they died out little over 10 years ago. But the people teaching the classes were all people who were doing massive amounts of real estate like 304 105 100 sides. That's what I want to learn from. So my business was going upward at a faster scaled and many agents do because too many people just get in there little bubble of Go find one client. Well, then find another one. They're not thinking scale, and I was really scaling and crawling up the list of people in Charlotte quickly then. The recession hits in 2007 and the first bank failure on July 30 1st of those seven. The reason I remember that it was American Home mortgage that was my preferred Linder relationship, and I had seven closings that day that did not fund. And that was the day I remember the the phone's just saw and it went silent like a spigot have been cut off. And so we're scrambling to get those people reissued with some other lender to make the closings happen, and it was dead. And so because I have been raised in an educational space, I immediately went out and took us many classes I could find on short sales and foreclosures, and I moved into what I call the soft underbelly of the market space so I could be helpful to people. And that's when my business went for crawling up like this toe up like desk because a lot of agents in the Charlotte market didn't want full with short sales. They're like, You have too much work and I don't know. And Will you take it? Yeah, I'll take it. Took all of them and we had a process in place and crushed a lot of them out. Learned foreclosures. Learn how to help asset managers. But most importantly, learned how to counsel people is that these are your options, man. It's not pretty, but there's got to be a solution here, and it was explosive for my business. And I like to tell people, you know, if there's another soft market, I'm ready because I continue to get educated cause we will see a down cycle. I don't know when 2020 looks like it's gonna be maybe slightly quiet, er, but it's not gonna be a recessionary period, so you've got to always be looking ahead, educating ahead of yourself and it's not a negative on the market. It's that I've got a whole list of people who rely on me to know.

spk_0:   14:52
Yeah, and I love that You're always focused on finding the opportunity when a lot of people were not focused and they were focused on what's going wrong. You were focusing on the opportunity, and I think that's that's a huge lesson that everyone on here should really take away with.

spk_1:   15:09
Well, then we need to know to that I've talked to a lot of banks and a lot of my asset managers because we have had great relationships now for over a decade. Next time around, it won't be a short sale environment. It will be a being LOU environment, and our mortgage lender partners know that cause I educate my partners on that. And Realtors need to know it because the world is now pretty accepting a short sales and the stigma of foreclosure is gone. People don't really care if they have a bankruptcy or foreclosure anymore. It's no big deal. So when we go deed in lieu, you won't see that market opened back up like it did in short sales, and we've got to know the language and be prepared.

spk_0:   15:48
And how do you think the market's gonna shift. I'm curious. I don't I think

spk_1:   15:52
what we'll say is, at some point the feds got to get interest rates to the right place there too low. I mean, it's ridiculous that we are not making any money on our savings right now. And that's an artificially low number, because historically, if you look at rates, they should be around the six and 1/2 to 7% mark. So when we hang out here in the under 4% range, whether it's tuned 7/8 or three and 3/8 whatever it is,

spk_0:   16:16
that's free

spk_1:   16:17
money and the fact that people aren't figuring out how to bar right now it's crazy is my first house was at 11 and 3/4. So I have a really good respect for this cheap money. And at some point we'll get our monetary policy straightened out because, as you know, the young curve has been suppressed for a long time. And in mortgage world, a suppressed yield curve should lead us to recessionary climate. And it hasn't because our demand is outstripping supply continually, and part of that's the millennials. Part of it is immigration, and part of it is investment. But who the heck knows what's gonna happen next? I think that when rates getting normalized, we'll see some pull back in the market. But the bigger challenge we're going to say is that in this is where my political side comes out. The regulatory environment is causing new construction to be far more expensive than it should be. If we fix the regulatory burden and you bring down the cost of new construction, builders could build more, buyers could buy more, and you could fix some of your supply issues happened anytime soon. And so we have the artificially high prices, which leads to continue challenges with affordability. Which means a lot of our future buyers are stuck renting, which means our investors continue to build multi family. And you're, I mean, it's just it's a wildly inefficient market right now, huh? I just look at all the different factors. I'm a big nerd, and I think that are were underappreciated in the space, Frankly, us nerd people. But if you look at all those factors, it none of it adds up. Right now, my job is just to watch all of them so I could help people react to say, Here's today's market I don't know we're gonna have six months from now. But here's things that could impact it. So I'm here, Which will do.

spk_0:   18:02
I just want to say, you know, I talked to loan officers most of the time. That's who I'm speaking, Thio. And it's so refreshing when I talk to a real estate agent that you know about the market. You've learned the market. You know how the market works and it helps you. I mean, you just talk about how being able to communicate that with your clients is so helpful in the long term and actually getting them what they want and being able to communicate with, um, why do you seeing that? And maybe this is just because I don't talk to as many real estate agents. But why do you think that real estate agents don't want to know this kind of knowledge or don't step up to being this nerd? I think they're

spk_1:   18:45
afraid that they're going to be questioned on it. This is my personal theory that in Realtor world, a lot of people are not mad people, but they're people. People cause people, people are not math people in general. Now, of course, that's a wild generalization. But when they're not math people, they don't want to get pinned down on math questions. Which is why a lot of Realtors are afraid to work with investors because they don't understand the investment. Matthew's real estate is investment. It's all math. It's all catching cash return, and it is long from yield. And then real estate for primary residence is all Machiko Shii sparkling, and they like the mushy, gushy side more than the number side. So if you start looking at yield curve, you start looking at interest rates and you start looking at historic data graphs and charts and year over year there, I think, afraid that the potential clients going to say, Well, tell me more about this and they won't be able to answer it. However, there's plenty of good resource is out there that do explain it well. And I am somebody who says, Let me give you some easy ways to explain it because the public demands that now they're tired of not knowing they can't trust the mainstream media because we all know the news media is completely out of whack right now, said nothing. You gets accurate on any front, so you're their local expert. You have to know these things. And if you don't know it, I expect my lender partners to be able to step in if I'm asked something beyond my expertise. And so I run to the loan officers that can't explain yield curve, and that makes me want to just pull my eyelashes out because that's the world you live in. So they should be able to step up and say, Hey, I got this, Lee, That's my space because I spent a lot of time doing things with lenders in conjunction cause we're hand in glove. And frankly, the last thing I want is for my clients to go on the Internet and find some random ass person in Minnesota. Milken's Minnesota, but I want to have somebody here local who can explain it. In fact, I was in a listing appointment yesterday with these people cause I keep all my cellar sheets on the L I C. I can't find him, and I was given this data sheet in here about the markets, and I went over it with him briefly like this is where we are. These air, the trend lines that you know what to watch. Here. You should You should keep this house for rent on my don't sell this house. You could rent this in a flat minute and make money. He's like, I was afraid of toe ask you that? Because I didn't know what I would find out. My dude. I'm gonna be here to sell your house. And 10 years, five years, two years, whatever. But this house is mine would never sell it right now. Five bedrooms. You could cash flow on this in a second. And so the data allowed me to give him multiple scenarios without the data. And this is thing I wish most realtors understood. And loan officers, you've gotta bring your realtors into the space without the data. Everything's anecdotal, and a lot of people in the public don't make decisions. Anecdotally, they need to have data. The number's actually 35% of the population is somewhat analytical, numbers oriented, 35% and none of us are talking to them. And by the way, a rate she not going to talk to them. Yield, curve, chart we'll start a conversation. So you gotta think about what you're giving that's gonna be impactful and create a conversation so that we can help our buyers and sellers make great decisions. Everything should take them to better decision making.

spk_0:   22:06
Yeah, I think that's so important, too, because now we have these technology companies coming in, like, you know, rocket Mortgage, open door. And I feel like if if both real estate agents and loan officers don't step up and start to understand that knowledge and be able to articulate what is the best decision for them, I mean, it's they're gonna get wiped out in that sense because those were just hedge

spk_1:   22:30
funds. They don't care about your equity, they don't care about your options and they're not gonna educate you. They're going to say, We'll take your house off your hands, Bohm. And I'm okay with that, Meghan, because I know that some people prefer convenience over money. That's fine. They can have that little piece of the market. Where it bothers me is if a neighbor of mine does not allow me to give them the full story because they're not getting the full story from a website on, and that means I as a realtor professional in my loan officer, professionals have to find a way to better educate our neighbors so that they know they can come to us with no judgment and with no pressure to get a full story. And then if they go that route, that's cool. I understand. Convenience matters to the point where you're give up 9% your equity. That's your call. But if you're not getting the full story, man, how can I understand how you could do it? But there's this hedge funds, they're just money.

spk_0:   23:29
Now. I'm curious. Has your definition of success changed over time?

spk_1:   23:35
Oh yeah, because my wife keeps moving. So when I was trying to get out of college, success was getting out early enough interest in three years because I was paying for it. And I'll tell you. Invite, says, colleges. You know those people into that look. They're making their own damn choices. People could go to a local schools and community colleges don't want hearing those excuses because I crushed it out morning classes, working at night. And so to me, success was no doubt that got out and Then success became found in a job. Well, that was all fine. And then success once I got into real estate, became getting to number one. And so, the beginning of my real estate career, all I wanted was to be top in Charlotte. And I got there and I was making way too much money for any young person. You can spend it. I mean, this is the point where you're just kind of stupid with your money. And then I got involved in the association in 2009. Actually, during the recession, I got involved in the government affairs and political work and said, Oh, I know what I can do to impact my profession now. And so I went from a selfish monster set because honestly, trying to be number one is a agent. Is this selfishness? How many houses gonna sell? How much money can I make an abroad that do? How can I protect and preserve my profession and protect and preserve property rights? So that morphed into where I conserve. And so I Zim had success becomes, How can I reach as many people as possible? It is the highest and best use of my time is no longer with one buyer or one seller. And while I still enjoy working with clients, I totally cherry pick now because I'm a that level in my business. Thank you, but I've got to figure out how I can scale my knowledge and my ability and said, Now, success to me is when real tours and lenders come back and say, I've tried this communication idea tried this technique. It worked. My clients are happy. Okay, that's a giant success for me. And so as I look into the future, success for me is gonna look like really good legislative decisions that are made on property rights and four our neighbors and communities, whether it's me as an elected official, with me, as somebody who impacts that or is somebody who inspires other people to go do that so I can scale what I know what I do. So that's all moving, which means that my next success I don't know what it is yet, but I'm pretty sure I'm gonna have my own TV show. And I'll be like Oprah on Lee, not giving free shit away. I'll be just telling people how to live their lives and they're gonna appreciate it. And so I think that's what's coming next. But I'm not sure.

spk_0:   26:11
Oh, I love that. You definitely need your own TV show. Your guns were selling or I would totally watch what

spk_1:   26:18
is going on over here.

spk_0:   26:19
I'd be laughing the whole time until my belly her love that right. I love that you have this kind of bigger goal now, and it's kind of about giving back the same time and preserving. I think that that I think that that's so important to step into that. And I think it continues to fuel what you're doing. It sounds like when you were, you know, reaching that number one spot that it kind of got a little maybe burnt out about doing that was there was there, like something that made you feel a little burnt out where you're like, OK, I need something a little bit more. I need to give a little bit more. I need something else. Was there like a shift in that, or was it just okay? I reached this goal now up.

spk_1:   27:03
Well, I think it was actually that when I got there, I was doing it really well, and I could still do it really well. But then I got exposed to other pieces of the profession that were in because and every day, retail real tour does not have the foggiest idea how deep and broad this profession is, how many things it touches. All the side industries. All the affiliated businesses are communities. All mean. Homeownership is the cornerstone, the American dream. It's the only way some people ever have financial stability. And if you're looking at it by one house, you don't see it. And you look at the big picture like Holy Shut and then it becomes this. I've learned this, I can't unlearn it. And once I learned what was happening on, the regulatory and legislative front couldn't unlearn it, so I couldn't look back. And that's when I realized that what I was doing the stein for me. But if I want to live in the best community possible, it can't be about me. It has to be about the greater impact that I can have, so I didn't know until I got there. But what's really been fascinating, Meghan. It's like as I talk to other realtors travel and teach and the mastermind groups Avignon. You got a lot of really amazing top producing agents aboard, and they don't know how to stop because they're so good at real estate. They can read clients they conserve on. They can get the job done. But they sold every house in their community 12 times, and they know what it's worth for. They walk in the door and they just have to match up that particular human scenario with a house with which they're familiar. E don't know how to stop. And so I feel like my job is to help them find more passion and more purpose and some other spaces while they continue to protect what they built. But it is kind of interesting that in this business, nobody talks about border because they're afraid to. They're afraid to talk about inertia. They're afraid to talk about anything that could be perceived this negative because they know that some competitors comes to swoop in and take over. And until you let go of that attitude of scarcity, you can't really expand. And I know how bitchy I wasa as an agent, you know, over 10 years ago, before I got involved and really got to know other people and could spot their mindsets faster. And now my goal is not just to continue to sell houses, but how could I make the Realtors around? The better And they reach out to me on Instagram and they reach out to me on Facebook and across the table. And they're right here. And they're grateful for how I'm helping them grow. And that inspires me to give more back, which is different than the Lee Brown of 2006 who would have kept her mouth shut and said, I will only tell you if you're not competing with me because I have the attitude of scarcity then So, uh, I think it's just you have to always be ready to move your blinders so that you can see there's there's so many opportunities out there. And we just missed them sometimes, cause we're two trapped in our day today.

spk_0:   30:08
Yeah, yeah, I can see that. So when did the whole speaking aspect and book writing again? Well, I'm an

spk_1:   30:16
introvert, Simon. I am TJ bringing by to keep score. I l'm a very rear berta united TJ. Yeah, you're like this. Many people I know were great public speakers, which is so funny because people think introverts are fickle. Chickens or not, we just selectively know within to spend time. And I didn't want to go near a microphone, panicked about public speaking. No way I would ever go near it. And one of my mentors, who has since passed away his name was Alan Haynes. He was a real estate instructor out of Northern Virginia who taught CRS classes nest, the highest designation on the residential real estate side. And I was in a mastermind group that he had created. And Alan wanted me to be on a panel of top producers. You know, I was a young woman at the time, like it's 35 years old, so crushing it be on this panel note. Nope. I don't speak. I don't get on. Microphones come. Only you can do it. No, it won't go do it. He wouldn't stop until I only gave down on I got up there. My I kind of like having the microphone thing. This is for you. Fantastic. Is it more pretty quickly. And then for two years I just got invited us and stuff, speak for free and teach this and be on this panel. And finally put my own class together and really started to treat speaking like the craft of what it is, as opposed to the craft of real estate without already perfected. And that's when it really took off. And I thought it was 15 minutes of fame and the real estate world, and here I am 10 years later, I'm probably one of the most recognizable people in real estate, even if they don't always know why. Just hilarious. I'm like you saw a video on Facebook, but it's cool and like, What

spk_0:   31:58
do you do it?

spk_1:   31:58
I'm like, man, I just tell people what I know and I use the tools that I have to share and get back, and that's how it happened. It wasn't because I'm magical, and it's not because I do anything different. I'm just like an over sharer, and people love over shares because you're saying that while something they wanted to say out well, they will say that I don't love, they really appreciate it. So that's where it morphed. And then it went from teaching. Three. Our c E classes into keynotes of motivational and more leadership kind of space things because there's a real gap. There's not many women who speak on leadership, and most of your sales motivational people are and we love them. But they're older, white man, and so you think about where people can find somebody who's speaking more to where they are. You just have to have different viewpoints. And I'm looking at where the gaps are in trying to film. So it's that Morse, too, and I love the travel. I love being around other people that need to be elevated and the only frustrating thing. And you know this as a teacher yourself. In this business, with the high turnover that we have, we could go to the same company every week, takes the same class every week, and every week you'll be like Oh, amazing, Are you serious? It's like 51st dates and it's a little frustrating, but it's also job security because they will always need us to computer class because they had a

spk_0:   33:23
disease. It's so true. It's so true. The turnaround is crazy, and it reminds me of that burnout conversation that we just got done talking about. You know, everybody in this space gets burnt out, and it is funny that they don't want to talk about it because half the people I talked to, it's like I was in the space for a little bit. I had to get out so so burned out, and now I'm back and a I. But I think it's important that we talk about it. And I think a lot of that is maybe attributed Thio. You know, the high levels of stress and the crazy work hours.

spk_1:   33:57
Yes, you know, I talk about this all the time because these things have destroyed us. Yeah, when I got into the business, we didn't have this. I had a bag phone. I had a pager that we passed around the office, but you didn't have the consumer expectation that you'll be available 24 7 And it's not just that we've created that Azriel Tours and Loan officers, but the public expects it. They won't authorize them to fix their phone at midnight veracity and their midnight and they had about it. And so it's not even a inconveniencing. The real emotional anger lifts up, and so we don't turn it all. And when we don't turn it off, we don't rest and we don't rest. You're not the best version of yourself. You're not going to be creative. You're not gonna be willing to talk to other people. So it becomes a riel honest conversation about setting expectations and even for me is a real tour. I said expectations with my Linder partners. I'd tell my three preferred lenders I'm gonna give all y'all to a buyer at the same time. If two of you get back to him and one doesn't, that's okay, because it'll balance out over time. I just want somebody to get back to this person. But I also tell the barman like I'm giving your name to three people. One of them might not get back to you because they might be having supper with their spouse or being of age. So don't get mad if you don't get three phone calls. Set the expectation. I have a reputation for getting up at 4 a.m. And going to bed at 9 p.m. Because it's very true. Tell Omicron is I'm like you won't be early, buddy. You've got me you want me at night not happening. And so I should talk to one of my clients. But they was This is Thursday. We're recording is this was on Tuesday evening and talk to her 7 30 And she's like, I'm sorry, Talk to you so late. I know you're about to go to bed and I said, Yes, I am. I am, I said. But I'll be back at it right early because she knew and I could deal with her at 7 30 at night cause I knew it wasn't gonna carry on until midnight. Yeah, we have to tell people we're human and we need a minute and they'll give you the grace if you tell them they get pissed because we don't tell him. Yes, and I think about this, too. In regard to the great recession, the rial tours in the loan officers that did survive between seven and 13. Legit, there's some PTSD going on because they're the ones that flinch every time the phone doesn't ring. It's not enough leads coming in because they're like it's August of 07 Again, the phone's not ringing, and I'm going to go broken. I'm gonna go get a real job and an unemployment line. Maybe I could find a real job right now. It's got benefits and the salary on What's it doing? The real job. And they're like this. And, you know, uh, but by that same token, I wish that our agents who have come in since 13 could make a friend from that era so they could better understand. How well do I need to get myself prepared for that so that I don't have that how stress level? Because I'll tell you this in by that survived those years. But tell all of our newer people start stockpiling some money because not nearly enough of us had emergency reserves. At that time, I didn't know if I'd had more. I could about more flips and how much money I could've made. Holy smokes. Well, now I've got some liquid funds so that I can participate next time. And I'll tell you on Realtors M stash some of this commission money get ready for the downturn whenever it appears, because that reduces your stress level. If your stress levels lower, you're more willing to tell a client to give you a minute which means you're gonna be a better person over time, and it expands They all time together. Yeah. So true. That's gold

spk_0:   37:28
right there. That is gold. So I asked this question on every podcast, and I'd like to end the podcast with this. Oh, but before we get into that, I really want to focus. So I want this this podcast have a strong kind of female entrepreneurial presence because I think that, you know, that lacks, especially in the mortgage realm. And I just want to ask you and for all of our listeners out there, for any young women that are kind of getting started in the workforce, what are just some words of wisdom that you want to enlighten them with?

spk_1:   38:04
All right, first of all, the only person who gets in your own way issue the negative voice you heard was in here. Anybody that tells you you're too old, too fat, too ugly, your sound stupid. You don't know what you're saying. You don't know what you're doing. Nobody said that to you said it to you. So you have to make a decision to stop being your own negative worst enemy and the second thing out tell you is that you can't buy into this bullshit war on women wage inequality, ship. I tell people all the time I'm like, if I had to take equal paid, it will be a massive pay cut to me, because in real estate in any entrepreneurial world, I could make us much money as I want to make, provided the government doesn't get in my way. So what? My job is to focus and work and discipline every day. And in fact, I have more opportunities than the men around me because it iss on and exciting to have somebody who's younger and funnier and harder working in the space. So it's there. If you walk through the door, you cannot stand on the other side and expect somebody to bring it to you. Nothing works that way. So get up off your debt ass and go do it. And the most important thing I'll say about that is that when you are that woman whose won't through the door and you're killing it, you better reach behind you and sling the other side of the door open and bring somebody else with you because the thing that drives me crazy ist as a strong woman in this space is the people who have elevated me who have pushed me forward and pushed me and pushed me and pushed me and supported me nine times out of 10 their men. And they said, We see it in you Come on and bring it. And the ones who are clawing and scratching and back biting and saying nasty veins are women. And so if you want to see more women goes places and leadership and take over where they should be the quit being the bitch mean girl who's tearing him down in the back area with Well, that dress doesn't look good on you. And oh, your eye makeup needs some work. And

spk_0:   40:01
let me help you up. No,

spk_1:   40:03
just say good job. Go get it. I got you because that's what men did for each other. And until women learn how to elevate instead of pulled down, we're not going to create the space that we should be in. So not to be the positive impact. And don't put up with the ship.

spk_0:   40:18
Why do you think women do that? Don't know. Drives me crazy But, you know, I always have

spk_1:   40:22
man friends growing up. I always hung out with the boys. I didn't hang out with the cool girl because I wasn't cool. I was not a cheerleader. I never moved in that space of popular people. I knew them. They were nice to me because I was in the smart kid classes. But I wasn't one of them, so I didn't. I don't know how that space treats itself, but I have seen it so often in leadership space. There's a classy example. In real estate world, there is a good real tour friend of mine, and she was married at the time, and she was having a very intense friendship with a male friend in the same space who was married to someone else at the time. And when the shit hit the fan because it always does. She basically had a scarlet letter attached to her, and he was patted on the back with Oh, but, you know, things weren't good at home with my skill is this shit? Why does he get in the past? And she's not. Frankly, if one doesn't get a pants, neither one of them should and if they both, it won't get to pass the other one should. And it's women who do that is women who say always, she's a home record. No, stop. I mean, I just

spk_0:   41:25
have to stop. Just shut your mouth. That's what

spk_1:   41:28
it boils down to. If we're gonna be in the mouth, we gotta elevate people to shut your mouth. If you have something to say, ask that person directly. Don't be asking your friends in the whole way to this. Yeah, I think so. It's a decision we have to make. And so, as women, we have to decide that there's room for Maura the Taper because you can always put a leaf in the table and drag up an extra chair. Unfortunately, when it comes to leadership positions, there are women that have that answer of scarcity. Again, we need to have abundance. There's talk about you know, the boys club in any profession, that they're the ones running things. Well, maybe we should have some girls clubs of our own and just make that decision to support. And before you offer criticism, ask, Do you want my opinion? If they say yes, go for it And if they say I'm not in a space where I can take it, then don't because women are wired differently. Yeah, Whenever I go to speak at any event, I tell the organizer's I'm like, If I get they back, I will deposit if they back. Do not send me the ugly comment because I can't deal with it. Yeah, and as I've learned that about myself, I can't take the ugly words I won't raid on because it's gonna poison my space. So decided

spk_0:   42:46
I love that. Well, thank you for being on here. If people want to find more about you, where should they go?

spk_1:   42:52
Well, I'm probably the most fun on Instagram, and I'm Lee Thomas Brown over there, cause I think Instagram is a happy space. I'm at Lee Brown on Twitter if you like politics. But if you don't want to go into that dumpster fire of Twitter than don't Facebook, of course I'm leaving on speaker over there alone. You two have never going to social platforms. I don't usually have my hair sweat bands in, but I will generally look like some version of this have built their own Amazon. If you need a Southern accent. I did report on myself. You're eligible person and yeah, I mean, I'm just all over the interwebs because I do love that about social media. If you're by the way, I'll give you this tip because Meghan has told you all this before, so I'll pair of her. Y'all need to respond to your own conversations and social media that you hire somebody to do it. You're foolish because this is supposed to be you talking to people. So you have a conversation with people because this is fun. And that's how we got to do this because we went from this, you know, talking to each other on instagram and cheesy. And here we only forecast

spk_0:   43:52
Yeah, you're great on instagram. Everybody go follow her on instagram. I want to end it with the question that I asked at the end of every episode. And that is for everyone listening right now, that is maybe going through their own struggles, their own hardships, and they're about to break through what is one tip or word of wisdom that you want

spk_1:   44:10
to share with everybody. All right, so I want you to plus one yourself And what plus one means is today sucked. So I went outside and I did an extra run that you might not be a runner. You might be a walker or a slimmer or an elliptical biker. Doesn't matter. Do want something more than you did yesterday because that's gonna give you a victory. That might mean you write one more page in your journal. I'm in journal. Or if you're having a shitty day, thing is, you start writing it down. You're like this was not worth writing down, so I'm over that now and then. Also, you have your books of old journals and you can look back it where you were and you could say to yourself,

spk_0:   44:48
I look where I am and it's not about

spk_1:   44:51
doing a whole book. And it's not about selling 5000 properties in one minute or writing 1000 new loans. It's doing one more something than you did yesterday. So plus one yourself, make one more phone call, you're exhausted. Be done, make one more like on Facebook, closed it down and be done. And then the end of the day I have one more glass of wine, glass of water or cocktail because you earned it and go and have one more minute of sleep. Because that's how it takes you all that tiny little bit of elevation over yesterday. It adds up, it accumulates and you can actually do some really cool things.

spk_0:   45:26
But you have to choose to do it. That's it. All right. You heard it from Lee Brown herself. Go ahead and do that plus one and have another glass of wine. I know. I'll be utilizing that tonight. I mean, get permission now. I love it. Thank you so much for being on here. I appreciate you. Thank you for having me. I love what you're doing out there, so keep the positivity of thank you.