212 - Lynn Leegard, People Buy From People They Like and Trust

In some ways, the world is in 2020 and the real estate industry
is in 1990. Lynn Leegard, the President and Co-Founder of
TrustFunds is on a mission to change that with electronic earnest
money transactions so we can finally ditch paper checks for good.
Listen in to hear her inspiration for starting TrustFunds and
learn why likeability and trust in an agent are more important
than their ability to catch buying signals. 


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Time Stamped Show Notes


01:00 – Introducing Lynn, a real estate attorney, broker,
developer, and the president and co-founder of TrustFunds, a
company that makes the earnest money process electronic

01:30 - She’s been in the industry for 35 years

02:20 - She sold real estate for 4 years, then went back
to law school



03:05 – Her business

03:10 - She saw the frustration in the market because of
paper checks; she created TrustFunds and now they do
electronic earnest money

04:20 - The industry had already figured out electronic
documents and signatures, it’s only natural that the next
progression would be electronic checks



05:10 – Millennials are used to technology but most REALTORS
are an average of 56 years old; there’s a generational divide

06:20 - TrustFunds is simple and easy; they’re integrated
right into the MLS

07:45 - Ask your REALTOR or MLS about it



08:15 – Lynn’s CSIRE story

08:20 - Once you’re in the industry, it’s hard to leave;
Lynn loves it and enjoys the challenge and variety it
provides

09:35 - You never have all the answers; you just have to
jump in and do it

10:15 - She had a top executive as a client, they looked
at several townhouses, and he was giving her buying signals
that she was totally missing

11:00 - It wasn’t until he said, “I think this is where
we write the purchase agreement” that she caught on

12:00 - The client stuck with her because he liked and
trusted her; people buy from people they like



12:20 – Lessons

12:30 - Support is good in life

12:35 - Likeability is important



13:05 – Another story

13:10 - 30 years ago, when she brought her husband home
when they were dating, her dad said, “I think this is who
we’ve been waiting for.”



13:50 – How to reach Lynn: TrustFunds website, or Facebook



3 Key Points
Technology is a beautiful thing! The industry always provides
variety and challenge.  People buy from people they like and
trust.