204 - Hear Leigh Browns Story, Interview by Greg Fowler

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. 


Please subscribe to this podcast in iTunes or in the Podcasts App
on your phone, and never miss a beat from Leigh by visiting
leighbrown.com. If you’re tired of doing real estate alone,
enroll in  Leigh Brown University and be sure to use your
special “CSIRE” discount code at checkout for $10 off your
subscription.


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.