Crazy Sh*t In Real Estate with Leigh Brown - Episode #94 with Holly Mabery

Do you smell cookies? Leigh and Holly do in this episode of
CSIRE, where they decide to lobby for snack baskets and cookies.
But it isn’t all chocolate chip and oatmeal raisin; Holly Mabery,
leader, educator, and veteran in the real estate business,
discusses the need for questions, advocacy, connection, and
community protection in the real estate business. Tune in to hear
where Holly believes real estate agents are falling short, how we
can impact our communities, and what we can do to protect our
clients from inevitable changes in a cyclical market.


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on your phone. Never miss a beat from Leigh by visiting The Leigh
Brown Experience.
Time Stamped Show Notes:

00:54 – Holly is outside of Sedona in a place called
Cottonwood; 3rd generation realtor and 4th generation Arizonian
with 19 years in the real estate business

02:50 – People think real estate is easy

03:05 – Just sold her childhood home; it was the first house
her mother purchased and sold

03:40 – She had to explain agency to her mother; she could
represent her parents but not the buyer

04:22 – She has coffee with her mother on Sunday mornings and
tells her about her day and work



04:53 – Mother asks, “Did you sell something?” and is
concerned that real estate “isn’t going to work out”

05:39 – Explained to her mother that the process of meeting
with a client and finding their house takes time and a process



06:23 – Reminder that she must slow down and make sure
everyone is on the same page



06:34 – Grateful for her parents because they are still
teaching her



06:50 – Went out on one of her first foreclosure listings as
a young agent



07:02 – She was so excited and she went out and it was a
single-wide trailer

07:13 – The front door was open and the inside was a mess;
everything was gross, there was trash from the neighborhood and
it smelled terrible

07:56 – There was no door; she used a piece of plywood and
got a door



08:59 – When you do cash for keys, you see people who are
just down on their luck but then others are jackasses



09:12 – You can help people and help work with them and the
bank, others you just want out

09:32 – Sometimes there’s evidence of human trafficking, drug
abuse, child abuse, etc.



09:45 – She fell through the floor of a foreclosed mobile
home property in Central Phoenix



09:51 – The holes had been cut in the floors to hide drugs

10:20 – Open carry for those kinds of properties



10:39 – Mobile homes are most affordable housing option right
now



10:50 – Even in a condo, you give your life away in HOA fees



11:01 – She was VP of her HOA one year and it was a “special
kind of hell”



11:20 – HOA board members were so fussy about the smallest
details

11:40 – “Their light is on...that’s my favorite” (talking
about HOA complaints)

12:00 – They think its paid leadership

12:18 – Lobbying for snack baskets and cookies



12:54 – Did you expect to see yourself in a
leadership/instructor role when you first started?



13:01 – She came in to the business at 23 straight out of
college and didn’t buy her first home until after 1.5 years of
selling

13:47 – She started reading the papers and giving the team
relevant information

13:57 – She got on the board and saw it wasn’t run the way it
should be

14:26 – If you are going to do something well, have a high
sense of collaboration



15:00 – How do we get to where we want to be and how do you
motivate people to get there?



15:05 – Sometimes it’s knocking on back doors, making
conversation, meeting new people, breaking bread with people



15:38 – Channel what you know to be better into people that
haven’t heard the message

15:45 – She was teaching LTA with Evan Fukes at a Leadership
Training Academy in AZ and she asked, “Why are you here?”



16:05 – She hit a metal easel behind her because she was
frustrated and it scared everyone, she knew she crossed the line

16:18 – She said, “I need to know why you are here and what
you do for your members!”

16:43 – Clients deserve better – most agents suck at telling
the customer why they show up

17:08 – Agents are told to “list to last” but schematics
aren’t taught

18:00 – People start to crowdsource to learn how to sell but
they aren’t told the full story



18:30 – The problem with team structure



18:39 – Green agents jump on a team and are told they’ll be
educated and mentored

18:45 – Team leaders just sees “who sticks,” and customer is
lost in obscurity

19:18 – In NC provisional brokers shouldn’t be in teams
because leaders aren’t capable

19:26 – New brokers still get in through loopholes and they
reflect poorly on other realtors

19:36 – Disconnect between broker, team leader, and whoever
else comes along



19:44 – She has a heart for new agents: All they’re told is
to make phone calls and get leads



19:58 – It’s about closing and helping people on the back end

12:10 – They say how many leads they get but what matters is
what they close

20:28 – Team leaders push calls but don’t teach them the real
valuable information that they need to communicate with the
client



21:03 – Need to explain to consumer the difference between
realtors



21:15 – Consumer should use sites, but then find good realtor
to guide them

21:30 – Agents aren’t connecting with client at that deeper
level to ask the right questions



21:40 – Agents need to ask the right questions, ask about
their goals, see how their goals fit with the market, and get
them to their goal

21:54 – Best realtors will get solutions from financing
standpoint, find investor depending on what they want to buy, and
ask questions to get clear on their long-term goals

22:19 – It’s fascinating how the number of people who got
upside-down during the dark time were never asked, “How are you
going to support 10 rentals?”



22:23 – We should keep asking questions knowing another
recession is going to happen

22:35 – In a low inventory market, people stop asking
questions

22:41 – This cycle goes back to foreclosures; the realtor
didn’t ask enough questions to protect the end user



22:55 – Ask temporary and long term goals; this is a
long-term investment

23:20 – Great opportunity for skilled realtors that
understand that the market is cyclical



23:32 – Pay attention to changes in legislation and be
proactive

24:00 – We tend to be reactionary in business and
associations, but regarding advocacy, “climb the mountain today
rather than fight the fire tomorrow”



25:15 – The bill is going after much more than housing; it’s
going after institutions and people and how they live

25:33 – People think of themselves, but realtors should watch
out for everyone in the community and say something if it could
negatively impact others

26:10 – Provisions will affect everyone now or later but
people are so self-centered



26:39 – Comparison with other markets (rentals/ownership)
aren’t relevant

27:08 – Housing is a main driver in the U.S., 20-30 are
involved in home sales

27:36 – Holly knew a flower shop owner who went from working
with 40 realtors a month to two during the recession, for example



28:00 – New bill throws a boulder in a puddle

28:30 – Look at what people do for homeownership; she is
remodeling bathroom and tradespeople have gone in and out



28:48 – Tells you how budget/business must change for the
long game



29:02 - Agents miss opportunity playing the “one and done
today” game; stop being pissed at NAR for standing up for people
on national level



29:19 – Look at the impact on your community; on people like
the flower guy



29:27 – If we educate new realtors we’ll have better
advocates in the future



29:44 – Leaders don’t want to talk about advocacy to new
realtors due to money and that’s an opportunity lost



30:07 -  At a listing appointment, don’t just spotlight
MLS and a sign in their yard, but also negotiations, repairs,
lender management, appraiser work, services, etc.



30:34 – You miss an opportunity to show them what you do

31:10 – Reach Holly at azheartland.com or hollymabery.com,
Facebook, or Twitter

3 Key Points To do something well, you must have a high level
of collaboration. Ask questions; your questions could save your
client in the future. Understand that the market is cyclical and
advocate to help protect your community. Credits

Audio Production by Chris Mottram

Show Notes provided by Melissa Valder