Bill Risser joined the Tampa Florida Fidelity National Title operation as VP, Digital Strategy in January of 2017 after 17 years with Chicago Title in Phoenix, Arizona. Bill helps real estate agents, lenders and other real estate professionals navigate the ever-changing world of digital engagement and technology. Bill also produces The Real Estate Sessions podcast. The show is in year 5 with over 200 interviews, featuring local and national industry leaders. The podcast was awarded the 2019 Inman Innovator Award for podcasting. Bill has presented at numerous local, state and national real estate organizations. These include the National Association of REALTORS, Florida REALTORS, and Greater Tampa REALTORS. Bill has been married to his wife, Cindy, for 31 years. Their son, Kevin, graduated from The Maxwell School at Syracuse University with a Masters in Public Administration and now works for a not-for-profit in Washington D.C. Bill is passionate about golf, fantasy sports and all things Barbra Streisand. Really.
Episode Summary:Today, our guest breaks the record for the broker-owners interviewed on the show being the first broker-owner who has owned their brokerage for almost 40 years! Joining us is Gloria Frazier, the broker-owner of ERA American Real Estate residing in the Florida Panhandle of Destin and Fort Walton Beach area. Gloria has built a trusted base of agents to handle all aspects of real estate and rental management in the Northwestern part of Florida. In this episode, join Gloria and me to hear how Gloria has grown a successful brokerage that she has owned and operated since 1981. We also discuss some of the exciting things that Gloria has done in her life before real estate! Top Takeaways: Gloria Frazier's Advice for New Agents"Be prepared to do the hard work of prospecting, following up, and prospecting more.""We know going in that we're going to make a sizable investment of time and money with each person that comes to us. We look for people who want to make a commitment to the business. We also know how many transactions it takes for the typical agent here to say, 'I am making a living in real estate.' For us, it's about twenty-four transactions with our average sales price. If the person is willing to do the work, apply themselves, and do all those things in the beginning that have to be done because you don't have referrals, we get behind them 100% and help them get to those twenty-four transactions." – Gloria Frazier [22:54]"I mean they're everything [relationships]. You don't get new business without good relationships; you don't keep business without good relationships. You don't keep good agents without those. A few years ago, we spiffed up our mission statement and our values. Our mission statement is 'changing lives through real estate.' It does, when somebody walks through our door to become an agent, hopefully, we are changing their life for the better. When that agent sells a house, lists a house, hopefully the outcome is what the person wants to have, and they feel their life has been enhanced because of something we gave them." – Gloria Frazier [25:24]Episode Highlights:[00:32] Intro[00:58] Meet Gloria Frazier – Florida Panhandle Broker Owner [02:01] Record for the Podcast [02:53] Technology Changes in the Past 40 Years [05:12] Gloria's Background from LA to Germany [06:13] Living in Post-War Germany[08:44] Bass Player for 30 Years [12:09] Why Gloria Settled in the Florida Panhandle [14:12] Odd Jobs in Germany [16:11] How Gloria Started American Real Estate [18:05] Partnering with ERA [20:13] Opinions on Methods and Business Models  [22:33] Key Things That Make an Agent a 'Good Fit' [25:06] How Critical Relationship Are in Real Estate [27:40] Technology Changes, Relationship Don't [31:52] What Surprised Gloria the Most in the 2020 Market [34:00] Gloria's Advice for New Agents [34:58] Connect with Gloria [35:25] Closing Thoughts [36:15] Outro Episode Notes: Joining us today is Gloria Frasier, broker-owner of the ERA American Real Estate in Northwestern Florida. Born and raised in Los Angeles, California, Gloria graduated from Pepperdine University in downtown LA with a Bachelor of Arts in Sociology. After college, Gloria had the fortunate opportunity to experience Europe and decided to live her twenties in Germany. The goal was to become bilingual and accent-free and then return to the U.S. for a Master's in German to teach at the college level. Instead, she stayed in Germany when it was very much post-war Germany from the mid-sixties to mid-seventies. Gloria worked many exciting jobs, such as working at a home for unwed mothers' children to teaching English to Germans. While in Germany, Gloria even started a band, The Horizons, where she played bass guitar for over thirty years, mostly playing country and lounge music covers. After residing in Germany for eleven years, Gloria moved back to the United States and decided to make the Florida Panhandle her home over forty-four years ago. Having grown up on the west coast with access to the ocean anytime, coming back to the United States, Gloria loved having the view of the sea again. After working many interesting jobs back in Germany, Gloria found real estate through a friend who convinced her to get her real estate license and get into the business together. Gloria worked for her first brokerage agency for three and a half years. Still, an opportunity arose to jumpstart her business, and within a week, the opportunity had already opened the doors to her brokerage, American Real Estate. Gloria decided to partner up with ERA just three weeks after opening the company as they offered training, referrals and were and still are a major growing franchise. Gloria shares that she loves ERA because it has so much heart, and it not just all business. Having been in the business for almost forty years, Gloria Frasier has hired several agents. For Gloria, an agent is a good fit when the agent wants to commit to the business and is willing to work. Gloria takes it on as a personal responsibility to set agents up to not fail and reach their full potential. Gloria Frasier's advice to new agents is to be prepared to do the hard work of prospecting, following up, and prospecting some more!Resources Mentioned:Connect: Find | THE REAL ESTATE SESSIONSAt Find | Bill RisserAt bill.risser@fnf.comOn TwitterOn FacebookOn Youtube Find | Gloria Frasier At At (850)582-4493On WebsiteOn LinkedInRATE & SUBSCRIBE At Apple PodcastsOn Google PodcastsOn Stitcher 
Our guest today is a very resourceful and accomplished individual who strives to help and teach others. Joining us is Missy Bentley, a realtor with EXP Realty in Evansville, Indiana. Missy is an avid sports fan, places a strong emphasis on relationships, and has a deep love for Twitter. Missy has over 16 years of experience in sales, marketing, and media, which she uses to her advantage to help better her community. In this episode, join Missy and me to find out why relationships are the key to success and how Missy believes we all can learn something beneficial from one another. We also discuss the benefits of using Twitter to grow in knowledge and connections and what has worked and not worked in the world of the 2020 real estate industry.  Top Takeaways: Missy Bentley's Advice for New Agents "I would say don't be afraid to laugh at yourself. I feel like so many in the real estate industry take everything so seriously and it's a serious business but at the same time, you have got to have fun!" "I've always had the heart of a teacher since I was a little kid and now, I'm finally in a position where I'm finally able to work with agents who might need a little help in social media. Having been a managing broker, I know the ends and outs of a brokerage. It's really nice to take the younger, or newer, agents under my wing and showing them how things should be done. Put the client first rather than themselves." – Missy Bentley [20:13]"The one thing that I do like is I think the COVID world kind of forced everybody's hand. I think realtors have done a really good job of adapting to the industry changes. You and I are in the tech industry aside from real estate, so we knew the changes were coming. I feel like the COVID world kind of sped those changes up and overnight realtors had to change their business. I think for the most part, everybody has been really supportive of each other and really encouraging to try to move the industry forward which has been much needed for quite some time." – Missy Bentley [26:19] Episode Highlights:[00:26] Intro[00:52] Meet Missy Bentley – Twitter Savvy Midwesterner [02:10] The World of Racing [04:33] Small Town Feel in Evansville [07:37] Tri-State Sports Team Loyalty [09:56] Attending the University of Tennessee [12:53] Falling into Radio by Chance [15:57] Always Having a Foot in the Real Estate World [17:13] Transitioning to Full-Time Real Estate [19:00] Love It EVV Contributions and Many Accomplishments [20:45] The Beauty of Twitter [25:56] What's Right and Wrong in the Industry in 2020[32:12] Missy's Advice for New Agents [33:07] Connect with Missy [33:34] Closing Thoughts [34:05] Outro Episode Notes: Joining us today is Missy Bentley, a realtor with EXP Realty. Missy resides in Evansville, Indiana, known as the Tri-State Area of Indiana, Kentucky, and Illinois. The area is close to many major cities such as Cincinnati, St. Louis, Nashville, Indianapolis, and Louisville. Missy initially did not begin in real estate. Instead, she attended the University of Tennessee, where she received her Bachelor of Science in Early Childhood Education with a behavior modification specialization. She admits that this degree comes in handy in the real estate world. After graduation, Missy went on to work as a teacher but found herself landing on the radio by chance, where she became a morning radio host. Missy shares that she has been in real estate since she went back to school to complete her Master's degree, where she had a friend who owned a local brokerage that needed help. Soon after being signed on as the receptionist, Missy ended up getting her real estate license and had been dabbling in the real estate world since the late nineties. Missy eventually went full-time into real estate after not having the desire to move states to be on a new morning show with her co-hosts. Missy Bentley is a writer, consultant, realtor, trainer, and even standup comedian. Missy shares that she has the heart of a teacher and feels she is finally in a position where she can work with other agents who may need some help with social media or managing a broker. Some of the ways that Missy provides this teaching and consulting is done using Twitter. She shares the benefits that Twitter can have for small-town realtors when staying ahead of the curve on the latest information. When questioned on what she believes is right and wrong in the real estate industry in 2020, Missy shares that COVID has forced realtors to adapt to industry changes; with the pandemic, tech use for realtors has had many realtors changing their business overnight. She also hopes that the industry begins to see that there are talented, smart, and forward-thinking agents in the middle of the county in smaller markets by giving them more opportunities to shine. Missy Bentley's advice to new agents is not to be afraid to laugh at yourself. Missy believes that too often in the real estate agency, everything is taken so seriously. While real estate is a serious business, it is also essential to have fun with it as it makes the difference!Connect: Find | THE REAL ESTATE SESSIONSAt Find | Bill RisserAt bill.risser@ratgemyagent.comOn TwitterOn FacebookOn Youtube Find | Missy BentleyOn FacebookOn InstagramOn TwitterOn LinkedInRATE & SUBSCRIBE At Apple PodcastsOn Google PodcastsOn Stitcher 
Episode Summary:Our guest today shares his unique take on the “people business” of real estate. Joining us is Jeff Lobb, the founder, and CEO of SparkTank Media, a speaking, training, and coaching company that focuses on sales, marketing, and technology in the real estate, mortgage, and title industries. An international speaker and innovator, Jeff is more than a coach. With almost thirty years in the industry, Jeff is an advisor, a strategist, a business planner, and a training specialist for brokerages, teams, and agents in his new on-demand coaching, Coach 52.  In this episode, join Jeff and me to hear how Jeff’s selling years lead him to speak and coach to help others in the industry be better with technology, systems, and sales. We also discuss some of the most requested topics for conferences and the constant evolution seen in the real estate world!Top Takeaways: Jeff Lobb’s Advice for New Agents“They need to focus on getting the core stuff out of the way… but the sales end of this, you need to find at least seven streams of networks and people to connect with. If you realize this, you are not in the real estate business, you are in the people business, and the product is real estate. What you sell is trust, so if you can focus on how I find more people to talk to that will like and trust me, I can now grow my real estate business.”“Most agents do not spend their time finding new people to talk to. They are intimidated, there’s fear, there are insecurities, there’s anxiety. That is the whole business. More people, more opportunities. Focus there.”“I try and get people to work on their business as a business; To work on it, not in it. So many agents are running by the seat of their pants every day, not sure what their day even looks like other than the fires that get thrown at them. It goes beyond real estate.” – Jeff Lobb [29:36]“We lack focus. We’re very distracted; we’re in a very emotional world right now. Trying to get people to do the right activities is a critical part of this business is hard, and it’s not consistent. That’s where a lot of my time is being spent on how to get into the mindset of I want you to figure out what are the two things that you need to change to make you more money and more productive and let’s work on that.” – Jeff Lobb [30:04]Episode Highlights:[00:27] Intro[00:52] Meet Jeff Lobb—Founder of SparkTank Media[01:33] Getting Jeff on the Podcast[02:14] Born and Raised in New Jersey[04:53] Rapid Fire Sports Team Choices[05:31] Jeff’s Involvement in Coaching and Sports[06:45] Learning How to Sell at Just 10[12:49] Real Estate to VP of Technology and Marketing[17:09] SparkTank Media, A Sales, Marketing, and Coaching Company[23:58] Coach52, Building a Community of Do’ers[25:34] The Number One Requested Topic for Conferences[27:20] Jeff’s Favorite Topic to Cover[30:39] Apps to Check Out Now[37:27] Jeff’s Advice for New Agents[38:51] Connect with Jeff[39:15] Closing Thoughts[39:43] OutroEpisode Notes: Joining us today is Jeff Lobb, founder, and CEO of SparkTank Media. Jeff has also just launched Coach52, where he helps other people in the industry be better with technology, systems, and sales. Jeff Lobb was born and raised in Elizabeth, New Jersey but now lives in Sussex County, very rural compared to his big-city childhood. Jeff is involved directly in his children’s sports, coaching, and helping whenever he can.Real estate was not Jeff Lobb’s first career; he shares it started unofficially when he was only ten years old working at a fruit market. Jeff learned at a very young age how businesses evolved and learned the art of the sale. Jeff went on to receive his BS in Business Management at Kean University while working and traveling full-time in sales. After receiving his real estate license, Jeff started his real estate career with Century 21, where he credits the brokers for teaching him investment properties and door-to-door sales tactics.Spending almost twenty years in the real estate space, Jeff Lobb started to get recognized for some of his ventures at a corporate and regional level. Moving from a community trainer, Jeff moved up to VP of Technology and Marketing at EXIT Realty Corp. International. Seeing the frustrations occurring in the corporate world surrounding technology in real estate, Jeff found a need to help people from a consulting standpoint.After founding SparkTank Media, Jeff began consulting and taking speaking opportunities that started to open many doors and expand his horizons in the world of real estate. Jeff found that the real estate space began to shift for a new need to train and coach teams to stay ahead of the curve and eventually evolved into referrals. To scale this idea, Jeff Lobb created Coach52, a place for individuals in the real estate industry to find solutions to increase productivity through teaching, training, and coaching.Jeff Lobb’s advice to new agents is to stop focusing on trying to learn everything. He admits that you will probably never know everything even when you are decades in. Instead, after understanding the core fundamentals, new agents should find at least seven streams of networks and people to connect with. Realizing that you are in the people business and the product is real estate will help you gain trust and grow your real estate business.Resources Mentioned:·      Coach 52| Website·      Community | App – Text Jeff Lobb @ (973)310-7815·      Blinkist | App·      TikTok | AppConnect: Find | THE REAL ESTATE SESSIONSAt Find | Bill RisserAt bill.risser@fnf.comOn TwitterOn FacebookOn Youtube Find | Jeff Lobb At jeff@sparktankmedia.comOn WebsiteOn FacebookOn InstagramOn LinkedInRATE & SUBSCRIBE At Apple PodcastsOn Google PodcastsOn Stitcher 
In episode 255, I share a bit more of the decision to leave Fidelity National Financial after 20 years for an opportunity with RateMyAgent, an Australian based company striving to help agent harness the power of verified reviews that are tied to transactions. It's a rare "no guest" episode, so I keep it under 10 minutes! Enjoy!Connect:Find | THE REAL ESTATE SESSIONSAt TheRealEstateSessions.comFind | Bill RisserAt bill.risser@ratemyagent.comOn TwitterOn FacebookOn YoutubeRATE & SUBSCRIBE At Apple PodcastsOn Google PodcastsOn Stitcher 
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