September 25, 2024 • 47 mins
What if the key to success in real estate is continuous learning and adaptation? Join us as we welcome Deb Asher, Director of Business Development for Coldwell Banker American Homes, to share her wealth of experience and insights on the importance of education in the real estate industry. Deb delves into the Academy at American Homes, an education platform offering a wide range of sessions featuring managers, attorneys, vendors, and real estate professionals. She also discusses the role of technology and flexibility provided by pre-recorded sessions, making it easier for agents to access the information they need.
Ever wondered how a real estate professional can transition from managing an office to becoming a trainer and co-founder of a training firm? Listen as we recount the inspiring journey of a real estate professional who overcame significant challenges to co-found ProCaliber Associates. This segment highlights the importance of ongoing training and adapting communication skills to better serve clients, ultimately aiming to elevate industry standards. Learn about the "Soaring to Success" course, a comprehensive program designed to help agents refine their skills and achieve higher levels of success.
As the real estate industry evolves, so too must the practices and strategies of those within it. We explore the enduring fundamentals of effective communication and understanding client needs amidst changing technologies and practices. Special attention is given to the decoupling of commissions between buyer and seller agents, and the educational efforts required to adapt to this shift. Finally, get to know Deb's adventurous spirit, from her skydiving and flying experiences to her involvement with the Heart of American Homes Foundation, showcasing her passion for giving back to the community. This episode is brimming with valuable insights and personal anecdotes, making it a must-listen for anyone in the real estate field.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:07):
Hi, welcome to Work Hard, play Hard and Give Back a
real estate podcast.
I'm Mike Litzner, broker ownerof Colwell Banker.
Here we are at the studio atAmerican Homes at Smithtown and
I have our guest speaker today,deb Asher, director of Business
Development for Colwell BankerAmerican Homes.
Welcome to the show.
Speaker 2 (00:25):
Thank you so much, Michael.
I really feel so honored to behere Great.
Speaker 1 (00:29):
No, it's our honor to have you.
I know we have a great story totell today, so I'm excited to
get started.
Excited to get started so it'sgoing to be great.
Just before we get into it,just remember to like, subscribe
and don't forget to stay.
For the end we have to drop themic question.
It's always a lot of fun.
So you bring so much experienceto the table for real estate,
(00:51):
you know as director of businessdevelopment.
Tell us a little bit about whatyour title slash job.
What does that mean for forreal estate agents?
Speaker 2 (01:00):
I would say that my position uh brings to the table
for our real estateprofessionals the education
platform.
We have a huge educationplatform and, in my opinion,
education is something that is aconstant, no matter how long
(01:23):
you've been in the industry,especially with things changing.
We have big changes.
Speaker 1 (01:29):
Now more than ever.
Speaker 2 (01:29):
Now more than ever, the focus is to provide as much
information, education possibleand support that's all kind of
connected to our team.
You know the education platformisn't just directed at myself.
You know I do a lot of thesessions, but what I love about
(01:51):
it is that we have diversespeakers.
We have managers, we haveattorneys, we have some of our
vendors from the mortgageindustry, we have our own real
estate professionals that take asession on and it really gives
(02:11):
the overall information that'snecessary to run your business.
Speaker 1 (02:17):
Right, which is great .
So what you're referencing justso our audience is on the same
page with us is the Academy atAmerican Alms.
Speaker 2 (02:24):
Absolutely.
I was going to add that in thesense of on the JET platform.
It's not only the platformthat's there.
We have so many tools that isall broker-provided, but all of
those tools are all connected tothe education.
So it's not.
(02:49):
Yes, the Academy is there every.
What I always want to makeclear to everybody, because I
get questions when are sessions,what's the date?
And it's there.
Our program is out now untilDecember.
So you know I try to reinforce.
Anyone that wants to knowwhat's happening, when it's
happening, can go on to theAcademy and check the schedule,
put a date down that is inNovember, if they wanted to, for
(03:10):
a specific topic in addition onthe calendar now and save it to
their calendar now.
And we also have on the Academythe pre-recorded sessions.
So every session that we do ispre-recorded.
So I love that, also because wehave a lot of technology
(03:30):
sessions and it gives people theopportunity and I reinforce
that when the session is live, Ireinforce that you can listen,
take notes.
Don't try to do it while it'sbeing live, because it's a lot,
it's a lot of information.
Speaker 1 (03:49):
If you're too busy you're not listening.
Then you miss the next part ofit.
Speaker 2 (03:52):
Exactly exactly.
So they have the opportunity togo into the library and, to you
know, choose whatever topic youknow, and if it's technology,
obviously they could stop it.
They could, you know, practiceit, they could practice it, they
could go back and look at itagain.
And the Jet platform is allpart of the business development
(04:13):
.
Speaker 1 (04:14):
So let me dive into something here first.
So obviously I'm familiar withthe Academy at American Homes
and I will just say it's animpressive platform.
I don't think there's anyone inour industry locally that has
anything like it.
So, as someone who's had afront row seat to see it
organically developed, and youbeing a major proponent, leader
(04:39):
in developing this, it's anincredible platform that needs
to be looked at and takenadvantage of.
So obviously, in developingthis, it's an incredible
platform that needs to be lookedat and taken advantage of.
So obviously, in developingthis and looking at this, your
background is in education.
So why don't we go back a fewsteps, a little bit, and say,
well, how does someone get theirreal estate license, start in
sales and then they pivot toeducation?
(05:00):
What light goes off that says,okay, I'm going to be an
educator?
Speaker 2 (05:03):
Well, it's so funny that you should say that,
because I was just speaking tosomebody the other day and we
were talking about longevity ina career.
Yeah, so I don't know if it'son your questions there, but—.
Speaker 1 (05:18):
No, I'm keeping them secret.
You'll find out when you'reready, when you're ready.
Speaker 2 (05:23):
But I started my career in 1982.
Yeah, a couple of years ago.
A couple of years ago.
Speaker 1 (05:29):
Deborah Asher has been a realtor for over 22 years
.
Her career has spanned everyaspect of the real estate
industry sales managementrecruiting, training, coaching
and motivational speaking on alocal and national level.
Speaker 2 (05:43):
The thing that I was saying to this person the other
day, you know, when we talkedabout longevity, I said, listen,
I don't think.
At least I didn't.
You know, go through highschool and say, oh, when I grow
up or be a little kid, you knowwho wants to be a fireman or a
policeman, and you know, I don'tthink we have kids running
around going.
I want to be a realtor, youknow.
So what actually happened forme to get started?
(06:06):
In 82, we were in our home firstpurchase seven years, four
bedroom, two bath, six-year-oldsplanch home in Selden for
$34,000.
That'll give you an idea.
And seven years later I hadthree children.
The youngest was two, you know,two, four and seven.
And I was looking for someincome supplement, right.
(06:29):
And I was looking through thepenny saver and you know there
was an ad real estate, sales,part-time, full-time, be your
own boss, make your own hours,unlimited income, kind of like
we have today, only it's on theinternet today, right, and I,
you know, I was like, oh, realestate, you know that guy who
(06:51):
sold us our house.
Speaker 1 (06:52):
He didn't, he really didn't do anything.
Speaker 2 (06:52):
You know, showed us there's a lot of realtors
listening today.
Speaker 1 (06:55):
Right, but this is the truth.
Speaker 2 (06:56):
I have to tell it because it's I share it when I
do my my classes.
You know, he didn't really doanything.
You know, showed us threehouses.
The first one was beautiful,that's the one we bought.
The other two were not, and youknow, and that was it.
So when I looked at this ad, Iwas like I could do that.
You know, perception yes.
Speaker 1 (07:16):
All right, that's a good agent who made it look easy
.
Speaker 2 (07:18):
The perception of the consumer, even today that comes
into the industry, of theconsumer, even today that comes
into the industry, doesn'tnecessarily take in everything
that this position holds.
I am so focused on belief ofeveryone who comes into this
industry wants to be successful.
(07:40):
The thing is, they mustrecognize that they're a
business owner, right.
Speaker 1 (07:46):
It's a business owner .
We always say you're inbusiness for yourself, but not
by yourself.
Speaker 2 (07:49):
Exactly, and what ended up happening was that I
went on an interview and at thattime you didn't have to take
any schooling, you just studiedfor the Department of State test
.
You took the test, got yourlicense, they gave you a year to
see if you liked it, and thenyou took a 45-hour course and so
(08:09):
I started with a broker that Iinterviewed and he said oh,
you're going to get a desk andyou're going to get a phone and
business cards and leads.
I was like three kids.
Speaker 1 (08:20):
Let me get out.
That was a big deal in theearly 80s.
Now kids grow up with it.
Yes, I know, At three years oldthey get a desk and a phone.
Speaker 2 (08:27):
But the bottom line was that when I was told you
know where are the leads, youknow you've got to go out there
and get them, I was like what?
So I said I'm going to do this,I'm going to make my one sale
(08:48):
and then that's it.
But that wasn't it.
The idea for me, and what Ishare, is that this is the most
amazing business to be anentrepreneur, to have an
unlimited income of what youwant to earn.
And I think what ended uphappening with me kind of going
from sales which I loved when Iwas in sales I had left that one
company.
I was only there a couple ofweeks and I joined an
(09:09):
independent company that grew to17, 18 offices and I kind of
grew with that company and therewere things that I found out
about myself that you don't know, things that I found out about
myself that you don't know.
You know you don't realize.
And I think that to me, when Iwas kind of pointed to education
(09:31):
while I was with the company, Istarted to do some training.
I became a director ofrecruiting there and training,
but on not a scale like we have.
I think maybe there were 175agents at the time.
(09:52):
It was something that I wantedto get out the word of my own
you know trepidations and my ownfears, and let everybody know
that it's marvelous, it iswonderful and it's so rewarding,
not only the financial part butthe people part.
Speaker 1 (10:14):
Right.
Well, there's a fundamental intraining and you and I have had
this conversation.
A lot of people think it'ssales and it's press, press,
press, press, sell, sell, sell,sell.
And, as we always say, one ofthe fundamental principles of
doing our business correctly isyou get paid a lot of money to
help people, and I don't thinkthe average consumer understands
(10:37):
that.
There's a certain amount ofagents that don't understand
that either.
But when you're doing thiscorrectly, you're putting your
clients needs, wants, interest.
You know in the forefront andyou know guiding them and
helping them.
And that's when you touch onthe rewarding.
I think that's the part thatpeople think when they say a
(10:58):
realtor's oh, it's rewarding,they think it's all about the
money and it's can be rewardingmonetarily.
You know, because in order tomake money, you you've got to
help other people.
You get paid a lot of money tohelp other people.
So as long as you keep your eyeon that ball, you know it
really helps everyone.
So I think the most rewardingthing that hit me earlier on and
(11:20):
maybe you experienced the samewas I got to a closing and not
only were they handing me apretty large, large check.
You know and I we've both beenin this for 40 plus years, so I
was young and it was like wowand our client came over and
gave me a big hug exactly.
They're hugging you whilethey're giving you a big check.
I'm like wow this is a reallygood business.
Speaker 2 (11:37):
I like this exactly it is, and that, to me, is so
rewarding.
That accomplishment, that'shuge.
When you are helping people,regardless of whether somebody
is moving, putting their home upfor sale, moving to a new
chapter, or somebody isbeginning a new chapter in their
(11:57):
life.
It's a feeling that you have toexperience it, to to um, you
know, really get it.
And I think that that is what Isee in our um, in our real
estate professionals.
You know, you, you you mentionedbefore about the, our education
platform, the jet platform.
(12:17):
You know what we have for ourreal estate professionals, what
we provide them.
I can actually say it's notexistent in many of our
competitors because it's notjust teaching, it's what our
leadership team, what everyonebrings to the table to help that
(12:42):
individual agent Support iscritical.
You know, I don't care whatlevel of production somebody is
at, Support is huge and you knowso.
It's not only that the toolsare there, but, like anything,
you know, even knowledge.
(13:04):
Knowledge is wonderful, right,but it's the application of
knowledge, yes, that that makesthe success I always say, um,
there's two sides of learning.
Speaker 1 (13:15):
There's the information side, but then what
did you learn?
What are you going to do withit?
So it what's the most mostoverlooked part of learning is
the application, and if youdon't use it, you lose it
Exactly.
So it's that one, too, and Ithink you know you have agents
out there that's like, oh yeah,I know what I'm doing and going
it alone as a maverick, I feellike you lose so much, right?
(13:38):
Yes, over the years, right?
So how many times have you hadto learn and now relearn and
then relearn?
Yeah, how many times have youhad to learn and now relearn and
then relearn?
Yeah, we talked about youradvent, coming into the business
.
We talked about becoming arecruiter and growing, and then
you switched at some point tobecome educator, and obviously
your path goes further, becauseyou talked about training
nationally, across the country.
(13:59):
So what was in the thoughtprocess, what was the light that
went off, that you went toeducation?
How did that happen?
Speaker 2 (14:06):
I can't pinpoint that all right because I think it
was a gradual thing, as I said,with the smaller company that
you know well 18 offices, butsmaller in a sense it was only
in Suffolk County and I startedto feel I was making a
difference in people, people whocame in maybe with those same
(14:26):
perceptions that I had easy, youknow and it was like a light
that I saw in them to say ohyeah, I don't know what the word
is, but every moment meanssomething in your life.
You know, you stop at a redlight, or you don't make the
(14:46):
light, or I don't know.
I don't know what that word isFate.
Speaker 1 (14:49):
Fate or an epiphany.
Speaker 2 (14:50):
Something, something to that effect.
And I was brought into theCentury 21 system to manage a
new office that they had and Ihad an arrangement with this new
broker and this was what wassupposed to happen.
And I went in, I had a littlebox of things that I set up on a
(15:13):
desk and, you know, first week,second week went by and I'm
doing what I'm supposed to doand his part now was supposed to
come to do what he was supposedto do and nothing happened and
I was like, okay, what's goingon?
And gave him another day or twoand basically I wasn't
compensated and I was like, yeah, this is not happening.
(15:34):
And I got my little box back,put it all in, got in my car
there's the curve in the roadthat we all experience in life,
that we all experience in life.
Yeah, but that segment, short asit was, led me to the gentleman
who was the regional franchisesalesperson and he knew me from
(15:55):
my prior company trying torecruit the broker into the
system at that time, and he metwith me and then he set up an
interview with the regionaldirector and that regional
director invited me to attend anevent that they were having at
the Huntington Townhouse.
(16:16):
Now I'm really dating myself.
Okay, target is there now okay.
But I went in.
Target is there now okay.
But I went in and there had tobe 700, 800 people overhead
projector, because we're goingback in the you know like 91 or
something like that.
And I watched him, you know, dothis event speaking and
(16:42):
everybody's at the edge of theirseat.
So that evening I went for myinterview.
Now, mind you, the biggestamount of people that I probably
spoke in front of was aboutmaybe 75 at one time.
And we're interviewing, we'retalking, everything is going
fine, and all of a sudden helooks at me, he goes.
Were you at the event today?
So I said yes, I was.
He goes, what do you think?
(17:03):
I said, oh, my God, it wasamazing.
Could you do that?
I said do what he goes.
Could you hold the attention of750 people for three hours?
I literally took a deep breath.
You feel like sinking and Ilooked at him with all the
(17:24):
confidence in the world and said, absolutely.
He says to me you're hired.
Then I said can I excuse?
Speaker 1 (17:31):
myself.
Speaker 2 (17:32):
And I kind of walked out and I was like, oh my God,
am I going to be in front of 700people tomorrow?
But somewhere there was that,something that desire to do that
we have to come away from ourreal estate jargon.
Our real estate jargon might behi.
(17:53):
My name is Marisha.
I'm a GRI, I do a CMA which I'mMLS.
What does that mean?
It means nothing to theconsumer Just because I got this
position.
There was constant training,learning.
Speaker 1 (18:16):
What do you call it?
Train the trainer.
Speaker 2 (18:18):
Train the trainer.
Yeah, I was very blessed withthe foundation to bring the
skills that were inside me butto make them more prevalent.
Speaker 1 (18:31):
Yeah, so now, over the years, this led to obviously
not only training within theCentury 21 system.
How long did that last, by theway?
Six years, Okay, and then isthat where you pivoted to
ProCalibur Associates.
Speaker 2 (18:43):
Oh, yes, yes.
Why don't you tell our?
Speaker 1 (18:45):
audience about that.
This is, I think, really a boldmove on your part, but I give
you so much credit.
Thank you, because that's goingto be a wonderful experience it
was amazing.
Speaker 2 (18:55):
At the time when I was with the system, there were
lots of changes going on.
Basically, the position of 60regional trainers was reduced to
six.
I was honored to be one ofthose six, but it involved a
totally different schedule.
I still had a 15-year-old home,so it couldn't really work.
(19:16):
What ended up happening was mylife partner who at the time
wasn't my life partner, butPeter Zaborski, also worked at
the Center 21 system.
He was a great writer and I wasa great I don't want to say
(19:36):
great, I don't want to say thatabout myself deliverer, I could
deliver messages and I've beenfortunate to be told that by so
many.
You make it so easy tounderstand.
So anyway, so I could be thedeliverer, the communicator, and
Peter and I started liketalking and things like that,
because I was traveling aroundthe country with Century 21 at
(19:57):
that time and what I recognizedis that in the real estate
industry, the training that wasbeing provided, it wasn't just
on Long Island or in New York orin the Northeast region, it was
national and it was to me itwas too salesy.
(20:20):
It was too that pushy, hardsell.
Not everyone can adapt to thatand there were a lot of people
coming in the industry andleaving the industry.
Speaker 1 (20:33):
Unfortunately, I think that's still true today,
though.
Speaker 2 (20:36):
Not here for us, not at Coal Bank or American Homes.
I like that.
So we, you know we started tocollaborate on different ideas
and points of difference.
You know, and you'll know, Iknow it's got to be in there
somewhere, me being a pain aboutwords, but that is all part of
points of difference, takingthat perception that I mentioned
(20:58):
earlier, the job being easy.
But the perception of theconsumer is also that we don't
do a lot and it's more on thenegative side than positive.
That's how it was in 1982.
And it's not that muchdifferent today.
So to me, anything that couldbe done to raise that level of
(21:21):
professionalism the way we speak, the way we deliver the, the,
the way we market ourselves um,it all falls together.
Speaker 1 (21:29):
Focus on our client, which is amongst going back to
some of the biggest changes now.
Having a client and a fiduciaryresponsibility is overlooked
too much and it needs to be theprimary focus.
Speaker 2 (21:41):
The primary focus.
Would you agree with thatAbsolutely?
And so, with ProcaliberAssociates, we became a
corporation you know those bigbottle plastic things with
change that you fill with change.
That's what we used.
The funding Peter used hischange change and we got our
incorporated and the rest ishistory.
(22:01):
Um started to market, hemarketed, I went out.
It started in broker offices,then it moved to um, uh, like
the hotels where I now hadconferences.
Speaker 1 (22:14):
So what was the biggest audience?
Speaker 2 (22:15):
Oh, probably about 1,200 people out in Colorado,
because, from part of beingpro-caliber, I became part of a
speaker group and that gave methe opportunity to travel around
the country and deliverprograms that we wrote.
And I'm still writing programstoday.
It's just doing thingsdifferently, you know, and it's
(22:40):
very important, and I'm so takenback if I go to a library
function or something and I seepeople who took a class in 2000,
.
You know, and they'll say to me, deb, I am still doing this,
I'm still doing that, I'm stillusing this, and it makes a
difference.
Speaker 1 (22:59):
Well, as much as all the technologies come into our
business, the fundamentals don'tchange.
It's still a people business,exactly the thought process of
serving people never seems tochange.
No, we can do it moreefficiently, more effectively,
more creatively.
We can do it more efficiently,more effectively, more
creatively.
But if you don't have a focuson your fiduciary, I think
(23:21):
you're not going to make it inthis business, absolutely.
Speaker 2 (23:23):
And the same way we talked about communication my
communicating I feel like I'msharing that door to open for
our real estate professionalsand anyone that I've touched in
the past prior to really enhancetheir communication skills,
(23:46):
because when they are sitting,they might not be in an audience
in front of an audience of athousand people, but when
they're sitting across a tablefrom their future client, they
are in a position of needing tocommunicate, and they're
communicating not only whattheir value is, that they're
bringing to the table, but whyit's important for them, why
(24:08):
it's important for that sellerto hire them, why it's important
for the buyer to hire them.
Speaker 1 (24:14):
I think that's one of the things.
I love what you just said.
I want to make sure it's notmissed there.
We often talk about the why andtoo many times I think
salespeople feature drop it's,feature drop.
It's like there's somethingsexy that they saw on HGTV,
feature drop something and yetthey don't tie it down to what
it means to our client.
(24:34):
It's so important to understandthe why's.
Once you explain your why topeople, they're like oh, they
embrace it, like oh, thank youso much for caring.
Speaker 2 (24:44):
Yes, exactly, and they do.
People do see that, you know,and it's even the simplicity of
explaining the process.
You know, we don't want to evertake for granted that just
because somebody might have, youknow, sold a home before, it
doesn't mean that they knew theprocess or knew the backdoor
(25:06):
stuff that we do that nobodytells them about, and that goes
back to evidencing their value,you know, and so that to me is
an important part to be able tofor me, and I say that to them.
You know, you may be herethinking you're being educated,
I said, but you're here so youcan educate.
Speaker 1 (25:27):
Yes, yes, coming back to train the trainer.
Speaker 2 (25:30):
Train the trainer, so our agents need to train their
buyers, clients and their sellerclients.
Speaker 1 (25:36):
That's right.
It's interesting you hear overthe years from agents and
certain statements and buyersare liars, or buyers aren't
loyal, right, and it always kindof bugs me a little bit because
I'm like buyers are loyal,People want to be loyal to you,
but you've got to earn it rightExactly, and when you evidence
(25:56):
your value to them and you showthem that you care, buyers will
be loyal to you.
Because there's too many peoplerunning around that have no clue
.
Yes, so when they find someonewho actually can deliver and
care, do it while caring.
Speaker 2 (26:13):
Yes, and that comes through.
That has to come from here andI think that that is part of
what so many of our Coal BankerAmerican Homes family members
carry.
There is a caring and thatcaring listen, there's
frustrations in this, but anyonethat runs a business, you know
(26:36):
whether you have a restaurant ora barbershop, you know it's a
business.
You have to go in every day,open that door and you know you
have to work it.
Speaker 1 (26:47):
Deal with the good and the bad.
Yeah, exactly, there's alwayschallenges.
If it was that easy theneverybody would do it yeah.
So, deb, you developed a coursecalled Soaring to Success.
Right Then this came out ofProCalibur Associates and then
you brought it to American Homes.
I think agents or people thatare thinking of becoming agents
should know about this course,because it's not just about CE
(27:09):
credits or getting a license.
It's a fundamental course ofbuilding blocks to help you
build a business worth owning.
Can you share with our audiencea little bit about this?
Speaker 2 (27:19):
So this program, as you said, goes back from
ProCalibur Associates and I'vetweaked it over the years.
Of course, in certain areas I'mworking on it now because of
the changes that have come intothe industry.
Correct, but this is a10-session program.
But this is a 10-sessionprogram.
It's a commitment that our realestate professionals make to
(27:42):
take the program.
Speaker 1 (27:47):
I am hard on attendance because it's so.
They sign up for one, they signup for all 10?
Speaker 2 (27:49):
They sign up for all 10.
I have a little absentee that Igive a little teeny window to,
but the program coverseverything within the industry
that you need for the running ofyour business, and it's not
just for people who are startingthe business, and that goes
back to my past clients that Isaid that I could still see.
(28:11):
You know, there I have peoplewho who take this class, who are
25, 30 years in, and they takeit because they need that point
of difference, they need thatrefresher.
Speaker 1 (28:22):
It also helps them take their business to the next
level.
Speaker 2 (28:25):
Absolutely.
Speaker 1 (28:26):
Yes, there are different levels and agents
sometimes get comfortable at acertain level.
At a certain level it's reallyhard to make that breakthrough
to the next level, Having beenthrough it, obviously, myself 30
years ago.
Speaker 2 (28:40):
Yeah, probably.
Yes, you were yeah when Ibrought it into Westbury and to
East.
Speaker 1 (28:46):
Meadow.
I haven't been through itthough.
I can tell you firsthand but ithelps get you back focused on
the fundamentals and reallypolishing your game.
Speaker 2 (28:58):
Polishing your game recognizing more value in
yourself, what to bring to theconsumer.
But two courses I call them mybookends.
Two courses the first sessionand the last session talk about
self.
You talked about mindset before, and one of the programs that I
(29:21):
was fortunate to take when Iwas with the Century 21 system
was a program called Investmentin Excellence and it talked
about the mind and how we think.
It's an amazing session and Iwas able to create my own
session to put it into Soaringto Success.
So I start with that, because Ithink it's important to lay the
(29:44):
groundwork for your mindset,and then we go through
everything in the program, fromthe buyer consultation, the
seller consultation, you know,for sale by owners, failed sales
technology that we bring intoit.
It's everything that'snecessary and I end with time
(30:06):
management.
So it's the bookends.
Speaker 1 (30:09):
That's another topic that's so overlooked.
We don't see that that oftenand yet one of the challenges I
always found agents talk aboutand struggle with is the time
management, because we're aseven day a week business and
when you buy in the right way,there's always another house to
show, there's always anothercall to make, there's always
another something going on andyou need that work-life balance
(30:31):
absolutely believe it or not,between the mindset and the time
management and the running ofthe business.
Speaker 2 (30:39):
I really try to emphasize, as crazy as this is
going to sound, that we can havea stress-less lifestyle.
Right, you know we can do that.
Speaker 1 (30:52):
So you can work hard and play hard.
We can work hard play hard andeven get back at the end of the
day, exactly Right there.
So, Deb, we've looked at thelargest set of changes we've
seen in 40 years, right with thelawsuit and NARA's settlement
and what have you.
So let's talk a little bitabout what those changes are and
(31:13):
how the agents are meeting itand what it means, maybe even to
the consumer.
Speaker 2 (31:18):
So I agree.
Yes, this is probably thebiggest change that I've seen in
the industry for the 42 yearsthat I've been in the position
for our real estateprofessionals.
Number one when there's change,there's different ways that
people will handle change.
You know somebody who wants tocome out of their comfort zone.
They kind of step out.
(31:39):
They're a little leery.
You know this changeincorporated everyone and when
we are, you know, kind of pushedwith our back up against the
wall, you know we have no choicebut to move with it.
And I think that was theimportant factor for us, meaning
(32:01):
we started the preparation ofthis change in June, right Way
before the actual dates thatwere required.
Speaker 1 (32:11):
Yes, which, for the audience that doesn't know, it
was August 17th.
We were given from thesettlement, so to speak, as a
date to make adjustments.
Speaker 2 (32:21):
To make it happen.
We started educating our realestate professionals back in
June, the summer people wouldsay, oh, it's the summertime.
We had such great attendance atthe leaderships, all the
leadership.
I gave them so much applausefor their dedication and for
their support.
You know doing more than onesession a week and so on and so
(32:44):
forth, just to make sure thateverybody was provided the
information, and then not onlyprovided the information but to
be able to practice it.
You know to work in groups andyou know role playing.
You know I try to groups andyou know role playing.
You know I try to use the wordpractice because I'm the fussy
lady with words, but that wasimportant and it was so
successful because it gaveeverybody.
(33:06):
Oh, I didn't think about that.
And again, when you haveeverybody going back, you have
newer agents and you have agentsthat you know years and years
and years of experience.
Speaker 1 (33:17):
But the newer agents are still learning and they seem
to be more open.
Speaker 2 (33:19):
Because they don't have any baggage.
Speaker 1 (33:22):
Well, I kind of look at it this way, right and tell
me if I'm off on this.
But when you're a successfulagent, it's like you've already
learned what you're talkingpoints and how you want to
handle it.
And now industry changes andyou're sitting there saying wait
, I'm finally, really good atthis, don't move my cheese.
Speaker 2 (33:39):
Exactly exactly, they're not as open to change.
Speaker 1 (33:41):
But because there was no choice, everyone's going to
have to change.
I think our agents I give themcredit have been open to the
change because they know youhave no choice and you need to
understand it.
So I think it may be importantfor the people who aren't in the
industry maybe just to share.
I think the biggest part of thelawsuit that was settled is the
way brokerage and theircommissions are handled.
So it's always been traditionalthat the seller puts the house
(34:04):
on the market with a broker.
That broker negotiates thecommission and then there's
usually a co-broker and there'sa sharing of the commission.
And I guess the crux of thelawsuit was what they call a
decoupling of commissions, right?
So it's now, um, there's alwaysbeen two brokers, a buy side
and sell side, as two agents,you know, in brokerages and
there still is, except for nowthere's the buyer negotiates
(34:26):
their commission with theirbuyer agreement and the seller
negotiates their commission onthe seller side.
So essentially, at the end ofthe day, would it be fair to say
that it's it's brokerage?
It's still servicing people,it's still.
Speaker 2 (34:38):
It really, it's semantics, the way things were
moved around.
I don't know why it waspositioned.
You know, seller pays the fee,you know, and I would always say
that's a great area, becauseit's really a pile of money in
the middle of the table that thebuyer is bringing to the table
and it kind of everybody getspieces of it and we call it
(34:58):
proceeds.
Speaker 1 (34:59):
Proceeds from the net proceeds and we've always
gotten paid out of proceeds Outof net proceeds and that has not
changed the last 100 years.
Speaker 2 (35:05):
Yes, I mean, it's an option.
It's depending upon differenttypes of ways it's structured,
but the majority is it's stillthe same.
Yeah, it's still the same, yeah.
Speaker 1 (35:15):
It's still the same.
One of the biggest changes thatI think I like and again, as
much as I want to preface this,as much as agents do not like
change the change that mightcome out of this is that we've
had something in New York Statecalled sub-agency, where
literally the listing brokergets hired by the seller and, in
theory, the listing brokerhires the selling broker, or the
selling broker works for thelisting broker, so thereby works
(35:37):
for the sub-agent of the seller.
No-transcript.
You show them properties,sometimes over weeks, maybe a
(35:58):
month or more, and you finallyfind this beautiful property.
It's perfect for them.
You go to show it, the house isvacant, so it's a seller you've
never met.
Exactly Now you get intonegotiations and it's like oh
yeah, I know these buyers' dog'sname, I know the kid's names,
but I represent this seller whoI've never met before, made for
an awkwardness or some of thegray area.
(36:19):
I think that our industry wasin and I believe the new version
of decoupling will actually becleaner and a better opportunity
for buyers.
Exactly never been through thisprocess before.
Right, exactly you know sellershave actually bought a house
and now maybe reselling if theyhaven't sold for 10, 20, 30
years.
A lot of times, first timebuyers come to this, they don't
(36:40):
know what they're doing and noone's advocating for them.
Speaker 2 (36:42):
There was a survey done back in the 90s and they
surveyed new homeowners and inthat survey they asked the
question was it your agent?
Did the agent work for you ordid they work for the seller?
97% oh, they work for questionwas it your agent?
Did the agent work for you ordid they work for the seller?
97% oh, they work for me, theywork for me.
So that in itself was like anissue Problematic, Problematic,
(37:06):
exactly.
So now it's a beautiful thing.
It really is a beautiful thing,Because I could never wrap my
head around the fact of whywould somebody not want somebody
advocating for them?
Speaker 1 (37:21):
Yes, exactly, exactly so.
I think it's a greatopportunity for agents who can
really find the value and theneeds of that client and really
hold their hand and walk themthrough Exactly Into a better
place.
Speaker 2 (37:34):
Into a better place, yeah.
Speaker 1 (37:36):
I really believe agents need to lean into this.
This is not an optional thing,number one, but it's also an
opportunity and I think theagents who figure out how to
restructure their business inthis are going to blossom and
prosper Absolutely.
I always feel change as much asif it's uncomfortable, is a
huge opportunity.
Speaker 2 (37:53):
And part of going back to Soaring to success for
just a second two and a halfsessions is specific to the
buyer consultation.
You know, and it is afull-blown consultation.
I mean people can kind ofvisualize, you know, sitting
with a seller in their home andso on, and that's another thing.
I always put out points ofdifference.
(38:14):
You know, offer the opportunityto provide a consultation in
the buyer's home, they may takeit, they may not, but it's a
choice and that's part of thepoint of difference.
Speaker 1 (38:25):
So we like to get into the play hard, which is
really just a little more forpersonalization or humanization.
Before I pivot that, I justwant to remind our audience
please remember to like andsubscribe.
We value your viewership andlove having you join us.
So let me ask you a personalquestion here what's a non-real
estate interest of Deb Asher?
What's the human?
Speaker 2 (38:45):
side.
Oh my goodness, well, family, Ihave my family.
I have 10 grandkids.
They keep me quite busy.
Lots of adventures that we goon, lots of things that we do,
but personally I love fishing.
Ah okay, I have a Jeep withfour-wheel drive, I have my
drive-on pass and I love goingout and hanging out there.
(39:10):
I get to enjoy the beach andeverybody says, oh, you've got a
beautiful tan.
And I'm like, yeah, I work hardat it.
What's so cool is that when Igo out and I go early because
you've got to get a good spotthere's a lot of men that fish,
you know.
Speaker 1 (39:27):
And.
Speaker 2 (39:28):
I come out, you know I open up my hatch and I, you
know I get my pole out, I put myrod holder in the sand and know
I catch them, like, lookinglike, what is this one doing?
You know, that type of thing.
To me it's an awesome feeling.
My granddaughters love to fishand I feel like I'm sharing
something with them.
Yeah, that you know, you could,you can do anything you want,
(39:51):
and I always say that to them myboys too, because I have five
grandsons, five granddaughters,right, right.
Speaker 1 (39:56):
so obviously there's an adventurous side to Deb Asher
here, so let me ask you what'sthe most adventurous thing
you've ever done?
Speaker 2 (40:05):
So for my 60th birthday, I jumped out of an
airplane.
Speaker 1 (40:10):
Okay, did you have a parachute?
I did, thanks, didn't do it bymyself.
Speaker 2 (40:14):
I'm not that brave.
Yep, thanks, didn't do it bymyself.
I'm not that brave.
Yeah, yeah, was talking with myneighbors and her husband is,
you know, he's done theskydiving a few times, yeah, and
I said that's on my bucket list.
Lo and behold, a month later wescheduled it out in Santa
Mariches and it was.
It was amazing.
Yeah, you know, I wasn'tnervous.
(40:35):
I also flew a plane.
Speaker 1 (40:37):
Yeah, it was amazing.
I wasn't nervous.
I also flew a plane, I did notknow that.
Speaker 2 (40:39):
I'll share just quick about that.
Speaker 1 (40:41):
What's it like getting on that edge of the
plane while it's flying andmaking that step, did you have
to get your nerve up to?
Speaker 2 (40:49):
lean up.
Speaker 1 (40:50):
I wasn't.
Speaker 2 (40:51):
You know what's so funny?
Because I do think about it.
I wasn't nervous, I don't knowwhy I wasn't nervous.
What made me more nervous,believe it or not, was the free
fall was wonderful, but it waswhen the parachute opened, you
know.
And all of a sudden, when youwatch parachutes, all of a
sudden it's like you go back up,you know, and it was that up.
(41:12):
I was like, oh, this is notgood, my stomach is here and I'm
up here, or something like that.
But I was a late graduate ofcollege.
It was always another goal Ihad, and I graduated from
Farmingdale University in 1997.
My youngest graduated highschool in 98.
So I wanted to make sure I gotmy college degree before he
(41:33):
graduated and I took classes atnight and so on and so forth.
But I learned that when you'recoming to the end of one goal,
you need to have another, youknow.
And so I would always drive, foryears driving by Republic
Airport, and I said, oh, I saidI'm going to take flying lessons
.
My objective was not to solo,my objective was to fly and to
(41:58):
be able to just take off andland with the pilot.
I didn't want to do it on myown.
When I went in they said to meoh, flying lessons, you know,
for $50, you can do a demo.
I said a demo and they werelike, yeah, and you know, you do
this, you do that.
And I was like, oh, sign me up.
So I did it.
(42:18):
I had to check the oil, I hadto check the air pressure.
You had to feel the wings forthe.
I was like what's this about?
Then I'm up there and it's likekeep your nose straight.
I like to look out the window.
No, looking out the window.
Speaker 1 (42:32):
It was like I remember that you're not a
passenger anymore.
Yeah, exactly.
Speaker 2 (42:36):
I was like, oh, this is too much work, but I did it.
They don't let you fly it overland, just saying they do it
over the water.
So I was between Fire Islandand the mainland.
It was an awesome experience.
It was awesome.
I love it.
Didn't take the lessons, but Idid that.
You could say you checked thebox yes.
So that was another cool thing,but fishing is my thing.
Speaker 1 (42:58):
Yeah, so, deb, one of the things we like to talk
about is you know giving backit's a big part of the culture
of the company and obviously thepodcast Work hard, play hard
and give back, and I know you'rea huge proponent and very
involved with the Heart ofAmerican Homes Foundation.
Can you share a little bit withour audience, Sure.
Speaker 2 (43:16):
First of all, I am so again honored to be a part of
this foundation.
Heart of American HomesFoundation is a non-profit
foundation that helps peoplethat are close to us, people
that we know.
St Jude's can make you cry.
That's something that we do,yes and it's a wonderful charity
(43:38):
.
We do give to that charity.
Wonderful Easter Seals wassomething that was also part of
our past All wonderful andhelping people.
The Heart of American HomesFoundation helps people that we
know and we could see the result.
My own family has hadsituations, helps people that we
know and we could see theresult.
(44:00):
You know my own family has hadsituations personally.
My daughter-in-law is a cancersurvivor and she was out of work
and the Heart of American HomesFoundation was there to help
her.
So many of our real estateprofessionals they're family
members, friends.
It is an organization that isthere to help.
(44:24):
We have different ways that wehave fundraisers.
I'm hearing that the horseracing is coming up.
So, many people are so excitedabout that.
That's a great fundraiser.
Our agents give back throughtheir compensation checks.
Yes, they do Our employees.
It is something that we give andthe company matches those that
(44:47):
are also contributing.
So Tom and Mike are huge forthat, and the wonderful thing
about it is that we are allvolunteering.
And the wonderful thing aboutit is that we are all
volunteering.
So, unlike some organizationsthat have no choice but to have
a staff that they have tocompensate and some of the
dollar money isn't all going tothe individual or to the cause,
(45:11):
ours is.
Speaker 1 (45:12):
There's zero overhead .
Overhead exactly.
Rent free, employee free $100,.
Speaker 2 (45:19):
$100 is going into that fund, yes, and so I
encourage everyone.
If you are not familiar with it, call me, email me, speak to
your manager in the office, andanyone that's not with Coal Bank
or American Homes call meanyway, but definitely it's open
(45:41):
to assisting everyone.
Speaker 1 (45:42):
You can find the website right.
Speaker (45:44):
Heartofamericanhomesorg .
Speaker 1 (45:46):
Again remind our audience to like and subscribe.
It's time for the drop the micquestion.
One of the things I know you'rekind of famous for is your
martinis Martini.
Speaker 2 (45:59):
It's martini time.
Okay, here we go.
Speaker 1 (46:00):
It's martini time, so is there a specific martini and
or recipe that you'd like toshare with our audience?
Speaker 2 (46:07):
As Mike knows and he knows this because we do a lot
of Zoom meetings and sometimeswe have our marketing committee
meeting around 5, and so I havemy martini in the freezer
already and my key thing is youknow it's Kettle One Vodka.
I'm a dirty girl, so I get theolive juice with the vermouth in
(46:29):
it that they sell and I freezemy glass.
I have my little tin tumblerPut that in.
It stays in the freezer forabout a half an hour.
Shake it up.
My glass is like frozen.
Speaker 1 (46:42):
Okay, is it a vodka or gin?
Vodka, kettle and vodka.
Okay, so you're a vodka girl,I'm a vodka girl, all right.
Speaker 2 (46:48):
That's it, and it is the best.
Speaker 1 (46:50):
All right, good, good , good.
Well, we always want to get toknow the personal side.
There's a human side to all ofus.
Sometimes we get lost in ourreal estate persona.
If anyone was interested intraining or getting a real
estate license, maybe you know.
Speaker 2 (47:06):
They can go right to our website, cbamhomescom.
Click on career and I willdefinitely get your information
and you know nothing likeCaldwell Bank or American Homes
family.
You want to share your emailaddress if anyone wants to
Dasher.
Just saying like the reindeerdasher at cbamhomescom.
Speaker 1 (47:25):
Awesome.
All right, Deb.
Thank you so much.
I really appreciate it.
Speaker 2 (47:29):
Thank you so much for having me.
It was fun.
No, it's awesome.
Thank you, thanks.
Thank you so much.
Speaker 1 (47:33):
I just
Hi, welcome to Work Hard, play Hard and Give Back a
real estate podcast.
I'm Mike Litzner, broker ownerof Colwell Banker.
Here we are at the studio atAmerican Homes at Smithtown and
I have our guest speaker today,deb Asher, director of Business
Development for Colwell BankerAmerican Homes.
Welcome to the show.
Speaker 2 (00:25):
Thank you so much, Michael.
I really feel so honored to behere Great.
Speaker 1 (00:29):
No, it's our honor to have you.
I know we have a great story totell today, so I'm excited to
get started.
Excited to get started so it'sgoing to be great.
Just before we get into it,just remember to like, subscribe
and don't forget to stay.
For the end we have to drop themic question.
It's always a lot of fun.
So you bring so much experienceto the table for real estate,
(00:51):
you know as director of businessdevelopment.
Tell us a little bit about whatyour title slash job.
What does that mean for forreal estate agents?
Speaker 2 (01:00):
I would say that my position uh brings to the table
for our real estateprofessionals the education
platform.
We have a huge educationplatform and, in my opinion,
education is something that is aconstant, no matter how long
(01:23):
you've been in the industry,especially with things changing.
We have big changes.
Speaker 1 (01:29):
Now more than ever.
Speaker 2 (01:29):
Now more than ever, the focus is to provide as much
information, education possibleand support that's all kind of
connected to our team.
You know the education platformisn't just directed at myself.
You know I do a lot of thesessions, but what I love about
(01:51):
it is that we have diversespeakers.
We have managers, we haveattorneys, we have some of our
vendors from the mortgageindustry, we have our own real
estate professionals that take asession on and it really gives
(02:11):
the overall information that'snecessary to run your business.
Speaker 1 (02:17):
Right, which is great .
So what you're referencing justso our audience is on the same
page with us is the Academy atAmerican Alms.
Speaker 2 (02:24):
Absolutely.
I was going to add that in thesense of on the JET platform.
It's not only the platformthat's there.
We have so many tools that isall broker-provided, but all of
those tools are all connected tothe education.
So it's not.
(02:49):
Yes, the Academy is there every.
What I always want to makeclear to everybody, because I
get questions when are sessions,what's the date?
And it's there.
Our program is out now untilDecember.
So you know I try to reinforce.
Anyone that wants to knowwhat's happening, when it's
happening, can go on to theAcademy and check the schedule,
put a date down that is inNovember, if they wanted to, for
(03:10):
a specific topic in addition onthe calendar now and save it to
their calendar now.
And we also have on the Academythe pre-recorded sessions.
So every session that we do ispre-recorded.
So I love that, also because wehave a lot of technology
(03:30):
sessions and it gives people theopportunity and I reinforce
that when the session is live, Ireinforce that you can listen,
take notes.
Don't try to do it while it'sbeing live, because it's a lot,
it's a lot of information.
Speaker 1 (03:49):
If you're too busy you're not listening.
Then you miss the next part ofit.
Speaker 2 (03:52):
Exactly exactly.
So they have the opportunity togo into the library and, to you
know, choose whatever topic youknow, and if it's technology,
obviously they could stop it.
They could, you know, practiceit, they could practice it, they
could go back and look at itagain.
And the Jet platform is allpart of the business development
(04:13):
.
Speaker 1 (04:14):
So let me dive into something here first.
So obviously I'm familiar withthe Academy at American Homes
and I will just say it's animpressive platform.
I don't think there's anyone inour industry locally that has
anything like it.
So, as someone who's had afront row seat to see it
organically developed, and youbeing a major proponent, leader
(04:39):
in developing this, it's anincredible platform that needs
to be looked at and takenadvantage of.
So obviously, in developingthis, it's an incredible
platform that needs to be lookedat and taken advantage of.
So obviously, in developingthis and looking at this, your
background is in education.
So why don't we go back a fewsteps, a little bit, and say,
well, how does someone get theirreal estate license, start in
sales and then they pivot toeducation?
(05:00):
What light goes off that says,okay, I'm going to be an
educator?
Speaker 2 (05:03):
Well, it's so funny that you should say that,
because I was just speaking tosomebody the other day and we
were talking about longevity ina career.
Yeah, so I don't know if it'son your questions there, but—.
Speaker 1 (05:18):
No, I'm keeping them secret.
You'll find out when you'reready, when you're ready.
Speaker 2 (05:23):
But I started my career in 1982.
Yeah, a couple of years ago.
A couple of years ago.
Speaker 1 (05:29):
Deborah Asher has been a realtor for over 22 years
.
Her career has spanned everyaspect of the real estate
industry sales managementrecruiting, training, coaching
and motivational speaking on alocal and national level.
Speaker 2 (05:43):
The thing that I was saying to this person the other
day, you know, when we talkedabout longevity, I said, listen,
I don't think.
At least I didn't.
You know, go through highschool and say, oh, when I grow
up or be a little kid, you knowwho wants to be a fireman or a
policeman, and you know, I don'tthink we have kids running
around going.
I want to be a realtor, youknow.
So what actually happened forme to get started?
(06:06):
In 82, we were in our home firstpurchase seven years, four
bedroom, two bath, six-year-oldsplanch home in Selden for
$34,000.
That'll give you an idea.
And seven years later I hadthree children.
The youngest was two, you know,two, four and seven.
And I was looking for someincome supplement, right.
(06:29):
And I was looking through thepenny saver and you know there
was an ad real estate, sales,part-time, full-time, be your
own boss, make your own hours,unlimited income, kind of like
we have today, only it's on theinternet today, right, and I,
you know, I was like, oh, realestate, you know that guy who
(06:51):
sold us our house.
Speaker 1 (06:52):
He didn't, he really didn't do anything.
Speaker 2 (06:52):
You know, showed us there's a lot of realtors
listening today.
Speaker 1 (06:55):
Right, but this is the truth.
Speaker 2 (06:56):
I have to tell it because it's I share it when I
do my my classes.
You know, he didn't really doanything.
You know, showed us threehouses.
The first one was beautiful,that's the one we bought.
The other two were not, and youknow, and that was it.
So when I looked at this ad, Iwas like I could do that.
You know, perception yes.
Speaker 1 (07:16):
All right, that's a good agent who made it look easy
.
Speaker 2 (07:18):
The perception of the consumer, even today that comes
into the industry, of theconsumer, even today that comes
into the industry, doesn'tnecessarily take in everything
that this position holds.
I am so focused on belief ofeveryone who comes into this
industry wants to be successful.
(07:40):
The thing is, they mustrecognize that they're a
business owner, right.
Speaker 1 (07:46):
It's a business owner .
We always say you're inbusiness for yourself, but not
by yourself.
Speaker 2 (07:49):
Exactly, and what ended up happening was that I
went on an interview and at thattime you didn't have to take
any schooling, you just studiedfor the Department of State test
.
You took the test, got yourlicense, they gave you a year to
see if you liked it, and thenyou took a 45-hour course and so
(08:09):
I started with a broker that Iinterviewed and he said oh,
you're going to get a desk andyou're going to get a phone and
business cards and leads.
I was like three kids.
Speaker 1 (08:20):
Let me get out.
That was a big deal in theearly 80s.
Now kids grow up with it.
Yes, I know, At three years oldthey get a desk and a phone.
Speaker 2 (08:27):
But the bottom line was that when I was told you
know where are the leads, youknow you've got to go out there
and get them, I was like what?
So I said I'm going to do this,I'm going to make my one sale
(08:48):
and then that's it.
But that wasn't it.
The idea for me, and what Ishare, is that this is the most
amazing business to be anentrepreneur, to have an
unlimited income of what youwant to earn.
And I think what ended uphappening with me kind of going
from sales which I loved when Iwas in sales I had left that one
company.
I was only there a couple ofweeks and I joined an
(09:09):
independent company that grew to17, 18 offices and I kind of
grew with that company and therewere things that I found out
about myself that you don't know, things that I found out about
myself that you don't know.
You know you don't realize.
And I think that to me, when Iwas kind of pointed to education
(09:31):
while I was with the company, Istarted to do some training.
I became a director ofrecruiting there and training,
but on not a scale like we have.
I think maybe there were 175agents at the time.
(09:52):
It was something that I wantedto get out the word of my own
you know trepidations and my ownfears, and let everybody know
that it's marvelous, it iswonderful and it's so rewarding,
not only the financial part butthe people part.
Speaker 1 (10:14):
Right.
Well, there's a fundamental intraining and you and I have had
this conversation.
A lot of people think it'ssales and it's press, press,
press, press, sell, sell, sell,sell.
And, as we always say, one ofthe fundamental principles of
doing our business correctly isyou get paid a lot of money to
help people, and I don't thinkthe average consumer understands
(10:37):
that.
There's a certain amount ofagents that don't understand
that either.
But when you're doing thiscorrectly, you're putting your
clients needs, wants, interest.
You know in the forefront andyou know guiding them and
helping them.
And that's when you touch onthe rewarding.
I think that's the part thatpeople think when they say a
(10:58):
realtor's oh, it's rewarding,they think it's all about the
money and it's can be rewardingmonetarily.
You know, because in order tomake money, you you've got to
help other people.
You get paid a lot of money tohelp other people.
So as long as you keep your eyeon that ball, you know it
really helps everyone.
So I think the most rewardingthing that hit me earlier on and
(11:20):
maybe you experienced the samewas I got to a closing and not
only were they handing me apretty large, large check.
You know and I we've both beenin this for 40 plus years, so I
was young and it was like wowand our client came over and
gave me a big hug exactly.
They're hugging you whilethey're giving you a big check.
I'm like wow this is a reallygood business.
Speaker 2 (11:37):
I like this exactly it is, and that, to me, is so
rewarding.
That accomplishment, that'shuge.
When you are helping people,regardless of whether somebody
is moving, putting their home upfor sale, moving to a new
chapter, or somebody isbeginning a new chapter in their
(11:57):
life.
It's a feeling that you have toexperience it, to to um, you
know, really get it.
And I think that that is what Isee in our um, in our real
estate professionals.
You know, you, you you mentionedbefore about the, our education
platform, the jet platform.
(12:17):
You know what we have for ourreal estate professionals, what
we provide them.
I can actually say it's notexistent in many of our
competitors because it's notjust teaching, it's what our
leadership team, what everyonebrings to the table to help that
(12:42):
individual agent Support iscritical.
You know, I don't care whatlevel of production somebody is
at, Support is huge and you knowso.
It's not only that the toolsare there, but, like anything,
you know, even knowledge.
(13:04):
Knowledge is wonderful, right,but it's the application of
knowledge, yes, that that makesthe success I always say, um,
there's two sides of learning.
Speaker 1 (13:15):
There's the information side, but then what
did you learn?
What are you going to do withit?
So it what's the most mostoverlooked part of learning is
the application, and if youdon't use it, you lose it
Exactly.
So it's that one, too, and Ithink you know you have agents
out there that's like, oh yeah,I know what I'm doing and going
it alone as a maverick, I feellike you lose so much, right?
(13:38):
Yes, over the years, right?
So how many times have you hadto learn and now relearn and
then relearn?
Yeah, how many times have youhad to learn and now relearn and
then relearn?
Yeah, we talked about youradvent, coming into the business
.
We talked about becoming arecruiter and growing, and then
you switched at some point tobecome educator, and obviously
your path goes further, becauseyou talked about training
nationally, across the country.
(13:59):
So what was in the thoughtprocess, what was the light that
went off, that you went toeducation?
How did that happen?
Speaker 2 (14:06):
I can't pinpoint that all right because I think it
was a gradual thing, as I said,with the smaller company that
you know well 18 offices, butsmaller in a sense it was only
in Suffolk County and I startedto feel I was making a
difference in people, people whocame in maybe with those same
(14:26):
perceptions that I had easy, youknow and it was like a light
that I saw in them to say ohyeah, I don't know what the word
is, but every moment meanssomething in your life.
You know, you stop at a redlight, or you don't make the
(14:46):
light, or I don't know.
I don't know what that word isFate.
Speaker 1 (14:49):
Fate or an epiphany.
Speaker 2 (14:50):
Something, something to that effect.
And I was brought into theCentury 21 system to manage a
new office that they had and Ihad an arrangement with this new
broker and this was what wassupposed to happen.
And I went in, I had a littlebox of things that I set up on a
(15:13):
desk and, you know, first week,second week went by and I'm
doing what I'm supposed to doand his part now was supposed to
come to do what he was supposedto do and nothing happened and
I was like, okay, what's goingon?
And gave him another day or twoand basically I wasn't
compensated and I was like, yeah, this is not happening.
(15:34):
And I got my little box back,put it all in, got in my car
there's the curve in the roadthat we all experience in life,
that we all experience in life.
Yeah, but that segment, short asit was, led me to the gentleman
who was the regional franchisesalesperson and he knew me from
(15:55):
my prior company trying torecruit the broker into the
system at that time, and he metwith me and then he set up an
interview with the regionaldirector and that regional
director invited me to attend anevent that they were having at
the Huntington Townhouse.
(16:16):
Now I'm really dating myself.
Okay, target is there now okay.
But I went in.
Target is there now okay.
But I went in and there had tobe 700, 800 people overhead
projector, because we're goingback in the you know like 91 or
something like that.
And I watched him, you know, dothis event speaking and
(16:42):
everybody's at the edge of theirseat.
So that evening I went for myinterview.
Now, mind you, the biggestamount of people that I probably
spoke in front of was aboutmaybe 75 at one time.
And we're interviewing, we'retalking, everything is going
fine, and all of a sudden helooks at me, he goes.
Were you at the event today?
So I said yes, I was.
He goes, what do you think?
(17:03):
I said, oh, my God, it wasamazing.
Could you do that?
I said do what he goes.
Could you hold the attention of750 people for three hours?
I literally took a deep breath.
You feel like sinking and Ilooked at him with all the
(17:24):
confidence in the world and said, absolutely.
He says to me you're hired.
Then I said can I excuse?
Speaker 1 (17:31):
myself.
Speaker 2 (17:32):
And I kind of walked out and I was like, oh my God,
am I going to be in front of 700people tomorrow?
But somewhere there was that,something that desire to do that
we have to come away from ourreal estate jargon.
Our real estate jargon might behi.
(17:53):
My name is Marisha.
I'm a GRI, I do a CMA which I'mMLS.
What does that mean?
It means nothing to theconsumer Just because I got this
position.
There was constant training,learning.
Speaker 1 (18:16):
What do you call it?
Train the trainer.
Speaker 2 (18:18):
Train the trainer.
Yeah, I was very blessed withthe foundation to bring the
skills that were inside me butto make them more prevalent.
Speaker 1 (18:31):
Yeah, so now, over the years, this led to obviously
not only training within theCentury 21 system.
How long did that last, by theway?
Six years, Okay, and then isthat where you pivoted to
ProCalibur Associates.
Speaker 2 (18:43):
Oh, yes, yes.
Why don't you tell our?
Speaker 1 (18:45):
audience about that.
This is, I think, really a boldmove on your part, but I give
you so much credit.
Thank you, because that's goingto be a wonderful experience it
was amazing.
Speaker 2 (18:55):
At the time when I was with the system, there were
lots of changes going on.
Basically, the position of 60regional trainers was reduced to
six.
I was honored to be one ofthose six, but it involved a
totally different schedule.
I still had a 15-year-old home,so it couldn't really work.
(19:16):
What ended up happening was mylife partner who at the time
wasn't my life partner, butPeter Zaborski, also worked at
the Center 21 system.
He was a great writer and I wasa great I don't want to say
(19:36):
great, I don't want to say thatabout myself deliverer, I could
deliver messages and I've beenfortunate to be told that by so
many.
You make it so easy tounderstand.
So anyway, so I could be thedeliverer, the communicator, and
Peter and I started liketalking and things like that,
because I was traveling aroundthe country with Century 21 at
(19:57):
that time and what I recognizedis that in the real estate
industry, the training that wasbeing provided, it wasn't just
on Long Island or in New York orin the Northeast region, it was
national and it was to me itwas too salesy.
(20:20):
It was too that pushy, hardsell.
Not everyone can adapt to thatand there were a lot of people
coming in the industry andleaving the industry.
Speaker 1 (20:33):
Unfortunately, I think that's still true today,
though.
Speaker 2 (20:36):
Not here for us, not at Coal Bank or American Homes.
I like that.
So we, you know we started tocollaborate on different ideas
and points of difference.
You know, and you'll know, Iknow it's got to be in there
somewhere, me being a pain aboutwords, but that is all part of
points of difference, takingthat perception that I mentioned
(20:58):
earlier, the job being easy.
But the perception of theconsumer is also that we don't
do a lot and it's more on thenegative side than positive.
That's how it was in 1982.
And it's not that muchdifferent today.
So to me, anything that couldbe done to raise that level of
(21:21):
professionalism the way we speak, the way we deliver the, the,
the way we market ourselves um,it all falls together.
Speaker 1 (21:29):
Focus on our client, which is amongst going back to
some of the biggest changes now.
Having a client and a fiduciaryresponsibility is overlooked
too much and it needs to be theprimary focus.
Speaker 2 (21:41):
The primary focus.
Would you agree with thatAbsolutely?
And so, with ProcaliberAssociates, we became a
corporation you know those bigbottle plastic things with
change that you fill with change.
That's what we used.
The funding Peter used hischange change and we got our
incorporated and the rest ishistory.
(22:01):
Um started to market, hemarketed, I went out.
It started in broker offices,then it moved to um, uh, like
the hotels where I now hadconferences.
Speaker 1 (22:14):
So what was the biggest audience?
Speaker 2 (22:15):
Oh, probably about 1,200 people out in Colorado,
because, from part of beingpro-caliber, I became part of a
speaker group and that gave methe opportunity to travel around
the country and deliverprograms that we wrote.
And I'm still writing programstoday.
It's just doing thingsdifferently, you know, and it's
(22:40):
very important, and I'm so takenback if I go to a library
function or something and I seepeople who took a class in 2000,
.
You know, and they'll say to me, deb, I am still doing this,
I'm still doing that, I'm stillusing this, and it makes a
difference.
Speaker 1 (22:59):
Well, as much as all the technologies come into our
business, the fundamentals don'tchange.
It's still a people business,exactly the thought process of
serving people never seems tochange.
No, we can do it moreefficiently, more effectively,
more creatively.
We can do it more efficiently,more effectively, more
creatively.
But if you don't have a focuson your fiduciary, I think
(23:21):
you're not going to make it inthis business, absolutely.
Speaker 2 (23:23):
And the same way we talked about communication my
communicating I feel like I'msharing that door to open for
our real estate professionalsand anyone that I've touched in
the past prior to really enhancetheir communication skills,
(23:46):
because when they are sitting,they might not be in an audience
in front of an audience of athousand people, but when
they're sitting across a tablefrom their future client, they
are in a position of needing tocommunicate, and they're
communicating not only whattheir value is, that they're
bringing to the table, but whyit's important for them, why
(24:08):
it's important for that sellerto hire them, why it's important
for the buyer to hire them.
Speaker 1 (24:14):
I think that's one of the things.
I love what you just said.
I want to make sure it's notmissed there.
We often talk about the why andtoo many times I think
salespeople feature drop it's,feature drop.
It's like there's somethingsexy that they saw on HGTV,
feature drop something and yetthey don't tie it down to what
it means to our client.
(24:34):
It's so important to understandthe why's.
Once you explain your why topeople, they're like oh, they
embrace it, like oh, thank youso much for caring.
Speaker 2 (24:44):
Yes, exactly, and they do.
People do see that, you know,and it's even the simplicity of
explaining the process.
You know, we don't want to evertake for granted that just
because somebody might have, youknow, sold a home before, it
doesn't mean that they knew theprocess or knew the backdoor
(25:06):
stuff that we do that nobodytells them about, and that goes
back to evidencing their value,you know, and so that to me is
an important part to be able tofor me, and I say that to them.
You know, you may be herethinking you're being educated,
I said, but you're here so youcan educate.
Speaker 1 (25:27):
Yes, yes, coming back to train the trainer.
Speaker 2 (25:30):
Train the trainer, so our agents need to train their
buyers, clients and their sellerclients.
Speaker 1 (25:36):
That's right.
It's interesting you hear overthe years from agents and
certain statements and buyersare liars, or buyers aren't
loyal, right, and it always kindof bugs me a little bit because
I'm like buyers are loyal,People want to be loyal to you,
but you've got to earn it rightExactly, and when you evidence
(25:56):
your value to them and you showthem that you care, buyers will
be loyal to you.
Because there's too many peoplerunning around that have no clue
.
Yes, so when they find someonewho actually can deliver and
care, do it while caring.
Speaker 2 (26:13):
Yes, and that comes through.
That has to come from here andI think that that is part of
what so many of our Coal BankerAmerican Homes family members
carry.
There is a caring and thatcaring listen, there's
frustrations in this, but anyonethat runs a business, you know
(26:36):
whether you have a restaurant ora barbershop, you know it's a
business.
You have to go in every day,open that door and you know you
have to work it.
Speaker 1 (26:47):
Deal with the good and the bad.
Yeah, exactly, there's alwayschallenges.
If it was that easy theneverybody would do it yeah.
So, deb, you developed a coursecalled Soaring to Success.
Right Then this came out ofProCalibur Associates and then
you brought it to American Homes.
I think agents or people thatare thinking of becoming agents
should know about this course,because it's not just about CE
(27:09):
credits or getting a license.
It's a fundamental course ofbuilding blocks to help you
build a business worth owning.
Can you share with our audiencea little bit about this?
Speaker 2 (27:19):
So this program, as you said, goes back from
ProCalibur Associates and I'vetweaked it over the years.
Of course, in certain areas I'mworking on it now because of
the changes that have come intothe industry.
Correct, but this is a10-session program.
But this is a 10-sessionprogram.
It's a commitment that our realestate professionals make to
(27:42):
take the program.
Speaker 1 (27:47):
I am hard on attendance because it's so.
They sign up for one, they signup for all 10?
Speaker 2 (27:49):
They sign up for all 10.
I have a little absentee that Igive a little teeny window to,
but the program coverseverything within the industry
that you need for the running ofyour business, and it's not
just for people who are startingthe business, and that goes
back to my past clients that Isaid that I could still see.
(28:11):
You know, there I have peoplewho who take this class, who are
25, 30 years in, and they takeit because they need that point
of difference, they need thatrefresher.
Speaker 1 (28:22):
It also helps them take their business to the next
level.
Speaker 2 (28:25):
Absolutely.
Speaker 1 (28:26):
Yes, there are different levels and agents
sometimes get comfortable at acertain level.
At a certain level it's reallyhard to make that breakthrough
to the next level, Having beenthrough it, obviously, myself 30
years ago.
Speaker 2 (28:40):
Yeah, probably.
Yes, you were yeah when Ibrought it into Westbury and to
East.
Speaker 1 (28:46):
Meadow.
I haven't been through itthough.
I can tell you firsthand but ithelps get you back focused on
the fundamentals and reallypolishing your game.
Speaker 2 (28:58):
Polishing your game recognizing more value in
yourself, what to bring to theconsumer.
But two courses I call them mybookends.
Two courses the first sessionand the last session talk about
self.
You talked about mindset before, and one of the programs that I
(29:21):
was fortunate to take when Iwas with the Century 21 system
was a program called Investmentin Excellence and it talked
about the mind and how we think.
It's an amazing session and Iwas able to create my own
session to put it into Soaringto Success.
So I start with that, because Ithink it's important to lay the
(29:44):
groundwork for your mindset,and then we go through
everything in the program, fromthe buyer consultation, the
seller consultation, you know,for sale by owners, failed sales
technology that we bring intoit.
It's everything that'snecessary and I end with time
(30:06):
management.
So it's the bookends.
Speaker 1 (30:09):
That's another topic that's so overlooked.
We don't see that that oftenand yet one of the challenges I
always found agents talk aboutand struggle with is the time
management, because we're aseven day a week business and
when you buy in the right way,there's always another house to
show, there's always anothercall to make, there's always
another something going on andyou need that work-life balance
(30:31):
absolutely believe it or not,between the mindset and the time
management and the running ofthe business.
Speaker 2 (30:39):
I really try to emphasize, as crazy as this is
going to sound, that we can havea stress-less lifestyle.
Right, you know we can do that.
Speaker 1 (30:52):
So you can work hard and play hard.
We can work hard play hard andeven get back at the end of the
day, exactly Right there.
So, Deb, we've looked at thelargest set of changes we've
seen in 40 years, right with thelawsuit and NARA's settlement
and what have you.
So let's talk a little bitabout what those changes are and
(31:13):
how the agents are meeting itand what it means, maybe even to
the consumer.
Speaker 2 (31:18):
So I agree.
Yes, this is probably thebiggest change that I've seen in
the industry for the 42 yearsthat I've been in the position
for our real estateprofessionals.
Number one when there's change,there's different ways that
people will handle change.
You know somebody who wants tocome out of their comfort zone.
They kind of step out.
(31:39):
They're a little leery.
You know this changeincorporated everyone and when
we are, you know, kind of pushedwith our back up against the
wall, you know we have no choicebut to move with it.
And I think that was theimportant factor for us, meaning
(32:01):
we started the preparation ofthis change in June, right Way
before the actual dates thatwere required.
Speaker 1 (32:11):
Yes, which, for the audience that doesn't know, it
was August 17th.
We were given from thesettlement, so to speak, as a
date to make adjustments.
Speaker 2 (32:21):
To make it happen.
We started educating our realestate professionals back in
June, the summer people wouldsay, oh, it's the summertime.
We had such great attendance atthe leaderships, all the
leadership.
I gave them so much applausefor their dedication and for
their support.
You know doing more than onesession a week and so on and so
(32:44):
forth, just to make sure thateverybody was provided the
information, and then not onlyprovided the information but to
be able to practice it.
You know to work in groups andyou know role playing.
You know I try to groups andyou know role playing.
You know I try to use the wordpractice because I'm the fussy
lady with words, but that wasimportant and it was so
successful because it gaveeverybody.
(33:06):
Oh, I didn't think about that.
And again, when you haveeverybody going back, you have
newer agents and you have agentsthat you know years and years
and years of experience.
Speaker 1 (33:17):
But the newer agents are still learning and they seem
to be more open.
Speaker 2 (33:19):
Because they don't have any baggage.
Speaker 1 (33:22):
Well, I kind of look at it this way, right and tell
me if I'm off on this.
But when you're a successfulagent, it's like you've already
learned what you're talkingpoints and how you want to
handle it.
And now industry changes andyou're sitting there saying wait
, I'm finally, really good atthis, don't move my cheese.
Speaker 2 (33:39):
Exactly exactly, they're not as open to change.
Speaker 1 (33:41):
But because there was no choice, everyone's going to
have to change.
I think our agents I give themcredit have been open to the
change because they know youhave no choice and you need to
understand it.
So I think it may be importantfor the people who aren't in the
industry maybe just to share.
I think the biggest part of thelawsuit that was settled is the
way brokerage and theircommissions are handled.
So it's always been traditionalthat the seller puts the house
(34:04):
on the market with a broker.
That broker negotiates thecommission and then there's
usually a co-broker and there'sa sharing of the commission.
And I guess the crux of thelawsuit was what they call a
decoupling of commissions, right?
So it's now, um, there's alwaysbeen two brokers, a buy side
and sell side, as two agents,you know, in brokerages and
there still is, except for nowthere's the buyer negotiates
(34:26):
their commission with theirbuyer agreement and the seller
negotiates their commission onthe seller side.
So essentially, at the end ofthe day, would it be fair to say
that it's it's brokerage?
It's still servicing people,it's still.
Speaker 2 (34:38):
It really, it's semantics, the way things were
moved around.
I don't know why it waspositioned.
You know, seller pays the fee,you know, and I would always say
that's a great area, becauseit's really a pile of money in
the middle of the table that thebuyer is bringing to the table
and it kind of everybody getspieces of it and we call it
(34:58):
proceeds.
Speaker 1 (34:59):
Proceeds from the net proceeds and we've always
gotten paid out of proceeds Outof net proceeds and that has not
changed the last 100 years.
Speaker 2 (35:05):
Yes, I mean, it's an option.
It's depending upon differenttypes of ways it's structured,
but the majority is it's stillthe same.
Yeah, it's still the same, yeah.
Speaker 1 (35:15):
It's still the same.
One of the biggest changes thatI think I like and again, as
much as I want to preface this,as much as agents do not like
change the change that mightcome out of this is that we've
had something in New York Statecalled sub-agency, where
literally the listing brokergets hired by the seller and, in
theory, the listing brokerhires the selling broker, or the
selling broker works for thelisting broker, so thereby works
(35:37):
for the sub-agent of the seller.
No-transcript.
You show them properties,sometimes over weeks, maybe a
(35:58):
month or more, and you finallyfind this beautiful property.
It's perfect for them.
You go to show it, the house isvacant, so it's a seller you've
never met.
Exactly Now you get intonegotiations and it's like oh
yeah, I know these buyers' dog'sname, I know the kid's names,
but I represent this seller whoI've never met before, made for
an awkwardness or some of thegray area.
(36:19):
I think that our industry wasin and I believe the new version
of decoupling will actually becleaner and a better opportunity
for buyers.
Exactly never been through thisprocess before.
Right, exactly you know sellershave actually bought a house
and now maybe reselling if theyhaven't sold for 10, 20, 30
years.
A lot of times, first timebuyers come to this, they don't
(36:40):
know what they're doing and noone's advocating for them.
Speaker 2 (36:42):
There was a survey done back in the 90s and they
surveyed new homeowners and inthat survey they asked the
question was it your agent?
Did the agent work for you ordid they work for the seller?
97% oh, they work for questionwas it your agent?
Did the agent work for you ordid they work for the seller?
97% oh, they work for me, theywork for me.
So that in itself was like anissue Problematic, Problematic,
(37:06):
exactly.
So now it's a beautiful thing.
It really is a beautiful thing,Because I could never wrap my
head around the fact of whywould somebody not want somebody
advocating for them?
Speaker 1 (37:21):
Yes, exactly, exactly so.
I think it's a greatopportunity for agents who can
really find the value and theneeds of that client and really
hold their hand and walk themthrough Exactly Into a better
place.
Speaker 2 (37:34):
Into a better place, yeah.
Speaker 1 (37:36):
I really believe agents need to lean into this.
This is not an optional thing,number one, but it's also an
opportunity and I think theagents who figure out how to
restructure their business inthis are going to blossom and
prosper Absolutely.
I always feel change as much asif it's uncomfortable, is a
huge opportunity.
Speaker 2 (37:53):
And part of going back to Soaring to success for
just a second two and a halfsessions is specific to the
buyer consultation.
You know, and it is afull-blown consultation.
I mean people can kind ofvisualize, you know, sitting
with a seller in their home andso on, and that's another thing.
I always put out points ofdifference.
(38:14):
You know, offer the opportunityto provide a consultation in
the buyer's home, they may takeit, they may not, but it's a
choice and that's part of thepoint of difference.
Speaker 1 (38:25):
So we like to get into the play hard, which is
really just a little more forpersonalization or humanization.
Before I pivot that, I justwant to remind our audience
please remember to like andsubscribe.
We value your viewership andlove having you join us.
So let me ask you a personalquestion here what's a non-real
estate interest of Deb Asher?
What's the human?
Speaker 2 (38:45):
side.
Oh my goodness, well, family, Ihave my family.
I have 10 grandkids.
They keep me quite busy.
Lots of adventures that we goon, lots of things that we do,
but personally I love fishing.
Ah okay, I have a Jeep withfour-wheel drive, I have my
drive-on pass and I love goingout and hanging out there.
(39:10):
I get to enjoy the beach andeverybody says, oh, you've got a
beautiful tan.
And I'm like, yeah, I work hardat it.
What's so cool is that when Igo out and I go early because
you've got to get a good spotthere's a lot of men that fish,
you know.
Speaker 1 (39:27):
And.
Speaker 2 (39:28):
I come out, you know I open up my hatch and I, you
know I get my pole out, I put myrod holder in the sand and know
I catch them, like, lookinglike, what is this one doing?
You know, that type of thing.
To me it's an awesome feeling.
My granddaughters love to fishand I feel like I'm sharing
something with them.
Yeah, that you know, you could,you can do anything you want,
(39:51):
and I always say that to them myboys too, because I have five
grandsons, five granddaughters,right, right.
Speaker 1 (39:56):
so obviously there's an adventurous side to Deb Asher
here, so let me ask you what'sthe most adventurous thing
you've ever done?
Speaker 2 (40:05):
So for my 60th birthday, I jumped out of an
airplane.
Speaker 1 (40:10):
Okay, did you have a parachute?
I did, thanks, didn't do it bymyself.
Speaker 2 (40:14):
I'm not that brave.
Yep, thanks, didn't do it bymyself.
I'm not that brave.
Yeah, yeah, was talking with myneighbors and her husband is,
you know, he's done theskydiving a few times, yeah, and
I said that's on my bucket list.
Lo and behold, a month later wescheduled it out in Santa
Mariches and it was.
It was amazing.
Yeah, you know, I wasn'tnervous.
(40:35):
I also flew a plane.
Speaker 1 (40:37):
Yeah, it was amazing.
I wasn't nervous.
I also flew a plane, I did notknow that.
Speaker 2 (40:39):
I'll share just quick about that.
Speaker 1 (40:41):
What's it like getting on that edge of the
plane while it's flying andmaking that step, did you have
to get your nerve up to?
Speaker 2 (40:49):
lean up.
Speaker 1 (40:50):
I wasn't.
Speaker 2 (40:51):
You know what's so funny?
Because I do think about it.
I wasn't nervous, I don't knowwhy I wasn't nervous.
What made me more nervous,believe it or not, was the free
fall was wonderful, but it waswhen the parachute opened, you
know.
And all of a sudden, when youwatch parachutes, all of a
sudden it's like you go back up,you know, and it was that up.
(41:12):
I was like, oh, this is notgood, my stomach is here and I'm
up here, or something like that.
But I was a late graduate ofcollege.
It was always another goal Ihad, and I graduated from
Farmingdale University in 1997.
My youngest graduated highschool in 98.
So I wanted to make sure I gotmy college degree before he
(41:33):
graduated and I took classes atnight and so on and so forth.
But I learned that when you'recoming to the end of one goal,
you need to have another, youknow.
And so I would always drive, foryears driving by Republic
Airport, and I said, oh, I saidI'm going to take flying lessons
.
My objective was not to solo,my objective was to fly and to
(41:58):
be able to just take off andland with the pilot.
I didn't want to do it on myown.
When I went in they said to meoh, flying lessons, you know,
for $50, you can do a demo.
I said a demo and they werelike, yeah, and you know, you do
this, you do that.
And I was like, oh, sign me up.
So I did it.
(42:18):
I had to check the oil, I hadto check the air pressure.
You had to feel the wings forthe.
I was like what's this about?
Then I'm up there and it's likekeep your nose straight.
I like to look out the window.
No, looking out the window.
Speaker 1 (42:32):
It was like I remember that you're not a
passenger anymore.
Yeah, exactly.
Speaker 2 (42:36):
I was like, oh, this is too much work, but I did it.
They don't let you fly it overland, just saying they do it
over the water.
So I was between Fire Islandand the mainland.
It was an awesome experience.
It was awesome.
I love it.
Didn't take the lessons, but Idid that.
You could say you checked thebox yes.
So that was another cool thing,but fishing is my thing.
Speaker 1 (42:58):
Yeah, so, deb, one of the things we like to talk
about is you know giving backit's a big part of the culture
of the company and obviously thepodcast Work hard, play hard
and give back, and I know you'rea huge proponent and very
involved with the Heart ofAmerican Homes Foundation.
Can you share a little bit withour audience, Sure.
Speaker 2 (43:16):
First of all, I am so again honored to be a part of
this foundation.
Heart of American HomesFoundation is a non-profit
foundation that helps peoplethat are close to us, people
that we know.
St Jude's can make you cry.
That's something that we do,yes and it's a wonderful charity
(43:38):
.
We do give to that charity.
Wonderful Easter Seals wassomething that was also part of
our past All wonderful andhelping people.
The Heart of American HomesFoundation helps people that we
know and we could see the result.
My own family has hadsituations, helps people that we
know and we could see theresult.
(44:00):
You know my own family has hadsituations personally.
My daughter-in-law is a cancersurvivor and she was out of work
and the Heart of American HomesFoundation was there to help
her.
So many of our real estateprofessionals they're family
members, friends.
It is an organization that isthere to help.
(44:24):
We have different ways that wehave fundraisers.
I'm hearing that the horseracing is coming up.
So, many people are so excitedabout that.
That's a great fundraiser.
Our agents give back throughtheir compensation checks.
Yes, they do Our employees.
It is something that we give andthe company matches those that
(44:47):
are also contributing.
So Tom and Mike are huge forthat, and the wonderful thing
about it is that we are allvolunteering.
And the wonderful thing aboutit is that we are all
volunteering.
So, unlike some organizationsthat have no choice but to have
a staff that they have tocompensate and some of the
dollar money isn't all going tothe individual or to the cause,
(45:11):
ours is.
Speaker 1 (45:12):
There's zero overhead .
Overhead exactly.
Rent free, employee free $100,.
Speaker 2 (45:19):
$100 is going into that fund, yes, and so I
encourage everyone.
If you are not familiar with it, call me, email me, speak to
your manager in the office, andanyone that's not with Coal Bank
or American Homes call meanyway, but definitely it's open
(45:41):
to assisting everyone.
Speaker 1 (45:42):
You can find the website right.
Speaker (45:44):
Heartofamericanhomesorg .
Speaker 1 (45:46):
Again remind our audience to like and subscribe.
It's time for the drop the micquestion.
One of the things I know you'rekind of famous for is your
martinis Martini.
Speaker 2 (45:59):
It's martini time.
Okay, here we go.
Speaker 1 (46:00):
It's martini time, so is there a specific martini and
or recipe that you'd like toshare with our audience?
Speaker 2 (46:07):
As Mike knows and he knows this because we do a lot
of Zoom meetings and sometimeswe have our marketing committee
meeting around 5, and so I havemy martini in the freezer
already and my key thing is youknow it's Kettle One Vodka.
I'm a dirty girl, so I get theolive juice with the vermouth in
(46:29):
it that they sell and I freezemy glass.
I have my little tin tumblerPut that in.
It stays in the freezer forabout a half an hour.
Shake it up.
My glass is like frozen.
Speaker 1 (46:42):
Okay, is it a vodka or gin?
Vodka, kettle and vodka.
Okay, so you're a vodka girl,I'm a vodka girl, all right.
Speaker 2 (46:48):
That's it, and it is the best.
Speaker 1 (46:50):
All right, good, good , good.
Well, we always want to get toknow the personal side.
There's a human side to all ofus.
Sometimes we get lost in ourreal estate persona.
If anyone was interested intraining or getting a real
estate license, maybe you know.
Speaker 2 (47:06):
They can go right to our website, cbamhomescom.
Click on career and I willdefinitely get your information
and you know nothing likeCaldwell Bank or American Homes
family.
You want to share your emailaddress if anyone wants to
Dasher.
Just saying like the reindeerdasher at cbamhomescom.
Speaker 1 (47:25):
Awesome.
All right, Deb.
Thank you so much.
I really appreciate it.
Speaker 2 (47:29):
Thank you so much for having me.
It was fun.
No, it's awesome.
Thank you, thanks.
Thank you so much.
Speaker 1 (47:33):
I just
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