Stay Paid Podcast: "Untapped Opportunities: Certifications That Could Transform Your Career"

Release Date: November 4, 2024

Hosts: Luke Acree and Joshua Steike

Guests: Dennis and Teresa Walsh

Introduction

In the November 4, 2024 episode of the Stay Paid Podcast, hosts Luke Acree and Joshua Steike welcome Dennis and Teresa Walsh, renowned experts in the housing industry. With over 36 years of experience, the Walshes have been pivotal in developing certifications that empower real estate agents and entrepreneurs to excel in residential construction, renovation, and new home sales. Their programs have educated more than 170,000 professionals, establishing Certified New Home Specialists as the premier training brand in the industry.

Origin of the Certification Program

Creating a Niche in Real Estate Education

Dennis and Teresa Walsh shared the genesis of their certification programs, highlighting the gap they identified between builders and realtors. Dennis, originally a builder in Northeast Ohio, noticed that many real estate professionals lacked the knowledge to effectively collaborate with builders and assist buyers in navigating new home purchases.

Teresa Walsh explained:

"He recognized that builders and realtors had no clue how to work together... we created this course to help real estate professionals understand how to work with builders, assist buyers, all of that." ([01:36])

Their collaboration led to the first certification course outside the National Association of Realtors (NAR), setting a new standard in the industry. Partnering with major real estate companies like Realty One and Long & Foster, their courses gained widespread recognition and adoption.

Benefits of Certification for Agents

Differentiation and Marketability

One of the primary advantages of obtaining the certification is the ability to market oneself as a New Home Buyer Representative. Teresa emphasized the significance of designation logos in promoting this specialization:

"Having the designation logos to promote yourself... It’s having the confidence to know how to help them." ([04:10])

Strategic Differentiation

Dennis added that the certification serves as a key differentiator, enabling agents to stand out in a competitive market:

"A lot of times that designation becomes a differentiator that gets them in the door." ([05:45])

This distinction not only attracts potential clients but also garners respect from builders and developers, leading to increased referrals and partnerships.

Course Content and Key Strategies

Comprehensive Training Modules

The Walshes' certification programs encompass a wide array of topics essential for mastering new home sales and remodeling:

• Builder and Developer Representation: Teaching agents how to effectively represent builders, understand the construction process, and align with developers' goals.

"We call it builder representation, developer representation... we've got loads of success stories." ([07:50])

• New Construction Expertise: Agents learn to guide buyers through the complexities of new home purchases, including floor plans, financing, and managing construction costs.

"Our course goes into all kinds of depth... What are allowances? What are selections?" ([08:15])

• Residential Remodeling Specialist: Focuses on strategic remodeling value analysis (RVA) to help clients make informed decisions about home improvements that maximize property value.

Value-Added Content Creation

Luke Acree highlighted how the course content provides ample material for agents to create engaging social media posts, blogs, and videos, enhancing their online presence and SEO strategies.

"Everything you just mentioned is a piece of social content that can be created." ([09:22])

Real-World Applications and Success Stories

Case Study: Christian’s Success

Dennis and Teresa shared the inspiring story of their son, Christian, who applied the certification's teachings to achieve top-tier success in real estate. Christian attends local planning commission meetings, builds strong relationships with builders and contractors, and utilizes strategic remodeling to increase property values.

"Christian has front row seats to opportunity... he's nurturing that reputation." ([15:13])

One notable example involved a property initially valued at $525,000. Through strategic remodeling investments of $40,000, Christian elevated the property's market value to $640,000, resulting in an $75,000 profit for the sellers.

"The home sold... an extra $75,000. It was just sitting there. Someone else could have capitalized on it." ([27:01])

Industry Recognition

Their certification courses have not only empowered individual agents but also influenced large real estate organizations. An executive from a national real estate company shared how the Walshes' training provided essential guidance that was previously unavailable.

Implementing Certification in Business

Strategic Networking and Relationship Building

Teresa emphasized the importance of joining local builders' associations and attending planning commission meetings to network with key industry players:

"Who are you going to meet? Builders, developers, architects, designers... your network expands exponentially." ([15:13])

Remodeling Value Analysis (RVA)

The RVA is a cornerstone of their remodeling course, combining Competitive Market Analysis (CMA) with after remodeling value assessments. This tool enables agents to provide clients with data-driven recommendations on home improvements that yield maximum returns.

"We teach the step-by-step process... It's all about helping brokers and agents stay at the center of the transaction." ([23:55])

Honesty and Expertise

Building trust through honesty and expertise is fundamental. Dennis highlighted the importance of sincerity in client interactions:

"Integrity… nothing you can't fake honesty." ([12:19])

By genuinely caring for clients and providing truthful, well-researched advice, agents can establish themselves as trusted advisors.

Conclusion and Next Steps

Dennis and Teresa Walsh concluded by encouraging real estate professionals to leverage their certification programs to unlock new opportunities, enhance their marketability, and provide unparalleled value to clients. They invite listeners to visit sellnewhomes.com for more information and to enroll in their courses.

Call to Action from Hosts:

"My action item for everybody listening is to at least call five people this week... Ask them if they have ever thought about remodeling or if they're thinking about remodeling, if they need connections to contractors, and be ready to help." ([32:17])

Key Takeaways

• Certification as a Differentiator: Enhances an agent's credibility and marketability in the new home sales and remodeling sectors.

• Comprehensive Training: Covers builder representation, new construction, remodeling value analysis, and strategic networking.

• Real-World Impact: Proven success stories demonstrate significant financial gains for clients through strategic remodeling.

• Building Trust: Emphasizes honesty, integrity, and expertise to establish lasting client relationships.

• Actionable Strategies: Provides agents with practical steps to expand their services, generate content, and engage with their database effectively.

Connecting with Dennis and Teresa Walsh

For more information on transforming your real estate career through certification, visit sellnewhomes.com. You can also reach out via email at contact@sellnewhomes.com or connect through their upcoming webinars detailed in the podcast's show notes.

Listen to the full episode and subscribe for more insights at Stay Paid Podcast.