Should I Solicit My Real Estate Services At Volunteer Events? – Jessica Maitland, Laura Smith, and Joel Sodeman
On this episode of The Closing Table, we sat down with Jessica Maitland, Laura Smith and Joel Sodeman!
To watch the full episode, check it out on YouTube below. In the meantime, here’s a summary of the conversation…
Here’s what you missed from Jessica Maitland, Laura Smith and Joel Sodeman…
The conversation began with a fill-in-the-blank icebreaker on what makes a neighborhood more valuable, a way to leverage high mortgage payments and more. The three guests then shared a brief overview of their personal lives outside of real estate. Jessica Maitland is a dedicated mother of three young children, while Joel Sodeman is a father of three adult women and a stepson. Laura Smith takes pride in being a mother of two and a grandmother to seven.
When discussing their specific markets, each of them provided details regarding the locations they primarily operate in. Jessica mainly focuses on the Lansing, Haslett, and Okemos areas, with her own residence located in East Lansing. The price range for her buyers typically falls between $200,000 and $400,000. She emphasizes that this particular range is highly competitive in her market. Joel primarily serves the greater Lansing area, with a specific focus on Laingsburg. He highlights that Laingsburg is a slightly rural area with lakes and larger properties. This location presents unique opportunities for interested buyers. And Laura has specialized in higher-end condos for the past two decades. Her market primarily consists of properties ranging from $300,000 to $600,000, with a particular emphasis on new construction. She expresses her enthusiasm for working with new construction projects and meeting the demands of discerning clients.
When asked about the moment they decided to be a real estate agent, the three of them shared their own stories. Jessica reflects on her past experience in the real estate industry, where she worked in the business without having her license while living in Chicago. Growing up, she observed her mother’s extensive involvement in real estate and noticed the potential for achieving a good work-life balance. Despite acknowledging the stress and occasional chaotic situations, she recognized that real estate offered a natural fit, particularly when it came to balancing family life. With this realization, she made the decision to move back to Lansing and join her family’s real estate team.
In contrast, Joel reveals that becoming a real estate agent was not initially his aspiration. Having previously worked in Starbucks management and serving as a pastor, he unexpectedly found himself being recruited into the field. Joel admits his initial dislike for the sales-oriented nature of the job and his aversion to typical sales pitches. However, he discovered that being a real estate agent could be different. Despite sounding cliché, Joel emphasizes that his true motivation lies in genuinely helping people find safe and beloved homes. This sense of fulfillment changed his perspective and ultimately made him appreciate the role.
Laura traces her interest in real estate back to her childhood. At the age of 11, she began drawing house plans and eagerly requested her mother to take her to buy house plan magazines. Her fascination with homes served as the foundation for her career choice, solidifying her passion for real estate from an early age.
The three of them then shared why it is better to work as a team than as a solo agent. According to Jessica, working in a team provides several advantages. Firstly, it allows individuals to navigate stressful situations more effectively, as they can seek advice and support from team members who have experienced similar challenges. The feeling of not being alone in difficult moments is reassuring and helps the team overcome obstacles together. Additionally, working in a team brings a sense of enjoyment to the profession.
For Joel, he emphasizes the benefits of shared experiences within a team. He believes that sharing both the pain and the joy halves the burden and doubles the satisfaction. When faced with challenging contracts, the team collaboratively reviews the details to ensure nothing is missed. Instead of fostering a competitive atmosphere, they celebrate each other’s successes and genuinely support one another. The team’s unity extends to making tough decisions together.
Kevin then directed a question to Laura, asking about the main obstacles to building new condo developments in her market. Laura responded by highlighting two significant challenges. Firstly, there is a lack of available products to meet the demand from baby boomers who desire a maintenance-free lifestyle. The construction costs have also increased substantially, making affordability a concern. In her area, there is a mix of people downsizing from large homes seeking a simpler life and others purchasing their dream homes, creating an interesting combination of buyer preferences. She mentioned a current project where they are constructing a condo for parents transitioning from assisted living due to its unaffordability, emphasizing that this trend is likely to continue due to the large number of baby boomers. The main obstacles to overcome in these scenarios involve finding a reputable builder, securing suitable land, and expediting the construction process to meet the desire for immediate occupancy.
Moving on, Laura also addressed the benefits of working with her family. She described it as the best, with enjoyable cocktail hours to celebrate both the challenging times and successes. Her husband plays a crucial role in handling paperwork, and she expressed gratitude for the support she receives from her daughter and Joel, whom she considers a son. Having dependable individuals to rely on is a great advantage in their collaborative work.
In response to Kevin’s request for an untraditional client acquisition story, Laura shared an anecdote about a chance encounter at a Homegoods store. While purchasing cards and a gift bag with her husband, they struck up a conversation with an engaged woman who was drawn to her husband’s dad jokes. This interaction led to the woman reaching out to them, and she eventually became a client under contract for a condo build.
Kevin then turned to Joel to inquire about the skills and knowledge he gained from his previous occupations and how they benefit him as a realtor. Joel referred to a study that suggested the best real estate agents often have backgrounds as teachers and nurses. He highlighted the importance of caring for people and building relationships, stating that success in the industry revolves around honesty, integrity, and the ability to genuinely help individuals find and sell homes. Drawing from his experience as a pastor and in Starbucks management, Joel emphasized the value of taking care of people and fostering meaningful connections based on honesty and kindness.
When discussing their involvement in volunteer activities, they each highlight their personal attachment to specific causes. Jessica reveals that she serves as the vice president of the parent’s council at her children’s school. Given the age of her kids and the neighborhood they live in, this volunteer role allows her to connect with more people and actively participate in their school district and local community. She expresses her love for their school district and neighborhood, making her happy to contribute in this way.
Laura then shares that she has been volunteering throughout her life, adapting her involvement to align with the stages and circumstances she finds herself. She has volunteered in various capacities, including schools, junior leagues, and serving on association boards. Additionally, REMAX, her real estate agency, actively raises funds for the Children’s Miracle Network as an industry-wide initiative. Following that, Joel discloses that his daughter has type 1 diabetes, which has motivated him to contribute significantly to the Juvenile Diabetes Research Foundation (JDRF). He expresses his satisfaction in being able to support this cause.
Reflecting on situations involving intense disagreements with opposing agents, both Laura and Joel provide their insights on how such conflicts were resolved or, in some cases, dissolved. Laura recalls a particular closing that became highly contentious, requiring them to separate the parties into different rooms. However, despite the initial tension, the process ended on a cordial note. In handling potential conflicts, Joel emphasizes advising his buyers and sellers not to take things personally. He reminds them that real estate transactions are business-oriented and encourages them to assume that all parties are acting in good faith. Joel believes that ultimately, everyone involved wants to reach the closing table, fostering a cooperative atmosphere.
Kevin then asked if any of them have a movie, book, quote, or philosophy they share that helped change or shape their perspective personally or professionally. Joel shares the impact of a book called “Sway” on his perspective, specifically referencing a chapter that describes a negotiation exercise conducted by a Harvard professor. In this exercise, participants bid on a $20 bill with two rules: the winning bidder must pay for the bill, and the second-place bidder must also pay their bid. Joel explains that this exercise reveals how people become desperate to avoid losing, leading them to bid higher amounts. Drawing a parallel to real estate bidding wars, Joel emphasizes the importance of setting realistic expectations for clients to prevent them from overpaying for a property. He believes that being a conscientious buyers agent involves caring for clients and steering them away from overpaying for properties that may not be worth the price.
The conversation wraps up with each individual sharing the key lessons they learned in their career and how these lessons shape their future goals and aspirations. Joel highlights the transformative power of money and advises caution, emphasizing the importance of learning to say no. Recognizing that money can change people, he believes it is crucial to maintain personal integrity and be mindful of the impact that financial motivations can have.
Jessica shares her realization that not all deals or clients are worth the stress they bring. She emphasizes that while the allure of a commission might be enticing, it is important to assess whether the strain and effort required will be worthwhile in the long run. Lastly, Laura recalls working with a builder who taught her valuable lessons. One significant lesson was the builder’s willingness to tell people, “I don’t think I’m the right person for you” in certain situations. Although she doesn’t remember anyone actually leaving, this approach helped to diffuse tension and foster a collaborative mindset to find a mutually beneficial solution.
Check out Jessica Maitland, Laura Smith, and Joel Sodeman:
Laura Facebook: https://www.facebook.com/laura.smith.7587370
Joel Facebook: https://www.facebook.com/joel.sodeman
Facebook Business Page: https://www.facebook.com/SmithSodemanTeam
Instagram: https://www.instagram.com/smith_sodeman_team/
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