See Joe Live
See Joe Rand
Booking Information
Joe Rand is a versatile speaker who has developed dozens of courses over the past 15 years as the Chief Creative Officer for one of the 100 largest real estate companies in the country. He has also developed over a dozen 3-hour continuing education “certifications,” and will work with clients who wish to provide CE on getting a course approved in their state. And he is always looking for a challenge, so he’s happy to customize a talk based on the needs of a client, or integrate a talk with an interview, panel discussion, or any other format.
To book Joe to speak or participate in an event, email Joe at joe@joerand.com.
You can find more information at www.joerand.com.
Links
If you want to get a sense of Joe’s speaking style, here are some links to Joe speaking at various events
Selected List of Video Presentations/Interviews
Pivoting a Brokerage of 1000+ Agents During the Coronavirus
Video Interview with DotLoop for the “DotLoop Scoop” about the Pandemic impact on brokerage practice.
Realogy Leadership Series: How to be a Great Agent in the Coronoavirus Era
A 40 minute Youtube capture of a Zoom webinar for the Realogy Leadership series about how agents need to adapt to their clients’ changing needs during the Coronavirus Pandemic.
Inman Real Estate Connect: Disruptors, Discounters, and Doubters
January 2018
A short presentation with takeaways from the book Disruptors, Discounters, and Doubters
August 2017
Joe Rand interviewed by Million Dollar Listing’s Sam DiBianchi about the art of service in real estate.
Lohud: A Look at What’s Coming to the Housing Market
May 4, 2017
Joe Rand interviewed about the state of the market in spring 2017.
Lohud: Joseph Rand, Creator of the “We Love Nyack!” Facebook Group
March 6, 2017
Joe Rand interviewed about how to create a community group on social media.
Inman News, Stop Thinking Like a Salesperson.
September 9, 2016
Joseph Rand’s 2016 Inman San Francisco Real Estate Connect presentation on why agents need to focus their attention on clients, not on sales.
Inman News: Joe Rand on the Meaning of Service and Value of Social Media
November 7, 2016
Inman News: Lifting Women Out of the Real Estate Ghetto
August 16, 2016
Joseph Rand interviews Leslie Ebersole about the lack of women in leadership roles in the real estate industry.
Selected List of Podcast Interviews
Video and Audio
Roadside Real Estate with Jennifer Metzger
First Person with Mike Schneider
Audio Only
The Real Estate Sessions with Bill Risser
Luxury Listing Specialist Podcast with Michael LaFido
Pat Hiban’s Real Estate Rockstar Radio
ReThink Real Estate with Christian Harris, Nathan White, and Christopher Lazarus
Real Estate REstated with Carl Slade
The Sales Pitch with Melissa Kwan
Real Estate Leaders and Legends (California Association of REALTORS), with Sara Sutachan
Speaking References:
Director of Event Content
Inman Media
CEO, Council of MLS
CEO, RIS Media
Hudson Gateway Association of REALTORS
President
Carolina One Real Estate
MIBOR REALTOR Association
Vice-President of Industry Relations and Strategic Initiatives
California Association of REALTORS
Formats
Joe has spoken to audiences with thousands of people, or intimate discussions with a dozen people. He has given keynotes, delivered continuing education, moderated panels, been a panelist himself, and even facilitated strategic retreats. He can speak on a range of subjects, including multiple topics for different audiences on the same day, and can provide a comprehensive multi-day course customized to the needs of clients. Some of the suggest formats include the following:
Keynote Address. Joe can provide a keynote on any number of topics relevant to real estate, decision-making, or client service, and can customize a talk to the particular needs of the client.
Training Event. Joe can provide a full-day or multi-day training event covering any number of real estate topics, including a mature two-day course that introduces agents to Client-Oriented Real Estate, tracking the upcoming book How to be a Great Real Estate Agent.
Sponsored Training Events. Joe can also provide training events for sponsoring organizations such as boards or brokers, charging the individual attendees a registration fee. For these events, the sponsoring organization is only responsible for marketing the event to members or agents (or providing marketing lists) – we will handle all event costs, and share registration fees with the sponsor.
Continuing Education. Joe will work with a sponsoring client to get his slate of “certification” courses approved for continuing education credit in the client’s state, and then deliver the courses on either a client fee or registration fee basis.
Interview/Moderator. Joe has extensive experience as an interviewer from years as a panel moderator for Inman Real Estate Connect and RIS Media’s CEO Summit.
Facilitator. Joe has developed an expertise in facilitating meetings, such a company retreats and strategic planning, and works with clients on setting agendas and guiding discussions.
Book Club. For clients who bulk purchase copies of one of his books, Joe will lead a book club discussion either live or over video call.
Topics
To give you an idea of the subjects he can speak on, here is a selected list of topics, broken down to separate the real-estate specific talks from the general interest topics. These talks range in time frame, and can be customizable in length and depth depending on a client’s needs. Whatever the talk, Joe provides an outline beforehand for review by the client, and can provide audience handouts appropriate for the length of the talk.
BROKERS
How Brokers Fight Back: The Future of the Broker Value Proposition (1-3 hours)
Derived from Disruptors, Discounters, and Doubters, this talk focuses on how “traditional” brokers can resist the disruption they’re facing with regard to the their value proposition to both agents and consumers. He goes through the history of the brokerage value proposition, from the original “Rainmaker” era through the “Partnership” era through what he now calls the emergency of the “Vendor” era, and then reviews the consumer value proposition after the end of the Gatekeeper era 20 years ago. He concludes with a growing list of suggestions for how brokers can reinvigorate their value proposition for both agents and consumers in the modern era.
The Generations Program (1-3 hours)
The subject of a forthcoming book, Joe explains the coming crisis in real estate from the retirement of the first generation of real estate agents who legitimately built a business-within-a-business, and how we are unprepared to help those agents realize the value of their book of business when they retire. He then reviews a model for selling a real estate agent’s business, explaining how to prepare a book for sale, how to find a buyer, how to structure a deal, and how to transition the business.
Agents
How Agents Fight Back: Ten Ways for Agents to Resist Disruption (30-90 minutes)
Building off his book Disruptors, Discounters, and Doubters, Joe reviews the five reasons why the real estate industry is facing disruption, and 10 ways the industry can overcome those challenges by improving the quality of the work we do for our clients.
How to be a Great Real Estate Agent (1-6 hours)
Building off his forthcoming book How to be a Great Real Estate Agent, Joe talks about the foundation of “Client-Oriented Real Estate” – how to identify what clients need, how to create innovative systems to service those needs, and how to ensure flawless execution. He analogizes to great companies like Apple and Nordstrom, and failed companies like Lehman Brothers and Kodak, to show the importance of what he calls the “CORE Formula”
Bringing the WOW!: How to Provide Great Service Experience to Your Clients (1-3 hours)
Joe reviews the ten elements of great client service and shows how a focus on client needs can lead to “WOW!” moments: transcendent client experiences that get remembered. He starts with some great client service stories from both inside and outside real estate, and distills lessons for how we can generate enthusiastic, raving supporters.
From OLD to SOLD: A Guide to Service-Oriented Lead Development (“SOLD”) (1-6 hours)
Joe introduces to the CORE approach to lead generation, which focuses on providing a service to clients and potential clients, and finding a client-oriented purpose to everything you do to develop business: for example, how to approach a seller with an expired listing with the purpose of helping her understand why her home didn’t sell, rather than simply “cold-calling” her for an appointment.
The Modern Value Proposition: the Ten CORE Services (1-3 hours)
Based on material in his two books, Joe reviews the problems with the traditional value proposition agents provide to clients, and explains the foundation for the modern value proposition: the ten CORE services of counseling, pricing/qualification, staging/screening, marketing/showing, negotiation, transaction management, and communication.
Breaking the Blocks: Ten-and-One-Third Rules of Productivity (30-60 minutes)
Joe explains 10 rules for enhancing professional productivity, including a breakdown of what constitutes “work” and “not work.” He finishes with a group exercise at the end of how to break down goals into the steps you need to reach those goals, the blocks that will prevent you from taking those steps, and the “blockbusters” that will help you break through those blocks.
The Consultative Listing Presentation (1-3 hours)
Joe explains the CORE “consultative” approach to the listing presentation, showing how focusing on the client, rather than making a presentation about the agent, is a superior way to engage with clients. Specifically, Joe highlights the importance of the consultative approach to building rapport by asking questions, taking a collaborative rather than declarative approach to pricing, and explaining the modern value proposition.
Negotiation as Deal-Making
Joe explains how negotiation is not about “winning,” but about “deal-making,” and reviews how you can control the contours of a negotiation to ensure the best possible deal for yourself and your clients: the context in which you negotiate, the information platform you use, and the relative status you bring to the table.
We’ve Never Communicated More, And Communicated Less:
The Challenges of Digital Media (1-3 hours)
“We’ve never had so many ways to communicate with each other, and we’ve never communicated less.” That’s the foundation for this penetrating talk on how modern communication technology has alienated us from each other, and what we need to do to better engage and build stronger relationships by using modern technology more effectively and efficiently.
How to Make Better Decisions: A Guide to Effective Problem-Solving (1-3 hours)
Building off his graduate studies and his work as a law professor, Joe reviews the science and art of decision-making, and explains how we can make better decisions by understanding the biases in our own judgment: how we get anchored to a starting point, how we frame the wrong decision, how we escalate irrational commitments, and how we are easily manipulated by imagery and personal interactions.