Stephanie White has worn many hats in the real estate world. She’s gone from realtor, to broker, to managing and regional broker, to working in the association world – and not necessarily in that order. Stephanie gets into the problem of new shiny things on the market when realtors should just focus on what’s tried and true. Tune in to hear how you can’t buy likeability, why authenticity always wins, and what it means to be proactive. Please subscribe in Apple Podcasts or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting The Leigh Brown Experience. Time Stamped Show Notes 01:15 – Stephanie’s background 01:20 – Stephanie is in Mobile, Alabama, has been there for 2 years, and was in Florida for 25 years 01:35 – She worked and volunteered at 5 different associations, started as a realtor, became a broker, then became a managing and regional broker 02:10 – She worked with a company that sold leads and measured ratios from call to close; the results were enlightening because she had no idea how it worked 03:28 – Understanding conversion rates was something she didn’t know for the first 10 years of being in real estate, and that was after getting out of the selling side 03:50 – It’s critical for realtors now to drill into their own markets 04:30 –Every realtor should have to go through the process of listing their own home and purchasing a home before leading a client through the process 04:50 – Before you’ve lived it, it’s hard to council and advise someone going thorough it 05:00 – Her cross-sale with her purchase was with a successful woman; Stephanie learned that it was about tenacity and staying with it 06:00 – Her association members are inundated with new things that want their money and time, but door-knocking, cold-calling, marketing, and authenticity still win 06:45 – Likeable realtors do well because they’re authentic 07:35 – There will always be someone who doesn’t like you; don’t take it personally 08:55 – Facebook groups: No one is who they are online 09:40 – Social Media 09:53 – Stephanie sticks to work and cat videos; there’s so much noise out there 10:18 – As an associate executive, you must be where your members are 10:45 – Mobile association: Big events, participation, and culture, but there were certain gaps 11:30 – Policy manual creation for Mobile 12:23 – Sending members and staff to national events so they are educated themselves 12:53 – They have credibility with members so they’ll listen 13:15 – New perspectives and people add value and engage members 14:36 – The importance of knowing the “why” behind what’s going on 14:48 – People fear change but need to be adaptable and proactive; you should anticipate change that is coming and make thoughtful decisions 15:48 – Talk to your association executive, get them to listen to this episode, and have a conversation about your involvement; consumers, too 16:15 – Associations give realtors comradery, education, and current happenings 16:37 – How to reach Stephanie White 16:42 – Stephanie Sharp White on Facebook or email Stephanie@gcmls.com  3 Key Points Experience what it is you are advising and counseling on. Be outrageously authentic; people will see if you are trying to be someone else. You won’t be liked by everyone – its ok – don’t take it personally.