Welcome to the Real Tea Podcast, brought to you by Tennessee REALTORS® and sponsored by Rural 1st, “helping you live closer to what matters.” I’m your host, Angela Shields. This podcast is created for Tennessee REALTORS® to get the “tea” on all things real estate in Tennessee. We’ll bring you engaging conversations with esteemed guests in the real estate industry and cover a wide array of topics, including current events, governmental affairs, education, and legal updates.––

Angela Shields (AS): Alright, today we are back with the Real Tea Podcast, and I am super excited to have Ms. Kathy Dunn join us today. Kathy is the broker of Highlands Elite Real Estate, but today she is here with us because you are the TREEF President. We’re going to talk about TREEF today.

Kathy Dunn (KD): Good.

AS: Before we get going, you’ve probably heard these podcasts and you know what I’m about to ask. We ask everyone because we are the Real Tea Podcast, “What do you take in your tea cup?”

KD: I like traditional Lipton’s tea. Don’t tell my kids who on a coffee shop with all the exotic teas, okay? With a little honey.

AS: No, I have been to that coffee shop. It is fabulous, over at Cookeville.

KD: It is. They’ve been blessed. It’s an amazing place. Like I tell everybody, “If you ever had a fabulous cup in Cookeville, odds are, my family made it for you.”

AS: I’ll agree to you because when we come there to visit the association, we always try to stop there if they’re open. So, I will testify to that,

KD: And they appreciate that.

AS: Okay, so let’s jump in. TREEF– Before we do anything, we are a we’re an industry known for acronyms and of course “TREEF” is an acronym. You can’t look that up in the dictionary. So, tell us what TREEF stands for.

KD: TREEF stands for the “Tennessee Real Estate Educational Foundation.”

AS: And as President, you’re running a a board. It’s a 501(c)3. So, let’s let’s start there. What is it exactly that you’re doing?

KD: Okay, so, TREEF was set up to help create scholarships for graduating seniors and so, that’s kind of the basis of it. So, we’re always in fundraising mode, I feel like, to accomplish that goal.

AS: Right, and with with the funds that you raise, we’re doing all kinds of things. Tou mentioned scholarships. We’re working with instructors to bring quality education to our REALTOR® members. It’s a whole slew of things that you’re doing.

KD: Yeah, the the education arm of it. Of course, you know, we’re not just a committee and so, just the education piece that people can go to their local associations and have good quality education is priceless. Back years ago, I had to drive all over the state to get my CE–30 years ago.

AS: Yeah, and I think that’s one of the important things that we do is we really try to partner with our local associations and not compete. We–we try to make sure that they have good–I just keep saying quality instructors, and I think that’s because of the requirements that you all have put in place knowing what our REALTORS® need.

KD: Yeah, and we’ve really tightened that up in the last couple of years with the Instructor Development Workshop and we’ve brought back the two-day Train the Trainer program. We just feel like it’s very important for if–if you’re sitting in Cookville, Tennessee taking the core class or you’re sitting in Memphis, Tennessee or Knoxville or anywhere in the state, it should be the same material being taught very similarly.

AS: Right. So, before we go any further, I want to make sure that listeners would understand it’s not TREC [Tennessee Real Estate Commission]. So, you’re not–you are not the licensing group. I think sometimes people hear TREEF, TREC–and they get a little confused with that. So, the classes are ran through TREC so we get approval for the CE.

KD: Correct.

AS: But what you’re doing is, you’re saying we’re kind of giving that stamp of approval that TREC has said this instructor meets our standard. That’s a little little bit of a high standard to say we’ve approved this and we know that they’re good.

KD: Yes, so beyond them just getting approved by the Real Estate Commission to hold an instructor’s license, we take them through that extra step to make sure that they are qualified, that they’ve got the right tools in place in order to teach our agents across the state.

AS: Right. So, when you see TREEF, you know, “Hey, I can I know this is going to be a good class.”

KD: Absolutely.

AS: Yeah so, let’s kind of dive into–you mentioned scholarships. Those scholarships are not for the REALTOR®.

KD: No, they’re not. Those scholarships are for REALTOR® members’ children or grandchildren or legal dependents. And association staff’s children, grandchildren, legal dependents can also apply for those scholarships. But because it’s a very finite scholarship with those parameters, they can’t go to their school counselor and pick up this application.

AS: Right, I think it’s pretty special. And you give more than one away a year.

KD: We give three away, one in each Grand Division.

AS: That’s pretty special. So, we spread it out across the state basically is what you’re saying.

KD: Yes.

AS: Yeah, so every year three scholarships, and it’s–it’s really not that hard of an application to have to fill out.

KD: Oh, not at all. And the stories… I’ve served on the Scholarship Committee within TREEF before and some of the stories–I mean, they’ll bring tears to your eyes and it–it’ll change you serving on that committee and serving just on the scholarship piece because of those applications.

AS: So Kathy, when you talk about the scholarships–does the student need to attend a university or a college in Tennessee?

KD: Not at all. As a matter of fact, I think we gave away one–I think it was last year, and they were going to Alabama. Can’t imagine that but you know, hey, it was their school of choice, so we honored that.

AS: Yeah, so, they can they can go anywhere they like.

KD: That’s right.

AS: And must they take a course that is related to real estate?

KD: We give preference to those graduating seniors who are exploring a real estate career in real estate or an allied field.

AS: Yeah.

KD: But it’s not an absolute.

AS: And I think it’s important that–that the word get out. I mean we have a lot of students that apply but it is a great opportunity for those that have that senior–a senior in high school to really take advantage of because it’s right there at their fingertips.

KD: Yeah, it’s $2,500. That’s nothing to sneeze at.

AS: Right.

KD: And, you know–can help with books, absolutely–technology they need.

AS: Yeah, any anything like that, that’s awesome. I think it’s–I think it’s really special. And then, the other flip side of that is, it’s a great opportunity to contribute and donate to a 501(c)3 that’s going to a great cause.

KD: Absolutely. I mean, that’s the best part for those of us who contribute each year is, you know, because I don’t know how many, well, most of us REALTORS® probably dreaded yesterday. That was the day that the IRS–

AS: Tax Day.

KD: Tax Day–got all the forms got submitted and we all went, “Yuck.” So, yeah. So, this is another good way to have a a little extra tax break, so…

AS: And I think it’s important for those who would like to contribute to know that when they do make a contribution, not one dime comes out for administrative cost.

KD: No, it’s 100% goes into the Foundation.

AS: Right. So, that’s really special. Um…

KD: And can I also talk about the Foundation and the endowment?

AS: Yeah.

KD: So, we’re having to really fundraise really hard these days but the goal is we also have an endowment fund. But we can’t spend that–that money, the interest that it makes at some point will have enough money in it that it will fund these scholarships. So, we’re not having to fundraise all the time because it feels like part of our job on TREEF is to be fundraisers. And so our goal is, we’re really working hard to build up that endowment so it automatically just funds those scholarships every year.

AS: Right, and you could either do more scholarships or you could come up with other great ways to do great things in the community around.

KD: Absolutely. There’s so many good causes that are tied to real estate.

AS: Yeah. The Foundation rules and and bylaws do give you a little bit more leeway to be able to do some other things, so that’s great that you all are working so hard to do that in that education realm. So, kudos to to your group for that.

KD: Thanks.

AS: And speaking of fundraising, you do have another way that’s really exciting. I think that enough people do not take advantage of, and that’s through the license plate program.

KD: Yes. I proudly have one on my car, and I signed up like I was one of the very first people to sign up, and then we had to wait until we had enough people who had also requested to get one of the REALTOR® plates before they got made. So, I’m very proud of my plate. It has my  company acronym on it here, Highlands Elite Real Estate.

My best friend, Kelly White over in East Tennessee–hers has her company’s acronym on her license plate. So, it’s our vanity REALTOR® plates. And with that, we’re making a positive impact to TREEF because every year when we renew, part of the money comes right back to TREEF for these scholarships.

AS: Right. It and it doesn’t cost that much more to be able to get that. I think what sometimes people overlook is that it’s like you’re driving around with your own billboard to say, “I’m a REALTOR®.” So, if you’re parking your car and somebody sees that, they might stop and ask you, “Hey, Kathy, are you a REALTOR®? Tell me about that.” Or, “That’s right. I’m looking for a REALTOR®.”

KD: Yeah, and it’s a pretty license plate too.

AS: It is.

KD: The design and everything on it–matter of fact, we have two in our home because when the new [standard] license plates came out, they didn’t look good on the Camaro. So, the REALTOR® license plate complements it very well.

AS: It has several colors that can go with different–different colors.

KD: That’s right.

AS: We have heard a few that will say, “Oh, I have a different vanity plate that means something special to them and that’s great. But if you do have more than one car, it gives you another opportunity.”

KD: Absolutely. It’s what we do at our house.

AS: Yeah, so, definitely something to look at. I think that a lot of people do not realize that those vanity plates are available to be able to identify yourself as a REALTOR®. Can you tell them what they need in order since you’ve done it before–what you need when you go into your tag office to be able to say, “I’m a REALTOR®,” and be able to get these?

KD: Absolutely, so you need something printed off that says you are currently a li–not licensed–that you are currently a National Association of REALTORS®, REALTOR® member. And you can actually, if you log on to nar.realtor, you can go in there and print your card. We all have them. Just put in your NRDS number and it will bring it up and you can print it off, take that with you to the county court clerk’s office or tag office in your county and they will issue your license plate.

AS: And you actually bring up a really good point because you almost said “licensed” and I’m glad you did that actually because not everyone who holds a license is a REALTOR® member.

KD: Correct.

AS: This is only available to REALTOR® members. It’s part of a member benefit that you have that allows you to have one other way to identify yourself as a REALTOR® member. So, if you’re just a licensee you’re not able to get this. I don’t think there is a vanity plate to say, “I’m a licensee.”

KD: No.

AS: So, it is something special that you can do to put on your car to help advertise.

KD: And–and saying that, I know a lot of REALTORS®, they’ll go into the tag office with our pocket card that comes with our license every two years and they won’t accept that because it just says we’re a licensee and not a REALTOR® member. So, you really need to print that off. That’s  the issue–a lot of people have when they get there. And what they don’t realize, the clerk’s offices, they’re not trying to be difficult. It’s that these are the rules that Tennessee REALTORS® set up for that license plate in order for them to be able to obtain it and put it on their car

AS: Yes, to protect that that brand.

KD: Yes.

AS: Yeah, it’s really exciting. So, hopefully you’ll have more that understand that and and be able to to get that. And if they have questions, of course, they can ask someone on the–the TREEF board or they can call our office and probably their local association would be able to guide them through that.

KD: Yes, because any of us that have them would be happy to help them.

AS: Yeah, yeah, it’s exciting. So, let’s talk about your journey for a little bit. So, you’ve risen to the–ascended to President and I know you’ve served as a DVP [Division Vice President]. You’ve served as President at your local association. Tell me why you serve in these positions.

KD: Well, I just really believe in giving back. That’s just part of who I am. It’s part of way the way I was raised and when I got started, I had–I was surrounded with really good mentors. I am very blessed the office that I spent the majority of my career with. I had a very good broker who poured a lot into me and helped.

And then the other mil–the other mentor agents–one of them, Brenda–soon as I got licensed and joined the firm she said, “First thing you need to do is start working on getting your GRI.” I said, “What is that?” And she said, “Well, it stands for ‘Graduate, REALTOR® Institute.'” So I immediately started finding classes and back the–there’s no excuse for no one not to have it today because you can do it online–I had to drive all over the state to get mine. So, I’d have–I live over in Cookeville. I’d be driving to Nashville, Knoxville, Chattanooga–but I did it and I believe back then they were two–two-day courses, I think. It’s been a while, but yeah, it just I think it made me–I know it did– It made me a better REALTOR® and made me more more prepared.

AS: My goodness. When I when I think–I’m hearing you tell that story and I think to myself–but in your case, look at how many REALTORS® you know today because of doing that. I see you at conference and you know everyone.

KD: It’s really fun. I feel like it’s–it’s the good kind of family reunion.

AS: Yeah.

KD: I look so forward to going to our Tennessee conferences just because I get to see people that I never get to see and get those good hugs.

AS: Well, and–and just the the network you’ve made and you’ve built because I can say that about the Tennessee conferences, but I see you at national as well and just the network you’ve built from all of your involvement.

KD: Yeah, I tell people, “I don’t think there’s any–I know there’s no place in Tennessee I could land and need help that I couldn’t pick up the phone and call someone that I know that’s in real estate in some part of the state. And probably not any state I couldn’t land in and not be able to pick up the phone and call someone because from the time I started going to conferences–my very first one I know it’s a little off topic but the reason I went is because Pat Summit was the keynote speaker so and I was like, “I’m there,” and I started meeting people. I didn’t sit with people that–from my association when I started going to conferences because I can see them every day and so I just started meeting people and networking across the state and I just really enjoyed that.

AS: Yeah. Yeah.

KD: I still do.

AS: So again, you are now serving as President of TREEF and with that comes responsibility. You have to set goals. You have to give guidance. What is something that you all are working on with TREEF to kind of move the needle forward? What is it that is exciting?

KD: Well, I know I keep harping on the education piece but that’s such a big part of it because the–the classes that we’re creating, everything is changing very fast right now. And so, we’ve got some new courses that we’re working on getting written and they’re going to be very exciting. They’re going to help keep our agents on top of their game. And you you can’t be stagnant. You can’t just go, “Okay, we’ve got this library of courses. Go out and teach them,” and because that the material gets antiquated very quickly, especially these days, things move so quickly.

So, be watching for new course offerings from TREEF at your local associations or maybe at the state conferences. And we’ve got some exciting things planned coming up. There’ll be some on AI and different things. I know sometimes feel like I just served on NAR, the Conference and Meeting Committee, and we just got through going through all the speaker reviews and I’m like okay, “I think everybody’s gotten the AI message.” So, we’re going to do it where it relates to day-to-day real estate just to help you build those prompts out to save some time so you can be out in front of clients selling homes.

AS: Yeah and I think that’s so important as is one, you always hear getting back to basics and two, and then it’s all the technologies changing so fast and just having to stay up on all of that.

KD: And finding a good balance.

AS: Finding the balance. And I–I think the other thing that’s important for people to understand and know, you always send out those surveys after the the class or after the conference and I think it’s important people to know that we actually look at those and pay attention to what they’re what they’re telling us.

KD: Yeah and TREEF looks at those too because for the educational offerings that we want to know about. So, we–we need you to fill them out. Not just check the boxes but write comments. We will listen.

AS: Yeah, yeah. We want to hear their voice.

KD: Exactly.

AS: Yeah. So, if you had to say–what is the one thing you wish the members of Tennessee knew about TREEF? What is it that you wish you could say to them that they would understand what about TREEF?

KD: That TREEF is for them. It absolutely 100% is for them. We–we feel like the better educated a REALTOR® is, the better they are to serve their community. They’re better serving their clients, their buyers, their sellers. They’re knowledgeable. They help keep their clients out of pitfalls. They know how to navigate the waters. They can better write their offers. I tell folks all the time, I said, “If you ever used to have to agents, if you ever had to punch a time clock, that Purchase and Sell Agreement is your time sheet. The better you know how to fill that out, the easier it is to get to the closing table and get paid.”

Yeah, and so, we just really want our Tennessee REALTORS® well prepared when they’re in front of people and it just–it goes back to the community because those people are more well-rounded REALTORS® and I find that those become excellent mentors for others and they wind up serving their communities as well.

AS: You know, one of the things that I think is so great about our community, when you say “community,” our whole family–the family of REALTORS®–is that mentorship. And I know that’s important to you. You’ve talked about it several times. But when you think about other professions, other professions are competitive. You all are competitive. You compete with one another but you are a group of people that will give each other your secret sauce faster than anybody I know. You will actually say, “Hey, let me make you better so you can compete with me and I’ll give you the secret sauce of how to do it.”

KD: Absolutely. Iron sharpens iron. It’s amazing, yeah. I tell everybody when they first get licensed, I’m like, “This is the only business you will ever be in to where you will have to work with your competitor.”

AS: Yeah, as if they’re in your company.

KD: Absolutely.

AS: And then to help keep each other ethical. I think that’s the other thing is we have our Code of Ethics. You all give classes on the Code of Ethics. And I think it’s so important to stay up on the ethics because we all think we’re ethical but it’s so easy to find yourself in a situation where you accidentally even cross the line and you don’t even realize it, and so, that education piece is so important to make sure you’re clear.

KD: Absolutely, and it really works well when you’re in those classes and you have all levels of experience in the Code of Ethics classes and it’s great because the newer agents get to hear from the agents who have been in the business longer.

AS: Seasoned.

KD: Seasoned. Thank you, I like that. And they really appreciate hearing that too, you know, something that came up with them and how they handled it, you know, and so, it just it makes it nice when you have multigenerations in classrooms.

AS: Yeah.

KD: And the Code of Ethics, it changes. We add some things to it occasionally. And I tell every I said, “You can’t take off your REALTOR® hat. We’re REALTORS® 24/7.

AS: 100%.

KD: And we have to remember that in our dealings with the public on social media or whatever.

AS: Right, right, 100%. And then on the flip side of that, I think it’s so great when you’re in classes with newer agents, even younger agents because a lot of times that’s where you’re going to hear about technology changes and some of the new scams that are out there and just I mean so–how to use ChatGPT and all these different things. So, I think it is–it’s such a industry where it’s interchangeable and you just learn so much from one another.

KD: Yeah and our TREEF instructors really have to be well prepared because especially the newer agents sometimes they don’t feel comfortable going to their broker for some reason. So, it’s like they come like with all their questions and we’re sitting there and sometimes I have to go, “I can’t answer that. You have to go to your broker for that.” And we also make sure all of our TREEF classes, they understand no matter how we teach a truth class, they have to follow the direction of their broker.

AS: Right, and the law.

KD: Yes.

AS: Yes, all of that, yeah. So, you’re talking about the instructors for–so let’s flip that for just a second. So, if someone is interested in becoming a TREEF instructor, you you did talk about Train the Trainer [program] but how would somebody go about that if somebody is new to it and they’re kind of interested in becoming a TREEF instructor?

KD: So, they can go on Tennessee REALTORS®’s website and find the link–should be up now for the two-day Train the Trainer program. It’ll be coming up this fall and so it gives you plenty of time to get ready and it is just an excellent piece to help you really prepare. You know, I’m kind of disappointed that some of our former teachers–because, you know, we have a lot of teachers who get out of the school system and they get the real estate license. They’re excellent REALTORS® and I like to see more of those guys step up and become TREEF instructors.

AS: And they may not have even thought about that’s a good connection for them.

KD: I think it would be great and I never thought that I would ever stand in front of a group of people and instruct but I really enjoy it and I never would have thought that. And all of our TREEF instructors–any of them you talk to, they truly love it and they care about the students in the class. And you know, we all we give up part of our breaks and you give up–you stay after the classes to talk to folks and make sure that they understand because they’ll have burning questions and so you have to really be prepared and I think TREEF does a good job preparing the instructors for that,

AS: Right, and so you all are always looking for new talent to add to the catalog because you get so many requests from all over the state of people–associations and offices wanting to bring in TREEF instructors.

KD: Absolutely, and so we need more.

AS: Yeah. So, I know our time is starting to–starting to wind down a little bit but what is there about TREEF that we haven’t talked about that you would like to share?

KD: Hmm.

AS: What about getting involved on TREEF Trustees? I know that those applications are come up pretty soon.

KD: Oh yeah, so the TREEF Trustees applications are going to come up. So, there are several–we have several different advisory groups within the within TREEF and I spoke a little bit about the scholarship review. You know, if that’s something that speaks to you, get involved. If the idea of REALTOR® education or you’ve got some great ideas of things you think that could help TREEF get better–I always tell people I don’t believe that the way things have always been done are the things that are the way that things always need to be.

AS: Sure.

KD: We need fresh ideas on all committees and especially with the TREEF Foundation.

AS: Yeah, yeah. So, you have the scholarship, you have fundraising, you have just new idea generating for classes.

KD: So, we have may have people that are just really good with fundraising and we can take corporate donations also. And so, I’m sure there’s REALTORS® out there that have those connections to some corporations who are always looking for ways to give and save some money on the taxes.

AS: Yeah, yeah, so, it is a great organization. I know it’s–it’s been around for quite some time and has been very successful and we enjoy working with all the local associations. And the last thing I’ll ask you about is because where TREEF does tend to take a more prominent role is you mentioned GRI, so we do tend to really get helpful with the associations and on the state level with designations. And there are an alphabet of soup of different designations that you can get through TREEF.

KD: There are and we work with NAR also to promote their designation and certification programs which is really helpful and GRI I feel like it’s the cornerstone of TREEF as far as education and if you don’t have your GRI there’s it’s never too late to start.

AS: It’s a great place to start. Oh, absolutely. And uh– So, the uh– But beyond the basics, the core classes, the contracts classes we teach the–and the GRI classes, just knowing what all the certifications and designation programs are is helpful. And the classes that we sponsor at TREEF, they’re classes that have meat to them. They’re not just something that you hop on your computer and pay $49 and say you’re certified in something. And it’s powerful and you–you leave those classrooms with knowledge.

AS: Yeah, yeah. Well, we appreciate everything that you do TREEF and beyond but we really appreciate all you’re doing this year with TREEF right now.

KD: Thank you.

AS: And hopefully we’ll–we’ll see a few more license plates out there.

KD: I sure hope so. And remember, if you don’t have the license plate, go get it or at least remember to give $26 in 2026.

AS: Yes, that’s a big program you’re doing right now. $26 in ’26. $26 in the year ’26. And it is tax deductible.

KD: Absolutely.

AS: Yeah.

KD: Or you can give more than that, we don’t mind.

AS: No. Everybody heard it from Kathy. So, we’re–we’re having that big challenge right now. So–well, thank you very much and we look forward to seeing everything that’s going to come.

KD: Thank you for having me.

AS: Thank you.

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Thank you all for joining us today on the Real Tea Podcast. If you enjoyed this episode, please share it with your friends and colleagues. Then visit tnrealtors.com to submit your questions and topics for future episodes of the Real Tea Podcast. Thanks for listening.