I am super excited for today’s episode because I have an awesome guest and an agent at The Holden Agency, by the name of Kelsey Cromar. She has been with our company for a while now, working in the south east area of Ohio, and she has had a great career with us. Her story from growing up in a group home, losing a business due to COVID, and then finally becoming a successful real estate agent is so inspiring – we specifically touch on the difference that Kelsey has experienced at THA compared to her past brokerage. Also, throughout the episode, Kelsey highlights her desire to give back to the community and her past as a rapper, which has shaped her confidence and public persona. The conversation emphasizes the importance of support, community involvement, and believing in oneself to achieve success. Enjoy!

Topics:

• Kelsey’s experience with her first brokerage and why she believes moving to The Holden Agency was the catalyst for tripling her business as an agent
• Some of the most important things that Kelsey has implemented that allowed her to do over 30 transactions in 2024
• How Kelsey has overcame the real estate agent saturation in her area and has really made herself stand out and where the bulk of her business has come from
• Why being involved in the community and giving back is one of Kelsey’s top priorities

About Kelsey:

Kelsey Cromar, a native of the Cleveland area, spent her early years in Westlake schools. Facing personal challenges, she entered a group home at 15, where she forged a close friendship that eventually led her to relocate to Wheeling, West Virginia, at the age of 18.

In Wheeling, Kelsey pursued her passion for music, creating rap and R&B while exploring various career paths. After discovering that traditional 9-to-5 roles weren't the right fit, she co-founded a successful overstock resale business in 2018. Unfortunately, the business faced closure during the COVID-19 pandemic. In late 2021, Kelsey found her true calling in real estate, embracing the industry with enthusiasm and determination. Her career transition proved to be a transformative decision, positively impacting both her professional and personal life. Married in early 2022, Kelsey and her wife welcomed their first child. By October 2023, they celebrated another milestone, purchasing their first home—an achievement that highlights Kelsey's unique journey of selling homes before owning one herself.

Connect with Kelsey:

• Facebook
• TikTok
• Instagram

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

Heads up that this episode is a replay of my feature on HousingWire's podcast, Real Trending, hosted by Tracey Velt. This conversation is packed with a lot of value so I'm excited to bring it to The World Series of Real Estate feed today. You can find the original episode here.

The original show notes are below:

On today’s episode of RealTrending, Jerry Holden, founder of THA Brands, shares his journey of transitioning from a traditional brokerage model to a 100% commission transaction fee-based model. He discusses the challenges he faced in gaining recognition and credibility in the industry and how he overcame them.

Jerry also highlights the importance of coaching and training in boosting agent productivity and shares his unique approach of paying agents to train. Jerry emphasizes the significance of continuous improvement and customer satisfaction in driving growth.

Here’s a glimpse of what you’ll learn:

• Transitioning to a new business model can be challenging but can lead to increased agent retention and growth.
• Coaching and training programs can significantly improve agent productivity and success.
• Paying agents to train and providing accountability measures can enhance training effectiveness.
• Owning affiliated mortgage and title companies can provide additional income streams and improve customer experience.
• Continuous improvement, customer satisfaction, and hard work are key to success in the real estate industry.

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE

When it comes to buying a home, some people are ready, some people are willing, but are they actually able to buy? In this episode of World Series of Real Estate, I had the pleasure of sitting down with Lisa Somerville, our incredibly talented Director of Operations at THA Mortgage. Lisa’s journey from wealth management in Chicago to leading our mortgage division is nothing short of inspiring. We dove into her background, discussed the challenges buyers face in today’s high-interest-rate environment, and explored solutions like down payment assistance and fast-track closings. Lisa also shared her thoughts on the future of the mortgage industry, including how rate changes might unlock opportunities for both buyers and sellers. It’s always a privilege to work with someone as knowledgeable and passionate as Lisa, and I’m thrilled to have her on our executive leadership team. If you’re curious about the mortgage world or looking for expert insights, this episode is a must-listen!

Topics:

• Lisa’s background in wealth management and how it led her to working with THA Mortgage and being on the leadership team for THA brands
• What has surprised Lisa most about the mortgage industry recently and the biggest challenges that are presently facing buyers
• The rate that Lisa believes will be the magic number that brings sellers off the sidelines and into the marketplace to drive up inventory
• Trends that Lisa has seen with financing between existing homes and new construction homes
• How Lisa and her team drives clear to closes that are much faster than the market average and different incentives THA currently offers
• Different ways Lisa and THA Mortgage win business with consumers, even after they’ve been pre-approved through other companies (plus different fees you should watch out for)
• An outlook of the mortgage industry, especially in Ohio, West Virginia, and Pennsylvania in 2025

Episode Resources:

• HousingWire: Elon Musk calls for the CFPB to be ‘deleted’

About Lisa:

Lisa Somerville-Schaffner holds a degree in Environmental Health and began her career in banking during her freshman year at Bowling Green State University, quickly discovering a passion for the financial industry. Starting as a teller, she advanced through various roles, including branch management and business banking, ultimately becoming National Director of Wealth Strategy and Sales in wealth management. After stepping away to focus on family, Lisa returned to the financial world with THA Mortgage, where she now serves as a Mortgage Loan Originator and Director of Sales. In this role, she works closely with clients and agents while leading the mortgage division, bringing expertise, leadership, and a commitment to excellence to The Holden Agency, THA Mortgage, and THA Title.

Connect with Lisa on LinkedIn here.

Connect with Jerry here:

• THA Brands
• LinkedIn
• Instagram: @jerryholden44
• X: @jerryholdenRE