Realtor Training That Fixes the Biggest Industry Blind Spot

Michelle Kesil (01:31)
Hey everyone, welcome to the Investor Fuel Podcast. I’m your host, Michelle Kesil. And today I’m joined by someone I’ve been really looking forward to chatting with, Steve Hill, who’s been making serious moves in the inspection space and creating new platforms. So really excited to have you here with us today. I really think our listeners are going to take something away from how you’re approaching

operating a new platform for real estate agents. So yeah, let’s dive in. Thanks for having me, Michelle. Absolutely. So first off, for people who may not be familiar with you and your world yet, can you give us the short version of what your main focus is these days? Yeah, so ⁓ I am the owner of a top rated commercial and residential inspection in environmental testing.

Steve Hill, CMI (02:07)
Thanks for having me, Michelle.

Yeah, so I am the owner of a top rated commercial and residential inspection and environmental testing company,

Hill property inspections were headquartered in Southwestern Pennsylvania. So the Northeast region, and I am a certified master inspector or a CMI for short. And it’s a pretty.

difficult designation to obtain. Only about 1%, I believe, of inspectors nationwide have that designation. So lately, what we’ve really been pushing and working hard on is something that will probably revolutionize the real estate industry. A huge need for it. We’re creating an online platform called HPI Training, which contains 30 courses. ⁓

Michelle Kesil (03:01)
revolutionize the real estate industry. A huge need for it. We’re creating an online platform called HPI Training which contains 30 courses

to educate realtors and others who are interested on the inspection process, environmental testing, interpreting reports, everything that they usually struggle with and don’t know as much about.

Steve Hill, CMI (03:13)
to educate realtors and others who are interested on the inspection process, environmental testing, interpreting reports, everything that they usually struggle with and don’t know as much about. ⁓ So

that’s our big goal lately.

Michelle Kesil (03:29)
So that’s our big goal lately.

Yeah, that’s exciting. Could you share a little bit more about what type of education people might find through your platform? Yeah, so.

Steve Hill, CMI (03:45)
Yeah, so the

short answer is anything at all related to construction, building science that an agent or other might want to know more about is going to be covered over those 30 courses in great depth. So an example of a few of those would be exterior, roof, porches, decks, garages, plumbing, electrical, HVAC, et cetera.

Michelle Kesil (03:47)
The short answer is anything at all related to construction building science that an agent or other might want to know more about is going to be covered over those 30 forces in great depth. So an example of a few of those would be exterior, roof, porches, decks, garages, plumbing, electrical, HVAC, etc.

Steve Hill, CMI (04:15)
So

much, but beyond that septic systems, water testing and well flow testing mold, radon, wood destroying insects, asbestos, lead paint, you name it, it’s covered.

Michelle Kesil (04:16)
So much, but beyond that septic systems, water testing and well flow testing, mold, radon, wood destroying insects, asbestos, lead paint, you name it, it’s

covered. Awesome. And how can this support an agent? Like why would an agent want this course?

Steve Hill, CMI (04:39)
my gosh, I think the answer would be why wouldn’t they? So I cannot tell you how many times realtors we deal with have asked me, can you please provide training on what you do? We have a hard time going over things at showings and answering what are probably basic questions

Michelle Kesil (04:40)
my gosh, I think the answer would be why wouldn’t they? So I cannot tell you how many times realtors we deal with have asked me, can you please provide training on what you do? We have a hard time going over things at showings and answering what are probably basic

Steve Hill, CMI (05:48)
for buyers or getting ready to list a house and not knowing what to put in the listing.

Michelle Kesil (05:48)
for buyers or getting ready to list a house and not knowing what to put in the listing.

We can’t test anything.

Steve Hill, CMI (05:55)
We can’t test anything. We don’t

know the answers to the basic questions or how to interpret the findings that are on a report. In fact, I would say that it’s probably the single greatest need among most real estate agents if you ask them. Types of mortgage loans might be a close second, but there’s not nearly as much to learn there, and it’s not quite as complicated.

Michelle Kesil (05:57)
don’t know the answers to the basic questions or how to interpret the findings that are on a report. In fact, I would say that it’s probably the single greatest need among most real estate agents if you ask them. Types of mortgage loans might be a close second, but there’s not nearly as much to learn there and it’s not quite as complicated.

Steve Hill, CMI (06:22)
So this is a huge need that we’re looking to fill and just imagine it this

Michelle Kesil (06:23)
So this is a huge need that we’re looking to fill and just imagine

⁓ So let’s say that you are actively house hunting for a new home.

Steve Hill, CMI (06:27)
way. So let’s say that you are actively house hunting for a new home and hypothetically, let’s say you’re working with two different realtors. You normally have one, but let’s say you’re working with two. Realtor A takes you to half a dozen houses on showings and you have some questions that you think are pretty basic. ⁓

Michelle Kesil (06:34)
And hypothetically, let’s say you’re working with two different realtors. You normally have one. Let’s say you’re working with two. Realtor A takes you to half a dozen houses on shillings. And you have some questions that you think are pretty basic. You

know, are these outlets working correctly? ⁓ You see electric baseboard heaters. Maybe you don’t know what they are. You ask your agent, what are these? And why don’t I see a furnace anywhere?

Steve Hill, CMI (06:51)
are these outlets working correctly? ⁓ You see electric baseboard heaters, maybe you don’t know what they are, you ask your agent, what are these? And why don’t I see a furnace anywhere? And maybe

Michelle Kesil (07:04)
Maybe you know that agent has no answers for you, but then Agent B takes you to another half a dozen houses and not only can answer all of your questions, but might say you know what? have an outlet tester with me. We’re going to plug that in

Steve Hill, CMI (07:04)
that agent has no answers for you. But then agent B takes you to another half a dozen houses and not only can answer all of your questions, but might say, you know what, I have an outlet tester with me. We’re gonna plug that in and

Michelle Kesil (07:20)
and see how a couple of these outlets are. Which agent would you prefer to work with? Yeah, I mean the one that has the knowledge. Yeah, no brainer, right?

Steve Hill, CMI (07:20)
see how a couple of these outlets are. Which agent would you prefer to work with?

Yeah, no brainer, right? Yeah,

so I think, like I said, the better question is why wouldn’t an agent want it? ⁓ We put out failures early on and the response was overwhelmingly positive. Yes, please, please do this and get it to us as quickly as you can.

Michelle Kesil (07:33)
Yeah, so I think like I said, the better question is why wouldn’t an agent want it? ⁓ We put out feelers early on and the response was overwhelmingly positive. Yes, please, please do this and get it to us as quickly as you

can. Yeah, that’s so powerful. So it seems like a lot of.

Steve Hill, CMI (08:02)
Correct. Not only that, but a lot of people are engineers or they have a contracting or trade background and they may know a of those answers and they’re more impressed by an agent who speaks their language.

Michelle Kesil (08:12)
And they may know a of those answers and they’re more impressed by an agent who speaks their language.

Right. That makes sense. So what has been like the key to creating this new platform and making it all happen? I’d say the most fundamental key, of course, is having all the knowledge ourselves to be able to create all the content and taking the time as

Steve Hill, CMI (08:30)
I’d say the most fundamental key of course is having all the knowledge ourselves to be able to create all the content and taking the time as we come across

Michelle Kesil (08:42)
we come across different systems and components on site while we’re doing inspections or testing to record the content. And that takes time because there are things we want to record that we might come across out of hundreds a year, maybe once every few years.

Steve Hill, CMI (08:42)
different systems and components on site while we’re doing inspections or testing to record the content. And that takes time because there are things we wanna record that we might come across out of hundreds a year, maybe once every few years.

So we have nearly all of the content created and done at this point. It’s a relief, because it’s taken a while.

Michelle Kesil (09:01)
we have nearly all of the content created and done at this point. It’s a relief because it’s taken a while.

Yeah, I bet that’s a lot of hard work. Now, every operator I know also had a moment where things got real. Maybe you just had to pivot fast or a deal or something went sideways. Would you mind sharing an experience like that for you? Well, we had plenty, but ⁓

Steve Hill, CMI (09:34)
Well, we’ve had plenty, but nothing

Michelle Kesil (09:38)
Nothing fortunately yet pertaining to HPI training, the platform that I’m talking about. So far we’ve been very blessed. I knew early on we were going to need to have help, especially to get word out about the program. So one little pick up we’ve had is finding ways to effectively market the

Steve Hill, CMI (09:38)
fortunately yet pertaining to HPI training, the platform that I’m talking about. So far we’ve been very blessed. I knew early on we were going to need to have help, especially to get word out about the program. So one little pick up we’ve had is finding ways to effectively market the program.

Michelle Kesil (10:35)
So we reached out to NAR, the National Association of Realtors,

Steve Hill, CMI (10:35)
So we’ve reached out to NAR, the National Association of Realtors,

Michelle Kesil (10:39)
and they’re huge.

Steve Hill, CMI (10:39)
And they’re huge, you know, the largest

Michelle Kesil (10:42)
largest trade organization in the US, think maybe the world. ⁓ And their response was, sounds great, know, great things to come, get back with us as things progress and you’re nearly finished. But we’ve also, we’ve communicated with a couple of top selling agents with very large teams in our immediate area that helped promote.

Steve Hill, CMI (10:42)
trade organization in the US, I think maybe the world. ⁓ And their response was, sounds great, know, great things to come. Get back with us as things progress and you’re nearly finished. But we’ve also, we’ve communicated with a couple of top selling agents with very large teams in our immediate area to help promote the platform. So

Michelle Kesil (11:06)
the platform. ⁓ So

Steve Hill, CMI (11:08)
There are obvious challenges with that. When it comes to online courses of any kind, figuring out how to market it effectively, just get the word out, influencers I think are gonna be key for that. So anybody watching or listening who ⁓ has a lot of pull in their area and sees the value in this, they can feel free to reach out.

Michelle Kesil (11:09)
there are obvious challenges with that. You know, when it comes to online forces of any kind, figuring out how to market it effectively, just get the word out, you know, influencers, I think are going to be key for that. So anybody watching or listening who has a lot of pull in their area and sees the value in this, they can feel free to reach out.

Yeah, do you mean like agents that have a large influence on social media? Yeah, exactly. Or who are top sellers in their area, top producers. Those usually go hand in hand. Most top sellers now who are very successful are very active on social media. Yeah, absolutely. That makes sense. So.

Steve Hill, CMI (11:38)
Yeah, exactly. Or who are top sellers in their area, top producers. Those usually go hand in hand. Most top sellers now who are very successful are very active on social media.

Michelle Kesil (11:58)
What are you most focused on like solving next? boy, ⁓ figuring out now this is going to get a little technical sounding, but my biggest goal to solve is how exactly to structure the program. We know that we want to have our total 30 courses and get them all accredited.

Steve Hill, CMI (12:04)
boy, ⁓ figuring out, now this is gonna get a little technical sounding, but my biggest goal to solve is how exactly to structure the program. We know that we want to have our total 30 courses and get them all accredited.

And that’s a process. But beyond that, we really want to create

Michelle Kesil (12:27)
And that’s a process.

But beyond that, really want to create

Steve Hill, CMI (12:32)
an association type model where agents can pay a low monthly fee and have access at all times to all of the content, plus a field guide that we’re gonna be publishing, a hard copy book they could carry with them to reference for everything they may need. ⁓ And we would like beyond that if it ends up being possible to create a designation. So for example, a lot of agents have

Michelle Kesil (12:32)
an association type model where agents can pay a low monthly fee and have access at all times to all of the content. Plus a field guide that we’re going to be publishing a hard copy book they could carry with them to reference for everything they may need. ⁓ And we would like beyond that if it ends up being possible to create a designation. So for example, a lot of

have the ABR

Steve Hill, CMI (12:59)
the ABR

designation letters behind their name. It stands for accredited buyers are presented. We would love to offer something like that so that clients looking for agents credentials can say, OK, this realtor has gone through specialized training and knows a lot more than others may about the inspection and testing process. You know, contracting building science and so forth.

Michelle Kesil (13:01)
designation letters behind their name. It stands for accredited buyers are presented. We would love to offer something like that so that clients looking for agents credentials can say OK, this realtor has gone through specialized training and knows a lot more than others may about the inspection and testing process. You know, contracting, building science and so forth. Awesome.

Yeah, so let’s say an agent doesn’t have this expertise yet. How do they normally go about those situations where some of those questions might be needed to be answered? Good question. So the answer is most realtors will default if they don’t know at all to saying, well, if you get an inspection, your inspector can answer those questions, right?

Steve Hill, CMI (13:44)
Good question. So the answer is most realtors will default if they don’t know at all to saying, well, if you get an inspection, your inspector can answer those questions, right? And

Michelle Kesil (13:59)
And that’s perfectly fine. The goal of our program is not to create full-fledged inspectors out of realtors. It’s to arm them with a strong foundation of basic

Steve Hill, CMI (13:59)
that’s perfectly fine. The goal of our program is not to create full-fledged inspectors out of realtors. It’s to arm them with a strong foundation of basic

and advanced knowledge so they feel completely comfortable and really up their game. But what a lot of agents do is they simply just learn over time, especially as a new rookie agent, by

Michelle Kesil (14:13)
and advanced knowledge so they feel completely comfortable and really up their game. But what a lot of agents do is they simply just learn over time, especially as a new rookie agent,

by thoroughly reading over reports and test results, and just really paying attention, focusing, doing their own research, learning everything they

Steve Hill, CMI (14:29)
thoroughly reading over reports and test results, and just really paying attention, focusing, doing their own research, learning everything they can.

Michelle Kesil (14:40)
can. So right now it’s kind of a free for all. And go at your own pace, learn it as and if you can. We’re trying to create something that will give a much, much stronger and more detailed foundation.

Steve Hill, CMI (14:40)
So right now it’s kind of free for all. And go at your own pace, learn it as and if you can. We’re trying to create something that will give a much, much stronger and more detailed foundation.

Michelle Kesil (15:41)
Yeah, absolutely. Is this program strictly targeted towards agents or are there other people in the industry that could benefit from receiving this? It is primarily focused for realtors, but anyone in the real estate industry who could benefit from it.

Steve Hill, CMI (15:52)
It is primarily focused toward realtors, but anyone in the real estate industry who could benefit from it for

now is free to participate. So there are lot of appraisers or insurance agents or mortgage lenders, loan underwriters, adjusters, all kinds of people and investors, especially.

Michelle Kesil (16:03)
for now is free to participate. So there are a lot of appraisers or insurance agents or mortgage lenders, loan underwriters, adjusters, all kinds of people and investors especially

Steve Hill, CMI (16:20)
Because real estate investors tend to understand, and I’m one myself, that the importance of the inspection process is paramount.

Michelle Kesil (16:20)
because real estate investors tend to understand and I’m one myself that the importance of the inspection process is paramount.

Steve Hill, CMI (16:32)
And they also realize what defects are a big deal and which ones aren’t. Non-investors sometimes don’t get that. They’ll see a thin crack at a drywall tape joint and think their house or commercial building is collapsing.

Michelle Kesil (16:32)
And they also realize what defects are a big deal and which ones aren’t. Non-investors sometimes don’t get that. You know, they’ll see a thin crack at a drywall tape joint and think their house or commercial building is collapsing.

Steve Hill, CMI (16:50)
But investors have been, they’ve been around the block a time or two and they get it. And they’re not quite as emotional usually. We love working with those people because

Michelle Kesil (16:50)
But investors have been, they’ve been around the block a time or two and they get it. And they’re not quite as emotional usually. We love working with those people.

because they understand and they speak our language, they lead the emotion more out. But the more armed you are with knowledge about what we do and how to interpret all of it, the better off

Steve Hill, CMI (17:02)
they understand and they speak our language. They leave the emotion more out. But the more armed you are with knowledge about what we do and how to interpret all of it, the better off you are.

Michelle Kesil (17:15)
you are. Yeah, absolutely. And how like is this course fully digital? Are there like calls with it? What is the structure? Yeah, that’s a great question too. It is all online.

Steve Hill, CMI (17:27)
Yeah, that’s a great question too. It is all online.

So it’s the way things seem to be going nowadays. ⁓ All the courses are video based primarily. So you watch videos, you go through modules, quizzes, and then exams for each course. Now I mentioned there are a total of 30, but there are going to be 12. There’s a dozen courses that an agent or someone else would need to complete.

Michelle Kesil (17:32)
So it’s the way things seem to be going nowadays. All the courses are video based primarily. So you watch videos, you go through modules, quizzes, and then exams for each course. Now I mentioned there are a total of 30, but there are going to be 12. There’s a dozen courses that an agent or someone else would need to complete

Steve Hill, CMI (17:55)
in order to get a certification from us. ⁓

Michelle Kesil (17:56)
in order to get a certification from us.

Steve Hill, CMI (18:01)
But that’s really about it. ⁓ Other than that, we are offering for any realtors who get in on the program early enough, we have a limited number of slots available for this, but unlimited access to our team directly over the phone, text, email, whatever they need. If they’re out on site,

Michelle Kesil (18:01)
But that’s that’s really about it. Other than that, we are offering for any realtors who get in on the program early enough. We have a limited number of slots available for this, but unlimited access to our team directly over the phone, text, email, whatever they need. If they’re out on site

Steve Hill, CMI (18:23)
Or maybe they’re reviewing a report late at home and they need to call us and get our expertise. So we’re making that available to a limited number of people.

Michelle Kesil (18:23)
or maybe they’re reviewing a report later home and they need to call us and get our expertise. So we’re making that available to a limited number.

Yeah, that sounds really valuable. I’m sure people would love to utilize that extra resource. Yeah. Awesome. So let me ask you this. A lot of people listening to this show are either early in their journey or they’re just looking to level up.

And I think it would be beneficial for them to hear this when it comes to growing your business and building your network. What has made the biggest impact for you? ⁓ my gosh. Two things in particular. So I would say. For me, it’s been primarily hard work and I mean.

Steve Hill, CMI (19:10)
my gosh, two things in particular. So I would say for me, it’s been primarily hard work. I mean,

unbelievably hard work to the point where, you know, I’ve skipped meals and stayed up really late multiple nights and had, you know, summers where I had literally no days off. So

Michelle Kesil (19:24)
unbelievably hard work to the point where you know I skipped meals and stayed up really late multiple nights and had you know summers where I had literally no days off.

So I wouldn’t advise people to you know you need to find that work like balance right but hard work there’s there’s no substitute for that and we all want to get to a point where we can obviously

Steve Hill, CMI (19:39)
I wouldn’t advise people to, you you need to find that work-life balance, right? But hard work, there’s no substitute for that. And we all want to get to a point where we can obviously reap

the rewards of our hard work and let our money work more for us. But I think early on, hard work, just nose to the grindstone, go, go, go, is paramount. Beyond that, I would say continuing education.

Michelle Kesil (19:52)
reap the rewards of our hard work and let our money work more for us. But I think early on, hard work, just nose to the grindstone, go, go, go, is paramount. ⁓ Beyond that, I would say continuing education,

Steve Hill, CMI (20:09)
like what we’re talking about here and surrounding yourself with like-minded people who are going to be encouraging and motivating and supportive.

Michelle Kesil (20:09)
⁓ like what we’re talking about here, and surrounding yourself with like-minded people who are going to be encouraging and motivating and supportive.

Steve Hill, CMI (20:21)
Those things are huge.

Michelle Kesil (20:21)
those things are huge.

Yeah, absolutely.

And are you a part of any like networking? how do people network and grow kind of their relationship community? Yes, so building relationships is crucial in any business and it has been for us as well. So I was actually a founding president of a BNI chapter. I think most people listening are probably familiar with BNI. But we got so busy in our business that after

Steve Hill, CMI (20:35)
Yeah, so building relationships is crucial in any business and it has been for us as well. So I was actually a founding president of a BNI chapter. I think most people listening are probably familiar with BNI. ⁓ But we got so busy in our business that after we

Michelle Kesil (20:55)
After we got that chapter into a good place, I stepped down from that and I still stay in touch with the chapter members there

Steve Hill, CMI (20:55)
got that chapter into a good place, I stepped down from that and I still stay in touch with the chapter members there.

Michelle Kesil (21:04)
and other B &I chapter members from other areas. But for us, it’s really been mostly building and maintaining relationships with agents. And there are so many realtors, it’s such a common job that we have to go out of our way to reach out to and really get to know newer agents too.

Steve Hill, CMI (21:05)
other B &I chapter members from other areas. But for us, it’s really been mostly building and maintaining relationships with agents. And there are so many realtors at such a common job that we have to go out of our way to reach out to and really get to know newer agents too. And we

love doing that and helping to teach them about what we do and how we can work better together.

Michelle Kesil (21:25)
And we love doing that and helping to teach them about what we do and how we can work better

together. Yeah, absolutely. Relationships are everything in this space.

All right, so before we wrap up here, if someone wants to reach out to you, connect with you, collaborate or just learn more about what you’re doing, what’s the best way for them to reach you? Yeah, so I’ll give our office number. People are free to call that it’s toll free. It’s 1-833-Phil-Pro.

Steve Hill, CMI (21:56)
Yeah, so I’ll give our office number. People are free to call that it’s toll free, which is 1-833-HILL-PRO and that’s

Michelle Kesil (22:07)
And that’s 4455776. But the best way would be to reach out via email at info at Hill H I L L inspections with an S dot

Steve Hill, CMI (22:08)
4455-776. But the best way would be to reach out via email at info at Hill H I L L inspections with an S dot com.

Michelle Kesil (22:25)
com.

Perfect. Well, listen, I really appreciate hearing your time, your story and your perspective. We really need more people who are doing things in this innovative way. So thank you so much for being here. Thank you for having me, Michelle. Yeah. And for those of you that are tuning into the show, make sure you’re subscribed.

Steve Hill, CMI (22:41)
Thank you for having me, Michelle.

Michelle Kesil (22:49)
We’ve got more conversations coming with operators just like Steve who are out here building real businesses. And we’ll see you all on the next episode.