Familiarity: The Hidden Key to Winning Clients in Real Estate w/ Tom Blanchard

Signature Buzz

Real estate might look like it’s about complicated transactions, but underneath it all, it runs on something simpler: trust.

In a noisy, oversaturated market, trust is your edge.

And sometimes, all it takes to earn it is one small thread of commonality.

Maybe you went to the same school. Maybe you share a hobby.

That tiny human connection is often the reason someone chooses you over the dozens of other agents they could’ve called.

But here’s the thing: you can’t find that thread if you’re hiding.

You’ve got to show up. You’ve got to be seen. Not just in just-listed postcards and templated email blasts, but as a real person in your community.

So, how do we build more of those moments?

In this episode, we’re joined by Tom Blanchard, Managing Broker at Signature Real Estate Group, former President of the Las Vegas REALTORS® Association, and a 40+ year industry veteran.

From working as an EMT to becoming a Las Vegas real estate leader, Tom shares how trust, not tactics, is the secret to a sustainable career.

Three Things You’ll Learn In This Episode

• We can’t always save the deal As an EMT, Tom learned that you can’t always get a good outcome. How does this relate to real estate?

• Become your own billboard Open houses aren’t about getting a specific buyer; they are the best form of advertising a real estate agent has. How do they lead to more business?

• The best real estate script is life Agents hesitate to reach out to clients because they don’t know what to say. How do we stop procrastinating?

Guest Bio

Tom Blanchard is a Managing Broker at Signature Realty Group. Thomas served as the President for the Las Vegas REALTORS Association, representing some 15,000 REALTORS in Southern Nevada. He also sits on the Nevada REALTORS Association Executive Board as the 2021 Vice President, as well as the National Association of REALTORS Board as a Director. Tom specializes in the acquisition and disposition of investment-owned and distressed residential real estate, which includes Investment sales, property management, REO, foreclosed, bank-owned, short sale, and other residential real estate since 1995. Tom has spoken nationally as well as on Capitol Hill and has been interviewed by local and national media regarding the national and local housing market. Thomas Blanchard was first elected to the Board of Directors for the Greater Las Vegas Association of Realtors in 2014. Tom is the Las Vegas Chapter Founding-President of VAREP (Veterans Association of Real Estate Professionals). VAREP is a national organization assisting our Veterans in getting the assistance and education needed for responsible homeownership. He also is a member and served on the Board of AREAA (Asian Real Estate Association of America) and is a member of NAHREB (National Association of Hispanic Real Estate Professionals) as well as REOMAC, a national organization dedicated to educating and maintaining higher professional standards for those that work in the housing default industry. Connect with Tom on LinkedIn.

About Your Hosts

Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah and beyond.

Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry.

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