July 10, 2025 • 44 mins
Episode Overview
In this episode, John Kitchens, Jay Kinder, and Al Stasek dive deep into what it really takes to shift from agent to CEO in today’s unpredictable market. From revisiting hard-earned lessons with Kyle Whissel to calling out the rise of unethical listing practices, this episode pulls no punches.
The guys break down why operating systems, high standards, and the right mindset are the foundation for scaling—and why most agents fail when they avoid the hard truths. They also unveil major updates on the Agent to CEO 2024 experience in Cleveland, including VIP perks, surprise speakers, and how to lock in your seat before it’s too late.
If you’re tired of playing small and ready to run your business like a real CEO, this is your roadmap—and your wake-up call.
Key Topics Covered
Kyle Whissel & the Power of Standards
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What Kyle’s 5 takeaways reveal about building a high-performing team
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Why production without alignment is a long-term liability
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The difference between agreements and expectations—and why most leaders get it wrong
From Agent to CEO: The Mindset Shift
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Why most agents are stuck in “appointment” mode
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The real shift: thinking in terms of hires, structure, and bottom-line growth
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How leadership begins with letting go of the wrong people
Building with Systems, Not Hustle
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How CHSA, CHBA, and business operating systems create real leverage
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Why strategic planning and the Rockefeller Habits still matter in 2025
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The difference between a sales event and a business event
Exposing the Commission Culture Lie
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What top agents are saying about Compass and private exclusives
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Why limiting exposure hurts sellers—and kills trust
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A consumer-first script that crushes anti-cooperation listing tactics
The MLS, Cooperation, and Seller Exposure
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85–90% of homes sell through cooperation—so why are some still gatekeeping?
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Real-world examples of sellers losing hundreds of thousands due to exclusivity
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How to use the CHSA framework to win listings with logic, not fear
The Real Estate Market Outlook
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Why 2025 is not a crash—but a correction
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The rise in inventory, consumer fatigue, and opportunities in new construction
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What modular housing means for affordability—and how investors are getting ahead
Agent to CEO 2024: What You Need to Know
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Dates: September 24–25, 2024
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Location: Clev
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Everybody, man.
Thank you guys.
(00:21):
Tuning into anotherepisode of One Big Fire.
We got the boys in the houseand, uh, ready to get after it.
What's good fellas?
Yo Johnny, what's happening?
What is happening?
What's happening?
Man, you know, um, I had, um, I hadthe og, the, the goat himself, Mr. Kyle
(00:43):
Whistle on expert mentors last week,which was, um, episode 2 95, by the
way, which was pretty dang remarkable.
And we, he couldn't believe.
He's like, dude, he goes, I appreciateyou to keep this thing rocking and.
You know, looking back, justkind of reflecting as we're
coming up on episode 300 of that.
You know, just looking back over,over the years, just all of the
(01:04):
people that are part of Honey BadgerNation that just come to give Yeah.
And give, and give.
And you got, you know, the OG that'srunning the number one team for the
number one brokerage on the planet.
I. Just opening the playbook.
So if any of you guys listening in arelooking for some nuggets and some things
to navigate, uh, the market, navigatethe terrain ahead, um, he gives five,
(01:29):
five killer takeaways that opens theplaybook for whistle realty and, um, just,
just absolute gold had me thinking backto 'cause as he was going through it.
And reflecting, uh, you know, on usgoing into 20 10, 20 11 timeframe.
And, and really what set the stagefor KR coaching into NA ea and, and
(01:54):
thinking about, about Al. And, youknow, we used to, we, we used to talk
about the two, two things, right?
That really.
Turned the ship for us in Lawtonand, and got you full time in, in
Dallas, and it was CHSA and simplenumber, straight talk, big profits.
Mm-hmm.
But the other component that,until Kyle talked about it, was
(02:17):
having a business operating system.
And I'm like, damn.
Like we didn't, we weren't able to dowhat we were able to do without strategic
planning, without Vern Harness andwithout mastering the Rockefeller habits.
That sprung us into.
Everything that we wereable to do by having a plan.
Right.
And you know, kind of segue into whatwe've got coming up in September, Al and
(02:41):
really taking that operating system andall the bumps and bruises that we had
and owning and operating two brokeragesand polar opposite markets and coaching
the best of the best for decade more.
Um.
And really what has become,you know, agent to CEO.
(03:01):
And so I'm super excited thatwe finally have it on the books.
We've got it live.
The tickets are available.
So Al, talk to us, man, we are itchingto get back to the land with you for
another epic event, but also beingable to, to bring agent to CEO.
(03:22):
Yeah, I'm excited.
Um, you know, this is what our.
Second or third timedoing it in Cleveland.
So Cleveland's excited, uh, it'shosting back in the land again.
And you know, as you were kind oftalking about that, I started thinking
about, you know, why would someonewant to come to e to to agent, to CEO?
Like what part, where are they,where would they be in their
(03:43):
business to where this would bethe right event for them to go to?
There's a lot of events you cango to a lot of sales events.
You can go a lot ofstrategies on marketing.
We love marketing.
We're we're marketing junkies, you know.
But this part, this is, this is thepart where it takes, like, this is,
this is where you got three 50 onthe bench and you're gonna be lifting
and, and it's, it, it is hard, youknow, but I think what the, the
(04:07):
easiest place to start is the shiftfrom agent to CO is between the ears.
It's a mindset shift.
And that's what I was kind of thinkingas you were talking is that for, for
me, everything changed because when,when you're, when you're an agent,
you're thinking, okay, appointments.
How do I improve my scripts?
How do I improve, improve my processesso that my consumer experience, not
(04:29):
that any of that goes away, but whenyou make that shift, you're thinking
every day when you wake up changes,you're thinking about scaling, you're
thinking about, you know, who, who,who's, who's gonna be helping me?
Do I have a number two, do I needa number two, who's my next hire?
Who do I gotta get rid of?
You know, who, who do I need?
What anchors do I have in mybusiness that's holding me
(04:51):
back and getting real with it?
Mm-hmm.
Getting, you know, getting to the truthand having to make some hard decisions.
You know, we talk about the book,the hard thing about hard things,
and, um, this year's wrappingup to be another hard year.
You know?
Mm-hmm.
And yet we still have, you'rementioning Mr. Whistle.
I love listening to Kyle if youever get a chance to listen to him.
(05:12):
Super smart guy.
Um, funny too.
Um, just, I love Kylesince the day I've met him.
And, uh, kudos to Kyle and his group.
He is a machine.
He is, he's taken this agent to c toa, that most won't take, I think he has
over somewhere 15 agents on his team.
(05:34):
Yeah, he's at 1 20, 1 20,absolutely dominating.
And what was most impressive, and Ididn't listen to that episode, but
I'm talking about the last time we, wechatted with him, was that he, he has a
very matter of fact, um, accountability.
You know, he doesn't get emotionallyattached to, you know, an agent who
(05:54):
might be out there doing 20 millionon his team if they're not going to.
Hold themselves accountable andlead and do the things, the daily
things that they need to do.
He lets 'em free.
And that, that takes a lotof, uh, of guts especially.
Yeah.
It does.
Environment where everyone's marginsare starting to shrink right now.
(06:15):
Mm-hmm.
Especially California.
So, uh, standards, that's, that's whathe was talking about is standards.
And it, and it made me think back to, toour days 'cause and like we allowed some
bullshit to go on because of performers.
That were not of high character.
Yep.
And not of high trust.
(06:37):
Yep.
But we needed the production.
Right, right.
And to your point out, Kyle don't care.
Like he has standards and ifyou don't meet the standards.
Deuces, like, you're out.
Um, and he said it was,he said, it's not easy.
It's real hard, right?
Like his, his deal obviously beingin Southern California deals, but
(06:57):
deals, deals are bigger, right?
So it's like, Hey, you wanna be a part of,of, of Whistle Realty, six deals a year?
And he goes, man, he goes,I had to let an agent go.
He goes, I really liked her.
She was a core value fit, high character,high trust, but she only did five deals.
She had to go wow.
So it's a great conversation.
Agreements, not expectations.
(07:20):
That's it.
Man.
Agreements versus expectations.
That is it.
It's Tom Davis.
Um, I don't remember who was talkingabout it, but they were, they were
kind of talking about like, whathill are you willing to die on Uhhuh?
And, you know, and, and we've all heardthat before, but when you translate that
into, uh, this, it wasn't about that.
Actually, it was about thisguy who was on PBD podcast.
(07:43):
And he was talking to his, histeam at the time, completely.
I think he's in the, hewas like a whistleblower.
He, he, he, he'd find people thatwere doing bad stuff and call 'em out.
So, you know, he always had, you know,guns, proverbial guns pointed at him.
And, and he said, um, how much,how much, uh, are you are?
(08:04):
What, what was it?
The way he put it was like, are you,are, are you willing to be bought?
How much, how much couldsomeone buy you for?
Mm-hmm.
And, and they were like, well, you know,he's like, well, what if, what if it was,
what if someone stroked you a check for amillion, 2 million, 5 million, 10 million?
And at the end, the, the bow on itwas, if you have a number, then you're,
(08:27):
you're, you're willing to be bought.
Yeah.
You gotta be willing to die on it.
You know, like, like this,this is my belief period.
And it kind of speaks to the whole,you know, premise of if you're
trying to make everyone happy.
You're gonna make nobody happy.
Right.
And, and when you have that top producerand Kyle talked about this, you know,
(08:48):
that, that, um, you know, they're,they're putting up big, big numbers,
but they're just a core value nightmare.
Well, they're, they're, you're gonna,you know, by allowing that, that sends
a message to the rest of the team Yep.
Saying, you know what, that's okay.
I'm cool because they're bringing insome money to help my bottom line.
What will end up happening isthey'll start to drop off slowly
(09:10):
off the team and, and, you know,you're, you're up and comers.
They ain't gonna stick around.
So, yeah.
Good stuff from, uh, ourboy, I call him Travolta.
I don't know if you know this, but he's,he's a really good dancer, so moves that.
I was like, he's a big dude.
I'm like.
Damn, you got some John Travolta in you,so I just call him Travolta from now on.
(09:33):
I love it.
I love it.
That's awesome.
That Kyle.
Yeah.
So we got some, uh, somefun stuff to talk about.
Agent to CEO if you want your tickets.
There's literally only a hundred.
We have 'em split up into two groups.
There's 80 general admission.
They're, they're, they're alreadystarting to sell as of yesterday.
And then there's, there's, we havesomething new that we haven't done
before, and then we have a VIP.
(09:54):
Um, in the VIP you have close seating.
There's, um, there'sgonna be a private dinner.
We have that confirmed.
By the way, John, I have very prominentawesome, like one of the best chefs in
Cleveland is literally gonna be upstairs.
We're gonna take it to the third floor.
Uh, of the, the, the venue thatwe have has three different venues
all in one building, uh, agentto CEO, which was last year.
(10:18):
We did a, uh, welcome to thefarm, right on the third floor
of, of that same building.
We're gonna have a privatemastermind for our VIPs.
Followed by some entertainment later.
Um, you're also gonna get a ticket, a VIPticket to the concert Rock the Spectrum,
which is the, uh, end of day two.
So, uh, make sure you grab yourVIP ticket if you want that
front and center, uh, seat.
(10:41):
So cool.
Oh, let's go mention where toget it, honey badger nation.com.
Honey Badger nation.com.
Honey badger nation.com,or agent to COCL e.com.
Um, being able to, to get it.
So threw it up.
It, it's scrolling down there.
So guys, listen, I mean, if youare even on the fence, um, and, and
it is right, like you're, you'reserious about, you know, expanding.
(11:04):
That bottom line and really running,running your show like a real business,
I mean, agent to CEO is the event.
I, I, you know, told you guys that,you know, after we wrapped up last
year, it's like, it's the best eventwe've ever done and I, I'm, I'm
excited to, to top it again this year.
So looking forward to, looking forward toseeing you guys in the land in September.
(11:27):
Yeah, I mean, I think that, you know,and we all agreed, uh, the, the thing
that we're focused on this year, andnot that we're not focused on, on
experience, you know, in the past,but we really are putting an emphasis.
The experience is gonna be worldclass that we can promise you.
Uh, we always, I think, do apretty good job with content.
We have great speakers coming.
(11:47):
We got the, the Amazing Tinacall and we have, uh, a lineup.
We're not gonna.
Let you know the, the, theother big names that are coming.
But we have some really amazingspeakers that are gonna inspire you.
They're, these are people whoare actually in it, doing it.
Uh, they're not just out preaching it.
And, um, I'm excited for, uh, everyoneto experience, uh, the agent to CEO
(12:09):
experience and of course rock spectrum.
So for sure.
Good stuff.
Cool.
Alright brother, let's dive in.
What, what topics we gottoday, man, we got our CEO.
He's busy online man.
Um.
In fact, oh, not, not the a DDout here, but we got Hillsman.
Uh, our, our boy Hillsmanjust shot a video.
Um, we asked him to do a testimonial, soI'll, I'll, I'll pass that over to you
(12:32):
guys for, from last year's agent to CEO.
He just sent it to me just now, but,um, yeah, Leo, Leo got on and, uh.
Man.
He, he got things riled up.
A lot of people talkingabout it right now.
Would love to guys get your guys',um, just, you know, comments on it.
But, um, let me find the, the quote,you can't champion consumers and
(12:55):
gate keep listings at the same time.
Brilliant.
How, how it started.
So true.
And, um, you know, it's, it's,it's interesting, you know, I
try to really keep an open mind.
When, when it comes to topics and notjust try to jump on one side or the other.
But man, I even, um, I know that,uh, Jared James, who we, we all have
(13:15):
a, a ton of respect for Jared James.
He kind of came on, um,and, and did a, did a video.
I just watched this morning and Icommented on it about Howard Hannah, and,
um, how Howard Hannah is, is stating that,you know, NAR should stay out of the MLSs
business and this and that and, and, um.
And was talking specifically aboutHoward Hannah and how we should be
(13:39):
able to just run our businesses theway we wanna run our businesses.
Now, I don't dis disagree with that.
I, I don't want someone telling me like,how to run my business model and whatnot.
But when, if, if your intentionis to benefit you as the broker,
or you as the agent first andconsumer second, that's when we're
(14:00):
gonna start running into problems.
We, we know Tina, uh, call also puta video up this morning too, talking
about how she put a listing up andshe had every intention on putting
in the MLS but just to, just to see.
She, she, she held it private,whatever, and, and just let her, her,
her surrounding circles know about it.
(14:20):
And she got a full price offer.
I think it was like 1.3 million.
Um, did not take it, put it upon the MLS an out of town buyer.
Saw it was waiting on it andcame in cash at 1.6 million.
It's a $300,000 difference.
And, um, you know, that was a perfectexample of, and she used the analogy is
(14:41):
like, who throws a party and advertisesit, but doesn't put the address anywhere
out, out there for anyone to, youknow, you don't know how to get there.
It's a pretty cool analogy, right.
Like, it, it makes no sense unless.
Your full intention is todouble end that listing.
Keep everything all in house.
And, um, you know, I supposethat's a, that is a strategy, but
(15:03):
it doesn't benefit the sellers.
No, not at all.
Let me, let me, let me, uh, I'mgonna share, uh, you've probably seen
this, Al, I know John, you probablyhaven't seen this, so I'm gonna
share, I, I can't share exactly.
I'm just gonna read.
We had an agent that, um,left Compass came to XP.
This is what was sent to them, uh,prior to this decision being made.
(15:28):
Agent name, congrats on your twonew listings this, this week.
Your spring marketingactivities are rolling.
I did notice that both properties didnot start in private exclusive status.
I would like to ask you a favor, can youhelp me out on your upcoming listings?
I ask for a commitment to use ourthree phase marketing program to
expand the options for your sellers.
These steps are so importantfor what we want to accomplish
(15:50):
collectively at Compass.
Nowhere does it say was, this is inthe best interest of your seller.
This is what, what Compass is pushing downthe throats of the agents that work there
to put it as market exclusive and give thecompany an opportunity to double end it,
not what's in best interest of the seller.
And that that's coming from the top.
(16:12):
And if I was an agent at Compass, itwould be both middle fingers up in the
air and I would be like, see you later.
If that's, if that's what the mountainthey're gonna die on is, do what's best
for us, not what's best for the consumer.
That's a, that's a dying proposition.
I, I'm, it's a mountainI'm willing to die on.
I'm not, I'm, there's noway if I'm a professional.
(16:33):
That I'm gonna do that, I'm gonna havesomebody telling me that that's what
I have to do, and they're gonna tryto cram that down my throat knowing
that it's not best for my seller.
I'm out.
You're, you're, you're crazy.
Yeah.
Talk, talk them through, right?
Because we, we, we address this in CHSA.
So all of you guys listening in,honey badger nation.com, um, we.
(16:55):
20, 20 12, but we really, like Tess,drove this thing in 2010 and 2011.
I mean, I remember coming in everymorning and agents and just sitting
there roleplaying through CHSA.
Like, like it's funny, I, I knowall three of us here could close
our eyes and I mean, I haven'tbeen in a house since 2012.
I. With confidence.
(17:16):
I can, I can go in rightnow and articulate CHSA.
That's how many times, that'show many reps we have with it.
Right.
But I would, um, I would love foryou to talk through, because we
addressed this in, um, cooperation.
We, we really talk about, you know, threetypes of buyers, you know, you in from as
a seller, why this is not so, I, I wouldlove for you to pull that principle out
(17:36):
and share because it's super important.
So, Mr. And Mrs. Seller.
71% of the time that a property sells,it is done through a cooperative agent.
Part of our marketing plan is notjust to expose your home to the buyers
that we have, but it's to expire.
It's to, to show that to as many eyeballsas we can possibly get it in front of it.
I, I hope that I bring the buyer,but the reality is, is that the
(17:59):
buyer for your home that's willingto pay the most amount of money might
already be working with another agent.
We want to get the most exposure that wecan, so we can attract the highest offer.
Do you want to attract the high offeror do you want to attract the low offer?
Okay.
Then what we want to do is makesure it's exposed to the most
eyeballs, and that that has tobe part of your marketing plan.
It's not just marketing to buyers,it's marketing to the other agents in
(18:21):
the marketplace that might be workingwith the buyer, and that's if I'm
competing against a compass agent.
I am.
I am going to illustrate very clearly.
Percentage wise of eyeballs that you'renot gonna get by never being on Zillow
and it, and what seller is gonna be like,nah, I want to be exclusive with Compass.
(18:42):
Yeah.
Nobody, yeah.
Yeah.
It almost, you know, andwhen you think about it, Jay.
The statistic.
I don't know if that's still theaccurate, exact statistic, but
I'm sure it's floating somewherearound 70, between 70 and 75%.
We'll ask Chad ZBT in the background here.
Yeah, yeah, yeah.
That's asking that they're, they're,they always got the number, but
(19:02):
you think about that for a second.
That accentuates whycooperation's so important.
Now, if you have one brokerage or agent,whatever, that is not cooperating.
They're not playing fair.
You know, like that, that also hurtsthe, not just the, the, that that
brokerage and agency and the agents,but their consum, their clients, that
(19:25):
they have their listings out there.
It's hurting all of their abilityto also get exposure to the full
market because they're beingtold a lie when they sit down.
That this is the best plan for them.
Less exposure is better becausewe have so many agents and we
have, you know, all these buyers.
And again, you have to askyourself, who does it serve?
(19:46):
Like, like who does it really serve?
Now there there's comments.
I was reading all the commentsand they're interesting.
Most of them are all pretty muchagreeing with what, you know, our,
our, uh, our mindset is on this andour opinion, but there's always one.
I just met a, I just mettwo sellers last week.
And they insisted not being on the MLS,they insisted that I just made phone
(20:07):
calls to all the people I knew to see ifthey could, they wanted to buy the house.
I'm like, you fool.
You could still delete thatdumb comment, but like, okay.
Yeah.
How many celebrities, how manypeople you know, that are of status
that don't want, you know, thepublic knowing for whatever reason.
I'm not saying that that doesn'texist, but it's like a 10th of 1%.
(20:31):
It's not even 1%, it's likea 10th of 1% where that might
be the case and God bless 'em.
If that's the case, they'llprobably have a high end home.
Maybe you can't throw it up.
At the end of the day, it's,it's 1970s, 1980s mindset.
It's actually rolling the, the, the,the, the clock backwards in time to the
(20:51):
days of the eighties where there the,there wasn't code brokes you, you, you
went to the listing agent directly.
As a buyer unrepresented, and youhoped that you were, you know,
you could negotiate a good deal.
That's why buyer's agency became a thingbecause buyers need the representation.
They don't do this every single day.
(21:12):
And so, you know, it, it's, it'sinteresting, um, it players in,
and by the way, this thing with theprivate listings, this is not new.
Howard Hannah did this,I wanna say 15 years ago.
It may have been 10.
But it's been over a decade thatthey came out with this, this thing.
It, it was, it was a big stink then allI know, a ton of amazing Howard Hannah
(21:34):
agents, by the way, friends with 'em.
In fact, I was just hanging withsome at the islands this past
weekend for the 4th of July.
They don't use that.
They don't use the private exclusive.
They, they agree.
'cause you know why they're ethical.
They have ethics.
They sleep at night knowing thatthat's not the best direction.
Less exposure is not the right answer.
(21:56):
And so, uh, yeah, it's,it's, I stand corrected.
It's 85%.
Imagine eliminating 85% if you're goingon listing appointments this coming
week, make sure you write that stat down.
You know what it's, and so like,listen, like this is like even one of
our steps in the process, especiallyas your inventory climbs, you know,
(22:17):
you highlight certain listings and you,you know, like typically what agents.
Right.
Like, so think about it.
'cause we had all the buyer leads, right?
We had.
Tiger Leads, BoomTown and Commissions Inc.
We had all the buyer leads.
Yeah, we did, but yet we would stillcall certain agents that sold in certain
areas that sold certain propertiesbecause we knew they had those buyers.
(22:40):
Mm-hmm.
Still to this day.
Right?
Like we maximized the exposure.
Of getting it out and, andgoing and understanding.
I love that it's 85%.
Um, I mean, ours was, I mean, we foughthard to, to, you know, get that number
down, but it was always that high too.
So it's actually, it'sactually even higher than that.
(23:01):
It's because 94% of all 2024 UShome sales were agent assisted.
Only 6% were fsbo withinthat agent assisted deals.
Um, 10% were double-ended, so it'sreally 90% unless it was fsbo.
So just a 90% of the agent assistedhomes were sold, uh, co-oping agents.
(23:22):
Yep.
Okay.
I, I know we've talked aboutthis before, but that's crazy.
Let take, let me take you backto the island for just a second.
Because John and I, we've heardabout all, all the stories.
He's trying to block that out.
Al, come on.
He's, he's compartmentalize that.
Well, he's safe.
He's, he's safe back inDallas, so it's, it's okay.
Yeah.
You don't have to go back.
(23:47):
Just you, you.
I know you didn't sell real estate,uh, but you were a consumer.
Yeah.
Mm-hmm.
On the consumer side, bothbuyer and seller side.
Yep.
You don't know what you don'tknow until you've actually
had to experience Oh, yeah.
Yeah.
I had no idea being in the business.
Um, you'd think I had some kind ofan idea what I was getting into.
(24:07):
It was the, it was the wild,wild west, and once I understood
the game, I was like, okay.
Alright, well, you know, I, you know, mythought was let me hire the best agent.
I want, uh, one agent to represent methat you know, that, you know, that can
show me everything that's on the market.
The truth is, they don't sharethe information with each other.
So you had to have 10 agents thatyou talked to to find out, you know,
(24:30):
50% or 60% of what was available.
If you didn't talk to the right10 people, you didn't find
out about other properties.
And it was, as a buyer, itwas a nightmare as a seller.
When someone lists your property and it'snot publicly listed on Zillow, it's not,
you can't find, as a buyer, you're tryingto find, well, what's available, what's
available, and it's nowhere to be found.
'cause there's, theynever even took pictures.
(24:50):
The house that I lived in that wason the market for 13 million, um,
I lived there a year and a halfand it was for sale the whole time.
Never one showing, they actuallycalled us to take photos of the house
'cause they didn't have photos of thehouse to send, to send to somebody.
At one point I'm like, this is.
You know, then the lady askedme, well, what should I do?
(25:11):
I said, you need to fire this agent.
Like this is, I mean, yourhouse isn't actually for sale.
No.
The only person that knows it's forsale is her and I don't, you know, she's
not marking it, so I don't know howshe's getting anybody to in interested.
Obviously she's not, 'causeit's never been shown, but
like that's, that is just not.
It wasn't good as a sellerand it wasn't good as a buyer.
You know, I ended up sellingmine for sale by owner.
(25:33):
Um, and the reason I did that wasbecause I didn't trust any, I didn't
trust any one agent to, to do anymarketing, so I marketed it and said,
Hey, I'll pay y'all a commissionwe won't ever bring to the buyer.
And guess what?
One agent brought several buyers and soldthe property and got paid a commission.
And so, you know, it, it's, it's very,it, it, it was, it was absolutely, it.
It's terrible.
It's a terrible experience foreither a buyer or a seller.
(25:55):
And so.
You know, it's, it, it's wild.
It's, it's not what you want.
We don't want the industrygo in this direction.
It's not what's best for agents.
It's not what's best for consumers.
Nobody wins in thissituation, buyer or seller.
Um, it breeds, um, itbreeds bad behavior, right?
Like that's, that you're ultimately,you know, trying to trick sellers into
(26:19):
trying to double end your listing.
When, you know, in the back of yourmind, what's best is that if everybody
else knew about this property, I'dprobably be dealing multiple offers.
And I'm trying to sell it to thefirst one that comes through and, and
that deal might not be the best dealfor your, for your client, you know?
And that's it.
It's, it's crazy to me.
I don't, I mean, I don't know, maybe I'mjust the only one that thinks that way,
but I don't think, dude, I mean, let's,let's break it down for people that don't
(26:41):
understand what we're talking about here.
You, you lived in Dorado Beach, PuertoRico, not even arguably it was the.
Place to be.
It was the, the best place tolive in, in the entire island.
It's also probably the most expensive,but it sat for a, you lived in
that home for a year and a half.
(27:01):
It was listed with an agent.
They don't abide by any MLS rules.
None of this cooperation stuff.
It's, it's wild, wild west asyou, and they didn't have a
showing for a year and a half.
And it's not like you lived in, youknow, in some bad neighborhood or
anything like that, you know, like itwas definitely overpriced once again
on the golf course of a Ritz-Carltonproperty and not one showing.
(27:24):
Yeah, I mean, this is whatyou're signing up for.
I tell you this, do your homework and, uh.
You know, make sure that you're, you'rechoosing an agent that puts you first.
Yeah.
You know, do the math.
It's like, you might as well sell it forsale by owner six, you know, 6% chance,
you know, 6% of deals sold for sale byowner, and you only have a 10% chance.
(27:45):
Um, you know, you're onlygetting 10% exposure by listing
it in-house with one agent.
I mean, that's, it's, it's wild.
Yeah.
Yeah.
And, and you know, what's,what's not being brought up?
Is, is the whole, the whole, um, youknow, we, it's known as the 80 20
rule, but in real estate, it couldeven be like the, the, the 90 10 rule,
meaning 10% of the agents in any officereally do the majority of the sales.
(28:09):
The other 80 to 90% don't do much.
That's, that's a, that's a facton across all brands, right.
So keep that in mind.
If they're, if they're saying that,oh, we have all these agents that are
gonna have all these buyer, chancesare 90% of the agents in that, that
office don't have a buyer for it.
Mm-hmm.
And maybe the 10% do what?
A what?
A coin flip.
(28:29):
If I had to, you know, sell my.
It's like Joel, Joel made acomment in here and it's, it
is a hundred percent true.
It's, it's just intellectually dishonest.
If they actually understood whatthey were saying signing up for, they
wouldn't be signing up for it like that.
That's not, it's not being, um, youknow, until, unless, until an and
educated agent is on the other endcompeting against that compass agent.
(28:52):
You don't even know what you'reactually getting yourself into.
Yeah.
Yeah.
Until it's too late and you're,you're burning days on the market now.
Your house looks market worn.
You know, it's, all of thosethings are just negative for the
seller, and you can't, you can'tguarantee that's not gonna happen.
It's, it's costing them money.
Yeah.
That's for the consumer.
(29:12):
Yep.
Yep.
No bad people, man.
Bad decisions.
Yeah.
And I mean, let's, let's, that kind of isa good segue into our next topic, which
is the real estate market right now.
You know, year over year, we're actuallystill down from 2024 in number of sales.
You know, last year, 2024 was, that was,was coined the worst year in real estate
(29:33):
since what, 96 or something like that.
And they're talking about number ofsales yet I don't, my, my opinion is
we're, we're not looking at any kind ofa bubble or a real estate crash because
there's, there is pent up demand.
And there's two things.
Inventory levels and rates.
And right now our inventorylevels are rising.
(29:55):
The, I think I just read, the averagemarket time has gone up to about like
34, 35 days on the market, which youguys, when I met you, when I met you
guys in 2010, I think our averagemarket time was probably closer
to 60 days, 65 days on the market.
Like I would've given anythingfor a 34 day market time.
But they are rising.
Based upon like the last five, sixyears, what we've been used to of
(30:18):
putting a listing up and it's gone.
Now imagine kinda combining this, thisthree point strategy that you, you
had, you just read that email about,or whatever they called it, marketing
strategy with a bad market gone.
You know, it, it compounds everything.
And so, um, you know, we are seeing,uh, inventory levels starting to go
up, which, which is not a bad thing.
(30:40):
That's, that's a good thing for buyers.
What now we need is those rates to,to bump down and I don't think we even
need 'em to bump down a little bit.
You know, this was my big complaint, um,was it two, two years, three years ago?
When the fed just jacked the rates upfrom where they were high threes, low
fours to over 7%, and they did it quick.
(31:04):
That to me is reactive.
Um, was it Jerome Powell?
You know, we, we, and, and, andI think President Trump actually
just called him out recently.
He says, stop being reactive.
Start, start.
You know, they say in hockey youskate where the puck's going?
Not where the puck's at.
And, and the Fed needs to start thinkingabout that strategy when it comes to
(31:25):
rates, because by the time, you know, anunemployment's looking good, the market,
you know, the, the economy's looking good.
So, ah, we don't feel like it'snecessary to lower the rates right
now, but there, there, there is thingsthat are starting to fester right now.
And, and the housing marketdrives the rest of the economy.
Everybody knows that.
And so now the last thing left,we got one out of the two things.
(31:47):
We have the inventory starting to rise.
In certain areas.
I'm a buyer right now.
I was a buyer right before thoserates went up and I jumped out.
I was just gonna, it wasa second home in Florida.
I was out there shopping around.
I pulled back and stopped and,uh, and now I'm, I'm back.
And I'm just waitingfor that next rate drop.
(32:08):
And, um, and, and now I think it'llbe a, it'll be a great market.
What do you guys think?
Like, you know.
QQ four or maybe Q1 of 2026.
Can you believe we're talking about 2026.
What are you guys feeling thatyou're, we're gonna see here
in our real estate market?
Are we gonna start seeingmore inventory levels rise?
(32:28):
Are we gonna see the rates coming down?
What do you guys think?
Well, I try not to think anymorebecause I've noticed that I am.
Um,
I always go to Chad GPTand say, what do you think?
And, uh, so, uh, just know thatwhen I'm talking, I'm coming from
a place of infinite intelligence.
(32:51):
So, a, again, according to Chad,GPT, half a point rate drop,
85% chance probability is 85%.
Nothing, no change.
You know, it's less than a 5% chancethat the July 30 meeting is gonna lower
the rates right now, but a quarter, aquarter rate deduction in September,
October with a year end level, um, of atotal of a half a percent is what, that's
(33:15):
what chat GP T's saying 85% probability.
Yeah, I, yeah.
Um, that's funny.
The, um, I, I mean, al just, just talkingwith, um, you know, everybody across
the country and, and you know, justobviously getting Canadian perspective
and then having our boys in Portugal,so getting kind of a global perspective.
(33:36):
Um, inventory's just gonna keepclimbing and I mean, they're already
experiencing it in, in Canada.
Um, and so like working with, with.
With agents on, you know, language, in,you know, their marketing fees upfront,
marketing fees if, if home doesn't sell.
Like getting all of that language backinto their addendums and their agreements
just because they are seeing thingsgo up and, you know, the conversation
(34:01):
and everything that, that has to behad with sellers and continuing to
educate and remind and, and, you know,doing the things that we know to do.
But most agents have forgotten.
Or gotten lazy or abandoned because ofthe market conditions over the last few
years, but having to get back into, youknow, how to articulate, kind of set the
stage of what's really happening in, inthe marketplace, uh, with, with sellers.
(34:24):
So to your question, Al, I Imean, I just think inventory
is just gonna keep climbing.
I, yeah, I was just, um, I wastrying to, uh, find the stat that
I just read about California.
I. Um, they, they, I don't know who cameup with this, um, but they estimated that,
uh, they're actually short, specificallysome kind of a range from somewhere from
(34:47):
two to 3 million homes needed right now.
Like to, to address theshortage, like right now.
And we're not talking aboutmillion dollar plus homes.
We're talking about the affordability.
Mm-hmm.
For your, your average, you know, middleclass family, they're, they're, they're
millions and millions of units short,and we could, we could have a whole
(35:09):
podcast about the fact that all thesehomes that burnt down back in January of
all the homes that have burnt down five.
Five have gotten permits tostart to rebuild all the rest.
They're just in waiting.
PA patterns, that's a different story.
That's Cal, that's, that's Kyle Whistle's.
He has to deal withthat solution for that.
(35:30):
But, but going back to just theshortage, there's a huge opportunity.
One of the things I'm most excitedabout is, is finding areas in land.
Um, they're starting to put, likethe whole module, modular home thing.
Where they're building these homesand factories and getting them up
in a, in record time, um, is, isstarting to become a, a very, a very
(35:52):
big thing in, in many markets and justin Ohio alone, they have, um, I think
about a dozen of these factories.
And, uh, they're, they're ready tobuild these things and it's, it's crazy
because from the time that they get,they, they can ship the stuff out.
They, they ship the, the, the,the roofing, the, the, the
trusses, the walls and all that.
They put it, they can putit all together in one day.
(36:14):
They have a plumber connect themain things, and it, and it's up and
running, and they put the finishes up.
It's done.
And so these are the types ofthings that I think we're gonna
see over the next five years,because we still do have a shortage.
Um, we're gonna be squeezing people out,out, out of homes, and they're gonna be
stuck in rental apartments, you know,uh, like we're seeing in other countries
like Europe and whatnot, where homeownership isn't even a, I mean, there
(36:37):
isn't an American dream over there.
People just, they don't,they can't own their homes.
And, um, I think that that'sover the next five years.
We're gonna start to see that, um, thatopportunity and, um, if anyone's an
investor in that, definitely, definitely.
Uh, you know, what, whatis it, what is it called?
Um, what do they call it?
It's not modular built home.
(36:57):
What is it?
What is it called?
Well, you know, they've talked, you know,it was called manufactured homes and that
had kind of like a negative connotation.
'cause you think of a mobile home, right?
These are not mobile homes.
These are, um, I guess.
They are modular, you know, Imean maybe they're, they're,
they're, they're, they're, they'reconstructed everything into a factory.
(37:19):
They're using better, better materials.
Um, and by the time they come out, most ofthe, you know, the labor's already done.
They put 'em on, on big flatbeds,they ship 'em out to the site, and
then they just put 'em together.
Even the roofs come like this, andthey pull 'em up, lock 'em in place.
I mean, in one day theycould have, you know.
(37:39):
A 1500 to 2000 square foot homeconstructed plumbers, plug it all in,
they hook the electrical up and theycould be living in that house in a week.
So I, I don't know, other than modular,what, what they would, what you think
There's another name that they call 'em?
I, I don't know.
I'm about to find out.
T. You, you brought, you, you, youstirred up some, some memories.
(38:02):
Al with modular homes,does it have wheels?
Are the wheels still off real estate?
We used to sell real estate.
Yes we did.
Yes we did.
Oh, did you say real estate?
Estate?
Real estate.
Estate, yeah.
Man, I used to collect on those homes.
Uh, I was a collector beforeI got my real estate license
(38:23):
for Chase Manhattan Mortgage.
They're not mortgages, by the way.
They're car loans when they'remobile and, um, those things sink in
value the second you take 'em off.
These are not, yes, these are afixed, you could, you could put
these things on a, all you needis the foundation or a basement.
You slap 'em right on there.
Boom.
You bolt 'em down.
These, this is actually, uh, real estate.
(38:44):
Pretty wild.
I do have a question for, for you guys.
Um, and Leanne and I weretalking about this last night,
and you know, we've always.
You know, sellers want the mostamount of money back in their pocket.
Buyers are looking for the best payment.
And, and so we were, we were havingthis conversation and, you know,
she, she did a post yesterday justthrowing some questions out, getting,
(39:05):
getting some feedback on something.
I was like, throw itout there as a question.
Um, but I just made me think of itas, as you were talking, as you know,
al you're a buyer in the market.
So is it, are buyers looking for valueor are they looking for the payment?
And I mean, I guess from an investmentside of things, are you, you know, looking
at it a little bit different, but we'retalking about where the shortage of homes
(39:29):
is entry level of affordable housing.
I mean, is it, you know, are buyers, maybeit's kind of a different perspective, but
are buyers looking for the for, for theright value or are they still like, no,
I need, I need to get into this payment.
This is kind of whereI'm, I'm looking to stay.
I think that it depends on the pricerange and the situation, but if we were
(39:50):
to say the majority of people I thinkat this point are looking for, you know,
what they're, they're gonna shop inwhere, what with what they can afford.
And, and usually, I mean, you, youguys tell me, when you guys work
with buyers, did they not wanna shopright up to where the, the mortgage
person got them approved for?
Mm-hmm.
I mean they, they rarely, like did youget someone approved for 200,000 say.
(40:13):
I think I wanna buy one 10.
You show 'em one house and theone 90 is the 200,000 or two 20.
They're like, yeah,forget the one 10 house.
Yeah, it happened literally justwhen we was just looking at at cars,
we, I bought a new car for Courtneyand we were out shopping around.
She looked at four.
She drove four cars.
First one, second one.
(40:34):
The most expensive one was the last one.
And guess which one she picked?
I mean, it's human nature.
You don't, you know, you don't, if yougot a choice between, you know, and
I, I have a GMC truck or a Ferrari.
Now that's probably not a goodexample, but like, if you were
given the choice and you drove both,you're gonna wanna drive the Ferrari.
(40:56):
I mean, I love driving my truck just asmuch, but you know, it is just, you're
gonna shop up to what you can afford.
And, um, that's the other thing isthat, um, you know, the, the amount of.
You know, they, they're start,I just heard some mortgages that
are coming out that scare me alittle bit, to be honest with you.
'cause I think it's 34%, yourhousing expenses should be at
(41:19):
or below 34 4% of your income.
Your, you know, whatever your, that'show your, they figure your payment.
And I've been seeing some loansthat are now starting to creep out
there that remind me of oh 8, 0 7.
Oh no.
You know, they're, they'reraising that up significantly.
And that's just, uh, that's,that will get us into trouble.
(41:41):
You start doing that now, we will startseeing, you know, more people, you
know, struggling and potentially losingtheir home if they're gonna be given
loans out at 60% of, of their income.
Um, that's just, that's,just ask it for trouble.
I, I haven't seen a lot of it thankfully,but, um, it's out there, so be careful.
(42:03):
Interesting.
Yep.
Interesting.
Good stuff.
Lots going on.
Make sure you go tohoney badger nation.com.
September 24th and 25th.
Agent to CEO Come hang with us.
Um, it will be your, your, um, it, it'll,it'll be the event that you remember
(42:23):
for the rest of the, of this year.
You're gonna look back and belike, damn, that was amazing.
If you've never been to Cleveland, you'llbe pleasantly shocked and surprised.
I guarantee you that orI'll Good time of the year.
That's right.
Good time of the year.
It's, it's awesome.
It's, uh, it's, it's beautiful.
We're right on the water.
Right on the, uh, other thingthat we wanna throw out there, Al.
Go to honey badger nation.com and, andnominate your Honey Badger of the month.
(42:47):
Um, we, you know, announced the,the Honey Badger of the month.
We, we started it.
Last, last month, may, and then announcedour, our winner, um, in our winner
for June, which was, which was Rose,who's gonna be joining us in a, in
a couple weeks here on one big fire.
Um, but go to Honey Badger Nationand, and nominate Honey Badger.
(43:07):
Uh, that deserves that shout out becausethey're doing some honey badger stuff.
Yeah.
And, you know, just talkabout Rose A. Little bit.
You know, you may be wondering, well,who, why, why would I, you know, who
would I choose and why would I choosethem for the Honey Badger Award?
And, um, you know, Rosa's story, I,I don't wanna blow it because, you
know, I want you guys wait till wehave her on, but it it, it is a, a
(43:30):
story that inspired me to my core whenI heard, you know, some of the things
that you're gonna learn about this,this young lady, I. She is relentless.
You know, talk about you listento that, that episode and
it's what, two weeks, John?
We're gonna have rose on.
Yep.
You're gonna, you're gonna see somebodywho, who was, you know, beyond, um,
(43:51):
someone that, that could have comeup with a million excuses not to
get to events, not to win, not to goout and even throw her own events.
She rose above it.
No, no pun intended.
Rose.
She rose above it.
And, um, that's why she, uh, shewas nominated by several, several of
her peers to, uh, win that HoneyedAward and she earned every bit of it.
(44:12):
And, uh, we love you, rose.
Congratulations.
Congrats Rose.
Amen.
And brother, congrats.
Awesome fellas.
You guys are, uh, rock stars and, uh,guys, honey imagination.com or agent
to C-E-O-C-L-E, get your tickets.
They will sell out.
We only have a hundred.
That's not like somemarketing scarcity ploy.
We literally, the space only holds ahundred people, so get your tickets.
(44:33):
When they're gone, they're gone.
And, uh, soon.
See you.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
Everybody, man.
Thank you guys.
(00:21):
Tuning into anotherepisode of One Big Fire.
We got the boys in the houseand, uh, ready to get after it.
What's good fellas?
Yo Johnny, what's happening?
What is happening?
What's happening?
Man, you know, um, I had, um, I hadthe og, the, the goat himself, Mr. Kyle
(00:43):
Whistle on expert mentors last week,which was, um, episode 2 95, by the
way, which was pretty dang remarkable.
And we, he couldn't believe.
He's like, dude, he goes, I appreciateyou to keep this thing rocking and.
You know, looking back, justkind of reflecting as we're
coming up on episode 300 of that.
You know, just looking back over,over the years, just all of the
(01:04):
people that are part of Honey BadgerNation that just come to give Yeah.
And give, and give.
And you got, you know, the OG that'srunning the number one team for the
number one brokerage on the planet.
I. Just opening the playbook.
So if any of you guys listening in arelooking for some nuggets and some things
to navigate, uh, the market, navigatethe terrain ahead, um, he gives five,
(01:29):
five killer takeaways that opens theplaybook for whistle realty and, um, just,
just absolute gold had me thinking backto 'cause as he was going through it.
And reflecting, uh, you know, on usgoing into 20 10, 20 11 timeframe.
And, and really what set the stagefor KR coaching into NA ea and, and
(01:54):
thinking about, about Al. And, youknow, we used to, we, we used to talk
about the two, two things, right?
That really.
Turned the ship for us in Lawtonand, and got you full time in, in
Dallas, and it was CHSA and simplenumber, straight talk, big profits.
Mm-hmm.
But the other component that,until Kyle talked about it, was
(02:17):
having a business operating system.
And I'm like, damn.
Like we didn't, we weren't able to dowhat we were able to do without strategic
planning, without Vern Harness andwithout mastering the Rockefeller habits.
That sprung us into.
Everything that we wereable to do by having a plan.
Right.
And you know, kind of segue into whatwe've got coming up in September, Al and
(02:41):
really taking that operating system andall the bumps and bruises that we had
and owning and operating two brokeragesand polar opposite markets and coaching
the best of the best for decade more.
Um.
And really what has become,you know, agent to CEO.
(03:01):
And so I'm super excited thatwe finally have it on the books.
We've got it live.
The tickets are available.
So Al, talk to us, man, we are itchingto get back to the land with you for
another epic event, but also beingable to, to bring agent to CEO.
(03:22):
Yeah, I'm excited.
Um, you know, this is what our.
Second or third timedoing it in Cleveland.
So Cleveland's excited, uh, it'shosting back in the land again.
And you know, as you were kind oftalking about that, I started thinking
about, you know, why would someonewant to come to e to to agent, to CEO?
Like what part, where are they,where would they be in their
(03:43):
business to where this would bethe right event for them to go to?
There's a lot of events you cango to a lot of sales events.
You can go a lot ofstrategies on marketing.
We love marketing.
We're we're marketing junkies, you know.
But this part, this is, this is thepart where it takes, like, this is,
this is where you got three 50 onthe bench and you're gonna be lifting
and, and it's, it, it is hard, youknow, but I think what the, the
(04:07):
easiest place to start is the shiftfrom agent to CO is between the ears.
It's a mindset shift.
And that's what I was kind of thinkingas you were talking is that for, for
me, everything changed because when,when you're, when you're an agent,
you're thinking, okay, appointments.
How do I improve my scripts?
How do I improve, improve my processesso that my consumer experience, not
(04:29):
that any of that goes away, but whenyou make that shift, you're thinking
every day when you wake up changes,you're thinking about scaling, you're
thinking about, you know, who, who,who's, who's gonna be helping me?
Do I have a number two, do I needa number two, who's my next hire?
Who do I gotta get rid of?
You know, who, who do I need?
What anchors do I have in mybusiness that's holding me
(04:51):
back and getting real with it?
Mm-hmm.
Getting, you know, getting to the truthand having to make some hard decisions.
You know, we talk about the book,the hard thing about hard things,
and, um, this year's wrappingup to be another hard year.
You know?
Mm-hmm.
And yet we still have, you'rementioning Mr. Whistle.
I love listening to Kyle if youever get a chance to listen to him.
(05:12):
Super smart guy.
Um, funny too.
Um, just, I love Kylesince the day I've met him.
And, uh, kudos to Kyle and his group.
He is a machine.
He is, he's taken this agent to c toa, that most won't take, I think he has
over somewhere 15 agents on his team.
(05:34):
Yeah, he's at 1 20, 1 20,absolutely dominating.
And what was most impressive, and Ididn't listen to that episode, but
I'm talking about the last time we, wechatted with him, was that he, he has a
very matter of fact, um, accountability.
You know, he doesn't get emotionallyattached to, you know, an agent who
(05:54):
might be out there doing 20 millionon his team if they're not going to.
Hold themselves accountable andlead and do the things, the daily
things that they need to do.
He lets 'em free.
And that, that takes a lotof, uh, of guts especially.
Yeah.
It does.
Environment where everyone's marginsare starting to shrink right now.
(06:15):
Mm-hmm.
Especially California.
So, uh, standards, that's, that's whathe was talking about is standards.
And it, and it made me think back to, toour days 'cause and like we allowed some
bullshit to go on because of performers.
That were not of high character.
Yep.
And not of high trust.
(06:37):
Yep.
But we needed the production.
Right, right.
And to your point out, Kyle don't care.
Like he has standards and ifyou don't meet the standards.
Deuces, like, you're out.
Um, and he said it was,he said, it's not easy.
It's real hard, right?
Like his, his deal obviously beingin Southern California deals, but
(06:57):
deals, deals are bigger, right?
So it's like, Hey, you wanna be a part of,of, of Whistle Realty, six deals a year?
And he goes, man, he goes,I had to let an agent go.
He goes, I really liked her.
She was a core value fit, high character,high trust, but she only did five deals.
She had to go wow.
So it's a great conversation.
Agreements, not expectations.
(07:20):
That's it.
Man.
Agreements versus expectations.
That is it.
It's Tom Davis.
Um, I don't remember who was talkingabout it, but they were, they were
kind of talking about like, whathill are you willing to die on Uhhuh?
And, you know, and, and we've all heardthat before, but when you translate that
into, uh, this, it wasn't about that.
Actually, it was about thisguy who was on PBD podcast.
(07:43):
And he was talking to his, histeam at the time, completely.
I think he's in the, hewas like a whistleblower.
He, he, he, he'd find people thatwere doing bad stuff and call 'em out.
So, you know, he always had, you know,guns, proverbial guns pointed at him.
And, and he said, um, how much,how much, uh, are you are?
(08:04):
What, what was it?
The way he put it was like, are you,are, are you willing to be bought?
How much, how much couldsomeone buy you for?
Mm-hmm.
And, and they were like, well, you know,he's like, well, what if, what if it was,
what if someone stroked you a check for amillion, 2 million, 5 million, 10 million?
And at the end, the, the bow on itwas, if you have a number, then you're,
(08:27):
you're, you're willing to be bought.
Yeah.
You gotta be willing to die on it.
You know, like, like this,this is my belief period.
And it kind of speaks to the whole,you know, premise of if you're
trying to make everyone happy.
You're gonna make nobody happy.
Right.
And, and when you have that top producerand Kyle talked about this, you know,
(08:48):
that, that, um, you know, they're,they're putting up big, big numbers,
but they're just a core value nightmare.
Well, they're, they're, you're gonna,you know, by allowing that, that sends
a message to the rest of the team Yep.
Saying, you know what, that's okay.
I'm cool because they're bringing insome money to help my bottom line.
What will end up happening isthey'll start to drop off slowly
(09:10):
off the team and, and, you know,you're, you're up and comers.
They ain't gonna stick around.
So, yeah.
Good stuff from, uh, ourboy, I call him Travolta.
I don't know if you know this, but he's,he's a really good dancer, so moves that.
I was like, he's a big dude.
I'm like.
Damn, you got some John Travolta in you,so I just call him Travolta from now on.
(09:33):
I love it.
I love it.
That's awesome.
That Kyle.
Yeah.
So we got some, uh, somefun stuff to talk about.
Agent to CEO if you want your tickets.
There's literally only a hundred.
We have 'em split up into two groups.
There's 80 general admission.
They're, they're, they're alreadystarting to sell as of yesterday.
And then there's, there's, we havesomething new that we haven't done
before, and then we have a VIP.
(09:54):
Um, in the VIP you have close seating.
There's, um, there'sgonna be a private dinner.
We have that confirmed.
By the way, John, I have very prominentawesome, like one of the best chefs in
Cleveland is literally gonna be upstairs.
We're gonna take it to the third floor.
Uh, of the, the, the venue thatwe have has three different venues
all in one building, uh, agentto CEO, which was last year.
(10:18):
We did a, uh, welcome to thefarm, right on the third floor
of, of that same building.
We're gonna have a privatemastermind for our VIPs.
Followed by some entertainment later.
Um, you're also gonna get a ticket, a VIPticket to the concert Rock the Spectrum,
which is the, uh, end of day two.
So, uh, make sure you grab yourVIP ticket if you want that
front and center, uh, seat.
(10:41):
So cool.
Oh, let's go mention where toget it, honey badger nation.com.
Honey Badger nation.com.
Honey badger nation.com,or agent to COCL e.com.
Um, being able to, to get it.
So threw it up.
It, it's scrolling down there.
So guys, listen, I mean, if youare even on the fence, um, and, and
it is right, like you're, you'reserious about, you know, expanding.
(11:04):
That bottom line and really running,running your show like a real business,
I mean, agent to CEO is the event.
I, I, you know, told you guys that,you know, after we wrapped up last
year, it's like, it's the best eventwe've ever done and I, I'm, I'm
excited to, to top it again this year.
So looking forward to, looking forward toseeing you guys in the land in September.
(11:27):
Yeah, I mean, I think that, you know,and we all agreed, uh, the, the thing
that we're focused on this year, andnot that we're not focused on, on
experience, you know, in the past,but we really are putting an emphasis.
The experience is gonna be worldclass that we can promise you.
Uh, we always, I think, do apretty good job with content.
We have great speakers coming.
(11:47):
We got the, the Amazing Tinacall and we have, uh, a lineup.
We're not gonna.
Let you know the, the, theother big names that are coming.
But we have some really amazingspeakers that are gonna inspire you.
They're, these are people whoare actually in it, doing it.
Uh, they're not just out preaching it.
And, um, I'm excited for, uh, everyoneto experience, uh, the agent to CEO
(12:09):
experience and of course rock spectrum.
So for sure.
Good stuff.
Cool.
Alright brother, let's dive in.
What, what topics we gottoday, man, we got our CEO.
He's busy online man.
Um.
In fact, oh, not, not the a DDout here, but we got Hillsman.
Uh, our, our boy Hillsmanjust shot a video.
Um, we asked him to do a testimonial, soI'll, I'll, I'll pass that over to you
(12:32):
guys for, from last year's agent to CEO.
He just sent it to me just now, but,um, yeah, Leo, Leo got on and, uh.
Man.
He, he got things riled up.
A lot of people talkingabout it right now.
Would love to guys get your guys',um, just, you know, comments on it.
But, um, let me find the, the quote,you can't champion consumers and
(12:55):
gate keep listings at the same time.
Brilliant.
How, how it started.
So true.
And, um, you know, it's, it's,it's interesting, you know, I
try to really keep an open mind.
When, when it comes to topics and notjust try to jump on one side or the other.
But man, I even, um, I know that,uh, Jared James, who we, we all have
(13:15):
a, a ton of respect for Jared James.
He kind of came on, um,and, and did a, did a video.
I just watched this morning and Icommented on it about Howard Hannah, and,
um, how Howard Hannah is, is stating that,you know, NAR should stay out of the MLSs
business and this and that and, and, um.
And was talking specifically aboutHoward Hannah and how we should be
(13:39):
able to just run our businesses theway we wanna run our businesses.
Now, I don't dis disagree with that.
I, I don't want someone telling me like,how to run my business model and whatnot.
But when, if, if your intentionis to benefit you as the broker,
or you as the agent first andconsumer second, that's when we're
(14:00):
gonna start running into problems.
We, we know Tina, uh, call also puta video up this morning too, talking
about how she put a listing up andshe had every intention on putting
in the MLS but just to, just to see.
She, she, she held it private,whatever, and, and just let her, her,
her surrounding circles know about it.
(14:20):
And she got a full price offer.
I think it was like 1.3 million.
Um, did not take it, put it upon the MLS an out of town buyer.
Saw it was waiting on it andcame in cash at 1.6 million.
It's a $300,000 difference.
And, um, you know, that was a perfectexample of, and she used the analogy is
(14:41):
like, who throws a party and advertisesit, but doesn't put the address anywhere
out, out there for anyone to, youknow, you don't know how to get there.
It's a pretty cool analogy, right.
Like, it, it makes no sense unless.
Your full intention is todouble end that listing.
Keep everything all in house.
And, um, you know, I supposethat's a, that is a strategy, but
(15:03):
it doesn't benefit the sellers.
No, not at all.
Let me, let me, let me, uh, I'mgonna share, uh, you've probably seen
this, Al, I know John, you probablyhaven't seen this, so I'm gonna
share, I, I can't share exactly.
I'm just gonna read.
We had an agent that, um,left Compass came to XP.
This is what was sent to them, uh,prior to this decision being made.
(15:28):
Agent name, congrats on your twonew listings this, this week.
Your spring marketingactivities are rolling.
I did notice that both properties didnot start in private exclusive status.
I would like to ask you a favor, can youhelp me out on your upcoming listings?
I ask for a commitment to use ourthree phase marketing program to
expand the options for your sellers.
These steps are so importantfor what we want to accomplish
(15:50):
collectively at Compass.
Nowhere does it say was, this is inthe best interest of your seller.
This is what, what Compass is pushing downthe throats of the agents that work there
to put it as market exclusive and give thecompany an opportunity to double end it,
not what's in best interest of the seller.
And that that's coming from the top.
(16:12):
And if I was an agent at Compass, itwould be both middle fingers up in the
air and I would be like, see you later.
If that's, if that's what the mountainthey're gonna die on is, do what's best
for us, not what's best for the consumer.
That's a, that's a dying proposition.
I, I'm, it's a mountainI'm willing to die on.
I'm not, I'm, there's noway if I'm a professional.
(16:33):
That I'm gonna do that, I'm gonna havesomebody telling me that that's what
I have to do, and they're gonna tryto cram that down my throat knowing
that it's not best for my seller.
I'm out.
You're, you're, you're crazy.
Yeah.
Talk, talk them through, right?
Because we, we, we address this in CHSA.
So all of you guys listening in,honey badger nation.com, um, we.
(16:55):
20, 20 12, but we really, like Tess,drove this thing in 2010 and 2011.
I mean, I remember coming in everymorning and agents and just sitting
there roleplaying through CHSA.
Like, like it's funny, I, I knowall three of us here could close
our eyes and I mean, I haven'tbeen in a house since 2012.
I. With confidence.
(17:16):
I can, I can go in rightnow and articulate CHSA.
That's how many times, that'show many reps we have with it.
Right.
But I would, um, I would love foryou to talk through, because we
addressed this in, um, cooperation.
We, we really talk about, you know, threetypes of buyers, you know, you in from as
a seller, why this is not so, I, I wouldlove for you to pull that principle out
(17:36):
and share because it's super important.
So, Mr. And Mrs. Seller.
71% of the time that a property sells,it is done through a cooperative agent.
Part of our marketing plan is notjust to expose your home to the buyers
that we have, but it's to expire.
It's to, to show that to as many eyeballsas we can possibly get it in front of it.
I, I hope that I bring the buyer,but the reality is, is that the
(17:59):
buyer for your home that's willingto pay the most amount of money might
already be working with another agent.
We want to get the most exposure that wecan, so we can attract the highest offer.
Do you want to attract the high offeror do you want to attract the low offer?
Okay.
Then what we want to do is makesure it's exposed to the most
eyeballs, and that that has tobe part of your marketing plan.
It's not just marketing to buyers,it's marketing to the other agents in
(18:21):
the marketplace that might be workingwith the buyer, and that's if I'm
competing against a compass agent.
I am.
I am going to illustrate very clearly.
Percentage wise of eyeballs that you'renot gonna get by never being on Zillow
and it, and what seller is gonna be like,nah, I want to be exclusive with Compass.
(18:42):
Yeah.
Nobody, yeah.
Yeah.
It almost, you know, andwhen you think about it, Jay.
The statistic.
I don't know if that's still theaccurate, exact statistic, but
I'm sure it's floating somewherearound 70, between 70 and 75%.
We'll ask Chad ZBT in the background here.
Yeah, yeah, yeah.
That's asking that they're, they're,they always got the number, but
(19:02):
you think about that for a second.
That accentuates whycooperation's so important.
Now, if you have one brokerage or agent,whatever, that is not cooperating.
They're not playing fair.
You know, like that, that also hurtsthe, not just the, the, that that
brokerage and agency and the agents,but their consum, their clients, that
(19:25):
they have their listings out there.
It's hurting all of their abilityto also get exposure to the full
market because they're beingtold a lie when they sit down.
That this is the best plan for them.
Less exposure is better becausewe have so many agents and we
have, you know, all these buyers.
And again, you have to askyourself, who does it serve?
(19:46):
Like, like who does it really serve?
Now there there's comments.
I was reading all the commentsand they're interesting.
Most of them are all pretty muchagreeing with what, you know, our,
our, uh, our mindset is on this andour opinion, but there's always one.
I just met a, I just mettwo sellers last week.
And they insisted not being on the MLS,they insisted that I just made phone
(20:07):
calls to all the people I knew to see ifthey could, they wanted to buy the house.
I'm like, you fool.
You could still delete thatdumb comment, but like, okay.
Yeah.
How many celebrities, how manypeople you know, that are of status
that don't want, you know, thepublic knowing for whatever reason.
I'm not saying that that doesn'texist, but it's like a 10th of 1%.
(20:31):
It's not even 1%, it's likea 10th of 1% where that might
be the case and God bless 'em.
If that's the case, they'llprobably have a high end home.
Maybe you can't throw it up.
At the end of the day, it's,it's 1970s, 1980s mindset.
It's actually rolling the, the, the,the, the clock backwards in time to the
(20:51):
days of the eighties where there the,there wasn't code brokes you, you, you
went to the listing agent directly.
As a buyer unrepresented, and youhoped that you were, you know,
you could negotiate a good deal.
That's why buyer's agency became a thingbecause buyers need the representation.
They don't do this every single day.
(21:12):
And so, you know, it, it's, it'sinteresting, um, it players in,
and by the way, this thing with theprivate listings, this is not new.
Howard Hannah did this,I wanna say 15 years ago.
It may have been 10.
But it's been over a decade thatthey came out with this, this thing.
It, it was, it was a big stink then allI know, a ton of amazing Howard Hannah
(21:34):
agents, by the way, friends with 'em.
In fact, I was just hanging withsome at the islands this past
weekend for the 4th of July.
They don't use that.
They don't use the private exclusive.
They, they agree.
'cause you know why they're ethical.
They have ethics.
They sleep at night knowing thatthat's not the best direction.
Less exposure is not the right answer.
(21:56):
And so, uh, yeah, it's,it's, I stand corrected.
It's 85%.
Imagine eliminating 85% if you're goingon listing appointments this coming
week, make sure you write that stat down.
You know what it's, and so like,listen, like this is like even one of
our steps in the process, especiallyas your inventory climbs, you know,
(22:17):
you highlight certain listings and you,you know, like typically what agents.
Right.
Like, so think about it.
'cause we had all the buyer leads, right?
We had.
Tiger Leads, BoomTown and Commissions Inc.
We had all the buyer leads.
Yeah, we did, but yet we would stillcall certain agents that sold in certain
areas that sold certain propertiesbecause we knew they had those buyers.
(22:40):
Mm-hmm.
Still to this day.
Right?
Like we maximized the exposure.
Of getting it out and, andgoing and understanding.
I love that it's 85%.
Um, I mean, ours was, I mean, we foughthard to, to, you know, get that number
down, but it was always that high too.
So it's actually, it'sactually even higher than that.
(23:01):
It's because 94% of all 2024 UShome sales were agent assisted.
Only 6% were fsbo withinthat agent assisted deals.
Um, 10% were double-ended, so it'sreally 90% unless it was fsbo.
So just a 90% of the agent assistedhomes were sold, uh, co-oping agents.
(23:22):
Yep.
Okay.
I, I know we've talked aboutthis before, but that's crazy.
Let take, let me take you backto the island for just a second.
Because John and I, we've heardabout all, all the stories.
He's trying to block that out.
Al, come on.
He's, he's compartmentalize that.
Well, he's safe.
He's, he's safe back inDallas, so it's, it's okay.
Yeah.
You don't have to go back.
(23:47):
Just you, you.
I know you didn't sell real estate,uh, but you were a consumer.
Yeah.
Mm-hmm.
On the consumer side, bothbuyer and seller side.
Yep.
You don't know what you don'tknow until you've actually
had to experience Oh, yeah.
Yeah.
I had no idea being in the business.
Um, you'd think I had some kind ofan idea what I was getting into.
(24:07):
It was the, it was the wild,wild west, and once I understood
the game, I was like, okay.
Alright, well, you know, I, you know, mythought was let me hire the best agent.
I want, uh, one agent to represent methat you know, that, you know, that can
show me everything that's on the market.
The truth is, they don't sharethe information with each other.
So you had to have 10 agents thatyou talked to to find out, you know,
(24:30):
50% or 60% of what was available.
If you didn't talk to the right10 people, you didn't find
out about other properties.
And it was, as a buyer, itwas a nightmare as a seller.
When someone lists your property and it'snot publicly listed on Zillow, it's not,
you can't find, as a buyer, you're tryingto find, well, what's available, what's
available, and it's nowhere to be found.
'cause there's, theynever even took pictures.
(24:50):
The house that I lived in that wason the market for 13 million, um,
I lived there a year and a halfand it was for sale the whole time.
Never one showing, they actuallycalled us to take photos of the house
'cause they didn't have photos of thehouse to send, to send to somebody.
At one point I'm like, this is.
You know, then the lady askedme, well, what should I do?
(25:11):
I said, you need to fire this agent.
Like this is, I mean, yourhouse isn't actually for sale.
No.
The only person that knows it's forsale is her and I don't, you know, she's
not marking it, so I don't know howshe's getting anybody to in interested.
Obviously she's not, 'causeit's never been shown, but
like that's, that is just not.
It wasn't good as a sellerand it wasn't good as a buyer.
You know, I ended up sellingmine for sale by owner.
(25:33):
Um, and the reason I did that wasbecause I didn't trust any, I didn't
trust any one agent to, to do anymarketing, so I marketed it and said,
Hey, I'll pay y'all a commissionwe won't ever bring to the buyer.
And guess what?
One agent brought several buyers and soldthe property and got paid a commission.
And so, you know, it, it's, it's very,it, it, it was, it was absolutely, it.
It's terrible.
It's a terrible experience foreither a buyer or a seller.
(25:55):
And so.
You know, it's, it, it's wild.
It's, it's not what you want.
We don't want the industrygo in this direction.
It's not what's best for agents.
It's not what's best for consumers.
Nobody wins in thissituation, buyer or seller.
Um, it breeds, um, itbreeds bad behavior, right?
Like that's, that you're ultimately,you know, trying to trick sellers into
(26:19):
trying to double end your listing.
When, you know, in the back of yourmind, what's best is that if everybody
else knew about this property, I'dprobably be dealing multiple offers.
And I'm trying to sell it to thefirst one that comes through and, and
that deal might not be the best dealfor your, for your client, you know?
And that's it.
It's, it's crazy to me.
I don't, I mean, I don't know, maybe I'mjust the only one that thinks that way,
but I don't think, dude, I mean, let's,let's break it down for people that don't
(26:41):
understand what we're talking about here.
You, you lived in Dorado Beach, PuertoRico, not even arguably it was the.
Place to be.
It was the, the best place tolive in, in the entire island.
It's also probably the most expensive,but it sat for a, you lived in
that home for a year and a half.
(27:01):
It was listed with an agent.
They don't abide by any MLS rules.
None of this cooperation stuff.
It's, it's wild, wild west asyou, and they didn't have a
showing for a year and a half.
And it's not like you lived in, youknow, in some bad neighborhood or
anything like that, you know, like itwas definitely overpriced once again
on the golf course of a Ritz-Carltonproperty and not one showing.
(27:24):
Yeah, I mean, this is whatyou're signing up for.
I tell you this, do your homework and, uh.
You know, make sure that you're, you'rechoosing an agent that puts you first.
Yeah.
You know, do the math.
It's like, you might as well sell it forsale by owner six, you know, 6% chance,
you know, 6% of deals sold for sale byowner, and you only have a 10% chance.
(27:45):
Um, you know, you're onlygetting 10% exposure by listing
it in-house with one agent.
I mean, that's, it's, it's wild.
Yeah.
Yeah.
And, and you know, what's,what's not being brought up?
Is, is the whole, the whole, um, youknow, we, it's known as the 80 20
rule, but in real estate, it couldeven be like the, the, the 90 10 rule,
meaning 10% of the agents in any officereally do the majority of the sales.
(28:09):
The other 80 to 90% don't do much.
That's, that's a, that's a facton across all brands, right.
So keep that in mind.
If they're, if they're saying that,oh, we have all these agents that are
gonna have all these buyer, chancesare 90% of the agents in that, that
office don't have a buyer for it.
Mm-hmm.
And maybe the 10% do what?
A what?
A coin flip.
(28:29):
If I had to, you know, sell my.
It's like Joel, Joel made acomment in here and it's, it
is a hundred percent true.
It's, it's just intellectually dishonest.
If they actually understood whatthey were saying signing up for, they
wouldn't be signing up for it like that.
That's not, it's not being, um, youknow, until, unless, until an and
educated agent is on the other endcompeting against that compass agent.
(28:52):
You don't even know what you'reactually getting yourself into.
Yeah.
Yeah.
Until it's too late and you're,you're burning days on the market now.
Your house looks market worn.
You know, it's, all of thosethings are just negative for the
seller, and you can't, you can'tguarantee that's not gonna happen.
It's, it's costing them money.
Yeah.
That's for the consumer.
(29:12):
Yep.
Yep.
No bad people, man.
Bad decisions.
Yeah.
And I mean, let's, let's, that kind of isa good segue into our next topic, which
is the real estate market right now.
You know, year over year, we're actuallystill down from 2024 in number of sales.
You know, last year, 2024 was, that was,was coined the worst year in real estate
(29:33):
since what, 96 or something like that.
And they're talking about number ofsales yet I don't, my, my opinion is
we're, we're not looking at any kind ofa bubble or a real estate crash because
there's, there is pent up demand.
And there's two things.
Inventory levels and rates.
And right now our inventorylevels are rising.
(29:55):
The, I think I just read, the averagemarket time has gone up to about like
34, 35 days on the market, which youguys, when I met you, when I met you
guys in 2010, I think our averagemarket time was probably closer
to 60 days, 65 days on the market.
Like I would've given anythingfor a 34 day market time.
But they are rising.
Based upon like the last five, sixyears, what we've been used to of
(30:18):
putting a listing up and it's gone.
Now imagine kinda combining this, thisthree point strategy that you, you
had, you just read that email about,or whatever they called it, marketing
strategy with a bad market gone.
You know, it, it compounds everything.
And so, um, you know, we are seeing,uh, inventory levels starting to go
up, which, which is not a bad thing.
(30:40):
That's, that's a good thing for buyers.
What now we need is those rates to,to bump down and I don't think we even
need 'em to bump down a little bit.
You know, this was my big complaint, um,was it two, two years, three years ago?
When the fed just jacked the rates upfrom where they were high threes, low
fours to over 7%, and they did it quick.
(31:04):
That to me is reactive.
Um, was it Jerome Powell?
You know, we, we, and, and, andI think President Trump actually
just called him out recently.
He says, stop being reactive.
Start, start.
You know, they say in hockey youskate where the puck's going?
Not where the puck's at.
And, and the Fed needs to start thinkingabout that strategy when it comes to
(31:25):
rates, because by the time, you know, anunemployment's looking good, the market,
you know, the, the economy's looking good.
So, ah, we don't feel like it'snecessary to lower the rates right
now, but there, there, there is thingsthat are starting to fester right now.
And, and the housing marketdrives the rest of the economy.
Everybody knows that.
And so now the last thing left,we got one out of the two things.
(31:47):
We have the inventory starting to rise.
In certain areas.
I'm a buyer right now.
I was a buyer right before thoserates went up and I jumped out.
I was just gonna, it wasa second home in Florida.
I was out there shopping around.
I pulled back and stopped and,uh, and now I'm, I'm back.
And I'm just waitingfor that next rate drop.
(32:08):
And, um, and, and now I think it'llbe a, it'll be a great market.
What do you guys think?
Like, you know.
QQ four or maybe Q1 of 2026.
Can you believe we're talking about 2026.
What are you guys feeling thatyou're, we're gonna see here
in our real estate market?
Are we gonna start seeingmore inventory levels rise?
(32:28):
Are we gonna see the rates coming down?
What do you guys think?
Well, I try not to think anymorebecause I've noticed that I am.
Um,
I always go to Chad GPTand say, what do you think?
And, uh, so, uh, just know thatwhen I'm talking, I'm coming from
a place of infinite intelligence.
(32:51):
So, a, again, according to Chad,GPT, half a point rate drop,
85% chance probability is 85%.
Nothing, no change.
You know, it's less than a 5% chancethat the July 30 meeting is gonna lower
the rates right now, but a quarter, aquarter rate deduction in September,
October with a year end level, um, of atotal of a half a percent is what, that's
(33:15):
what chat GP T's saying 85% probability.
Yeah, I, yeah.
Um, that's funny.
The, um, I, I mean, al just, just talkingwith, um, you know, everybody across
the country and, and you know, justobviously getting Canadian perspective
and then having our boys in Portugal,so getting kind of a global perspective.
(33:36):
Um, inventory's just gonna keepclimbing and I mean, they're already
experiencing it in, in Canada.
Um, and so like working with, with.
With agents on, you know, language, in,you know, their marketing fees upfront,
marketing fees if, if home doesn't sell.
Like getting all of that language backinto their addendums and their agreements
just because they are seeing thingsgo up and, you know, the conversation
(34:01):
and everything that, that has to behad with sellers and continuing to
educate and remind and, and, you know,doing the things that we know to do.
But most agents have forgotten.
Or gotten lazy or abandoned because ofthe market conditions over the last few
years, but having to get back into, youknow, how to articulate, kind of set the
stage of what's really happening in, inthe marketplace, uh, with, with sellers.
(34:24):
So to your question, Al, I Imean, I just think inventory
is just gonna keep climbing.
I, yeah, I was just, um, I wastrying to, uh, find the stat that
I just read about California.
I. Um, they, they, I don't know who cameup with this, um, but they estimated that,
uh, they're actually short, specificallysome kind of a range from somewhere from
(34:47):
two to 3 million homes needed right now.
Like to, to address theshortage, like right now.
And we're not talking aboutmillion dollar plus homes.
We're talking about the affordability.
Mm-hmm.
For your, your average, you know, middleclass family, they're, they're, they're
millions and millions of units short,and we could, we could have a whole
(35:09):
podcast about the fact that all thesehomes that burnt down back in January of
all the homes that have burnt down five.
Five have gotten permits tostart to rebuild all the rest.
They're just in waiting.
PA patterns, that's a different story.
That's Cal, that's, that's Kyle Whistle's.
He has to deal withthat solution for that.
(35:30):
But, but going back to just theshortage, there's a huge opportunity.
One of the things I'm most excitedabout is, is finding areas in land.
Um, they're starting to put, likethe whole module, modular home thing.
Where they're building these homesand factories and getting them up
in a, in record time, um, is, isstarting to become a, a very, a very
(35:52):
big thing in, in many markets and justin Ohio alone, they have, um, I think
about a dozen of these factories.
And, uh, they're, they're ready tobuild these things and it's, it's crazy
because from the time that they get,they, they can ship the stuff out.
They, they ship the, the, the,the roofing, the, the, the
trusses, the walls and all that.
They put it, they can putit all together in one day.
(36:14):
They have a plumber connect themain things, and it, and it's up and
running, and they put the finishes up.
It's done.
And so these are the types ofthings that I think we're gonna
see over the next five years,because we still do have a shortage.
Um, we're gonna be squeezing people out,out, out of homes, and they're gonna be
stuck in rental apartments, you know,uh, like we're seeing in other countries
like Europe and whatnot, where homeownership isn't even a, I mean, there
(36:37):
isn't an American dream over there.
People just, they don't,they can't own their homes.
And, um, I think that that'sover the next five years.
We're gonna start to see that, um, thatopportunity and, um, if anyone's an
investor in that, definitely, definitely.
Uh, you know, what, whatis it, what is it called?
Um, what do they call it?
It's not modular built home.
(36:57):
What is it?
What is it called?
Well, you know, they've talked, you know,it was called manufactured homes and that
had kind of like a negative connotation.
'cause you think of a mobile home, right?
These are not mobile homes.
These are, um, I guess.
They are modular, you know, Imean maybe they're, they're,
they're, they're, they're, they'reconstructed everything into a factory.
(37:19):
They're using better, better materials.
Um, and by the time they come out, most ofthe, you know, the labor's already done.
They put 'em on, on big flatbeds,they ship 'em out to the site, and
then they just put 'em together.
Even the roofs come like this, andthey pull 'em up, lock 'em in place.
I mean, in one day theycould have, you know.
(37:39):
A 1500 to 2000 square foot homeconstructed plumbers, plug it all in,
they hook the electrical up and theycould be living in that house in a week.
So I, I don't know, other than modular,what, what they would, what you think
There's another name that they call 'em?
I, I don't know.
I'm about to find out.
T. You, you brought, you, you, youstirred up some, some memories.
(38:02):
Al with modular homes,does it have wheels?
Are the wheels still off real estate?
We used to sell real estate.
Yes we did.
Yes we did.
Oh, did you say real estate?
Estate?
Real estate.
Estate, yeah.
Man, I used to collect on those homes.
Uh, I was a collector beforeI got my real estate license
(38:23):
for Chase Manhattan Mortgage.
They're not mortgages, by the way.
They're car loans when they'remobile and, um, those things sink in
value the second you take 'em off.
These are not, yes, these are afixed, you could, you could put
these things on a, all you needis the foundation or a basement.
You slap 'em right on there.
Boom.
You bolt 'em down.
These, this is actually, uh, real estate.
(38:44):
Pretty wild.
I do have a question for, for you guys.
Um, and Leanne and I weretalking about this last night,
and you know, we've always.
You know, sellers want the mostamount of money back in their pocket.
Buyers are looking for the best payment.
And, and so we were, we were havingthis conversation and, you know,
she, she did a post yesterday justthrowing some questions out, getting,
(39:05):
getting some feedback on something.
I was like, throw itout there as a question.
Um, but I just made me think of itas, as you were talking, as you know,
al you're a buyer in the market.
So is it, are buyers looking for valueor are they looking for the payment?
And I mean, I guess from an investmentside of things, are you, you know, looking
at it a little bit different, but we'retalking about where the shortage of homes
(39:29):
is entry level of affordable housing.
I mean, is it, you know, are buyers, maybeit's kind of a different perspective, but
are buyers looking for the for, for theright value or are they still like, no,
I need, I need to get into this payment.
This is kind of whereI'm, I'm looking to stay.
I think that it depends on the pricerange and the situation, but if we were
(39:50):
to say the majority of people I thinkat this point are looking for, you know,
what they're, they're gonna shop inwhere, what with what they can afford.
And, and usually, I mean, you, youguys tell me, when you guys work
with buyers, did they not wanna shopright up to where the, the mortgage
person got them approved for?
Mm-hmm.
I mean they, they rarely, like did youget someone approved for 200,000 say.
(40:13):
I think I wanna buy one 10.
You show 'em one house and theone 90 is the 200,000 or two 20.
They're like, yeah,forget the one 10 house.
Yeah, it happened literally justwhen we was just looking at at cars,
we, I bought a new car for Courtneyand we were out shopping around.
She looked at four.
She drove four cars.
First one, second one.
(40:34):
The most expensive one was the last one.
And guess which one she picked?
I mean, it's human nature.
You don't, you know, you don't, if yougot a choice between, you know, and
I, I have a GMC truck or a Ferrari.
Now that's probably not a goodexample, but like, if you were
given the choice and you drove both,you're gonna wanna drive the Ferrari.
(40:56):
I mean, I love driving my truck just asmuch, but you know, it is just, you're
gonna shop up to what you can afford.
And, um, that's the other thing isthat, um, you know, the, the amount of.
You know, they, they're start,I just heard some mortgages that
are coming out that scare me alittle bit, to be honest with you.
'cause I think it's 34%, yourhousing expenses should be at
(41:19):
or below 34 4% of your income.
Your, you know, whatever your, that'show your, they figure your payment.
And I've been seeing some loansthat are now starting to creep out
there that remind me of oh 8, 0 7.
Oh no.
You know, they're, they'reraising that up significantly.
And that's just, uh, that's,that will get us into trouble.
(41:41):
You start doing that now, we will startseeing, you know, more people, you
know, struggling and potentially losingtheir home if they're gonna be given
loans out at 60% of, of their income.
Um, that's just, that's,just ask it for trouble.
I, I haven't seen a lot of it thankfully,but, um, it's out there, so be careful.
(42:03):
Interesting.
Yep.
Interesting.
Good stuff.
Lots going on.
Make sure you go tohoney badger nation.com.
September 24th and 25th.
Agent to CEO Come hang with us.
Um, it will be your, your, um, it, it'll,it'll be the event that you remember
(42:23):
for the rest of the, of this year.
You're gonna look back and belike, damn, that was amazing.
If you've never been to Cleveland, you'llbe pleasantly shocked and surprised.
I guarantee you that orI'll Good time of the year.
That's right.
Good time of the year.
It's, it's awesome.
It's, uh, it's, it's beautiful.
We're right on the water.
Right on the, uh, other thingthat we wanna throw out there, Al.
Go to honey badger nation.com and, andnominate your Honey Badger of the month.
(42:47):
Um, we, you know, announced the,the Honey Badger of the month.
We, we started it.
Last, last month, may, and then announcedour, our winner, um, in our winner
for June, which was, which was Rose,who's gonna be joining us in a, in
a couple weeks here on one big fire.
Um, but go to Honey Badger Nationand, and nominate Honey Badger.
(43:07):
Uh, that deserves that shout out becausethey're doing some honey badger stuff.
Yeah.
And, you know, just talkabout Rose A. Little bit.
You know, you may be wondering, well,who, why, why would I, you know, who
would I choose and why would I choosethem for the Honey Badger Award?
And, um, you know, Rosa's story, I,I don't wanna blow it because, you
know, I want you guys wait till wehave her on, but it it, it is a, a
(43:30):
story that inspired me to my core whenI heard, you know, some of the things
that you're gonna learn about this,this young lady, I. She is relentless.
You know, talk about you listento that, that episode and
it's what, two weeks, John?
We're gonna have rose on.
Yep.
You're gonna, you're gonna see somebodywho, who was, you know, beyond, um,
(43:51):
someone that, that could have comeup with a million excuses not to
get to events, not to win, not to goout and even throw her own events.
She rose above it.
No, no pun intended.
Rose.
She rose above it.
And, um, that's why she, uh, shewas nominated by several, several of
her peers to, uh, win that HoneyedAward and she earned every bit of it.
(44:12):
And, uh, we love you, rose.
Congratulations.
Congrats Rose.
Amen.
And brother, congrats.
Awesome fellas.
You guys are, uh, rock stars and, uh,guys, honey imagination.com or agent
to C-E-O-C-L-E, get your tickets.
They will sell out.
We only have a hundred.
That's not like somemarketing scarcity ploy.
We literally, the space only holds ahundred people, so get your tickets.
(44:33):
When they're gone, they're gone.
And, uh, soon.
See you.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
See you on the next episode.
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