From Southtown Vision to San Antonio Strategy: Agents, Builders, Absorption Rates, and the Truth About Affordability

Episode Transcript
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SPEAKER_04 (00:50):
And welcome back to another episode of Key Factors
Podcast, Real Estate AF, wherethe AF stands for and finance.
And I'm your host, Mark Jones.
And today we're going to betalking about um what's going on
in today's market and a coupleof things that maybe you can do
in the personal development sideof things that'll keep you going
through a market where everybodysays it's down, but uh we've got

(01:12):
some folks that uh thinkotherwise.
So I want to introduce my gueststoday, and they've both been on
the show before.
Um, and they're both prettybadass people.
Uh so without further ado, letme introduce my guests.
I've first got Sandra Rangell.
Sandra, how are you doing?

SPEAKER_01 (01:29):
Thanks for having me again.

SPEAKER_04 (01:30):
Absolutely, absolutely right.
And then I've got JJ Greena.
What's going on, JJ?
How are you doing, brother?
Doing very well.
Um, so guys, we want to firstgive you just a quick moment to
tell the folks who you are, um,just in case they are not
wanting or willing to go back toprevious episodes.

(01:50):
Um, but yeah, just tell us alittle bit about yourself.

SPEAKER_01 (01:54):
So I've been in real estate for 18 years now, maybe
19 by the end of the year.
And uh depending on the marketis right.

SPEAKER_00 (02:02):
Right.

SPEAKER_01 (02:03):
Um real estate, residential, uh, no commercial,
like JJ one day.
But uh loving what I'm doing,keep going, just that's it.

SPEAKER_05 (02:13):
That is not your bio.
Sandra Gill.
Yeah, Sandra Gill is a monsterreal estate agent.
She's with real, she was with KWback in the day with me.
She, you know what?
She was the first agent thatopened up all of like when
everyone was like uptown nearSan Antonio College, downtown.
Sandra had all the listings downthere with TerraMark.
She's the one that brought likethat that urban living to San

(02:34):
Antonio, if she wants to admitit or not.
Yeah, we we were all like, whatis Sandra doing listing all this
crazy stuff?
Yeah.
Like, who's gonna buy that?
And Sandra had a vision, and sheI'm being serious.
I talked about this all thetime.

SPEAKER_04 (02:46):
One of the top realtors, Hispanic realtors in
San Antonio.

SPEAKER_05 (02:49):
Yeah, still one of the top Narrep realtors.
You're ranked in Narrep, likeyou're it was three times that I
ranked number one.
Three times number one Crm.
I do real estate.
I do real estate 18 years.
Like, no, no way.
But what I know about Sandra,like what I really talk about is
like when we were all like, whatis this girl doing?
She's she she brought, in myopinion, she brought Southtown

(03:10):
to light, she brought uptown tolife.
Uh, and she was the first one inthe downtown area because Bobby,
my business partner, was like, Ilove all of her listings.
And I'm like, dude, I don't evenwant to park my car down there,
right?
But Sandra was just with withdifferent builders and killing
doing infield stuff, doing whatit took.
Without Sandra, there's nouptown, no, no Southtown.
I'm just gonna say I like that.

(03:30):
So, JJ, who are you, dude?
I'm her assistant.

SPEAKER_04 (03:33):
It makes perfect sense now.
Makes perfect sense now.

SPEAKER_05 (03:36):
Uh uh 21 years uh in August.
This is my Duncan year.
Congrats, thank you.
Um, do commercial real estatejust only, no, no residential.
Well, I say that, but mybusiness partner, I think he's
he's retiring on me.
He's on a plane every threeweeks, so I do jump in okay,
like once a month when he's outof town, but um just commercial
primarily um with exp, which islike real uh put a little bit.

SPEAKER_04 (03:59):
I've been seeing a couple of pictures here and
there on social with someresidential closings.
Are the are those his closings?
That's what I'm telling you whenhe's out of town.

SPEAKER_05 (04:07):
Like I say, I'm not in residential, but uh he
literally is on a plane everythree weeks, so I'm I'm always
back in it.
So um, so yeah, commercialprimarily with EXP.
I'm certified coach with SuccessMagazine, Disc, the six
motivating factors, uh EQ, allthat kind of stuff.
So I've been coaching forprobably about 13 years now.

SPEAKER_04 (04:26):
Man, you know, I did I didn't know that you were well
versed in the EQ.
Uh it makes perfect sense now,having all the discussions that
we've had and the way that theygo.
Um, but yeah, eventually I wantto have a conversation with you
about that because it's one ofthe biggest things, in my
opinion, that realtors, lenders,salespeople don't have that they

(04:47):
can acquire is EQ.

SPEAKER_05 (04:48):
Emotional equivalency.

SPEAKER_04 (04:50):
Absolutely.
You can work on it.

SPEAKER_05 (04:51):
You know, I know I'm uh when I when I looked at my
results and it says that uh, youknow, I uh I'm not in tune with
my emotions.
And and I'm like, nah, I am, butlooking back, I really am not
because what I'll do is I'llsomeone will say something to
me, or especially someone that'sclose, like my mom or my
girlfriend, or and then I'll belike, I don't want to kill them,

(05:13):
you know.
But like it's but it comeslater, right?
Right, you know, instead ofbeing immediate, and then you
know, they're like, You good?
I'm like, I'm good.
And then later I'm like, Oh, I'mnot good.
I wasn't good.
Bad, I'm way bad.
So I have to learn how to likewait till I react because uh the
if not the bull candle eruptslater.
That's right.

SPEAKER_04 (05:30):
That's right.
We talked about that a lot onthe last discussion.
Um, so let's get into ourdiscussion today.
And we've got quite a few topicsto to cover.
Um, and I want to start withtoday's market insight from
those that are actually in thefield, uh shaking and moving,
doing what it takes to getclosings, get people into homes,

(05:50):
get people into buildings, intonew leases.
Um, and as we know, real estateis always about location.
Uh, in addition, real estate isvery local.
We can't talk about theCalifornia market and compare it
to the San or Vegas market orany of the other markets.
Um, and most of our listenersare tuning in because they're in

(06:12):
or around San Antonio.
Um, what are you guys seeing outthere?
What neighborhoods are areselling more frequently than
others?
What price point is kind ofhitting the mark with this whole
affordability issue?
And and with me, I don'tnecessarily fully agree that
it's an affordability issueversus a mindset issue of of the

(06:34):
actual buyers.
Um, but yeah, somebody uh goahead and dive in.
What what are you seeing outthere, Sandra?

SPEAKER_01 (06:41):
So when you're talking about, you know, which
areas, I think it's more thebuyers are looking for
affordability, even though theywant to be, you know, inside
1604 for the convenience of thecommute.
A lot of the affordability isbeing pushed out 1604, you know,
either it's west and northwest.
And what are we seeing more?
These builders that are havingaffordable, you know, but still

(07:03):
close together, you know, notthe mature neighborhood that
they're really wanting, buthaving to settle because, you
know, the payments.

SPEAKER_04 (07:10):
Right.

SPEAKER_01 (07:11):
Um, and then also the struggle, obviously, you
know, pre-existing interest rateand new construction interest
rates.
You know, that carrot thatthey're dangling get a lower
interest rate.
But you still have the clientsthat are savvy and saying, well,
if I buy now pre-existing, whenrates come down, I can
refinance.
Right.
If I buy down right now with newconstruction, if the rate comes

(07:32):
down, I'm not gonna be able torefinance.
So I'm like locked on thatpayment.
Right.
So making those decisions andhelping them navigate through
those decisions.
So a lot of the times they'rebeing pushed outside 1604 for
the payment affordability.

SPEAKER_04 (07:46):
It makes perfect sense.
And and you brought up the ideaof builder versus pre-owned.
I want to get into that.
And the idea of um the folksthat are taking these lower
rates but higher uh salesprices, let's say, will they
have the opportunity torefinance?
Sure, they'll have theopportunity, but I don't believe

(08:07):
that it is going to make sense.
Number one, you're already belowwhat the rates are gonna be at
when they drop.
Um, number two, when you go torefinance, it still has to make
appraised value again.
And that's one thing that I'mseeing that um as we progress,
uh prices are coming down, butthose are continuing to rise.

SPEAKER_05 (08:27):
It's odd.
Well, I want to get into themarket, but just starting
between new home andpre-existing.
So if you remember back in theday, if someone got a new home,
I would tell them, hey, I hopeyou like it here, because it's
gonna take you seven years tobreak even.
Like you, you, you can't call mein six years, five years, four
years to sell because you you'renot gonna you're gonna come in

(08:47):
with cash.
These newer agents, that's allthey do is they rely on new home
sales agents uh like reps tohelp them close.
They they rely on new home uhblocks of of interest rates to
be bought down for theirclients.
And then I tell, because youknow, I have 144 agents in my
organization.
I tell them, look, be carefulbecause if you want to repeat

(09:09):
business, which is where me andSandra have hung our hat over
two decades, then you have tohave repeat business.
And repeat business is when youyou have an you put someone in a
situation where they will haveenough equity to you know
refinance, like you said, or tomove in the next three to five
or seven years.
The average in in the US, Ithink, is six and a half years

(09:29):
someone moves, but in SanAntonio it's lower because of
military.
But the agents aren't looking atthat, they're just they're just
like putting stuff online, like,hey, this is only$1,500 a month,
this is only$1,600 a month.
Well, in that case, then youmight as well rent in a lot of
ways.
And I hate to say that, but it'strue because if you are not
going to live way out off 211and and and 90 and and be

(09:51):
willing to do that for sevenyears, then you should really
look at the the retail marketbecause back to Zig Ziggler
going and coaching in.
Sure, is it price or is it cost?
Like, what is that gonna costyou um in time?
What is that gonna cost you incommute?
What is that gonna cost you uhin everything, right?
Like, so is it right now?
I think the the the dichotomy ofthe real estate market is it is

(10:13):
new homes versus I did a little,I'm a nerd.
It's like 42% new homes versusretail, which is crazy, it's
never been that high.
Um, and you know, is it should Igo new home because it's a lower
interest rate?
And interest rates istheoretical.
Let me tell you what what I meanby that.
Unless it's your hospice house,you know, my mom's in her
hospice house.

(10:33):
I tell her she likes she laughs,but unless it's your hospice
home, you're gonna move.

SPEAKER_04 (10:38):
And and what what JJ means for that, just to break it
down a little bit more, justyou're gonna die in your
reference.
Yes, you're gonna die.
Um, and for most out there, it'snot the last home that you're
purchasing.

SPEAKER_05 (10:52):
They have to look at it as a six, five to seven year
decision.

SPEAKER_06 (10:55):
Investment.

SPEAKER_05 (10:56):
It's a it it's a it's a long-term, I mean, that's
longer than almost every singlehat.
Exactly.
So like it's it's a seriousdecision.
But what I think it washappening, to be honest with
you, is this is what'shappening.
Um, people work at USA, right?
And then they'll have someonethat has a listing, like Sandra
will have a listing, and they'renot looking at they're not

(11:17):
looking at absorption rate.
Right.
They're looking at marketanalysis.
The market analysis is, youknow, it's it is what it is.
But absorption rate has beenhere since I think in 1972.
They the economy looks at thereal estate market in three ways
is it a seller's market, an evenmarket, or a buyer's market?
A seller's market zero to threemonths of inventory.
That means if I if I dropped alittle bit of this uh overpriced

(11:39):
coffee and I could just wipe itup with a cocktail neck, and
that's a a small absorption.
Right.
Um, four to six months is it,but like if I dumped it all and
we had to get a beast towel,that's high absorption.
Right.
And it's and it's figured out byhow many times, you know, I I
have videos on this, but howmany times uh a house is sold in
a neighborhood in the last 12months and you divide it by the

(11:59):
current inventory.
Now, if it's zero to threemonths, there are neighborhoods
like that.
Like I my best partner put up ahouse in um in um in the
northeast side, and he sold itin four days with multiple
offers.
Now, we also have a house uhthat's you know east of
downtown.
Uh, this is her fault becauseshe made that popular, but in in

(12:20):
Diggy, Diggy Heights, right?
And so in Dignity, there's a17-month inventory.
17 months is the past 12 months,and so that goes into an
investor market, right?
Correct.
So if I was imagine if someonegoes into we're two employees
are at USA and they're like,damn, JG sold my house in four
four days.
He's awesome.
And they're like, Well, Sandrahas had my house in Dignity Hill

(12:42):
for 13 months, and we don't haveany show-ins, they think she's
terrible.
Correct.
But it's not her and it's notme.
It's location.
Well, yes, but it's theabsorption rate of each uh
individual area, and moreimportantly, what's not
happening is the the seller isnot being told that.
And so their expectation is notis not hitting reality, and so

(13:06):
they're disappointed, right?
So that's what's the market isdoing right now.
It's disappointing sellers.

SPEAKER_04 (13:10):
And you had discussed this on a previous
podcast a while back when ratesjust just so happened to come
up.
We we we had a podcast, um, andwe were talking about the idea
of you're not necessarilyselling the price of the home,
you're selling the payment.
And in those case scenarios,even dropping the payment down

(13:32):
in those locations may notaffect the payment a great deal,
right?

SPEAKER_05 (13:36):
Like when we sit with sellers, and uh, my best
friend was out of town forEurope for like 11 days.
So I was talking to a seller,and they're like, they got
offended, they got a lower offerthan people asking for closing
costs and everything.
And I said, Don't take offense.
Um, and I showed her in amortgage calculator, like this
person's paying$3,200 a monthfor your home, and you can see

(13:57):
yours like, oh wow.
Say, like, yeah, like I loveyour home and I know you love
your home, but would you pay$3,200 for it?
Yeah, because when you got it,it was for like seven
cranberries or whatever, youknow, whatever it was.
Yeah, yeah.
That's right.
Yeah, so yeah, showing themthat, like, hey, you have to be
empathetic to the other side.
Um, and and but what's reallyhappening, and if if it was only

(14:19):
me and Sandra and people like meand Sandra on the market, it
would be a hot market.
But what's happening is there'snewer agents that were born in
the the the 2020, the hotmarket.
Absolutely, yep.
Anyone with a super key couldopen up a house and make and
make money.
There was no skills, no oneworked on their, you know,
there's 17 closing tactics, noone's worked on that.

(14:40):
They don't know if they're visuuh visual or auditory, auditory,
digital, or kinesthetic, theydon't know how how they speak in
sub-languages, they're notworking on their game.
And so what's what's what'shappening is is buyers are
dictating um what agents shoulddo, and sellers are dictating
where where prices should be at.
And and we're we're facilitatorsuh of the of that thing.

(15:01):
We have to set expectation forboth sides.
We have to use informationthat's available, like and
showing time and absorption ratein CMAs to like let both sides
know like, look, I know you want$10,000 off of this, but if you
look at the absorption rate, itain't gonna happen.
Right.
Or on the other side, say, hey,you you're in Dignality Hill,
there's 17 months of inventory.
If you can't wait 17 months andwe got a drop, right?

(15:24):
And if we and thoseconversations aren't happening,
and that's where the market is.

SPEAKER_04 (15:28):
I totally agree.

SPEAKER_05 (15:29):
There's there's there's there's agents that
can't set expectation for theirclients, and it's not their
fault.
Here's another thing, too, thatthat it's not their fault.
I'll I'll come across an agentand and and I'll I'll have to
close both sides and say, like,dude, you should tell your
client this.

SPEAKER_04 (15:43):
Now, I'm gonna stop you there.
Do you really think it's nottheir fault?
And and hear me out on this,because after doing something
over and over, getting the sameresults, it must not be me,
right?
I mean, you've got a coachingprogram that teaches me these
things.
Those agents have so much outavailable out there to learn to

(16:09):
be able to catch themselves upon what you're discussing right
now, and whether they're let'ssay they are practicing and and
and getting into coaching andfine-tuning their craft and
actually being a student to thegame, just not actually applying
it.

SPEAKER_05 (16:27):
Well, I want to ask Sandra how she got good because
she's incredible.
But how I got good is that Iused to like drive my coach
around.
Seriously.
He would say, Hey, I'm showinghouses Tuesdays and Tuesday,
Thursday, and Friday.
And I would drive him.
Yeah.
Like, and he would be, you know,just making banging out calls,
and I'm listening to him bangingout calls and osmosis, just

(16:48):
absorbing.
And then he'd be like, What'dyou learn on from that phone
call?
I'm like, Well, I learned thatyou're a high D.
Like you punked that otherperson pretty hard.
Uh, but it taught me a lot.
Like, taught me how to to totalk to clients, you know, how
to close in person, how to setexpectation.
Um, I think there's now like somuch information online.

(17:08):
Like, this podcast is amazing,and there's so many things
online that I think a newagent's like, oh, I'm just gonna
figure it out on my own.
I'm I'm gonna I'm gonna figureit out on my own.
I'm gonna watch a bunch of like,you know, pretenders, uh, not
you, by the way, but likepretenders that are on on TikTok
and and Instagram, and andthey're gonna have like these
really shallow one-on-oneversions of how to be a real

(17:30):
estate agent, and they're andthen they think they can just
apply it, or they don'tunderstand that you need to go
and and be under her, you needto go be her agent for for for
six years, and and you know,that's that's mentorship is like
I want to be like Sandra.
So I'm gonna do what Sandradoes, because if I do what
Sandra does, then I'm gonna haveher is the B do have her.
I'm gonna be like Sandra, right?
I want to be like Sandra so Ican do what she does and so I

(17:52):
can have her business.
That's not happening anymore,right?
It's like I'm gonna internet itout, gang gang, and let's see
what happens.
And that ain't working.
But it's not their fault becauseour old school ways of learning
is is is out the like, you know,it's it's and then you and we're
talking best from cloud-basedcompanies too that don't have
offices, right?
That's true.
So like so we also don't haveoffices to like to like listen
in.

(18:12):
Uh that and those are the hotchicks right now, you know, exp
and real.
And so there you go.
We have, you know, how do youcreate that that culture of
learning when we're all siloedand and and um you know in in
our own pajamas or chones orwhatever you want to call it,
watching Ellen in between callsis is you know, they don't see
that.
Um, I mean heritage still hasit.

(18:33):
I love heritage and I love KW ingeneral, but you know, those
those, you know, and I want totalk a little bit about how
Compass has now bought, youknow, most of the the real
estate industry.
You can't beat them by them.
And so what's gonna happen tothese legacy markets and it's
gonna be a big change.

SPEAKER_04 (18:50):
I totally agree.
That's gonna affect the market.
And before we get into that, Iwant to hear what Sandra has
said.
I want to know how she got good.
Absolutely.

SPEAKER_01 (18:56):
What is what is she got good?

SPEAKER_04 (18:59):
Well, I just think it's also like you said, pull
that mic closer to you, oldschool, you know, doing what you
need to do.

SPEAKER_01 (19:05):
But me coming into real estate, it was more coming
in to serve that was veryimportant to me.
Customer service was likepriority, right?
And then knowing that I'm notgonna put my client in a bad
position, you know, the feelingof hurting their finances or
anything.
So making sure that I'm takingcare of them like their family,
you know.

SPEAKER_04 (19:24):
And funny word called fiduciary.

SPEAKER_01 (19:26):
Yeah, you know, but it's more of like I want them to
be able to come back and I wantthem to be able to refer me
because they had such an amazingexperience.
And I basically really tookgreat care of their interests
versus mine, and it wasn't aboutthe paycheck.
Hey, this is not the house foryou, let's move on, let's
continue.
And not being afraid of do that,doing that because then they

(19:47):
sense that, oh wow, you know,standard didn't just have me
sign this and move forward soshe can get paid.
Right.
Many times I will tell myclient, I don't think this is
the house for us.
Um and I think a lot of that is,you know, I always tell people
prepare yourself for, you know,the winter, right?
And so if you're always keepingbusy and having things in your

(20:10):
plate, then when the situationcomes, it's like, oh shoot, I
need that closing.
I'm gonna push my client, like,yeah, it's a good deal because I
need that check.
So being comfortable and saidwhere, you know what, you're not
depending on that onetransaction to skew how you're
directing your client to go.
Yeah.
And then also, like you weretalking about, JJ, is that you

(20:33):
really didn't have equity inyour home when you sold, you
know, for five years.
And you would always hearclients, you know, you're gonna
buy your home, you're not gonnahave equity into it until after
five years.

SPEAKER_02 (20:43):
Minimum.

SPEAKER_01 (20:44):
Yes.
And then after COVID, that wasdifferent.
But it's like knowing thatcommitment, you're gonna stay
here, you know, committed tofive years or more in your home.
And even when I bought my firsthome, I was told, oh, you'll
probably stay just five years.
And I'm thinking, it's not acar.
Why would I want to keep tradingin it?

SPEAKER_02 (21:00):
Right.

SPEAKER_01 (21:00):
And then yes, five years, just boom, life changes,
I'm moving.
And you know, yes, I did have alittle bit of equity, but not to
say humongous, but I boughtbecause I could afford it, the
rate was fine for me.

SPEAKER_06 (21:13):
Right.

SPEAKER_01 (21:14):
But it's just different things like that, you
know, how you look at thingsback then and how you look at
things now.

SPEAKER_04 (21:20):
And you personally, as you both have been in the
business for many years, um, asyou went through different
markets, because we've we'veseen different markets, not one
similar to this, this one's alittle different.

SPEAKER_05 (21:34):
Um, homie, this is my fourth recession.
My dad was in real estate too.
I remember in 1987, it wastough.
Yo, like you know, bankruptcytough, right?
And then, you know, I remember2001.
I was in 08, that was totally myfault.
I'm so sorry.
I was putting if you could fog amirror, I was putting you in a
home.
Yeah.

SPEAKER_04 (21:49):
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SPEAKER_05 (22:51):
And then this is another one.
This is the weird one, though.
If we are in recession, or Ithink we are, but if we are in
one or not, this is a weird onebecause it's uh it's uh fake
inflation, right?
It's meaning what we're justtalking about when when when
builders are able to buy blocksof money and then compete
against us.
That's never happened before.
Right.
Um, and I say us because we'rethe retail market, but we're

(23:14):
also the new home market.
Um, and you know, San Antonio ingeneral used to be the turtle
that won the race.
Like we you know, we wouldn't belike Austin.
Austin would go up and comedown.
I've seen them come up.
So true.

SPEAKER_04 (23:26):
That is so true.

SPEAKER_05 (23:27):
We were always a turtle that was like, yeah, we
you know, military time USA, wehave VA buyers all day long.

SPEAKER_04 (23:31):
You know, like we have regardless of the market.

SPEAKER_05 (23:33):
No matter, don't matter.
Um, so this is a uh fakeinflation where builders are I
hope these builders don't getmad at me.
But where builders are, youknow, they're competing amongst
themselves.
There's Nasdaq traded companiesthat are uh competing amongst
themselves for the business ofour clients, and where the land
is available is super far.
So they are creating like thesesubmarkets that we've never seen

(23:55):
before.
Like Almo Ranch should be itsown city, going all the way to
211.
If like uh and I want to be themayor, just kidding, but like it
should be its own its own city,have its own fire department
because everything's built thatway.
Uh, we're in Bernie right now,as we speak, that's a totally
different submarket.
So um it's this is a differentone because it's it's being
propped up by fake uh lowinterest rates.

SPEAKER_04 (24:17):
Now, a question for you both.
Um, on the and this is the lastthing I'll say about the builder
stuff, but do you believe thatthe builders are doing something
that may or may not be a bitdeceptive to continue to satisfy

(24:38):
their stakeholders?

SPEAKER_05 (24:41):
Not deceptive.
I mean, they they're in in a lotof ways they're servicing the
general public because they areyou know buying buying blocks of
of of money, right?
And they're and they're allowingit to go down in in or they're
allowing to to hold it in indifferent oh that's me.
No, not me.
Not me.

(25:01):
Not me.
Um but so they're servicing alot of the need.
I feel like if we didn't havethem um doing what they're
doing, then what would our salesbe at that point, right?
I feel like it would feel a lotmore like 08, you know, than
than if they weren't doing whatthey're doing.
So I don't think they're doinganything deceptive.
I feel like they are providing aneed for for a group of people
here.
The only problem that is in thatsituation is I don't know if

(25:25):
those group of people understandthat they gotta be there for
seven to nine years.
Right.
And um, you know, we've seen allthese subject two things
happening and all that.
Like they will be the you know,the best way to that I was told
as a kid of how a market is islike imagine your sprinkler head
breaking or busing.
There'd be water all like in themiddle of the yard, the water's
all over your yard and it goesout to the to the outskirts.

(25:48):
The outskirts are the outskirtsof the city.
That's where you know water isgonna get a lot where it usually
doesn't.
Outskirts is also like secondhome markets like um Rockport
and you know, all that kind ofstuff.
Sure.
You know, um where you're reallyfeeling right now is the lakes,
right?
Like Canyon Lake.
Yeah.
So when people have a lot ofmoney, there's a lot of water,
there's a lot of money, cheapmoney, then you'll then you
know, Canyon Lake started goingup.

(26:09):
Remember we've seen like half amillion dollars in Canyon Lake.
I was like, what the hell?
Now, when you fix that sprinklerhead, which we just did, it's so
like soaks it back in, it getsall dry.
So the outer areas of town,second home markets are gonna be
the canaries in the coal mine.
So I always talk to my Rockportagents, and I'm like, How y'all
doing?
And they're like, Canyon Lakeagents are like, like Heather

(26:30):
Knox, she's a monster out there.
She's like, mmm.
And when I that's a canary inthe coal mine that we're
adjusting, we're we're fixingthe sprinkler system, right?
And it should just be like AlamoHeights, Bernie.
Like it should just be like,yeah, that's what's gonna be
constant no matter what.
If you know, like right now,Bernie is kind of recession
proof, Alamo Heights is arecession proof.
There are neighborhoods thatthat are recession proof,

(26:51):
they're right, they're not gonnaeat eat it, um, and they're
gonna still continue to go up.
The other ones is is where youshould be afraid of, and that's
where the builders are building.
Yeah.

SPEAKER_04 (27:00):
Well, let's switch the gears real quick.
And you had mentioned somethingthat I want to bring up, wasn't
a topic here, but uh a questionthat I have for you guys.
No, no, no.
The compass thing we'll get to.
Oh, okay.
Um, but it it's even simplerthan that.
TikTok.
Um I want to get you guys'thoughts on what you believe

(27:22):
TikTok has done for our market,our industry, um, the way that
the newer agents get theirbusiness.
Um, and I want Sandra you tostart simply because after the
first podcast we did together,she's been on a video, she's a
video queen went nuts on video,and it is awesome.

(27:44):
It is awesome.
But I will tell you, you are oneof the few from the let's call
it um uh seasoned veterans thatone of the old ones that's what
he said pretty much what he saidthat um are jumping on there,
getting on camera and beingconsistent with it as opposed to
the newer agents, newer lenders.

(28:07):
They don't know as much as wedo, they don't have as much
experience, so uh nor do theyhave the contacts or the um book
of business, the reputation, allof these words that describe
somebody that is a seasoned uhexpert.
So, what do they do?
They jump on social media, theyjump on TikTok, they make a
clever, funny video that reallyhas something to do with real

(28:30):
estate, but not really.
And all of a sudden they havecustomers from a demographic
that believes, oh, if they're onthere, they must be an expert or
they must know what they'redoing.
What are your thoughts on that?

SPEAKER_01 (28:44):
So, yeah, I do see a lot of that, but coming from
someone seasoned as myself, Iknow that I have to keep up with
the Joneses in a sense.

SPEAKER_04 (28:52):
Yeah.

SPEAKER_01 (28:53):
But the thing is as I am not comfortable as you know
with video, but I have to putmyself in uncomfortable
situations.
And if I'm not gonna do itmyself, then I need to hire hire
professionals to help me withit.
And so it's more of likecontinuing like coaching.
You have to have multiple youknow, pillars of you know,

(29:15):
income.
So being the seasoned agent withmy sphere and having that
clientele from there, sometimesit's a little slow.
So what am I going to do?
Just continue that and then youknow, stay slow?
No.
I'm a workaholic, so I'm notgoing and looking what else do I
need to do to get more business,you know, but still service my

(29:38):
sphere.
So then that's why I seeeveryone's doing the videos.
I know I need to do the videos.
So I started doing the videos,started with home tours, and
that was great.
But I was like, what else?
I'm not getting followers forjust the home tours.
Not everybody was wanting to buya home.

SPEAKER_04 (29:53):
Right.

SPEAKER_01 (29:54):
So how am I gonna attract more eyes?
So I started doing hotspots.
So I started, you know,basically.
Giving back to the community,spotlighting local places,
businesses.
So I looked at it as I'm helpingthem, but it's also helping me
because then people arefollowing me because they want
date night.

SPEAKER_02 (30:11):
Yeah.

SPEAKER_01 (30:11):
You know, what do I do for next date night?
Oh, you know what?
Let's see what Sandra hadposted.
And also restaurant new place iscoming up, you know, elsewhere
too is coming up.
That one did really well.
Everybody's asking me, how do Iget a job there?
I'm like, I don't work for them,but I'm just helping promote,
you know, because I think I'mexcited for it too.
So sharing things like that isreally helping open up more, you

(30:33):
know, eyes, more communications,more DMs.
So that's really great.
But I'm also keeping my image ofwhat I want is that the
professional and still showingthat I'm fun, I'm laid back.
Yes, I'm a workaholic.
I look serious and meansometimes, but I'm very
approachable.

SPEAKER_02 (30:51):
Yeah.

SPEAKER_01 (30:51):
So I know that was very important for me because
people would think that I wasnot approachable.
And if it's like you guys, youknow me, you're like, oh no,
Sandra's really cool.
But the people that don't knowme, so I felt that I had to
share that side of me as well,even if I was uncomfortable
doing that.
And so it's really been reallygreat.
I I'm enjoying it.
You know, I have video day onWednesday, 10 videos in one day.

(31:15):
So I have everything coming forthe next couple of weeks.
But it's doing that.
And I know that there's a lot ofpeople doing the fun videos.
Yeah.
And everybody has their tribe,everybody has what's going to
work for them.
And I get it, you know, and I'mnot here to knock anyone's, you
know, process.
But I'm going to continue to dowhat works for me.

(31:36):
And I think if we all did that,then we would still be, you
know, successful at the routewe're going.

SPEAKER_04 (31:42):
I appreciate that response, but I'm going to press
you a little bit.
Um, and the reason being islet's say, and I think this
happens quite often, you beingthe experienced agent that you
are, are now finding yourself onthe other end of a deal that the
agent is less experienced andthey got their transaction,

(32:04):
whether it's on the buy side orthe sell side, from a TikTok
video.
What are your thoughts on that?
Like, I know that you're thetype to help both sides,
regardless to get the deal donejust like JJ would, just like I
would.
But as a whole, has TikTok theinfluence of videos helped or

(32:27):
indifferent in our business?

SPEAKER_01 (32:30):
I know a lot of people, you know, because I hear
feel like it's taking away fromthe serious realtors.
Okay.
And I know sometimes when thisyounger generation comes out,
you know, silly videos, allthat, but when you actually make
the time to talk to them, someof those young ones are pretty

(32:50):
bright.
You know, I think it's notknowing them or getting to know
them, then people are quick tojudge.
And um there's there's somereally good ones that I've met
and seen their videos, and I'mlike, oh my gosh, she's pretty
smart.
You know, which I I'm excitedabout that.
I don't feel like it takes frommy business.

(33:12):
Okay, because I'm secure in whatI've created.
And if I do have a newer agenton the other side, either, you
know, they got their business,TikTok, whatever.
I like to know when they arefairly new because then it
allows me to guide them andthey're open to it.
If they're not open to it, thenthat's different.
And it's just like, uh, youknow, but when they're open to

(33:34):
it, then guiding them and ifthey're willing to accept my
guidance, then it's a win-win.
I I started, right?
I was new once.
So I'm not gonna be upset on howthey got their business.
Obviously, they're doing greatto be seen.

SPEAKER_02 (33:51):
Yeah.

SPEAKER_01 (33:51):
And now that they got the business, you know,
hopefully they have thementorship to help them figure
out what to do with thatbusiness, making sure that the
bigger picture is, you know,making sure that we take care of
the client.

SPEAKER_04 (34:04):
Solid response.
Um, JJ, I want to get yourresponse because at the
beginning of this discussion,you had mentioned that what kind
of market are we in?
We're in a market to where it'snot necessarily buyer's market,
seller's market, this, that.
It's an agent lack of education,lack of training, lack of being

(34:26):
able to tell the truth and uhgive their customer what they
need to hear versus what theywant to hear.
I'm gonna go into coaching modehere a little bit.

SPEAKER_05 (34:34):
Let's go.
Okay, so um, have you ever heardthe uh the analogy between
marketing and the circus?
Uh I have not, I don't think so.
Okay, let's say we own a circus.
We're gonna get a big billboardhere on I-10 and we're gonna
say, come to the circus.
That's this October 4th,Saturday, 9 a.m.
to 9 p.m.
Come on, come all.
That's an advertisement.
Agreed?

SPEAKER_04 (34:54):
Yes, my ADD was going nuts for a second.
You said the circus, I'm like,right here.

SPEAKER_05 (34:59):
Exactly.
Sorry, chuggling.
So now you take thatadvertisement or advertisement,
you put it on to our elephant,and we slap the elephant's butt,
and an elephant goes intodowntown Bernie, and everyone
goes, Oh my god, and they takevideos of it.
That's a promotion.
Yeah, you agree?

SPEAKER_06 (35:12):
Absolutely.

SPEAKER_05 (35:12):
Now, let's say on the way to downtown Bernie, the
elephant stomps all over themayor's flower bed, uh, and case
at 12 picks it up.
Well, that is um uh publicity.
Yeah, you agree?
I do.
Okay, let's say we go downthere, you and I, when we go to
the mayor of Bernie, we go, ohwe're so sorry, we didn't mean

(35:33):
for our, you know, our elephantto stomp all over your flower
bed, and and she he or shelaughs about it.
Well, that's public relations.
Yes.
And of course, if they show upon Saturday to our circus and me
and you are there and say, hey,we have the dopest rides, the
funnest time, and and and yougotta buy a lot of tickets
because we have the best foodand we sell a lot of tickets,

(35:54):
that's sales.
Yes.
Marketing is if we thought allabout if we actually plan it all
out from the beginning.
All of that would be very true,yeah.
That being said, I have this theI feel like we're in a conundrum
because um when I'm coachingagents and I'm like, well, I
really keep them on KPIs, keyperformance indicators.

(36:14):
There's lags and leads.
So I go, what are you trying toaccomplish with your videos?
What's the lag?
And they're always like, Well, Iwant a lot of you know
customers, customers like likeSandra.
I go, okay.
Um, then what kind of videos areyou doing?
Well, I'm doing these realjackass videos, and you know,
and because this other personhas them and they have a lot of
followers.
I go, Well, how much businessdoes that person have?

(36:37):
Because if it's followers andlikes, that is not necessarily
business customers.
That's right.
So when I'm coaching someone,I'm like, I I know that person
has a lot of like whateverthousands of if they're true
followers, sure, sure, but theyhave but look at their business,
just look at their business.
Because I want Sandra'sbusiness.
I don't, you know, like if Ilike if you want to pick

(36:58):
Sandra's business, again, it'sgonna go back to be do you have
that.
I want to be like her, I have todo what she does and have what
she has.
Yeah, she doesn't have jackassvideos, she doesn't cuss in her
videos, she doesn't downgradeour our you know, in my opinion,
our uh industry at all.
Like, like I want I I'm lookingto see what Sandra's doing
because you know, we all want tobe like Sandra.
So I think it comes down tothere's a group of agents that

(37:18):
are like following, they'relooking for followers and likes,
yeah.
Which doesn't equate tobusiness.
But now I gotta cut myself offof there and not be, you know,
have a limited belief.
I also believe that branding isyour reputation times times your
reach.
That's what branding is, it'sit's multiplication, it's your
reputation times your reach.

(37:40):
So then I'm like, how do I tellan agent not to get a broader
reach?
Good point.
So there is a I'm I'm in aconundrum.
You know, I'm you know, I'vebeen on the TV show for seven
years, you know, uh the AmericanDream TV.
Yep.
I just told Sandra I haven'ttold anyone, but I'll say now
we're doing a spin-off.
It's just me.
Okay, it's my own show, right?
It's called it's not evenbranded with American Dream,

(38:01):
it's called Deep in the Heart ofIt.
Okay.
It's like Deep in the Heart ofTexas.
And and so, and we get like42,000 views per segment.
So I'm not gonna tell some coachsomeone, say, Hey, don't go get
reach.
Because see, me and Sandra havea reputation already.
So all we're doing is we'readding, we're we're we're just
branding to our reach.
But it's hard for me to have a anew agent that you know to say,

(38:23):
like, oh, don't do that.
Because maybe they're justbuilding, building that that
reach and then financing.
And coming back to thereputation.
So I'm in a conundrum of how tocoach on that.
Because when I see new agentsnot doing the things that they
need to do to get actualbusiness and they're spending
all their time trying to beviral, yeah, then I'm like,

(38:44):
You're gonna you're not gonnamake it.
But then who am I to tell themnot to go viral?
Because if they have that reachand then they and I we've seen
that.
We've seen someone like who thehell is that?
And then all of a sudden theyhave a reach and then they build
in a reputation for that reach,and then now they're players.
Yes.
So as a coach, I'm I'm for andagainst it.
It's it depends on on how it'sbeing built.

SPEAKER_04 (39:07):
Yeah, I have to side with both of y'all because in in
on my side, on the lending side,nobody wants to talk about
mortgage, nobody wants to talkabout lending.
It's just uh it's boring, it'sboring.
It really is.
It's the non-sexy part of realestate, um, but very necessary.
So I take an approach that I'mgonna give them education,
education, education, time tomake them laugh.

(39:29):
Education, education, thatconcept.
Totally.
Um, and thinking about it now,you're right.
It does grow the audience, andthen coming back with the
education and the realexperience and the real valuable
information that they canactually use for whatever to
purchase to refinance, whateverthe case may be, it fine-tunes

(39:50):
that audience of who's actuallyviewing.
So that's a good point.
Um, yeah, thank you both forthat.
So, last topic on this um,what's going on in the market,
and I want to throw this stuffup, JC.
If you can throw this on thescreen, um, so we can just look
at some stats.
Um, Zillow, based on San Antoniovalue trends, the average home

(40:11):
value is at 258,873, which isdown 3.7% year over year.
Um, and I bet if we went twoyears back, three years back,
four years back, it's down quitea bit.
Um, and then we've gotrealtor.com, uh, median listing
homes price as of August 2025 isat 295.

(40:32):
Um, it's with a slight declineyear over year.
And then look at that.
Kim Howell's on here.
Tim Howell, San Antonio RealEstate Market Agent, uh, reports
that single family home pricesrose uh by 5% year over year,
uh, while inventory increased15%, um, and sales fell 7%.

(40:54):
That's an odd little equationthere.
You you've got uh home pricesrose, inventory also increased,
but the sales number of saleswent down.
Um let you guys dissect that orjust think about that for a
moment.

SPEAKER_05 (41:11):
What that means to me is that prices are are fixed
uh into we're still affordable.
San Antonio is still affordable,it's not even debatable, I don't
think, right in the nationallevel.
Um, but there's you know, thepeople that are just throwing
crap against the wall in 2017,18, 19, and 20, that's not
working anymore.
Correct.
So only the, you know, it'salways like find the motivated,

(41:32):
only the motivated sellers andthe motivated buyers are are are
making deals.
Um motivated buyers are becausethey moved here or military or
whatever, and motivated sellersare.
I think everyone's saying, oh,they're gonna stay on their
2.875% interest rates.
But if you look at other statsof um credit card debt, we're at
the highest we've ever beensince the history of mankind.

(41:53):
So and I know Sanders knowsthis.
Like when we sit down withpeople and say, hey, you know,
here's your net sheet, you'regonna make this all this money.
The first thing they go, like,well, we're gonna pay off debt.
So it's the first thing they do.
Like, they don't say, like,we're gonna go to Vegas.
Like, no, they go, we're gonnapay off debt.

SPEAKER_04 (42:09):
No, they go to Vegas like a week before closing.
Yeah, exactly.

SPEAKER_05 (42:12):
And ruin it, ruin it all.
No, they go, we're gonna pay offdebt, and then we're gonna have
a down payment.
And then so um as debt rises,pressure mounds, sellers start
to get and and if you look atthe real, you know, NER had a
stat that said that 76% ofpeople that bought between 2018
and 2020 regret it, have buyersremorse.

(42:34):
So it's just uh it's thispent-up demand.
Um, and it's gonna just and Ithink all these macroeconomic
things are making people feeluneasy, like tariffs, are we
gonna pay them back, feds, theFed rate.
I mean, there's all these likemacroeconomic things that are
making people oh, they'rethey're they don't they're not
pulling.
I I was hoping they would pullout of, you know, as a

(42:56):
commercial city agent, I washoping they're gonna put out
pull out of the actual, youknow, market with their money
market, but now it's soaringagain artificially.
So there's all thesemacroeconomic things that are
influencing, and I hate to sayit, but the the average consumer
just doesn't understand all thatstuff because they're not
watching it like like we are,and so they're they're like

(43:17):
scared, and and then theirparents scare them even more and
say, like, you know, oh youcan't, you know, that's not
worth 400,000.
Yeah, right.
When my mom, if she saw likehouses, she's like, that's not
worth it.
I'm like, mom, it's it's it'sthe market.
You know, that's that's where weare.
Yeah, yeah.
Look at your house and look athow much it it it um increased
in value.

(43:37):
So I think that's what that saysis only only the motivated are
doing stuff, and so finding thatis the game.

SPEAKER_04 (43:43):
That's a good message.
Uh, only the motivated are doingstuff, and and and I would go as
far as to say the motivated andwell educated uh with a plan um
at hand, or it kind of goes backto motivated, sure, being very
motivated.

SPEAKER_06 (43:57):
Yep.

SPEAKER_04 (43:57):
Um so with that, um and we talked about why the
market is the way that it is.
How do you feel?
And this is for both of you,feel that, and I'll I'll answer
for the lending side.
Uh, I want you guys to give ussome in insight on the real

(44:18):
estate side, but the idea ofpart-time agents.
Um, I feel as though it is hasbeen rising since gosh, for the
last, let's call it three yearsnow.
Um, it has just been rising.
I'm seeing in social mediagroups.
Um on my side, I'm in a bunch oflender groups where it's like,

(44:39):
hey, I'm a part-time uh loanofficer.
What are you guys doing to staythis, to stay relevant?
Or can I be a part-time loanofficer and still succeed?
And you've got tons of peoplemotivating or or or encouraging
that type of behavior.
Yeah, you can do it.
I I'm able to do it.
I do this and I do that, and I'mstill able to do it.

(45:01):
And I think it's all relative,um, as far as number one, how
many people do you want to help?
Um, do you want to be the personthat uh kind of helps them or
just gets a paycheck?
Uh, because for me, on thelending side, if you're
part-time, you are doing your,and I'm gonna say this, you're

(45:23):
doing your client an injustice.
Um, why?
Because it's all aboutexperience scenarios that have
come about.
What I've found, uh, being thatI own loan bot, review my
mortgage, we see a lot ofdifferent lenders around the
country that are needing leads,that are talking to customers.
And the idea of if you'relearning learning as a new to

(45:46):
the business loan officer, threeyears in, four years in, but
have been part-time, not fullycommitted, and you've only
learned one or two programs,what good are you to the
customer that comes to you anddoes it fit that mold type
concept?
Um, but what are you guys'thoughts?
Because it's a little differenton the real estate.
I'm not gonna say you can learnreal estate a lot faster, but

(46:08):
you definitely have a brokerthat you can lean on.
You've got plenty of tools outthere, but is it something that
we should promote or not?

SPEAKER_01 (46:21):
Well, I know me coming into real estate when I
first got my license.
Obviously, I had a corporate jobworking for the Toyota plant.
So that was my career, had mydegree.
So when I got in real estate, Iwas able to pour myself into it
for evenings and weekendsbecause my husband worked
evenings.
And uh but I threw myself in itand I was learning as much as I

(46:43):
could because I knew the timewas gonna come where I'd have to
make a decision to quit mycareer because I I looked at it
as I have a career, you know,real estate, it's real estate,
right?
I didn't see it as a career atthe point yet.
So then when it got to thepoint, I quit my full-time job
and made real estate full-timebecause I knew that I can't

(47:04):
half-ass, you know, yeah,working whole ass right here.
Exactly.
So then once I did that, I wentall in.
So I know that there is thattransition period, but for
people to continue to be justpart-time, right now I can
barely keep up with what I have.
And so education, continuingclasses, you know, Zooms,

(47:27):
trainings, and all that, I thinkit's really difficult when you
have a full-time job and doingthis on the side to be able to
balance all that and keepeducated and keep up with what's
going on in the market.
And I have, you know, part-timeagent on my team.
Perfect example during COVIDwhen everything was moving.
Right, kick and tail.

(47:48):
So he he was still helping, youknow, friends and family, you
know, because he had hiscorporate job.
But it was a perfect examplebecause he was submitting an
offer and he was gettingoutbeat.
And he's like, what's going on?
And you know, this is crazy andall that.
And I'm like, call him out,Rick.
I said, Rick, this is what we'redealing with right now.
That's right.

(48:08):
Like you've been kind of out ofthe picture because you're doing
it part-time.
This is what we're experiencing.

SPEAKER_02 (48:16):
Yeah.

SPEAKER_01 (48:16):
So I feel that not being in the flow constantly,
you're missing out on what isaffecting our market.
And so, how can you service yourclient in in the best manner
that way?

unknown (48:28):
Yeah.

SPEAKER_04 (48:29):
Therefore, go along.
In a nutshell, uh, you are doingyour customer an injustice.

SPEAKER_05 (48:34):
Like she said, there's a transitional period.
I came from real estateprofessionals, so I do
understand, I understand what ittook.
And this is what I would tellanyone that wants to be in real
estate save up nine months ofall of your burn rate, every all
of your expenses, your car, yourcar payment, child support,
credit card payments, money fordues, money for marketing,
because it takes nine months toreally know, right?

(48:54):
And then burn the boats.
Absolutely.
Because if you don't burn theboats, then you're never going
to be a competitor.
Uh, no one's ever killed itpart-time.
And and and I've been here for21 years watching.
Uh, they they can get out thegate good.
Sure.
Because they have a really gooddatabase or they have a really
good mentor or sphere, but thenthere's a there's a really low
ceiling, and there there is toomuch, right?
There's too much to be aprofessional on that.

(49:15):
And I would ask people this andthey think it's a job, not a
business.
So if we were gonna open up ataco truck, you're not gonna do
a part-time.
You're the end all be all,right?
That's right.
And that's for a taco truckbusiness, right?
So, and then even more so, like,you know, my stepdad's uh
retired judge, and you know,people go like if someone's

(49:36):
gonna sue you, are you gonnapick a part-time real lawyer?

SPEAKER_04 (49:39):
That's a good point.

SPEAKER_05 (49:40):
And and you're not gonna part-time doctor, yeah,
exactly.
Part-time dentist, I'll be like,no, I'm good, bro.
Yeah, so if this is the biggestBut they're giving me one
percent back, exactly.
They're like, Yeah, but the NovaKane's cheap, right?
So, like, but like if if this isthe biggest thing that some that
most families invest in, there'sthe biggest highest ticket item
that they're gonna invest in.

(50:02):
Picking someone part-time iscrazy.
Uh, because like she says, like,there's no way you're gonna
learn like the the moment youfigure it out, they change it.
Yeah, and you know, the wholeNAR thing, and I don't want to
go back to that because well,good luck, Zillow.
Um, is that you know, thebiggest complaint that that I
heard was like this brand newagent that just got her license
six months ago and me make thesame amount of money, that

(50:23):
doesn't happen in any otherprofession.
You know, like the better youare as a dentist, the better you
are as a plastic surgeon, thebetter you are as a lawyer, the
more money you make.
Me knowing all of the playerslike Sandra, you know, I you
pick lawyers based on if theyknow the judge or not.
These so if you if I know allthe top listing agents in San
Antonio because I take time tonetwork and and be with them,

(50:44):
then shouldn't I get paid morethan the brand new person?
And that's why I was kind oflike, well, no wonder.
Right?
Because because if if I'm worththe same as someone that's
that's been in the game for fivemonths, then there was a
problem.
So we've adjusted for it and nowwe're good.
But yeah, part-time, you ifyou're out there, you're
thinking about real estate, it'snot a job, it's not a part-time
job.

(51:05):
Burn the boats, get nine monthsof all of your bills paid, and
just talk to Sandra and see ifshe'll have you.

SPEAKER_04 (51:11):
Yeah, yeah.
Oh, that's a great point.
Um, so uh we've talked about themarket, we've talked about
what's going on in today'smarket, we've also talked about
how um it's being affected bydifferent uh forces, different
characteristics and traits ofpeople in real estate.

(51:33):
But I want to dive further intothe people in real estate and
the personal development, thegrowth, the uh lack thereof, the
mindset of those and what theycould or should be seeking,
because at the same time, thereare plenty of agents out there

(51:54):
that do want to grow, that dowant to get to the point that
they can say, you know what, I'mnot a part-timer anymore.
I have pulled the plug, I'vegone all in, but not yet.
And when I say not yet, it'smore of a when they feel ready
financially, I would have tosay, in addition to the
confidence level of I canproduce for my family, myself,

(52:17):
etc.
on just this type of income.
Um that being said, what whattype of um what type of personal
development, what type of uhbasics?
Because for me, a lot of it isguys, get back to basics, learn
your basics, where is yourfoundation?

(52:38):
Well, you start a house with thefoundation concept um that I'm
preaching to loan officers.
Um on your side, what are someof the things that you would
recommend or that you'reactually seeing done um in the
market that people are inclinedto learning, doing, going

(52:58):
through?
Um matter of fact, the other daywe were talking about um we were
we throw classes, I throweducational classes, you do it
all the time, and for some oddreason the butts aren't full all
the time, as they used to bebefore this market, the way that
it is.

(53:18):
And is it because they are attheir other job?
Is it because they don't havethe the idea, you know what I'm
saying?
They don't have the um fire towant to learn more, to help
their customers more, to be thebest that they can.
What are some things?
Uh let's talk about that stuff.

SPEAKER_01 (53:36):
I mean, why they don't show up?
I don't know.
There's various uh reasons forthat.
But I do feel that the moretraining you get, you know, the
more you put yourself in thoseclassrooms.
You know, I attend a lot ofJJ's, you know, classes that he
has.
You know, I see he's there, Itake that opportunity for free
training for JJ.
But I think also, too, dependingon your season, you know,

(54:00):
coaching, you know, hiresomebody that's gonna hold you
accountable because what I'mseeing a lot is that
accountability, like even formyself, you know, right now
doing an accountability 30-dayrun and 10 o'clock, I'm ready,
go up, take a shower, go to bed.
Done.
Yeah.
I said I commit it to my milerun every day, and I have not

(54:23):
stopped, you know.
So I'm almost done.
But I think that's where, youknow, JJ is it's very important
to have somebody within,depending on your seasons of
where you are in your business,to have that accountability
partner if you don't have themoney for a coaching.
But good point.
Even there's different coachesto where you can start with one
at another, or even have two atthe same time.

(54:46):
You know, there's nothing wrongwith that.
It's just one could be mindset,one could be, you know, life.

SPEAKER_04 (54:50):
Life coach, business coach, correct, uh uh, a health
coach.
Absolutely.

SPEAKER_01 (54:55):
So I think understanding that we all need
someone, we all need thatencouraging, even with me with a
team.
I loved having the team becausewe would motivate each other.
You know, Jacob Delgal was on myteam.
Now he's um running, you know,first choice webs, but he joined
my team because he wanted tostart a team.

(55:16):
And so he wanted to learn fromme and eventually go on his own.
So we already knew that we weregonna have an extra exit plan.
And so we still todaycollaborate.
But it's like having that personthat you know it's gonna help
you get where you want to go.
And I think it's very important.

SPEAKER_04 (55:32):
Uh, I would advise you add sauna and cold plunge to
that, it'll change your game.
Just saying.
Don't do it.

SPEAKER_05 (55:39):
Don't do it.
Don't do it.
Just kidding.
No, I I think uh coaching,mentoring, and and training all
get mixed in and they're totallydifferent.
What Sandra's an incrediblementor, we besides Jacob, she's
created other monster agents.
Absolutely.
And when mentoring, mentorshipis I want to be like Sandra.
So whatever Sandra tells me todo, I'm gonna do whatever she
does, I'm gonna do.

(55:59):
That's mentoring.
Um training is uh I'm gonnateach you something you didn't
know, right?
Or I'm gonna reinforce, or I'mgonna expand your mind on
something you kind of know, butI'm gonna make you know it
better.
And then coaching is is reallylike holistic in a lot of ways.
It's like, hey, if you want toget from good to great, is
really what it is.

(56:20):
Like there's a lot of goodagents out there, but you want
to get great at anything.
Like, you know, if you if you'regonna run a triathlon, if I was
gonna do a triathlon, there's noway I'm gonna just like look on
YouTube and see what I should doand then go out there, right?
That's it, that's yeah, butpeople get triathlete coaches,
people get uh personal trainers,people get like, and that's
where you see these hugetransformations, yeah.

(56:42):
Gains, yes.
So if you want a truetransformation in your business,
you have to like I have done,except for seven months of my
career, you have to pay someoneto hold you accountable or and
or expand your your limitedbeliefs because the more you
pay, the more you pay attention.
It's just how it is.
Skin of the game.
It is.
I remember when I had a personaltrainer, I was like, man, the

(57:03):
alarm would go off, and I'mlike, dude, I don't want to go.
It's cold, it's dark, but I knowhe's getting paid no matter
what, and it would just prop meup and run over there.
Now, what what ends up happeningwith all of this is we I'm gonna
pull the the curtain of Oz,okay?
So we are we are focused onresults.
So I hate the award season inthe beginning of the year

(57:24):
because it's like, oh, you know,Sandra's number one, whatever.
That's this results, but wedidn't see the the next level,
which is Sandra's actions to getthose results.
I think the curtain.
Yes, she does these cute videosand she's awesome, but she I
know she she works, right?
So those are the actions thatpeople don't really look at, but
there's a level above that,which is potential.
Maybe you don't know what Sandraknows in order to do what Sandra

(57:46):
does, so you have to go learnwhat Sandra knows how to do.
That's unlocking your potential.
That's where training andmentoring really come in.
The level above that, though,because we could actually know
what we're supposed to do, stillnot do it, still not get the
results.
So the next level um is beliefs.
Do you believe you can do it?
Um, there's a lot of impostersyndrome out here in the game.

(58:06):
And when I talk to people, Ihate to call her out, but my one
of my agents, Mel Roel, Melissa,she's a rock star.
And then she's like, Oh my god,all I did was 32 transactions
your first year.

SPEAKER_04 (58:16):
I was like, girl, check the scoreboard, ma'am.
I worked with her, she'soutside.

SPEAKER_05 (58:22):
I'm like, Are you kidding me?

SPEAKER_04 (58:24):
Like, I actually invited her on here to be doing
one after she gets her bracesoff.
I'm like, get your ass.

SPEAKER_05 (58:29):
Another poster synonym.
So I'm like, girl, you youbelong on you, you have a seat
at the table, sit down.
So there's this belief.
Like, do I believe that I can doit?
Do I believe that it can bedone?
Um, you know, like thefour-minute mile and Roger
Manister, like, no one did afour-minute mile until the
four-minute mile was.
Yeah.
So there's people like, oh, Idon't think I can because I'm a
Southside person, or because youknow, I I didn't grow up in

(58:51):
this, or I, you know, whatever.
There's there's that belief.
Because if you don't believeyou're not gonna do it, then and
there's a level above that.
There's what you there's values,like what do you what do you
value?
And I think that's what a lot ofpeople are are kind of they
don't know what they like what'simportant to them.
Like, for instance, if I wasgoing to get to my BMI, my body
mass index, I would have to likewhat I what I value, what I what

(59:13):
I would care about, right?
Yeah, is not eating carbs afterthree.
Is not, you know, you know, allthese things that I have to care
about to get there.
Like you with your running, youhave to care about stuff.
So you have to tap into yourwhat you value in life.
And then of course the levelabove that is you have to have
an identity.
Like I believe my girl'sbecoming a runner, right?
That's an identity.
There was there was there was atime where you weren't a runner,

(59:36):
and now you're a runner.
So you've had do you see that?
So like your identity hasshifted, and that takes like a
commitment.
But those are the levels, it'sresults, actions, um, you know,
learning, you know, uh unlockingyour potential, uh, believing
that you can do it, valuing whatyou need to value, and then and
then your identity happens.
If if you try to skip any ofthose steps, it ain't gonna

(59:59):
work.

SPEAKER_04 (01:00:00):
God, that's a good point.
That uh raises so many uh goodpoints and questions that that
can come about uh in regards tothese agents that are um, like
you say, imposter syndrome,where you whether you believe
you can or you can't, you'reright.
Um and sometimes even if youbelieve you can't, but you've
got the skills, the work ethic,and the people behind you, you

(01:00:24):
get there and it hopefullysomething that you realize, oh
shit, I did.
And that changes your mindset tobeing able to get out of that
imposter syndrome and get intoyour real skin and start
growing, uh, start fine-tuning,start uh educating yourself with
the right people, aligningyourself with the right content.
Um, that takes your business toanother level.

(01:00:47):
Um but I mean, that that beingthe case, um, where should we go
from here?
We've probably maybe another 15minutes on some stuff.
What do you guys want to talkabout?

SPEAKER_02 (01:00:58):
Compass.

SPEAKER_05 (01:00:59):
Talk about compass a little bit.
That's that's uh you need somedata?
No, okay.

SPEAKER_01 (01:01:03):
Um sounds like he has something on his own.

SPEAKER_05 (01:01:05):
Well, I'm I'm just a nerd of the game, and so you
know, but like it's veryinteresting that all the legacy
brands are banding together, andthen so it's gonna be the legacy
brands that compass buys, andit's gonna be KW, and there's
gonna be the the us, you know,the um outliers.
Well, not anymore.
I think we were the outliers,and now we're the the concept,
right?

(01:01:26):
Where it's the cloud-basedbrokerages and that have that
give people skin in the game,and it's gonna be a very
interesting dynamic because uhbesides like when you do a
merger, I just don't understandthe merger and acquisition.
You guys both were real?
No.
I didn't okay.

SPEAKER_04 (01:01:41):
I was like exp, expensive code Pepsi.
Yeah, okay.
I was like, wait a minute.
But we get along, yeah.
Oh, 1000%.

SPEAKER_05 (01:01:48):
Yes, no, we love each other, and and I'm so happy
for everything that Sandarddoes.
Um, but yeah, it's just it'sit's a really weird merger and
acquisition.
I've been, you know, when youthink about why would you merge
and acquire?

SPEAKER_04 (01:02:00):
Um there in the mortgage business, uh, Black
Knight has been doing it quite abit.
Um, and there are mortgagecompanies, guild buys Academy.
Academy was already a bigcompany.
Why'd they buy them?
Well, I mean, they're addingsomething to their book, which
may be servicing, which may beanother branch of their business

(01:02:21):
that they didn't already have.
Um, and in many cases, it's timeto let's say you've got a great
job of doing margins at 10%,they've got a good 10%.
Well, how do we get to 20?
Let's acquire them, and nowwe've got 20% margin.

SPEAKER_05 (01:02:38):
So, yeah, it's I mean, it could be that simple.
Usually buying power, yep,right?
Because the more you can buy thebulk, the better.
But this is real estate, so thatdoesn't work.
It should be um centralizing,like a one HR department, yep,
instead of 20.
Absolutely.
Um, branding, marketing can allbe that um, which could kind of
make sense, but think about likehow extreme these legacy brands

(01:02:58):
are.
We have C21, we have BetterHomes and Garden, like they
couldn't get more different,right?
All being bought by Compass.
And they Compass comes from thewe can't beat them by 'em, which
is I've never we've never seenthat before in our game.
So the only thing that I canthink about, because I've been
thinking about this a lot sinceit happened, was um from

(01:03:19):
monopolizing data.
So Compass, they're the onesthat say, Hey, we're just gonna
have our own internal MLS.
Um, so you know, we're but nowthat they have what 73% of all
the real estate that's meanssold or something like that,
they can just say, you knowwhat?
If you want, if you want to knowabout the properties, come to
compass.com.

(01:03:40):
And and we're gonna be like,wait, it makes sense.
So I so that's my prediction.

SPEAKER_04 (01:03:45):
You can and if they have enough of the market share,
they become the market share.
Well, yeah, they become themover, they become of the
needle.

SPEAKER_05 (01:03:52):
Yeah, so like think thing that's the only thing I
can think of is they're gonna belike, Oh, we have all the
listings.
So if you know, so now we gonow.
It's funny, residential's gonnalook like commercial where I'm
not with CBRE, I'm not with JLL,I'm not with the big boys, I'm
not with Riatta, right?
It's like me and Uri like goingout there, and we're like these
like little Davids againstGoliaths.

(01:04:14):
And you know, we have clientsthat are like, hey, I want to
know what what that thatdevelopment cost is on you know
211 and and whatever.
And I'm like, well, I've calledthe guy five 15 times, I've
emailed him, I've you know, I'vetexted him, they've ignored me,
and then they they they hold outuntil your buyer goes to them
directly because they want tokeep it all in-house.

SPEAKER_04 (01:04:35):
Could it also be something along the lines of and
and example?
Well, could it be somethingalong the lines of do all of
these different one-offs havelet's say a book of business
under management?

(01:04:55):
And similar to let's say I'mI've now retired and I've got
all this money, but I want mymoney to last, so I'm going to
buy something that someone hascreated versus creating
something.

SPEAKER_05 (01:05:07):
But think about that.
If I told you 10 years ago thatBrook Char Hathaway, C21, like I
named all these legacy brandswere gonna be bought by
anything, you'd be like, no.

SPEAKER_04 (01:05:17):
No, they're they're powerhouses on their own.

SPEAKER_05 (01:05:20):
No, these are legacy brands.
We're not talking about likeChinga that are realty, like
we're talking about like hugebrands, absolutely.
And so now I I it's it's gonnait's gonna disrupt the market
for sure.

SPEAKER_04 (01:05:31):
No, um, you guys keep talking.

SPEAKER_05 (01:05:33):
I'm gonna search up here real quick in regards to
does because when when youstarted, who were the biggest
brands out there?
It was C21, Remax, Remax, CobaltBaker, Remax, Keller Williams.
KW.
Well, I started with KW and 04.
I think we were seventh in thecity.

SPEAKER_01 (01:05:47):
Because I interviewed um Keller Williams
Remax.

SPEAKER_04 (01:05:50):
Who's another one?
Better Home and Garden?
Are they in there?
Better Home Home and Garden uhhave um property like
management?
Yes, under management.
Uh can you segment it?

(01:06:10):
Oh, I would like to see becauseif that is, yes, all four of
those, okay.
Because similar to what I'msaying, it's just an idea of
okay, they're making X amount inbrokerage fees.
We're losing X amount inbrokerage fees because of models
like you guys have.
How do we supplement that?

(01:06:30):
Well, we buy all the books.
Uh, you're not giving me anydata.
Uh most majority makes a that'san optimistic way of looking at
it.

SPEAKER_05 (01:06:40):
Like, hey, we're just gonna get a bunch of
management up, you know, we'regonna consolidate management.
Right.
And that might be part of thestructure because I know they
put money behind it.
They they, you know, they hewhatever you want to say about
the guy that runs companies, hehe can he can raise funds.
Um but it's gonna, I think thisis gonna disrupt us a little bit
because no one's had this muchmarket share.
Even when KW, I went with themfrom I think it was 69,000

(01:07:04):
agents up to 188,000 agentswhere we we we were the biggest,
or they are still the biggest,you know, independent brokerage.
Um we still didn't have like allthe listings, you know.
I mean, sure.
Like we're talking about amassive um, you know, like pool
together.
Yeah, and we've never seen this.
Yeah, no, you're right.
And no one's really talkingabout it.

(01:07:25):
But the moment I heard that andI realized, well, first of all,
I was like, are they anyantitrust things?
Like, because you know, you youare monopolizing now the real
estate market, and it's by aNasdaq traded company, it's not
like some billionaire, like youknow, because you know, what's
his name?
Own Brooksha Hathaway, and hestarted I don't know if you
remember, he tried to disruptstuff in the mid-2000s.

(01:07:46):
Warren Buffett.
Warren.
Warren was like uh he he stoppedpaying real estate aid.
Do you remember this?
He thought he he was he if if infact Kellow Williams, we was
like, Oh, we're only giving onepercent to Kellows and not
anyone else.
Yeah, so he started to try todisrupt on his own, say, hey,
I'm gonna buy a brokerage andsee if I can you know change the
game a little bit.
He thought we're gettingoverpaid back then, even so um,

(01:08:07):
but no one's seen this before,and I don't think anyone's
really thinking about it yet.
But there's only one thing thatI feel that is gonna happen is
mon monopolization of of thedata, which is all the listings.
That's a good point.
And and and now that people arerunning away from NAR in in a
lot of ways, um, and people arelike they could create their own
MLS and then leaves the rest ofus out to either band together

(01:08:32):
and have our own MLS, or that'sthat's what I was gonna say is
is what does that end up doingfor folks like you guys?

SPEAKER_04 (01:08:39):
Well, you tend to do the same thing, and now you've
got these two competingmammoths, and you all did this
so that you could be different,and you could be different, but
now we're all the same, right?

SPEAKER_05 (01:08:51):
And it's gonna be like, hey, can we go?
Can we show their properties?
Can we see their properties?
Um, are our buyers able to seetheir properties?
Uh, are we gonna have to list ontheir stuff and then they're
gonna list on the the regular?
Right.
So do you see how much power youcan have?

SPEAKER_04 (01:09:05):
In addition, does that not kind of tote the line
of messing with free market?
It is toting the line.

SPEAKER_05 (01:09:11):
Yeah, it is creating like you know, like, hey, you're
either with us or you're oryou're and this is how Kate, uh
this is how commercial is likethe commercial boys, they they
don't they're like, no, weyou're not part of CBR, so we're
we're gonna keep it.
They always tell me we're justgonna keep it in-house.
I was like, what does that mean?
They're like, we're gonna we'regonna find buyer and seller
in-house, like we don't needyou, and so be careful.

(01:09:32):
This is gonna be a disruptor, Ipromise.

SPEAKER_04 (01:09:34):
Wow, it's gonna be something that's what do you
think the time frame onsomething like that?

SPEAKER_05 (01:09:38):
Well, they just came to there's no way to know, so
well, they just came to uh to aprice, so I'm assuming we'll
start filling it quarter one of2026.
I mean, depending on I mean,that's a lot of different things
to manage, absolutely might be ayear, but we'll we'll see
whatever their intent is.
But uh that's a huge and what'sweird is compass is also like

(01:10:00):
they they didn't make it here inSan Antonio, real TSA, and so
their model's not workingbecause their model was like
signing bonus.
I'm gonna give Sandra a signingbonus to bring all of her
listings over to us and give herstock.
That didn't work.
So they were they're they'rebuying, right?
Like they they oh, they're like,hey, they were trying to act

(01:10:20):
like uh finance boys.
They're like, hey, we're justgonna buy your book of business,
we're gonna buy your book ofbusiness.
Um, the problem with that was umwhen you give someone like a
signing bonus like that,especially an agent that usually
hunts and kills, well, they stophunting.

SPEAKER_04 (01:10:35):
Well, I I compare it to somebody that is, and we've
had this discussion, someonethat adds people to their team
and what and they do it becausethey believe that we're growing,
this is the only way I'm gonnabe able to do more business, but
you don't add more people to ateam that's not working.
Like if it's not working rightnow, people isn't gonna help it.

(01:10:56):
You gotta figure out right, yougotta figure out what works
first, then you add the peopleto what is working, if that
makes sense.

SPEAKER_05 (01:11:04):
You know what?
Uh, if we have a couple ofminutes, I want to talk about
that.
Yeah, I think five minutes,let's roll.
So, teams, okay agents, whatthey should expect.
What do you think they shouldexpect from a team?

SPEAKER_04 (01:11:13):
I I will tell you, and you guys tell me
observation, and this doesn'tanswer your question, but I have
seen more and more teams shrinkand shrink and shrink back to
the individual, myself included.

SPEAKER_05 (01:11:25):
Sure.
What do you think they shouldexpect from a team?

SPEAKER_01 (01:11:28):
And I'm where you're at right now and trying to
figure out do I want to growback a team, you know,
especially with the literally,I'm right there with you.
But when I had first started theteam, it was more everyone just
wanted support.
And I was more the mentor.
I was there to show them what Ido, how to how to be a
successful realtor, and helpingthem.

(01:11:48):
So I feel like now theexpectation is like joining a
team, feed me leads, and let andthat's all I needed to do.
That's all I need.
That's right.
So that shifted for me that nowit's like adding a team.
And I'm like, well, maybe Idon't do a team again.
Maybe so I'm still trying tofigure out which is going to be
my cloud-based model, mynetwork, help them grow, or

(01:12:11):
adding the team and finding thatfit to pour enter them like I'm
accustomed to doing.

SPEAKER_02 (01:12:17):
Correct.

SPEAKER_01 (01:12:17):
You know, they're coming in knowing we're all
independent, self-employed, justbecause you join a team or
cloud-based your sponsor, we'rehere to help you, not hand you a
lead.
That's right.

SPEAKER_04 (01:12:30):
And I think you and I are both in the same scenario
in the sense that we've grownseveral teams, we've lost
members, and did we really losethem or did we coach them too
well that they could do it?
But that was the intent thewhole time.
Well, I mean, you and I, we'renot gonna not tell you something
that is for your benefit if itmakes you a better person and
makes the team a better fit.

(01:12:51):
Um, but it it is very difficultin regards to timing, in regards
to how much value we've put outthere, then going back to our
market, there's less businessgoing around.
I mean, there's no, well, I'vegot all this business.
Okay, great, but it as a whole,it is less business, period.
Um I'm kind of liking being thehead of the snake again and not

(01:13:18):
having to worry about it.
But at the same time, at whatpoint, because the the market's
gonna shift, they always do.
Uh, everything is gonna comeback around, how long it's gonna
take, we don't know.
And you're only one person.
Correct.
That's my struggle.

SPEAKER_01 (01:13:32):
Like I like having a team, you know, even if I have
one more.
Like just today, I received atext from an agent that was on
my team 10 years ago offeringany services because she's slow.
And it's like, okay.

SPEAKER_04 (01:13:47):
Come on, but here is something I need you to sign.

SPEAKER_05 (01:13:50):
Seriously.
Seriously.
No, I think the MRA disruptedour industry, milliner real
estate agent, Gary Keller.
Great book.
It's the Bible, right?
It's like how to leverageyourself up to seven levels or
whatever.
But here's the problem.
I don't think any of us reallywanted a seventh level business
in the end.
And if you mess up at any level,you get I hate to say a bitch
slapped back down to production.
Yeah, and so I think uh her andI are are anomalies because we

(01:14:14):
have I didn't build teams to towalk away from them, right?
I built teams to pour intopeople and make them, you know,
knowing that they're gonna, I'mgonna, I'm gonna create a
competitor.
Sure.
And that sounds weird until youget into our brokerages and that
makes more sense because theythey stay with us forever.
You can let the pajarito like,you know, fly.
So uh I think that anyone that'sseeking a team should really

(01:14:35):
under like really again try tofigure out what they're getting
from it.
Are they are they getting atemporary fix to a to a
long-term problem?
Or which is like, hey, someone'sgonna give me leads, take more
than half of my money, and thenI'm not gonna have any sales
under me, like they're all gonnabe in the sales of the the lead
agent.
So I I get no reputation that isextremely important.

(01:14:57):
Absolutely.
So it becomes a jail cell.
Yeah.
Because you you're now giving upmore of your money for leads
because you didn't go hunt them,but then you didn't learn how to
hunt, so you don't know how togo hunt your for yourself.
And and if you're in thosesituations, then it might be
like a personality profile thatyou have, and you're like, hey,
I'm good with that.
You know, like I wanna, youknow, there's people that just
don't want to be the you'reright, the the head of the

(01:15:18):
snake, and that makes sense.
But if they're not that person,if they're more like Sandra or
I, then um just think about it.
I think people just like theyhave a friend that's killing it
on a team that's a well-welledmachine, like you know, the Neil
and Neil team or the Castilegroup or Levi Rogers or Maloof,
like they have well-oiledmachines that are awesome, yeah.
Right.
But they're also, you know,they're also just just spitting

(01:15:41):
agents in and out.
And so you got to figure out ifyou want a team or not.
Figure out what you want.
You want leads, you wantmentorship, you want training,
you want coaching.
Because that doesn't necessarilymean a team, they could just be
in your organization, they canjust be in my organization, and
they can get almost all of that.

unknown (01:15:54):
Wow.

SPEAKER_04 (01:15:55):
Yeah, well, guys, we've talked about a lot in
this.
Um, when I asked you guys whatwhat kind of topics do we want
to bring to the table?
We didn't have any.
We didn't have nada.
But uh, I think yeah, I thinkthe folks out there would be uh
extremely satisfied with the theinformation, the perspective,
and the insight that you guyshave provided today.
Um, is there anything else thatyou'd like to tell our listeners

(01:16:16):
um that maybe they can, like Iused to say, take the bank in
cash?

SPEAKER_01 (01:16:22):
Plus us out.

SPEAKER_05 (01:16:24):
Uh take the bank in cash.
Um the the market is definitelyum changing.
And if you want to like get goodor great in your game, you have
to find a mentor.
You have to find a coach becauseuh this is a serious industry
and we can keep it serious, butwe have to take it seriously.
And so I think that's if youdon't have a mentor coach her,

(01:16:44):
then I I would say seek it out.
Um, no matter who it is.
She's an incredible mentor, shecreates monsters.
You know, I've I've been doingthis for a very long time.
Just reach out, just see whatyou what you're lacking, because
there's there's something outthere that you're probably
lacking, and the best way to doit is just go find it.

SPEAKER_04 (01:16:59):
Love it.
I love it.
Um, guys, I want to thank youfor joining me today.
Uh, always incredibleconversations, high level, um,
and and for the good ofeveryone, to be honest.
Um, those of you listening tothis, um, I hope you're getting
something out of it becausethere was plenty to get.
And I want to remind those outthere that each one of my guests
that join us, um, they arehigh-level experts.

(01:17:22):
They are practicing in thetrenches of what we do, and
they're not being paid to be onhere.
Um wait, what?
Um, but we're doing this for thebetterment of all of what we do
as real estate and mortgage.
Um, and at the same time, we'realso getting better at uh at
what we do, public speaking,speaking uh in front of people.

(01:17:42):
Um, so we too have to continueto sharpen our tools and work on
our craft.
Um, so I hope that you continueto listen and subscribe and jump
in and all that good stuff.
I promise to and commit tocontinue bringing you guys
experts that will be honest andalways keep it real.

(01:18:03):
Um that being said, we'll catchyou on the next one.
See ya.
If you're still sending outpre-approval letters and praying
your realtors send you the nextlead, you're already behind.

SPEAKER_03 (01:18:22):
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