Know Your Worth | From Property Management to Real Estate Success - Key Factors RealEstateAF

Episode Transcript
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Speaker 1 (00:20):
eyeball and it'll pop up anytime on all the frames.
Black magic or?

Speaker 2 (00:25):
road caster no, neither it's the iphone.

Speaker 1 (00:28):
Oh see where it says mark iphone.

Speaker 2 (00:30):
Yeah, you pop up so he gets to be on camera too, oh
yeah, he's.

Speaker 1 (00:34):
He's been the last three looking enough, or what I
like your hat my wife picked itup.
Jc, I like your face, thank you.
Uh, I'm ready to start when youare.
Okay, that's right.
Yeah, I'm ready.
All right, jc.
All right, do a countdown.
Yeah, no, cheesy intro.
Nah, and here's your host, markJones.

(00:54):
All right, three, two, one andwe're back with another episode
of Key Factors Podcast, realEstate AF, where the AF stands
for and finance, and I'm yourhost, mark Jones, and we are
powered by ReviewMyMortgagecom,the largest index of mortgage
programs in the nation.
And on today's discussion, Ibrought along a guest that I've

(01:15):
been trying to get on here inthe booth for quite some time.
You can actually hear hergiggling in the back, but within
the next probably 10 secondsshe's going to be on camera.
So, without further ado, Iwould like to introduce Denise
Bocanegra.

Speaker 2 (01:28):
Hello everybody, how are you?
Doing.
I'm doing good.
How are you Mark?

Speaker 1 (01:31):
Doing very well.

Speaker 2 (01:32):
I'm glad to be here.
I saw my original date was July17th.

Speaker 1 (01:37):
Whoa.
So here I am Finally so like ifnot, if at first you don't
succeed, try, try, try again,Right, Mark?

Speaker 2 (01:44):
Yeah, yeah, it's in the follow-up.
You did it.

Speaker 1 (01:46):
That's exactly right, and not once have I asked you
for business.
It's all about getting yourtake on stuff life, real estate,
all of those things.
That being the case, I want thefolks out there, the listeners,
to know who the heck they'relistening to today.
So if you could, denise, tellus about you.

Speaker 2 (02:11):
Why did you get into real estate?
How did you start in realestate?
How long you been in it?
Yeah, definitely.
I got into real estate reallybecause I had just moved back
from South Korea.
I was over there with myhusband and I started hanging
out with my mom becauseobviously I needed to find a job
, and so I was like just backfrom overseas and I would go to
the office with her at KellerWilliams.

Speaker 1 (02:29):
Okay, how long ago was that?

Speaker 2 (02:31):
That was back in 2012 .
Okay, gotcha, yeah.
And so I just was kind oflooking around and I was like
she's been doing this and Inever thought I should do this
Right.
And so I was on a new journeybecause I was coming home and
what was I going to do now?
And so I started at KellerWilliams as an assistant with

(02:52):
Bridgman Properties, okay.
And so I worked with them forabout a year and a half and then
I did property management withanother company, so I kind of
started out in propertymanagement.

Speaker 1 (02:57):
Okay, very good, so you got in around the same time
I did.
Then 2012?
Okay, same.

Speaker 2 (03:03):
Yeah, and Jason Bridgman would always be like
just take your test.
I was like afraid to go intocommission.
I don't know why, right, I doknow why.

Speaker 1 (03:14):
I mean, had you ever worked anything commission prior
to no no, I was in educationbefore there you go.

Speaker 2 (03:19):
It was a different.

Speaker 1 (03:20):
So jumping out into that commission world obviously
you wouldn't change a thing fornothing.
But there are many folks outthere that are in their nine to
five, either teacher orsomething along those lines pays
you a salary and no matter howhard you work, you're still
going to get paid the same.

(03:41):
Or how not hard you work, youstill get paid the same.
For myself I started, goodnessgracious.
I've been commissioned foralmost all my life.
I didn't know any other way.
My first non-commissioned jobwas working at a bank and I was.
I couldn't stand it.
Why?
Because I was the one that wasgoing above and beyond and

(04:03):
selling and doing all of thesethings.
And it's like I'm still gettingpaid the same as that other guy
or that other girl.

Speaker 2 (04:08):
Right, and that was my story all the time.
I would always take on tasksthat weren't necessarily my job
and I would get promotions andthings of that nature, so I
totally understand.
It's like little did I knowthat was the sales person or the
high achiever in me.
That was like looking for more.

Speaker 1 (04:25):
It was like an animal in a cage trying to get out.
Yeah, so when you first gotinto the business obviously a
totally different world thanwhat we're living in today what
was it like?
Obviously, you were in propertymanagement side.
At what point did you flip overto selling real estate?

Speaker 2 (04:50):
And what was it like?
It was safe because I wasgetting a paycheck in two weeks
and it was.
I worked at a really coolcompany where it was like this
is your job and this is what youdo.
So it felt safe.
But I did see a lot ofcommotion with the real estate
agents going on and I wascurious, and my mom was always a
real estate agent.
So one weekend she took a calland she was already in her

(05:11):
business where she didn't needto go do that.
So her words were to me well, Itold her first.
I said what are you doing?
You're not going to go.
She was like no, I'm not goingto do it today, I'm not working
today, or whatever.
I was like you need to go getit.
And she was like no, you needto go get it.
And I was like you know what Iwill?
That's pretty cool.

Speaker 1 (05:31):
That is.

Speaker 2 (05:31):
And so that was the turning point for me.
I was like I'm going to do it,and back then I was, you know,
nine to five, so it wasn't.
Like you know, I think the realestate courses are like $1,500,
$2,000 a package.
Both her and my husband werelike we'll pay for you to just
do the whole package, and I waslike, no, I'm going to do one
class at a time and I'm going topay for it, and so that's just

(05:53):
the way I am.
And so I did that and it tookme some time.
It did.
It took me enough time to wherethe laws changed and I had to
take two more courses before Icould test.
Okay, okay, because I waited awhile before I took the test.
Sure, still hesitant to go intocommission.

Speaker 1 (06:09):
Right.

Speaker 2 (06:10):
And so then I took the finance course and whatever
else they added.
And then I just went in andtook the test and I passed it
the first time.
I just was like I'm not goingto tell anybody, yeah, because
what if I fail?
And I just went in and I passedit the first time.
I walked out and she was like,seriously, the first time,
that's great, that doesn'treally happen.

Speaker 1 (06:28):
It's true, it's true.
I think I shout out to my mom.
She was a realtor back in theday and I think she had to take
the test maybe three, four timesbefore she passed it.
Obviously she was great at it.
But that whole idea of we'vebeen out of school for so long

(06:48):
and now I've got to study forthis test, what do I expect when
I get there?
It's daunting.
For many and for many othersit's just like, okay, I'm going
to go in and knock this test outbecause that is the livelihood
that I have to lead movingforward, so I've got to pass
this test.

Speaker 2 (07:00):
For sure, and I've always been a good test taker
and I always say some peoplejust aren't good test takers.
Absolutely Like.
I'm the kind of person that cankind of memorize things and be
like okay, got it.
Like it was vocabulary too Alot of it is.
So I remember, instead ofscrolling Facebook, I downloaded
the Champions app and I did allthe vocabulary.
So every time I wanted to pullout my phone I would do that

(07:23):
instead of getting on socialmedia.

Speaker 1 (07:24):
That's pretty smart.
Isn't it funny that nowadays,that is the alternative to what
we're actually supposed to bedoing.
It's like okay, instead ofgetting on social media, I'm
going to train myself to sendthat email or respond to the
customer, or study for this.
It's always as opposed tosocial media.

Speaker 2 (07:44):
Correct, absolutely.
Study for this right.
It's always, as opposed tosocial media, correct,
absolutely.
And it's like a habit stackwhich I didn't realize I was
doing until I read the book andI was like, and I forget the
name of the book.
Do you know what book?

Speaker 1 (07:53):
that uh, intentional uh habit stacking it's um.
I have it in my phone no, Ihaven't, but we can look it up
jc if you want it's a practicein the habit habit.
I've read the book twice and Icannot here it is, boom, have it
stacking, but it's in the book,and what.
What would like the principlebe?

Speaker 2 (08:14):
well, the principle is it's like okay, every time
you pick up your phone, likewe're gonna do two healthy
habits versus like what we wouldjust go to in default, right,
so that we're becoming moreproductive in our time and
intentional in our time.
Hold on, I have it in my bookBecause it's something like
Atomic Habits, atomic Habits.

Speaker 1 (08:35):
Oh yes, I've read that book.
Yeah, twice yes.

Speaker 2 (08:38):
But when you put me on the spot I forget.
Kind of like that.

Speaker 1 (08:42):
How to Build Good Habits.
Exactly of like that, how tobuild good habits.
And it's cool that youmentioned the good habits,
because when you started, youdidn't have those habits.
Matter of fact, you didn't evenknow what the habits were.
You had to figure it out, learn, take all you could from your
mentors and spheres of influencearound you, but once you did

(09:05):
what was something that kind ofhelped you make them stick,
because habits are gained overtime.
It's not like you know what.
I'm going to start doing thistoday and tomorrow.
I'm for sure going to do it.
No, you got to make sure thatyour mindset is right to do it
again the next day and the nextday and the next day.

Speaker 2 (09:21):
Right.
To be honest, I've always beenkind of like a studious, kind of
nerd person, so I like doingthings right.
So it wasn't too difficult forme.
But having that compoundinterest of actually seeing the
result I had never made thatkind of money before.
I was second income.
Planning to have kids wasn'tgoing to.
I didn't think about it yet.

(09:42):
I knew one day I was going todo something, but that wasn't
where my vision was yet.
So having that and seeing thatand then hearing people's
stories before I started makingmoney was like really, you know,
it seemed unbelievable.
So it was seeing my mentors,hearing my mentors and then
obviously innately who I am, andthen it kind of just made sense

(10:03):
.
So once I got that first checkI was like, yeah, let's keep
habit stacking.
Yes, like let's do it all day.
I was so nervous the first timeI got my big check I left it in
the restroom at title oh mygosh, I believe that.
I went to the restroom and I wasjust like on cloud nine and I
washed hands and I left theenvelope in the restroom and I

(10:24):
was already down 16.04.
I was like, oh my God, where'smy jacket, oh my goodness.

Speaker 1 (10:30):
Well, the good news is you were the only one that
could cash it.

Speaker 2 (10:33):
Yeah.

Speaker 1 (10:34):
Kind of what year was that that that took place?
That had to be like what.
Two years later.

Speaker 2 (10:41):
So?
2014-ish?
No, I told you it took a whilebefore you took it.
Okay, so I got licensed in 2016.

Speaker 1 (10:48):
Okay, okay, that's not a bad thing, because when
you hit the ground, you hit theground running.
Yeah, I did.
You know, so in the beginning, alot of folks and I get this
question a lot that I want toget different perspectives on
you being new to this side of alicensed realtor going to get

(11:08):
your own business eating whatyou kill, so to speak.
What were some of the thingsinitially that you used to
capture business?
And let me preface with thereason why I ask is there fast
forward to today's market?
You jump in a social mediagroup and you could even jump in

(11:29):
like a real estate humor groupand instead of humor that I'm
seeing, I'm seeing how are youguys getting business?
Is anybody buying leads?
It's like going back to day onewith a lot of the folks out
there and there's no definitiveanswer.
But for you, denise, what wassome of the things that you
utilized?

Speaker 2 (11:49):
So I really listened to my mentors.
I spoke to my sphereimmediately and I was I prefaced
it with, I know my mom's arealtor too, so I get it if
you're going to give her thebusiness, but if there's anybody
on their downline or someoneyou know, I'll take rentals.
I took rentals.
It was a joke.
Some of my mentors at the timewere like Denise will take the
rentals and I was at the time.

(12:14):
I was like felt a littleslighted.
But they were bigger rentals.
They were like $2,300 rent,$3,200.
And those turned into buyers.

Speaker 1 (12:18):
Oh, absolutely.
That's literally what I wasgoing to say is there are a lot
of folks that still I don'tthink today, in today's market,
are down on rentals but before,when we'll call it the heydays
would turn away rentals.
I'm too good for that or Idon't have time for that.
In actuality, it's like do younot realize that you're building

(12:40):
your book of business for thefuture?

Speaker 2 (12:42):
Because these people, even though they're renting now
, I got them in a house the nextyear to two years and they were
grateful because a lot of themweren't thinking about it yet,
and so they were like I can'tbelieve we did this and I'm like
we did it, you know.
So it's very fun.
Growing up in San Antonio, Ileaned into, like you know, I
used to be in dance and just allthe friends I made in the

(13:05):
different groups I was in.
I did stuff after when I was incollege where I had groups
where I was a part of and I'veliterally sold houses to, like
peers from 20 years ago.
That's awesome.
So I leaned into my sphere andthen I was always oversharing on
social media.
That was before.

(13:26):
It was a thing before we weremaking reels and doing all that.
I was doing that and they wouldliterally tell me you're, they
were teaching that and I wasdoing it.
But it was doing it becausethat's just what my, our
generation did right, right.

Speaker 1 (13:38):
So it was just being real.

Speaker 2 (13:39):
And so right now, when we're in this part of the
industry where we kind of have,like these, scripted reels or
whatever, it feels so weird forme.

Speaker 1 (13:47):
Yeah.

Speaker 2 (13:47):
But I feel I'm torn, because I feel like sometimes
I'm like do I need to do thattoo?

Speaker 1 (13:52):
And I'm like, no, no, you don't, that's not me,
that's right.

Speaker 2 (13:54):
You know, but it was social media, it was the sphere,
and it was just.
My mentor would put me on thephone right next door to him and
I was a rookie and I was sonervous because I was like he's
listening.

Speaker 1 (14:15):
But I think that feeling of being uncomfortable
was like what made me be likescrew it man.
You said a lot in that littletransition there that we can
kind of pick apart the idea ofthe social media piece.
You're right, there are a lotof people that are doing a lot
of canned responses.
Let me jump in chat GPT andtell it to give me a script, et
cetera.
And will it work?

(14:35):
Maybe eventually it will, but Ifor one, because in 2012, I was
one of the first and I can saythat confidently to start
putting closing pictures onFacebook to talk about mortgages
and real estate and things likethat on social media, and it
was annoying to many because itwas over and over.

(14:57):
As I progressed in my career, Istarted sharing more of my
personal things, what I'm doingthroughout the day, the
motivation that it takes me, andmost of it wasn't for everybody
else, it was for me.

Speaker 2 (15:11):
That's what I tell people all the time.
When you see me on social media, most of the time it's because
I'm sharing that piece, becauseit's my memory.
When I'm laying in bed I'm likelooking oh my kids, you know
it's not always for everyone, Iknow it's perceived that way and
then I have to remind myselfbut everyone's looking.

Speaker 1 (15:29):
Yeah, yeah.

Speaker 2 (15:30):
So I get what you're saying.

Speaker 1 (15:31):
But that that is also a testament to the those out
there wondering what to post.
I used to have a rule the 80 20rule, about you should be
posting 80% personal stuff, 20%business stuff.
I now believe that that's kindof shifted to 90, 10.
People don't want to hear aboutbusiness all the time.

Speaker 2 (15:50):
They don't want to hear when they know by now that
that's what you do.

Speaker 1 (15:53):
That's correct.

Speaker 2 (15:54):
They just want to know.
Enough to know.
Hey, you're still working.

Speaker 1 (15:56):
That's right.

Speaker 2 (15:57):
Like you kind of have to still show up and be like,
hey, I'm, you know, informativewith whatever's happening.
But yeah, you're right, it'sshifted.

Speaker 1 (16:05):
Mm-hmm, and since I mentioned it on the previous
past two, I was talking to DylanShively about this branding and
things of that nature.
But it's not enough just topost content on social media.
You've got to be in thetrenches.
You've got to be doing what yousay you're doing on social
media.
You've got to be in thetrenches.
You've got to be doing what yousay you're doing on social in

(16:26):
person, on the ground.
And there's no way you wouldhave been successful had you not
actually been doing thosethings on the ground.
Right?
So in regards to your career,once you got in, you're doing a
lot of the rental stuff.
What are some other things thatyou were doing that helped you
that were aside from socialmedia?

Speaker 2 (16:47):
Yeah Well, like I said, I was on the phone.
Um, I would call Fizbo's Um.
I.

Speaker 1 (16:54):
Which stands for cause.
Some people out there have noflu.

Speaker 2 (16:56):
So for sell by owners .
I would call for sell by.

Speaker 1 (16:58):
There you go.

Speaker 2 (16:59):
And I would ask them what their plan was Right.
And then I would say, can Itell you what?
What my plan would be if we didthat?
And maybe we could do ittogether.
And I have a way of makingpeople feel like they're my
friend and I really.
It's because I'm a friendlyperson.

Speaker 1 (17:13):
So they're like.
In addition, I will go as faras to say that you've got a very
high EQ emotional intelligence.

Speaker 2 (17:19):
I thank you.
I appreciate that because Ipride myself in that, because I
think that more people wouldbenefit from that if they would
practice that Absolutely.

Speaker 1 (17:27):
Absolutely.
It's like you ask some peopledo you have an inner dialogue,
like an inner monodialogue?
And they're like what are youtalking about?

Speaker 2 (17:35):
And that's why jokingly when we talked about
being PC before we started thatis the reason, not because we
don't want to, but we want to beconsiderate of everybody's
perspective.
I had a client tell me one timethat I was very.
What did she say?
Almost like it's bad, it's notlike a politician, but she said
you're very.
You know, my objective isalways just to be even keeled.

(17:59):
And she could tell Neutral Kindof a neutral.
Neutral, but with giving soundadvice on both ends, ends, and
then ultimately you're makingthe decision.

Speaker 1 (18:08):
Yeah, and as an expert, you being one as well.
That is our goal, that's ourjob, that's our fiduciary
responsibility is to takeeverything that you have given
to us and hopefully we've askedthe right questions to gain
enough knowledge about you andyour situation to then provide
you with these options here.

(18:28):
You don't have to pick the onethat I'm telling you, but I'm
going to tell you why this isthe best option.

Speaker 2 (18:32):
Right.

Speaker 1 (18:34):
And I'm not saying that others aren't doing it, but
if they aren't, it's somethingthat they need to learn.
They need to start picking up,they need to start practicing.
Become a habit.

Speaker 2 (18:45):
For sure, emotional intelligence is important in our
industry.
They need to start picking up.
They need to start practicing,become a habit and not to
discredit anybody you know,maybe at the time that worked on
the budget or whatever, but Italk about all those things

(19:07):
objectively and ultimately makethem make the decision they're
like what do you think?
What do you think?
And I'm like this is what Ithink, if I did this on A and
this is what I think on B, butI'm not going to tell you what
to do.

Speaker 1 (19:20):
Right?
I'm not Right, and it's toughat times too, because there's
this steering out there.
We talked about newconstruction on the last
discussion, about how there area lot of agents out there that
are steering their customers tonew construction versus asking
the questions to determine OK,is this the right thing for my

(19:42):
buyer?
I just moved here, I'm in themilitary, I'll probably be PC or
I'll be PCSing to wherever inanother two years and the agent
goes okay, let's go look at newconstruction.
Probably not the best thing forthe buyer, maybe the best thing
for you as the agent.
But did you really do them ainjustice or service by taking

(20:05):
them that route, knowing whatyou know about real estate?
Right?

Speaker 2 (20:10):
So not to knock that either right when I started I
did a lot of new builds, but.
I quickly learned.
Luckily, I had peers that weremany years in the business and I
was aspiring to get thelistings that they had.
How do you get those?
Guess what?
You stop just selling newbuilds.
You got to learn pre-ownedproduct and you got to show them

(20:31):
the value of the neighborhoods,and so now when I meet my
clients, I'm definitelyconsidering like you can get
more square footage on an olderhome.
The trees that you talk about,because that's one of the PIPs.
I want trees and I want myneighborhood to look established
.
You know, all those things areover here now.
I also explained to them theyalso didn't have trees when they

(20:54):
first started.
This is what you have to do tomake your house and your
community a home right, becausea house is a house, but a home
is different, and so you have toadd the vegetation, you have to
add all these things.
So, again, giving them both andtelling them now what do you
think Right?
And then, knowing theirlong-term goal, are you going to
sell in a couple of years?
Okay, then you're going to bein competition with the builder.

(21:16):
Yeah, do you want that?

Speaker 1 (21:17):
That's true, including and I don't know.
But how have you beenthroughout the last let's call
it two years in this industry?
Because we've had some folksthat, hey, yes, it's tough, but

(21:40):
I'm digging my heels in and I'mcalling the people that I used
to work with, et cetera, to seewhere they're at.
I'm staying in touch with mycustomers to make sure that
there's see where they're at.
I'm staying in touch with mycustomers to make sure that
there's any needs that I canhelp with.
And we've had some that aresaying we're crushing it, but
then, as soon as they leave, wego look up their numbers and
they're not crushing it.

Speaker 2 (21:59):
Yeah, no, I'm going to be honest with you.
I'm not crushing it right nowand I hate it, but I'm still
doing things.
They're still working, but it'snot what it used to be.
And for those people I alwayssay people's blessings come at
different times and maybethey're crushing it because
that's what God wants for them,right.

Speaker 1 (22:16):
There you go.

Speaker 2 (22:17):
But as long as I'm staying alive, I'm good.

Speaker 1 (22:20):
Yeah.

Speaker 2 (22:21):
And I always stay in contact with my clients, so I
get their listings when they'reready to sell, and so I do a lot
of listings right now.

Speaker 1 (22:28):
Good good.

Speaker 2 (22:29):
Yeah, so it's steady, but it's not the way it was.
But it will be again, and thisis my first.
I call life cycle of realestate, where I was always
waiting for that impending doomof what is now that's a good
point.
Yes, and I'm like I would get soscared.
People would talk about it andI was like I don't want to hear
it, I don't know any other life,this wonderful thing.

(22:51):
But now that I'm living in itagain, I'm surviving, I'm alive.
It put perspective on a lot ofthings, and that even started
two, three years back.
As you become seasoned, youstart recognizing I don't need
to be at this event.
I need to be more mindful ofintentional things like that.
So, because I'm a Christian andI believe God always tries to

(23:15):
reveal through things, I believethat he wanted to free up some
of my time to think about, whenwe go up again, how are we going
to do it better, how are wegoing to do it different?
And so it was a greatfoundation the first nine years
and now we're building betterright, and it's not like it's a
marathon.
I want to be here.

Speaker 1 (23:36):
That's very true.
That's very good.
Not going to lie, good to hear.

Speaker 2 (23:40):
Yeah, I want to be successful and steady, but I
have two children that I'mraising and they're girls and
they need their mama and I needto decompress.

Speaker 1 (23:49):
Yeah, that's true.

Speaker 2 (23:51):
I didn't do that in the beginning, like I could
never stop when I first started,like I would lay down and I
would wake up and I would laydown, thinking about real estate
, wake up and just be like andsometimes your mind was so busy
that you didn't know what youwere going to do, but you just
knew you had to do something.
I'm so glad that feeling's gone.
Yeah, you know I don't want tooperate like that.

Speaker 1 (24:10):
Totally, totally relate to that.
Yeah, it is me personally.
Got in the business in 2012,started crushing it at the
beginning of 20,.
I got in the middle of 2012,2013,.
It just used Facebook and itwas whoa holy cow, I go, go, go,
go go.
And that didn't stop untilabout 2022.

(24:35):
It was like, okay, now we canbreathe.
Did we do the right things withour money?
Okay, we're good, great.
Now let's kind of reassess andsee where everything is, so that
we can hit the ground runningagain.

Speaker 2 (24:48):
That's what I'm building for right now and I'm
continuing working with mysphere.
My people getting my listingsand I'm getting listings and I'm
like, okay, but are they goingto?
It's like, just keep gettingthem.
Just get them Right.
Of course they're going to sellI'm going to sell them, but you
know you don't want to failyour client, Correct.
But you're right, you, you hitthe ground running and then you
look and you're like I'veaccomplished all this.

Speaker 1 (25:09):
Yeah.

Speaker 2 (25:10):
What am I going to do next round?
And you get to reassess thefinances, the children, your
relationship, your state of mind, how you've grown and evolved
in the industry with your peers.

Speaker 1 (25:19):
Yes.

Speaker 2 (25:20):
And again setting the tone for more intention the
next time we go up.

Speaker 1 (25:25):
That's so true man, you are well-spoken, I love this
.
So true man, you arewell-spoken, I love this.
So the idea of being able toreassess and reestablish your
goals for the new coming, thenew age, the new, let's go get
it and you still gettinglistings.
We'll talk about the currentmarket here in a bit, but has

(25:46):
the changes with the NAR and allthat stuff affected you at all?

Speaker 2 (25:51):
It hasn't affected me .
I mean, I'm very adamant ofgetting what I'm worth right,
and I can articulate that verywell.
Have I lost business because ofit?
Yes, but that was before too.

Speaker 1 (26:05):
Would you mind explaining to us the difference
and also the similarities to thebefore now situation?

Speaker 2 (26:11):
Okay, so currently I'm in something where they're
not sure why they have to pay me, but I'm explaining to them
this is these documents.
Who's prepared, like, how doyou think this happens?
Right, I'm facilitating thisfor you, and so they have an
issue with it.
So they're fighting it, butultimately, the deal's got to

(26:33):
get done.
So it's just reiterating that.
So there's that, right.

Speaker 1 (26:37):
Now this is a situation that they've already
signed the seller's rep, or thebuyer's rep, et cetera and now
they're thinking back on it.

Speaker 2 (26:44):
Because they don't like the net sheet.

Speaker 1 (26:46):
There you go.
I was going to say it.

Speaker 2 (27:11):
Most of these things came in way because they agreed
to it up front and then saw whatthey were getting back.
Then they saw whole transaction.
So on the other side of it, itwas more for me I experienced a
lot of well so-and-so.
Realtor said they'll give me 1%So-and-so, you know, and so I
showed him the house.
I've gone back and looked upthe house and they bought the
same house that I procured.
But I'm not that agent that'sgoing to go send them the form

(27:34):
and get angry.
I'm like you know just go.

Speaker 1 (27:42):
It's because you know and believe in your worth.
Yeah, If you guys want to tryyour luck with a cheaper agent,
you get what you pay for.

Speaker 2 (27:45):
Right and I just believe, like you know, things
happen for a reason.
It's karma.
Whatever I'm like I know Ishowed you that house, I know I
helped you procure that house,but they'll, can't you know.
They're like no, we're going tostop looking.
And then I go back and look andthey're like they're under
contract, so it's happened twiceOnce when I first started.

Speaker 1 (28:06):
Right.

Speaker 2 (28:06):
And a builder rep called me and was like I know
that you were here with them,but like do you think you could
just, you know, be okay?

Speaker 1 (28:13):
Oh, that's the worst.

Speaker 2 (28:14):
I felt so.
Oh, that's the worst I feltnaive, double-crossed, betrayed
like all the things.
Wait, I was like seriously dude.

Speaker 1 (28:23):
Okay, I get it, that can be very, very frustrating.
That can be very, veryfrustrating, but I think the
idea that you're promoting rightnow is the changes in the NAR
ruling, the whole reason for thelawsuit and everything else.
The same concept was alreadyhappening Right Before all this
stuff.
You're always going to havesomebody that's willing to do it

(28:46):
cheaper, and all you can do iscontinue to provide your worth,
articulate your worth and thengo out and show your worth.

Speaker 2 (28:55):
For sure, and there's no way that you would have
continued to grow your businesshad you not been able to show
the worth in that regard and inboth situations, typically those
people that do that becausethey know there was no good
reason for it other than greed.
They don't want to look you inthe eye, they're just silent,

(29:16):
radio silent, and I'm like, yeah, you feel bad because you know
it's wrong.
And where else can you go towork someone's work and say I
think we should only pay youthis much?
How about that?
You're right, that's soannoying.

Speaker 1 (29:36):
You are right, and we've brought it up a couple of
times on here, but I'm going toreiterate it, because the idea
of getting something, gettingthe whole enchilada for less,
it's like don't we go to school,become the expert so that we
can charge what we're worth,instead of let's go be the
expert so that we can be thecheapest?

Speaker 2 (29:53):
Right, that doesn't make sense.
That doesn't align with who Iam.

Speaker 1 (29:57):
I love that even more .

Speaker 2 (29:58):
I'm really not.
It's not, and so I just like Isaid, it's a marathon, so those
are not my people.
And I've had people that havehad situations like that.
And guess what, they came backand were like Denise, we need
your help.
Yes, yes, sure you do.

Speaker 1 (30:16):
And it is.
I've had customers do the samething on the lending side,
obviously always willing to takethem back.
Yeah, but it is on my terms.
Like guys, you understand whyyou left, right, okay.

Speaker 2 (30:25):
See, I don't even do that, I absolutely do.
I'm always, just like youobviously know what you did Well
yes, come over here, I'll helpyou.

Speaker 1 (30:33):
I let it be known only because, at this point, you
can't lose something you neverhad.

Speaker 2 (30:39):
Yeah.

Speaker 1 (30:40):
So, in my opinion and again it's just my opinion
these folks decided to thinkthat they knew best, so they
left, tried their best and itdidn't work out.
So now would you like to try itthe way that it will work out?
Because, being the expert, I'mgoing to show you not just one
ways but multiple ways.

(31:00):
Then I'm going to give myexpertise on which one you
should pick, but I will get itto the finish line, the way that
you intended in your goals andaligning those.

Speaker 2 (31:10):
So I feel like it's kind of I agree with you, but
you're on the buyer side, right.

Speaker 1 (31:15):
But on the listing side.

Speaker 2 (31:18):
Sometimes it's just a dire need.

Speaker 1 (31:21):
And I'm like.

Speaker 2 (31:22):
I get it.

Speaker 1 (31:23):
You don't have time to do that.

Speaker 2 (31:25):
Yeah Well, because I know I get why they left right
and then they come back and theycouldn't accomplish it and I'm
like I understand their direneed.
But the numbers are the numbers, right, and it is what it is.
The buyers it's just likethey're approved or they're not,
and then they get to make thechoice.
But these people are likelooking at a number and thinking
if I could just make this muchmore you know, you're right and

(31:46):
we don't know their wholefinancial situation.

Speaker 1 (31:48):
That.
In addition and I'm going toask you this totally random Is
it difficult, since you'redealing with more listings to,
especially in the last severalyears, to bring people down to
earth on what they perceivetheir value is based on emotions
and what the memories they'vehad and what they've added to
the property, as compared towhat the comps show based on

(32:12):
square footage period?

Speaker 2 (32:14):
Absolutely, and sometimes even the comps right
now because of the way themarket is changing.
Yes, we can put it at that, butthe market's not substantiating
that right now.
Realistically, you might end upright around here and so I
always do that Like this is thenumber that Susie sold, but that
was like six months ago,because that's usually the comp

(32:35):
pool and then if it's adifficult neighborhood,
sometimes I have to pull furtherback right, yes.
So we have those conversationsand I've been bringing people
back down to earth and tellingthem like we saw that hype right
, we saw the hype and if youdidn't cash out, we saw that
hype right.
We saw the hype and if youdidn't cash out, unfortunately
we're scaling back.
But is it unfortunate?
It's going to align witheverything else in our economy

(32:56):
and people were trying to makeso much money off of homes, when
it's a home and yes, it's anasset, but the margin was so
ridiculous at that point wecan't sustain that.
That's not realistic.

Speaker 1 (33:10):
It's not sustainable.

Speaker 2 (33:11):
You're on the money.
And so I say that over and overagain and I tell them look at
my equity.
Like I give them my example.
This is what it was and this iswhat it is now.
Do I want that?
Yeah, if I can get it, I willfight for it.
Don't get me wrong, I'm notsoft, We'll fight.
But realistically, this iswhere you might end up with

(33:33):
closing costs and helping orwhatever.
So bring them back down andthey'll always say let's start
here.

Speaker 1 (33:38):
Yes, yes, always.

Speaker 2 (33:40):
And we'll do the open houses and then, if that
doesn't work, then we'll comeback here.

Speaker 1 (33:44):
Yes, promise Exactly, press hard.
And I think what a lot of folksor sellers out there are not
taking into consideration is thefact that you're not
necessarily selling a home price, home value.
You're selling a payment,because most of the people in

(34:06):
our market and I'm talking aboutSan Antonio in general, and
this probably goes with the restof the United States they're
not paying cash, so you're notreally selling the value.
You're selling what theirpotential payment is going to be
, right, so that $300,000,$400,000 home is no longer
$2,000 a month.
It's now $3,000, $4,000 a month, right?

Speaker 2 (34:29):
They're not taking that into consideration when
they're pricing, and I totallyget and they're also not taking
it into consideration when theydo the new build and their taxes
increase.
That's so true, that's huge.
I've had people come back andsay Shame on the lender.

Speaker 1 (34:45):
Shame on the lender, and what I mean by that is when
you are buying a newconstruction home, you have the
ability to set the taxes, theescrow, the impound up on
improved or unimproved on thevalue.
When you're doing a newconstruction, you typically
estimate it at about 90% of whatthe purchase price is.
Taking that by the tax rate,you can add the homestead to it

(35:07):
if you'd like.
But there are a lot of folksout there that are like let's
make the cash to close low andlet's make the payment low.
Are you okay with that?
Yes, okay, great, keep in mindit's going to go up next year
because it's going to actuallybe assessed.
The real value is going to show.
That's going to be added toyour mortgage payment, yep, and

(35:34):
those are some of the listingsthat have come to me.
I didn't sell them.
The house, there you go, you'refixing it, you're fixing the
situation.
That's true.
Yeah, so now we can talk aboutkind of the current situation
and what is going on in ourmarket today.
Okay, I can tell you from myside of the spectrum it's tough.
It's tough.
I feel like I'm only workingwith those that have to move and
coming from other states, orthose that could not buy before,

(36:01):
in the heyday, so to speak.
So they're difficult deals.
They're down payment assistancethere's I need to fix my credit
first.
I did not claim my taxes on myself-employment the last year
Things of that.
We're doing bank statementloans.
We're doing all kinds of offthe wall products that we really
never had to use before becausethere was plenty of the other

(36:24):
business.
Um, and in regards to thelistings, there's plenty of
listings going live.
I know, you know, um, I justdon't see them flying off the
shelves as quickly as they were.

Speaker 2 (36:38):
Right, we need those buyers agents to kind of go back
into the pre-owned yes, it'strue stuff there, it's true, and
there's upgrades that peopleput in.
You know, and you're going toget it for basically what the
builder's giving.
Yep, just simple, nothing in it.

Speaker 1 (36:54):
In addition, there is equity in the property as
opposed to the.
I don't want to say it's a fakenumber, but the number that the
new construction home brings isonly based on the comps that
the builder provides.
So, in all honesty, you don'tknow exactly what that value is
until the first person decidesto sell their home.

(37:15):
That's in that community,correct, you know.

Speaker 2 (37:18):
And it takes a while is what I'm seeing when I'm
pulling those comps.
It's like nope, actually thebuilder ate the equity when he
sold it to you.
There you go, sorry but it'strue.

Speaker 1 (37:26):
Yes, I almost have you say it again.
So I've got some stats that wecan pull up.

Speaker 2 (37:34):
Here Was that Super Mario?
That was my new ringtone,that's so cool.

Speaker 1 (37:38):
I just downloaded that last night.
Actually it's the one up likewhen he hits it.
Okay, so we're right here,looking at this quick article
that came out on the 23rd it'ssome data, or at least an
article about September, and itsays September, homes sales

(37:59):
dropped to the lowest since 2010.
And 2010 was pretty low, matterof fact.
If we can, let's look athistoric home sales in the US
chart.
Pretty sure I can findsomething.

(38:24):
Home sales, medium price no.
Home seller profits profitsgoodness gracious, um.
Home sales.
Home sales, home starts oh well, no big deal, and we're going
to go back to this.
So the medium price and theseare the key points to this

(38:46):
article.
It says the medium price ofexisting homes sold in September
was 404,500.
That was an increase of 3% yearover year.
Inventory rose one and a halfpercent month to month to 1.3
million homes and I mean wedon't have to read this whole

(39:06):
thing, but I want to get kind ofa roundabout says sales of the
previous owned homes fell 1% inSeptember compared to August to
a seasonally adjusted annualizedrate of 3.84 million units, the
slowest pace since October of2010,.
According to the NationalAssociation of Realtors, sales
were 3.5% lower than inSeptember of 2023.

(39:31):
Sales fell in three out of thefour US regions, with just the
West region seeing a gain.

Speaker 2 (39:39):
So the West is still seeing a gain.

Speaker 1 (39:40):
They're still seeing a gain.
They're still seeing a gain andthe odd thing that I think
people are hesitant about andalso not really understanding or
knowing how to compute theconcept but we're seeing more
homes hit the market.
Property values are stillrising, as are interest rates.

(40:04):
Right, and you'll see a lot ofthings on social media from
other lenders that are likerates are lower.
Everybody jump back in whenreally they're not lower.
They've dropped a tiny bit, butthen they increased even higher
before that, and that'sintended.
We've got to slow downinflation, et cetera.
That's really the only thingthat you can.
But what are your thoughts tothis?

(40:25):
I mean, why are home salesslower?
Are people not putting in thework that they should be?
Are buyer sentiment low?
What do you think?

Speaker 2 (40:37):
It's the buyer sentiment, in my opinion.
I feel like the next cycle ofbuyers saw what happened and
they're like what the hell?
Yeah, Right, yeah.
And they've also seen peoplemake the mistake that whatever
their purchase was someone theyknow, whatever, and so they want
to capitalize on the best casescenario.

Speaker 1 (40:55):
Yeah.

Speaker 2 (40:56):
And I'm having these conversations with some of my
younger buyers.

Speaker 1 (40:59):
Very good, yeah.
Now what are thoseconversations like?
I mean, what that they?

Speaker 2 (41:04):
are telling me their thought process and it's the
ideal situation and it's notideal, right?
But you're renting for X amountand how long do you intend to
do that?
But not only that, but I'mhaving the real conversation,
like you're telling me you havethis cash and it, as we know,
we're going to spend it, so youbetter spend it on the house.

(41:25):
Like, why are we waiting?
And, um, I think that my, mybuyers are.
I'm relatable to them becausethey see me as young too, even
though I'm typically older thanthem.
You're pretty young, kind of.
I love that Young-ish,young-ish.
Me too.
Me too, guys, I had the gray.

Speaker 1 (41:40):
Love that Young-ish, young-ish.
Me too, me too.
Guys, I had the gray.

Speaker 2 (41:43):
But yeah, no.
So I just tell them like it was.
For me it was the scariestthing, it was during COVID, but
I don't regret it and it kind ofmakes you grow up, but in a
good way.
Where you're like this is themost important thing, because so
many good things happen againaround your home.
You are more intentional.

(42:03):
It's not like you're justliving in somebody's house.
This is memory making, this isintent.
So I have the deeperconversations of like.
Let's not like, say well,because they'll talk themselves
out of it quick.

Speaker 1 (42:15):
Absolutely.

Speaker 2 (42:16):
Yeah, so I bring, like their thought process of
the future to the forefront,because time passes and you're
going to spend the money.
That's right passes and you'regoing to spend the money.

Speaker 1 (42:23):
That's right.

Speaker 2 (42:24):
And then you're going to be like man.
I wish I would have done it andI hear it all the time, even
from older people, and it breaksmy heart.
I'm like it's happening.

Speaker 1 (42:32):
That's right.

Speaker 2 (42:33):
Let's make it happen for you.
You know, don't wait, becauseyou're just going to kick
yourself later.

Speaker 1 (42:44):
It's true.
I mean, there's a lot of folksthat don't get the concept
because, let's face it, homesare not the same price as they
were before.
They're not the same paymentthat they were before Getting
you to under you as the buyer,as the potential buyer, to
understand that it's time to nowsacrifice a little bit.
Either you do buy that homethat you want and bite the

(43:04):
bullet for the higher payment.

Speaker 2 (43:05):
Or sometimes it's not buying that one yet.

Speaker 1 (43:08):
And that's okay, and that is kind of what I want to
bring home is a lot of folks arenot willing to sacrifice,
meaning I'm either going to giveup this extra stuff that I'm
doing to afford that house, orI'm going to drop my price down
to where I can afford it, sothat at least I'm gaining equity
.
I'm doing to afford that house,or I'm going to drop my price
down to where I can afford it sothat at least I'm gaining
equity.
I'm not paying somebody else'srent, I'm not throwing away my

(43:30):
money and at a certain pointbecause time, as you said, it
will continue.

Speaker 2 (43:34):
Yeah.

Speaker 1 (43:35):
You'll be able to tap into it, sell it, leverage it.

Speaker 2 (43:39):
And I lead by example , Like I use my situation as an
experience too, Like I've hadpeople have the audacity to say
who is your builder?
And then they're like you know,in our industry and private
talks are like, oh, you boughtthat and I'm like yes, I bought
it because it made sense at thattime, that's right.
I'm, you know, a young familyand it's going to be my rental.
So I'm not ashamed to say thatand it's a good builder and it's

(44:04):
a great house.
But that's my point, and I usemyself again as an example.
This is going to be my rental,and now we have another rental
and then we're going to get thebig, big house.
But everything takes time, it'snot?
It's true, some people do goall in and we could have, but
that wasn't my plan and thatdoesn't have to be your plan,
and usually it sounds likethat's their plan, but they're

(44:26):
kind of scared of it.
So it's like, well, start herethen.

Speaker 1 (44:29):
Right Start somewhere , absolutely Right.
I do agree with that.
The idea behind what folks areand it's really only the
realtors that I see talkingabout it, the builders and oh,
they're not a good builder.
Okay, why?
Because their commission waslow that month.

Speaker 2 (44:48):
Well, it's not that builder.

Speaker 1 (44:49):
Okay.

Speaker 2 (44:49):
It's still a good builder, it's just not like-.

Speaker 1 (44:51):
Funny how we all know what builder we're talking
about without actually sayingthe L word.
It's not that one, it's like acommon thing.

Speaker 2 (44:59):
It's weird.
I don't have a problem withthem I have plenty of sales reps
that are friends that work forthem.
They work really hard.
I have friends since I startedand I used to sell them before
they had a bad rep.

Speaker 1 (45:14):
Put it this way they wouldn't be a publicly traded
company if they were doingsomething wrong.

Speaker 2 (45:18):
No, seriously Like I was looking into one of those in
Miami because that's like agoal, like I want to have a
beach out and so down therethat's their Mecca, right?

Speaker 1 (45:28):
Yes, have you seen what the insurance is though?

Speaker 2 (45:31):
Yeah, I was like can we just like, not insured, who
cares?
Let's just live great for theyears before it gets blown away.
That's right, that's awesome,it'll be worth it.
I'm just kidding, don't takethat advice.

Speaker 1 (45:43):
Just kidding Kinda Kinda.
Sometimes you want to, you knowso my wife does insurance also,
okay, and it's been a hell of aride with insurance too.
Everything is going up.

Speaker 2 (45:54):
But they're doing well.

Speaker 1 (45:56):
Kinda sorta yeah, I mean yes when they're able to
sell the policy.
You know a lot of situations.
It's like okay, this house nowdeems you to have a $3,000 a
year policy, whereas before itwas only $1,500.
So you've doubled the insuranceand that borrower that
qualified before buying this.

(46:16):
They don't qualify anymore, soit's you're running into all of
these issues that are outside oftheir control.

Speaker 2 (46:23):
I've been curious to see what's going to happen with
that.
Is there going to be like justthe way they came in regulated
us.
Are they going to go in andregulate that?

Speaker 1 (46:31):
I would think so.

Speaker 2 (46:33):
I'm interested to see Same here, because they did it
to you guys, absolutely, theydid it to us.
I'm like y'all are next.

Speaker 1 (46:39):
That's true.
And with you guys, you guyshaven't really seen any lawsuits
after the lawsuit.
I should say With us it waslike okay, they regulated it,
then they regulated it again andthen they went after the
culprits in our industry.

Speaker 2 (46:55):
I think they did a little bit of that.
Yeah, they did Okay, yeah, butit was from the top, where the
main brokers are like, don't betalking about local handling it.
So I think that that stuffthat's actually happening is
it's still happening.
Not so much, but it happenedand it was taken care of, but
they still went after.
Makes sense, yeah it does makesense, but there wasn't a whole

(47:16):
lot of mischief in my opinion,the way it was in yours.

Speaker 1 (47:20):
Yeah, opinion the way it was in yours?
Yeah, no, you're right, you areright.
I will attest I was not in theindustry back then, y'all.

Speaker 2 (47:26):
There was some shady shit.

Speaker 1 (47:27):
There was a lot of shady shit going on and it is
the reason and I repeat thisover and over, because I want
people to understand that thecrash was not necessarily a real
estate crash.
It was a fraud crash.
Correct, there was a lot offraud.
There were a lot of fraud.
There were a lot of folks thatwere in homes, buying multiple
homes, that, frankly, should nothave been able to Right and it

(47:50):
spoiled it for the rest of thebunch.

Speaker 2 (47:51):
But imagine the people that capitalized on that
and then like did well, myparents.

Speaker 1 (47:56):
Yeah, absolutely.
They couldn't afford the housethat they built and still live
into this day.
They did an 80-20 loan I alwaysthink about the California
people who do that, see, and Ithink that California plays by a
little bit of a different ruleif not different rules, then
different mindset from the buyer, because you've got more people

(48:16):
that are combining their incometo purchase that home, whereas
in San Antonio purchase thathome, whereas in San Antonio
it's very rare that you seegrandma, mom, dad living in the
same household and using theirincome.
California, absolutely, becauseyou've got the prices of the
homes.

Speaker 2 (48:32):
Are you thinking Huntington?
I'm thinking Huntington Beach.
You're thinking like.

Speaker 1 (48:36):
I'm thinking all of it, to be honest.

Speaker 2 (48:38):
So it's like multi-generational living.

Speaker 1 (48:41):
At least to get the home.
At least to get the home.
Okay, at least to get the home.
I wonder if we've got stats onthat, let's see here.

Speaker 2 (48:47):
That sounds.
I mean, don't get me wrong, I'dlike to live with my mom, but
that sounds like awful.
If you are forced to, I live.

Speaker 1 (48:55):
Like that's a different situation.
I've been away from my mom andthat's too close.

Speaker 2 (48:58):
No, I bought my house across this neighborhood from
my mom on purpose, okay.

Speaker 1 (49:04):
Well, yes, it's a cheaper daycare.
They do that.
I've actually talked to somepeople in California and it's
very common that you'll see twodifferent couples going in just
so they can live in a certainpart of town Because it's so
expensive.

Speaker 2 (49:21):
California it's so nice though it might be worth it
.
I know people hate California,but I love going to Santa Monica
and walking by the beach.
If you lived somewhere whereyou had a beautiful scenery, it
might be worth it.
Yeah, Not that Texas doesn't,but I'm just like I live in the
hills.

Speaker 1 (49:38):
I've got nice scenery , but it's hot as hell.

Speaker 2 (49:41):
It's dry and hot and I'm tired of it.

Speaker 1 (49:42):
Yeah, I totally get that.
It's giving me two answers here.
It says uh, precise datapercentage.
Okay, good, let's see here incalifornia, approximately 14 of
recent homes purchased aremulti-generational.
So 14 that that seems like alow number.

Speaker 2 (50:01):
But I wonder how big they are Compare that to Texas.

Speaker 1 (50:07):
Let's see if we are actually the culprits that are
doing that.

Speaker 2 (50:11):
I've had more buyer requests for that, to be honest
with you recently.
Look at that For amulti-generational type of home.
Yep, I have.

Speaker 1 (50:19):
And when we bought our home prior to this one, we
bought it, built the casita andthat was our intent to have one
of the in-laws come and stay orwhatnot.
And it was just like you know,let's just keep going, let's
just keep going, and we'll dothis when they're ready, versus
just sitting on it.

Speaker 2 (50:40):
So you made it into a gym.
They're not ready.
This is my man cave.

Speaker 1 (50:46):
I turned it into my man cave.
Yes, that's funny man.
I wish I would have had it,then we'd have a whole studio
there.
But yeah, what I found out indoing that is, if it is not
attached to the house, itdoesn't really add additional
value, unless they count it as ashed or something like that
yeah Well, you have to pull thepermit, and then Correct.

Speaker 2 (51:07):
Yeah, I'm like it does.

Speaker 1 (51:09):
I didn't do that.

Speaker 2 (51:09):
Okay, See there you go there, you go.
It's your realtor, I would tellyou, call BCAD and then Damn it
, Marcus Loffey.

Speaker 1 (51:16):
You see Just kidding, but yeah, that's something that
I think our market needs tomaybe either be enlightened on,
be educated on even more, andkind of the message that we've
been spreading on this show iseducation educating these people

(51:37):
, giving them a differentperspective on.

Speaker 2 (51:41):
I have something to say about it, please say it.

Speaker 1 (51:42):
I agree with your chest.
I agree, hit it with your chest.

Speaker 2 (51:44):
I think we should definitely educate the consumer,
but not so much so that it'sall just there for them to grab
and then we don't get to speakto them and it's like so-and-so
said and it's a blurb right thereels.
I think the education needs tocome back into, like buyer
consultations and Saturday buyerforums.

(52:06):
Come in, talk to us.
I love it, because then it'stoo easily accessible, the wrong
message gets spread and thenyou don't necessarily get the
client.
That's very true, the goal,let's be real.
Yes, you are correct, educatingthem enough to know.
You know, she knows what she'stalking about.
Let me call her, but maybe noteverything, guys.

Speaker 1 (52:26):
Intentionally.
I like that from the beginning.
You mentioned you do thingsintentionally Right and it kind
of goes hand in hand with whatyou just said.
It's not just spray all thisstuff out there.

Speaker 2 (52:37):
No, because then they , you know, they assume on
certain parts and not everything, it's misinformation if they
just not get the full detail.
And we can't possibly do thatunless we're sitting in front of
them.

Speaker 1 (52:49):
I agree.
You know, what I'm not seeing alot of these days is home buyer
education classes.

Speaker 2 (52:57):
I'm doing one, are you?
Yeah, I sent an invitation out.

Speaker 1 (53:00):
Let them know.

Speaker 2 (53:01):
Okay, well, I sent an invitation out, we're picking a
date, Okay, and so I want to doone in December.
I've never done one before.
Okay, I kind of just had abunch of buyers in the beginning
and now I've been doinglistings.
But I want to get back in frontof them and do my part on the
education, because I complainabout it, yes, you know, and I'm
like, okay, well, I need to goover there, I love that.

Speaker 1 (53:22):
Yeah, I mean, and that's I used to do a lot of
classes both for realtors,buyers directly.
Our business that we've builthere is, I will say, maybe 50%
consumer direct.
We built reviewmymortgagecom.
Leads come in from folks thatare looking to educate
themselves on the differenttypes of programs that are out

(53:43):
there in their area, based ontheir situation.

Speaker 2 (53:46):
Those are the kind of buyers I love, though.

Speaker 1 (53:48):
It's true.

Speaker 2 (53:49):
Because they know and they-.

Speaker 1 (53:50):
Or at least they want to know.

Speaker 2 (53:51):
Well, they want to know, They've informed
themselves enough to know thatwhen they speak to me and the
topics that I'm speaking to I'mnot they're like okay, she, you
know, and that could be anyother agent too, anyone that's
educating themselves, thateducated buyer is going to pick
you.
Because they're like okay, thisperson is aligning with.
I literally had clients saythat's exactly what I was you

(54:13):
know, and so then you mesh welland you pick up the buyer,
absolutely so.

Speaker 1 (54:17):
Absolutely those are my favorite buyers.

Speaker 2 (54:19):
That's pretty cool yeah.

Speaker 1 (54:24):
If you don't have a lending partner, let me know if
you do.
I totally understand.
I'm not going to injet myselfin that, but I do like to
present, I do like to educate.
I'm not the most orthodox, asyou can tell, but they get the
point across and I think it'sthe high EQ that I have that
allows me to relate to thepeople that are in the crowd,
that are different backgrounds,right?

(54:44):
Kind of how San Antonio is abig melting pot.
It really is.
You're not going to get allMexican, all black, all white.
We're everything.
Matter of fact.
Chances are it's white, black,hispanic.
What have you that made thesepeople?
Right, you know it'sinterracial, yeah for sure,
right.
Well, denise, we've talkedabout a lot of things here.
We've talked about your had asa realtor in this industry, and

(55:25):
it can be in the past, today,anything like that, because I
always want to give thelisteners out there something
that they can take back to go.
You know what I can relate tothat.

Speaker 2 (55:36):
My struggle is always feeling like I'm never doing
enough, when I know that I am,like I don't have enough time in
the day, but just, and thatcomes from shutting out the
noise and being aware of whatyou're intentionally doing every
day and holding yourselfaccountable, because if you, you
know I like to write stuff down, I'm old school same and then

(55:59):
I'll scratch it off.

Speaker 1 (56:00):
I mean?

Speaker 2 (56:00):
I mean pages and pages.
So I always hope that nobodyever finds my thing, because
they're going to be like thisperson is really weird, that's
awesome.
I'm like whenever I take itsomewhere, I'm like don't forget
it, because someone's going tofind it.
That's funny, but anyway,that's my struggle is like just
being nice to myself and sayingyou are doing enough, and this

(56:21):
is why Look at what you'veaccomplished.

Speaker 1 (56:23):
I love that.

Speaker 2 (56:24):
So because when you don't for me I freeze, and then
you don't do anything, right,right so.

Speaker 1 (56:31):
Analysis by paralysis .
Yeah, I think that.
Yep, it's a real thing.

Speaker 2 (56:35):
And it's a battle Like you've always got to be
like on top of it.

Speaker 1 (56:38):
Absolutely no, we're not doing that, yes, that was a
good struggle.
Now one more question to finishit up Is there any advice that
you would give out there toeither buyers, other realtors,
lenders, anybody?

Speaker 2 (56:53):
I think that taking a good approach to being
emotionally intelligent andreading your audience is
important.
And just for buyers they needto have questions too is what
their expectations should be fora real estate agent, because
there's so many times they'relike I didn't know and I'm like
what did you ask them?
What was the criteria beforeyou hired them?

(57:18):
So expectations for that isimportant for the buyers.
That's really the thing.
And I think sellers mostsellers know when a seller
doesn't have expectations, I'mworried.
If I want the client Right.
Because I'm like how are wegoing to handle this?
You know, I'm like, you know,so that's the thing.

Speaker 1 (57:33):
It's tough to communicate in that aspect
because it's like you haven'tgiven me much, so I'm just going
to guess on this stuff.

Speaker 2 (57:39):
And I don't like to do that.
I want my seller to tell me,like this is what we're doing or
this is how I'd like it, or, ifthey're not delivering, that I
ask the questions and write itdown so that I'm making sure
that when I give it back to you,it's delivered the way you
asked for it.

Speaker 1 (57:53):
Spoken like a true real estate expert.
Denise, I want to thank you forjoining us today.
First podcast no, oh well.
Shoot oh well.

Speaker 2 (58:02):
I've only done.

Speaker 1 (58:02):
I did JJ Garena's when I first started JJ's solid
man.

Speaker 2 (58:06):
Yeah, I never watched it.
I don't watch them because Idon't like seeing myself, and
it's just weird to hear your ownvoice.
This is going everywhere, soyou won't be able to miss it.
I've seen your advertising.
You're great at that and I didthe Leto show the other morning,
so that was fun, very cool.

Speaker 1 (58:22):
Well, um, ladies and gentlemen, those, they, them,
all of you out there listening,I hope you got something from
this.
I think, uh, one of the biggestmessages that I heard within
this key factor we'll call it umis believe in your own worth.
Make sure that you're notjeopardizing your worth for
something else that's easy orsimple, Um, because, in the end,

(58:42):
that easy or simple thing couldeither end up hurting your
career or, worse, ruining yourcareer.
Again, I want to thank you,Denise, for joining me on this
discussion and those of you outthere.
hope you're getting somethingout of this.
If you are, make sure to like,subscribe, share with a friend.
You never know who's going tobe listening or who needs this,

(59:02):
until the next one.
We will catch you later.
Bye.

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