The Surprising Truth About San Antonio's Housing Market Nobody Tells You

Episode Transcript
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Speaker 3 (00:54):
Thank you, different now like, and is she coming to
you angry or like compassionate?

Speaker 1 (01:00):
no, compassionately, like she really means well, okay
, yeah, that's great.
Is that better now?

Speaker 4 (01:06):
Much better.
I can hear you.

Speaker 1 (01:07):
Now I can hear myself .
Before it sounded kind of weird.

Speaker 4 (01:10):
If only your voice matched those eyes, you might
have a chance, wow, okay.
So we've got quite a bit that wecan talk about and before we
start the show, we just chop itup of what's off limits for you
If there's nothing.
Fantastic, because that's whatthis show is all about

(01:32):
Transparency being real.
You've seen it, you've heard it.
At the end of the day, you cancurse if you need to, just use
it the right way.
That's all I say.
I've got a couple of topicshere.
I've got the growth in SanAntonio, running a brokerage,
investment opportunities.
I wanted to go over somestatistics here to kind of kick

(01:53):
off the show after I introduceyou guys and welcome back to
another episode of Key FactorsPodcast Real Estate, af, where
the AF stands for and financing,and I'm your host, mark Jones,
and we are powered byreviewmymortgagecom, the largest
index of mortgage programs inthe nation.
Guys, I'm happy to announcethat we have surpassed the

(02:13):
15,000 subscribers on YouTubealone and just knocking on the
doorstep of 16,000.
So continue to share like,recommend this to other real
estate professionals.
So today I brought along areally nice treat for you all
and this group kind of came fromor sprung from a what do we

(02:35):
call it?
Motivational, yet act rightfrom Tom Ferry recently, but
without further ado, I want tointroduce my guests to my right.
I've got Gilly Mendoza.
Gilly, how you doing.

Speaker 2 (02:45):
Let's go.

Speaker 4 (02:46):
Yeah.
And then I've got RonnieTrevino how you doing what's
going on, good deal.
And then we've got Jeff Garza,the Jeff Garza.

Speaker 3 (02:54):
Howdy, howdy.

Speaker 4 (02:55):
Absolutely so, guys.
There's plenty that we have onthe chopping block today, but
before we get into that, Ialways like to give our guests a
little bit of time to just tellus who you are.
What I'd like to do is juststart down there at the end,
jeff kick it off.

Speaker 3 (03:10):
Yep, I'll keep it simple.
Jeff Garza, born and raisedhere in San Antonio, the broker
owner of Redbird Realty.
We're headquartered here in SanAntonio Today.
We sponsor about 175 agents.
We have an office in CentralTexas, here and now soon to be
in the Valley, and we've beendoing real estate for a minute
now, and I've been doing realestate long enough that I didn't
have this white beard, so justin case anybody wants to become

(03:32):
a broker.

Speaker 4 (03:33):
You mean you're not dying that to look, george
Clooney.

Speaker 3 (03:35):
Yeah, no, george Clooney here.

Speaker 4 (03:36):
This is all natural we got to be careful with George
Clooney these days too.
So, Ronnie, what's up man?

Speaker 1 (03:45):
What's going on guys?
My name is Ronnie Trevino.
I'm the broker owner of ResiRealty.
I've been in the real estateindustry for 17 years now and
I'm just a border town boy fromDel Rio, texas.
I was born in Cali, raised inDel Rio, texas, moved to San
Antonio in 2007, got my realestate license.
Didn't think that, you know,real estate was really that hard
to do.
Back then I wasn't watching thenews, I didn't know what I was

(04:08):
getting into.
But here I am 17 years laterand it's been quite a ride.
Amen to that.

Speaker 2 (04:15):
Gilly, you're up brother, gilly Mendoza Been, in
the real estate business for 12years.
Now I'm all in the businesswith my wife.
We've got a small real estateteam and our specialty, my focus
, is real estate investing,which I'm very passionate about.
I knew that this was anindustry I wanted to get into.
I didn't know if I would enjoyit and love it as much as I do,

(04:38):
but thank God I'm here, I'm inthe business and I literally
can't see myself doing anythingelse outside of real estate.
Maybe at some point venture anddabble into different
businesses, but I think realestate will be where I end up,
absolutely.

Speaker 4 (04:55):
And many would say that if you do it right, you can
build yourself arecession-proof business, and I
think that right now we're goingthrough a bit of a struggle as
a whole in real estate regardingwhat the mindset of others in
real estate believe our businessis doing.

(05:15):
Right now, and hopefully withthese great minds in the room,
we'll be able to chop some ofthis stuff up, dissect it,
unpack it and give folks someunderstanding of the mindset of
top producers, brokers that areleading the way in what we do.
That being the case, I've got acouple of topics here and one

(05:35):
that rings home that I'd like tokick it off with, and it has to
do with work-life balance.
We were at the Tom Ferry eventrecently and he made mention to
this and I agreed with it, havepreached it for a while, but I
want to get you guys' take on it.
How is it matter of fact?
I'll start with you, ronnie.
How is it that you're able tocontinue to produce, continue to

(06:01):
guide your team, grow yourbusiness, shift to the ever so
changing market and keep balance?
Is that something that is evenreal?

Speaker 1 (06:11):
That's a great question and, like we were
mentioned a little while ago,jeff and I were talking about
that last week and you can move,it's comfortable, yeah, sure.

Speaker 2 (06:20):
This is good.

Speaker 1 (06:23):
I think a lot of times, whenever we get into this
business, we're not really.
My kids are growing up, I needto start spending more time at

(06:47):
home.
How do I make that happen?
And so, for me, it was beingpatient with achieving that
work-life balance.
So it wasn't something that Icould just think of and then it
happened overnight.
It was something that I wantedto achieve, and it's been a work
in progress, to be honest withyou Like I'm still trying to
achieve it and have I gottenbetter over the years?

(07:10):
Absolutely, and what are thethings that I've been doing?
One of them, I think the mostimportant thing, has been that
good at with people that are inmy life that can benefit me and
benefit my business, and inreturn, I'm benefiting them in

(07:32):
forms of compensation or informs of giving them a bonus for
doing what they're doing.
Then I think it's a, it's agreat exchange, it's a, it's a
win-win.

Speaker 4 (07:41):
So I love that you mentioned that the value
exchange and it's notnecessarily always monetary-
Absolutely.

Speaker 1 (07:47):
And then another thing that I've learned over the
years is to incorporate myfamily in work.
So whenever I'm doing likewe're having a big Christmas
event next week Well, it's anevent for my clients, but you
think I'm not going to have myfamily there I'm absolutely
going to have my kids therehelping out, passing out treats,

(08:07):
having a good time, you know,making people laugh whatever
they're doing, right, just beingkids.
But I think it's important toinvolve the family and the
business.
And then, uh, do you that's?
Is that the ideal work-lifebalance?
Maybe not, but it makes thingsbetter, right, there's still
memories that you're creatingwith your family.

Speaker 4 (08:27):
And you mentioned ideal, and I think that that is,
I mean, in itself, is and Ihate to say this because the
damn, what is it?
Generation Z uses it all thetime, but it's almost subjective
to the person.
What is your ideal?
Well, what is your goal?
What are you trying to get toperson?
What is your ideal?
Well, what is your goal?

(08:47):
What are you trying to get to?
Um, how difficult and how muchtime is.
Whatever it is that you'regoing for, going to take away.
And one thing that you justmentioned that I've noticed
about all of us here in thisroom is our families are
involved in what we do.
Uh, matter of fact, I had adifficult time with work life
balance, so so I said babe, getin the business, opened up
insurance company.
Now she's doing real estate,now we're going forth together,

(09:10):
similar to you, gilly, if youwant to take this away, what is
your thoughts on this work-lifebalance thing that we're
constantly trying to chase?

Speaker 2 (09:20):
Yep, yep.
So I never really understood itand, as I've studied, I feel
like very successful and what Iwould define as successful.
Right, because everybody hastheir own definition of what
success is and what that meansto them.
But where I find successful isit's looking at people that have
been in the real estate space,specifically in the development
space, and that have createdwhat we would call generational

(09:42):
wealth, and truly indestructiblegenerational wealth.
And by that I mean, like whererecession can't tear down this
generational wealth.
Right, like losing two, three,50 tenants in properties that
you own or doors that you own.
And for me, what a door, anumber count that I would like
to get to is 2,500 doors rightAt some point in my lifetime,
and I don't think it's going to.

(10:03):
Is 2,500 doors right At somepoint in my lifetime.
And I don't think it's going tohappen alone.
This will happen with my family, as my kids get incorporated
into the business, if they do.
I think this will happen overtime.
But to be the first generationto create that wealth, there's
going to be some massivesacrifices and so, knowing that
I have to do that and have toput these long hours in, and

(10:25):
that's just because I'm thefirst one to come into the
business and I'm going to pavethe way for my kids, my
grandkids, and for those tofollow after.
Hopefully, they keep thebusiness going On the
development side.
There's going to be someextreme sacrifices, some long
hours.
So what we have done, or what Ihave done, is had these
conversations with my kids, mywife and, fortunately, my wife.

(10:46):
She came, or comes, from afamily of entrepreneurs, so she
knows the sacrifices.
So for me having to explain toher, have these conversations
with her, she knows it, so I'vealways had her support, which
has been extremely helpful.
But it's having it with my kidsand saying, okay, nayeli,
especially Nayeli, becauseNayeli's the oldest, she's 16.

(11:07):
Dad's going to have to work verylong hours, right, like?
I just hope you understand this.
And the reason I would have tohave this is I started this when
she was four years old is Iwould ask her hey, what can dad
do to be a better dad?
And what came up now one time,but a few times, and this has
come up with now Malachi, who's10 years old, is Dad, I wish you

(11:28):
didn't work as much, I wish youwere home more, I wish you were
around the way you used to be,and so knowing that, hey, if I'm
trying to really create thisand build this and go after it,
I'm going to have to createthose sacrifices right.
And I'm going to have to haveconversations with them.
So having those conversationsand saying, hey, nylee, like,

(11:50):
give me three months, dad'sgoing to be working probably
every day in long hours.
Give me three months and by,let's just say, by May time,
that'll have some time freed upor I won't be there as much.
But I just need you tounderstand that that's going to
happen for these next threemonths.
So that has been super helpfulwith the kids.
But that that's my thoughts,and and and I look at it even

(12:11):
another a step further that, asI'm a grandparent, that'll be
hopefully my time.
Right, I made, I put in thattime, I did those sacrifices
where I'm going to have thatfreedom to say, okay, hey, we're
all going to go on thisvacation, grandma and grandpa
are going to pay for it.
Right, I'm going to be able tospend time with my grandparents
and maybe my daughter and mysons are the one putting in
these long hours.

Speaker 4 (12:30):
Right right.

Speaker 2 (12:31):
Because they're trying to create what they want
to create.

Speaker 4 (12:34):
No, that's pretty impactful and I think it's
important for people to hearthat you're actually practicing
what you're preaching to yourkids and they're able to see the
path in how to get there,because there's a lot of folks
out there.
I'll be honest, I didn't havevery many role models growing up
to go, okay, my dad's away atwork.

(12:55):
Instead, my dad was coachingand doing all the things.
So we were always around them,but we didn't have all the
vacations.
We didn't have all of thosethings that I saw all of my
wealthy counterparts at the timebeing able to do.
So, knowing the sacrifice, nowsuper important that you're
getting them involved.

Speaker 2 (13:16):
Jeff, go for it.
I just want to add too, becauseI do think being present is
very important right I hear thisa lot from our pastor
specifically is I'm not aperfect father, but I'm a very
important right, like I hearthis a lot from our pastor
specifically is I'm not aperfect father, but I'm a
present father, right, andthat's something that I've
always prided myself on, Likeyou know.
The long hours yes, that'sdefinitely going to be there,

(13:37):
but I will say I'm veryintentional about never missing
my kids' games or anythingthat's school related.

Speaker 4 (13:44):
That's very important , Right, and luckily, we're in
an industry where you can, ifyou prioritize properly, get
your shit done.
You can adhere to thosepromises, correct?
Um, my, my wife shot outKristen Jones.
She's got a tattoo right herethat says wherever you are, be
all there.
Wherever you are, and, and, and, whatever the case may be, I'm
in this podcast.

(14:04):
I love doing these because it'san hour, two hours, no phones,
no distractions, havingintellectual conversations that
are meaningful, that others canhopefully take and apply to
their lives.
Yeah, Jeff, we're onto you.
Brother, what do you thinkabout this work-life balance
thing?
I think, with your situation,you've got yourself, you've got

(14:27):
your wife, who's also in theindustry, and then you've got
175 plus mouths that aredependent upon your leadership.

Speaker 3 (14:35):
What's that like?
Well, I mean to add to thatplus staff, plus business
partners and plus industryaffiliates that also lean on me
to be able to produce somethingfor them for us to be in
fruitful relationships, right?
So there's a lot to this.
I mean this.
This podcast really couldreally be about this one thing,
to be quite honest.

(14:55):
But so I'll give you a coupleof different versions of it.
The first one would be when Igot into real estate, I looked
at what the world was telling me, based on metrics and studies,
that my percentage chance offailure or success might or
might not be, and then I tookthat information and looked at

(15:17):
what Jeff was going to say.
Jeff's percentage chance offailure or success was going to
be, and so we've talked aboutthis numerous times, and agents
who are listening to this needto know these stats.
The National Association ofRealtors says that a brand new
agent will be out of thebusiness with an 80% chance
likelihood before year three.
Okay, and so it's, it's, it's,it's, it's, it's, it's a

(15:40):
turnstile.
A lot of people can get in anda lot of people get out, right,
and that's just what what it is.
And so when I got in, it wasabout 80, 85%.
It just continues to get higher.
And so when I did the researchearly on, when I was getting my
license, you know, to be quitehonest, I was scared, shitless,
because I was going to bejumping into the deep end of the
pool, uh, trying a salaried jobwhere I was vested you know

(16:06):
retirement system, you knowbenefits and all that other jazz
to go into something where itwas like you eat what you kill,
and if you can't kill worth adamn, you're going to starve,
right, and your wife and yourkids and everybody else is
you're leveraging all of that,right.
And so I just went after it,right.
And so I remember theconversation that I had at that
time with my family Um, thiswould have been I don't know, 11

(16:30):
years, give or take, right, um.
And I would have had aconversation with my then two
very young teenagers, uh,adolescent, uh, children, uh,
seth and Megan.
And then, uh, dylan at the timewould have been geez, he would
have been I don't even know, buthe was young, right.
And so at that time I knew thatI had to give up something to

(16:51):
get something in return, right,and that's what most people are
not willing to do?
They want to look at fake book.
They want to look at, you know,redbird.
They want to look at Rezzy.
They want to look at Real andGilly.
They want to look at, you knowGilly International and all the
things he's doing and what we'redoing.
But they don't ever want toknow, like really, how did
chapter one start?
truth be told right, I've neverhad anyone say hey, jeff, I want

(17:13):
to buy you coffee and I'd likefor you to teach me how you
started.
Right, how I started was Isacrificed time because time was
my only asset, right, right.
And so, yes, was there a yearwhere I was not going to my
daughter's cheer events?
Yes, but that was an agreementthat we made together as a
family, right?
Do I regret it?

(17:33):
No, because I'm here today andI can be a much better father
and grandfather to her daughtertoday than I could have been had
I not done this investment, orinvesting in ourselves, like you
said, and building thegenerational, like trying to be
the forefather of something,right, important.
I remember my boys.
Right At that time, I actuallyowned a select baseball
organization.

(17:54):
Okay, I had about six teamswhere I had the paid trainers,
the paid coaches.
What year?

Speaker 4 (17:58):
was this.

Speaker 3 (17:59):
This would have been.

Speaker 4 (18:00):
Were you playing at Baseball USA?
Oh, yeah, yeah, we at BaseballUSA.

Speaker 3 (18:01):
Oh yeah, yeah, we were Baseball USA, yeah, yeah
back then, yeah, and we weredoing a bunch in Round Rock and
stuff.
So yeah, I mean, we would havebeen doing a bunch.

Speaker 4 (18:08):
I was probably playing on the field at that
time.
Yeah, I would have.
Yeah, I would have had.
I mean I decided.

Speaker 3 (18:12):
And basically our head trainer, our head coach, if
you will I was like, hey, I'mgoing to sell you the
organization and I'm not reallyasking for a dollar, I'm
basically giving it to you.
And he was like, what do youmean?

(18:32):
And I'm like I'm not going tobe on a baseball field for
another year and I need you tohandle this and take care of it.
And so I just washed my handsof it, right, because I knew
that I had to be all in in realestate.
Right, and again, that's mystory, right.
And so I was so adamant and notfailing, that I gave myself off
in my first year of real estatethe first Monday of every month.
And that was it, because I toldmyself I would be earning or

(18:55):
learning every single freakingday.
And I was going to be atapartment complexes, I was going
to be at builder communities, Iwas going to be meeting with
investors, I was going to be atlunch and learns.
I was going to be at mybroker's office.
I was going to be tucked awayin a room at my house just
YouTubing for six hours, likethat's the shit most agents
won't do, if we're being honestyou know, and I wasn't trying to
like listen to all of that tofigure out how to mimic and

(19:16):
replicate.
I was trying to figure out, like, what was my style, what could
I draw from him, what could Idraw from her and how could I
adapt it.
Right now, fast forward, youknow, a decade plus later, you
know, now having theorganization which is the
brokerage Redbird Realty.
Like man, you know, this guyand I have, and I have become
very close because we share acommon bond, which is he's

(19:38):
growing his independent brand aswell.
Right, and, and, and I told him, I don't know, Brian, you can
probably jump in, but I wouldhave told him a year ago, like,
be ready to work harder than youhave ever worked, Be ready to
give up more hours than you haveever given up, and be ready to
be able to look at your familyand know deep in your heart why

(19:59):
you're doing it.
You know, because you've got tobe able to have the stones to
be able to say, hey, you knowwhat lovely family.
I cannot be there with you allthis weekend.

Speaker 2 (20:06):
That's right.

Speaker 3 (20:06):
Because duty calls and because I'm building for
something bigger, for the masses, for all of us, so that way we
can leverage this one day andhave something, have a piece of
a pie, right, we all talk about.
Well, I want the piece of thepie, I want the piece of the pie
and Thanksgiving's right aroundthe corner, or whatever.
And Thanksgiving's right aroundthe corner, or whatever, but
you've got to build your pieceof the pie.
It's just not given to you, man, and so that's a general

(20:28):
concept.

Speaker 1 (20:29):
But I don't think there's balance.

Speaker 3 (20:31):
If you want to get back to the balance, I think
there's controlling theimbalance, I think there's being
in control of the chaos, and Ithink that's probably.
I'm curious to see what y'allwould say, but I seek to have
control of the chaos.
You know to where?
I'm not a firefighter and allof your fires are my fires.
No, no, no, no.
We're going to time block.
We're going to calendar.
There's times meetings for this, there's meetings for that, but

(20:52):
there's just a shit ton ofmeetings throughout the day.

Speaker 4 (20:54):
Right and I think the most important thing that was
said there.
There's plenty but the idea ofyou controlling your own fate
because technically you areself-employed.
Any realtor listening?
To this there are very few inthe industry.
Matter of fact, I'd go as faras to say that most that are not

(21:15):
technically self-employed andgetting a W-2 as a realtor,
working for some type of onlineorganization, they're not going
to tune into this, everyone elseis eat what you kill.

Speaker 3 (21:24):
That's exactly right.

Speaker 4 (21:26):
So you've got to build what you're doing and in
order to build that, throwbalance out the window.
It's just not a thing, andyou're going to have naysayers
or just sayers that say, hey,what about your work, life
balance?
Well, no, I've got prioritiesthat I've got to hit and I've
got to do these tasks, no matterwhat, in order to hit that, so

(21:48):
that one day I can have thatbalance.

Speaker 3 (21:50):
And you know what, mark, I have to say this and I'm
curious to see what y'all thinkI know that there might be like
coaches or trainers listeningto this that are going to say,
oh, they're full of shit, theydon't know, because there is
balance.
But those coaches are going tobe the same ones that say what
you focus on, grows we kind ofhave to give extreme focus to

(22:11):
where you want your extremegrowth and then you have to
figure it out.
And, going back to what Gillywas saying, thank God, like
everybody here at this table,you know that I actually know
all of all of y'all's families.
You know individually but, likewe all have people who are
supporting us and who are in acorner, which makes it that much
easier or better for us to beable to go do the crazy things
that we want to do and we setout to do.

(22:33):
You know, and I know, yourbiggest fan is at home, I know
your biggest fan is at home, Iknow yours is and I know mine is
, and for anyone again listeningto this like is biggest fan the
person you lay your head nextto and I'm not trying to be an
asshole, but geez like that.
That, that's a, that's a,that's a life audit.
Are you equally yoked?
Are you with the person who ismaking it okay for Gilly to

(22:54):
dream?

Speaker 4 (23:00):
And that you know.
That is literally what I wasgoing to say.
There is what is maybe someadvice you would give, because
I'm sure, almost certain, thereare plenty of realtors, brokers
out there that don't have thatsupport, that have someone
nagging saying, hey, you need tobe home for this, you need to
be home for that, why are youconstantly at the office, why
are you constantly running thestreets?
Et cetera.
Um, for me, my advice to thatperson is handle your business

(23:25):
and make sure that shit's worthit.

Speaker 3 (23:27):
That's right.

Speaker 4 (23:27):
If that makes sense, that's right.

Speaker 1 (23:29):
You know, for me, I remember when Sophia and I met
and prior to even thinking aboutreal estate, I was in a total
different industry.
I worked in a maquiladora inMexico and I worked in the
manufacturing industry and I sawthat.
You know, that was my vision.

(23:50):
But I remember telling Sofiaand shout out to Sofia, because
she's my biggest supporter andshe's the reason why I'm sitting
here today.
Honestly, I remember sellingher my vision.
Right, I didn't want to work foranyone anymore.
I wanted to operate my ownbusiness.
I had this grandeur vision ofone day being able to control my

(24:16):
own destiny and support myfamily in a way that they've
never dreamed of.
Right, something that I neverhad growing up.
Not that I didn't, not that Ilacked anything, because I had a
good life, right and um, butone one thing that that stood
out to me for you know, talkingabout all of all of this stuff

(24:38):
is um, whenever, whenever sophiawas was encouraging me to go
out and do what I wanted to do,I had to sell her my vision.
So I had to sell it to her andshe was convinced with what I
told her and she supported thatvision no matter what.
So it was okay whenever thelong hours were there, because I

(24:59):
sold her on that vision.

Speaker 3 (25:00):
to begin with she had already bought into what was in
your mind.
Absolutely soldier on thatvision.
To begin with, she had alreadybought into what you're, what
was in your mind?

Speaker 4 (25:06):
absolutely right, absolutely so.
I think so.
Before then, she had boughtinto you, yeah, and believed in
you and your capabilities, andeven if you weren't capable or
or able to yet, she believed ata certain point in time.
I'm gonna bet on that dude andand and you know what, I'm
riding it till the wheels falloff and it scared the shit out
of me and it scared the shit outof me Absolutely, and it scared
the shit out of me.
I think it should she said youknow what?

Speaker 1 (25:26):
Okay, I'll accept that challenge.

Speaker 4 (25:28):
Yeah.

Speaker 1 (25:29):
And then, well, I better, I better be the man that
I said I was going to be that'sright and do what I said, what
I was going to do.

Speaker 4 (25:35):
Matter of fact, that brings up another kind of, for
those don't have anybody thatyou are accountable to find one,
Because it should scare thepiss out of you that you have to
get this done, whether it isfor the sake of your family or
the sake of letting someoneother than yourself down, I see
no problem with that.

(25:55):
In my opinion.
There's a lot of folks outthere when you ask them hey,
what are you doing this for?
Oh, the money.
What are you doing this for?
I want to leave a legacy.
What are you doing this for?
There are some people that sayI'm trying to prove some people
wrong, and I'm totally fine withthat.
Matter of fact, I got into thisbusiness and did as much as I
did in production in the firstseveral years because I was

(26:16):
trying to prove somebody wrong.
It wasn't, I wasn't trying toprove myself right.
I believed I could or Iwouldn't have gotten into it.
I was trying to prove somebodywrong and thus far now that
person is a fan.
You know it's just kind of fastforward.
But there was another thingthat that you mentioned you were
making a good living.
You were fine I'm sure we allwere before we got into this

(26:43):
business.
But there's one thing thatstands out about every guest
that I've had on this show andbeen able to share conversation
with is we all wanted more andI'm safe to say, we still want
more, Absolutely.

Speaker 3 (26:53):
Without a doubt, you know, I'll say you know.
So consider these gentlemen tobe really good friends of mine
today, confidence like I'llshare some stuff with them, like
very privately you know becauselike I can trust that it's it's
it's falling on safe ears andon a safe heart.
You know what I'm saying?
Absolutely.
And so we lovingly call RonnieTrevino the blue eyed devil of
real estate.

Speaker 2 (27:13):
But but where I was going with this where I was
going with.

Speaker 3 (27:27):
This is animal, okay, but but we actually call him.
That's right, but we actuallycall him the brain of real
estate, okay, because this guylike.
So when you're talking aboutlike, we want more right.

Speaker 4 (27:31):
You know like, and I know he's been on on the show
before others right like youknow when gilly was actually my
very, very, very first podcastreally how very first, very
honored.

Speaker 1 (27:41):
let's go, man no wonder he's like in his element.
He's all cool and calm.
That's a small little tip.

Speaker 2 (27:47):
I'm a co-host, yeah, I love that we had cell phones.

Speaker 3 (27:51):
But, you know.
So when we talk about like wewant more, we want bigger.
Like man, I would buy Gilly anymeal on any day just to hear
what his version of bigger means.
Because when he tells hisversion today, because he'll
tell you like I always tellpeople, you've got to be able to
cast a vision and you've got tobe able to see your dream

(28:13):
before it ever becomes reality,right.
And so I'm like, hey, let's gohave dinner tonight, because I
want you to cast your vision.
I just want to hear it, becausefor someone like me, it's
exciting to see someone like him, and I'm just like, oh my God,
like I thought I had huge dreams, right, and I'm sure they
probably feel the same way aboutwe all feel the same way.

(28:34):
But to be able to be in a circleor to be able to be in a
sorority or fraternity of otherfolks that are like you, that
used to be laughed at, that usedto be questioned, that used to
be poked and prodded, maybestill do right To know that like
, yeah, we just keep doing whatwe're doing and it doesn't make
us better, like that's somethingthat's super important.

(28:55):
It doesn't make us better.
There could be an agentlistening to me, like you know
what I just want to sell.
Like seven deals a year, likethat's all I want to do.
Well then, crush your goal.

Speaker 4 (29:02):
That's like let's go, like let's get it done.

Speaker 3 (29:04):
Like, like, what can any of us do to help you crush
that goal?
Right?
But like if I was to sit hereand say, hey, like I want a
thousand agents in Texas.
Like I want that same person tosay, man, Jeff, I hope you
crush your goal, you get whatI'm saying, Because it's not the
one who has the biggest goal ofwho's crushing a goal.
Like, no, my goal is my goaland I want to crush it and I

(29:25):
want to be around people whowant to see me crush it.
And it kind of goes back towhat Ronnie was saying.
Like you know, my wife and Ithink we're gonna have to do
this because he already set thebar high.
Okay, so shout out to my lovely, beautiful wife, Carissa Garza.
Okay, so she has taught me aton of things, right?
So she came from a veryhigh-level, very high-level

(29:45):
executive-type realm in thecorporate world here in San
Antonio.

Speaker 4 (29:49):
Texas, where there is no coloring outside the lines.

Speaker 3 (29:52):
There is none, there is none.
You know like, there is the job, there is the performance, and
you're either doing it or you'renot.
And those that can toe the lineare compensated very well,
routinely, monthly, weekly,bi-monthly, whatever it is.
You know with benefits and allthat other stuff, and you know
your trajectory.
You know when your next raisemight be, you know when that

(30:12):
next opportunity to advance yourtitle might be right, and those
are people that are probablygoing to do those types of
things for 10, 15, 20, 25, 30years.
Right, and that's a plan.
Right, and that's a very loyalemployee, and that's a really
really good person.
Right, and that's a very loyalemployee, and that's a really
really good person.
Right.
But, like you said, a couple ofyears ago she came into this
side of the tracks, right, andso you know she's on the

(30:39):
mortgage side, right, and so youknow, and she came in during
the most, the historically worsttime to ever do what she did,
and so you know we laugh aboutit slightly today.

Speaker 4 (30:44):
right, I feel her pain 100%.

Speaker 3 (30:46):
But you know, one of the best compliments she's ever
paid me was about a year ago,and it wasn't meant to be a
compliment.
We were in the kitchen, I don'tknow.
We were doing something, andshe was just like how have you
been able to do what you've donein real estate for so long?
And she's a really intelligentwoman.

Speaker 1 (31:09):
Absolutely.

Speaker 3 (31:09):
She's super intelligent and I'm like, what
do you mean?
Like, where are you going withthat question?
Like, are you joking?
Are you like kind of like, like, like razzing me, Like are you,
what do you?
What do you mean?
You never really say somethinglike that, right, Because I'm
always trying to prove somethingto my wife.
I'm always trying to provesomething to my children.

Speaker 4 (31:26):
You were waiting for the dot dot dot.
Thank you.

Speaker 3 (31:28):
Yeah, exactly yeah, and so she was just like I have
come to realize that real estateis very hard to master.
Yeah, because of all the people, all the emotions, all the,
just all the stuff, it's junk,right, like people's emotions

(31:49):
and lives are filtered in on topof buying and selling in a
traditional format, right?

Speaker 4 (31:55):
Well, it's because he's selling the sexy.
You and I, as lenders, we don'tsell the sexy.

Speaker 3 (32:01):
Yeah, exactly so anyway, she was just like you
know what jeff like I, I have alot of respect, newfound respect
, for you sure yeah which was, Iguess, is what I'm getting at
she's like newfound.
I'm like babe, like you really.
She's like I totally understandnow why so many people do like
you and why there's a a camp ofpeople who absolutely hate you.
And I'm like why?

(32:21):
And she was like becausethey're not willing to work the
way you do.
That's right.
And now I know what I got to doon my side to get where I want
to, because she has her own setof dreams right.
And so they're very independent.
But if we can get them done theway we want them to be, then
they can be very linear and theycan be, they can be, they can
be all they all can be all allflourishing, kind of like what

(32:42):
you were talking about.
Right, so like going back togilly, like maybe his children
go into lending space andinsurance space and home
warranty space and title spaceand land development space, like
yeah, I mean, are you, are yougoing to?
tell them that there's only onedirection?
No, not at all, you know so.

Speaker 2 (32:56):
So, if you remember, naeli, on on with the cooking
and all that stuff she was allpassionate about it, right and
so, um, she even said this onnational TV when she got
eliminated from the show thatI'm going to have bakeries all
over the world, right and solast year, her sophomore year in
high school, she had a thesispaper report to do on what do
you want to be when you, whenyou grow up, and after you, you

(33:18):
graduate, right, so she says Iwant to get into real estate.
So I was totally shocked,because prior to that she wanted
nothing to do with real estate,and so she asked us some
questions, she interviewed somepeople, she did all this
research on it and now she'sgoing to do real estate, malachi
said.
Malachi is 10 years old.
He wanted nothing to do withreal estate Initially.

(33:39):
He's like I want to go to themilitary, I want to, and very
grateful for that.
That too, I mean we would betotally happy if he does that.
Or he says I want to playprofessional football, but
nothing to do with real estate.
This year he has told us hewants to be a home builder.
So I think just the kidsgrowing up around it, this
environment they don't do whatyou say.

(34:00):
They do as you do.

Speaker 3 (34:01):
That's so true.

Speaker 2 (34:05):
I can push them on that, I can put and and and.
There's statistics which we'vetalked about.
This is is kids eating habits,um, their health habits and
their financial literacy.
All of that is established bythe set, the age of seven years
old, and those studies go as faras okay, kids will, will, will
do what they learned up untilthe age of seven, right, like
the eating.
Okay, and as they, as they getolder, maybe they get in sports,
they get in college and they'retrying to stay fit and they're

(34:27):
trying to look good, they'resingle.
But naturally, as they getolder, they revert back to what
they did up until the age ofseven.

Speaker 4 (34:33):
Makes perfect sense.

Speaker 2 (34:34):
And I think the same for this.

Speaker 4 (34:36):
So that was some good shit right there.
With this little transition, Iwanted to mention something that
you were talking about a momentago and I don't know if you
guys received this message, butshout out JJ, irina, how are you
doing?
But I got a pretty long,goal-oriented text message.

Speaker 3 (34:56):
Did you get that?

Speaker 4 (34:57):
I don't know about you guys, but I was fired up
like nobody's fucking business.
I loved it right away, I meanimmediately.
And in the end, uh, it was hisgoals, and, and they are lofty,
but they are not tomorrow goals,they are longterm.
This is how I get there, thisis what I need to do, et cetera,
et cetera.
And he ends with you're my broand I need your help.

(35:19):
If you see me stray from this,I'm giving you the authority to
call me out on it.
And that was so impactful to me, waking up seeing that text
message.
I mean you think that you'realready motivated to get
whatever goals you haveaccomplished until you have
somebody that shares their shitwith you and puts it in

(35:41):
perspective.

Speaker 3 (35:42):
You just opened up something in my mind, as you
were saying that because I didreceive that text.

Speaker 2 (35:46):
And.

Speaker 3 (35:46):
I consider JJ to be a great trainer coach, mentor,
professional.

Speaker 1 (35:51):
What are y'all talking about?
I'll forward it to you.
Yeah, it's all right, you'lllove it.
I was left out.

Speaker 4 (35:56):
JJ.
You better send that text.
I'll send you his number rightnow.

Speaker 3 (35:59):
But yeah, so obviously he's got a circle of
people, right?
that he's going to givepermission to hold them
accountable, right, you know?
And there's two things I'mgoing to touch on.
The first one would be thankGod, everyone at this table and
like someone like JJ, as anexample, great example is
willing to put away and putaside any sort of pride, sort of

(36:20):
pride, because prideful peoplewould never share that their,
their, their, their, what their,their vision is, or their dream
, or what they're casting rightand and into the world, right.
They would never share it, theywould, they would hide it, they
would hold onto it Right, andthen they would also not want it
to be okay for it to becritiqued or for it to be held

(36:42):
accountable you know, and so,like you know, I mean I've done
a lot of cool things and youknow, whatever, like we said,
like whatever success is right,I've been successful in certain
things, right, not even close towhere I want to be.
Like, if you ask me today likeI'm failing, like that's just my
style, right, and you werefamous.

Speaker 2 (37:07):
Well, he was at the Hanoh Star.
I don't know if you're aware ofthat.
He was in Hanoh.
You can Google him and you'llfind YouTube videos of the
accordion.
We will put our Spotify song onthe link to this.

Speaker 3 (37:10):
I played about an accordion, used to travel record
, was a recording artist, allthat other stuff.
So that will be another podcast, but right now, people like
that and like us and peoplelistening because we're not the
only ones People listening arelike man, I kind of resonate
with that guy, like I have bigdreams, I have big goals, which
you should Like hopefully you doAbsolutely.
Who is your circle right?
So, kind of the secondary thingthat I wanted to mention, as
you were mentioning JJ's text toyou, is that I was trying to

(37:35):
relate that to new agents, right, sure, and struggling agents,
because I want to make sure thatthis to there today right, if
you're a new agent or astruggling agent, stop hanging
out with other struggling agents.
Very good point.
Stop going to lunch with otherstruggling professionals.

Speaker 4 (37:56):
Matter of fact.

Speaker 3 (37:56):
stop going to lunch, Stop doing anything with people
who are as broke or broke orbroker, and go to lunch with
people who will get the tab andwould love to pour into you.
That's right, because they havea proven track record.
One of the things that I'veseen in my lifetime in the
career of real estate and I'veseen this over and over, I

(38:19):
imagine you'll have too is a lotof struggling agents stay in
the same camp.
Yep, yep.

Speaker 4 (38:26):
Same happy hours, and I'm just like you you.

Speaker 3 (38:29):
you just have to ask someone different who's not in
that camp, Absolutely.
Here's a mindset.
I'm so glad that you mentionedthat.

Speaker 1 (38:37):
It's super, super important.
You know, prior to getting intoreal estate I had some.
I had some mentors.
Some were good, some weren'tthat great.
But if there's one word ofadvice that I can give agents,
it's the circle.
When you put yourself in acircle where everyone has a
mindset of success, instead ofbitching and complaining that

(38:58):
the market sucks and thatthere's no business out there,
or that their brokerage isn'tsupporting them when they're
never going to the office.
You know you want to eliminatestuff like that.
I can, I can immediately feel ashift in my energy whenever I
have people like that around me.
I got to push them out of theway.
They can't be around me.

Speaker 2 (39:15):
And I'll get sorry, mark, I want to get more
granular on that.
So like, if you look at thatstatistic, right, so in three
years 80% of them will be out.
So I used to say this to agentsRight, you look around the room
when giving this panel.
You look around the room andwould say 85 percent of them
won't be here in two years,right so?
Be careful who you're listeningto.
And the other thing, too, islike what worked for this agent

(39:37):
may not work for this agent.

Speaker 3 (39:38):
Right.

Speaker 2 (39:39):
So like listening to the wrong person.
Right, I'm a big fan of openhouses and that's the I built my
my business on phone duty andopen houses.
Yeah, I never did cold callingbut I never not cold calling
Correct, right, because I knowthat worked for a lot of people.
But if you're talking toanother agent who's new and be
like man, open houses suck.
And and I didn't get anythingfrom an open house, I sat there
and nobody walked in.

(39:59):
But what was the process?
Right?
Maybe it just was a badneighborhood.
Maybe you didn't pick the righthouse.

Speaker 4 (40:04):
Maybe you didn't put in the legwork prior to to let
everybody know that there wasgoing to be an open house, and
I'm not talking about sharing asocial media post.

Speaker 3 (40:12):
Maybe it was just an outlier and come and talk to me
after you've done 10.
Because maybe you just did theshitty one first.

Speaker 1 (40:20):
Or maybe you thought you knew better than Gilly and
Jeff and I'm not going to listento them, I'm not going to allow
myself to be directed.

Speaker 3 (40:27):
I'll go out and do it my own way, that's what most
people do, but I know you'reabout to hit something gold
right here.

Speaker 2 (40:31):
Yeah.
So I think for the agent isfind out and go a step further
and find out what yourpersonality is.
You can do that through a test.
You can figure out.
Okay, am I awesome at coldcalling?
Maybe you're great at coldcalling, but you're not great at
face-to-face and conversionthat way right so you probably
don't want to be doing openhouses because that's not where
your strength is at.
For me it's getting in front ofpeople.

(40:52):
That works for me.
For me, cold calling, I justdon't thrive off of it Again,
but not to say it doesn't work.
So for those agents listening,I think, going deep with it,
figuring out where you're mostcomfortable and then, if you do
like open houses, find out whichagents have succeeded with open
houses and find out what workedfor them.

Speaker 4 (41:10):
Maybe go shadow them, Like yeah that's a great point
and I want to bring it back,just for briefly, from the
mindset aspect.
I coach loan officers my own andothers officers my own and
others but I always hear I needto take these realtors to lunch,
or I need to go and do thiswith this realtor.

(41:30):
Take them to lunch and I wouldtell them straight up guys, have
you ever considered invitingthem to your office to show them
the value, so that you canactually talk business, to
determine if you guys like eachother or not and if you're going
to be able to work together andif your goals goals potentially
align and you can share valueexchange?
Versus going to lunch, becauseI would sit down with realtors
and I'm doing so again now thatI'm back doing production and

(41:54):
letting them know hey, why didyou want to go to lunch?
No, I don't want to go to lunch.
What I want to do is talk aboutour goals, show you how the
value works and the tradeexchange of value.
Talk about our goals, show youhow the value works and the
trade exchange of value, becauseone day I'm not going to want
to buy you lunch.
I want us to fight over thatdamn tab because we've shared so
much value and at that pointthat's when you can go okay, now

(42:16):
we're partners, we can go up tolunch.

Speaker 1 (42:18):
We can go have drinks .
What?

Speaker 4 (42:19):
have you, but buying you coffee.
I'm not about to buy you coffee.
I don't even know you yet.

Speaker 3 (42:25):
I've got to say real quick, I think y'all all would
absolutely agree to this I tellmy agents all the time I want
your partner lender to not haveenough time to take your ass to
lunch.

Speaker 4 (42:35):
That's absolutely correct.

Speaker 3 (42:36):
Because if I'm going to be sending my hard-earned
clientele that I've earned andscraped and clawed for through
social media ads, facebook, youknow, open houses, door knocking
, whatever the case may be, Iwant to send them to an expert
in the field, that's right.
I want to send them to someonewho's like running and gunning
on loans all day long.
Yeah, that's right, and if youwould get out of your own way

(42:56):
and stop thinking everyone needsto kiss your real estate ass
the realtors out there you wouldsay you know what?
Let me go look at theiroperation.
Let me go look at their office.
Let me go visit them at theirbase, their base camp, because I
want to see their process, Iwant to see their environment, I
want to see their assistance.
I want to see whatever the casemay be, like everyone has a
different setup, right, butultimately, like there's so many
who get a brand new licenseright now and they're like I'm

(43:27):
just waiting for someone toslide into my dms and offer to
take me lunch.
Well, the one that's offeringto take you lunch doesn't have
fucking business.
That's right and and and that'snot who I want to send my deals
to.
So reverse your mind, reverseyour thinking and find people
who are super busy and super invogue and super wanted and get
in line and learn.

Speaker 1 (43:38):
Couldn't have said it better.
There's a great, there's agreat book that's called scaling
up, and it talks about scalingup in your business and scaling
up in your life and scaling upwith those partners in your
business that could beincreasing the level of business
, right?
So you always want to belooking at who's the one who's
closing the most loans, who'sthe one who has the highest
percentage of loans closed, orwho's the one who's out there

(44:00):
crushing it, and those are thepeople you want to be in
business with.

Speaker 4 (44:02):
That's right and I promise you guys, as a lender
that has done high volume, wefind a way in our processes to
make room for more so that thecustomer themselves are never on
the back burner, the realestate partner are never on the
back burner and you don't skipit.
That was one of the toughestthings.
I think it was maybe my thirdyear into the industry and I was

(44:25):
already crushing it.
I would have real estatepartners that would say, hey,
you're too busy.
Why?
Because you see me on socialmedia all the time marketing to
get you more deals.
That's what I'm doing.
The fact of the matter is I'vegot processes, we've got systems
in place.
Don't think that I'm too busybecause I'm marketing.

(44:45):
Don't think I'm too busybecause if I don't answer my
phone, then you'll know if I'mtoo busy.

Speaker 3 (44:52):
And then the agents that change their partners, like
, let's say, we're talking aboutlenders specifically that
change lenders every year, likeunderwear, like you're part of
the problem.

Speaker 4 (45:00):
Yes, sir.

Speaker 3 (45:15):
Like you clearly have no loyalty.
You clearly have no concept oflet's build a business jointly.
Yes, sir, and normally it'sbecause the borrower has pimples
and warts, right.
They want to throw dirt andthrow shit at the lender and I'm
like did you even ask them whyit went off the rails?
Because I promise you theyweren't trying to not get paid
either.

Speaker 1 (45:36):
I promise you they were trying to feed their family
.

Speaker 3 (45:39):
A lot of agents are not taught properly that the
lender can only do so much andthe lender relies 1,000% on user
input or user error.
Yes, and if you have a borrowerwho cannot upload a document,
and for whatever reason, thennow you have a bottleneck.
That's right and it messes upyour whole process right, and

(46:01):
there are a million people outhere who couldn't attach a PDF
to save their life and I'm sureyou knew a bit about that, but
now even more so.

Speaker 4 (46:11):
Oh man, I knew a ton about it before, of course, but
now you're seeing it, hearing it.

Speaker 3 (46:14):
Now it's like I tell people all the time, like now,
over the last two and a halfyears, our pillow talk is
Yellowstone and loans, right,and I'm embarrassed for realtors
no-transcript.

(46:50):
Then you got to thin the herdand then you got to be able to
say, yeah, we probably weren'tmeant to be in business together
.
And it's okay, it's okay.

Speaker 1 (46:56):
And that's where we come back to.
You need to be very selectiveof who you're doing business
with.
The person who's not doing alot of business, who has time to
take you out to lunch.
Well, they may get to a pointin the transaction where they
don't feel confident tocommunicate with you, so then
the deal goes to shit.
That's right, whereas you do adeal with Mark.
I've never done a deal with you, mark, but you do a ton of

(47:18):
business and I'm sure you'vecome across every scenario
imaginable.

Speaker 4 (47:24):
It used to be the 80-20 rule to where 20% of your
deals?
God bless them.
We're going to get them across,but we've got to drag them.
These days, I'll be honest, 80%of the deals are pretty tough
in this market.

Speaker 3 (47:38):
We're dragging 80% of our deals across that finish
line and because we're Gavi Loanheavy over here too, so that's
the other part across thatfinish line Right, because we're
guppy loan heavy over here too,so that's the other part.

Speaker 1 (47:44):
So my point is a lot of times, I think, that agents,
especially the ones that are newin the industry they lack
knowledge, so they lackconfidence.
So whenever the deal goes sour,they shit all over whoever else
right, that's right.
They point fingers at otherpeople because their lack of
knowledge and confidence didn'tallow them to move the deal

(48:07):
forward.
That's right.
So partner yourself withsomeone who's knowledgeable,
who's confident, who can helpyou scale your business and help
you get that deal across thefinish line.
That's right.
And then, in turn, you're goingto become more knowledgeable,
you're going to become moreconfident, and then you're going
to become more successful.
And real quick for the youngagent that's listening to this,
it's not all doom and gloom.
You're going to become moreknowledgeable, you're going to
become more confident and thenyou're going to become more
successful and you're going to.

Speaker 3 (48:26):
You're going to and real quick for the young agent
that's listening to this.
Like it's not all doom andgloom, like it's not all you
know, cloudy, with a chance ofmeatballs.
Like, just be different.
Like, like, interview yourpeople, interview two or three
lenders, instead of just beingenamored because they Like no,
like have a conversation.
Hey, how do you act in pressure,pressure, pressurized moments?
How do you handle people whoare losing their shit on the

(48:48):
other end?
Right, what kind of bedsidemanner do you have?
Can you give me an example ofwhen you've talked someone you
know off the ledge?
You know, tell me, when it getsreal shitty on your side, am I
going to catch that wrath or areyou going to give me the high
sign?
Are you going to give me thewink and the gun?
Like, how are we going tocommunicate when it gets a
little rocky?
And what will you permit me todo when it's rocky on my side,
so I don't come and shit on you,but so I can have a real open

(49:12):
line of communication?
Right, I think that's justrelationship 101.
Like, just sit down with yourpeople and just stop sending
people business who you thinkyou know, how they act in
business.
Ask them let's talk about itbefore it gets rough.

Speaker 4 (49:24):
Let's talk about it, let's forecast that we're going
to have some rough deals.
Before we move on to this nexttopic, you brought up something
pretty good.
Here's a great question to askyour potential prospective
lender and ask them about thedeal that they had to kill close
to the finish line because,every lender has had it happen.

(49:46):
If you, if they tell you, no,we've approved every single deal
I've ever done.

Speaker 3 (49:50):
They're full of shit.

Speaker 4 (49:51):
Amen.
They're full of shit, becausewe've all experienced that and
hopefully you've only had toexperience it once or twice.
But I tell you, there isnothing like it, the feeling
that you get as the lender thathas made promises from start to
now and the deal has blown up,whether it was in your control
or not.
It hurts.
It hurts not only yourpocketbook.

(50:13):
That's like the least of theworries at that point in time
your ego, your reputation.
You feel like it's all on theline.
Right then and there, ask themhow they handled that situation.
Right then and there, ask themhow they handled that situation.
So, as we transition into thisnext little topic here, jc, if
you can throw this up on thescreen, I want to go over some
statistics, some factual data,and then I want to go into some

(50:38):
of this stuff here.
So, as of November 2024, sanAntonio real estate market has
exhibited a notable activity andtrends.
Uh, we're going to go over thesales.
October sales surge October 2024home sales increased by 19%
compared to the same month inprevious years, totaling 2895
closed listings.
Active listings the market had14,525 active listings in

(51:03):
October, which is a 16% risefrom October of 2023.
New listings approximately 4412new homes were added to the
market in October, marking a 14%year over year increase.
Now let's go over pricing and,like I said, I'm just going to
hit these stats real quick andthen we're going to I'm going to
ask these guys a question, saidI'm just going to hit these

(51:24):
stats real quick and then we'regoing to I'm going to ask these
guys a question Pricing, uh.
Average home price the averagehome price, uh as of October
2024 was uh three 71, five 45.
Mind you, guys, this is allbased on San Antonio.
That's the market that we in itwe're in and we specialize in
um.
Median home price the medianhome price is remain steady at
320,000, uh in July of 2024,indicating price stability,

(51:48):
market dynamics, inventorylevels the market had five, just
over five, months of inventoryavailable in October.
Um aligning with the balance ofreal estate market days on
market home sold an average of63 days in July of 2024.
And I think that's as far asthat kind of goes for ChatGPT's
brain bandwidth 9% increasecompared to the previous year.

(52:13):
Now, regional comparison BexarCounty the average home price in
Bexar County is $349,000.
October of 2024, that is a 3.2%increase from the previous year
.
Texas statewide, the average is421,922, and that is a 3.3%

(52:36):
increase as well.
Now, given all of thosestatistics, you can kill it,
given those statistics.

Speaker 3 (52:43):
The human calculator was calculating as you were
saying.
All of that, just so you knowyeah, that reminds me of uh the
hangover gpt yeah he's

Speaker 4 (52:51):
playing blackjack and all the numbers he's already
trademarked gilly gpt I love it.
I love it.
So, that being the case, youguys heard the stats.
It's real shit.
We're hearing, um, a lot ofgrumbling in the market.
Still we're hearing a lot ofgrumbling in the market.
Still we're hearing and, oddly,you see, we're creeping and

(53:11):
knocking on the door of itflipping historically to a
buyer's market.
I, for one, think that evenwhen we get to six months, this
will be the first time almost inhistory that it still won't be
a buyer's market.
How are you all able to and I'mgoing to ask you, ronnie, how

(53:31):
are you able to stay competitive, stay motivated and stay in
tune with the market and yourrealtors as a brokerage in
today's market, given thosestatistics?
I mean, you've got things thatare just not making sense.
You're saying that prices arestill increasing, rates are

(53:52):
still high, volume is decreasing, but yet October we had a solid
month in real estate.
Was it due to the election?
What are you talking to yourfolks about?

Speaker 1 (54:05):
So I think those statistics that you just talked
about right now before beginningthis segment, the only comment
I have to say about that is godbless everyone here in this room
for being in one of the mostincredible industries in in the

(54:26):
whole nation san antonio, texas.
Yes, like all those numbers tome are great, like that's
fantastic, and that's what I'vebeen telling everyone over and
over and over again.
It's not a shitty market.
You guys have a shitty mindset.
There's business out there.
You just got to go out thereand get it Absolutely.
You got to know these numbersso you can understand how to

(54:48):
talk to your client.
It goes back to what I saidlike go out, get knowledge on
what these statistics are in ourmarket in San Antonio compared
to the rest of the nation, andthat's going to give you a
little bit more confidence whenyou go out there and speak to
your client, and that confidenceis going to enable them to make
the decision that they need tomake, because the people that
aren't buying today are going tobe kicking themselves in the

(55:11):
ass in two or three years.
I can guarantee that.

Speaker 4 (55:14):
But Ronnie, Ronnie, what about the home
affordability issue?

Speaker 1 (55:19):
Yeah, it's going to be a real problem in a few years
because prices are going tocontinue to jack up.
It's true.
Yes, I mean we're sittingpretty man, and Gilly said it.
I've heard him say it over andover and over again, said it.
I've heard him say it over andover and over again, without a

(55:39):
doubt, without a shadow of adoubt.
We're in a city that is juststated for so much future growth
and development, like we're,we're.
We've got decades of work leftto do in San Antonio and way
beyond our lifetime.

Speaker 4 (55:53):
Before you hit this, I want to kind of mention
something that Chris Jacobs saidand it really hit home,
hopefully, to a lot of people.
It aired recently, but itwasn't the idea of we have a
home affordability issue.
We've got a mindset issue andan expectation issue with the

(56:14):
buyers in today's market and Iwas like damn, I had never kind
of put that together, but it'sabsolutely accurate in my
opinion, given what we know now.
You're qualified for X payment,so to speak.
Find what you need to findwithin that payment instead of
still thinking or believing thatyou're in a market to where you

(56:36):
can buy a $300,000 home at a$1,900 payment.

Speaker 1 (56:41):
Right.

Speaker 2 (56:41):
You know, go for it.
I would say, like followinghistoric data, right the
historic information there hasalways been an affordability
issue.
You go back the last 20, 30years, there's always going to
be that complaint.
There's just we needaffordability, we need
affordability, et cetera.
I think the gap has gottenwider.
If you look at Saha I knowtheir name is different now but

(57:02):
San Antonio Housing Authority,the vouchers that they have the
need, my understanding today islike 80,000 vouchers to meet
today's needs, right?
So in regard.

Speaker 4 (57:13):
Would you mind Because I'm sure there's a ton
of folks out there that don'tunderstand what you just said
Can you break that little piecedown?

Speaker 2 (57:21):
So meaning, like the San Antonio Housing Authority,
the city, the government willcome in and supply these
vouchers to help offset what thetenant's rent is going to be.
Let's just say the average rentfor that zip code is $1,700.
Based on what the tenant makesand what they qualify for, they
can only afford $300.
So the city is going to come inand give the voucher for $1,400

(57:44):
to that tenant for thisthree-bedroom, two-bath and
they're responsible for theadditional $300.

Speaker 4 (57:50):
They're subsidizing.
That's what I was looking for.
Yeah, there you go.
Damn it, Gillian.

Speaker 2 (57:56):
He's a man of great words, but on the data for San
Antonio, like what Ronnie wasjust saying, right now San
Antonio is still the mostaffordable of the big cities.
Yes, so you've got San Antonio,you've got Austin, you've got
Dallas and you've got Houston.
Yep, San Antonio is still very,very affordable.
It's still ripe for growth.
There's a whole bunch ofundeveloped land here and if you

(58:17):
look at Texas in general,texas's growth, like Texas, is
exploding throughout the country.
It's ripe for growth.
The builder rent market, whichis where these institutions and
I want to add this when you hearinstitutions, I look at it and
not I look at it what it'scalled a smart money.
You always want to follow smartmoney.
Where are these institutionsinvesting?
They have been investing very,very heavily in Texas for the

(58:40):
last five years, specifically inSan Antonio.
When you looked at a year ago,the data was where builder rent
was happening.
Bexar County was the strongestmarket for builder rent
communities, and what builderrent is is there's these
subdivisions that are going up200, 300 homes at a time and
they're all rentals.
These are all single-familyhomes.

(59:01):
There's tons of them happening.
Well, bexar County was thenumber one county in the country
where that was occurring.
Okay, so that's what you wantto follow as well.
You look at Texas.
Of the top 15 states withgrowth, seven of them were in
the state of Texas, throughoutthe country.
Okay, okay, not this lastcensus report, the previous one.

(59:22):
Before that, the two censusreports showed the fastest
growing city in the country wasSan Antonio.
Wow, right for growth.
Wow, there's still massiveopportunity.
There's still a bunch of people, institutions that are
investing in point in hereinstitutions that are investing
in point in here.

Speaker 4 (59:40):
Now, those of you listening, gilly just gave you
something that you're probablynot going to take the time to
research and formulate thisoutlook on your own.
To be honest, just, hands down,take that as the gospel.
Matter of fact, he doesn't sayit unless it's probably true.
I appreciate that.
Thank you, of course.
That being the case, I have acouple of questions.

(01:00:01):
That chat GPT I said, hey, giveme some controversial questions
, and you you mentioned one ofthem, so I'm going to lean into
it.
Institutional investors arebuying a large portion of
residential real estate.
Some argue that this is drivingprices up and making it harder
for first time home buyers.
Do you think that there?
Some argue that this is drivingprices up and making it harder
for first-time homebuyers.
Do you think that that shouldbe regulated?

Speaker 3 (01:00:23):
And I think this could be a section where the
secret word comes out, but wewon't tell.

Speaker 2 (01:00:28):
As a capitalist like.
I want to say no, right whenyou look at the data— he said
secret word, not safe word.

Speaker 4 (01:00:36):
Yeah, secret word, but when?

Speaker 2 (01:00:38):
you look at the data of what institutions have in
that rental space, it's 1%,exactly, so it's very, very low,
right, like, I think, for us asrealtors.
And again, the 99% of singlefamily rental owners in the
country are mom and pop owners,just like all of us here.
Right, none of us areinstitutions.

(01:00:58):
We figure out how to work withthem instead of going against
them as realtors.
And here's a tip, and I'veactually talked to one of the
founders of the top fiveinstitutions.
What they said is Gilly, youneed to figure out how to work
with us.
Here's our bind box, right, sothe bind box, meaning we don't
want anything that's that'sbuilt prior to 1990.
We want three bedroom, onebathroom minimum.

(01:01:20):
This is our paint colors.
It's agreeable gray.
This is a vinyl flooring we use.
So when they were buying veryaggressively during covid and I
wish we would have capitalizedon this more, but when they were
buying very aggressively,should you have gone and flip
those houses?
You had an end buyer, yes, andthey're buying based on cap rate
.
So, like when things were goingnuts and paying over market

(01:01:43):
value, institutions were doingthat as long as it met their cap
rate.
That's right, right, so you hadan end buyer.
So that's one way to figure outto work with them.
If we have these communitiesand like for us.
We're preparing.
This is coming from our coach.
Shout out to Bobby Castro,who's involved in the space,
knows the space pretty well.
He is telling us survivethrough 2025.

(01:02:03):
The fix is coming in 2026.
Right, so all of what we'redoing right now in the land
development space is inpreparation for what's to come
in 2026.
So the builders and on theinstitution level side they have
pulled back significantly.
They are not buying anywherenear what they were buying
before, absolutely.
Some of these groups werebuying 200, I mean 2000 homes

(01:02:24):
per month throughout the country, specifically in the country.
It's like Florida through Texasis where mostly where they were
buying some in Arizona, butthat was primary.

Speaker 4 (01:02:32):
But all the while, like you said, mom and pops were
doing the same thing.
Oh yeah, that knew better.
Correct, because I would tellyou during that time, most of
the loans I did were all forinvestors.
Yep.

Speaker 2 (01:02:49):
Yep, but mom and pops , if you want to capitalize
right Like and you're fearingthem like, figure out how to
work with them.
That's right, right, you, you,you want to exit, you want to
move your portfolio.
Find, find the data, find outwhen they're planning on getting
aggressive, and it's basicallywhen the cost of money comes
down.
Yes, I love that.

Speaker 1 (01:03:01):
I love that.
You said that I actuallycircled it and asterisked it,
figure it out.
I mean, that's like the keyright there.

Speaker 2 (01:03:08):
Call them.

Speaker 1 (01:03:09):
If there is anything that I can tell agents like,
it's figure it out.
The market's not bad.
You just got to figure out howto pivot, figure out who to work
with and don't go against theseinstitutions.
Figure out how to work withthem and it's just not
institutions.

Speaker 2 (01:03:22):
It's also private family offices.
So we're going, my partner andI, on December 10th through 12th
.
It's a private family officeseminar, right?
So these are people that pooltheir money together.
They're just not investors.
They're private family officesand these are people that might
have $100, $200 million thatthey need to preserve.
A lot of that gets invested inreal estate.

(01:03:44):
There's going to be institutionlevels.
There's going to be both.
There's going to be people likemyself, sponsors, syndicators.

Speaker 4 (01:03:50):
Wait, wait, wait.
So you're telling me that thesepeople are taking $200 million
and they want to preserve,preserve it and they're putting
it in real estate.
They put it in real estate.
What does that tell us as justeven just a residential buyer?

Speaker 2 (01:04:03):
Yep, Pretty safe investment, huh oh 100% yeah,
they want something that'stangible.

Speaker 4 (01:04:07):
There you go.

Speaker 2 (01:04:08):
Like that.
They can see, they can feel,they can touch and what I have
found is that these investors onthat level are not looking for
massive returns right have foundis that these investors on that
level are not looking formassive returns, right we?
As small mom and pop investorscould not make the returns work
the way they can make thereturns work.
Right, we're looking for biggercashflow deals.
They're not so if you have aportfolio or a package to sell

(01:04:30):
to them and the numbers pencilout, they're buyers all day.
That's right.

Speaker 3 (01:04:35):
Man, that's a great point.
Mark, I don't mean to go leftfield here, but I feel like I
have to.
For the listener, because noteverybody's going to delve into
the world that Gilly plays in,which is perfectly fine, right.
But for the listener who's like, man, this is cool, this is
cool.
And the one who's like, eh,that's not really cool, just
understand that you can be therealtor in San Antonio who

(01:04:56):
bitches about your board duesand the cost of name tags, or
you can be the realtor who findsanother table where the
discussion is this high level,and it's a choice, right.
Absolutely, because I dobelieve that when agents fail,
going back to like just kind ofthe simplicity of things,
there's two different tables.
Yes, sir.
There's two differentconversations going on at the
same time.
Absolutely conversations goingon at the same time, and so you

(01:05:17):
just got to be aware of who youare sitting with, listening to,
understanding.
You know where their growthtrajectories are and where they
want to be, and there's a lot ofpeople like a Gilly who would
take a novice right now as anunderstudy to build what he's
trying to build, as long asthere's dual leverage.

Speaker 1 (01:05:32):
Does that make sense?

Speaker 4 (01:05:33):
Absolutely.
Am I right, gilly, is that?

Speaker 1 (01:05:35):
fair to say, absolutely.

Speaker 3 (01:05:41):
But a lot of people just don't want to ask questions
because people listen to me.
He's like well, they don'tteach that at my brokerage, or
man, how did he learn that?
He must have been at a greatlike.
No, he has chosen to go educatehimself.
That's right, you know.
And he just said he has a coach.
He might even have two that Iknow of.
To be quite honest, like at hislevel, he's still paying for
people to feed him moreknowledge.
That's right like that's the.
That's kind of what I just wantto make sure agents here.

Speaker 4 (01:06:00):
Let's compare it to thanksgiving.
We've got thanksgiving.
A matter of fact, I think mygoal is to air this sucker on
thanksgiving so happythanksgiving everybody um,
you've got the kiddie table thatwe all have, right, right, and,
and every time you've got thekids that sit there and you get
the adults.
The idea is is you are going toeventually grow up to the

(01:06:20):
bigger table.
It just takes time.
But in this industry it's notjust a time thing, it's an
experience thing.
And getting into these rooms,having these conversations, open
up the doors for you to injectanything that you've learned or
gathered or picked up and nowsee how it's applied in those
other rooms and I guarantee youyou saw it happen or heard it

(01:06:45):
happen before you started doingit A hundred percent.

Speaker 2 (01:06:47):
But I want to piggyback off what Jeff was
saying, right, and getting intothe rooms and also paying to get
into the room, sure, so how Imet Bobby?
Bobby, six years ago, and thiswas at a Grant Cardone
mastermind.

Speaker 3 (01:06:59):
Oh, that you paid for , I paid for.
That you traveled to yeah, Itraveled to Lodgings time away
from your family.
Okay, investment in yourself.
You invested in yourself.

Speaker 2 (01:07:06):
Right, this is how that went.
This was the Grant Cardone doesthe 10X conference, right.
So I went to that and I'm thereand I was already saying, okay,
I'm going to transition intomultifamily because that's prior
to builder rent actually beinga thing, right.
And so I was thinking, okay,well, the only way to really
scale is to get us in and get toget to the doors that we want
to get to is I have to go intomultifamily.

(01:07:28):
So Grant Cardone was doing hisfirst ever multifamily
conference.
This was a two day thing.
This thing event costs at10,000 bucks, right.
And so I'm here and I'm likeman, like I don't know if I
should be paying 10,000.
I'm not even in the space yet,but I wanted to learn as much as
possible, I wanted to meetpeople in there, so I paid
$10,000.
This was a small room of people.
It was about 100 people, it wasnot very massive.

(01:07:50):
Well, bobby, who spoke hisstory resonated with me big time
.
As soon as he was done speakingand he was one of three
speakers that spoke over the twodays, I ran out and found Bobby
.
We started talking, we hit itoff.
His son-in-law was there withhim and his wife was there.
His son-in-law texted me afterthat and said hey, gilly, nice
to meet you.
Would you like to come todinner with me tonight?

(01:08:11):
Well, I had my luggage packed,so right after that event I was
supposed to fly back home.

Speaker 4 (01:08:18):
I canceled that event .

Speaker 2 (01:08:19):
I was supposed to fly back home.
I canceled my flight.
Hell yeah, I canceled my flight.
I said I'll be there.
Yeah, I went and found a roomand everything I told you he's
hey, I'm gonna say one morenight, I'm gonna have this, this
meeting.
Well, he goes and shows me his.
We had some awesome drinks, ofsome fun.

Speaker 4 (01:08:28):
We wasn't in vegas right no, it was.

Speaker 1 (01:08:30):
It was in uh, port lauderdale, miami, even worse.
So it was uh, no, no but it was.

Speaker 2 (01:08:36):
It was an awesome experience right fast forward.
Today, the reason I'm going tothis family wealth uh, uh event
that's going on again in inmiami is because of bobby.
The reason I have this visionof 2500 doors is because of
bobby.

Speaker 4 (01:08:52):
Yeah, right, like he has allowed me to believe and
dream big and has never shut itdown and helping me figure out
how to get there yes, the reasonwe got the 80 unit, the 21 unit
, is really because of bobby'smentorship so, well, well, I'm
gonna go as far as to say bobbywas the conduit to get you to

(01:09:12):
make the decision and the riskin doing yes, and you know what
you know what.

Speaker 1 (01:09:16):
I think there's another thing that is it's very
simple, but it's oftenoverlooked, and this is a huge
mistake that I committedwhenever I got into the business
is I came from a space where Iwas very successful in the
manufacturing world.
So when I got into real estate,I had an ego, and if I heard

(01:09:37):
someone like Gilly talk, I wouldprobably be like, oh, this guy
doesn't know what the fuck he'stalking about.

Speaker 4 (01:09:42):
You know, I know, I know a lot.

Speaker 1 (01:09:45):
I know a lot.
This guy has no idea and I'dprobably be like man, I want to
talk so bad over this guy.
Yeah, like he just mentionedthis, and I want to just jump in
and say what I know about thatRight, when I didn't probably
know anything.

Speaker 4 (01:09:57):
Yeah.

Speaker 1 (01:09:58):
So I had to come to a realization at some point that
I had to shut the hell up andlisten to the people that were
succeeding.
That's right.
I had to shut up and listen.
And the more that I shut up andlisten, the more I learned.
And I had to be patient withthat process too, like it wasn't
going to happen overnight.
Like with that process too,like it wasn't going to happen
overnight, like you said sixyears ago.
I mean, that's a.

(01:10:18):
That's a perfect example.
A lot of people ask me, likehey Rezzy, what happened?
Like that was just a.
Uh, you just decided to do thatovernight.
Well, no, I planned that sixyears ago.
A lot of people don't know that, but you know, that's, that's a
perfect example.
It just doesn't happenovernight.

Speaker 4 (01:10:32):
Well, I think, a lot of the conversations that we
have.
Jeff, I know you've said italmost verbatim the time in the
market that we are in becausewe've got what do they call it?
Seasons in real estate, seasonsin life but the idea of this
point ringing more true than ithas ever been and is you have

(01:10:54):
two ears, one mouth, so that youcan listen more.
And I think right now we're inthe age of information.
We we've got, as new agents tothe business, even seasoned
agents to the business business.
You've got to soak up as muchknowledge as you possibly can,
but also validate it's.
Hopefully you take what theseguys say today and then go do a

(01:11:18):
little research and, like Jeffwas saying when you were coming
up in the business, you take alittle bit from that, a little
bit from that.
Now, all of a sudden, you'vegot your foundation of what you
are going to become.
But in order to become that,you've got to have a vision of
what you want to become first.
So yeah, and take action.

Speaker 2 (01:11:37):
Absolutely 100%.

Speaker 4 (01:11:39):
We've got about 20 more minutes left, so we can hit
an hour and a half on thissucker Nice.

Speaker 1 (01:11:45):
I want to open it up to you guys.
Time's gone by, so quick.

Speaker 4 (01:11:48):
It always does, man.
Yeah, I mean, there's plenty oftopics that I have here, but
one of the things that I haveand you guys can tell me if this
is worth a chat or not which isAI technology in our industry.
It's moving at a fast pace andlately we've seen large steps in

(01:12:09):
technology, as opposed to,let's say, in the 90s, it was
always small steps, small steps.
But what we're seeing now is amassive jump in technology and
how people are applying it inour industry.
Do you all see that as a crutch, a threat or a tool that can

(01:12:29):
potentially be leveraged?

Speaker 3 (01:12:30):
One answer word across the board Tool.

Speaker 4 (01:12:32):
Love it Tool Tool.
Weird Tool Tool Weird.

Speaker 3 (01:12:37):
Now can we elaborate, I'll start Go for it.
Yeah, so, and I'll try torelate it to realtors,
brokerages, training, support etcetera.
If agents would just use thetool right for what it is right
now and go to chat, gpt or the Gstands for Gilly, by the way
Chat, gilly, pt, all right, andjust be like.

(01:12:59):
You know, I'm a real estateagent in South Texas.
I struggle with lead conversionand conversations at open
houses.
Please give me the top fivethings to say or to discuss when
I meet a new shopper at an openhouse this Saturday.
Enter, they just got coachingfor free, yes, sir, and they're

(01:13:23):
going to get it like in a thirdof a second, absolutely.
But even though I'm saying thisright now, we know that I'm
going to say 90% of the realestate agents in the US this is
not just a San Antonio or Texasthing do not take action, that's
right.
And so like wow, like what,what a fool you would be to not

(01:13:43):
use chat, gpt to load your mouthwith the bullets you need to
take down the prey you want totake down.
And again it goes back to likeyou know, do open houses work?
Well, that man said he juststarted a business, business
with open house.
But I've been saying it at mybrokerage and my team forever.
What do I know?
You know we've only closed abillion dollars like closed.
You know, I guess maybe I'm,maybe I'm I'm getting lucky,

(01:14:03):
maybe we're lucky.
You know what I'm saying, likeyou know, so, but chat GPT is is
AI going back?
Ai is a massive tool.
I think it can be a strengthfor people who know their
weaknesses and I think that'sthe bigger question is where do
I have weaknesses and where canI use it to help me?
You can use AI right now to puttogether a presentation.
You can use AI right now to puttogether a flyer.

(01:14:25):
You can use AI right now to puttogether a real estate
description.
You can use AI right now tocreate performance metrics and
calendars and social media posts.
And with real accurate data,totally.
Yeah, like I always do this,like every so often I'll pull it
up like on our big screen atthe office.

(01:14:46):
You know, when I'm in atraining environment I'm like
hey, who's here?
Who here is struggling withsocial media?
Like, well, social media is notreally my thing, like you know,
whatever.
And it's okay it doesn't haveto be if you've got a different
way of getting business right,but if you don't, then social
media is probably something youneed to really start focusing on
right.
And so then I would put like,give me a 30-day calendar for
posting and these are the threethings that are important to me

(01:15:08):
Single mom, single dad, militaryVA loans and first-time
homebuyers and then all of asudden, it gives me a 30-day
action plan in a third of asecond.
So now you can't look in themirror and be like I don't know
how to post.
No, like just freaking, do itLike the AI told you what to do.

Speaker 4 (01:15:22):
And for the advanced users um, matter of fact, I
should probably do severalclasses on this.
I'm a nerd with this.
We've been using it for manyyears as we built, review my
mortgage, all of the things.

(01:15:42):
You can now take what you justprompted and actually have it
imported into canva.
Then take that and import itinto your social media or a
later app or something like thatyeah done, yeah, wow, it's a
tool done.

Speaker 1 (01:15:48):
I love that I can't wait to to learn as much as what
you just said, but I Iabsolutely think I'm not sure if
you were finished yet but Ithink that AI is an absolute
incredible tool and we'redefinitely embracing it over at
the brokerage.
Whenever I opened up thebrokerage, I always envisioned
creating something that wasreally high caliber and

(01:16:13):
efficient.
So AI has allowed us to becomea lot more efficient.
Efficient, so AI has allowed usto become a lot more efficient.
And the way we use it in thebrokerage is, you know, for
example, if we're onboarding anew agent and we need to get
their bio, for example and youknow most agents don't have
their bio but if we just get twoor three bullet points and ask
chat GPT to refine a bio for usfor a realtor in San Antonio,

(01:16:35):
texas, well, guess what?
It spits it out in 30 seconds.

Speaker 3 (01:16:38):
Ronnie, ronnie, and I think this show is high level
enough that you won't be mad atme for sharing a trade secret.
Ronnie has an AI spokespersonat work on some of his marketing
which is it's fabulous, Iremember when I saw it and he
showed it to me, he's like whatdo you think, bro?
I'm like who did you hire to dothat?
And he's like, uh, if I tellyou, I have to have to kill you.

(01:17:01):
So, but he was just like no, no, that's ai.
And I'm like what in the world?
and obviously I mean we've doneresearch and had talks about
that, but yeah, like there's somuch you can do with it right to
help your situation in life, umit just, it's about creativity,
right, so yeah and then anotherthing that that should be scary
to the agents, and andsomething that I've realized
about AI is that it listens waybetter than we do.

Speaker 1 (01:17:22):
So, back to my point where, whenever clients are
talking, or whenever you'rehaving your buyer consultation
or your listing presentation,you want to talk over your
client all the time.
Well, guess what AI doesn't dothat AI shuts up and it listens
to everything that you're sayingand then it'll tell you
everything you want to knowafter you shut up.
That's right, so we shouldlearn something from AI.

(01:17:44):
Absolutely If we shut up alittle bit more and act like AI
is.

Speaker 4 (01:17:47):
It is up to the user in learning how you can apply it
, how you can leverage it, howyou can implement it into your
business.
You're either going to end upfalling into the side of it's a

(01:18:11):
distraction, or it's a tool,like we all discussed just here
and the power of it, jc, if youcan throw that up on the screen
real quick.
Um, while you guys werechatting, I said, using the
internet as your resource, canyou write a bio about Gilly
Mendoza?
And there you go, even talksabout your beautiful wife.
Look at that.
Co-founder.

(01:18:32):
I mean, how long would it havetaken somebody Google searching
to grab the information, put itin and articulate it into a
biography?
Can you do?

Speaker 3 (01:18:43):
one for the blue-eyed devil.
I'd like to see what that'sgoing to say.

Speaker 4 (01:18:46):
Can you write a bio for the blue-eyed?

Speaker 3 (01:18:47):
devil on my right.

Speaker 4 (01:18:50):
No, absolutely, and I think that that's Gilly.
Did you have anything to add onthis?

Speaker 2 (01:18:55):
No, I would 100% agree with just leveraging.
It is a way to buy some time,absolutely.
I'm all in on it 100%.
Same here, but I do think itnot I do think.
I know it cannot replace therelationships, no human touch.

Speaker 4 (01:19:09):
But as long as you just leverage, exactly, but it
will leave those that are notutilizing it behind, in my
opinion.
So, guys, this has been anincredible discussion.
We've talked about a ton ofvaluable information.
We don't get one morecontroversy.
If y'all want some morecontroversy.

Speaker 3 (01:19:30):
One more.
Let's stop, because people arefinishing their turkey right now
.

Speaker 2 (01:19:33):
Oh, good point.
About to get into the secondplate, let's see A little gravy
and we're trying to get thesecret word in before we close
the show so you can build it in.

Speaker 3 (01:19:40):
We'll see.
I like it and let's give themsomething to talk about.

Speaker 4 (01:19:55):
So since we've got the NAR settlement, we talked
about it's business as usual.
For those that understood whattook place, knew where to look
to find what the new procedureswere, new forms, all of that
jazz.
What I believe could be on thehorizon is essentially a lot of
dual agency.
Do you believe?
And then yes, no on this, andthen we'll talk about it.

(01:20:15):
Do you believe that we aregoing to see more unfortunate
litigations due to that, or doyou foresee that being something
that's not even a yes or no,shit?
Uh, let me rephrase this.
Let's see institution investors.
Do you think it should be right?

(01:20:36):
Let's see here.
Do you think dual agency shouldbe banned or restricted?

Speaker 2 (01:20:45):
oh, that's a good one animal, animal, you're up I'm
gonna say no for sure.
I don't think dual agency is anissue.
I think, especially if you'revery knowledgeable, right, and
you know what you're doing andyou're looking out.

(01:21:05):
And I know this might be alittle like I'm contradicting
myself here, right, but like,who are you looking out for,
right, who's in your bestinterest here?
But I think if you have arelationship which I've been in
a lot of dual agency positionslike that or situations because
of my relationship with bothinvestors, sure.
So there's been plenty of timeswhere I'm representing an

(01:21:28):
investor that I have arelationship with that comes to
me and says, hey, gilly, we needto sell this piece of land.
And I'm like man, man, I knowthe other investor that's
looking for the same thing, theother developer, the builder.
I think in situations like thatyou're being fair.
Both parties have the datathey're, and I think investors
are different minded than atraditional homeowner or seller.
Um, I don't think there's anissue with it matter of fact.

Speaker 4 (01:21:51):
Let me rephrase this, because I think, you guys are
all going to agree on that.

Speaker 1 (01:21:54):
That's, that's a very specific scenario, though,
gilly would that?
Would that work in aresidential uh transaction,
though where you know, maybe youguys want, where you're
bitching about a water heater orsomething.

Speaker 3 (01:22:06):
I personally think it would be a bloody mess, or?
It would be a desmadrecompletely, completely it would.
It would completely be thatbecause I I just have a real,
real concern and I guess thebroker blood in me right now is
like panicking right yes.
Brand new agent first dealworking with a first-time home

(01:22:29):
buyer in their mid-20s dealingwith a first-time seller that is
going to be a what A desmadreOf massive proportions.

Speaker 4 (01:22:38):
Yes, so then let me rephrase this For Gilly dual
agency is.

Speaker 3 (01:22:43):
I would want to be, I would want him to represent
everybody, like yeah for Gilly,but oof man, that is an issue.

Speaker 4 (01:22:50):
We were at the ferry event and he mentioned something
that you had touched on in aprevious discussion regarding
the barrier of entry into ourindustry.
And there are some places thathave way less, and there are
some places that have way morerestrictions, way more training
that you have to go through,wait more years, et cetera, to

(01:23:11):
become a realtor.
So, that being the case, do youthink that it is something that
should be earned instead of agiven?
Because anybody with a realestate license technically can
be a dual agent and their brokerallows it, right.
So is it?
Would that be considered, Idon't know, discriminating or

(01:23:34):
some shit?
Do you get what I'm saying.

Speaker 1 (01:23:36):
Yeah, I think that's pretty interesting and I've
actually never really thoughtabout that.
I'd have to wrap my head aroundthat.
But like if we're just throwingan examples out, like if I hear
Gilly talking and I'm and he'smy realtor and he's telling me
he's got the other, the otherbuyer on the other end right,
shit, I'm going to let this guywork his magic, absolutely.
Shit, I'm going to let this guywork his magic Absolutely,
because I know he's experiencedand I know he knows what he's

(01:23:58):
doing.
And I know at the end of the day, he's looking for a win-win
right, as long as it's fair toall parties involved and it's
transparent and everyone knowswhat's going on.
But I think that comes withyears of experience.

Speaker 4 (01:24:11):
You mentioned, gilly, being looking for a win-win.
There are plenty of new to thebusiness and even experienced
agents out there that have theyears and lack the experience,
that are looking for a win-winfor themselves.

Speaker 3 (01:24:26):
I think I know what you're asking.
It's kind of multifaceted, butI wish there was a journeyman or
an apprenticeship approach tobecoming a full-fledged realtor?
Yes, I feel like you, probablynationally.
I wish they would say you haveto be able to have worked with a
renter, closed a buyer side andclosed a a listing side, with a

(01:24:52):
designated mentor, like anactual designee.
Right, that's overseeing thewhole thing before you can earn
your realtor stripe.
Right, because it's a broker'sworst.
It's one of our worst nightmaresthat one of our agents who is a
proxy to us, right, what theydo is the same thing as Ronnie

(01:25:12):
doing it, or what they're doingis the same thing as me doing it
is.
It's our worst nightmare that abrand new agent, who maybe
didn't understand the trainingsor maybe didn't attend the
trainings.
Now it could be argued well,why are you letting them in your
brokerage if they're nottraining or whatever?
But then it could also beargued that the state doesn't
even have a requirement thatthey only attend one meeting a
year, and so we can beat that upa whole lot of different ways.

(01:25:33):
But and so we can beat that up awhole lot of different ways,
right, but no, I do wish, youknow I don't have a presentation
but I do wish that there was anapprenticeship or a journeyman
approach to this, the same waythat when you're in barber
school, you have to have donelike 1,200 hours of haircutting.
Yeah, I mean same thing with anappraiser or anybody else that
would be so magical for ourindustry.

(01:25:55):
And I think Meek Mill said itthe best there's be so magical
for our industry and I thinkmink mills said it the best
there's levels to this shit.

Speaker 4 (01:26:01):
Yeah for sure oh yeah , I mean, do y'all agree with
that?
Like absolutely, yeah,something that would be so cool
yeah well, guys.
Um, that was the lastcontroversial uh question I had
for the moment for this uhdiscussion.

Speaker 2 (01:26:11):
The election's over.
The election is over.

Speaker 4 (01:26:13):
Jesus yeah I want to allow you guys to give final
thoughts.
Then we'll close this bad boyout.

Speaker 3 (01:26:22):
Animal.
You know, what, Blue-Eyed Devil, this was your first time on
the show.
Yes, it was Ronnie, I'm glad webroke your cherry right here,
yeah.

Speaker 1 (01:26:34):
I just want to say that it was an absolute honor to
just chat it up with you guyshere on this episode, and I'm
pumped up for 2025.
I think that where we're attoday we are very blessed to be
in San Antonio, texas we'reslated for all kinds of great
things in our industry and ResiRealty in 2025 is going gonna

(01:26:59):
grow.
Let's go and uh, I want to seehow far we can take this thing.
So, uh, shout out to everyoneout there and, um, yeah, let's
go, let's go love it all right,man, I'll take it.

Speaker 3 (01:27:09):
Um, so, anyone who's listening or watching, I would
just simply say, uh, take whatwe're saying with the passion
and the slight aggression andthe energy that we might be
saying it in.
You know easy.
Like it's deep, but it's notthat deep, right.
Like we just want to see peoplewin.
I just want to see peoplethrive.
I want to see people accomplishtheir goal when they decided to

(01:27:31):
go into a real estate schoolsituation and go get a license.
Like if you're listening tothis, remember why you went to
school.
Remember why getting a realestate license was important to
you.
Go back to that recenter levelset and since this one's going
to come up sounds like theThanksgiving edition like this
could not be a better message tonewer agents or struggling

(01:27:53):
agents, or even agents who aremaybe winning but haven't
figured out how to win to thenext level.
Right, that could be severalpeople listening to this as well
.
Like, audit your shit, audityour stuff.
And I'm not saying, like, lookat your tax records or your
income.
I'm saying look at your goals,look at your dreams, look at the
table that you sit at, look atthe tables you sit at, look at
the tables you're not sitting at, look at your circle, look at

(01:28:18):
the periphery.
Who's around you?
Who have you surroundedyourself with?
Do you have a bunch of peoplein the cheap seats booing for
you?
Or do you have a bunch ofpeople who say prayers for you
and blessings for you and checkon you during the hard times,
right?
And so just reassess whereyou're at and obviously I'm the
broker owner of Redbird Realty.

(01:28:38):
Again, I feel like we're goingto do some major, major growth
in 2025.
Don't be shocked if you see aRedbird office in McAllen, new
Braunfels and in Austin by thetime we do this in a year from
now, and we'll have grown,hopefully double or triple,
right, I mean, we want more.
We want more growth right, butultimately, what I would say to
someone listening to this islike take these next couple

(01:28:58):
weeks before the end of the yearto determine are you in the
right setting, at the rightbrokerage, with the right
trainer, with the right leader,in the right team setting?
Do you want to become a teamleader?
Is someone there capable toteach you how to be a team
leader?
Is someone there capable toteach you how to do
non-traditional?
Is someone there capable toteach you how to do investments

(01:29:20):
and developments?
You should be selfish in thisbusiness and want more for
yourself, and so as long aswherever you're at is providing
you, the more, then great.
But if they're not, closedmouths don't get fed in this
industry and sometimes nothingchanges if nothing changes.
And so be open to change is whatI would like to tell most

(01:29:40):
realtors, because I think manyof them get stuck in their way
and then they plant roots thatthey don't understand, that the
roots can travel.

Speaker 4 (01:29:47):
That's right, and so that's probably what I would end
with on that one Yep.

Speaker 2 (01:29:51):
No, I'm going to second everything that Ronnie
and Jeff said 100%, and I'm justgoing to add one more thing to
that, and that would be to finda mentor.
A that Ronnie and Jeff said100%, and I'm just going to add
one more thing to that, and thatwould be to find a mentor.
A mentor and a coach.
Right, If you can't afford thecoach because you're just
starting out and it's notsomething in your budget
understandable but find a mentorand you do your homework.
Don't waste people's time, butfind somebody that you like,

(01:30:12):
that you resonate with and thatyou want to learn from, you want
to grow with.
I'm about 99% sure that if yougo to somebody very successful
and you're respectful of theirtime and you just ask them
sincerely and don't waste time,don't go there to jack around,
take notes and be serious aboutit and you implement what they
tell you to do, your chances ofsucceeding are a lot higher.
So that would be myrecommendation Find a mentor,

(01:30:35):
coach.

Speaker 4 (01:30:36):
And.

Speaker 2 (01:30:36):
I would also say, like you three gentlemen, I'm
very grateful for all of you.
I'm thankful for all of you all.
I know we are now in businesstogether and that has been
phenomenal, and these are allgreat people.
Mark's been day one, so happyThanksgiving to everyone, amen.

Speaker 4 (01:30:53):
Happy.

Speaker 3 (01:30:53):
Thanksgiving Good shit, good shit.

Speaker 4 (01:30:55):
So, those of you out there listening, you just got an
hour and a half of some realshit.
There are, I don't know.
We're now at one hundred andthirteen hundred fourteen
episodes thing.
This is a melting pot to beable to give as much of us as we
possibly can within the topicsand parameters that we have.

(01:31:24):
None of the guests are tryingto sell you anything.
We're here laying it out so thatyou, potentially, can grab some
of this and utilize it in yourbusiness.
Why, you say?
Well, two reasons.
Number one, it makes our liveseasier when we're working with
somebody on the other side thatknows what they're doing.
And two, it's cheaper thantherapy.
The idea behind the growth ofthis show is, honestly, it's

(01:31:50):
surprising the hell out of me.
I never thought that we wouldbe able to eventually make the
discussions that we are havingmeaningful enough, that more
people are starting to share itand hopefully start applying it
and, all in all, we'll make thisindustry a much better place.
I want to thank you, jeff, formaking me a part of the real

(01:32:11):
estate cartel, baby.
And I also want to thank youboth for sharing your knowledge
today, and I also want to thankyou both for sharing your
knowledge today.
Definitely years of not justbeing in the industry but also
making shit happen in theindustry, so I applaud you all,
guys.
Happy Thanksgiving to everybodyout there.
Make sure to like, subscribe,share with a friend.
You never know who could be inneed of this information.

(01:32:34):
You can follow us over atFacebook, spotify, apple Podcast
, but YouTube is where we'retrying to grow the biggest
audience.
I want to thank you again, butuntil the next one, catch you
later, peace.

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