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Key Factors RealEstateAF
Educational Podcast for Consumers, Mortgage & Real Estate Industry Professionals. We'll Talk About It All! Key Factors podcast, powered by LoanBot . Your Host Mark Jones invites Industry Pros to help uncover & educate on the key factors of various topics. There’s something for everyone so let us be your guides and get educated. Subscribe & Follow on Spotify, Apple Podcast, Facebook, Instagram, & all other podcasting platforms. Host : Mark A Jones Founder of LoanBot Mobile App & ReviewMyMortgage.com Producing Branch Manger Sr. Loan Officer. NMLS ID# 513437NMLS Consumer Access: http://www.nmlsconsumeraccess.org/Powered by LoanBot - Smarter Mortgage Matching App.
Key Factors RealEstateAF
Old School Grit vs. New School Hype in the Real Estate Industry
Is social media ruining real estate work ethic? We dive into the old-school vs. new-school mindset with Casey Hampton and Austin Pantuso. Volume, sacrifice, and the truth behind success in real estate.
In this unfiltered episode of the Key Factors Podcast – Real Estate AF, Mark Jones sits down with real estate veterans Casey Hampton (25+ year mortgage leader, formerly with D.R. Horton and Meritage Homes) and Austin Pantuso (broker and President of United Realty Group) to break down the massive shift happening in real estate and lending post-2020.
🔥 What we cover:
- Are agents and LOs relying too much on social media and not enough on skills?
- Is lead generation dead or just lazy?
- Why “part-time” real estate careers don’t cut it in 2025
- How today’s buyers are stuck in 2021 mindsets
- Real talk on wealth gaps, financial literacy, and homeownership strategy
- The new rules of building trust and referrals in a digital-first world
Whether you're a new agent, a seasoned broker, or somewhere in between — this conversation cuts deep into the mindset, work ethic, and education gap that’s growing in the real estate space.
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🔔 Subscribe for more episodes every week!
🎧 Available on Spotify, Apple Podcasts, and YouTube.
💬 Drop your thoughts in the comments — we read every one.
#RealEstateAF #KeyFactorsPodcast #CaseyHampton #AustinPantuso #RealEstateTruth #LoanBot #MortgagePodcast #LenderLife #RealtorLife #OldSchoolVsNewSchool #LeadGeneration #WorkEthic #HomeAffordability #MillennialMoney #GenerationalWealth
Key Factors Podcast is Powered by LoanBot.com
Host: Mark Jones | Sr. Loan Officer | NMLS# 513437
If you would like to work with Mark on your next home purchase or as a partner visit iThink Mortgage.
Monday, get better, Tuesday, you better Tuesday too better. Five years, ten years, fifteen years. How much barrier you are being money to get better every single day? That's the question why you is just taking small steps.
SPEAKER_04:And welcome back to another episode of Key Factors Podcast Real Estate AF, where the AF stands for and finance. And I'm your host, Mark Jones, and we are powered by LoneBot, Smarter Mortgage Matching, now available on the Apple App Store and Google Play. Um, so guys, gals listening out there, um, the last discussion we have was with Tomas, um, and we talked about gosh, his journey. We talked about um how motivational speaking that he does isn't really motivational speaking. He's essentially just uh giving you the roadmap of what he's been through, and like I say, trying not to stand in the same landmines that he did before. Um, and today I wanted to have a little fun um with some old friends that I think will be a pretty um insightful discussion. We're gonna be talking about new versus old school. Uh, and that's in regards to realtors, lenders, all of you out there. Uh so without further ado, let me introduce my guests. I've got Casey Hampton.
SPEAKER_01:How are you doing? Hey.
SPEAKER_04:Doing well?
SPEAKER_01:Freaking fantastic.
SPEAKER_04:I love it. Looking fantastic as well.
SPEAKER_01:Thank you. Thank you.
SPEAKER_04:And we're also joined by Austin Pantuso. Austin, how are you? Fabulous. Yes.
SPEAKER_05:How are you?
SPEAKER_04:I'm good. I'm good. Pull that mic closer to you so I can hear you. Happy to be here. Yeah, as usual. There we go. Barry Manilo. So uh at the beginning of these discussions, I give you guys a moment to tell the folks who you are, um, a little bit about your background. Um, I don't want to say cliff notes, but give us a little bit more. Who wants to begin? Ladies, ladies first.
SPEAKER_01:Oh, look at 25 years in the business, mortgage, uh primarily builder with porton for 13 years, um, with Meritage, Sitterly, uh, operations side. So long time in the game. Let's just that's I'm gonna do real cliff notes, get to the point. Okay, as I always do. We'll take it.
SPEAKER_05:Austin. I gotta vouch for Casey because she is like one of the best. I can vouch for her too. She's one of the best of the best. I've never met her for a long time.
SPEAKER_04:I remember walking into D.R. Horton building, uh, very wet behind the ears, green everywhere else. Let's ask Casey. You will know. Casey was peeked her head out the door and was like, Who are you?
SPEAKER_01:Brand newbie.
SPEAKER_05:Yes, but very, very experienced. So tell us, Austin, who are you? I am uh a broker and president of United Realty Group. We're located off of Blanco in 1604. We have owned a couple brokerages. We have two, but yeah, we rock and roll.
SPEAKER_04:Yeah, you do a little bit of business, a little bit.
SPEAKER_05:Yeah, yeah. Every now and then.
SPEAKER_04:So we're gonna be talking today um with no filter about the changes um that have occurred in our industry, the um we'll call it the personalities that have joined our industry and the work ethics that uh uh one side brings, one doesn't, one does sometimes. I mean, there's a lot of nuance to this conversation. Um, but I want to open it up with the following. How have you seen the industry change over the last, let's call it, 10 years? Um Casey, you want to start that?
unknown:Woo!
SPEAKER_01:Yeah. Last 10 years, we have definitely gone from true marketing, visiting real estate offices, as you probably remember, a hand-to-hand connection to 100% social media.
SPEAKER_04:Yeah.
SPEAKER_01:Connected but disconnected.
SPEAKER_04:Absolutely.
SPEAKER_01:Very much so.
SPEAKER_04:And and what's strange with that is back in let's call it 2012, 2013, 2014, 2015, I was one of those individuals that was leveraging social media to capture business. Um and now have switched that concept to the boots on the ground, shaking hands, uh, presentations in person. Um and I'm seeing that within our industry, there are plenty of folks that get in, they throw a couple of social media videos up and they get attention. Does that mean they get deals? I don't know. Um, but definitely that is where the attention is going.
SPEAKER_01:A good one to two percenters. The top two percenters, I would say yes, the consistency, but the top one to two percenters were not always there.
SPEAKER_02:Agree.
SPEAKER_01:They have built and developed over the last like five, six years. So it's been very recent.
SPEAKER_03:Yeah.
SPEAKER_01:The some of these social media explosions. Um, a lot of builders have just taken on those concepts. I remember back in the day we were all into hot on homes. Yeah, that was huge. All that's gone. Builder marketing departments were like really involved with the real estate community. They were doing the flyers, they were doing the email blasts. Now all builder marketing departments, not saying that they don't do anything, they do, they still do something, but it's not like it used to be. It's literally now all sales agents in the builder communities are realtors.
SPEAKER_04:That's right.
SPEAKER_01:They got to go cross-sell, they gotta go run around, get their own business, they got to do their own social media marketing. Whereas before, the sales agents sat in the community, they sold that community, they focused on that, and the marketing team did the blast to the realtors. Not that the sales agents didn't have relationships with realtors, they did, they had to. But the marketing aspect was more focused on you focusing on your neighborhood, the customer service, I take care of my community, to now just everybody just everywhere with all the purpose. It's it's really changed.
SPEAKER_04:Yeah, I have to agree with that. Um, Austin, what's your take on the last 10 years? Let's call it.
SPEAKER_05:I think because a lot has happened in the last 10 years. Like Casey said, that's how it used to be. You used to boots on the ground, right? You'd have to go, you're dropping off your cookies and your cupcakes and whatever else you're real.
SPEAKER_04:Builder Pop eyes and realtor pop realtor offices, right?
SPEAKER_05:You're trying to wine and dine your realtors, right? And then um COVID did, and then you were an order taker, right? And then no one did any of that, correct? Because they were just flooded with business, um, including the mortgage industry. And now you're going back to what you used to have to do, which I think that's where a lot of people are falling behind. They don't they don't know how to do that.
SPEAKER_01:It's different though, because we can't even go back to we used to, because a lot, because COVID got rid of all the offices.
SPEAKER_05:Yeah, it did. There's there's still offices there, but you're right. You're you're more reaching out to agents over email, calling, texting, texting. I mean, I get text all the time. I know you do. Yeah, so from from builders. Um, but I think a lot of builders have like lost their way on how to actually reach agents. It's difficult now because, like you said, the offices are not there. So it's it's a di and same thing with with lenders, right? I mean, you just get a bunch of spam emails. I don't open probably 90% of them.
SPEAKER_04:Absolutely correct.
SPEAKER_05:So um, because it's just another spam email, is what it is. Even even if I know the lender, right, or know who they are, I I usually won't open it. I get so many emails as it is. You've got to be more creative than that these days. So the question is, how do you be more creative to reach your audience? Right. So answer that. How?
SPEAKER_01:So, old school, I would say we gotta coming from me being in the business 25 years, you're a completely retrained brain now. You either get in the mode of where it is today, or you complain and you go away. That's so true. There's really no in between.
SPEAKER_04:So, so true.
SPEAKER_01:The social media is the way. Yeah. You know, you are co-branding with people. A lot of realtors are now co-branding with each other, whereas usually it was dog eat dog. Absolutely. Because you only get paid on your own deals. Like that's the fact.
SPEAKER_03:True.
SPEAKER_01:Well, some people, but anyway, we're not going to talk about the king back people. But anyway, keeping it factual. Sure. Okay. True. Um, you there's a lot of co-branding, a lot of people trying to partner up because the fact that it is so tough.
SPEAKER_02:Yeah.
SPEAKER_01:So you've got to catch on to what the new wave and the new wave is social media. It is what it is. Right. And if you don't want to join in, I'm not saying you can't be successful that way, because I know tons of realtors that are not literally blast it all over Facebook. Sure.
SPEAKER_04:I'm one of them. I don't blast out a bunch of Facebook. No, I know. There's a lot. Now, mind you, here's the difference is the folks, more of the folks that we're talking about now, don't have the experience, don't have the time in the business, the tenure. Yeah. Well, and it's it's not even just tenure, because I know plenty of agents that you get on the phone and I've been in the business for X amount of years, but you don't know shit. How much they did while they were in the business. Yes, sir. That's key. You are absolutely one that was in the trenches. You were boots on the ground the whole time. Uh absolutely. And and a lot of the folks that are, let's call it, getting the attention from the social media post, great videos. A lot of them are non-educational, which I don't see that is the type of content I put out there. But unfortunately, most don't want to learn. So it is what it is. So you've got to throw some dumb stuff in there at the same time to get their attention.
SPEAKER_05:Well, and you can only see so many nice houses, picture, you know, pictures and videos of nice houses, right? I mean, and that's that's kind of what they teach you too. It has to be something that um is is informative and really like hits home with people and not just showing a nice house all the time. But you do that kind of content, you get no views, Austin. You know what I mean? It I think it just depends on what you do. And they want witty, they want funny, sure, right? Catchy. That's what people like.
SPEAKER_04:And then the next the next uh tier to that concept is if I get all the attention, now what?
SPEAKER_05:What uh what I think.
SPEAKER_01:That's the biggest part is the education because I think we've been around long enough to where we saw everybody do the mass leave from Keller Williams to exit. Yep. That was a big explosion. Absolutely. The EXP we see. The big issues with those developments and why a lot of that fizzled, which you and I talked about, was because you can get the masses under you, but you don't have time to still be productive and educate and train a whole bunch of people under you because you get that multi-level marketing residual. Sure, sure. But then you've got all these people that are closing one deal every five, six months, and they don't have the knowledge because there's not enough time for you to bring on the masses.
SPEAKER_04:That's right.
SPEAKER_01:So I also follow your business.
SPEAKER_04:I have a theory on EXP may not like it, uh uh Real may not like all of them. But at the end of the day, when that started, it was the idea of we're gonna go cloud-based. This is going to be a bunch of professionals that know what we're doing. We don't need the other stuff, the fluff, but then it quickly shifted to a multi-level marketing type uh pitch, so to speak. You can make money and gain stock shares and this and that when the whole idea of this is not to close business. I mean, is it not to sell homes?
SPEAKER_01:Right, still be a realtor. Right, right.
SPEAKER_04:And I feel as though the new wave is more focused on recruiting than recruiting buyers and sellers. What would you think?
SPEAKER_01:I think it's a combination. It's a combination of they want to get the masses under them because obviously numbers equates dollars.
SPEAKER_03:Sure.
SPEAKER_01:But the scary thing is it's just it's just I don't think there's just enough training out there for all those agents.
SPEAKER_04:I would actually say that there's plenty of training out there, but there's not enough um follow-up, follow-up, follow-through enough uh uh uh hand holding initially that or the mindset of that individual that is seeking training is the person that still is going to the trainings that aren't doing what the training is saying to do. Because honestly, how many trainings can you go to before you start actually putting it into effect?
SPEAKER_05:Yeah, I mean, if you have no clients, it doesn't matter, right? Absolutely matters. Yes. So it's it's learning how to generate that's what most agents struggle with is learning how to generate business. They don't know how to generate business. So that's it's difficult. And usually you go with your sphere of influence first, which is like four people your aunt, your uncle, your mom, your dad, your brother, right? And then after that, then they don't know how to generate more business. And it is difficult, especially in this market. It's very difficult. And I don't want to knock any other brokerage because they all have their own method. That's not what we're doing. Their own technique, right? So, you know, um, and yes, I I think if you're focusing more on recruiting instead of producing, it's eventually going to be a failing model, right? Because you you have to have production to keep a brokerage going. That's the lifeblood of a brokerage, right? Absolutely. So you have to have production. But in all honesty, we know we know the stats, like 90, you know, 90% of the realtors, 10% of the realtors do 90% of the business. That's right. Yeah, 10% of the realtors do 90% of the business. It really is true. They say 80-20, but especially in San Antonio, it's true. You see the same guys and girls popping up over and over and over again. Absolutely. Right. So the question is how do they do it? And that's what I tell our agents. You just have to be better than the 90%.
SPEAKER_04:Well, I mean, also taking a step back, what is the best form of training you can possibly get? Shadowing. Hands-on. Hands-on, shadowing. Doing it. I mean, the best way I learned is when it kicked me in the tail and I lost something, either money, time, whatever. But I learned.
SPEAKER_01:Implementation is going to help retention. That's the bottom line. If you can't implement it, you it's very hard to retain it. If you teach me something from February of this year and then you ask me to repeat it in November, I'm like, You're right. I don't remember. But implementation is what you need for retention.
SPEAKER_05:But but their excuse is going to be I don't have clients. So how am I going to get hands-on?
SPEAKER_04:So then why are you going spending your time going to trainings when you should be spending your time prospecting?
SPEAKER_01:You should do both.
SPEAKER_05:You should do both. But again, shadowing is the alternative. You get with an agent who's successful, shadow them, let them assign you tasks, and you learn. Right. We've talked about this on a different discussion.
SPEAKER_04:Um matter of fact, with Rick Garza uh and probably JJ, we were basically talking about the idea of back in the day, including myself, when I got in the business, I was shadowing. Anyone that would allow me to. I'm hey, you got a customer, and that was when we met face to face. So I'm like, can I sit over here in the corner? I'll I promise I won't say anything. I just want to see how you paint this picture to them, etc. I didn't get paid to do that. He didn't pay me. Nobody paid me to do that. It's worth its weight in gold already. The knowledge juice. But would you agree or disagree that today's generation of realtors, today's generation of lenders, feel like they need to be making money in everything that they're doing to I don't even want to say entitlement. It's more of a um money.
SPEAKER_01:That and they've seen it on social media, so therefore the problem is they're not the problem is that the problems are not being put on social media. You're not seeing, like, you're not gonna see the hours that I spent when I was a top producer at Horton. You're not gonna see that I work 17 days a week, 24 hours a day, getting calls at 7 a.m. on a Sunday, getting calls at 9, 10, 11 o'clock at night during the week. Can you just do this pre-call for me really quick? Can you do the masses? You know, for me to close for that year that I had my last year there where I closed 520 loans for that year. Boom. I remember that. I had to do how well and I didn't have a team. Right. You know, that the LO's just have one assistant. And for that, you know, they don't do my prequels. I pre-call. Oh, you touched every file. I get my collect my own income documents, and then you hand it to the LOA who submits it to the underwriter. And then if it gets suspended, you're responsible for it to get it approved until it gets assigned to a loan processor. Yeah. That's how it was there. And so nobody sees the times where I'm coming and getting off at one, two o'clock in the morning. Yeah. And sometimes staying, well, when the office with the old location.
SPEAKER_05:I saw because I was calling.
SPEAKER_01:You did. And I loved him and his dad. Love working with the Pantrieso family. But you know, they don't see that. So because they see that and all they see now are just, hey, we got these cute home balloons and the decorations for people's closing date, but they don't see what the realtors and the loan officers are dealing with. If you want to be a volume realtor and a volume loan officer, people want the volume and the paycheck.
SPEAKER_02:Yes.
SPEAKER_01:But then when you get into it and you realize the hours and the stress, if you don't have a barrier to be able to not, shall we say, absorb people's energies, you'll crack. Because for me, I'm not saying I'm cold-blooded, but I'm just saying I can sit on a phone and let you cry and let it all out. And I just let it out, honey. While I'm working, okay, I hear you. Okay, gotcha. Some people retain all that sadness and negative energy in the pain.
SPEAKER_03:Yeah.
SPEAKER_01:And then they take that and then they take that on to the next buyer. Correct. And the next buyer's wanting to talk to you and they're excited and ready to go, but they're hearing your energy because you just got brought down by this negative Nelly who's been blowing you up.
SPEAKER_00:That's right.
SPEAKER_01:And that's the same thing is with lenders with realtors. You may have one realtor that feeds you a bunch of crap deals, but you're that loan officer that's like, I want the business, I need it. And I teach them in time, all business is not good business. Amen. But what I tell you and what you learn, two totally different things. But in time, every loan officer that I have said that to has eventually been like, you were right. I had to cut off some ties with some realtors because they blew up my phone. They were bleeding me dry with eight, nine, 10 o'clock pre-calls at night. Then they were running to the builders, getting the incentives and the rate buy downs.
SPEAKER_04:Yes, they didn't appreciate your time. They didn't respect what you do as your craft. Um, and for those that are uh listening to this, watching right now, and going, oh my God, 500 deals. Well, she was hand fed. Okay, my question to you is when was the last time you closed a hundred?
unknown:Yeah.
SPEAKER_01:I mean, just and in answer to that, technically, from an extent, just giving the DR Horton with Horton and their loan officers, you are to an extent correct. Um, my numbers were above, obviously, definitely above average.
SPEAKER_04:Definitely above average.
SPEAKER_01:Because I was mainly the number one loan officer in San Antonio and then the number one in the nation for two years. Um, those numbers are way different. Oh, sure. Um, and that is absolutely correct. As a builder loan officer, you are fed deals. As a DHI loan officer, you do have to you get what you're fed. You're not assigned communities, you're not assigned sales agents. Right. The business is brought to you. Absolutely correct. Yeah. And then based on your skill level and your abil ability to call people back. Sure. But when I started at Horton, when I came there, I didn't know anybody. They found me on Career Build Career Builder. I didn't, I never applied for them.
SPEAKER_04:But even still, I don't want you to downplay what that is because the idea of touching that many deals. Yes, yes, a lot of experience. Not only experience, but you have to have your shit so together and and and well um segmented and streamlined that man, that's a lot of transactions. And in addition, I would imagine that your surveys are off the charts as well because you're able to provide that great customer service, the solution-based oriented type loan officer, because let's face it, you don't get to that point closing your a paper deals.
SPEAKER_01:Absolutely not.
SPEAKER_04:You just don't.
SPEAKER_01:DPA, TSHAC, TDHCA, MCC, USDA, rapid rescores, whatever it is, credit repair, you are getting with that demographic of buyer, you are getting everything. Yeah. But it's okay. I enjoy it. I loved it. That was a great time for me.
SPEAKER_03:Sure.
SPEAKER_01:Praise God. I'm blessed for it. But uh the thing about it is in regards to volume, everybody sees the numbers on social media for loan officer, top loan officer or top realtor, and they want it. And then they get in it and they're crying at night from their stress. And that's what you don't see on social media. All the people in the last 25 years that I've known that have gotten divorces.
SPEAKER_04:Absolutely.
SPEAKER_01:Um, who have unfortunately been able to not, you know, see their children grow up. They don't show, they do show you the pictures of, oh, I'm at my kids' game on the weekend, take a picture, and then when the camera goes down, that laptop comes right back up. And they're working while the kid is out there. And I'm not trying to say that every parent is not a good parent. Parents are amazing and blessed. But in this industry, as a realtor, sales agent, loan officer, if you want to be where you think I was or whatever, you are going to be unfortunately tied to a phone or a laptop.
SPEAKER_04:Sacrifice, tons of sacrifice.
SPEAKER_01:And I didn't have children. My biggest kid was my husband, you know.
SPEAKER_04:Shout out, Jeff.
SPEAKER_01:And he's in the industry. So because we speak the same language, it's easier.
SPEAKER_04:But now, question for you, uh, because my wife's in the industry as well. Did you guys, and this is super side note, just because I want to know.
SPEAKER_01:Yeah.
SPEAKER_04:Did when you got home, did you guys talk about mortgage and real estate?
SPEAKER_01:I did. I didn't give a damn.
SPEAKER_04:I love it. I love it.
SPEAKER_01:I'm like, you're a kid.
SPEAKER_04:I couldn't do it. Now it it's kind of uh inherent.
SPEAKER_01:Um he tries not to. He gets the attitude. He's from New York thing. And I'm like, whatever. This hoe was pissing me off. And uh, you know, calling me 25 times in a row, and the 26th time she called me, I didn't answer. It's like, oh, I can't reach you. Listen, honey, I've been talking to you.
SPEAKER_05:It's your time to 7 o'clock before. She had an event.
SPEAKER_01:She didn't have to be a good one. But yeah, I still would. And and he would try to shut it down, but he couldn't. It's just, it's when you do certain volumes, it's in your blood.
SPEAKER_03:Yeah.
SPEAKER_01:Seven days a week, like on the weekends. But I absolutely love my coworkers.
SPEAKER_04:Sure.
SPEAKER_01:That that's the trick.
SPEAKER_04:That's a huge bonus.
SPEAKER_01:The sales agents that I have worked with have been family, like I have seen their kids grow up. I have been to their weddings, I have been do other things and parties. And when you have that love for them, I don't care if you're calling me eight, nine, ten o'clock at night because you're not calling me to check to see how my hair looks. Yes. You're calling me because we're about to make some money, and because I love working with you, I'm like, let's go. Let's go.
SPEAKER_04:And that actually brings up another point or question of topic, which is the concept of relationship building. Um, that's back when I was doing gunslinging type loans, not the numbers that you were, but by golly, they were pretty good numbers. We it was built off of relationships, uh, give and tape, reciprocation, um, respecting one another, knowing what the other side has to go through to get that deal across the finish line. Not just the lender, not just the realtor, but uh collaboratively, including the listing agent. It was built on relationships. Um do what you say you're gonna do when you say you're gonna do it, and then do it. Are you seeing a difference? And this is for you, Austin, because you you get to deal with the most of the realtor side of things. You've got realtors underneath you.
SPEAKER_05:That's where the disconnect's at right now. Yeah, that's where the disconnect is, right? Social media doesn't help that. Um and I tell people like, if you can learn how to generate referral business, you never really have to market a day in your life. You should be marketing, still, right? But you don't have to. And I tell all our agents, like, my clients, they become my friends and then they become my family. Yeah. And that's how I operate. And I mean, they are, they're like my family, you know. I do anything for them. I'm going to their kids' birthdays, right? Yes. And we're spending holidays together, and they're coming to my house. And we're, you know, I'm thinking about them all the time. I'll call them and just to check on them because I generally care. They they know if you don't really care and you're just calling to absolutely try and get business out of them. And I'm never, yeah, if it's a transactional, and I'm never doing that. Like I'm really, I really care about them. Um, and I think like we were talking about realtors wanting money for every little thing they do. Yes. I think it's just it it depends on their life situation, right? If they have bills to pay, it's hard not to think that way.
SPEAKER_03:Right.
SPEAKER_05:To think, hey, I I have to get paid for what I'm doing, right? And I need to make money to pay for my car or my kids' school or whatever it may be. So being able to switch that off and not think about the commission of the money and consider your client only, that is the key to success. It really is.
SPEAKER_04:Well, now you're you're talking about something a little bit deeper than than at the surface level. And that that's the idea of if that is your concern, if that is your struggle at the moment, is this the right industry for you? And and the reason why, and I'll preface and frame this as much as I possibly can. Uh, I was on a uh social media group for lenders, and somebody uh commented or put a post out and said something along the lines of um, is it possible to be a top-producing lender part-time? And you've got all these people going, Yeah, it's possible, yeah, yeah, yeah, yeah.
SPEAKER_02:Go for it.
SPEAKER_04:And then finally I saw somebody say, Absolutely not. Like, what are you thinking? This is an industry where you've got to give it your all. I came back behind them and said, Okay, so if you, part-timer, are the one that is the customer now, do you want to work with somebody that's doing this part-time and part-time of the deals and part-time of the experience?
SPEAKER_05:But it's a double-edged sword, right? What if you want to get into the industry? Okay, but most people live paycheck to paycheck. We all know that better than anyone. A lot of people do. Yeah, right.
SPEAKER_04:And is not the first one of recommendations or or or tips that realtors give, that lenders give, if you're getting into this business, make sure to save up at least three to six months.
SPEAKER_05:That's usually what they say. But most people can't even do that. I agree. Right. And they want to get into the business. So why?
SPEAKER_04:Because they saw something on social media, somebody flashing their closings, they're watching.
SPEAKER_05:Or whatever, right? They think it's easy. And I understand that, right? But that shouldn't be a reason why you don't try. It's just you have to be prepared for that. It's this is a business where you crawl before you walk, you walk before you run, and you run before you fly. It takes a very long time to. I remember I was I remember five years in, I was thinking, man, if I can just close like one home a month, I'll be doing really, really good. You know, one, and that's five years in. Five years in, right? And don't get me wrong, I got in 2007, right? But a bubble burst. So that didn't help, but that's kind of like we're in like a 2014 market right now, right? 2015 market. It's it's a lot slower than it was, right?
SPEAKER_04:So 2014 to 15.
SPEAKER_05:I was in there, we were we were killing it. Don't get me wrong, it was still good, it's not bad. It's just it's not it's not 2022, it's not 21.
SPEAKER_04:I'd have to say that the sentiment and perspective and perception of potential homeowners, buyers, is totally different than what it was back then. Uh, there was not as much mass social media, there was not as much talk about politics everywhere you look. Um the idea of information being readily available, good, bad, or indifferent, they're going to find it formulating their own opinions. Whereas back then, your parents were still telling you the best thing you can do is buy a home.
SPEAKER_05:And it's funny, you see a lot of like big gurus on finance say that you shouldn't buy a home. Oh my God. I'm going, huh? Yeah, I completely disagree. I mean it's it's one of the reasons why, at least for me, why um I thank you know, thank God that I've been somewhat successful because I own real estate. That's right. So financially, if if that makes sense. So one of my best improvements.
SPEAKER_01:Correct. Pricing is all gonna skyrocket and go up. Sure. Can you explain that topic real quick for the for the folks uh in the back? For the people in the back.
SPEAKER_04:Yes, please.
SPEAKER_01:I mean, bottom line is when those rates start going down, it turns quickly into a seller's market. Sellers know that the buyers are gonna flood out. That's right. They are going to raise the prices of their homes because that is inevitable. That's what's gonna happen. So you're just going to have an offset of, okay, great. Now you're back to getting a 4% rate or a 3.99, which is no longer being bought down by the builder. Correct. It's market rate. Yep. That's gonna happen. Yeah. And then now the sellers are just gonna skyrocket their prices because there's gonna be more buyers out there that can buy.
SPEAKER_04:That's right.
SPEAKER_01:And then you're gonna go back into another situation of a COVID situation. Everybody overbidding, outbidding homes. Yeah, then you're gonna go into the situation that we're in now post-COVID of a bunch of people having negative equity because they bought too high during COVID because there was price gouging. Yes. And so now you got people. I can't tell you this year, I can tell you this year, I've had three people come back to me that I did during COVID. They're getting divorced now. And they cannot sell their homes.
SPEAKER_05:No, because they're competing against the bills. 2021 to 22, you're gonna have trouble, right? Yes, you're gonna have trouble. 19 to 20.
SPEAKER_01:I would say 19 to 23, just about 23 was the the the ending.
SPEAKER_05:It really took off in in like late 2020. I have people selling homes at 2019 around there. That they're okay. 2019 was a damn good year. I bought mine in 2019. But 2020 is when it really bought for sure. Is when it really, really took off. And we're at like, you know, because I'm big on stats. We talk about stats all the time, right? So um, we're at like a about a 10% decrease from the peak of of the market for prices. And would you consider that a correction? I wouldn't consider it a correction. No, I would consider I would consider it I wouldn't say correction. That's that's just more back to norm. Things got out of something that we've never seen before. My dad's been doing it 42 years. He's never seen that happen. So does not back to norm mean correcting? I wouldn't say I wouldn't consider it a correction. Things got way out of hand. They did. They got way out of hand. It's a little bit of all the above.
SPEAKER_01:I understand. It's just it's playing with it's wordplay. Wordplay. Yeah, yes. What are they calling? I mean, giving people a gut check. It's really 2025 is a gut check. It's really putting a halt on the COVID years, unrealistic interest rates, unrealistic purchase prices. 2025 is just really just putting a halt to the cray cray. The thing about it is the explosion that you're seeing in the industry, though, are young people. Yes. So young people don't have the historical data to say, hey guys, guess what? These rates are good. Not that they're not knowledgeable and they can't get it. That's not fair to generalize everybody. But most of the people that we're dealing with don't have the historical data that they're trained to say, hey, five and six percent are actually great. Because I remember when I was quoting 5.75 and 5.5% And a half, like back in my head, because that was great.
SPEAKER_05:Okay. So this is where I'm going to disagree. Okay. I'm going to disagree on that. Okay. Do it, Austin. Do it. So and here's why. So because you got the argument, oh, rates were 18% in the 80s, whatever it may be. I know where you're going with that. That's what people, that's what usually people say, right? Yes. And then you can talk about the housing was different prices, et cetera. That income, different prices. That's key. So even at five or six percent, when you're when you're doing a builder rate and you're getting$399 or whatever, right? But we're also not making$20,000. That's fabulous. You know, I I understand. I understand. But in San Antonio, when the average person makes what$28K a year. Incorrect. Right? What are they making$30K a year? What do they make?
SPEAKER_04:Oh$65,000. One person. 60 to 65,000. And here's the problem with the stats that people blab, okay? If you include ages 18 to ages 20 something, 20, I think you those are still beginner jobs. You can do that. I mean, you brought young age, I bought it a young age. We are the what is it called? The anomaly.
SPEAKER_05:The exception to the rule. But they are saying that the home buying age is going higher and higher for first-time homebuyers. And younger, younger. So that's that's an issue. So you're right. The older generation, they're doing okay, but the younger generation, in my opinion, is getting they're getting decimated right now. They're having they're having trouble. And I help a lot of those buyers.
SPEAKER_04:I personally think that that's the problem right there with those people is we're having that sympathy to say, hey, you're having a tough time. And I know affordable housing is tough, but they're also unwilling to go, you know what? It's my first home. Let me go find that$150,000 house that I can actually afford. It might be a shit show. That's what I'm saying. Where are you going to go find that? They're there. They're very difficult to do. To it.
SPEAKER_01:Lenar?
SPEAKER_04:I mean, they're there. They are there. But the mindset and the sentiment is still stuck in 2020, 2021 of I can buy$300,000 and it's only going to be a$1,700 payment. And it's it's not. It's just not. That's what it's never should have been.
SPEAKER_01:But usually the first touch, I would say what, a good 80-85% is from the realtor first. Yes. Because I mean, let's just all you got to do is scroll on social media. Lenders are not out there, lenders are not out there flooding the realtors of business. That's not true. The realtors are the usually 80 to 85% the first touch. Yep. So the more educated that first touch is, because when they get with the lender, usually it's over phone, it's over text. It's very rarely it's face-to-face. So that realtor is usually going to be with them holding their hand. You're out there in the trenches, showing them homes. You're going to have the tightest bond initially. So the more educated they are up front with the realtor, the better.
SPEAKER_05:I agree. I agree. But but this is y'all's, this is your forte. Okay, you got a an average young person making like 5K a month, right? That's pretty good. About right. That's that's decent, right? 5k a month. So this would be you know, let's say let's say like 2728. 2728, right? And then they're looking for a home, a decent home, right? And if you're under 200K, it is rough out there. It is a room.
SPEAKER_04:And do you do you want to know why it's even rougher for that age demographic?
SPEAKER_05:Explain. Go. Because they've got a thousand dollar car payment. That's exactly what I'm talking about. So they do have a car payment, right? And then they have all their other bills or whatever else they took out, right? So that is the issue, and that's where they have their DTI problems. And if you're looking for under 200K, it's extremely rough. So what's your payment? It's going to be a little under 1% of whatever the sales price is for current rates. What did you say? Yeah. Right. So you're looking at like a$2,000 a month payment for maybe a$230 home here in Texas.
SPEAKER_04:And that would not be a bad deal if especially okay, number one, if they understood the concept of I can refinance later. I don't like the marry the home date thing.
SPEAKER_05:But they have the car payment and then they're pushing DTIs and they don't qualify, right? Or they're they're really pushing the limit.
SPEAKER_04:If we had more lenders that when they jumped on the Zoom call with the borrower and said, first thing out the gate is I'm going to review your credit with you. Let's go through these trade lines.
SPEAKER_05:Most lenders don't want to do that.
SPEAKER_04:Hell no, they do. Except for you. Except for you. I do that. I don't care who you are. That's why you're awesome, man. Go through your shit. Yeah, and I'm gonna know several lenders out there. They do. Sure.
SPEAKER_01:You gotta know, let's for the people in the back, DTI's debt to income ratio. Yes. Let's refrain from jargon, gentlemen.
SPEAKER_04:Absolutely. No, you're right. You're right. And and the idea of they're trusting in me to give them the advice. And whatever advice I'm always going to steer towards buying a home unless their situation, you're not ready. You're not ready to buy a home. You probably should rent and knock out some of this debt, this debt, that, that, that, that. But I'm also the person that will tell them, okay, so you're literally telling me that$2,000 a month is too much, but I'm looking at your credit report right now. Hold on, let me share screen. Bang. This is what you're saying. Are you seeing what I'm saying? Okay, great. You got an$800 car. You can't live in your car. And they look at me like, and then I tell them, let's create a plan to put you in a position that maybe in the next five years you can go buy this car again. Yeah.
SPEAKER_05:And buy out.
SPEAKER_04:Because right now, I think I need you to get rid of that car. Or refinance the car. A lot of people have really high rates. But then that again is setting the expectations incorrectly. Like they they you don't deserve this car right now. Sure. You should have a house. How about that? Thank you. Yes. That's kind of what I'm getting to.
SPEAKER_01:Is that social media doesn't allow that. That's the problem with there's so many issues. I'm not going into politics. I'm just going to remote general and basic. The world today is not allowing people the opportunity or the mental opportunity to grow or build. You've got so many corporations and companies that, oh, you've already been here five, seven years. We're going to lay you off. We're going to let you go. Whereas back in the day, our parents were on jobs for 15, 20, 30 years.
SPEAKER_03:Yeah.
SPEAKER_01:The companies are not keeping people on their jobs. So then why would the youth want to climb a ladder when the ladder is chopped off by the corporation? People are buying each other out. There's a job. So the attitude of let me work hard for something is almost shot. And then combine that with in conjunction of social media, where hey, if I get enough likes, if I get enough followers, I can be the next millionaire. So then I want to, and then the problem is that you get all these new people that, you know, over the last five, seven years, now they're in income brackets they've never been before, but nobody is telling you, don't live off of your current great month.
SPEAKER_03:That's right.
SPEAKER_01:Don't live off of your current great year. I remember back in the day, you know, when I was fresh off the boat in the business and there was a we were surrounded by a bunch of people in the car business, you know, making$30,000,$40,000,$50,000 a month. And a lot of them now are all broke, retired. They were renting, they were going through a bunch of cars. By the end of the month, they were they were going through a bunch of cars because they had deal cars off the lot.
SPEAKER_03:Yep.
SPEAKER_01:They don't even have what they had. They were flossing at the time. Correct. I never followed their lead. At that young age, early 20s, I always asked, you know, what were your regrets? What should you be doing? And it was like, hey, if this month you have a great month, and let's just say, you know, you're young back then, you make$8,000 that month. Yeah. Don't live at$8,000. Don't go out and upgrade your car. Don't go out and instantly upgrade your house. Because if you did have a big month, well, guess what? If you go and instantly upgrade everything, well, then now you got a demotion.
SPEAKER_04:Absolutely.
SPEAKER_01:Because now you tripled your debt.
SPEAKER_04:Yes.
SPEAKER_01:You had a great month, but you didn't have the consistency.
SPEAKER_04:In addition to a false expectation of real life, because let's face it, if you're not a top producer mentality, meaning that big month, that was the first of very many. This is what I do from now on because my needle moving activities are not going to change because that's what got me that big month. Right. So it's a it's a trailing. Every what you do today ain't gonna happen for 60 days concept. If they are riding the roller coaster, we know it. Big month, low month, big month, low month. These days it's low month, low month, big month. Low month, low month, big month. You're setting yourself up for failure.
SPEAKER_05:It's it's the education system, though. I mean, think about even in school, right? They don't teach you really anything about finance, how to manage your money, uh, none of that, right? It's all pushing consumerism, being your own aspiring emperor, right? That's right. That's what they push out in social media, right? Now you gotta have the nice stuff. It's the flash show off. It's the flash. Yeah, and I have a saying, don't go, don't go broke trying to look rich, right? That's that's the saying.
SPEAKER_01:Because half the time you don't, and especially by being on the lending side. Yes, as you and I, we get to see it all. We see, because I remember how many times I'm seeing people pull up with the cars, with the purse, whatever, and they got 10 pages of credit card debt. Yes, yep. And I'm like, why do you have$5,000 in your savings account? Yeah, but yet you're trying to go get this mortgage payment that's$6,000 a month. Yep, you got$5,000 saved, you got to save for your down payment, and you're trying to buy a home that's six, seven, eight hundred thousand.
SPEAKER_05:Yes.
SPEAKER_01:Why?
SPEAKER_05:And household debts at an all-time high.
SPEAKER_04:And and the reason for that, I believe, I don't know this to be factual, but I believe, and it's the same reason why you have people with a 400 credit score even applying for a home. Okay. Because everybody to that point has said yes. And yes, and yes, and yes, and now they just ran out when in actuality they did it all backwards. Yes to the clothes, yes to the car, yes to the this, yes to the that. Now you're screwing this up. Now it's time to actually buy a home because you've got a family now, maybe. I don't know. Oh man, you can't because you did it backwards.
SPEAKER_01:Lack of knowledge. It's just, and unfortunately, it is also unfortunately generational. Okay. To know where you're if you're just taught, hey, I got a roof over my head, I've got food on my table, I'm good to go. Everything else is frivolous. That's why I don't pay my FRMs, that's why I don't pay my Klarnas, that's why I don't pay those back because I'm paying the important stuff that I need. Well, that's just generational curses. Correct. They're not teaching you like, like for me during COVID. Yes, I did have the opportunity during COVID to go ahead and sell my current house and do the upgrades. Yeah. Get the bigger house. And my husband, I finally just sat back and was like, you got to get into a for what era.
SPEAKER_03:Yeah.
SPEAKER_01:Take a step. When you get that burning in you to buy something, take a step back and say, for what?
SPEAKER_04:For what and for who?
SPEAKER_01:For what? Okay, yes. You don't have a mortgage. Okay, so you now you want to go from 3,000 to a 6,000 square foot home? For what? Now I'm locked into having to make a certain amount of money. Yes. Now I'm locking, I'm locked in to have to work certain hours to maintain this. Again, for what? If my husband and I don't fully utilize our house that we have already, then why did you get the newest thing? Why did you upgrade? And this is with anything, because I love shoes. You're right. I live purses. But me being 48, just being honest, I was having this conversation with several young people recently. And that life is kind of like a rainbow. I had a conversation with you about this. That when you're younger and you're broke and you don't have anything, you think you have the world because you're eating them peanut butter jelly sandwiches, you're fed, you're happy, you're in the streets running around with your friends, you're great. Then you get to an era to where you're in your 20s and you're supposed to like, I'm supposed to go with all these accolades. I'm supposed to get this, I'm supposed to have this car, I'm supposed to floss these clothes, I'm supposed to floss this purse, I'm supposed to take that picture with my fingernails up on the steering wheel, like all the girls do with the Mercedes emblem in the background. Homie, hashtag is text. Then you get into your 30s, and it's like, oh, okay, you're learning more and more and more, and you're getting so much crap.
SPEAKER_03:Yes.
SPEAKER_01:And now you're spending so much time working hard, the crap you got has dust on it. Yeah. Then you get into your 40s and honey, you are downgrading. You are trying to get rid of everything. You want the one story, you've already had it. You're trying to, you're decluttering because you realize that your most happiness was in simplicity. When I was young and had nothing, less is more. Less is more. Simplicity. Less is more. But you can't be told that. I've told that to many people. You can't be told that you have to go through it because they're like, oh, you've already had the awards, you've had the accolades, you've done. And I'm like, baby, thank God I didn't have kids. If I had kids, I'm sorry, if I did have kids and I lost all those years, those kids, and now those kids are teenagers and I lost all those years, I would be sad. But I chose not to. That was just not my joy in life. But to be in your late 40s and just want to declutter, like I'm literally, I can see why people go RVing, sell everything, and just hit the road. How many times do you go on your vacations and you are your happiest? You have just enough food. Just about every time. You got just enough clothes, you got a great view, and you are relaxed and relaxed. I don't care what you look like. You're right. And then you come back to the world and you're like reality, simplicity, honestly. But you you I can say that all day long, but people don't listen.
SPEAKER_04:Now, you saying all of that, how can we tie that or relate that back to our industry from a professional level? Simplicity. Um the idea of to me comes up the idea of the going back to the basics. And a lot of you you mentioned it at the beginning of this. Um Realtors, lenders, they never got to learn what the basics are. But even if they did, like Casey was mentioning, are those the same basics that they are today? Well, open houses still work. Um the idea of mailers, if you're consistent, those still work. They sure do. Door knocking still works. Pop buys. Well, when's the last time you went by a community and said, Hi, I'm such and such. This is what I do for a living. You may not have anything right now, but I'll be back next week.
SPEAKER_05:Yeah. All the time that works. You always got to be networking, but nobody's doing it. Not a lot of people. Yeah. And that's what we tell everyone, all of our agents. No one's gonna wake up in the morning and hold their hand and tell you what to do. That's that is the most difficult thing about our industry, right? Because there is no set game plan for each day. You have to wake up and go find it.
SPEAKER_04:And why is that, Austin? We talked about it with Tomas. Because you're self-employed. You're self-employed. You're self-employed. Self-employed. That's right. That's it. It's simple. And I think that there are plenty out there that still see it as a job and not as their own business.
SPEAKER_01:Well, people don't understand the magnitude of being self-employed. That's also the thing. You don't understand that you are responsible for waking up in the morning and getting your day started. Yes. If you start your morning and it's started with two to three hours of social media watching others be successful, and then you get in your car, and then you're making calls, and then you're trying to figure life out. If your day is not planned out the right way, but people have to train you. They have to show you how to plan your day.
SPEAKER_02:Yes.
SPEAKER_01:And then, but the problem is that's the the one and two percenters are doing amazing. They're bringing in droves of people, but it's who's sitting down with them. And I'm telling you, the questions that I get from this new wave of realtors that I hear are What are these questions?
SPEAKER_05:I want to hear these. Tell me these questions.
SPEAKER_01:We got five more minutes. What are they asking? They are they're they're very just it's the basics are kind of sad. The basics are sad. If my uh but going back, I'll go back to basics. Yes. If my if my buyer goes and wants to buy this new car, will that be a problem? That can go both ways. You know, hey, they're probably just seeing if they have more room in the DTI, you know, to buy a car. When instead of flat out saying don't buy it, don't buy anything at all with me.
SPEAKER_04:And a if an agent is this is just me, if an agent is asking me that question, I'm going to tell that agent, have your buyer call me and stop asking you lending questions. Number one. That's not your lane. So if you are about to take this information from me and then turn it into whatever your telephone, right, is telling you that I said, incorrect. Stop that. Why do you feel like you need to be the intermediary when it comes to the financing side of things?
SPEAKER_01:So to speak on that, yes, you are partially correct.
SPEAKER_04:Okay.
SPEAKER_01:The reason why is also you want to answer the question to the realtor, educate the realtor.
SPEAKER_04:Oh, most definitely.
SPEAKER_01:And then tell them, have them call me. Yes. Because the more educated the realtor is on the lending side, a lot of times those buyers, even though they're meeting you and that is your experience. No, you are correct. They keep calling the realtor, they keep calling the sales agent. So the more knowledgeable that realtor and sales agent is, even though it's not their job. It's not our job to sell the houses. But when we get the you know how many times the buyer has buyer remorse, and we on the lending side are reselling the house that they're under contract. Everybody needs to have a piece of knowledge of everybody's industry, and that's what I chose to do. So that way, when somebody did come to me, I knew the answer on all ends. Yeah real estate, builder, inspections, third-party inspections.
SPEAKER_04:You know who does a great job of that the entire time I've ever known him in this industry? This guy right here. We do it together. We work as a team. We work as a team.
SPEAKER_03:Yeah, work together. Yeah, I know.
SPEAKER_04:This is this is a pretty solid brain trust, and he's been doing that for years. And I would feel comfortable him answering a lending question, but he also knows that you know what? But he didn't start that way. Correct. Yeah, correct. Didn't know much about lending. I taught me.
SPEAKER_01:He had he had a dad that was been in the business as well. So that's again generational knowledge, and then him feeding off of us and learning. But people have to have that ability to be able to do that.
SPEAKER_04:First mistake is you thought he was listening to his dad back then when we were younger until he got in and started earning his stripes.
SPEAKER_05:But I I asked both a lot of questions. If I want to know and I can learn something new, I I always try and learn something new. Most definitely. It's important. But before we go, back to getting into the business being brand new. I think it's important knowing what the market conditions are, statistics, knowing what you're getting into before you fully dive in. Yeah. Right. That's important. How many LOs were there in like COVID time compared to now? Like 295 and 95,000? Right. We dropped about 200K LOs nationwide. Uh there's about 160 left. So that's I mean, still a decent amount, but we dropped what, almost half? Oh, absolutely.
SPEAKER_01:Well, it's still the refi boom. A lot of the refines.
SPEAKER_05:That's a lot, right? And that's like you said, top 10% does most are hanging out. At Realtors, San Antonio Metro, we dropped like 6,000. We were at like 16, 17,000. Now we're down to like 12, right around there. I agree. So, you know, so five, six.
SPEAKER_01:So we're gonna say the basics. So just to get straight to the point, for people that want to get in the business, whether you're a loan officer or you're a realtor, the basics are everything. Yes. The basics. Answering your phone, returning calls. Don't just be a texter. That's right. People are so used to everything being so technological and call center-ish. Be a person that calls. That's right. Let me hear your voice. Let me hear the inflection. Let me understand that okay, yeah, I just get that text from you, but now because I know you and your personality, I know what that text meant. That's right. The basics. Follow up. And the best thing about that is don't tell somebody you're gonna call them back that day. Right. There's no need. Give fabricated timelines like, hey, your loan's gonna come out of underwriting in six days. Yes. That way, when it comes out in 48 hours, you've superseded their expectations. Amen. Even though you know it's gonna come out in 48 hours. Give elongated time frames because everybody is on 10. Everybody needs everything yesterday. Everybody's anxiety ridden. I don't care who you are. So then give elongated expectations.
SPEAKER_04:I love that.
SPEAKER_01:And then for those that you know know, be like, yo, bro, I'm gonna call you back today. That's right. But for new people you don't know, give elongated expectations, and then then you will supersede their expectations when you come in quicker.
SPEAKER_04:Well, that and and you're not constantly behind, constantly chasing your tail, trying to figure out the next lie that you have to tell them because what you said was improper to begin with, but you don't want to fess up to the fact that, hey, I said some bad expectations.
SPEAKER_01:And stick to all money is not good money. Get rid of the realtor that is blowing up your phone and feeding you a bunch of bad, bad deals because that is what's keeping you up late at night and sleepless and stressed out, anxiety because you want to please. Yeah, well, then when you remove that negative energy, you will be surprised as to how your business doubles and triples.
SPEAKER_05:Same thing goes with clients. Same thing applies to the city. Let it go.
SPEAKER_01:Reassign the person. Absolutely.
SPEAKER_05:You gotta really know that's true. It's not disrespectful. If someone were to ask you guys, is this a good time to get into real estate, either for a loan officer or a realtor, what would you tell them?
SPEAKER_01:I would say yes.
SPEAKER_04:I'd say it's always a good one.
SPEAKER_01:Yes.
SPEAKER_04:If your intention is to learn your craft, become the best or as good as you possibly can be, and commit. That that's kind of what I'm trying to get to is commit. Don't don't dip your toe in, jump into that water.
SPEAKER_05:But isn't this that like 70% realtors nationwide didn't sell a home this year? Absolutely.
SPEAKER_01:But how am I who am I to tell you that you're gonna be part of the lower end? If you get the knowledge and you get the right surroundings, if you get the knowledge and the right surroundings, you could be part of the top. But who am I to tell you that you're not gonna be one of the put it this way?
SPEAKER_04:Could you imagine if somebody would have told me that when I got in? You probably wouldn't have done it.
SPEAKER_05:And we're we're not here to discourage people. Bullshit. You would have stolen.
SPEAKER_04:I would have probably closed more.
SPEAKER_05:You would have said, hey, I'm I'm gonna go knock it out of the party.
SPEAKER_04:Correct. And do it because I did, and that was to prove my dad wrong concept versus shit. Now I can prove him wrong too. I'd have had more fuel.
SPEAKER_05:But it's also a mindset. Did you know that 80% of all archaeologists are women? Did you know that?
SPEAKER_01:That's exciting, Austin.
SPEAKER_05:Did you know that? Oh my god. Do you know why that is?
SPEAKER_01:Why is that?
SPEAKER_05:Because they're really good at digging up the past.
SPEAKER_01:On that note, ladies and gentlemen, I knew that.
SPEAKER_04:Guys, guys, guys and gals listening. This was probably one of the funnest discussions I've had in quite some time. Lots of real talk.
SPEAKER_01:I thought it's because we're dealing with old bullshit.
SPEAKER_04:Don't bring up the past. That's awesome. Um I think I'm going to invite these two back so we can bring up a different discussion. Um, because that was the realest that uh we've been on here in quite some time. And I'm not saying that we're not real, but the um ability to just be yourself it right here. I I appreciate both of you for doing that.
SPEAKER_01:You're gonna cry in this industry.
SPEAKER_04:Uh it's right. That's right.
SPEAKER_05:But it can be very rewarding. It can be very rewarding.
SPEAKER_01:Cheers and rewards.
SPEAKER_05:And don't take that joke offensive. I love one. I love my mom.
SPEAKER_01:Oh, and we love you.
SPEAKER_04:Guys, gals, uh, thanks for subscribing. As always, I commit to bringing you additional guests just like this, um, that will share their story, share their thoughts, fully transparent, real talk always. Um thank you both for joining me again. And to you out there, we'll catch you on the next one. If you're still sending out pre-approval letters and praying your realtors send you the next lead, you're already behind.
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