Why Now Is Your Moment To Attack The Market

Thinking about a real estate career but spooked by headlines? We pull back the curtain on why a so-called “down market” is actually the best launchpad for new and returning agents. We get real about mindset, work ethic, and the uncomfortable truth that the reward always matches the effort when you show up with consistency and purpose.

We dig into the difference between the order-taking years and the skill-building season we’re in now. Instead of chasing hype, learn how to create demand, manage relationships, and run a clean pipeline. We share a practical framework for avoiding tech overwhelm: solve one pain point at a time, master your CRM, and keep 150 people who know, like, and trust you in the loop with simple, high-value touches. You’ll hear why timing the market is a losing play, how hyperlocal reality defeats national noise, and why 24–30 closings a year can net six figures in many markets.

We also talk runway. Don’t enter broke—build a plan that keeps your bills paid while you commit 12–20 weekly hours to prospecting, follow-up, appointments, and contracts. Whether you’re 25 or 70, humility and coaching beat pride and guesswork. Plant the oak tree now so you’re ready when the next surge hits; by the time the boom is obvious, the prepared agents own the referrals and the market share.

If you’re curious, considering a switch, or stuck in fear and overwhelm, this conversation arms you with clear steps: define your why, block your calendar, practice until you can teach it, and serve first. Ready to build a business that compounds? Subscribe, share this with a friend who needs a push, and leave a review telling us the one skill you’ll master this month.

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Transcript

SPEAKER_02 0:02

Welcome to the REAL Podcast, where hosts Dave Kilby and Dwayne Murphy dive deep into the world of real estate agent life. From overcoming hurdles to celebrating success, join us as we explore the journeys of industry veterans and rookies alike. Get ready for bi-weekly episodes packed with advice, feedback, and mentorship from the best in the business.

SPEAKER_00 0:32

We are live. Just time to go. Boom.

Framing The Big Question: Why Now

Mindset, Work Ethic, And Cash Flow

SPEAKER_01 0:36

Welcome to another episode of Real Estate Agent Life. With the recording starting without you knowing about it, and you look up and you're like, wow, we're going. So here we are. That is my co-host, Shane Kilby from the great state of Sweet Home, Alabama. Sweet Home, Alabama. And I'm Dwayne Murphy coming to you from Antarctica, where we've had the longest stretch of negative degree weather that I cared to experience in my lifetime. Uh, but we're finally thawing, and uh, so we're back on the air today. Because I know we have we have a lot of experienced agents that listen to our podcasts. I hear from many all the time. I know you do as well, Shane. But I also know there's a lot of people who aren't in real estate that watch this podcast or listen to this podcast. Because I hear from some of those as well. And I think there's probably more out there that are thinking, hmm, I've thought about a career in real estate. I've thought about being a real estate agent. Maybe I want to be a realtor. And they they just haven't done so yet because I don't know. You know, it's now a good time to do it. Is you know what why? And essentially the question is, is why is now a really good time to become a realtor or get your real estate license if you've been thinking about it. So, Shane, on that is essentially our main question today is is, you know, everyone keeps saying real estate's in a recession, the market's down from where it was, and and you know, and and you know, prices are still up, but inventory is down. But answer that, answer that, I guess, maybe not so simple question. What's your thoughts on becoming a real estate agent in this market right now?

SPEAKER_03 2:12

Well, uh, it's funny you asked that. Um, you know, our firm teaches real estate, and and so we we get hit with that a lot. And first and foremost, if you have work ethic and you have uh a little bit of discipline about you and you understand that you are going in business for yourself, essentially, with uh a lot of uh support and guidance, and know that any business is, I mean, any business that you start, that you can be cash flow positive in in three to six months, like that's amazing. That's not drop ship. That's I mean, that is real the real deal, real McCoy. And then you gotta you gotta sit here and and ask yourself, like, the people who make these statements about good times and bad times in the business, what do they do for a living? You know, so this is a this is the first you know question, I guess, like, well, my cousin said it's probably not a good time getting real estate. I'm like, I'm curious, tell me more. So what does your cousin do for a living? Oh, he works down at Chevy Place. Oh, okay. So he sells cars, yeah. All right. Well, if it was a bad time to buy a home, life's biggest investment, wouldn't it be a bad time to buy a car, right? Yeah, and it that's the conversation. It's funny because real estate in its entirety is a life purchase, right? We're we're expanding life. Like him, her, thee, them. I mean, we're coming together to create a family, or we're giving up a place and we're coming together one. So the world knows that that's a great investment. Right? Where else can you put money into something that's gonna be worth one number today and it's gonna increase in value over time while providing a roof over your head, while providing shelter, um, expand, grow a family, right? And then sometimes those families grow. And you gotta have a you thought you were having one, but you had two, right?

SPEAKER_01 4:02

So you gotta have a bigger home. So you're essentially saying, in your opinion, there is no such thing as a bad market.

SPEAKER_03 4:09

I mean, I might be biased in that thought process, but I've been in sales all my life. I've been in real estate for the last 20 years going on 21. And I'll be honest with you, it's it's like anything else. It's it's a mindset. It is a mindset. Like, hey, if you don't have a if you do not have a an absolute solid work ethic, if you don't have discipline, like if if you can't see something before it takes place because you're doing what you need to do when you need to be doing it, then yeah, that's it's probably not ever gonna be the right time for you.

Housing As Life Purchase And Value

SPEAKER_01 4:45

And the the thing with that, and I know we've talked, we we run similar brokerages, just on different sides of the world. And uh I know that several, many of your agents had record-breaking years, some of the best years that they've had in the business this past year, as well as did mine, just about my entire upper uh, you know, I'd say maybe the top 20%, right? Along with other agents in those along the way, had literally their best year in real estate, in what most or many would say is one of the worst real estate markets ever, with some of the lowest sales since 1996, two years in a row. But wait, they're having their best year in real estate since they got into real estate. And these, you know, both both rookies and some of our most experienced agents. So, you know, I think I think, as you're saying, I don't think there is a bad market. There's, you know, I don't want to say there's bad agents, there's bad work ethic. Bad monster. There's bad hustle culture, you know, but but there's always opportunity there. So your thoughts on an agent or someone who wants to get into real estate in today's market, right now, today, versus the agents that got into the business when the market was smoking hot in 2020, 21, 22. What's what's your thought? I know we're aligned, but how would you summarize that thought on the advantage of someone getting into the market today versus someone that got into that market when it was the biggest market ever in history?

No Bad Markets, Only Bad Habits

SPEAKER_03 6:14

Well, all right, so that's a multi-part question. And then first, when before we go down that pathway, if you're in business or you're considering getting in this business, I just want to ask you this one question face to face, eye to eye. Why are you wanting to get into this business? Right? That's key critical. That's key critical. If you're getting like these are the agents who are part of the 87% club. And the 87% club are the boys and girls who start on day one and are out of the business in three years or less. The 87% club are looking to get in this business to pay their bills money through Friday. And those are the ones that get roasted. Those are the ones that get roasted. Now, somebody look at that and go, well, what do you mean? Like, why else would you get into business just, you know, for unicorns and rainbows and no money? That's not what I'm saying. What I'm saying is you gotta be able to place a high level of value on something bigger than Friday's paycheck. Because there's a reason why a high percentage of employees, including myself at one point in time, looked at Friday as the day to go get my check or the day to go get paid. I didn't go passionately, let me go see if I can help move my corporation forward. You know, it's move, just move the needle a little bit on Friday. No, on Thursday, we're already visualizing the weekend, right? So that strong work ethic, that strong why. What is it that's gonna make you get up on a cold, rainy Saturday when everybody in the house is bundled up watching TV, and you go out there with passion and purpose to do your job to the best of your ability? Because that is why 74% of the agents in this industry didn't sell one unit in 2025 because they laid on the couch Saturday morning when it's cold, rainy, and dreary, and everybody else in the house wanted to stay in and sleep.

SPEAKER_01 8:14

Well, they're also the they're also the same individuals that don't attend the training and take the opportunities and do what they need to do to perfect their craft and and add more arrows to their quiver and and sharpen their sword.

SPEAKER_03 8:30

Yeah, so that this leads into the 20 20, 21.

SPEAKER_01 8:34

It's not because there's not opportunity. But I mean we all know that there's there's opportunity. And if you are a an agent who has the skills and has a skill set and works on them every single day and applies them, you can easily get your unfair share of this market. Yeah.

SPEAKER_03 8:51

Well, you know, the the the funny thing about this, the reward will match the effort. Oh, I like that.

SPEAKER_00 8:59

Say that again. This I think everybody needs to let that one marinate.

The 87% Club And Your Why

SPEAKER_03 9:03

Yeah, the reward will match the effort, toe for toe, step for step, stride for stride. I have never, and I thought about this the other day too, I have never in 20 years seen a real estate professional go all out, weekend after weekend, day in after day and month in after month in. I've never seen a real estate agent not earn what they set out to earn in a 12-month window if they'd done what they needed to do when they needed to do it, without making up every excuse and finding every distraction on the star not to do it. Because there's a lot of uncomfortable things. So this kind of relates to what your your thought process where you were headed down for the 21-22 agent. Listen, there were a lot of agents that made a lot of money in 20, 21, 22, even as far as 23. There was a lot of mailbox money. There was a lot of order taking, right? And so you didn't really have to have a skill set. You had to have a license, right? You had to have a uh a sphere of influence that would help. But even if you didn't, if you could generate leads or be a part of some type of lead generation or databases and just put the 20% effort out there, you would get 80% return on that effort, right?

SPEAKER_01 10:21

And so everybody wanted to write an offer on a home. Yeah. And it was and it seems crazy to say that, but I mean, there was a an actual NARSTAT, and I know we had one here in the state of Wisconsin. I was actually refreshing it yesterday uh and speaking to some of our state politicians down in down in our capital. And I mean, there's 34 homebuyers for everyone home listed going into early 2022. Like you, you literally, as a as a real estate agent, I don't want to say it because it it sounds bad on our profession. It sounds bad on, you know, it's not necessarily like any reflection on any local agents or other companies or anything like that. But I mean you you pretty much needed a real estate license and could fog a mirror and you would trip over a buyer or have 10 buyers that wanted to buy. And you could have, you could have as you use the word order taker. Yeah, you had to have a little bit of skill so you can understand how to write an offer, but you better you better have knowing how to write a really good offer because you're going against 10 other offers. But for the most part, you didn't have to have consistency every single day. Let me tell you something.

Skill Over Hype: Reward Matches Effort

SPEAKER_03 11:27

If if all I gotta do is show up and figure out how to write a good offer, I'm gonna come. I look every night I'm I'm studying. I'm gonna come right, I'm gonna write the sexiest offer that's been known to man. Like it's it's it's gonna wipe out the 104 because I'm going all in. Because I know I gotta I gotta hurry up because I got another one to write, right? So here's the thing though. This is listen, we all like to hit that grand slam. Like we like to get nuts on the pond, and we like to hit that one over the big green wall for baseball enthusiasts, you get what I'm saying. And sales, like we, everybody likes to get that big win, right? As long in our industry, as long as everybody wins, it's a win. The seller sales, the buyer gets what they want, agents get what they want. That's it's perfect, right? The perfect storm. But here's the reality of it. Even the true professional sales expert knows you cannot have those every month of the year. Because if you do, there's gonna be a storm brewing and it's gonna knock you completely out of the boat. And hopefully you have a life jacket. Because what happens is when that took place, everybody's giddy, just like Dwayne just shared, as many as 34 offers on one property. Listen, it's as sexy as that sounds, I hope to market my seller's property where we get two or three offers at the same time. Don't get me wrong, because if I'm working for the seller, you bet your bottom dollar I want to have a competing offer. I want highest and best. Because that way my seller knows that I'm I'm doing everything I can to get them as much for their property as possible in the shortest amount of time possible. However, still, if you've got two offers coming in, somebody's going home empty-handed. And in our line of work, any line of work, when you when you're the age of going home empty-handed, you got a family to feed, and these fees are due for our profession, regardless of what you close, it can be unsettling and unnerving, right? And you begin to question the integrity of everybody in the process. And that's not what our industry's about. No matter what the outside world might think, that is not what our industry's about. So when you get four, six, eight, ten, like, yeah, we used to always go, man, I wish we had that. I wish we had that market. I wish we had that market. Yeah, you do till you get in it. It's like, and you know how it goes? It's like you can't get any, you can't list another property because you're up to your eyeballs trying to put out fires with all the agents that didn't get their offer accepted. Their brokers blowing up.

SPEAKER_01 13:51

I'm in the yeah, I'm in the exact same camp as you on, you know, with that on that market compared to this one. That I mean, this market truly has more opportunity for the consistent agent or the person who comes in and learns the skills that does what they need to do every single day. There is more opportunity now than there was in that market. By the way, there's there's 300,000 less real estate agents you're competing against because all the weak ones washed out and got other jobs and got other careers. There's a ton of agents still in the industry that that are working two or three other jobs because they're not selling homes. Shane shared a stat on that earlier. They still have their license, but they're not selling homes. So that they have to do something to feed their families, which again creates even more opportunity for the for the new agents that are coming into this market, the existing agents that are doing the consistent work day in and day out, and the new agents and the new agents coming in.

SPEAKER_03 14:47

What are the two emotions that prevent a human being from making forward progress? They're fear and they're overwhelm. Yeah. And whenever thing you look at says it's doom and gloom, well, the the marginal agents, they can't focus on what they need to focus on, the relationship. The relationship serve, serve, serve, value, value, value, value. You're ready to do business. All right. How can I serve you at a higher level to get that expedited, right? And so they're there they're scared. Like, am I going to be able to pay my bills? Everywhere I turn, the national news based out of New York says my economy's crushing, right? So they take their eye off of what we do. We don't sell, this is the reality. We don't sell homes. I know what my license says. The houses sell themselves. They always have. Pretty houses sell to pretty buyers. Ugly houses sell to pretty buyers too. But for ugly prices. Ugly prices. But it's the relationship that an agent has with another human being that creates trust and builds a long-term relationship. Listen, if you have 150 people that know, like, and trust you, and you stay in contact with them, you use your CRM like it's meant to be. And some of you can look at, oh, I don't use, I don't do it like that. Okay. Tell me how that works out for you. You can do small business on Notepad and Roller Dex. You can. I've done it. I've seen me do it.

Order Taking vs. True Skill Building

SPEAKER_01 16:07

I ran mine on I ran my early business on Excel spreadsheets for years. Yes, yes. Early in the beginning. Now, granted, there wasn't the technology there is today. The CRM wasn't provided by my brokerage, you know, so there is, you know, maybe some limiting beliefs that way, but uh, but there wasn't the technology in the in the stuff you have today, which now today there is, right? You don't you don't you don't need to do it on paper.

Relationships, CRM, And Consistency

SPEAKER_03 16:32

Yeah, don't come in the I mean I will say this though, don't come in this business broke. Don't come in this business broke because you're just gonna stall yourself out. And I mean, like, listen, we all define our goals differently, we all look at success differently, we all define broke differently. Make sure, and it, you know, make sure that you have a means by which to facilitate the income you need to get by, not live lavishly. If you want to make this a winning career path, have a plan to keep your bills paid, right? And have a plan to, you know, at least commit 12, 18, 20 hours a week to this craft. You'll see this quote a lot if you look at quotes and read quotes and mindset stuff like that. It's like, you know, your nine to five is to pay your bills. You know, your your 5 p.m. to 9 a.m. That's that's to build your empire, that's to build your career path, your passion, your dreams, your goals. And it's uh I have agents, students that ask me all the time, or before they are even students, like, you know, can I do this and have another full-time job? And the answer is yes. Absolutely. Can I do this uh part-time? Yes, absolutely. Listen, there are some some jobs and career paths that that uh you know individuals are on that I'm gonna suggest to always keep that. Don't even bridge it and jump. Always keep it because it can feed your sphere of influence. It it probably is your sphere of influence. And you don't want to lose touch with that. And you can't have a better CRM than being in the space with these people every day, every week. That's what a CRM is. It keeps you in touch, it keeps you, keeps that relationship high. But if you work with these people on a daily basis, that path, right? If if if they're if down the road it looks like you want to transition to that full-time career, then great. Because listen, I I mean, they'll I guarantee you there was probably half of that 74% that didn't close a transaction last year that quote unquote call themselves full-time agents. Here's the reality of it. I and I'll I'll live and die on this hill. Any full-time agent that did not hit their numbers last year, with an open mind, I would absolutely embrace the opportunity to talk with them because not for judgment, not for judgment, because for complete clarity. I'd seek to understand before I seek to be understood. And a lot of times what I have seen having these conversations, I have beautiful people in my organization because we sat down and had that conversation one day. No strings, no obligations, no expectations, just can I sit down and have a 30-minute conversation with you and see where you're at in your business, just to see if there's somewhere that I might can contribute value to help you get back on track and stay right where you're at if you're happy there. That's cool. Oftentimes you see a disruption in the calendar. You see a disruption in tech stack because of fear and overwhelm. All of the, I, you know, I met with an agent, a high profile agent last week. They bought watch. So blessed and humble and priesthip. They don't work for my company. We're always going to be friends in the business. We may work, who knows? But I would do this for anybody. We sat down for lunch and we were talking, and and they were like, well, all this AI and automation, what's what is the what's the best to use? Like, and what's the least caucus? I mean, and they we get things thrown at us all day, every day. Buy this, buy that, buy this, buy that, make your life easier, crack, cash all these checks. And it where we went with that conversation, I said, look, I said, what what are you trying to accomplish? What is that one pain point? I know we all got 50, but one of them hurts the most. What's the most painful pain point you have today in your business that this piece that a piece of technology can solve, right? Technology can't solve everything, it can just help facilitate a lot of solutions to a lot of the things that we have when it comes to. And so I said, take that one thing, that one thing. I said, now let's go find what the cheapest, cost-effective, tech tool out there that will solve that problem. And if you find that piece of technology to solve that problem, then focus on the next pain point. Yeah, and focus if you want to scale that solution, you want to get a bigger piece of technology. Fine, but you don't have to, right? Look at that calendar, look at the pain points in your business. I I think what I hear today, face your conflicts and you will minimize or completely replace and remove the drama. See, we don't have we don't have drama in our lives and business until we have conflict that we that we turn and run from. Yeah.

SPEAKER_01 21:00

So so focusing back on new agents, wannabe agents. I would even say the term wannabe agents, right? They want to be a real estate agent. They they see they see all the glamour on TV and all the dinners and lunches and you know, get togethers and parties and and uh fancy cars and everything that you see on TV, but you know, or they've been following us, they've been following some of our agents, but new agents, would would you say that they're gonna come into business going somewhat back to where you were, just raining in the squirrel a little bit more? The uh would you say that agents today under the right umbrella? So I mean it doesn't have to necessarily be your your shop, my shop, you know, our firms, but we'll just we'll use a broad brush statement. Would you say that an agent today in the right under the right firm or at the right company is gonna get a much higher level of training and learning how to do the business the right way than they would have at almost almost any other time in history?

Don’t Enter Broke: Set A Real Plan

SPEAKER_03 22:00

think the answer is absolutely across the board. I I think because um I think the right tribe is always out there for everybody. I think the right community, the right atmosphere. I I do believe wholeheartedly in in in personal growth and development and I believe in being coaching coachable and I believe in in being a student. If I'm not if if I'm new at something or I'm seasoned at something, but I'm not achieving the goal that I want to achieve, um, I'm gonna take pride and put it in the glove box. And I'm if it's an if it's a 20 year old kid that I got to go to that's got that experience of getting me where I want to go, uh pride can take the back seat because I'm gonna go to that person and I'm gonna say, hey, I'm a I'm the student. I mean if you're the teacher let's get started. Now where do I sign up? You know, so I think it is, I think a lot of times, you know, as a new agent, they're like, I want a mentor. I want a mentor, right? And do you guys mentor or do real estate companies mentor? I'm like, yes. I mean I would I would say that all of the ones that I'm associated with, they all mentor. They all treat it as they all have an apprenticeship type program. They all have coaching and development. And it's uh it's funny. Now here's the reality of it for our group for example like we do a ton of stuff you know just like this on video bizroom or webinar we do a ton of stuff in person and we have a ton of stuff on demand, right? And and I'm saying that because those are the tools and stuff that all that all successful brokerages use today. But it doesn't matter how much on demand, on video live, in person, because I hear people go, I like I like an in-person event. Okay. I hear some I I just do a zoom like I I really rather do a Zoom or a webinar type event. With everybody of course and then I hear something like I just I really just like it on demand because I might I'm I'm a night owl or whatever and I just do it all night. If you don't do the work if you don't show up it doesn't matter if you're a night owl with on demand or if you like to do an in-person on Zoom or you like to do an in-person training. If you don't show up to learn and implement it doesn't matter a lot of a lot of students get caught up in that it's like that drain that whirlpool dream is going down. They get caught in that circle and they can't get out of it because they want to go from pre-license to post-license to a contract class to a dot loop class to a lockbox class to an MLS class and I'm like but you don't need any of that they're like yeah I gotta have it like you don't have anybody to show property to to write a contract to to open a lockbox to look at the MLS to fill out a contract to use dot loop let's focus on that let's put the energy in that like you've you've been studying this but you haven't been applying it. So where I'm going with that is application has to be 80% of the focus. Learn 20% apply 80% immediately same day immediately when that training's over yeah and do it until you can teach it. That's when when when when you've been through a course or a class and you can teach it even if it's a rough version of it now you know enough to be dangerous.

SPEAKER_01 25:06

And like you said and with with taking what you learn what you apply coming new into the business I mean consistency is undefeated. Consistency you consistent is you can have average skills but if you were if you're doing it every day every day A, you're not gonna be average for long. Your skills are gonna your skill sets going to get better. You're gonna get better at what you're doing you're gonna get better at your conversations you're gonna get better at your conversion uh you're gonna write better contracts because you're getting up to bat more and the reason why you're getting up to bat more is because of the consistency every single day of doing it. Another thought on on an opinion on why someone would want to look at a real estate career uh in whatever state they're in right now why they would want to look at at getting into real estate now versus when the market all of a sudden is better and everyone says the market's great the market is hopping. Why get in it? Why get in it before everyone says the market is is amazing and oh my gosh, it's the best real estate market ever? Why would somebody want to do it get into real estate prior to that even though we both agree that it's this is not a bad market. This is a huge market of opportunity but for the naysayers let's say it's a bad market why would somebody want to get into today's market right now versus waiting until everybody says it's an amazing real estate market?

Tech Overwhelm: Solve One Pain Point

SPEAKER_03 26:24

Well I'll I'll I'll frame that like this when is the best time to plant an oak tree? Yesterday. When's the next best day today right now? And and the reason I say that is even using that as an analogy you plant a tree you put$100 in savings on your first birthday somebody put it there then what is that number today on compounded interest?$10,000? I don't know$100,000 but it's more than it was right the reason that if if if someone if I were on the phone with someone or sitting with someone face to face today to have that same discussion I would say this that when I look back at at my real estate career at 20 plus years my only regret is not starting sooner. I got in this business at 31. I wish I'd got in this business at 18 like like um Addie Embry my business uh my business partner's daughter um why because I I got rest I got a gap there I can screw it up and still get it right and I'm and I'm developing along the way and I don't have all these liabilities on over my head but let's just say I'm 30 years old 40 years old 50 years old 60 years old the reason I want to get in business right now is because it's a skill set business. Like you actually are learning skills to create a solid six figure plus pipeline now. You become habitual and then and and and internalize what you learn today and when the market I don't even this is like we had one of our best years ever last year and it's already ahead of last year. So I don't I mean real estate is so hyper local like you and I had this conversation a couple weeks ago you're like back in the highest of best offers and short days on market and and somebody else like Brett Johnson he said like I mean we're in Phoenix where there's 30 thousand agents they don't they have a week's inventory. So when people say this I'm like I don't know what I'm not on y'all's channel thank God but you will have that skill set so when the the clouds go and the sun pops out of good gracious I don't know I mean we could handle more but I mean we're good we're doing good.

SPEAKER_01 28:24

Yeah like when that right when that when that market bounces do you think you're gonna get better training when the market is is chaos well and unhinged versus now. And and the other part to that too is you know I've always heard something with like stocks and investing and you had used the old tree analogy and and there's a lot of different ones we could use for that like if you're trying to time the market like I'm gonna wait till the market's on its way up and then I'm gonna jump into it. Like I'm sorry you already missed it. The agents that are getting into the business today prior to the market and then and markets are silical let's just be honest real estate markets are silical. Everything everything always is that life is going to repeat itself somewhere sooner or later. If do you want to get into the market before the market is good or do you want to get into the market after it's already good and who knows when it's gonna start sliding back down and slow. Like you can position yourself today do very well in real estate today and then oh by the way when real estate just when all of a sudden the real estate economy like all of a sudden agrees to participate who do you think is going to like clean the floor you're gonna be in such a great position.

Training Formats Mean Nothing Without Action

SPEAKER_03 29:37

Here's the thing you got to remember there's a reason why the bank makes all the money because the bank's in for the long game there's a reason why only 10% of day traders make a profit but all of the trading companies they seem to make a lot of profit every year massive amounts because they're the middleman and they play the long game. They play the long game right so it's uh at the at the end of the day it's it comes down to this like how many transactions do you think that you need to make a net six figures every year? What are they 24, 28? I mean really 30 or less it's got 30 or less to to to bring home six figures right you know if you're looking to average I mean let's be conservative 200,000 you know five homes and that's very conservative in this market average price being three and a quarter. So I'd say 24 to 30 homes a year and you're netting six figures. So who cares what the market's doing you tell me you can't find 24 buyers and 24 sellers in 12 months come on come on like it's it's scary to it's scary to to see what somebody did that didn't close a transaction last year. You couldn't have been you had to been asleep. It's not possible right so when you think about that getting in the business now versus getting in later get in now because it is skill set season you're learning the best skills possible. Hey when when it's an avalanche hey get yours but know that when it begins to tip back into the other direction that you've already got the skill sets ready to put back into motion. That's what happened to those 21, 22, 23 agents is they come in, everything was order taken, the water went out, everybody was standing there at the coastline with their skimpies on they weren't prepared. They didn't have their skill set dialed in so now and they've spent all their money because I got into real estate and this is pretty easy. I should have done this a long time ago this ain't nothing to it all you got to talk about hard it's man this ain't nothing to it. Stacked up the money easy come easy go. When the water went out it's time for them to go back to doing what they were doing before I'm not going to throw shade on any career path because I believe all career paths are great.

SPEAKER_01 31:54

Yeah it's not to a particular agent or anything but um again I think everyone in the industry would agree with that.

SPEAKER_03 32:00

It's also why and serve others to the best of your ability and you want to make everyone around you better than the way you found them, they may be Gandhi. That's fine. Maybe Mother Teresa but if your intention is to leave them better today than you found them, that's all you gotta do, right? And now you're just doing in the industry of real estate.

Why Start Now Before The “Boom”

SPEAKER_01 32:21

There's always opportunity if you're always willing to look Yeah there is I mean real estate just to try to put a little bull tie on this because we could I know we both could hammer on this subject for for much we have a big holiday tomorrow and I can't wait. Yeah we're very we're both very passionate about getting people into this profession and into this industry. Profession is the key word there um you know and especially the ones that wanna want to learn and earn for themselves versus someone else. You know and that's I am the same way I got into this industry. Uh you know it it was probably not quite a midlife crisis because I plan on living longer than that. But you don't crisis yeah I mean I got into this in the 30s some of my most successful agents didn't switch in you know into this into this career path and until their 40s. We've interviewed we've interviewed some that haven't started you know hadn't started real estate until their 50s look at another one I don't know some of our coastal friends down in the Florida market probably has heard the name Robert Slack. That dude was like 70 when he started in real estate and oh by the way has one of the largest companies in Florida independently owned and he started he started selling homes bought a bunch of leads with his wife's credit card without telling her we're not condoning that don't do that that'll get you in trouble. But bought a bunch of leads with his wife's credit card when he got going and then just started converting them because he had to because he put it on his wife's credit card without her knowing because he didn't have any money. They were broke and oh by the way right he was 70 some years old and selling and selling real estate and grew one of the biggest companies in Florida. So you can get into this career and into this profession at any age. You just have to have the drive and the want to do so and uh and and get the skill sets that you need we've talked about the consistency daily it's undefeated you know and this there truly is no ceiling on what you can do in real estate. I mean it is such a platform we talk about all the time it is such a platform to impact so many people and it's not just impacting on selling a home it's impacting your church it's impacting your community there's so many you can impact your family tree there's so many things you can do in this industry that you just can't do anywhere else. If uh someone's curious about real estate they're they're interested in the profession they're interested in in a career in real estate they're interested in maybe getting their license would you suggest that they sit back and wait for another year or two? Or do you suggest that they reach out to us and let's just have a confidential conversation. We'll talk pluses minuses I know we both shoot people very straight. So buzz a little raw and straight like here it is you need to hear this but don't ask for it if you don't want it I think I think if someone's thinking about real estate they should give us a buzz and I don't care if you want a fairy tale I'll give you a fairy tale if you want the truth and I'm gonna tell you the truth you need to give me a you know give me a notice what you want nobody ever gets rich off fairy tale but Disney World. And I tell you what the same thing goes for anybody that might be across the United States listening this neither one of us have downlines. We don't have make money if you join some join our our company under our company in a different state or anything like that. And hey no shade to anybody who does do that or does have are in those companies hey more power to you. All I'm gonna say is that we don't we're not in that we're not we don't make anything off of you if you want to get into real estate and you're in Nevada or you're in Florida or you're in Arizona or you're in North Carolina give us a call we'd love to to talk to you pluses minuses about real estate and oh by the way Shane knows like everybody in real estate across the United States. And by the way Shane knows the best of the best well I think we both we both have a lot of contacts recently reach out to us we'd love to connect you with with team leader with a brokerage owner in your market wherever the heck you live because we probably know someone that can that can help you be successful if you truly want to be a real estate agent. Even if Wisconsin agents Alabama agents we're here to help we'll help anybody in any state if nothing else to make the connection with the person you need to talk with and ultimately the person that should be you know should be le your leader and helping you.

SPEAKER_03 36:43

Well it's it's it's one human being's responsibility to another listen you know these organizations with the down late these are some fantastic organizations. Yeah. Different recipe different dessert different cookies different cakes you know if you want to have a conversation with us you know or or direction to someone to have a conversation with reach out to us. Like Dwayne said we we know somebody in every market across the country love to connect you and make a good recommendation for you and for them and and you know whatever works just want to see you improve. Yeah.

SPEAKER_01 37:16

Yeah. Well I tell you what Shane how about we put a bullet tie in this one and because there's there's a few other parts of this one that we can extrapolate on out of once extrapolate well I I uh I it's you know the word of the day trying to use it. I like it extrapolate so uh check that off the box. I want to try to see if I can use that in another meeting later today. We're gonna extrapolate some stuff. So uh but uh if um if what's if someone's listening to this they found some value in it what uh what do we need them to do?

SPEAKER_03 37:49

Yeah yeah so I mean if you did see value with this um hit that like button hit that subscribe button uh if you could give us a a view a review that'd be fantastic like listen if you think it sucks more about the review and if you think this episode sucks double click the like button and um we greatly appreciate you and but but really if you or anyone else you know that would like to be a guest on our podcast we would love to invite them uh here to the studio which is virtual wherever they're at we can get them set up and uh we're just gonna have a little food for thought and share with the world.

Hyperlocal Reality And Skill Season

SPEAKER_01 38:22

Yeah same way too if you've got a subject a topic something you'd like us to ramble about for a little bit and share our insights we'd be more than happy to as you've noticed neither one of us have any issue with talking so we would love to we'd love to talk if you've got a hot topic or s or something to that burning quad burning right a burning a burning thought whatever we'd love to uh put some feedback into that some thought share our opinions and that's what they are they're our opinions you know we would love to do that with you so I tell you what Shane it's been another great episode it has it has all right we will see you guys on the next one stay tuned we got a lot of uh new guests uh coming through and we got a lot of new content we've uh cataloged and getting ready to drop here in the next uh little bit so keep an eye out and we will be bringing some fresh stuff to you soon without a doubt peace thanks for joining us on this episode of the REAL Podcast don't forget to connect with us on YouTube, Facebook Instagram and TikTok for more exclusive content.

SPEAKER_02 39:26

Keep striving for success and we'll see you in the next episode.