Why 2026 Could Start the Biggest Decade in Real Estate

I mean, you help a lot of realtors, I help a lot of investors and I want to kind of see both

sides of the market, you know, I have been saying for 2026, you know, I'm projecting a flat

market better than last year, but you know, if we get some appreciation, it's all square,

but I'm not like prepping for it. If it happens, I'm excited. Yeah. I hope I'm wrong, you know.

But, you know, I'm all in on wholesaling. I'm all in on finding deals, not really trying to flip

personally. And that's kind of like the advice I'm giving for you. You know, you're more so,

you invest yourself, but you're mainly talking to realtors most of the time. What do you tell

these realtors? They need to stack listings all the way to the ever living moon, because spring is

going to happen this year. We're going to have a spring. And the thing I tell agents and really

anybody I give advice to, even investors, right? When I tell people stuff, giving them advice on

things, it's like, yeah, I'm giving you this advice based on this market, you know, mechanism that

may or may not happen. But if you do what I'm telling you to do, it doesn't matter if that happens

or not, you know, like if an agent goes out there and gets a bunch of listings and spring doesn't

happen, they're not going to be mad that I tell them we'll get a bunch of listings. And now they

get a bunch of listings. If I tell real estate investor, you know, go buy a bunch of homes and buy a

bunch of rentals, you know, they're not going to be mad because they own a bunch of homes. Yeah.

But yeah, I'm telling them that this is the year they need it really. I've been telling them

this for years. Like when the market's down, that's when you crush. Right. That's when you expand

your brand, your influence, your footprint. And there are, I do, I have agents in the program who are

crushing it. I mean, they're doing 100k a month. Yeah. You know, because they've just been, they

never, they never light up through the whole downturn. Do you think that like, you know, you

used to always be listings are way better, right? That they're a lot less work than driving buyers

around and all this stuff. Do you think that like the last couple of years, buyers have been more

valuable since they kind of controlled the market? Not really. Okay. You know, everything will

always ring true with the statement that the more listings you have, the more deals will close.

So if you want to close more deals, then you need to focus on getting more listings. But

like the way I, the way I coach agents is to have an 80, 20 business, right? 80, 80% listings,

20% buyers. And to do that, to accomplish that, you get to focus 100% of your efforts on property

owners, right? But the thing is, it's like, I never turned a buyer down in my life. I never turned

to single buyer down in my entire life. But the thing is, I didn't give very many of them.

Right? Because I was focused on, you want to look in for them? It wasn't. No. Like any

legion activity you do that produces buyers, then just don't do that. Just focus on property owners

who buy and sell. So like, my sellers would buy or somebody wanted to buy my listing or a referral

or whatever. I'd get, you get buyers just because you're an agent. You don't have to do anything

to get buyers, you know? What do you think is the best way to get clients these days in real estate?

Would you be a social media advocate or? I think everything works, dude. You think of the craziest,

weirdest, stupidest legion thing you can think of. And I guarantee I know an agent or an investor

making a million bucks. You were saying you used to just call call. That was it all day,

every day. Yeah. I've got agents, the program that, dude, I have such a different, like they do

Zilla, they do social, they do direct mail. I got agents who like, well, scared of everything,

just coming on shadow. And they just do direct mail and wait on people to call them. And they

crush because they send out so much mail. I've got agents that do every single little thing there

is known. The, the, the, the objective of lead gen is to create conversations with the exact

people you're going to do business with at the frequency that your business grows at the velocity

you desire. So whatever you're doing for lead gen, whatever that activity is, the key metric is,

is it creating conversations with the exact people you want to do business with at the frequency

you need to grow your business at the speed that you want? And if it's not, then either have to tweak

that lead gen or do a different lead gen, right? So I don't really care. That's why it's time

when they come in. Like, I don't care what you do. Like you can call call, you can do social,

but it, but, but if it's not creating conversations with the exact people who do business with,

then we're dead. Cole calls probably easier to get started because it's easier to get started.

It's easier. Like, okay. So like social, social takes time. Oh, yeah. I mean, I got a guy who,

he's been doing social for two years. Like, he's literally posting like, he was posting like,

three times a day, they started doing like, you know, four times, I mean, I mean, three times a

week, they started doing like four times a week, then he's like, get towards you and every day,

and now he's doing like multiple times a day. And in December, in December, we were at a workshop,

and he was like, it's just not work. I'm not getting anything. I was like, bro, things that you think

aren't working are normally working about 20 times more than you think they're working. And the

moment you stop doing it, you're going to realize it. I was like, keep doing it. And 30 days,

we're not even 30 days out from that workshop. He already picked up two commercial listings from

somebody that called him off his videos, four million bucks worth of stuff. He got a 1.5 million

dollar buyer. He went and showed his listing to all from his social, but he's been doing it for two

years. Yeah. And now all of a sudden, but I think the biggest problem people make with social,

bro, and this is, I think honestly, the moment that it started happening for him is when he started

calling out his audience in the beginning of his videos. He was just like, like saying stuff.

And I'm like, bro, nobody knows who you like what you're doing or like who you are or who you're

supposed to be talking to or any of this stuff. I was like, you need to say, hey, if you are looking

for a place in Gulf shores or if you're, you know, if you want the best coffee in our beach,

Alabama or if you, whatever, start calling out your audience, the moment he started doing that,

dude, he started getting leads. Oh, yeah. It's funny. My ads, you know, right before we did this,

I was like doing ads and telling my guys about just different ads we need done, but like my,

my ads are literally just so to the point and direct. I'm like, hey, are you an entrepreneur who

likes to golf? Yeah. That's me. Right. Like you have to link. Dude, you have to. Yeah. Or otherwise,

the algorithm doesn't know who to show it to. Like they don't know who you're talking to. Right.

You know, like you have to, you have to do that in your organic. And dude, your identity and,

and how people perceive you can change. Like I've been a real estate guy, you know, since the

beginning of social, but like this time has gone. I've talked about other parts of my life that I've

enjoyed. Like, oh, yeah, that's like that Christian business guy. And then dude lately at the golf,

or at the airports, I've been getting recognized for golf. People are like, oh, are you playing golf?

Like whatever. I'm like, no, I'm actually like going to go speak at a business event. They're like,

okay, because I'm just putting out so much golf. Yeah.

Kind of ads. I'm just like, it's so funny to me. And then you're doing golf with business,

like you're talking about business while you're playing golf. So they're really confused.

People are just working to be, but they're buying. Yeah. Yeah. No, it's, it's great. I mean,

you're testing out a lot of things, you know, when you're calling out audiences and, you know,

like they recognize you as the golf guy. Now you're like doing a business summit. So it's,

but yeah, it's, it is a long play. It's like, how long did you do social before you started to

actually get business or social? Yeah. I mean, it took a long time. Yeah. And I think to,

even with my social, you know, I always tell people, I really took it serious in COVID.

And that's when I started like, really pressing. But I was making Facebook videos and stuff in

2016, 2017. Like once, maybe a week or every other week, I'd make one little video on my iPhone.

No edits, just, you know, whatever, right? And it was from just doing that that I actually

saw enough benefit to be like, you know what? Like I should probably take this more serious. Like,

I'm getting an investor here and there. I'm getting a deal here or there. And that was just on

Facebook. And I was like, this Instagram thing seems interesting. TikTok thing is interesting.

This YouTube thing. And you know, obviously going hard at those ended up paying way big dividends.

But it takes time. Yeah. And even to the point of your guy, right? He did it for two years.

And then you finally gave him one big switch. But you can't give him that switch unless he makes

all the mistakes. Unless he makes a content. And I can see what he's doing wrong. Like he has to

make all the mistakes to finally realize the part. The, the, the good and the bad part of it is

is that I've told him that I've tried to drill that in his head for like probably a year before

he actually started implementing like call out your audience. So it took him a while. So that

was the bad part. But then he did it. So that was a good part. But yeah, people just got to do the

wrong things for a minute to find it. It's just people are scared to just do something, right?

They're scared to make the call. They're scared to make the video or whatever. They're scared to

pitch. Yeah. We're just talking about a gentleman before, you know, um, the cell courses like you,

you have to pitch. I mean, even as an agent, you got to go to a listing appointment and pitch,

you know, it's all pitches. Yeah. People are afraid to like ask for money. Yeah. Yeah. But the

thing is is this is what they want to do. You know, you're, you're depriving them of the thing

they actually want to do. And they actually want to do it with you. But if you're not, if you don't

ask me to do it, if you're not making them an offer, then they have an opportunity to do what they

want to do with you. Yeah. So yeah, that's the way I see it. It's, uh, offers are, uh, I mean,

I couldn't sell forever. Like I, I know, I was a mental block. I was like, everything's got to be

free. And I'm going to make money off of affiliates. But, um, but learning how to pitch, um,

change my entire life because just like Myron talks about, I don't know if he's done the thing with

you. Like he'll bring out a pack of tic-tacs. No, he's like, yeah. And he's like, he's like,

he's like, uh, he's like, you see this pack of tic-tacs? And he's like, you know, um, the, the,

the jet ride to, you know, to Las Vegas is like, you know, a hundred grand. But, you know,

it's the same price as these tic-tacs, you know, because he's like, I can just make an offer,

I can just create an offer. And then basically, basically, he's like, I can make money out of thin air.

I can make as much money as I want you out of thin air because I have to do a solver problem

making offer. And then boom. And it really is, man, when you, when you can, when you get that

down where you become like a master pitcher, like this morning, I did four sales calls and

sold three people and, and the, and the fourth guy was just confused. It's just like, he didn't,

he didn't understand. But, um, but like being able to do that and having those kind of results,

it really does change your life and becoming a great salesperson and doing it in a way because I

told, I told every single one of them, like, and it was dead facts. Like, I'm not doing this for

money. Yeah. I'm doing this to change people's lives. I don't need the money. And got on

it's truth. I don't need the money. Um, I do it because I love to do it. I love to help people.

And I want to see these people succeed. And the only way that I can do that is it gets you to pay

money because I, because being a free coach for so long, I realize free people don't do anything.

Yep. Yep. They don't do anything. You did the free thing for how long? Seven years.

Thousands of people. Yeah. Yeah. Yeah. Tens of thousands. And I, um, on the website,

there was like 70,000 people that were registered, you know, when I, when I flipped it over.

But, um, but that built the brand though. Yeah. You know, that, that did what it was supposed to do.

Goodwill. Absolutely. And, and, um, you know, I did really well off of failures during that time

and stuff. So I love the path that I chose. And I'm glad I am where I am now. And now I'm growing on

the other side, building out the team, scaling the, the, the, the executive suite and, you know,

learning that whole process. It's fine. It's like golf. I was talking to, I had a lot dinner with

Omar last night and we're talking about golf. I was like, man, what's so fun about golf? It's just

the journey of going from really bad to a little bit better to okay to like, that's fun.

I know you sent me your video of your swing. You're like, or whatever you were doing. You're like,

bro, I just did this. Yeah. Like, there we go. Yeah. Yeah. Yeah. Yeah. Nice song. It's just the

journey of it. And, uh, same thing in this same thing with business. Like I got a long way to go

with building out the company and stuff. But man, it's so much fun. Yeah.

Going through that. And I think a lot of people, it's, at their times when it's like, oh my gosh,

brick wall. I don't know if I can get around it. Yeah. And that was the moments where people

normally quit. But it's just, I enjoy it. What do you, what do you say to an investor or an

agent who's got punched in the face the last couple of years? And, you know, there are maybe,

or maybe they already quit. But now they're like, oh, you know what? I'm about to dust off my shoes

and get my laptop back. I think it's okay. Because like, you got to go through a market like this,

know how to handle a market like this. Right. You know, like, you can't, you can't not go through that.

You know, like, you, like, if you didn't go through that, you wouldn't know what to do. So,

this is what's going to happen to those guys. If they'll, if they will get up and dust themselves

off, get back in the game. You know, they'll do well, you know, like, now we're going to have a

rebound. They're going to come in and things are going to kind of get back to normal. And, you know,

things are going to be a little bit more predictable. And it's going to be a little easier than it was,

you know, last couple of years. And they'll do well. And the market will get back to real normal.

It'll be, it'll be real fun. They'll make a lot of money. But then,

though, I was going to have this moment of the back of their head. And when we get to the next

part of the cycle where it gets back down to four-minute existing home cells and it gets, and it looks

exactly like what we just went through. They'll know exactly how to handle it. You know, they'll know

exactly how to handle. That was like when I lost everything in 2008. I was sleeping in a car or

somebody gave me. And that was like the best time of my life. I was, I was sleeping in my car. It was,

I was in a Walmart parking lot. It was late December. It was two in the morning, literally back seat

with a cover over my, over my body. I was reading the slide edge by Jeff Olsen. I'll never forget

this moment because it was like a pivotal moment. And everything hit me like a ton of bricks. It's

like I realized everything about the market that I didn't know before. You know, closing

is happening every day and business is unlimited. And like I just understood how market cycles

worked and stuff. And I was like, I'm going to be the number one agent in my market. Like I just

figured out the whole game. And, and but without the market crashing on me and me losing everything

and getting out of the game. So I got out of the game for three years, 2005, six and seven. I got

back into 2008. So like if you're, if you did quit, yeah, just, yeah, I went back to roofing houses,

worked on the ore rigs, serve tables. And so if somebody quit, okay, that doesn't mean you can't

jump back in and learn like you're even in better shape now because when you come back, you're not

new anymore. You weren't new. Now, now you got some battle scars. Now you got 10 years of runway.

Yeah, exactly. Exactly. You got 10 years of runway. And honestly,

I think it's going to be the biggest 10 years of the housing markets history. I think we're going

to have more transactions over the next 10 years than we've ever seen in history due to the baby,

not the, the, the, the gen, the gen, the gen Z years, sorry, millennials, millennials and

gen Z years. But in, in 92 birth rates spiked tremendously. So in 90, 92. So like right now,

we've got more 30 something year olds than we've had in a long time. And they want to own homes.

There was, there was a, there was a survey, 90% of Gen Z want to own homes, right? They want to

own the home. Then you got all the people that, that, you know, refinanced and bought it,

3% rates that have kind of been holding out because they're sitting on low rates. All that's going

to, you know, it's not going to be an explosion. It's just going to be a schedule thing. But I think

I was telling you that we're going to come back and it's going to take a couple years to get to

where we're going to plateau. And I think that plateau is going to be a lot higher than we've

ever seen. Right. And over a 10 year period, I think real estate agents are going to make more money

than they've ever made over the next decade, you know, in history. And I don't know that there'll

be another decade like this one. Maybe there will, right? I don't know. I don't know what's going to

happen after this decade. But I know that this cycle, I believe is going to be the best, most profitable

for real estate investors, real estate agents, homeowners, anybody that has real estate or involved in

real estate in any kind of way. Like this is the decade to squeeze where every last drop you can,

because I don't know if we have another just like it. Yeah. It's interesting with AI and everything

else, you know, like these next 10 years are just like who knows who knows what's going to happen.

Yeah. With with with all that, that brings a whole another dynamic. There was an agent sent me

an agent sent me a message like, you see this? And it was a video about the sky. It was on Fox News

and it was a sky. He's like in the and the thing was like, you know, buyer used AI instead of agent

or something. And the and the guy was like, you know, yeah. Of course, I did it. Save me $10,000

on commissions and blah, blah, blah, blah, blah, right? And then the story kept going. And basically

all it was was like an AI search portal. And then they just connect you with the net one of their

agents and just do the deal for a discount. Yeah. So like still he's like using agent and I

message the girl back and I was like, it's just a discount broker. You know, they just did they

search. Yeah, they just did it for $2,000 instead of, you know, 12,000 or whatever. And they're

like, they still used an agent. It was still the same thing. I was like, discount brokerage has

been around forever. Yeah. I've been thinking about that a lot too with, you know, the wholesale

business and everything else because, you know, we're trying to automate as much as we can. Every

business should. And then I was just thinking like, you know, what is the future of wholesalers

or realtors or, you know, people? And then I was like, well, you know, agents have been thinking

they're about to get replaced forever. You know, dude, we're for sellbounder.com came out in like

2000. Everybody was like, it's, you're, you're done, man. Like it's over. We zillow just came out.

You guys are toast. Right. Right. And then, you know, the Ibuyers came. Yeah. I like. Ibuyers are

an open doors worth a dollar. Yeah. Yeah. Right. Right. It's, it's crashed in a burner. They've

lost so many billions. Oh, yeah. And then you're just like, yeah, buying and selling homes is

it. And then, and then last year, they had the lawsuit. They had the Citroburnet trial that,

that like compromised the Byrage of Commissions. You know, that was supposed to eliminate Byrage of

Commissions. Right. Byrage of Commissions have went up since the lawsuit. Right. They've,

they've went up. Um, last year, more consumers used real estate agents than ever before in history.

It's, it's a historic high, even though we had the lowest transactions, the lowest transactions.

And if you think about it, we're at an all-time high with the amount of information people have

on homes and stuff like all-time high, like they know the consumers know more about each,

the individual homes that they want than 99% of the agency. They've already researched it. Yeah,

they're like honing in on this one house. Like we're looking at tons of houses. I think they need

help negotiate. They're going deeper. Yeah. Well, but also like all this information

makes it kind of, they, they, it's a little overwhelming as well. Like the more information they

have, the more overwhelming they get with. Yeah, exactly. With what, with, you know, how to handle it,

what to do, what the process is. I mean, just knowing about the house. I mean, that's, that's a very

small part of, you know, how to buy the house and what the process actually is. But it, definitely,

AI can come in and, and do some things and help, help, you know, consumers through the process

and stuff. So it, it will be interesting to kind of see what happens. But, you know, there is

going to be five, six million home sell every year. And, you know, there's always going to be

need for consultation, you know, to some degree. Right now, it's like they're using AI to kind of

help get the leads. And, you know, maybe communicate a little bit with the leads or help them find

the house. But then, you know, even that people that are trying to replace agents, they are,

they're still using humans, you know, to actually do the deals.