The 97% Problem - Real Estate Broker Perspective

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The 97% Problem - Real Estate Broker Perspective

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Send us Fan Mail⚠️ Viewer discretion advised: This episode contains strong language and candid adult conversation.According to the 2026 agent-production chart referenced during this episode, approximately 84% of NAR-registered agents had closed zero transactions between January 1 and July 6, 2026, while approximately 97% had closed four transactions or fewer.So what is actually happening inside the real estate industry?In this unfiltered episode of RealEstateAF, Mark Jones sits down with three experienced San Antonio real estate brokers: Jeff Garza, Robert Saenz and Cesar Amezcua.The panel breaks down why so many agents are struggling, whether real estate has been incorrectly marketed as a side hustle and why simply changing brokerages rarely fixes the real problem.They also get brutally honest about:• Whether real estate licensing standards adequately protect consumers• Why experience and fiduciary responsibility still matter• Massive builder commissions and new-construction incentives• Finding the actual cash value of a new home• Why so many real estate contracts are falling apart• Performative social-media success and “I just capped” posts• The temporary excitement of changing brokerages• What real rainmaker activity actually looks like• Whether struggling agents are surrounded by the wrong people• When becoming a dual-licensed Realtor and loan officer makes sense• Better ways agents can create additional sources of income• Social-media boundaries, lead verification and agent safetyThis is not an attack on struggling agents. It is an honest conversation about the difference between holding a real estate license and building a sustainable professional real estate business.Statistics discussed in this episode are based on a chart displayed and referenced by the panel. RealEstateAF has not independently audited the underlying dataset.━━━━━━━━━━━━━━━━━━━━TODAY’S GUESTSJeff GarzaCEO and Broker, Redbird Realtyhttps://redbird-realty.com/Robert SaenzBroker, Xsellence Realtyhttps://www.xsellencerealtysa.com/Cesar AmezcuaOwner and Sponsoring Broker, CA & Company, REALTORS®https://cacompanyrealtors.com/━━━━━━━━━━━━━━━━━━━━CHAPTERS00:00 – Cold Open: Get Better Every Day00:32 – Introducing Jeff Garza, Robert Saenz and Cesar Amezcua02:46 – The 2026 Agent Chart: 84% Closed Zero Transactions08:00 – Real Estate Licensing Standards and Consumer Protection12:25 – Builder Incentives, New Construction and Fiduciary Duty24:37 – Failed Contracts and Performative Social-Media Success31:00 – Brokerage Hopping and the 60-Day Honeymoon50:26 – What Real Rainmakers Actually Do1:00:26 – The 84%, Top Producers and Dual Licensing1:16:45 – Agent Safety, Social-Media Boundaries and Final Takeaways━━━━━━━━━━━━━━━━━━━━POWERED BY LOANBOTRealEstateAF is powered by LoanBot — Smarter Mortgage Matching.Search LoanBot in the Apple App Store or Google Play.Affiliation disclosure: RealEstateAF host Mark Jones is a co-founder of and holds an ownership interest in LoanBot.LoanBot is an educational mortgage-matching and technology platform. It does not issue loan approvals, make underwriting decisions or provide a commitment to lend.━━━━━━━━━━━━━━━━━━━━CONNECT WITH MARKConsidering buying, refinancing or developing a mortgage strategy?Visit:https://MortgageTalkWithMark.comMark JonesBranch Manager and Senior Loan OfficerNMLS #513437iTHINK Mortgage powered by Premier Mortgage Resources, LLCNMLS #116924123 Boerne Stage Road, Suite 103San Antonio, Texas 78255Equal Housing Opportunity━━━━━━━━━━━━━━━━━━━━CHANNEL AND PODCAST DISCLOSUREThe information presented in this podcast is provided for general educational and entertainment purposes only. It is not legal, tax, financial, investment, real estate, accounting or individualized mortgage advice.Guests appear for informational and discussion purposes and speak on their own behalf. Their statements, opinions and experiences do not necessarily represent the opinions or policies of Mark Jones, RealEstateAF, iTHINK Mortgage, Premier Mortgage Resources, LLC, LoanBot or any affiliated organization.No compensation is paid or received in exchange for referrals, endorsements or podcast appearances. Nothing discussed during this episode should be interpreted as an agreement to refer settlement-service business or as a requirement to use any particular real estate broker, lender, title company, insurance company or other service provider.Mark Jones is a licensed mortgage loan originator. This content does not constitute an offer to extend credit or a commitment to lend. All loan programs, interest rates, terms, qualifying requirements and product availability are subject to change without notice. All financing is subject to application, credit review, property ...

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