What if the key to dominating your industry isn’t about defending your territory—but about completely letting go of the idea that any of it belongs to you in the first place?

Ed Averette and Terence Guess welcome back Trey McCrae from Meritage Homes for part two of an explosive conversation about closing 85 homes in a year. Trey reveals the reality behind new home sales that most people never see—he’s not just writing contracts, he’s the glue connecting builders, realtors, buyers, and lenders for 15-20 families simultaneously while still prospecting for new business. The game changed when Meritage introduced “open sell” in late 2023, allowing consultants to cross-sell across 15-16 neighborhoods with over 100 homes. While others struggled with the competition, Trey adopted a powerful mindset: “We don’t own any of these neighborhoods—it says Meritage, not Trey McCrae.” He treated his role like an independent business, studied successful realtors’ strategies, and built his personal brand. The trio discusses authenticity versus image, with Trey sharing how his success sometimes backfires when clients choose newer agents to “help out,” and why he stays true to himself regardless. They highlight three successful African American men dominating real estate from different paths, and Trey shares his humble beginnings—driving Uber to learn Charlotte while advertising to passengers, using credit cards for MLS fees, and going 13 months without a paycheck in general brokerage. This episode is a masterclass in adaptability, understanding that yesterday’s strategies won’t guarantee tomorrow’s success, and remembering this is a problem-solving business where your unique style matters more than reinventing the wheel.

What does it really take to close 85 homes in a single year — and why do most people who enter real estate never make it past year one?

Ed and Terence sit down with Trey McRae, a 10-year real estate veteran who has spent the last nine years dominating new home sales at Meritage Homes right here in Charlotte. But Trey's story didn't start with closings and commission checks, it started with zero deals his first year, MLS fees draining his account, and Ubering across Charlotte just to stay afloat and learn the city. What kept him going? A mindset forged on the track and field at UNC Charlotte, where he held records in the high jump, long jump, and triple jump. Trey breaks down how the discipline of being a solo competitor, writing weekly practice plans, studying his weaknesses, chasing that 1% improvement every day — translated directly into a real estate career that has made him one of the top new home sales reps in the market.

The conversation goes deep on the realities of the business that social media never shows: the follow-up calls after every contract, the 7-days-a-week grind, and the cancellations that don't make the highlight reel. Trey also pulls back the curtain on the new home sales world, explaining why Meritage focuses entirely on realtor relationships rather than direct buyers, and why building those partnerships was the key to his 85-home year. Ed and Terence also chime in on the biggest misconceptions outsiders have about the real estate profession, the importance of knowing your "why" before chasing the lifestyle, and how to navigate the image of success without letting it attract the wrong energy. This is Part 1 of a two-part conversation, and the Free Game is already flowing.

Are you building an authentic personal brand that influences real relationships, or are you chasing followers with smoke and mirrors that crumble when it's time to deliver in person?

In this powerful conversation, hosts Ed Averette and Terence Guess sit down with Solomon Hejirika, founder of Hejirika Law, to explore what it truly means to wield influence in real estate and business. The discussion challenges professionals who hide behind avatars and algorithms while neglecting the relationships that actually build lasting success. Solomon shares his journey from Baltimore to Charlotte, his experience at multiple law firms, and why he chose to break away from the cookie-cutter approach that turned families into numbers. The trio dives deep into authenticity versus image, the danger of relying solely on social media for business, and why going line-by-line through closing documents builds the kind of trust that generates referrals for life. This episode is a masterclass in understanding that real influence isn't measured in followers—it's measured in the lives you impact when you show up as your genuine self, provide expert service, and pay it forward to others climbing the same ladder you once scaled.

When was the last time you looked in the mirror and asked yourself: Am I building a business, or am I just being everyone's stepping stone?

Ed Averette and Terence Guess kick off 2026 with one of their most vulnerable conversations yet about the reinvention of the real estate professional. Terence gets brutally honest about his decision to stop convincing partners to work with him, sharing how spending four weeks educating clients only to watch them use another lender without a conversation takes a serious mental toll. The hosts explore the difference between relationships that pour into you versus those that drain you, emphasizing that time and influence are more valuable than money. Ed relates to the struggle, describing how loan officers become "sugar daddies" at events, showing up, sponsoring, serving as mascots, only to be ghosted when clients make decisions. They discuss the painful reality of text message dismissals versus phone call respect, and why genuine partnerships require more than just being on someone's flyer. The conversation shifts to 2026 market predictions, with insights on how rate drops are already "baked in" and what happens when the whole city comes out to buy homes. Ed reveals his commitment to getting back to having fun in real estate, comparing it to Cam Newton's dabbing days when joy translated to winning. Both hosts land on a powerful truth: what's meant for you will be for you, and in 2026, they're done chasing what isn't.

What happens when the most talented professionals in real estate unknowingly sabotage their success by confusing humility with self-deprecation—and why are six-figure earners consistently shocked when they discover their actual buying power?

In this raw and unfiltered conversation, Terence Guess and Ed Averette tackle one of the most critical yet overlooked topics in real estate and life: knowing your worth. The hosts dive deep into the dangerous territory where humility becomes exploitation, exploring how real estate professionals who consistently deliver excellence often allow clients and competitors to diminish their value. Ed shares personal stories about helping clients achieve homeownership dreams at his own expense, while Terence challenges the notion that service requires self-sacrifice. The conversation evolves from professional boundaries—like never showing homes without pre-approvals—to the uncomfortable financial realities facing high-income earners who can't understand why their $200,000 household income doesn't translate to the buying power they expect. Through vulnerable personal anecdotes, including Ed's eye-opening encounter with a financial advisor and the infamous Ford Taurus incident that cost him an $850,000 deal, the hosts reveal why people resist confronting financial truth and how this resistance keeps them trapped in cycles of underperformance. This episode is essential listening for anyone ready to stop dimming their light, establish non-negotiable professional standards, and finally bridge the gap between perception and reality in their financial life.

What if the rate cuts everyone's been waiting for actually make homeownership harder instead of easier—and why are real estate experts predicting a return to the highest-and-best bidding wars that left buyers empty-handed just a few years ago?

In this revealing episode of Free Game, hosts Terence Guess and Ed Averette deliver a critical wake-up call about the real estate market's impending shift as the Federal Reserve cuts interest rates. The duo dissects Fed Chair Jerome Powell's surprising admission that rate cuts won't solve the mortgage industry's problems due to persistent inventory shortages, drawing powerful parallels between housing scarcity and limited-release Air Jordans to illustrate supply-and-demand economics. Terence and Ed warn listeners that falling rates will unleash sideline buyers, triggering fierce competition, sight-unseen offers, and the return of massive due diligence fees that defined the pandemic-era housing frenzy. The hosts explore how inflation has fundamentally altered buying power—revealing that six-figure incomes that once secured $700,000 homes now barely qualify buyers for $300,000-$400,000 properties. As they candidly discuss the changing Charlotte market landscape, both hosts emphasize the need for real estate professionals to adapt by expanding service areas to more affordable markets in South Carolina and surrounding regions, while preparing buyers for the harsh reality that premium locations will command premium prices.

If your clients have access to the same AI tools you do, what happens when they start fact-checking your expertise in real time?

Ed Averette and Terence Guess tackle one of the most pressing questions facing real estate professionals today: Is artificial intelligence making agents smarter or eliminating the need for them entirely? Using Terence's memorable fruit cocktail analogy, the hosts explore AI as an enhancement tool versus a dangerous crutch that threatens to replace human expertise. They dive into the uncomfortable reality that clients now have access to the same AI programs agents use, raising critical questions about professional value and relevance. The conversation expands beyond real estate into lending, music, and the broader cultural shift toward automation, while examining the irreplaceable human elements that AI cannot replicate—compassion, exceptions, and the personal touch that defines client relationships. Ed and Terence wrestle with the paradox of efficiency versus authenticity, ultimately landing on a crucial warning: lean too heavily on AI and risk becoming indistinguishable from a vegetable in a field of automation.

Are real estate professionals inadvertently pushing unprepared buyers toward financial disaster by selling the dream of future refinancing that may never materialize?

Terence Guess and Ed Averette deliver an unfiltered examination of buyer preparedness and professional accountability in today's real estate market. The hosts tackle the uncomfortable truth about agents who push unprepared buyers into homeownership with promises of future refinancing opportunities that statistics suggest won't materialize. With interest rate predictions averaging 6.375% for the coming year, Terence challenges the industry's commission structure, proposing a controversial model where agents receive partial payment upfront and the remainder based on loan performance—mirroring the early payment default penalties he faces as a lender. The conversation navigates through the harsh realities of rising insurance costs, the dangerous psychology of desperate buyers who overlook red flags, and the fundamental question of affordability versus desire. Ed and Terence emphasize that preparedness isn't just about qualifying for a loan, but about honest self-assessment of what buyers can truly sustain long-term. They discuss the evolving market landscape, from remote work rollbacks forcing employees back to offices, to the importance of not letting professionals rush anyone's personal homebuying timeline, all while maintaining their signature commitment to straight talk over political correctness.

Why do so many real estate deals fall apart before closing, and what does being prepared really mean when the person sitting across from you has zero dollars in their account but believes they're ready to buy a house?

In this candid and no-holds-barred conversation, Terence Guess and Ed Averette pull back the curtain on why real estate transactions terminate before reaching the finish line. With refreshing honesty, they tackle the uncomfortable truth that many buyers enter the market completely unprepared, lacking not just down payment funds, but even basic earnest money deposits. The hosts dissect the dangerous misinformation circulating in the market from what they call "misfits," those giving false hope about programs and gimmicks that don't actually exist for people with zero capital. Terence breaks down the actual mathematics of home affordability, explaining how a $54,000 annual income translates to real purchasing power and how down payment assistance programs actually work versus how they're being misrepresented. The conversation extends beyond buyers to challenge real estate agents and lenders who aren't being real with their clients from the start, creating a culture where deals fall through simply because no one had "skin in the game." This episode serves as both a wake-up call and a roadmap for entering 2026 with integrity, preparation, and realistic expectations in real estate.

In this powerful episode of Free Game, hosts Terence Guess and Ed Averette dive deep into the art of commitment and the hidden forces that derail life-changing decisions. Through a compelling story about a declined credit card that became a divine intervention, Terence reveals how he saved nearly $20,000 on a home renovation by pausing to shop around. But the real conversation centers on a more critical question: when do you cut the strings with the "puppet masters" who influence your choices? The hosts explore the delicate balance between seeking trusted advice and falling victim to outdated information, hidden agendas, and even jealousy from those closest to you. From real estate contracts to romantic relationships, they unpack why continuing to search after making a commitment is a recipe for regret and instability. With raw authenticity and practical wisdom, Terence and Ed challenge listeners to identify their true "why," silence the noise, and understand that once you've made the decision—whether it's a house, a partner, or a life direction—it's time to stop shopping and start building.