RealEstateAF Podcast

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Texas Farm and Ranch real estate is treated like a niche—but the money, complexity and opportunity say otherwise.

In Real Estate AF EP 167, Mark Jones sits down with returning guests Michael Schultz and Brianna Jones to break down what buyers, sellers and agents misunderstand about Texas land.

They compare what $1 million, $5 million and $20 million can buy; explain why ranch transactions take longer than home sales; and unpack appraisals, Farm Credit financing, water, minerals, easements, improvements, ag and wildlife valuation, off-market opportunities and contract details that can cost someone six figures.

IN THIS EPISODE

• Why farm and ranch is overlooked and under-taught
• Brianna joining Michael’s team
• What actually makes a property a ranch
• What $1M, $5M and $20M buys across Texas
• The “Yellowstone effect” and rural demand
• How AI data centers and water concerns affect land
• Why ranch appraisals and financing work differently
• Farm and Ranch Contract provisions, minerals and accessories
• Access, easements, surveys and other six-figure mistakes
• Ag versus wildlife valuation and property-tax impact
• First-time buyer preparation and seller strategy
• The hot take: are residential agents costing ranch sellers money?
• Why water rights may become the real asset
• Rapid-fire Texas ranch preferences

GUESTS

Michael Schultz
Associate Broker | Texas Farm & Ranch
https://texasranchsalesllc.com/our-team/michael-schultz/

Brianna Jones
Farm & Ranch Realtor | Michael Schultz’s team

Texas Ranch Sales
https://texasranchsalesllc.com/

HOST

Mark Jones | NMLS #513437
Host, Real Estate AF
Senior Mortgage Loan Officer | Branch Manager
iThink Mortgage powered by Premier Mortgage Resources
https://MortgageTalkWithMark.com/

POWERED BY LOANBOT

https://myloanbot.ai/

CHAPTERS

00:00 Get Better Every Day — Cold Open
00:32 Welcome: Texas Farm & Ranch
01:29 Meet Michael Schultz & Brianna Jones
03:28 Why Ranch Transactions Take Longer
05:21 Brianna Joins Michael’s Team
09:05 Why Farm & Ranch Is Overlooked
11:06 Referrals, Reputation & Ranch Marketing
15:29 What Actually Counts as a Ranch?
18:03 What $1M, $5M & $20M Buys
33:13 The Yellowstone Effect
34:02 Texas Rural-Land Market Reality
37:02 AI Data Centers, Land & Water
44:10 Appraisals, Cash Buyers & Farm Credit
46:14 Ranch Financing and Contract Strategy
47:02 Water, Minerals & Subsurface Rights
49:31 What the Farm and Ranch Contract Covers
53:11 Buyer Mistakes That Can Cost Six Figures
55:01 Why New Agents Should Not Go It Alone
58:45 Ag vs. Wildlife Valuation
1:02:10 How Valuation Affects Property Taxes
1:05:00 First-Time Ranch Buyer Advice
1:07:08 Seller Advice Before Listing
1:08:43 Hot Take: Residential Agents Listing Ranches
1:10:56 Why Water Rights Matter
1:14:48 Rapid Fire
1:18:09 Final Takeaways

QUESTION FOR YOU

What is the most overlooked issue when buying Texas land: water, access, minerals, taxes, financing or the agent’s experience?

Comment below, subscribe and share this episode with someone considering acreage, a hunting property, a working ranch or a legacy land purchase.

IMPORTANT DISCLOSURES

This content is for educational and entertainment purposes only. It is not legal, tax, financial, appraisal, engineering, environmental, agricultural, real estate or individualized mortgage advice.

Nothing presented is a commitment to lend, loan approval, rate quote, rate lock, Loan Estimate, offer of credit or guarantee of terms. Mortgage and land-loan programs, rates, costs, guidelines and availability may change without notice. Financing is subject to borrower qualification, credit and property approval, verified documentation, underwriting, collateral review and program availability. Not all applicants or properties will qualify.

Texas land, water, mineral, access, easement, tax-valuation and contract issues are property-specific. Consult licensed attorneys, tax professionals, surveyors, engineers, appraisers, lenders and land specialists before acting. “Ag exemption” and “wildlife exemption” are common terms; eligibility, filing and tax treatment vary by property and appraisal district.

Guests speak for themselves. Their opinions and transaction stories do not necessarily represent Mark Jones, iThink Mortgage, Premier Mortgage Resources, LoanBot or any affiliated organization. No compensation is paid or received for referrals, endorsements or podcast appearances unless disclosed. No referral or settlement-service arrangement is intended or offered in violation of RESPA or applicable law.

LoanBot is an educational mortgage technology resource. It does not approve loans, make credit or underwriting decisions, guarantee eligibility or replace a licensed mortgage professional.

Mark Jones | NMLS #513437
iThink Mortgage powered by Premier Mortgage Resources, LLC | NMLS #1169
Equal Housing Lender

#RealEstateAF #TexasLand #FarmAndRanch

Support the show

RealEstateAF 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.

Send us Fan Mail

Stop Forcing Work That Drains You: Find Your Working Genius

What kind of work gives you energy—and what quietly drains your battery?

In Real Estate AF Episode 166, Mark Jones sits down with Giancarlo Anduray, a Phoenix Branch Manager and mortgage leader, to break down The 6 Types of Working Genius and apply the framework to real estate, mortgage sales, leadership, hiring, partnerships, marriage and burnout.

Giancarlo walks Mark through his assessment in real time. The result explains why Mark naturally builds systems, solves problems and questions inefficiency—and why repetitive support tasks can drain him even when he can do them well.

THE SIX TYPES

• Wonder — identifies a need for improvement or change
• Invention — generates ideas and solutions
• Discernment — evaluates whether an idea will work
• Galvanizing — creates enthusiasm and action
• Enablement — supports implementation
• Tenacity — drives work through completion

IN THIS EPISODE

• Why being different does not mean you are broken
• Joy versus short-term motivation
• Genius, competency and working frustration
• Why talented people can be trapped in the wrong role
• Hiring and retaining complementary people
• Why one sales activity energizes one person and drains another
• Mark’s Invention + Discernment pairing
• Reducing conflict at work and at home
• Building teams and referral partnerships around natural strengths
• A real-estate YouTube success story created by changing the activity—not the person

GUEST

Giancarlo Anduray
Branch Manager | NMLS #1537433
Premier Mortgage Resources, LLC | NMLS #1169
623-552-4191
https://www.pmrloans.com/loan-officer/giancarlo-anduray/

WORKING GENIUS RESOURCE

https://www.workinggenius.com/

HOST

Mark Jones | NMLS #513437
Host, Real Estate AF
Senior Mortgage Loan Officer | Branch Manager
iThink Mortgage powered by Premier Mortgage Resources
https://MortgageTalkWithMark.com/
https://www.youtube.com/@MortgageTalkwithMark

POWERED BY LOANBOT

https://myloanbot.ai/

CHAPTERS

00:00 Get Better Every Day — Cold Open
00:32 Welcome to Real Estate AF
01:17 Meet Giancarlo Anduray
02:09 Why Working Genius Matters in 2026
04:22 Joy vs. Happiness
07:19 How Giancarlo Found Working Genius
10:16 Conflict, Expectations & Self-Awareness
13:39 Hiring Complementary People
15:49 Mark Takes the Assessment
16:44 Genius, Competency & Frustration
20:08 Wrong Role—or Wrong Person?
21:54 Wonder
24:31 Invention
26:25 Discernment
30:51 Galvanizing
34:18 Enablement
38:39 Tenacity
41:10 Why Teams Need All Six
43:36 Mark’s Results: Invention + Discernment
48:18 Competency, Burnout & Regulation
51:41 Working Genius at Home
54:42 Frustrations, Adaptations & Leadership
59:52 Mark’s Unique Pairing
1:02:42 Giancarlo’s Pairing & Complementary Teams
1:05:39 Referral Partners & Team Fit
1:06:26 The YouTube Success Story
1:08:54 Applying Working Genius
1:10:34 How to Reach Giancarlo
1:11:30 Final Takeaways
1:15:00 Closing

QUESTION FOR YOU

Which type sounds most like you: Wonder, Invention, Discernment, Galvanizing, Enablement or Tenacity?

Comment below, then send this episode to the teammate, spouse or business partner whose strengths are completely different from yours.

IMPORTANT DISCLOSURES

This content is for educational and entertainment purposes only. It is not legal, tax, financial, psychological, employment, human-resources, real estate or individualized mortgage advice. Working Genius is a workplace-development framework, not a clinical diagnosis or substitute for licensed medical or mental-health advice.

The 6 Types of Working Genius®, Working Genius® and related terminology are associated with Patrick Lencioni and The Table Group. This independent podcast discussion is not sponsored by or affiliated with The Table Group unless expressly stated.

Nothing presented is a commitment to lend, loan approval, rate quote, rate lock, Loan Estimate, offer of credit or guarantee of terms. Mortgage programs, rates, costs, guidelines and availability may change without notice. All loans are subject to qualification, credit and property approval, verified documentation, underwriting and program availability. Not all applicants or properties will qualify.

Guests speak for themselves. Their views do not necessarily represent Mark Jones, iThink Mortgage, Premier Mortgage Resources, LoanBot or any affiliated organization. No compensation is paid or received for referrals, endorsements or podcast appearances unless disclosed. No referral or settlement-service arrangement is intended or offered in violation of RESPA or applicable law.

LoanBot is an educational mortgage technology resource. It does not approve loans, make credit or underwriting decisions, guarantee eligibility or replace a licensed mortgage professional.

Mark Jones | NMLS #513437
Giancarlo Anduray | NMLS #1537433
Premier Mortgage Resources, LLC | NMLS #1169
Equal Housing Lender

#RealEstateAF #WorkingGenius #Leadership

Support the show

RealEstateAF 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.

Send us Fan Mail

Two heads are better than one—especially when one understands the numbers and the other understands what may be happening behind the walls.

In Real Estate AF Episode 165, Mark Jones sits down with San Antonio Realtors Laura Vincelette and Jeff Froboese for a direct conversation about home inspections, repair requests, financial strategy, teamwork, staging and long-term client trust.

Laura brings a banking and financial-education background. Jeff brings real estate, first-responder and prior home-inspection experience. Together, they explain why a long report does not automatically mean a home is falling apart, why repairs are not simply a second price negotiation, and why they joined forces to launch KSM Realty Group.

IN THIS EPISODE:

• What a home inspection is—and what it is not
• Why “deficient” does not always mean catastrophic
• Negotiating repairs versus renegotiating the purchase price
• Seller repairs, credits and lender-required property conditions
• Why buyers should attend the inspection when possible
• Laura’s move from banking into full-time real estate
• Jeff’s real estate, first-responder and inspection experience
• The story and meaning behind KSM Realty Group
• Why sellers must showcase—not merely list—a home
• Physical staging versus virtual staging
• How added service creates repeat and referral business

GUESTS:

Laura Vincelette
REALTOR® | Phillips & Associates Realty
https://www.phillipsrealty.co/agents/1894051/Laura%2BVincelette

Jeff Froboese
Real Estate Advisor | Premier Realty Group Platinum
https://www.zillow.com/profile/JFroboese0

Together announcing KSM Realty Group in this episode.

HOST:

Mark Jones
Host, Real Estate AF
Branch Manager | Senior Mortgage Loan Officer
NMLS #513437
https://MortgageTalkWithMark.com/
YouTube: https://www.youtube.com/@MortgageTalkwithMark

POWERED BY LOANBOT:

Smarter mortgage matching and practical tools.
https://myloanbot.ai/

CHAPTERS:

00:00 Real Estate AF Intro
00:32 Episode Setup
01:17 Meet Jeff Froboese & Laura Vincelette
04:38 Why Two Skill Sets Work Better Together
08:18 What a Home Inspection Actually Means
11:47 Repairs Are Not a Second Price Negotiation
13:25 Lender-Required Repairs & Appraisal Concerns
16:56 Laura’s Return to Real Estate
20:26 Going All In & How Jeff and Laura Met
25:45 Building a Team in Today’s Market
30:32 The Story Behind KSM Realty Group
35:20 Roles, Values & Team Culture
38:54 Working With the Other Side
44:12 Why Two Heads Are Better Than One
47:20 Staging as a Listing Strategy
49:22 Physical Staging vs. Virtual Staging
56:42 Advice for Buyers, Sellers, Lenders & Realtors
1:00:04 Becoming a Trusted Real Estate Advisor
1:02:33 What the Staging Data Says
1:05:21 How Extra Service Creates Referrals
1:06:42 Keep Moving: Final Takeaways
1:07:45 Mark’s Closing Message

QUESTION FOR YOU:

After an inspection, what matters most: the seriousness of the defect, the cost to correct it, the buyer’s comfort level or the effect on financing?

Comment below, subscribe and share this episode with someone who needs a clearer understanding of inspections and repairs.

IMPORTANT DISCLOSURES:

This content is provided for general educational and informational purposes only. It does not constitute mortgage, financial, legal, tax, credit, inspection, engineering, construction or investment advice.

Mortgage programs, guidelines, rates, costs and qualification requirements are subject to change and vary by borrower, property, lender and investor. Nothing presented constitutes a commitment to lend, loan approval, rate quote, rate lock, Loan Estimate or offer to extend credit. Examples are illustrative or hypothetical unless expressly identified otherwise. All loans are subject to qualification, credit and property approval, verified documentation, underwriting requirements and program availability.

A home inspection is not a guarantee of property condition. Consult appropriately licensed inspectors, engineers, contractors, attorneys and other qualified professionals.

Guest statements and opinions are their own and do not necessarily represent Mark Jones, Real Estate AF, iThink Mortgage, Premier Mortgage Resources or LoanBot AI. No compensation is paid or received for referrals, endorsements or podcast appearances unless expressly disclosed. No referral or settlement-service arrangement is intended or offered in violation of RESPA or applicable law.

LoanBot AI is an educational mortgage technology resource. It does not approve loans, make credit or underwriting decisions, guarantee eligibility or replace consultation with a licensed mortgage professional.

Mark Jones | NMLS #513437
iThink Mortgage powered by Premier Mortgage Resources, LLC | NMLS #1169
Equal Housing Opportunity

#RealEstateAF #HomeInspection #SanAntonioRealEstate

Support the show

RealEstateAF 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.

Send us Fan Mail

3 HATS. 1 HUSTLE. Mortgage. Real Estate. Renovations.

Cat Blackmon joins Mark Jones on RealEstateAF to break down what happens when one person has actually worked across all three sides of the transaction.

Cat started as a loan officer assistant, became a Realtor, moved into mortgage origination, invested in and renovated properties, and built a business around understanding how the pieces actually fit together.

We get into consistency, lead generation, investing, hard money, renovation financing, managing contractors, the $40,000 mistake that can happen on a flip—and then the conversation turns to one of the industry's hottest topics: Realtors becoming licensed loan officers.

We discuss where dual licensing can genuinely benefit a consumer, where compensation models become questionable, and the difference between actually originating a mortgage versus simply sending a referral.

CONNECT WITH CAT BLACKMON

Website: CatBlackmon.com
LinkedIn: Cat Blackmon on LinkedIn
Real Estate Profile: Cat Blackmon — Texas Edge Realty
BiggerPockets: Cathleen Blackmon on BiggerPockets

Mortgage: Sr. Loan Officer | LoanPeople | NMLS #884811
Real Estate: REALTOR® GRI | Texas Edge Realty | License #638326-SA
Phone: (210) 870-8173
Mortgage Email: [email protected]
Real Estate Email: [email protected]

REAL ESTATE AF

Hosted by Mark Jones | NMLS #513437
Powered by LoanBot — Smarter Mortgage Matching

CHAPTERS

00:00 Getting Better Every Day
00:32 Welcome to RealEstateAF
01:29 Cat's Journey: LOA → Realtor → Loan Officer
02:29 Three Hats: Mortgage, Real Estate & Renovations
13:43 Needle-Moving Activities & Consistency
18:17 Becoming a Real Estate Investor
20:42 Hard Money & Flipping
23:18 Renovation Lending & Today's Market
29:18 Finding Deals on the MLS
30:47 The 70% Rule
33:58 GC vs. Managing Subcontractors
36:56 Renovation Nightmares
38:18 The $40,000 Mistake
40:22 Flip or Wholesale?
45:53 The Dual-Licensing Debate
46:33 Referral Fees & Commission Splits
49:25 What Real Mortgage Origination Looks Like
52:17 One Point of Contact
58:34 Dual Licensing From the Consumer Side
1:01:17 Cat's Five-Year Vision
1:02:34 Rapid Fire
1:07:26 Final Advice

DISCLAIMER

This podcast is for educational and entertainment purposes only and is not legal, tax, investment, real estate, mortgage, or compliance advice. Opinions are those of the individual speakers and do not necessarily represent their affiliated companies. Discussions involving licensing, compensation, referrals, RESPA, lending, or real estate regulations are general in nature; consult the appropriate broker, lender, compliance department, regulator, or legal professional regarding your specific circumstances. Loan programs, rates, terms, and eligibility are subject to applicable lender and program guidelines. Not all applicants will qualify. Nothing in this episode constitutes a commitment to lend.

#RealEstateAF #Mortgage #RealEstate #RealEstateInvesting #Renovation

Support the show

RealEstateAF 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.

Send us Fan Mail

Before you build a custom home, buy land, or start a major renovation, there are some things you NEED to understand first.

On this episode of Real Estate AF, Mark Jones sits down with Brendalis Perez of Lis Architectural Design Services to uncover what really happens BEFORE construction begins.

Brendalis brings decades of experience in architectural design, including custom homes, remodels, additions, interior design, cabinetry, permitting, and historic preservation.

We get into the relationship between DESIGN, LAND, BUDGET, CONSTRUCTION, PERMITS and REAL ESTATE VALUE.

🏠 IN THIS EPISODE:

• What an architectural designer actually does
• Why the designer can become the “quarterback” of a custom-home project
• Dream home ideas vs. real-world budgets
• Why the right lot matters BEFORE you design
• Topography, flood zones, views and site conditions
• What goes into architectural plans
• Why changes on paper are cheaper than changes during construction
• Custom-home design timelines
• Lessons from luxury home design in Miami
• Difficult lots and challenging elevations
• Why remodeling can be harder than new construction
• What happens when renovations begin without proper plans or permits
• How AI is already being used in architectural design
• Why experience and critical thinking still matter
• What Realtors and buyers should understand before purchasing land

One of the biggest takeaways:

A beautiful idea isn’t enough.

The LAND has to work.
The BUDGET has to work.
The DESIGN has to work.
The ENGINEERING has to work.
The PERMITS have to work.
And eventually…the FINANCING and VALUE have to work.

That’s why architectural design is absolutely a REAL ESTATE conversation.

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🎙️ MEET OUR GUEST

BRENDALIS PEREZ
Lis Architectural Design Services

🌐 Website:
https://www.lisarchitecturaldesignservices.com/

📘 Facebook:
https://www.facebook.com/lis.arch.92

━━━━━━━━━━━━━━━━━━━━

🎙️ REAL ESTATE AF

Real Estate AF is where real estate, mortgages, finance, entrepreneurship, technology and the professionals who actually make this industry work collide.

Hosted by Mark Jones.

🌐 Mortgage News, Resources & Tools:
https://mortgagetalkwithmark.com/

👋 Connect with Mark:
https://meetmarkjones.com/

🤖 Powered by LoanBot — Smarter Mortgage Matching:
https://loanbot.com/

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⏱️ CHAPTERS

00:00 Why Architectural Design Matters
02:14 Puerto Rico, Miami & Luxury Custom Homes
09:56 Dream Home vs. Realistic Budget
18:18 What an Architectural Designer Actually Does
24:31 Why the Designer Becomes the “Quarterback”
26:31 What Custom Home Plans Really Involve
36:19 Architecture, Inspiration & Client Vision
41:28 Difficult Lots, Topography & Custom Homes
46:14 AI Meets Architectural Design
51:19 Remodels, Permits, Land & Buyer Advice

━━━━━━━━━━━━━━━━━━━━

⚠️ DISCLAIMER

This content is for educational and informational purposes only and is not architectural, engineering, construction, legal, tax, appraisal, real estate, insurance or mortgage advice.

Building codes, zoning, permitting requirements, HOA restrictions, costs, timelines, engineering requirements and lending guidelines vary by property and jurisdiction. Always consult the appropriate qualified professionals and local authorities before making decisions involving construction, real estate or financing.

Examples, costs, projects and opinions discussed are not guarantees of pricing, value, approval, timing or future results.

Mortgage information is educational and is not a commitment to lend. Loan approval, terms, rates and eligibility are subject to underwriting, credit approval, program guidelines and property eligibility.

Mark Jones | NMLS #513437
iTHINK Mortgage powered by Premier Mortgage Resources | NMLS #1169

Guest opinions are their own and do not necessarily represent the views of the host, sponsors or affiliated companies.

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💬 WHAT SURPRISED YOU MOST?

The design process?
Buying the right lot?
Permitting?
Topography?
Remodeling?
Or how AI is changing architecture?

Drop it in the comments and SUBSCRIBE for more Real Estate AF.

#RealEstateAF #CustomHomeDesign #SanAntonioRealEstate

Support the show

RealEstateAF 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.

Send us Fan Mail

What separates a licensed real estate agent from a real producer?

In Real Estate AF Episode 163, Mark Jones sits down with Jason Smith of San Antonio Real Producers and Miguel Herrera of The Agency San Antonio to move past the complaints and talk solutions: how agents turn pressure into production and panic into a real pivot.

This conversation covers:

• Why 2020–2022 created “order takers” who never had to build the fundamentals
• Why a difficult market can still create opportunity
• Why luxury is driven by relationships, trust, brand and experience—not simply lead generation
• How Miguel built a career by finding a niche and going where the buyers were
• Why top agents tell clients what they need to hear, not what they want to hear
• How coaching, work ethic, pricing discipline and long-term relationships separate producers from pretenders
• A rapid-fire “Producer or Pretender?” segment
• A direct closing challenge: Somebody will win in this market—why not you?

GUESTS

Jason Smith — Publisher, San Antonio Real Producers; small-business coach and consultant
https://www.realproducersmag.com/locations/san-antonio-real-producers-89cc/

Miguel Herrera — Luxury real estate producer and brokerage leader, The Agency San Antonio
https://miguelherrera.theagencyresa.com/

HOST

Mark Jones | NMLS #513437

Branch Manager | Sr. Mortgage Lender

(210)683-1481
https://mortgagetalkwithmark.com/

Powered by LoanBot — smarter mortgage matching.

QUESTION FOR YOU

- Are you producing, pivoting or pretending right now?
- Leave one action you are taking in the next 24 hours in the comments.

Subscribe, share this episode with an agent who needs to hear it and turn on notifications for more unfiltered real estate and mortgage conversations.

This program is for education and entertainment only. Guest statements and opinions are their own.

#RealEstateAF #RealEstatePodcast #TopProducer

CHANNEL & MORTGAGE DISCLOSURE

Mark Jones | Sr. Mortgage Loan Officer | Branch Manager
NMLS #513437
iThink Mortgage powered by Premier Mortgage Resources
Premier Mortgage Resources, LLC | Company NMLS #1169
Equal Housing Opportunity

All content is provided for educational and informational purposes only and is not financial, legal or tax advice. Nothing presented constitutes a commitment to lend, guarantee of approval, rate quote, offer to extend credit or representation that any particular loan program is available or appropriate for every borrower.

All loans are subject to borrower qualification, credit approval, income and asset verification, underwriting requirements, acceptable property conditions, program eligibility and applicable federal and state regulations. Interest rates, loan programs, guidelines, costs, terms and availability are subject to change without notice and may vary based on borrower qualifications, property type, loan amount and market conditions.

Opinions expressed by Mark Jones are his own and may not represent the views of Premier Mortgage Resources, LLC. Guest opinions and statements belong solely to the individual guests. Guest participation does not constitute an endorsement, referral arrangement or guarantee of any service.

No compensation is paid or received for the referral of settlement-service business in violation of the Real Estate Settlement Procedures Act. Any businesses, professionals or services discussed are mentioned for educational or editorial purposes unless expressly disclosed otherwise.

Mortgage scenarios, payment examples and financial illustrations discussed may be hypothetical and should not be interpreted as a personalized loan estimate, rate quote or determination of borrower eligibility.

LoanBot and any AI-powered tools referenced are educational and informational resources only. They do not approve loans, make underwriting decisions or replace consultation with a licensed mortgage professional.

MortgageTalkWithMark.com

CHAPTERS

00:00 Opening: From Pressure to Production
01:12 Meet Jason Smith and Miguel Herrera
04:56 Luxury Is a Mindset
10:07 Bad Market or Opportunity?
20:46 The Agent Production Gap
22:54 COVID-Era “Order Takers”
28:07 Solutions: Work, Training and Collaboration
38:15 This Isn’t 2008—Find Your Niche
50:46 Luxury Clients, Pricing and Authority
58:53 What Top Producers Do Differently
1:07:58 Producer or Pretender? Rapid Fire
1:15:07 Final Motivation: Why Not You?

Support the show

RealEstateAF 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.

Send us Fan Mail

Mortgage companies are recruiting Realtors to obtain MLO licenses and earn mortgage-side compensation. Is this smart vertical integration—or could it create a RESPA problem?

In this episode of RealEstateAF, Mark Jones sits down with San Antonio independent mortgage broker John Hudson, who brings nearly 29 years of mortgage experience, to examine the growing Realtor-to-MLO trend.

We are not arguing that Realtors should never become loan officers. Texas permits someone to serve in both roles under certain conditions. The real question is what the person is being paid to do.

Is the Realtor performing real, necessary and documented mortgage-origination services—or is an MLO license being used as a wrapper around a paid referral?

THE CENTRAL TAKEAWAY:

A license may authorize someone to perform mortgage work. It does not automatically make a referral compensable. The actual mortgage work matters.

IN THIS EPISODE:

• Why Realtors and mortgage companies are exploring new revenue streams
• How a tougher housing market helped create this trend
• The difference between a referral and legitimate origination work
• Why “limited extra effort” is a major warning sign
• RESPA Section 8 and unearned-fee concerns
• Consumer steering, divided loyalty and lender choice
• Whether the borrower is actually receiving better pricing
• Builder incentives and the payment-first sales strategy
• Gen Z buyers and down-payment-assistance opportunities
• Why fundamentals may generate more income than dual licensing
• Questions every Realtor should ask before joining one of these programs

QUESTIONS REALTORS SHOULD ASK:

• What exact mortgage responsibilities will I perform?
• Who will supervise and train me?
• Who is responsible for compliance?
• Who will actually structure and complete the loan?
• What happens when a loan is transferred to another originator?
• Can my client freely select another lender?
• Will I be expected to recommend this company to every client?
• Has my real estate broker approved the arrangement?
• Does the lender or investor permit the dual role?
• Is my compensation different on down-payment-assistance loans?
• Would this arrangement still make sense without my personal leads?

Mark’s position:

“I’m not against Realtors becoming serious mortgage professionals. I’m against Realtors obtaining an MLO license for the sole purpose of receiving compensation for handing the transaction to someone else.”

ABOUT THE GUEST:

John Hudson
Independent Mortgage Broker | San Antonio, Texas
https://hmmtg.com/john-hudson/

POWERED BY:

LoanBot — Smarter Mortgage Matching
Loanbot.com

CONNECT WITH MARK:

https://mortgagetalkwithmark.com

PRIMARY RESOURCES:

CFPB — RESPA Section 8 FAQs:
https://www.consumerfinance.gov/compliance/compliance-resources/mortgage-resources/real-estate-settlement-procedures-act/real-estate-settlement-procedures-act-faqs/

CFPB — Regulation X §1024.14:
https://www.consumerfinance.gov/rules-policy/regulations/1024/14/

Texas Department of Savings and Mortgage Lending:
https://www.sml.texas.gov/mortgage-origination/faqs/

Texas Real Estate Commission Rules:
https://www.trec.texas.gov/agency-information/rules-and-laws/trec-rules

Data, rates, programs and market conditions discussed were current as of the recording date and may have changed.

DISCLAIMER:

This program is provided for education and entertainment only. It is not legal, compliance, tax, financial, real estate or individualized mortgage advice. The opinions expressed by the host and guest are their own. Discussion of marketing materials or business models should not be interpreted as an allegation that any particular company or individual violated the law. Mortgage programs, rates, terms and eligibility requirements are subject to change and underwriting approval.

Mark Jones | NMLS #513437
iThink Mortgage powered by Premier Mortgage Resources LLC | NMLS #1169
Equal Housing Lender

#RealEstateAF #RESPA #MortgageIndustry

00:00 The Realtor-to-MLO controversy
04:55 The RESPA line: referral vs. real mortgage work
09:40 Why this trend is growing now
20:15 Mortgage rates and the housing lock-in effect
28:10 The “limited extra effort” recruiting pitch
35:10 Does the consumer actually get a better deal?
37:35 How builders are winning payment-sensitive buyers
45:55 Gen Z, FHA and down-payment assistance
53:30 Shortcuts have ceilings—fundamentals don’t
57:30 Questions Realtors must ask and our final verdict

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Host: Mark Jones | Sr. Loan Officer | NMLS# 513437
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⚠️ 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 safety

This 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.

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TODAY’S GUESTS

Jeff Garza
CEO and Broker, Redbird Realty
https://redbird-realty.com/

Robert Saenz
Broker, Xsellence Realty
https://www.xsellencerealtysa.com/

Cesar Amezcua
Owner and Sponsoring Broker, CA & Company, REALTORS®
https://cacompanyrealtors.com/

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CHAPTERS

00:00 – Cold Open: Get Better Every Day
00:32 – Introducing Jeff Garza, Robert Saenz and Cesar Amezcua
02:46 – The 2026 Agent Chart: 84% Closed Zero Transactions
08:00 – Real Estate Licensing Standards and Consumer Protection
12:25 – Builder Incentives, New Construction and Fiduciary Duty
24:37 – Failed Contracts and Performative Social-Media Success
31:00 – Brokerage Hopping and the 60-Day Honeymoon
50:26 – What Real Rainmakers Actually Do
1:00:26 – The 84%, Top Producers and Dual Licensing
1:16:45 – Agent Safety, Social-Media Boundaries and Final Takeaways

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POWERED BY LOANBOT

RealEstateAF 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.

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CONNECT WITH MARK

Considering buying, refinancing or developing a mortgage strategy?

Visit:

https://MortgageTalkWithMark.com

Mark Jones
Branch Manager and Senior Loan Officer
NMLS #513437

iTHINK Mortgage powered by Premier Mortgage Resources, LLC
NMLS #1169
24123 Boerne Stage Road, Suite 103
San Antonio, Texas 78255

Equal Housing Opportunity

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CHANNEL AND PODCAST DISCLOSURE

The 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 approval, underwriting approval and applicable investor or agency guidelines. Not all applicants will qualify, and not all products are available in every state.

Mortgage examples discussed during the podcast may be hypothetical and may not reflect current interest rates, loan costs, property conditions or an individual borrower’s eligibility.

Premier Mortgage Resources, LLC is not affiliated with or acting on behalf of the United States government, HUD, FHA, VA, USDA or any other governmental agency.

Mark Jones | NMLS #513437
Premier Mortgage Resources, LLC | NMLS #1169
Equal Housing Opportunity

NMLS Consumer Access:
https://www.nmlsconsumeraccess.org/

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TEXAS CONSUMER NOTICE

Consumers wishing to file a complaint against a mortgage banker or a licensed mortgage banker residential mortgage loan originator should complete and submit a complaint form to the Texas Department of Savings and Mortgage Lending.

Complaint forms and instructions may be obtained from the Department’s website at:

https://www.sml.texas.gov/

A toll-free consumer hotline is available at 1-877-276-5550.

The Department maintains a recovery fund to make payments of certain actual out-of-pocket damages sustained by borrowers caused by acts of licensed residential mortgage loan originators. A written application for reimbursement from the recovery fund must be filed with and investigated by the Department before payment of a claim. Additional information about the recovery fund is available through the Department’s website.

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👍 Like the episode if you appreciate honest real estate conversations.

💬 Are licensing standards too low, or does the market naturally eliminate agents who are not serious about the profession?

🔔 Subscribe to RealEstateAF for unfiltered conversations about real estate, mortgages, business and finance.

#RealEstateAF #SanAntonioRealEstate #RealEstateAgents

Support the show

RealEstateAF 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.

Send us Fan Mail

If you’ve ever crawled a deal to the finish line and wondered why it feels so much harder than it should, you’ll feel seen here. Mark Jones sits down with returning guest Matt Reyna after a last-minute schedule change, and the conversation turns into a raw, useful look at the mindset behind surviving real estate’s peaks and valleys.

We start with the simplest performance tool that actually works: small daily improvement. From there, we get specific about what breaks transactions today, especially in new construction. We talk builder lenders, poor communication, and the ripple effect that hits buyers, realtors, and loan officers when expectations aren’t set upfront. Mark lays out why honest lending conversations beat “rainbows and unicorns,” and how transparency keeps clients from panicking when the file gets messy.

Then we zoom out into podcasting and personal brand building. Matt shares why he talked about launching a show for years, what finally got him to start, and why consistency matters more than perfect cameras. We also touch the third rail topics that show up everywhere now: political polarization, virtue-signaling marketing, media bias, and why long-form dialogue is disappearing. The thread stays the same: ask better questions, do your own research, and keep getting better.

If you got value from this, subscribe, share with a friend, and leave a review so more people can find Real Estate AF.

Support the show

RealEstateAF 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.

Send us Fan Mail

Support the show

RealEstateAF 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.