What does it really take to buy or sell a home in today’s market? And what are real estate agents doing behind the scenes that most buyers and sellers never see?

In this episode of The Closing Table, James Lutz sits down with three experienced real estate professionals — Dave Jacobson, Amy Cairns and Brian Thomas — for an honest, wide-ranging conversation about the realities of the real estate business.

They tackle some of the biggest questions facing buyers and sellers today, including:

•  🏠 Should you buy now or wait for interest rates to drop?
•  💰 How much money should you really have saved before buying? 
•  📈 Why Michigan property taxes are becoming such a major issue 
•  🔍 The hidden costs and red flags buyers often overlook 
•  🏡 How to price a home correctly in today’s market 
•  📸 Why professional listing photos matter — and where AI can go too far 
•  🧹 The simple things sellers can do to make their home more appealing 
•  🤝 What real estate agents actually do behind the scenes 
•  💵 How realtors get paid and what their expenses really look like 
•  📑 Why contracts, pre-approvals and title work matter 
•  ⚠️ When a realtor should actually tell a client NOT to buy or sell 
•  😂 Some of the craziest stories they've experienced during transactions 

The conversation also dives into Amy's rapid success in the business, the importance of mentorship and collaboration, and why experience, honesty and relationships still matter in an industry increasingly influenced by technology and AI.

Whether you're a first-time homebuyer, longtime homeowner, thinking about selling, or simply curious about what happens behind the scenes of a real estate transaction, this episode is packed with practical advice and real-world insight.

Hosted by James Lutz | The Closing Table

What happens when 40+ years of real estate experience meets an entirely different approach to selling homes?

On this episode of The Closing Table, James Lutz sits down with Mike Krausman, broker-owner of Luxury Living Real Estate, for a wide-ranging conversation about his unconventional journey through real estate, home building, investing, and entrepreneurship.

Mike shares how he got started in real estate in the 1980s, what the industry was really like before the internet and MLS systems, and the lessons he learned from building and selling thousands of homes. He also explains why new construction isn't always as perfect as buyers assume—and some of the unbelievable construction mistakes he's encountered over the years.
The conversation takes a major turn when Mike explains the story behind his flat-fee real estate model and 1% Max, why he believes traditional real estate commissions can be dramatically reduced, and how he has built a business that has allowed him to generate significant sales while working remotely and keeping overhead low.

Mike also opens up about overcoming a major health setback, reinventing his business, his experiences during the 2008 housing crash, some wild real estate transactions, and the unconventional marketing strategy that helped him sell hundreds of homes during the foreclosure crisis.

Whether you're a real estate professional, investor, home seller, buyer, or simply interested in hearing how someone built a successful career by challenging the traditional way of doing things, this episode is packed with stories, lessons, and a perspective you won't hear every day.

In this episode:

• Mike's journey into real estate in the 1980s
• What real estate was like before MLS and digital technology
• The biggest misconceptions about new construction
• Lessons from building and renovating homes
• Why Mike believes most sellers shouldn't renovate before listing
• The story behind his flat-fee real estate model
• How 1% Max works
• Why Mike says some sellers can save tens of thousands of dollars
• Real estate during the 2008 housing crash
• The unconventional marketing strategy that generated hundreds of sales
• Crazy transactions and hard-earned lessons
• How technology has changed the real estate business
• Why Mike believes efficiency matters more than doing more work

Subscribe to The Closing Table for more conversations with real estate professionals, mortgage experts, investors, builders, and entrepreneurs.

What can nearly 40 years in real estate teach you about surviving market cycles, building a career, and navigating the business today?

On this episode of The Closing Table, James Lutz sits down with Al Block, associate broker, co-owner, licensed appraiser, and President-Elect of Michigan Realtors. Al shares the lessons he’s learned throughout a career spanning high-interest-rate markets, housing booms, downturns, and everything in between.

James and Al dive into:

• Why you shouldn't let today's interest rates dictate your real estate decisions
• The impact of Wall Street and corporate investors on residential real estate
• Why Al believes the barrier to becoming a Realtor is too low
• What separates agents who build 20-year careers from those who leave the business
• The importance of experience, transaction knowledge, and continuing education
• Why young Realtors need to pick up the phone instead of relying on texting
• How Realtors and lenders can work together more effectively
• Property taxes, housing affordability, and the future of homeownership
• VA lending and why veterans shouldn't be afraid to use their benefits
• The debate over off-market listings and why market exposure matters
• Al's journey from a young Realtor struggling through his first market to becoming a leader in Michigan real estate

There’s plenty of practical advice for Realtors, lenders, buyers, sellers, and anyone interested in where the real estate industry is headed.

Subscribe to The Closing Table for more conversations with the people shaping Metro Detroit real estate and lending.

What does it take to stay successful in real estate for 30 years?

On this episode of The Closing Table, James Lutz sits down with his dad, Charlie Lutz, a longtime RE/MAX First Realtor with nearly three decades of experience in the business. Charlie shares the stories, lessons, and philosophies that have helped him build a career based on hard work, relationships, negotiation, and—above all—integrity.

Charlie takes us back to his early days in real estate, from passing out thousands of flyers to navigating the 2008 housing crash and becoming heavily involved in short sales. He explains how helping homeowners facing foreclosure completely changed the direction of his business—and why understanding how to negotiate with banks became such an important part of his success.

We also get into:

🏠 The reality of surviving a real estate crash
💰 What it takes to successfully flip houses
🤝 Why integrity and trust matter more than sales scripts
🗣️ The importance of listening during negotiations
📈 How Charlie approaches multiple-offer situations
📬 Why old-school marketing still works
📱 Adapting to social media and today's real estate landscape
🤖 Whether AI will change the real estate business
🛠️ Why Charlie and Crystal are willing to do the work themselves
👨‍👩‍👧‍👦 Building a business around family and relationships
🎯 Why Charlie doesn't believe in traditional retirement

Charlie also shares some incredible stories from 30 years in the business—including chasing down listings in freezing Michigan winters, encountering a literal pit bull fighting ring during a foreclosure, flipping dozens of homes, and helping clients get their properties ready to sell.

One of the biggest takeaways from the conversation is simple: treat every client like they're your first client, listen more than you talk, and always do what you say you're going to do.

If you're a Realtor, mortgage professional, investor, home buyer, home seller—or just interested in what it takes to build a career that lasts—this episode is worth watching.

Welcome to The Closing Table.

In this episode of The Closing Table, James sits down with Ashley Trefney, a Keller Williams real estate agent, to talk about her journey into real estate, building a business through relationships, and using social media to stay top of mind.

Ashley shares how she left corporate America for real estate, the lessons she's learned as both a team and solo agent, and why consistency and self-motivation are so important in the industry. She also breaks down her approach to social media, door knocking, giveaways, client events, referrals, and generating business without relying solely on traditional lead sources.

The conversation also covers first-time homebuyers, building a sphere of influence, hiring help to create more freedom, traveling while running a real estate business, and some of Ashley's experiences outside of real estate—including dog sitting, Zumba, travel, and life in downtown Detroit.

If you're a real estate professional, considering a career in real estate, or simply interested in how successful agents build relationships and grow their business, this episode is worth a watch.

Connect with Ashley:
📱 (586) 215-1211
📧 [email protected]
📲 Instagram & Facebook: Search for Ashley / My Realtor Ashley

Subscribe to The Closing Table for more conversations with real estate professionals, lenders, entrepreneurs, and industry leaders.

How does someone go from being a police officer to flipping over 300 homes and building a portfolio of 30 rental properties?

On this episode of The Closing Table, James sits down with Kevin McLellan of Cash For Homes Kevin to talk about his incredible journey from buying his first investment property in 2010 to becoming one of the most respected home flippers on the east side of Metro Detroit.

Kevin shares how he bought his first four rental properties for just $80,000, why he started flipping houses, how he built a team capable of handling 20+ flips a year, and what separates a quality renovation from a cheap flip.

They also dive into:
 🏚️ The craziest houses Kevin has ever purchased (including a few unbelievable surprises)
 💰 How investors find off-market deals
 🔨 What renovations actually add value to a home
 🏡 Why kitchens and bathrooms matter most when flipping
 📈 The current Metro Detroit real estate market
 💵 Rising interest rates, property taxes, and affordability challenges
 ⚠️ Mistakes bad investors make that hurt the industry
 🏠 What buyers should look for when purchasing a renovated home

Whether you're interested in real estate investing, buying your first home, or just love seeing incredible before-and-after transformations, this episode is packed with stories and insights you won't want to miss.

Follow Kevin:
Cash For Homes Kevin
Facebook: Cash For Homes Kevin

The Closing Table is hosted by James Lutz, bringing conversations with industry leaders, entrepreneurs, and experts shaping the real estate world.

#RealEstate #HouseFlipping #RealEstateInvesting #MetroDetroitRealEstate #TheClosingTable #HomeRenovation

Welcome back to The Closing Table! In this episode, James sits down with Brad Patrick of Oak & Stone Real Estate for a candid conversation about the real estate and mortgage industries, what’s changed over the years, and what buyers and sellers really need to know in today’s market.

Brad shares his journey from working in mortgage lending and property management to becoming a successful real estate agent, along with some incredible stories from his years in the business.

The conversation covers some of the biggest challenges facing today’s homebuyers, including rising home prices, property taxes, changing mortgage regulations, and the importance of understanding what your future housing costs could look like—not just what they are today.

James and Brad also discuss:
🏡 Why buyers should get pre-approved before falling in love with a home
💰 The impact of rising property taxes and uncapping
📈 What buyers and sellers should know about today’s real estate market
🤝 How to find and vet the right real estate agent or mortgage professional
💵 Why the highest offer isn't always the best offer
📝 The importance of negotiation when buying or selling
📸 What sellers should look for when choosing a listing agent
🔍 How to avoid surprises with loan estimates and closing costs
🤖 How AI is helping real estate professionals and homebuyers
🏠 Why school districts matter—even if you don't have kids
🍕 Brad's passion for supporting local businesses and finding Metro Detroit's hidden food gems

Plus, Brad shares some of his favorite local food spots, talks about his passion for golf and motorcycles, and explains how his social media content has helped him connect with clients and support small businesses.

Whether you're thinking about buying, selling, investing, or just want a better understanding of the real estate market, this episode is packed with real-world advice and stories from two professionals who have seen a lot of changes in the industry.

Subscribe to The Closing Table for more conversations with mortgage professionals, real estate agents, business owners, and industry experts.

Welcome back to The Closing Table!

In this episode, James Lutz of MortgageOne Keystone sits down with Jessica Bellanger of Remax Noire for an honest, entertaining, and eye-opening conversation about what it's really like to work in real estate.

Jessica has spent 15 years in the business, building her career around relationships, authenticity, local market knowledge, and doing what's best for her clients—even when that means telling them something they don't necessarily want to hear.

James and Jessica dive into the realities facing today's buyers and sellers, including why some homes are receiving multiple offers while others sit on the market, how buyers can make their offers more competitive, and the critical difference between a pre-qualification and a fully underwritten pre-approval.

They also talk about whether now is actually a good time to buy, why waiting for the "perfect" market can sometimes mean missing out on years of equity, what sellers should—and shouldn't—do to prepare their homes for sale, and why professional photography and strategic marketing can make a huge difference.

Jessica also shares the truth about HGTV and real estate reality shows, explains how she helped sell properties for record-breaking prices, and reveals some of the craziest stories she's encountered during 15 years in the industry—including a squatter with a lease written in crayon and a closing involving an unexpected family urn buried on the property!

Plus, the conversation gets personal as Jessica talks about building a successful career while making time for family, traveling the world, creating a strong team, and launching her own brokerage.

In this episode:
• The real challenges facing today's homebuyers
• Pre-qualification vs. full pre-approval
• How to make your offer stand out in a competitive market
• Is now a good time to buy a home?
• Why waiting for the "perfect" market can cost you
• The biggest mistakes buyers and sellers make
• What sellers should do before putting their home on the market
• Why professional real estate photography matters
• How strategic marketing helped break neighborhood sales records
• The truth about HGTV and real estate reality shows
• Why relationships and authenticity matter in real estate
• How to build a successful real estate business without relying on cold calls
• The power of reviews and referrals
• Jessica's journey to launching her own brokerage
• The craziest things that can happen before—and after—a closing
• Real estate advice you won't hear from a TV show

Whether you're thinking about buying or selling a home, you're a real estate professional, or you just want to hear the wild stories that happen behind the scenes, this episode is packed with valuable insight, real-world advice, and plenty of laughs.

Welcome to The Closing Table.

In this episode of The Closing Table, James Lutz of Mortgage One Keystone sits down with Jon Reusch of Keller Williams Lakeside for a wide-ranging conversation about real estate, leadership, mindset, and what it really takes to succeed in the industry.

Jon shares his unconventional path into real estate, going from higher education to becoming an Operating Principal and leader in the Metro Detroit real estate community. He opens up about the mistakes he's made along the way, the importance of communication, why new agents need to treat real estate like a real business, and what separates long-term success from burnout.

The conversation also dives into the realities of today's housing market, whether buyers should wait for mortgage rates to drop, why you don't necessarily need 20% down to buy a home, and the long-term wealth-building potential of real estate.

Plus, Jon shares some of the wildest situations he's encountered in the business, advice for buyers and sellers preparing for the market, the home improvements that may—or may not—provide a strong return on investment, and how AI and emerging technology could completely transform the real estate industry.

In this episode:
• Jon's journey into real estate and leadership
• The biggest mistakes he's made—and what he learned from them
• What separates successful real estate agents from those who burn out
• Why new agents need structure, discipline, and accountability
• The truth about buying a home in today's market
• Should you wait for mortgage rates to come down?
• Why you don't need 20% down to buy a home
• Real estate as a long-term wealth-building strategy
• The craziest stories from behind the scenes of real estate
• What sellers should do before listing their home
• Which home improvements are actually worth the investment
• How AI is changing real estate and the future of work
• Leadership, motivation, culture, and building a lasting career

Whether you're a real estate professional, a first-time homebuyer, a seasoned investor, or simply interested in the future of the housing market, this episode is packed with insight, stories, and real-world advice.

Welcome to The Closing Table.

#TheClosingTable #RealEstate #MetroDetroitRealEstate #RealEstateAgent #RealEstateInvesting #Mortgage #HomeBuying #Leadership #KellerWilliams #AI #MortgageRates

Welcome to The Closing Table Detroit podcast. I'm James Lutz, Loan Officer with Mortgage One's Keystone Branch.

If you've ever wondered what really happens behind the scenes of buying, selling, financing, or flipping homes, you're in the right place.

Each week, I'll be sitting down with real estate agents, investors, house flippers, and business owners from across the real estate and mortgage world to get the inside scoop.

We'll break down what's happening in today's market, share advice for buyers and sellers, hear the personal stories that shaped their careers, and swap some of the craziest moments they've experienced along the way.

Whether you're buying your first home, growing your investment portfolio, or you're just fascinated by the industry, there's a seat at the table for you.

So be sure to like, subscribe, share the show, and join us every week at The Closing Table.