The Den | Real Estate in the Four Corners: Buy, Sell, Invest

Are new construction homes really built to perfection?

In this episode of The Den, Ben, Paul, Shannon, and Aspen dive into common builder mistakes that buyers and sellers across Farmington, NM and the Four Corners region should understand before purchasing new construction. From functionality oversights and finish work flaws to structural shortcuts and warranty strategy, this conversation gives home buyers, sellers, and Realtors practical insight into what to watch for behind the walls.

If you are navigating the homebuying journey, preparing to list, or advising clients in today’s market, this episode delivers real-world perspective from time tested experts with over 400 million in sales and nearly 2000 transactions.

KEY TAKEAWAYS

• Functionality matters as much as design, room layout must work for real furniture and daily living
• Finish work separates a built house from a completed home
• Floor joists are often cut or notched improperly for plumbing and HVAC
• Crawlspace access and structural reinforcement are commonly overlooked
• Open floor plans can create furniture placement and storage challenges
• Window placement in primary bedrooms impacts privacy and livability
• Water drainage and grading around the foundation is critical
• Builders typically offer a one year warranty, buyers must use it proactively
• A home inspection is essential, especially on new construction
• Versatility and future planning during construction can save major costs later

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What really happens behind the scenes of a real estate transaction in Farmington and the Four Corners region? In this episode of The Den powered by the Lyons Group, Ben, Paul, Shannon, and Aspen break down the backend processes that protect buyers, sellers, and Realtors from missed deadlines, lost earnest money, compliance issues, and costly mistakes. If you are buying, selling, or working in real estate, this episode gives you a real look at the systems, structure, and quality control that create a smooth, professional transaction.

KEY TAKEAWAYS

• Why missing a contract deadline can cost a buyer their earnest money
• How inspection, objection, and resolution periods actually work
• Why checklists and CRM systems protect buyers and sellers
• The importance of tracking communication and documentation
• Why Realtors must retain files for six years
• How broker duties and buyer broker agreements impact clients
• The role of office compliance and second layer quality control
• Why septic permits, covenants, and local regulations matter early
• How small contract glitches can create major liability issues
• Why professional systems matter more as deal volume increases

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Pricing a home is not guesswork. It is a strategy. In this episode of The Den, Ben, Paul, Shannon, and Aspen unpack how pricing works in today’s real estate market and why sellers who rely on outdated expectations often leave money on the table. With inventory shifting and buyer behavior changing, understanding pricing psychology has never been more important.

From average days on market to buyer perception, this episode delivers real world insight for buyers, sellers, and Realtors across Farmington, San Juan County, and the Four Corners region. If you want to understand how to price strategically and protect your position in any market, this conversation is for you.

KEY TAKEAWAYS

• “Pricing is a strategy. The price has to be right in order to maximize what you can get as a seller.”
• “You could throw any number out there in 2020 and it didn’t matter.”
• “Buyers still set the price today, but the market is softer and choices matter.”
• “If it’s been on the market for weeks, buyers start asking what’s wrong with it.”
• “Make it the best home on the market. It doesn’t have to be the cheapest.”
• “If you price too high and chase the market down, buyers feel they have the upper hand.”
• “That money was never on the table. It was blue sky.”
• “Pair your wants and needs with current market conditions to build the right strategy.”

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What makes RE/MAX agents outperform others 2 to 1 in sales? 

In this episode of The Den, we're joined by Ryan Brown, Qualifying Broker and Owner of RE/MAX of Farmington. Hosts Ben, Paul, Shannon, and Aspen dig deep into the values, systems, and leadership behind RE/MAX’s six-year reign as San Juan County’s top brokerage. Ryan shares insights into agent recruitment, brand strength, and what it takes to run a high-performing real estate operation without sacrificing integrity. If you're a buyer, seller, or Realtor looking to understand what really drives success in this business, this one’s packed with local relevance and proven strategy.

KEY TAKEAWAYS

• RE/MAX is the #1 brand in real estate by global sales volume
• RE/MAX agents close 2 to 1 compared to other brokerages
• Culture and mindset matter more than production in agent recruitment
• Broker liability makes agent selection a high-stakes decision
• Leadership means cutting even top producers if they cross the line
• Systems and structure are the backbone of a high-functioning brokerage
• Trust, autonomy, and mentorship drive long-term agent success
• RE/MAX's brand recognition builds client trust instantly
• Professionalism and continued growth are essential traits of top agents
• The goal is not more agents, but the right agents with the right mindset

BEST MOMENTS

00:01:33. “When you think RE/MAX, what do you think of?”
00:02:23. “It was incredible to see people from Portugal… Olympics.”
00:03:12. “The RE/MAX model has always been to help the agent build their business.”
00:04:23. “Have you turned agents down that wanted to come to the RE/MAX brand?”
00:05:47. “If I do something wrong, the agent's not liable.”
00:07:18. “We're willing to cut off a major branch of our business to help it thrive.”
00:10:03. “People call for everything… it’s like you're a coach 24/7.”
00:14:21. “If I do five of these a day, that system to get to the goal… that’s my happy place.”
00:27:55. “When I think of RE/MAX, I think of leadership.”

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Why don’t mortgage rates drop when the Fed cuts interest rates?

In this episode of The Den, hosts Paul and Ben welcome Sr. Loan Officer Pete Marthaler, the go-to mortgage pro for The Lyons Group. Pete breaks down how mortgage rates really work, what buyers should understand before jumping in, and why now might still be a smart time to purchase, despite higher rates.

This is a must-listen for homebuyers, sellers, and agents looking to make informed moves in today's unpredictable market. If you're wondering about the difference between conforming and non-conforming loans, how job reports impact rates, or why sticker shock derails deals, Pete delivers the insights with clarity.

🎧 Tune in to get behind the numbers and learn how to strategize like a pro in real estate finance.

KEY TAKEAWAYS
• Mortgage rates don’t directly follow Fed rate cuts
• Conforming vs. non-conforming loans explained
• Why long-term mortgage rates are based on 10-year Treasuries and MBS
• Fed rate affects credit cards and HELOCs, not mortgages
• Recession fears often lower mortgage rates
• The job market plays a critical role in rate movement
• “Date the rate, marry the house” strategy explained
• Pre-approval should be your first step, not home tours
• Sticker shock is real, how to avoid it
• USDA and VA loans still offer major advantages

BEST MOMENTS

00:01:52. “You do fantastic customer service, a true professional. You’ve been in mortgages now, gosh, 12 years.”
00:03:11. “Conforming loan is traditional lending. Most people are familiar with Fannie Mae, Freddie Mac, FHA, VA.”
00:05:35. “True or false? Fed rate cuts directly impact mortgage rates. Pete, I’m going to give you this one.”
00:06:14. “Mortgage rates today are forecasted for what’s going to happen in six months.”
00:10:00. “Even though the fed funds rate went down, Powell’s hawkish comments scared that six-month forecast.”
00:12:11. “In my industry, a recession benefits my industry because recessions drive mortgage rates down.”
00:17:02. “Your safest investment is always real estate. That chart goes from bottom left to top right.”
00:21:02. “Now there's a federal law. It's called the Dodd-Frank Act and the TRID.”
00:24:28. “It’s not my job to tell you yes or no. It’s to tell you yes, here’s how, or if not now, then how and when.”

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Is the 2026 real estate market ready to break loose?

In this 100th episode of The Den, Ben, Paul, Shannon, and Aspen return to the mics to forecast what’s ahead for buyers, sellers, and agents. From dropping interest rates and shadow inventory to investor shakeups and foreclosure chatter, this conversation pulls no punches. The team reflects on last year’s predictions, throws down new bets for 2026, and breaks down the economic undercurrents shaping the Four Corners and beyond.

If you're a real estate professional, aspiring buyer, or market-watching seller, this episode delivers insights and laughter in equal measure.

KEY TAKEAWAYS
• 2026 kicks off with high hopes and big shifts in the real estate market
• Interest rates dropped three times, but will mortgage rates follow?
• Pent-up demand may finally explode as sellers and buyers re-enter
• Many Americans are refinancing to access equity, despite low locked rates
• Foreclosures remain under 3%, but shadow inventory could hit soon
• Investors are dumping portfolios and reshuffling at high prices
• The multifamily sector faces a looming debt wall and refi crunch
• San Juan County’s average home price predicted to stay stable or slightly rise
• Realtor ranks could thin, but top performers will remain
• Lawsuits against Zillow may reshape agent relationships and lead flow

BEST MOMENTS

00:02:31. “We just had three interest rate cuts from the feds, but Paul, does that necessarily equate to mortgage interest rates going down?”
00:04:03. “Eventually it just doesn't work as good as you thought it was going to… It's like, what's worth it?”
00:05:14. “It won't be as scary going from a, you know, a two to a six… It might be going from, you know, a two to a five or a four.”
00:08:03. “There’s a shadow inventory of foreclosures… the banks are getting their hands on and holding.”
00:10:06. “The foreclosure prices that I have seen have been pretty crazy. They're so high.”
00:13:17. “You're going to see a massive turnover with big commercial complexes like that.”
00:16:15. “This is our hundredth episode at The Den, and I'm super proud of us.”
00:21:04. “Paul, the grand prize winner. Winner. Winner. Chicken by dinner.”

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Was 2025 a boom or a bust for real estate?

In this lively year-end recap, The Den team, Ben Lyons, Paul Barry, Aspen, and Shannon Martinez, dive into what really happened across the housing market in 2025. From affordability challenges and buyer behavior shifts to surprising stats on commercial conversions and single women leading home purchases, this episode is packed with insight, humor, and hard-earned wisdom. If you’re a buyer, seller, or agent in the Four Corners region, this episode is your must-hear market download.

KEY TAKEAWAYS
• Termination rates in 2025 caught many by surprise
• Interest rates fluctuated but not as sharply as predicted
• Farmington’s market proved more stable due to jobs, not rates
• 75% of homes on the market are overpriced, per Bankrate
• Average U.S. homeowner spends $1,783/month on hidden costs
• Single millennial women were the second-largest buyer group in 2025
• Remote work continues to reshape housing and commercial real estate
• Proximity to Starbucks can increase home values
• Experienced agents (top 15%) handled over 50% of transactions
• FSBO (For Sale by Owner) sales dropped significantly in 2025

BEST MOMENTS
00:00:36. “Was it a yummy year or a dummy year in real estate?”
00:01:48. “Termination rates that were really high... most people didn’t realize.”
00:02:34. “Farmington… wasn’t scared of the interest rates. It was more based on jobs and affordability.”
00:04:46. “According to Bankrate, 75% of homes on the market are overpriced.”
00:07:56. “The hidden costs of homeownership soar to an average of $1,783 a month.”
00:11:00. “Single millennial women solidified the number two spot… 20% of the buyers.”
00:14:47. “See that building? It’s like 5% occupied. A ghost town.”
00:17:40. “Proximity to Starbucks can boost your home value.”
00:20:08. “10 to 15% of experienced agents were responsible for over 50% of the business.”
00:23:06. “FSBO was closer to 5–7%. People are trusting realtors a little bit more.”

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Are fireplaces a dream feature or a hidden danger? In this episode of The Den, hosts Ben, Paul, Shannon, and Aspen tackle everything homeowners overlook when it comes to fireplaces. Whether it's chimney safety, outdated inserts, or the pros and cons of gas versus wood burning, this conversation is packed with insights for buyers, sellers, and homeowners alike. From potbelly stoves to modern gas logs, the team unpacks safety risks, insurance implications, and practical advice for maintaining and upgrading fireplaces in the Four Corners region and beyond.

KEY TAKEAWAYS
• Fireplace maintenance is essential for homeowner safety
• Chimney caps and spark arrestors help prevent roof fires
• Creosote buildup can cause dangerous flue fires
• Pellet stoves are efficient but rely on electricity and fuel supply
• Insert systems help protect old chimney structures
• Gas logs offer convenience but require upkeep
• Electric fireplaces are low-maintenance but add no real value
• Fireplaces may not impact home value but are preference-driven
• Old fireplace setups can hide major safety issues
• Annual inspections are critical, especially before winter use

BEST MOMENTS

00:03:13. “The soot, the creosote buildup in the flue? That is highly flammable.”
00:04:30. “You could easily have an ember go straight up your chimney and... then you've got a problem.”
00:05:03. “So when you said open air fire pit, I was like, that's not code in New Mexico.”
00:06:44. “It's not safe. So we haven't used that one.”
00:10:00. “I love listening to the crackling fire... not when it fills my house with smoke.”
00:13:13. “Electricity goes out. That’s what the pellet stoves work on.”
00:16:39. “That gas log fireplace almost burned us out of there.”
00:17:19. “I can’t even sleep with my Christmas tree on, let alone a fire.”
00:26:09. “Gas log fireplaces are a little bit more desirable because they’re easy.”

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Is renting the new reality? In this episode of The Den, hosts Ben, Paul, Shannon, and Aspen tackle the ongoing migration from homeownership to renting. With local housing inventory shrinking and affordability tightening across the Four Corners, they ask the tough question - is this a long-term shift or a temporary fix? Whether you're a first-time buyer, long-time homeowner, or active real estate professional, this candid roundtable breaks down current market pressures, personal finance choices, and strategic timing in today’s market. Tune in for insights you won’t hear anywhere else.

Key Takeaways:
• Affordability is the top factor driving more people to rent
• Shrinking inventory under $300k is limiting buyer options
• Interest rates are still making renting more attractive for many
• Families may be priced out of “starter homes” completely
• Renting offers flexibility without the maintenance burden
• Wages are not keeping pace with housing or living costs
• Builders lack incentives to create truly affordable housing
• New Mexico’s free childcare and education programs could help
• Real estate timing should align with personal financial readiness
• Owning remains the top path to long-term wealth, but only when the time is right

Best Moments:

00:02:03. “Affordability - I think that's our biggest issue right now.”
00:03:14. “74 homes under $300k in San Juan County - and most aren't family-ready.”
00:04:15. “You're paying $2,200 a month for a home that might not meet your needs.”
00:06:11. “If you're a traveler or a nomad, renting might make more sense.”
00:09:24. “Right now, I think it's a good idea to just sit and wait. Stack your chips.”
00:11:05. “Wages are so low, even renting is unaffordable for many.”
00:13:46. “Somebody has to take a hit for affordability... and right now, it's the buyer.”
00:28:08. “Homeownership builds wealth, but renting is a great strategic step.”

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Is a 50-Year Mortgage the Key to Homeownership or a Debt Trap?
In this episode of The Den, powered by the Lyons Group, hosts Ben Lyons, Paul Barry, and Shannon Martinez dive into one of the most hotly debated real estate trends emerging in the market: 50-year mortgages. Are they a strategic tool to increase affordability or a dangerous path to long-term financial strain? Backed by real-world numbers, personal experiences, and insights from over 400 million in real estate sales, this episode breaks it all down. Whether you're a first-time buyer, investor, or real estate professional, this conversation will challenge your thinking and expand your strategy toolkit.

KEY TAKEAWAYS:
• 50-year mortgages are being floated as a new affordability tool
• Most homeowners don’t keep their mortgage for the full term anyway
• Lower monthly payments could help entry-level buyers get in the game
• Real-life example comparing 15, 30, and 50-year mortgages
• Total interest paid on 50-year loans is significantly higher
• These long-term loans are best viewed as flexible tools, not long-term commitments
• Renting vs. building equity through ownership, even with minimal principal paid
• Portable mortgages are already in use in Canada and could hit the U.S.
• Down payments and closing costs remain the biggest barrier to ownership
• Strategic planning is key to using these tools wisely and avoiding future debt traps

BEST MOMENTS:

00:02:05. “Nobody ever really pays off a 30 year loan. So who cares about the back end of a 50 year?”
00:03:40. “50 year mortgage. You’re looking at a total monthly payment of $1,275.”
00:05:02. “The total interest paid on a 50 year mortgage would be $765,000.”
00:08:15. “Even if you don’t pay down a penny, market growth can still give you equity.”
00:13:09. “We don’t want people to necessarily pay 50 years, but use it as a tool to build wealth.”
00:17:50. “It’s the long game. That’s the idea with real estate and student loans too.”
00:21:00. “I would buy an investment property and pay on it like a 15, but with flexibility.”
00:24:38. “In Canada, you can move your current interest rate to a new asset. That’s wild.”

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