Yeah.

That's like the buyer waiting for rates to come down.

Okay.

So, you know, if you know when rates are coming down, you give me a call.

You let me know.

I don't think anything's going to change for a long time because of the amount of debt the country has.

The rates are built off the treasury bills.

It

Yes, yes.

So, you know, you got to start somewhere.

You got to fight by scratching claw.

You got to fight.

I'll just say this.

There is the average homeowner has 46 times the net worth of the average renter.

Young people are deciding to stay renters.

And the further out you go, the more house you can buy in most markets.

California didn't listen.

Thanks, bud.

You know, it's 72 degrees there today.

I got bad taxes and I can't build a house, but it's 72.

That's what I'm hanging on to.

Good weather.

But I'll just say, now I will say that they didn't get the cap gains thing done.

Okay, what are a couple of those points? And we'll probably dig into them more in the segments, but I'm just curious.

Mm-hmm.

And everybody watches the Homes and Gardens show.

The truth of the matter is, you know, I, I was out here in Tennessee the other day just looking at stuff, and I was looking at the model homes, and they have them all tricked out.

And they're lined up out the door, and everybody's buying the model homes.

The money is not in the model home, in the new construction.

The money's in the old beater down the street without the, you know, with the, looks like it needs a coat of paint.

Get your foot in the door.

People love losing hope, but people are also listening to all this garbage out there.

The 10-year Treasury is what sets the market.

market.And so you take the 10-year Treasury, you add 2%, and you'll get a 30-year mortgage.

So like right now it's 4.6, and so you're gonna go and get a mortgage.

A 30-year mortgage would be 6.8, and a 15 is f- you know, 5.7.

So if you wait, I, I, I'll say this.

I have never had anybody in my real estate career say this, ever: "I'm glad I waited." What the typical thing is, "Man, I coulda bought that house down in Cool Springs for 300 grand and a packet of peanuts, and now it's worth a million, you know, and I didn't." And that's all you ever hear.

You hear stories of regret.

That's all I'm saying.

Mm.

And I had a great mentor called Gene Coulman, and Gene said to me, "Okay." You've had your pity party.

You're- you've had your anger.

A guy did something unethical in this deal to blow it all up.

He said, "Brian, you've been to a $2.9 million seminar." And he was the guy that first introduced me to Zig Ziglar, and Lou Holtz, and whatever else.

He said, "You just paid $2.9 million for a seminar.

What are you gonna do with the information?" That, that mistake, which was hard, and it took me a long time to pay people back and do things, and make things right, and it hurt me like no other, made me a billion dollars.

Mm-hmm.

You would stimulate sales like crazy.

Here's what would happen.

The baby boomers, who are sitting on $89 trillion worth of assets, the baby boomers are w- are willing to go, "Okay, you know what I might do?" You'd actually have a temporary dip in prices because they go, "Guess what? I'm gonna make a mil on this.

Maybe I'll take 50 grand off the house to sell it quick because I wanna do it while the capital gains law is changed." Mm-hmm.

They might take 50, they might take 70 off the price.

They might take 100 off the price.

You might have, oh, this guy took 50.

Fee, fee, fee, fee, fee.

167 grand, the average fees for housing

housingJust to break ground.

So, uh, the fact of the matter is there, there are governmental things that can happen.

There are some things they're trying to do.

They're trying to-- They're actually-- The one thing this current legislation does, does a lot of, uh, re-reducing requirements and restrictions and regulations on housing.

They're reducing the federal regulations on housing.

So that, that will help some things.

Mm-hmm.

You are.

So, you know, opposites attract.

We go through our dynamics.

Obviously, I'm a big product of my mom and dad.

And, you know, I got a lot of stuff from my mom and dad.

And, you know, the you can do it, Briony, you know, you know, I got that from day one and she was our biggest cheerleader.

And so.

What made you end up going with your gut to work by referral?

Yeah.

So I would say AI.

I mean, we're we're we're actually launching AI programs ourselves this year.

You have to AI.

Now, the thing that happens is people abdicate to technology.

Oh, it's just going to do everything for me, you know, and it'll be sold that way.

It'll find you the house.

Do you teach your, you know, all your students and your clients to go after those kinds of people since they have the houses? Like,

Well, no, it's this.

So now people are going, okay, rates are up.

Fed's done this.

The market's doing that.

I'm going to hold off on buying until the rates come down.

Then the price is going to go up.

So it's like, hey, you can buy and refi.

I'm like, wow, that's pretty good.

And all of a sudden, you're in a little bit of a bind.

Well, I love hearing this story.

Because you know our mentor, Jim, used to say, do you want to hear the story or the whole story? Remember he used to say that? Right.

I was at a board meeting.

about a year ago, and there were some big bangers in this room, people who built giant billion-dollar companies and things like that.

And there was a gentleman who'd been brought in, and he would just say nothing in the meetings.

And so the gentleman who was the kind of the, he was the chairman emeritus, and I'm not going to tell you his name, but he has products we've all used.

I only read that because of Rome.